HOMEPAGE - STORM VENTURES - YOU BUILT IT.INVESTMENTSOUR TEAMTHOUGHTSWHO WE AREWHY SURFINGABOUT STORM VENTURES We invest in companies that have found PMF. We don't care where you're based, as long as you have happy customers, innovative software, and a team hungry to leave their mark on the enterprise. BRIDGING - OUR TEAM - STORM VENTURES Tae Hea Nahm. Arun Penmetsa. Sanjay Subhedar

ENTERPRISE LEADERS

Quality Management for Life Sciences Pharmaceutical Solutions THOUGHTS - STORM VENTURES If you are an entrepreneur anywhere on the enterprise startup journey, Survival to Thrival is for you. In the beginning, it is simply about survival – how not to die?

SANJAY SUBHEDAR

Sanjay is a founding Managing Director of Storm Ventures. Sanjay enjoys working with entrepreneurs to help them achieve their dreams. Sanjay’s current focus is mobile and SaaS. HOW TO PREPARE A PITCH DECK FOR A SAAS INVESTOR FOCUS. Pretend it’s a seven-minute meeting. Two universal truths of first pitch meetings are 1. You need to deliver a tight, focused presentation, and 2. The goal isn’t to get a term sheet — it’s to get to the second meeting. The first couple minutes of any meeting involves some light chit-chat. CALCULATE, DON’T GUESS, HOW MANY ACCOUNTS TO TARGET IN Simple model to calculate number of accounts you must prospect. Let’s assume an individual rep needs to close 10 deals per year. If the (industry) average Sales Qualified Lead to Close conversion is 33% (but plug in your actual conversion rate here) then this rep would need to work on 30 SQLs during the year to make their number. ACHIEVING $1M ARR. WHAT DOES IT MEAN? Achieving this milestone was the primary goal of a start-up. Figure 1: $1M ARR as the milestone for scaling growth. In his excellent blog post from 2012 David Cummings, then CEO of Pardot explains how it took them about 2⅓ years to attain $1M ARR based on a $150-$500 in Monthly Recurring Revenue (MRR). This was a lot quicker than most HOW CAN STARTUPS SELL INTO HOSPITALS? Hospitals account for almost a third of the $3 trillion healthcare spend in the US. Consequently, partnering with a health system can be invaluable for a digital health startup. But, Go-To-Market in digital health is very hard. Long sales cycles, multiple decision makers and complex deployment processes are only some of the challenges. GTM METRIC #1: WILL I MAKE THE QUARTER? DO WE HAVE ENOUGH The desired pipeline coverage ratio ranges from 0.83x to 15.0x! A pipeline coverage ratio of 3x works with a 33% close rate for 90 day deals. Coincidentally, HOMEPAGE - STORM VENTURES - YOU BUILT IT.INVESTMENTSOUR TEAMTHOUGHTSWHO WE AREWHY SURFINGABOUT STORM VENTURES We invest in companies that have found PMF. We don't care where you're based, as long as you have happy customers, innovative software, and a team hungry to leave their mark on the enterprise. BRIDGING - OUR TEAM - STORM VENTURES Tae Hea Nahm. Arun Penmetsa. Sanjay Subhedar

ENTERPRISE LEADERS

Quality Management for Life Sciences Pharmaceutical Solutions THOUGHTS - STORM VENTURES If you are an entrepreneur anywhere on the enterprise startup journey, Survival to Thrival is for you. In the beginning, it is simply about survival – how not to die?

SANJAY SUBHEDAR

Sanjay is a founding Managing Director of Storm Ventures. Sanjay enjoys working with entrepreneurs to help them achieve their dreams. Sanjay’s current focus is mobile and SaaS. HOW TO PREPARE A PITCH DECK FOR A SAAS INVESTOR FOCUS. Pretend it’s a seven-minute meeting. Two universal truths of first pitch meetings are 1. You need to deliver a tight, focused presentation, and 2. The goal isn’t to get a term sheet — it’s to get to the second meeting. The first couple minutes of any meeting involves some light chit-chat. CALCULATE, DON’T GUESS, HOW MANY ACCOUNTS TO TARGET IN Simple model to calculate number of accounts you must prospect. Let’s assume an individual rep needs to close 10 deals per year. If the (industry) average Sales Qualified Lead to Close conversion is 33% (but plug in your actual conversion rate here) then this rep would need to work on 30 SQLs during the year to make their number. ACHIEVING $1M ARR. WHAT DOES IT MEAN? Achieving this milestone was the primary goal of a start-up. Figure 1: $1M ARR as the milestone for scaling growth. In his excellent blog post from 2012 David Cummings, then CEO of Pardot explains how it took them about 2⅓ years to attain $1M ARR based on a $150-$500 in Monthly Recurring Revenue (MRR). This was a lot quicker than most HOW CAN STARTUPS SELL INTO HOSPITALS? Hospitals account for almost a third of the $3 trillion healthcare spend in the US. Consequently, partnering with a health system can be invaluable for a digital health startup. But, Go-To-Market in digital health is very hard. Long sales cycles, multiple decision makers and complex deployment processes are only some of the challenges. GTM METRIC #1: WILL I MAKE THE QUARTER? DO WE HAVE ENOUGH The desired pipeline coverage ratio ranges from 0.83x to 15.0x! A pipeline coverage ratio of 3x works with a 33% close rate for 90 day deals. Coincidentally, THOUGHTS - STORM VENTURES If you are an entrepreneur anywhere on the enterprise startup journey, Survival to Thrival is for you. In the beginning, it is simply about survival – how not to die? ENTERPRISE LEADERS ALL � 2021 Storm Ventures Startup Jobs

STORM VENTURES

InEvent: Shaping up the future of the B2B event market space. The worldwide crisis has forced the event industry to grind to a halt, unlocking the massive growth of a category that was previously. Pascale Diaine. Feb 8. How to Deal with Acquisition Interest. THOUGHTS - STORM VENTURES - JOIN ENTERPRISE LEADERS 3000 Sand Hill Road Building 4, Suite 210 Menlo Park, California, 94025 +1.650.926.8800

CATHIE BAUTISTA

Cathie joined the Storm Ventures’ operations team as an executive assistant in May 2019. She works on a broad range of marketing, design, and content projects. Prior to Storm Ventures, Cathie gained extensive experience in a variety of administrative and management roles across the educational, healthcare, and beauty industries. Cathie Bautista holds a bachelor’s degree

ARUN PENMETSA

Arun Penmetsa is a Partner at Storm Ventures and focuses on early stage Enterprise software companies, primarily in SaaS, Security and Digital Health startups. HOW CAN STARTUPS SELL INTO HOSPITALS? Hospitals account for almost a third of the $3 trillion healthcare spend in the US. Consequently, partnering with a health system can be invaluable for a digital health startup. But, Go-To-Market in digital health is very hard.Long sales cycles, multiple decision makers and complex deployment processes are only some of the challenges. THE NEED FOR SPEED. THE NEED FOR SPEED IN THE ENTERPRISE The need for speed in the enterprise is real. It’s only been 18 months, so it’s not a major surprise that the ideas we believed in then continue to be true today. In fact, the trends became even more clear. Obviously, this isn’t always the case when investing early but when it works, it works. There are some aspects of the business

that

HOW THE CUSTOMER ACQUISITION PROCESS IS CHANGING IN SAAS Note: This article was first published on Openview Labs.Read the full “Mastering Product Experience: How to Deliver Personalized Product Experiences with Product-led Go-to-Market Strategy” book or download in PDF format. It’s getting harder for enterprise software companies to justify the need for a complex buying process in a world where frictionless customer experiences are on the rise. HOW AND WHY: RUNNING A CLINICAL TRIAL ON A DIGITAL HEALTH T here is no shortage of passion in healthtech. Every healthtech startup promises to improve patient care, and expects this improved care to translate into revenue and traction. In reality, incremental increases in the quality of care only translates into revenue and traction when measured and validated in the clinical setting. HOMEPAGE - STORM VENTURES - YOU BUILT IT.INVESTMENTSOUR TEAMTHOUGHTSWHO WE AREWHY SURFINGABOUT STORM VENTURES We invest in companies that have found PMF. We don't care where you're based, as long as you have happy customers, innovative software, and a team hungry to leave their mark on the enterprise. BRIDGING - OUR TEAM - STORM VENTURES Tae Hea Nahm. Arun Penmetsa. Sanjay Subhedar

SANJAY SUBHEDAR

Sanjay is a founding Managing Director of Storm Ventures. Sanjay enjoys working with entrepreneurs to help them achieve their dreams. Sanjay’s current focus is mobile and SaaS. HOW TO PREPARE A PITCH DECK FOR A SAAS INVESTOR FOCUS. Pretend it’s a seven-minute meeting. Two universal truths of first pitch meetings are 1. You need to deliver a tight, focused presentation, and 2. The goal isn’t to get a term sheet — it’s to get to the second meeting. The first couple minutes of any meeting involves some light chit-chat. CALCULATE, DON’T GUESS, HOW MANY ACCOUNTS TO TARGET IN Simple model to calculate number of accounts you must prospect. Let’s assume an individual rep needs to close 10 deals per year. If the (industry) average Sales Qualified Lead to Close conversion is 33% (but plug in your actual conversion rate here) then this rep would need to work on 30 SQLs during the year to make their number. ACHIEVING $1M ARR. WHAT DOES IT MEAN? Achieving this milestone was the primary goal of a start-up. Figure 1: $1M ARR as the milestone for scaling growth. In his excellent blog post from 2012 David Cummings, then CEO of Pardot explains how it took them about 2⅓ years to attain $1M ARR based on a $150-$500 in Monthly Recurring Revenue (MRR). This was a lot quicker than most HOW ACCOUNT BASED MARKETING IS REINVENTING GTM HOW CAN STARTUPS SELL INTO HOSPITALS? Hospitals account for almost a third of the $3 trillion healthcare spend in the US. Consequently, partnering with a health system can be invaluable for a digital health startup. But, Go-To-Market in digital health is very hard. Long sales cycles, multiple decision makers and complex deployment processes are only some of the challenges. HOW AND WHY: RUNNING A CLINICAL TRIAL ON A DIGITAL HEALTH T here is no shortage of passion in healthtech. Every healthtech startup promises to improve patient care, and expects this improved care to translate into revenue and traction. In reality, incremental increases in the quality of care only translates into revenue and traction when measured and validated in the clinical setting. MARTECH LANDSCAPES: 2017 WISH LIST FOR MARKETERS The Pedowitz Group and other marketing consultants have online tools available to access the maturity of marketing teams. There is an opportunity to build out these models to include information on suggested martech providers for each stage. The output of more evolved assessments could be recommendations for specific companies to help achieve the business outcomes for each stage. HOMEPAGE - STORM VENTURES - YOU BUILT IT.INVESTMENTSOUR TEAMTHOUGHTSWHO WE AREWHY SURFINGABOUT STORM VENTURES We invest in companies that have found PMF. We don't care where you're based, as long as you have happy customers, innovative software, and a team hungry to leave their mark on the enterprise. BRIDGING - OUR TEAM - STORM VENTURES Tae Hea Nahm. Arun Penmetsa. Sanjay Subhedar

SANJAY SUBHEDAR

Sanjay is a founding Managing Director of Storm Ventures. Sanjay enjoys working with entrepreneurs to help them achieve their dreams. Sanjay’s current focus is mobile and SaaS. HOW TO PREPARE A PITCH DECK FOR A SAAS INVESTOR FOCUS. Pretend it’s a seven-minute meeting. Two universal truths of first pitch meetings are 1. You need to deliver a tight, focused presentation, and 2. The goal isn’t to get a term sheet — it’s to get to the second meeting. The first couple minutes of any meeting involves some light chit-chat. CALCULATE, DON’T GUESS, HOW MANY ACCOUNTS TO TARGET IN Simple model to calculate number of accounts you must prospect. Let’s assume an individual rep needs to close 10 deals per year. If the (industry) average Sales Qualified Lead to Close conversion is 33% (but plug in your actual conversion rate here) then this rep would need to work on 30 SQLs during the year to make their number. ACHIEVING $1M ARR. WHAT DOES IT MEAN? Achieving this milestone was the primary goal of a start-up. Figure 1: $1M ARR as the milestone for scaling growth. In his excellent blog post from 2012 David Cummings, then CEO of Pardot explains how it took them about 2⅓ years to attain $1M ARR based on a $150-$500 in Monthly Recurring Revenue (MRR). This was a lot quicker than most HOW ACCOUNT BASED MARKETING IS REINVENTING GTM HOW CAN STARTUPS SELL INTO HOSPITALS? Hospitals account for almost a third of the $3 trillion healthcare spend in the US. Consequently, partnering with a health system can be invaluable for a digital health startup. But, Go-To-Market in digital health is very hard. Long sales cycles, multiple decision makers and complex deployment processes are only some of the challenges. HOW AND WHY: RUNNING A CLINICAL TRIAL ON A DIGITAL HEALTH T here is no shortage of passion in healthtech. Every healthtech startup promises to improve patient care, and expects this improved care to translate into revenue and traction. In reality, incremental increases in the quality of care only translates into revenue and traction when measured and validated in the clinical setting. MARTECH LANDSCAPES: 2017 WISH LIST FOR MARKETERS The Pedowitz Group and other marketing consultants have online tools available to access the maturity of marketing teams. There is an opportunity to build out these models to include information on suggested martech providers for each stage. The output of more evolved assessments could be recommendations for specific companies to help achieve the business outcomes for each stage. THOUGHTS - STORM VENTURES If you are an entrepreneur anywhere on the enterprise startup journey, Survival to Thrival is for you. In the beginning, it is simply about survival – how not to die?

ENTERPRISE LEADERS

Quality Management for Life Sciences Pharmaceutical Solutions

STORM VENTURES

InEvent: Shaping up the future of the B2B event market space. The worldwide crisis has forced the event industry to grind to a halt, unlocking the massive growth of a category that was previously. Pascale Diaine. Feb 8. How to Deal with Acquisition Interest. THOUGHTS - STORM VENTURES - JOIN ENTERPRISE LEADERS 3000 Sand Hill Road Building 4, Suite 210 Menlo Park, California, 94025 +1.650.926.8800

DOMINIQUE LEVIN

Dominique is a Managing Partner of Winning By Design, a firm that designs, builds and scales modern sales organizations. Storm Ventures has contracted Dominique as a Marketing Mentor to accelerate the development of marketing teams across emerging portfolio companies.

KEVIN MELIA

Kevin joined Storm Ventures in 2002 as a junior member of the investment team. In that role he worked with several Storm portfolio companies including Airespace (acquired by Cisco), Berkana Wireless (acquired by Qualcomm), and IML (Taiwan IPO). YOON KIM - STORM VENTURES Yoon recently joined the Storm Ventures team as Venture Partner to help Korean startups to succeed in global market. Previously, he served 29 years at KAIST as Professor of Physics, Vice President of Research and the founding Director of the Institute for Startup KAIST

(ISK).

HOW ACCOUNT BASED MARKETING IS REINVENTING GTM How Account Based Marketing is reinventing GTM. The above diagram illustrates the evolution of B2B GTM. In the early days of Storm, GTM success meant hiring superstar sales reps with deep rolodexes. That changed dramatically with Demand Generation, where marketing could generate large number of qualified leads for sales. WHY SURFING?. WE JUST LAUNCHED A NEW WEBSITE… Watching the approaching swell. We just launched a new website (finally) and after some debate we went with some surfing images. We have talked for a long time about surfing as an analogy to the startup journey. Tae Hea is working on a book using the same theme. While we cannot predict future success, we try to see approaching waves —

waves

HOW AND WHY: RUNNING A CLINICAL TRIAL ON A DIGITAL HEALTH T here is no shortage of passion in healthtech. Every healthtech startup promises to improve patient care, and expects this improved care to translate into revenue and traction. In reality, incremental increases in the quality of care only translates into revenue and traction when measured and validated in the clinical setting. HOMEPAGE - STORM VENTURES - YOU BUILT IT.INVESTMENTSOUR TEAMTHOUGHTSWHO WE AREWHY SURFINGABOUT STORM VENTURES We invest in companies that have found PMF. We don't care where you're based, as long as you have happy customers, innovative software, and a team hungry to leave their mark on the enterprise. BRIDGING - OUR TEAM - STORM VENTURES Tae Hea Nahm. Arun Penmetsa. Sanjay Subhedar THOUGHTS - STORM VENTURES If you are an entrepreneur anywhere on the enterprise startup journey, Survival to Thrival is for you. In the beginning, it is simply about survival – how not to die?

SANJAY SUBHEDAR

Sanjay is a founding Managing Director of Storm Ventures. Sanjay enjoys working with entrepreneurs to help them achieve their dreams. Sanjay’s current focus is mobile and SaaS. HOW TO PREPARE A PITCH DECK FOR A SAAS INVESTOR FOCUS. Pretend it’s a seven-minute meeting. Two universal truths of first pitch meetings are 1. You need to deliver a tight, focused presentation, and 2. The goal isn’t to get a term sheet — it’s to get to the second meeting. The first couple minutes of any meeting involves some light chit-chat. THOUGHTS - STORM VENTURES - JOIN ENTERPRISE LEADERS 3000 Sand Hill Road Building 4, Suite 210 Menlo Park, California, 94025 +1.650.926.8800 CALCULATE, DON’T GUESS, HOW MANY ACCOUNTS TO TARGET IN Simple model to calculate number of accounts you must prospect. Let’s assume an individual rep needs to close 10 deals per year. If the (industry) average Sales Qualified Lead to Close conversion is 33% (but plug in your actual conversion rate here) then this rep would need to work on 30 SQLs during the year to make their number. ACHIEVING $1M ARR. WHAT DOES IT MEAN? Achieving this milestone was the primary goal of a start-up. Figure 1: $1M ARR as the milestone for scaling growth. In his excellent blog post from 2012 David Cummings, then CEO of Pardot explains how it took them about 2⅓ years to attain $1M ARR based on a $150-$500 in Monthly Recurring Revenue (MRR). This was a lot quicker than most HOW CAN STARTUPS SELL INTO HOSPITALS? Hospitals account for almost a third of the $3 trillion healthcare spend in the US. Consequently, partnering with a health system can be invaluable for a digital health startup. But, Go-To-Market in digital health is very hard. Long sales cycles, multiple decision makers and complex deployment processes are only some of the challenges. GTM METRIC #1: WILL I MAKE THE QUARTER? DO WE HAVE ENOUGH The desired pipeline coverage ratio ranges from 0.83x to 15.0x! A pipeline coverage ratio of 3x works with a 33% close rate for 90 day deals. Coincidentally, HOMEPAGE - STORM VENTURES - YOU BUILT IT.INVESTMENTSOUR TEAMTHOUGHTSWHO WE AREWHY SURFINGABOUT STORM VENTURES We invest in companies that have found PMF. We don't care where you're based, as long as you have happy customers, innovative software, and a team hungry to leave their mark on the enterprise. BRIDGING - OUR TEAM - STORM VENTURES Tae Hea Nahm. Arun Penmetsa. Sanjay Subhedar THOUGHTS - STORM VENTURES If you are an entrepreneur anywhere on the enterprise startup journey, Survival to Thrival is for you. In the beginning, it is simply about survival – how not to die?

SANJAY SUBHEDAR

Sanjay is a founding Managing Director of Storm Ventures. Sanjay enjoys working with entrepreneurs to help them achieve their dreams. Sanjay’s current focus is mobile and SaaS. HOW TO PREPARE A PITCH DECK FOR A SAAS INVESTOR FOCUS. Pretend it’s a seven-minute meeting. Two universal truths of first pitch meetings are 1. You need to deliver a tight, focused presentation, and 2. The goal isn’t to get a term sheet — it’s to get to the second meeting. The first couple minutes of any meeting involves some light chit-chat. THOUGHTS - STORM VENTURES - JOIN ENTERPRISE LEADERS 3000 Sand Hill Road Building 4, Suite 210 Menlo Park, California, 94025 +1.650.926.8800 CALCULATE, DON’T GUESS, HOW MANY ACCOUNTS TO TARGET IN Simple model to calculate number of accounts you must prospect. Let’s assume an individual rep needs to close 10 deals per year. If the (industry) average Sales Qualified Lead to Close conversion is 33% (but plug in your actual conversion rate here) then this rep would need to work on 30 SQLs during the year to make their number. ACHIEVING $1M ARR. WHAT DOES IT MEAN? Achieving this milestone was the primary goal of a start-up. Figure 1: $1M ARR as the milestone for scaling growth. In his excellent blog post from 2012 David Cummings, then CEO of Pardot explains how it took them about 2⅓ years to attain $1M ARR based on a $150-$500 in Monthly Recurring Revenue (MRR). This was a lot quicker than most HOW CAN STARTUPS SELL INTO HOSPITALS? Hospitals account for almost a third of the $3 trillion healthcare spend in the US. Consequently, partnering with a health system can be invaluable for a digital health startup. But, Go-To-Market in digital health is very hard. Long sales cycles, multiple decision makers and complex deployment processes are only some of the challenges. GTM METRIC #1: WILL I MAKE THE QUARTER? DO WE HAVE ENOUGH The desired pipeline coverage ratio ranges from 0.83x to 15.0x! A pipeline coverage ratio of 3x works with a 33% close rate for 90 day deals. Coincidentally, THOUGHTS - STORM VENTURES If you are an entrepreneur anywhere on the enterprise startup journey, Survival to Thrival is for you. In the beginning, it is simply about survival – how not to die? ENTERPRISE LEADERS ALL � 2021 Storm Ventures Startup Jobs

STORM VENTURES

InEvent: Shaping up the future of the B2B event market space. The worldwide crisis has forced the event industry to grind to a halt, unlocking the massive growth of a category that was previously. Pascale Diaine. Feb 8. How to Deal with Acquisition Interest. THOUGHTS - STORM VENTURES - JOIN ENTERPRISE LEADERS 3000 Sand Hill Road Building 4, Suite 210 Menlo Park, California, 94025 +1.650.926.8800

ARUN PENMETSA

Arun Penmetsa is a Partner at Storm Ventures and focuses on early stage Enterprise software companies, primarily in SaaS, Security and Digital Health startups. THE NEED FOR SPEED. THE NEED FOR SPEED IN THE ENTERPRISE The need for speed in the enterprise is real. It’s only been 18 months, so it’s not a major surprise that the ideas we believed in then continue to be true today. In fact, the trends became even more clear. Obviously, this isn’t always the case when investing early but when it works, it works. There are some aspects of the business

that

DEAR DAD: SELLING TO MILLENNIALS. SALES IS PERSONAL. ASK Sales is personal. Ask any person whose job it’s been to sell another person a product, idea, or service and they’ll tell you this. Yes, there are tools we use to help increase the level of engagement or processes a salesperson can use to help create consistent and repeatable experiences, but still at the heart of any sale is the moment where a salesperson creates a bond of trust. HOW THE CUSTOMER ACQUISITION PROCESS IS CHANGING IN SAAS Note: This article was first published on Openview Labs.Read the full “Mastering Product Experience: How to Deliver Personalized Product Experiences with Product-led Go-to-Market Strategy” book or download in PDF format. It’s getting harder for enterprise software companies to justify the need for a complex buying process in a world where frictionless customer experiences are on the rise. HOW AND WHY: RUNNING A CLINICAL TRIAL ON A DIGITAL HEALTH T here is no shortage of passion in healthtech. Every healthtech startup promises to improve patient care, and expects this improved care to translate into revenue and traction. In reality, incremental increases in the quality of care only translates into revenue and traction when measured and validated in the clinical setting. MARTECH LANDSCAPES: 2017 WISH LIST FOR MARKETERS The Pedowitz Group and other marketing consultants have online tools available to access the maturity of marketing teams. There is an opportunity to build out these models to include information on suggested martech providers for each stage. The output of more evolved assessments could be recommendations for specific companies to help achieve the business outcomes for each stage. HOMEPAGE - STORM VENTURES - YOU BUILT IT.INVESTMENTSOUR TEAMTHOUGHTSWHO WE AREWHY SURFINGABOUT STORM VENTURES We invest in companies that have found PMF. We don't care where you're based, as long as you have happy customers, innovative software, and a team hungry to leave their mark on the enterprise. BRIDGING - OUR TEAM - STORM VENTURES Tae Hea Nahm. Arun Penmetsa. Sanjay Subhedar

SANJAY SUBHEDAR

Sanjay is a founding Managing Director of Storm Ventures. Sanjay enjoys working with entrepreneurs to help them achieve their dreams. Sanjay’s current focus is mobile and SaaS. HOW TO PREPARE A PITCH DECK FOR A SAAS INVESTOR FOCUS. Pretend it’s a seven-minute meeting. Two universal truths of first pitch meetings are 1. You need to deliver a tight, focused presentation, and 2. The goal isn’t to get a term sheet — it’s to get to the second meeting. The first couple minutes of any meeting involves some light chit-chat. CALCULATE, DON’T GUESS, HOW MANY ACCOUNTS TO TARGET IN Simple model to calculate number of accounts you must prospect. Let’s assume an individual rep needs to close 10 deals per year. If the (industry) average Sales Qualified Lead to Close conversion is 33% (but plug in your actual conversion rate here) then this rep would need to work on 30 SQLs during the year to make their number. ACHIEVING $1M ARR. WHAT DOES IT MEAN? Achieving this milestone was the primary goal of a start-up. Figure 1: $1M ARR as the milestone for scaling growth. In his excellent blog post from 2012 David Cummings, then CEO of Pardot explains how it took them about 2⅓ years to attain $1M ARR based on a $150-$500 in Monthly Recurring Revenue (MRR). This was a lot quicker than most HOW ACCOUNT BASED MARKETING IS REINVENTING GTM HOW CAN STARTUPS SELL INTO HOSPITALS? Hospitals account for almost a third of the $3 trillion healthcare spend in the US. Consequently, partnering with a health system can be invaluable for a digital health startup. But, Go-To-Market in digital health is very hard. Long sales cycles, multiple decision makers and complex deployment processes are only some of the challenges. HOW AND WHY: RUNNING A CLINICAL TRIAL ON A DIGITAL HEALTH T here is no shortage of passion in healthtech. Every healthtech startup promises to improve patient care, and expects this improved care to translate into revenue and traction. In reality, incremental increases in the quality of care only translates into revenue and traction when measured and validated in the clinical setting. MARTECH LANDSCAPES: 2017 WISH LIST FOR MARKETERS The Pedowitz Group and other marketing consultants have online tools available to access the maturity of marketing teams. There is an opportunity to build out these models to include information on suggested martech providers for each stage. The output of more evolved assessments could be recommendations for specific companies to help achieve the business outcomes for each stage. HOMEPAGE - STORM VENTURES - YOU BUILT IT.INVESTMENTSOUR TEAMTHOUGHTSWHO WE AREWHY SURFINGABOUT STORM VENTURES We invest in companies that have found PMF. We don't care where you're based, as long as you have happy customers, innovative software, and a team hungry to leave their mark on the enterprise. BRIDGING - OUR TEAM - STORM VENTURES Tae Hea Nahm. Arun Penmetsa. Sanjay Subhedar

SANJAY SUBHEDAR

Sanjay is a founding Managing Director of Storm Ventures. Sanjay enjoys working with entrepreneurs to help them achieve their dreams. Sanjay’s current focus is mobile and SaaS. HOW TO PREPARE A PITCH DECK FOR A SAAS INVESTOR FOCUS. Pretend it’s a seven-minute meeting. Two universal truths of first pitch meetings are 1. You need to deliver a tight, focused presentation, and 2. The goal isn’t to get a term sheet — it’s to get to the second meeting. The first couple minutes of any meeting involves some light chit-chat. CALCULATE, DON’T GUESS, HOW MANY ACCOUNTS TO TARGET IN Simple model to calculate number of accounts you must prospect. Let’s assume an individual rep needs to close 10 deals per year. If the (industry) average Sales Qualified Lead to Close conversion is 33% (but plug in your actual conversion rate here) then this rep would need to work on 30 SQLs during the year to make their number. ACHIEVING $1M ARR. WHAT DOES IT MEAN? Achieving this milestone was the primary goal of a start-up. Figure 1: $1M ARR as the milestone for scaling growth. In his excellent blog post from 2012 David Cummings, then CEO of Pardot explains how it took them about 2⅓ years to attain $1M ARR based on a $150-$500 in Monthly Recurring Revenue (MRR). This was a lot quicker than most HOW ACCOUNT BASED MARKETING IS REINVENTING GTM HOW CAN STARTUPS SELL INTO HOSPITALS? Hospitals account for almost a third of the $3 trillion healthcare spend in the US. Consequently, partnering with a health system can be invaluable for a digital health startup. But, Go-To-Market in digital health is very hard. Long sales cycles, multiple decision makers and complex deployment processes are only some of the challenges. HOW AND WHY: RUNNING A CLINICAL TRIAL ON A DIGITAL HEALTH T here is no shortage of passion in healthtech. Every healthtech startup promises to improve patient care, and expects this improved care to translate into revenue and traction. In reality, incremental increases in the quality of care only translates into revenue and traction when measured and validated in the clinical setting. MARTECH LANDSCAPES: 2017 WISH LIST FOR MARKETERS The Pedowitz Group and other marketing consultants have online tools available to access the maturity of marketing teams. There is an opportunity to build out these models to include information on suggested martech providers for each stage. The output of more evolved assessments could be recommendations for specific companies to help achieve the business outcomes for each stage. THOUGHTS - STORM VENTURES If you are an entrepreneur anywhere on the enterprise startup journey, Survival to Thrival is for you. In the beginning, it is simply about survival – how not to die?

ENTERPRISE LEADERS

Quality Management for Life Sciences Pharmaceutical Solutions

STORM VENTURES

InEvent: Shaping up the future of the B2B event market space. The worldwide crisis has forced the event industry to grind to a halt, unlocking the massive growth of a category that was previously. Pascale Diaine. Feb 8. How to Deal with Acquisition Interest. THOUGHTS - STORM VENTURES - JOIN ENTERPRISE LEADERS 3000 Sand Hill Road Building 4, Suite 210 Menlo Park, California, 94025 +1.650.926.8800

DOMINIQUE LEVIN

Dominique is a Managing Partner of Winning By Design, a firm that designs, builds and scales modern sales organizations. Storm Ventures has contracted Dominique as a Marketing Mentor to accelerate the development of marketing teams across emerging portfolio companies.

KEVIN MELIA

Kevin joined Storm Ventures in 2002 as a junior member of the investment team. In that role he worked with several Storm portfolio companies including Airespace (acquired by Cisco), Berkana Wireless (acquired by Qualcomm), and IML (Taiwan IPO). YOON KIM - STORM VENTURES Yoon recently joined the Storm Ventures team as Venture Partner to help Korean startups to succeed in global market. Previously, he served 29 years at KAIST as Professor of Physics, Vice President of Research and the founding Director of the Institute for Startup KAIST

(ISK).

HOW ACCOUNT BASED MARKETING IS REINVENTING GTM How Account Based Marketing is reinventing GTM. The above diagram illustrates the evolution of B2B GTM. In the early days of Storm, GTM success meant hiring superstar sales reps with deep rolodexes. That changed dramatically with Demand Generation, where marketing could generate large number of qualified leads for sales. WHY SURFING?. WE JUST LAUNCHED A NEW WEBSITE… Watching the approaching swell. We just launched a new website (finally) and after some debate we went with some surfing images. We have talked for a long time about surfing as an analogy to the startup journey. Tae Hea is working on a book using the same theme. While we cannot predict future success, we try to see approaching waves —

waves

HOW AND WHY: RUNNING A CLINICAL TRIAL ON A DIGITAL HEALTH T here is no shortage of passion in healthtech. Every healthtech startup promises to improve patient care, and expects this improved care to translate into revenue and traction. In reality, incremental increases in the quality of care only translates into revenue and traction when measured and validated in the clinical setting.

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YOU BUILT IT.

LET'S UNLOCK

MASSIVE GROWTH

LET'S TALK

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WE ARE AN EARLY STAGE B2B FOCUSED VENTURE FIRM THAT SPECIALIZES IN BUILDING ENTERPRISE LEADERS CONGRATULATIONS TO OUR PORTFOLIO COMPANIES!

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TALKDESK RAISES $143 MILLION IN SERIES C FUNDING, BRINGING ITS VALUATION TO MORE THAN $3B

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SPLASHTOP ANNOUNCES $50M IN NEW FUNDING, ACHIEVING COVETED $1 BILLION

VALUATION

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TEKION RAISES $150M SERIES C AT $1B+ VALUATION

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SALES CRM PIPEDRIVE REACHES ‘UNICORN’ STATUS, ANNOUNCES MAJORITY INVESTMENT FROM VISTA EQUITY PARTNERS

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SALESLOFT VALUED AT $1.1 BILLION AFTER $100 MILLION EQUITY INVESTMENT

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WORKATO ANNOUNCES $110M AT $1.7B VALUATION TO TRANSFORM HOW

ENTERPRISES WORK

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How we help unlock massive growth

180+

INVESTMENTS

Join our vibrant and diverse community of founders

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GAME CHANGING BOOKS

Survival to Thrival defines the missing link for B2B growth: GTM Fit

60+

GTM EXPERTS GLOBALLY We partner with Winning By Design to help you scale your GTM

everywhere

The 4-Step Path to Unlock Growth Many B2B companies mistakenly try to scale immediately after finding Product-Market Fit. They skip a key step: Go-To-Market Fit. We've developed a repeatable, 4-step path to unlock growth.

MOMENTUM

CATCH THE WAVE

Nail the Customer Journey

REPEATABILITY

RIGHT SURFBOARD

Build Repeatable GTM Playbook

SCALE

RIDE THE WAVE

Operationalize the Playbook

EXECUTION

IMPROVE THE RIDE

Use Metrics to Iterate Playbook READ THE 4-STEP PATH

Are we a match?

We invest in companies that have found PMF. We don't care where you're based, as long as you have happy customers, innovative software, and a team hungry to leave their mark on the enterprise.

ARE WE A MATCH?

Bridging Diverse Communities to go Global

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WE HAVE A COMMITMENT TO MAKE VENTURE AND TECH ACCESSIBLE TO ENTREPRENEURS OF ALL BACKGROUNDS FREDERIK GROCE, PRINCIPAL AT STORM VENTURES FOUNDER OF BLCK VC WITH LEADERS OF THE COMMUNITY

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INVESTING ACROSS

ALL GENDERS AND CULTURES Pascale Diaine, Principal at Storm Ventures, addressing international audiences at tech events

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EVANGELIZING ENTREPRENEURSHIP AND TECHNOLOGY TO THE LATIN AMERICAN AND

HISPANIC COMMUNITY

Alex Mendez, cofounder of Storm Ventures and Puente Labs, judge at Argentine Investment Forum and meeting the then Argentine President.

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OUR TEAM

TO THE FULL TEAM

FREDERIK GROCE

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TAE HEA NAHM

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ARUN PENMETSA

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PASCALE DIAINE

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CATHIE BAUTISTA

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VALERY KOMISSAROVA

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RYAN FLOYD

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ALEX MENDEZ

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SANJAY SUBHEDAR

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JACCO VANDERKOOIJ

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DOMINIQUE LEVIN

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KEVIN MELIA

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MARY ANDERSON

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YOON KIM

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SHARING THOUGHTS

M

MEDIUM

CARTA HEALTHCARE: UNLOCKING THE VALUE IN HEALTH DATA

pascale-diaine

WHAT IS ENTERPRISE AUTOMATION? Q&A WITH WORKATO’S MARKUS ZIRN

pascale-diaine

INEVENT: SHAPING UP THE FUTURE OF THE B2B EVENT MARKET SPACE

pascale-diaine

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