Why Microsoft Is Willing to Pay So Much for GitHub
Microsoft’s recent $7.5 billion mega acquisition of GitHub is a perfect illustration of how differently value is ascribed in Silicon...
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Make It Easy for Decision Makers to Approve Your Deal
Imagine you’ve been offered a way to purchase $1 lottery tickets for a penny each. How many would you buy? If you were operating based on...
Win Over the Person Blocking Your Deal
After two and half decades of doing deals in Silicon Valley I could write a dissertation on what I’ve discovered. Instead, I’ll posit one...
To Close a Deal, Find a Champion
In Greek mythology, Charon is the ferryman who guides souls across the river Styx to the underworld. Those who do not employ his services...
The Stakeholders You Need to Close a Big Deal
A $27 million investment by Andreessen Horowitz fueled Pinterest’s explosive rise on the startup scene. A partnership with Starbucks...