Date: 7.05.19 Jay Kumar: As we scale, grow and shoot to the moon — I had 2 questions percolating in the back of my mind. Here are the prompts and frames: Question 1: What is Invisible not? What will Invisible never be? Frame: I think there’s a disproportionate emphasis on defining who…

Francis Pedraza I’m asking myself that question a lot these days. I am also asking myself if my sales team understands that they are NOT a sales team. They are literally and technically a SALES AND EXPANSION TEAM And any analysis of our AE Comp plan screams loud and clear…

Francis, have you ever think about Invisible from the vantage of humans as a tool-using species? Technology = tool. Much of human history, from a sociological view, is people using tools. The innovation curve describes the rate at which people adopt tools. But, in the ideal society, people wouldn’t have…

I was just chatting with our CRO today over a prospect I had talked to and was a likely close for our lowest tier. They shouldn’t upsell any meaningful amount anytime soon, but would largely subsist at the low tier taking minimal support to service. As we’re defining our go-to-market…

“Get an MBA to build a network” “Major in a degree the will maximize your career earnings according to Payscale” “Work in management consulting/investment banking/insert high-paying-but soul-sucking job here” Most career advice sucks. It’s a stain to the human spirit — a reminder of the ever-present groupthink that we’d each…

1 From Shane Mileham What do you need from OPT to get you to the next level? What I need from Operations: Visibility into the status of each work at any given time along with some synthesis of the latest work that was done Proper time tracking in all ITC’s…

Partner All Hands Session

Problem: I lost a $4k client, off Upwork. He paid $1000, but cancelled the contract. So we lost out on $3k in revenue. Context: The client wanted us to scrape a directory of 80k US machine parts dealers he received from a legal organization and put the information we scraped in…

Problems: 1. Mail Merge method is horrible — I am close to the next one and each subject will now be. 2. Process Architecture is chaotic and disorganized. Solution: Jay is soon to start architecting (organizing) all tasks books. Jay needs to be closer to builds to make sure they are built properly. 3…