Why Microsoft Is Willing to Pay So Much for GitHubMicrosoft’s recent $7.5 billion mega acquisition of GitHub is a perfect illustration of how differently value is ascribed in Silicon...
Make It Easy for Decision Makers to Approve Your DealImagine 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 DealAfter 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 ChampionIn 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 DealA $27 million investment by Andreessen Horowitz fueled Pinterest’s explosive rise on the startup scene. A partnership with Starbucks...