The NFX Podcast

NFX

We believe creating something of true significance starts with seeing things others do not.

  1. How AI is Forcing Startups to Rethink Pricing w/ Madhavan Ramanujam

    17H AGO

    How AI is Forcing Startups to Rethink Pricing w/ Madhavan Ramanujam

    Key Points: - 20% of what you build in tech drives 80% of the willingness to pay, making it crucial to identify and monetize this core value early on. - Framing POCs as business case validation exercises rather than just technical validation can help ensure that you are engaging with customers who are serious about the value your product provides. - Outcome-based pricing can align incentives between the customer and the provider, ensuring that the focus remains on delivering measurable value, but it requires high autonomy and clear attribution to be effective. Timestamps: (0:00) Introduction to pricing in the AI era with Madhavan Ramanujam (1:13) Transition from services to VC and the impact of pricing (2:56) The role of pricing in scaling innovation (4:35) AI monetization and go-to-market strategies (7:29) Evolution of pricing models in the tech industry (9:37) Early conversations on willingness to pay (12:17) Value capture and margins in AI products (17:16) Monetization strategies for seed-stage startups (19:02) Tactics for successful POCs and enterprise deals (24:01) Communicating value and the importance of simple pricing (28:07) SaaS pricing evolution in the AI context (31:10) Pricing models: Understanding and applicability (34:14) Outcome-based pricing: Challenges and benefits (41:23) Adapting pricing models as products evolve (43:58) The future of outcome-based pricing in AI (45:30) AI's role in reducing bias in pricing (46:23) Innovative pricing against incumbents (49:56) Founder archetypes in pricing strategy (55:51) Achieving profitable growth in startups (57:49) The 20-80 axiom in product development (59:15) Overcoming resistance to price changes (1:00:06) Acquiring and retaining customers (1:01:21) Validating leads with charged POCs (1:05:14) Durability of AI startup revenue growth (1:07:34) Segment-based cohort analysis and KPI evaluation (1:09:43) AI adoption in different market segments (1:10:50) Network effects and revenue durability (1:11:36) Episode conclusion and future topics

    1h 12m
  2. The Product Intuition Behind $800M+ In Exits w/ Kamakshi Sivaramakrishnan

    2D AGO

    The Product Intuition Behind $800M+ In Exits w/ Kamakshi Sivaramakrishnan

    Key Points: - The journey of founding and scaling startups often involves leveraging unique technical expertise to address emerging market needs and seizing serendipitous opportunities for growth and acquisition. - Data-driven startups face the dual challenge of innovating with sparse data and navigating complex go-to-market strategies, making strategic partnerships and early customer wins crucial for success. - Empowering product teams within large corporations to actively engage with innovative startups can accelerate technology adoption and drive significant business growth, particularly in rapidly evolving fields like AI and data collaboration.   Timestamps: (0:00) Introduction of Kamakshi Sivaramakrishnan (0:25) Kamakshi's journey from AdMob to Drawbridge (3:42) Joining AdMob and the mobile advertising revolution (7:37) AdMob's success with the iPhone launch and Google acquisition (13:00) AdMob's company culture, legacy, and reactions to acquisition (21:21) Founding Drawbridge post-Google and navigating ad tech (29:23) Drawbridge's value proposition and the impact of regulations (34:01) LinkedIn as an early customer to acquisition considerations (38:27) Founder advice on customer relationships and board management (47:08) Acquisition process, investor alignment, and personal reflections (55:25) Tips for first-time founders during acquisitions (57:40) Transition to LinkedIn and insights on startup costs and rewards (1:06:04) Leadership lessons from Microsoft and founding Samooha (1:11:02) Vision for Samooha and data collaboration in enterprises (1:14:20) Building a well-rounded founder team and navigating the ad industry (1:17:51) Early wins, raising capital, and corporate investment considerations (1:27:21) Data collaboration complexities and the acquisition by Snowflake (1:35:01) Advice for founders and corporates in data collaboration (1:38:26) Encouragement for female founders and empowering product teams (1:41:05) Product innovation and episode conclusion

    1h 42m
  3. How Running Out of Money Made DocSend a $165M Success w/ Russ Heddleston

    4D AGO

    How Running Out of Money Made DocSend a $165M Success w/ Russ Heddleston

    Timestamps: (0:00) Introduction of Russ Heddleston (0:40) Russ Heddleston's early career and founding Docsend (2:02) Microsoft internships and Maru Networks experience (4:38) Ideation and approach to selecting startup ideas (6:54) Docsend's challenges and pivots (10:11) Struggles with enterprise sales and self-serve model (13:51) Product positioning, pricing, and packaging evolution (16:12) Identifying target segments and use cases for Docsend (19:04) Comprehensive pricing strategy for Docsend (22:17) Docsend's growth mechanics and viral marketing (24:30) Utilizing fundraising content for Docsend's marketing (27:00) Considering and deciding on acquisition offers (29:42) Reflections on the sale of Docsend (32:11) Aligning stakeholders and understanding investor perspectives (34:24) Emotional journey of selling a company (36:05) Acquisition dynamics: private vs. public company considerations (38:22) Post-acquisition founder sentiments (40:27) Founder advice on liquidity options and growth (45:01) Russ Heddleston’s post-acquisition role at Dropbox (48:21) The significance of taking a break after company acquisition (50:59) Planning the next venture and reflecting on motivations (54:01) Establishing values and principles for a new company (57:44) Iterating on startup concepts and finding the right idea (1:00:39) Intrinsic motivations for founders and long-term commitment (1:02:37) The fulfillment of creating sustainable value (1:03:27) Founding Distill and the vision behind it (1:04:21) Distill's concept of people and company profiles (1:05:03) Innovations in search, information, and indexing with Distill (1:05:32) Wrap-up and closing remarks   Key Points: - Russ Heddleston's journey with Docsend highlights the importance of pivoting and perseverance, as the company transitioned from a product-led growth model to enterprise sales and back again, ultimately finding success with a self-serve approach. - Effective pricing and positioning were crucial to Docsend's turnaround, as increasing the price and better targeting their messaging to specific user segments significantly improved conversion rates and revenue. - Heddleston's post-acquisition insights emphasize the importance of intrinsic motivation and aligning personal and business values when choosing the next venture, ensuring long-term commitment and satisfaction.

    1h 6m
  4. How Tracy Young Sold PlanGrid for $875M and Navigated Tragedy

    6D AGO

    How Tracy Young Sold PlanGrid for $875M and Navigated Tragedy

    Subscribe to NFX for weekly insights at - nfx.com/subscribe (0:00) Introduction to Tracy Young (0:04) Tracy Young's background and early career (2:39) Lessons learned from construction industry (5:33) Founding of PlanGrid (8:03) Experience with Y Combinator and early product market fit (13:18) Sales strategies and early adoption (18:23) Fundraising advice and managing executive leadership (22:42) Focus areas and executive relationship red flags as PlanGrid scaled (25:11) Importance of firing quickly and Tracy stepping down (26:46) M&A with Autodesk and growth challenges (31:00) Board's perspective on acquisition and independence (35:20) Leadership changes and maximizing M&A options (41:40) Post-acquisition experience and transition to coaching (44:12) Founding Tiger Eye and establishing core values (47:36) Balancing work and family with wholeheartedness (49:01) Adhering to core values during financial stress (51:10) Future of TigerEye and AI's impact (52:44) Reflections on leadership growth and redefining success (55:13) Closing remarks   Key Points: - Seeing the hard work and perseverance of her immigrant parents inspired Tracy Young to build a career and ultimately co-found successful startups like PlanGrid and TigerEye. - Tracy Young emphasizes the importance of hiring the right people and maintaining strong core values, including the need for honesty and a no-jerks policy, to create a productive and positive work environment. - The decision to sell PlanGrid to Autodesk was driven by a combination of financial prudence, market dynamics, and the realization that scaling further might require a different leadership approach.

    56 min
  5. How a $500 TV Ad Turned Credit Karma into a $7B Empire w/ Ken Lin

    JAN 22

    How a $500 TV Ad Turned Credit Karma into a $7B Empire w/ Ken Lin

    Key Points: - Ken Lin emphasized the importance of maintaining a strong company culture and staying mission-aligned, even when faced with significant financial pressures and acquisition offers. - Credit Karma's early scrappiness and unconventional marketing strategies, such as leveraging Google Television Auction for cost-effective TV ads, were pivotal in scaling the business efficiently. - Ken Lin sees AI as a transformative force in personal finance, enabling more personalized and automated financial advice, which will democratize access to financial planning traditionally reserved for the wealthy. Timestamps: (0:00) Introduction to Ken Lin, Credit Karma founder (0:32) Ken Lin's journey from Intuit to entrepreneurship (2:15) The inception and evolution of Credit Karma (7:26) Overcoming the Great Recession and funding strategies (12:00) Crafting cost-effective marketing and scaling with TV ads (20:38) Fostering a scrappy company culture and partner relationships (24:03) Credit Karma's early traction and overcoming TransUnion challenges (31:14) Building a strong company culture and ethical business practices (37:32) Insight into IPOs, fundraising, and acquisition dynamics (43:03) The path to Credit Karma's acquisition by Intuit (50:32) Deal negotiations and cultural alignment with Intuit (55:28) The acquisition during COVID-19 and future insights (1:06:56) Ken Lin's next steps after Credit Karma

    1h 8m
  6. The NFX Podcast w/ Alex Babin of HerculesAI

    03/20/2024

    The NFX Podcast w/ Alex Babin of HerculesAI

    Hercules builds high-quality, enterprise-grade AI solutions based on data extraction, transformation, and verification, while integrating with enterprise systems and tools for maintenance and monitoring. Join NFX general partner James Currier and HerculesAI CEO Alex Babin talk about the latest breakthroughs in the AI space of enterprise companies.

    35 min
  7. Real Estate’s Hidden AI Revolution (Sunday Readouts)

    10/22/2023

    Real Estate’s Hidden AI Revolution (Sunday Readouts)

    This is an essay readout using an AI voice clone of NFX general partner, Pete Flint. AI has the potential to smooth out many links in the real estate production chain and create a cascade that will close the productivity gap. This essay reveals what’s on the way and how founders can seize this opportunity. Read the full essay here - https://www.nfx.com/post/ai-revolution-proptech

    16 min
  8. "Astronauts for Inner Space" with Raed Khawaja

    07/26/2023

    "Astronauts for Inner Space" with Raed Khawaja

    Morgan Beller calls up Raed Khawaja - CEO & Co-Founder at Open - to catch up and talk about the current movement around one's 'inner-space'. Open is a social space for meditation, movement, and practice — on and offline, who’s raised close to $15M to help friends be present together. They blend old and new to bring you to the here and now on their app, in person at their Venice Beach studio, and even in the sky on JetBlue airlines. Their hybrid method strengthens the mind-body connection. NFX operates as a pre-seed and seed stage VC that is transforming how true innovators are funded - subscribe, share, and stay tuned for more episodes of 'Phone a Friend' with General Partner Morgan Beller.

    34 min
See All (170)

About

We believe creating something of true significance starts with seeing things others do not.

Information

  • Creator
    NFX
  • Years Active
    2025 - 2026
  • Episodes
    170
  • Rating
    Clean
  • Copyright
    © 2026 NFX
  • Show Website
    The NFX Podcast

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