Expert Webinars

Upcoming Expert Webinar

Secrets of a Unicorn Hunter
Wednesday, December 2, 2020 9am PST / Noon EST

Details forthcoming.

Past Expert Webinars

November 2020 Insurance for New Ventures—What Do You Need and Why?When starting a new company, entrepreneurs do not rank insurance high on the list of issues they consider, focusing instead on funding, hiring key employees, developing technology and products. However, insurance coverage is typically required for the following key milestones at the earliest stages of a company’s development:

• Closing a venture capital round
• Signing a lease
• Licensing agreements
• Hiring employees
• Purchasing and shipping equipment or product
• Customer contracts
• Beta testing a product
• Clinical trials

Insurance does not need to be difficult, but it requires experience to navigate this space without delays and frustration. In this webinar, Steve Sawyer will cover the basic insurance needs of new ventures in the Tech and Life Science industries. More importantly, he will outline the key issues to anticipate as a company grows and reaches key milestones, and the value of designing an appropriate insurance and risk management program for current and future needs.

Steve Sawyer is Executive Vice President and Partner at Woodruff Sawyer, the leading insurance advisory firm to life science and technology companies in Silicon Valley and beyond. Steve has worked with hundreds of new ventures, taking many from the startup phase through product development, commercialization, and global expansion, including taking over 30 companies through the IPO stage in the last five years.

Steve has served on the board for BayBio and is active in various non-profits and missions committed to pressing needs in our community and around the world. Steve has a bachelor’s degree from Stanford University and an MBA from Northwestern University’s Kellogg Graduate School of Management. He is a designated Chartered Property and Casualty Underwriter (CPCU).

October 2020 Expert Webinar: The Science of Scaling with Mark Roberge

“When to scale?” and “How fast?”

These two questions are mission-critical for startup organizations. Yet, as entrepreneurs, we lack a rigorous approach to answering them.

The “Science of Scaling” provides a scientific, data-driven approach to uncovering answers to these critical questions. After peering inside the go-to-market machinery of hundreds of startups over the last three years, Stage 2 Capital Managing Partner Mark Roberge found the following five issues as the most common diagnoses for failed scale attempts:

• Premature focus on top-line revenue generation in lieu of consistent customer value creation;
• Inadequate, non-data-driven definition of product-market-fit;
• Misunderstanding of go-to-market capabilities needed before hiring salespeople;
• Front-loading sales hires at the beginning of the year rather than pacing throughout the year; and
• Confusing temporary competitive advantage with a sustainable competitive advantage.

The resulting Science of Scaling approach has been the bedrock of Stage 2 Capital’s method in guiding entrepreneurs and their new ventures through the scaling process. The Science of Scaling defines each stage of scale, establishes quantifiable measures for each stage, structures the sequence and signals of when to move from one stage to the next, and explores the optimal go-to-market design of each stage.

Mark Roberge is Managing Director at Stage 2 Capital, the first venture capital firm run and backed by heads of sales and marketing. He is also a Senior Lecturer at the Harvard Business School where he teaches courses on sales, marketing, and entrepreneurship. Prior to these roles, Mark served as SVP of Global Sales and Services at HubSpot (NYSE: HUBS) where he scaled annualized revenue from $0 to $100 million and expanded his team from 1 to 450 employees. Mark was ranked #19 in Forbes’ Top 30 Social Sellers in the World. He was also awarded the 2010 Salesperson of the Year at the MIT Sales Conference. Mark received his MBA from MIT. He has been featured in the Wall Street Journal, Forbes Magazine, Inc. Magazine, Boston Globe, TechCrunch, Harvard Business Review, and other major publications for his entrepreneurial ventures. Mark is the author of the bestselling book The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million. Mark has an MBA from MIT Sloan.

You can sign up for Mark’s eBook, “The Science of Scaling,” here.

September 2020 Expert Webinar: Designing Data Privacy Into Your Business

More than ever, you are responsible for the privacy and information of your users. Rapidly developing international data privacy laws represent a sometimes overwhelming challenge to startup entrepreneurs and investors alike, especially those that have a global audience. Many startups do not know what data they actually store, including from small accumulations of data collection, what laws they must comply with, including in Europe and California, what data they are sharing inadvertently with third parties, and their true exposure resulting from privacy violations, even inadvertent ones

Although most companies ignore privacy entirely or bolt on privacy policies after the fact, the best companies design privacy into the structure of their business models, technologies, platforms, and company culture from the beginning.

Our guest, Joe Saul, J.D., CISSP, CIPM, is the Chief Privacy Officer of Apomaya, Inc. He previously served as the Chief Security Officer of Truven Health Analytics, where he led privacy and security compliance for a multinational health data analytics company with over 3,000 global employees holding over 200 million patient records (Truven Health Analytics was acquired by IBM and is now part of IBM Watson Health). Joe is a leading expert on law, technology, information security, healthcare analytics, and data privacy, including HIPAA, GDPR, and CCPA. He has led many investigations and trainings on security and privacy issues.

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