“Spend money the way it comes in. So, if you think you will make $10 million this quarter, you want to spend like you will make $10 million. If you under- spend you lose market share.” “The expectation of Software as a Service models is that you achieve 90%+ renewals.” —Stefan Groschupf, Automation Hero “If you want to have one functional salesperson in three months’ time, you should probably be hiring two. Assume that only half of your salespeople work out.” “Investors want to see a proven sales process – have a clear link between pilots, contracts and then retention as this gives high certainty around future revenue growth.” “If you have something that resonates with the market, you will convert between one in four and one in three of your qualified leads as an early stage company.” — Jens Lapinski, Angel Invest Ventures 74