24 episodes

Tech DECIPHERED brings you the Entrepreneur and Investor views on Big Tech, VC and Start-up news, opinion pieces and research. We decipher their meaning, and add inside knowledge and context. Being nerds, we also discuss the latest gadgets and pop culture news.


To understand what's really happening behind the surface, join our hosts, Nuno Goncalves Pedro, investor, co-founder and managing partner at Strive Capital, and Bertrand Schmitt, entrepreneur, co-Founder & Chairman at App Annie. They have been each in tech for almost 25 years, are now based in Silicon Valley, having both previously worked and lived in Europe and Asia.


With Tech DECIPHERED, discover how the best entrepreneurs pitch, how investors think, and what are the deep trends underlying the tech industry


Our tone is a little bit like us: passionate, irreverent, nerdy. We are strong-minded, but convey informed opinions. We will always be trying to aim for the truth and that means there will be no BS allowed. We won't be afraid to disagree, but we will be having quite a lot of fun in the process.


To learn more about Tech DECIPHERED, head over to www.decipheredshow.com for more info about the podcast, show notes, resources and complete transcripts.

Tech Deciphered Bertrand Schmitt & Nuno G. Pedro

    • Technology
    • 5.0 • 24 Ratings

Tech DECIPHERED brings you the Entrepreneur and Investor views on Big Tech, VC and Start-up news, opinion pieces and research. We decipher their meaning, and add inside knowledge and context. Being nerds, we also discuss the latest gadgets and pop culture news.


To understand what's really happening behind the surface, join our hosts, Nuno Goncalves Pedro, investor, co-founder and managing partner at Strive Capital, and Bertrand Schmitt, entrepreneur, co-Founder & Chairman at App Annie. They have been each in tech for almost 25 years, are now based in Silicon Valley, having both previously worked and lived in Europe and Asia.


With Tech DECIPHERED, discover how the best entrepreneurs pitch, how investors think, and what are the deep trends underlying the tech industry


Our tone is a little bit like us: passionate, irreverent, nerdy. We are strong-minded, but convey informed opinions. We will always be trying to aim for the truth and that means there will be no BS allowed. We won't be afraid to disagree, but we will be having quite a lot of fun in the process.


To learn more about Tech DECIPHERED, head over to www.decipheredshow.com for more info about the podcast, show notes, resources and complete transcripts.

    #21 – Recap on 2020 and Outlook for 2021 – End of Season 1

    #21 – Recap on 2020 and Outlook for 2021 – End of Season 1

    In episode 21, we will end our first season of Tech Deciphered, by taking  a look back at 2020 - spoiler alert: defined by something starting with a C and ending with a 9 - as well as what we expect to happen in 2021. We will share our answers on questions like: Will we finally get rid of this pandemic? Is there a bubble in the public equity market in the US? We will also share our own personal lessons-learnt. For a more in-depth look at the future and the 2020s, please listen to episodes 11, 12 and 13, and for a more detailed view on COVID-19, please also listen to episodes 9A and 9B.



    Navigation:



    Introduction (01:24)

    Moment of Silence - In Memoriam (02:32)

    Section 1 - Recap on 2020 (03:00)

    Section 2 - Personal stories (26:11)

    Section 3 - COVID-19 and Macro Outlook for 2021 (32:10)

    Section 4 - Outlook for Tech in 2021 (42:42)

    Season 2 Preview & Conclusion (51:24)



    Our co-hosts:



    Bertrand Schmitt, Tech Entrepreneur, co-founder and Chairman at App Annie, @bschmitt

    Nuno Goncalves Pedro, Investor, co-Founder and Managing Partner of Strive Capital, @ngpedro



    Our show: Tech DECIPHERED brings you the Entrepreneur and Investor views on Big Tech, VC and Start-up news, opinion pieces and research. We decipher their meaning, and add inside knowledge and context. Being nerds, we also discuss the latest gadgets and pop culture news.

    Subscribe To Our Podcast

    • 54 min
    #20 – Recruiting Primer – Part 3

    #20 – Recruiting Primer – Part 3

    In episode 20, the last of our trilogy on recruiting, we share advice to candidates, from ideas and processes on how to best be visible to recruiters, to how to get the job of your dreams. Also listen to our episodes 18 and 19, in which we share our core principles in recruiting and detailed advice to recruiters.



    Navigation:



    Introduction (01:24)

    Section 1 - How to get found (02:10)

    Section 2 - How to get the first interview (04:08)

    Section 3 - Interview questions (07:13)

    Section 4 - How to get the offer (23:56)

    Section 5 - Remote world (29:00)

    Conclusion (39:59)



    Our co-hosts:



    Bertrand Schmitt, Tech Entrepreneur, co-founder and Chairman at App Annie, @bschmitt

    Nuno Goncalves Pedro, Investor, co-Founder and Managing Partner of Strive Capital, @ngpedro



    Our show: Tech DECIPHERED brings you the Entrepreneur and Investor views on Big Tech, VC and Start-up news, opinion pieces and research. We decipher their meaning, and add inside knowledge and context. Being nerds, we also discuss the latest gadgets and pop culture news.

    Subscribe To Our Podcast







    Intro (01:24)



    Nuno: Welcome to episode 20. This episode, will conclude our trilogy on recruiting. 



    In episodes 18 and 19. We've discussed a variety of topics. We introduced the element of recruiting. We shared our own core principles around recruiting, and in the last episode, episode 19, we gave advice to recruiters. 



    Today, we will be discussing advice for candidates all the way from being found to how to be recruited in a changing remote world.



    Bertrand: Let's take the other side. Let's think from a candidate perspective. What could be our advice for candidates. And obviously there is probably a lot of advice we can give. 



    Section 1 - How to get found (02:10)



    Nuno, do you want to start on maybe how to get found?



    Nuno: Yes, and just to reframe this, this is not just based on third-party knowledge in the last decade, because both of us, have not been candidates, cetera, . I certainly have been reached out by a number of organizations. I've explored things beyond my own realm. And there's obviously a lot of lessons learnt here that I think are still very fresh. The first piece is how do you get found, right? Who finds you and how do you make yourself visible in the market? 



    definitely LinkedIn, your profile needs to be clean. It needs to be clear and sharp about what you're able to do or not. My LinkedIn profile is awful for that, just to be clear.



    So please don't look at my LinkedIn profile to get any great clues on that, having clarity in what you've done and what you're an expert on and what are your achievements have been Turning your LinkedIn into a richer type of resume is very powerful. If you're an engineer, Github Gitlab and other tools also convey a lot of these elements of being found in the market. 



    so that's the beginning. It's almost like your advertising systems and services that you want to be present on for recruiting



    depending on the area you're in. Obviously you should explore. Having some warm relationships with recruiters. And particularly as you get more senior and you moved to a middle level ranks or senior level ranks. knowing your recruiters and having them, having your mind. I believe that recruiters in Europe and Asia, I've shared this with many of my friends, external recruiters in Europe and Asia are less transactional than in the US and because of that, they normally keep warmer relationships with candidates through the years.



    I certainly have warmer relationships. With some of the recruiters that I interacted with in Asia and in Europe and maybe in the us, this is again, a simplification obviously it varies very much with the recruiter and the indiv...

    • 41 min
    #19 – Recruiting Primer – Part 2

    #19 – Recruiting Primer – Part 2

    In episode 19, we share detailed advice to recruiters, sharing views on job descriptions, finding talent, interview process, good and difficult interview questions, other hacks, as well as our own “pet peeves”. This is the second episode on recruiting. In episode 18, we framed the discussion and shared our core recruiting principles, including in compensation, and in the design and development of the recruiting organization. Episode 20 will end our trilogy, by focusing on detailed advice to candidates.



    Navigation:



    Introduction (01:24)

    Section 1 - The Job Description (02:00)

    Section 2 -  Hacks & Tools (10:19)

    Section 3 - Finding Talent (15:04)

    Section 4 - Interview Process (18:14)

    Section 5 - Other Hacks (31:52)

    Section 6 - Pet Peeves and Dislikes (39:17)

    Conclusion (41:27)



    Our co-hosts:



    Bertrand Schmitt, Tech Entrepreneur, co-founder and Chairman at App Annie, @bschmitt

    Nuno Goncalves Pedro, Investor, co-Founder and Managing Partner of Strive Capital, @ngpedro



    Our show:

     

    Tech DECIPHERED brings you the Entrepreneur and Investor views on Big Tech, VC and Start-up news, opinion pieces and research. We decipher their meaning, and add inside knowledge and context. Being nerds, we also discuss the latest gadgets and pop culture news.

    Subscribe To Our Podcast







    Intro (01:24)



    Bertrand: Welcome to episode 19. This is the second episode in a trilogy of episodes on recruiting that started previously, with episode 18. In this new episode, we are going to focus on the recruiter side: writing a job description, the tools and approach to find talent, the interview process, global differences, the evergreen approach to recruiting, closing candidates. And we will conclude on our pet peeves and dislikes.



    Section 1 - The job description (02:00)



    Nuno: And maybe switching and going into the weeds a little bit on advice that we would specifically have for recruiters and starting with the job description.  The job description is normally this painful thing that someone has to do that involves some copy pasting, hopefully if there's a template or some Googling in the middle, to define what the job looks like.



    I think this is absolutely the wrong approach, just to be clear. A job description, I think has two sides to it. There should be an external job description, which is manifested to the market. That can be used with external recruiters, that can be used with candidates directly. And that should be sharp and really conveying what hard skills are being looked for, what soft skills are being looked for, what is the value system of the organization, and obviously a brief description of the organization, and finally, a little bit on how that position would fit in terms of roles and responsibilities within the organization. Those four or five things need to at least be there.



    It should be sharp, it shouldn't be a three page job description. I've seen seven page job descriptions. I'm like, why?



    Bertrand: No way.



    Nuno:  Is anyone gonna read that? And sharp should be one page, very clear, there should be a lot of attention to the words that you use and the clarity on it.



    And it should really be appealing. It is a marketing material. I'm not saying it's not, but it should also be clear in filtering people that have certain skills versus others, people that have a certain value system versus others, et cetera. Then there's a little bit the internal job description, which also should be very clear. Which is, who is this person going to report to, what are going to be the day to day of this person, the complexity of it, et cetera.



    I'm not sure that needs to be manifested in a very formal way. But there should be clear understanding around the table,

    • 42 min
    #18 – Recruiting Primer – Part 1

    #18 – Recruiting Primer – Part 1

    In episode 18, the first of our trilogy on recruiting, we start by sharing our core principles in this space. We delve into high-level principles, recruiting organization and compensation. In episodes 19 and 20, we will share detailed advice for recruiters and candidates, respectively. On the recruiter side, we share core principles that have worked for us, as well as hacks: anything from good and difficult interview questions to some of our “pet peeves”. On the candidate side, we will share ideas and processes from how to best be visible to recruiters, to how to get the job of your dreams.



    Navigation:



    Introduction (01:24)

    Section 1 - Core principles (04:59)

    Section 2 - Recruiting organization (18:34)

    Section 3 - Compensation (26:13)

    Conclusion (31:05)



    Our co-hosts:



    Bertrand Schmitt, Tech Entrepreneur, co-founder and Chairman at App Annie, @bschmitt

    Nuno Goncalves Pedro, Investor, co-Founder and Managing Partner of Strive Capital, @ngpedro



    Our show: Tech DECIPHERED brings you the Entrepreneur and Investor views on Big Tech, VC and Start-up news, opinion pieces and research. We decipher their meaning, and add inside knowledge and context. Being nerds, we also discuss the latest gadgets and pop culture news.

    Subscribe To Our Podcast







    Intro (01:24)



    Nuno: So in this episode, 18, we focus on recruiting. We will discuss on the recruiter side, our core principles that have worked for us along the years, as well as some hacks and some advice for recruiters. On the candidate side, we share ideas and processes from how to best be visible to recruiters, all the way to how to get the job of your dreams. Looking forward to this episode.



    Bertrand: Yes, and actually we have so much content on Recruiting, that we will have 3 episodes focused on this topic: this episode 18, as well as episode 19 and 20. 



    Bertrand: I'm very excited that we talk about recruiting, probably not much is more important than recruiting when you're starting a company, running a business, running a startup. And it's recruiting of everyone from your co-founders, to your execs, to your developers, to your sales people. So recruiting is literally the lifeblood of your organization and obviously not just recruiting but keeping people and having people happy and successful at your organization. But it starts at the end of the day with recruiting. So it's exciting to talk about this topic in this episode.



    Nuno: Indeed. And let's start with framing our experience as recruiters, to give a little bit of credibility to whatever advice we give during this episode. I'll start with my side, I've recruited or help recruit hundreds of people, all the way from recruiting for my own teams as either a line manager, CEO, managing partner, helping recruit peers to myself in different organizations. Helping some of my clients as a consultant recruit their own people. That was also a lot of fun. And I participated in everything from, one-on-one interviews to panel interviews, to group interviews and everything under the sun. I would also add as a candidate, that my experience is still relatively fresh. A lot of people would look at my background and say, you haven't been a candidate for a long time. You did your own venture firm, et cetera. But in all honesty, I've joined boards of directors, both for profit companies and nonprofit companies. And that goes through its own recruiting process.



    I've tried to be recruited by a bunch of companies in the industry along the years. And funnily enough, because I'm a bit of a nerd. I actually sometimes go into these processes, even though I'm not necessarily thinking of moving on. And I've had some really interesting processes with some of the best known companies in the industry. And hopefully we'll also share some of my lessons learned around ...

    • 32 min
    #17 – SaaS Primer – Part 3

    #17 – SaaS Primer – Part 3

    In this, the third and final episode of our SaaS Primer - or “everything you wanted to know about SaaS” - we look into Financing/Fundraising, share findings on Benchmarking/KPIs, as well as end the discussion on Lessons Learnt and Predictions. Do listen to episodes 15 and 16, in which we had a SaaS Overview, looked at Business Models, as well as Sales and Pricing.



    Navigation:



    Introduction (01:24)

    Section 1 - Financing/Fundraising (02:01)

    Section 2 - Benchmarking/KPIs (16:08)

    Section 3 - Lessons Learnt (29:07)

    Section 4 - Predictions and Conclusion (46:19)

    Conclusion



    Resources



    Please check below to download our SaaS Primer PDF deck, serving as reference for our episodes 15-16-17



    Our co-hosts:



    Bertrand Schmitt, Tech Entrepreneur, co-founder and Chairman at App Annie, @bschmitt

    Nuno Goncalves Pedro, Investor, co-Founder and Managing Partner of Strive Capital, @ngpedro



    Our show: Tech DECIPHERED brings you the Entrepreneur and Investor views on Big Tech, VC and Start-up news, opinion pieces and research. We decipher their meaning, and add inside knowledge and context. Being nerds, we also discuss the latest gadgets and pop culture news.



    Download Tech Deciphered SaaS Primer PDF Deck



    Subscribe To Our Podcast







    Intro (01:24)



    Bertrand: Welcome to Episode 17 of Tech Deciphered .  In this episode 17, our third and last episode of our SaaS Primer, we're going to talk about financing, benchmarking, lessons learned, and our predictions, to conclude, about where is going the SaaS Industry. For further reference, please have a listen to our previous episodes, episode 15 and episode 16, where we started this SaaS Primer . Nuno, let's start today with financing.



    Section 1 - Financing / Fundraising (02:01)



    Nuno: In financing, our first analysis is around equity capital raised by ARR. So Annual Recurring Revenue that has been achieved by the company. Not a huge amount of surprises, but maybe the sole surprise is that companies are raising more equity capital at earlier stages. Definitely, it seems pretty capital intensive that we have, for example, companies generating less than 1 million in ARR, 10% of those companies having raised $5 to $10 million. 6% of the company's raising 10 to $20 million. That seems like a very hefty bar to start generating such little ARR, in companies that are generating a lot more ARR, so above $50 million, 65% of companies unshockingly or not very shockingly will have raised more than $50 million by then.



    And then very few, I'd say 12%, 12%, 12% will have just raised anywhere from below $5 million, $10 to $20 million, and $20 to $50 million. It seems to be no man's land for above 50 million, seems to be 5 to 10 million. So no companies that are raising more than 50 million will have raised only 5 to 10 million, which is again, an interesting counter-intuitive realization.



    We will come back to the point around how much money do you need to raise, to actually generate significant ARR. The reality is, the later you are in the ARR curve, the more ARR you're generating, the likelier you are to be in the midst of basically blitz-scaling your organization in particular sales and marketing organization, we've talked about it in previous episodes. And if that's the case, then at that point, it's the time where you raise a lot of capital. So it seems a little bit counter intuitive. A lot of people would say, once I get to 2.5, 10 million in ARR, I need less to get to the next level. Actually that's, in many cases, when you need more to get the next level, cause you actually need to buy yourself into the next wave and that way to buy into the next wave is to hire a lot of people around sales and marketing.



    Bertrand: Yeah, I think that,

    • 55 min
    #16 – SaaS Primer – Part 2

    #16 – SaaS Primer – Part 2

    In this episode, the second part of our SaaS Primer trilogy, we deep dive into Sales and Pricing in the Software-as-a-service space. For further context, please listen to episode 15, in which we did an Overview of SaaS and its intrinsic Business Models. Please look out for our next episode that will conclude our Primer, with deep-dives on Financing/Fundraising, Benchmarking/KPIs, Lessons Learnt and Predictions.

    Navigation:



    Introduction (01:24)

    Section 1 - Sales (01:52)

    Section 2 - Pricing (20:40)

    Conclusion (36:58)



    Resources



    Please check below to download our SaaS Primer PDF deck, serving as reference for our episodes 15-16-17



    Our co-hosts:



    Bertrand Schmitt, Tech Entrepreneur, co-founder and Chairman at App Annie, @bschmitt

    Nuno Goncalves Pedro, Investor, co-Founder and Managing Partner of Strive Capital, @ngpedro



    Our show:

     

    Tech DECIPHERED brings you the Entrepreneur and Investor views on Big Tech, VC and Start-up news, opinion pieces and research. We decipher their meaning, and add inside knowledge and context. Being nerds, we also discuss the latest gadgets and pop culture news.



    Download Tech Deciphered SaaS Primer PDF Deck



    Subscribe To Our Podcast





    Intro (01:24)Nuno: Today in episode 16, we will have our second episode on our "software as a service" primer.For further reference, please also listen to our episode 15, where we started this discussion.Today, we will talk about sales and pricing, and we will go a little bit in depth into these topics. And we will see where the discussion heads. As always, we always get very verbose when we get excited, as you guys know.Section 1 - SalesBertrand: Exactly. Let's start today on the sales side. The sales motion, the sales process is obviously a critical part of any business. But, SaaS has its own approach to sales, and it's very tightly connected to the financing, obviously, we'll talk later about financing. What do we see as a benchmark of percentage spend of sales and marketing, as a percentage of ARR? What we can see, and we are leveraging some slides from Openview Partners, is that across the range, you are at the lowest, around 30 percent of spend in sales and marketing early on, below the $2.5 million ARR barrier. And then it goes up, 35, 40, potentially 45 percent of spend, on median. From $2.5 million, to 10, to 20, to 50, beyond 50. This is a median, so we see a pretty wide range, plus or minus, 15 percent of these numbers.So if I were to take a different stage, we can see that the wider range would be from 15 to 60 percent being spent in sales and marketing. So widely different range, and usually it depends on the business model. If you have a more product-led growth, you will spend less in sales and marketing. If you're a more traditional, I would call it old-school, SaaS approach, you will usually end up with higher sales and marketing spend. Nuno: And I would highlight two interesting pieces of this chart. One. It seems once you get to a certain critical mass of ARR, let's say about $15 million in this case that the costs will start reducing as a percentage of your ARR, which makes sense. You can start optimizing you have a certain scale and a certain brand, and there's a lot of things you can do.The second effect, which might actually correlate to that as well is in many cases, companies are growing really fast to get into the 50 million ARR or a hundred million ARR. So they are spending way into the market, and we discussed it in our previous episode, they're doing a land grab type strategy.And so there may be overspending on sales or on marketing overall for customer acquisition. And therefore, once they taper at 50 million or 100 million, they might actually then optimize their sales and marketing costs. Also underlines at some point,

    • 38 min

Customer Reviews

5.0 out of 5
24 Ratings

24 Ratings

Koolseal ,

Interesting insights

I like how these two tech entrepreneurs and investors use their years of experience in tech to draw on broad-eye view of the industry in their series.

PatProvence ,

Insightful

Rare to have discussion and analysis on tech with a global view and looking forward into the future. Courageous, honest, insightful.

timThePdcstr ,

Insightful

Great topics with in-depth and insightful discussions. Subscribe!

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