Knowing when to scale (and how to prove that you can do it)

When you’re talking to investors about a Series B, Series C or later round, one of the questions that will inevitably come up is “What are your CACs?”. It sounds like a simple question, but from the question of what costs to include and the right way to account for organic traffic to the pandora box of multi-touch attribution, there are lots of devils in the details.

What's more, the real question is not "What are your CACs?" but "What will your CACs be if you invest $10-20 million in sales & marketing?". It’s hard enough to calculate historic CACs for different acquisition channels with a high degree of accuracy. It’s much harder to predict future CACs at bigger scale.

And yet it shouldn’t come as a surprise that later-stage investors are so focused on this question. When you’re raising a Series B or later round, Continue reading "Knowing when to scale (and how to prove that you can do it)"

Clara Labs nabs $7M Series A as it positions its AI assistant to meet the needs of enterprise teams

 Clara Labs, creator of the Clara AI assistant, is announcing a $7 million Series A this morning led by Basis Set Ventures. Slack Fund also joined in the round alongside existing investors Sequoia and First Round. The startup will be looking to further differentiate within the crowded field of email-centric personal assistants by building in features and integrations to address the needs of… Read More

Reach Robotics closes $7.5M Series A for its augmented reality bots

 After years of research and development, Reach Robotics has closed a $7.5 million Series A, co-led by Korea Investment Partners (KiP) and IGlobe, to bring its augmented reality bots to market in a big way. The Bristol-based startup is looking to expand into the U.S. and the team is exploring opportunities for growth into other European and Asian markets. Reach Robotics first product,… Read More

ZenIQ lands $4.6 million to help marketers escape ‘dashboard hell’ using AI


ZenIQ, a company that applies AI to help companies with their account-based marketing practices, just raised $4.6 million in seed funding in a round led by Costanoa Ventures. Salesforce Ventures also participated in the round — which is interesting, considering that the company just started offering a similar service. The company’s product is supposed to help by taking in signals about potential customers and providing marketers with the best next action to take in order to land business from a particular account. ZenIQ uses machine learning to help figure out what that action is by integrating data from multiple systems. “Marketers [are in] dashboard hell right now,” ZenIQ CEO Srihari Kumar said. “They have to interpret the data from so many different [services] and try to figure out what to do next.” Overall, the product is supposed to help businesses get the most out of account-based Continue reading "ZenIQ lands $4.6 million to help marketers escape ‘dashboard hell’ using AI"

How U.S. Health Care Got Safer by Focusing on the Patient Experience

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Before 1999 “performance” had a simple, unidimensional definition for health care leaders and their boards: It was shorthand for the CFO’s financial report, summarizing operating margins. In the years since, “performance” has become more complex, now including dozens or even hundreds of quality measures. “Numbers that numb” has become an all-too-common description for performance reports in many organizations. Now, however, a unifying theory has emerged for how to improve performance for all these dimensions — safety, quality, experience, and financial. What is that theory, what is that driver, and what evidence supports it? First, a few words about where we came from and how we got here. Before 1999 the assumption was that quality in health care was basically pretty good — and in any case was difficult if not impossible to measure. The financial health of the organization was the most important metric for management and governance to follow. But 1999
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