Extraordinary Pursuits by BIP Ventures

Mini-episode: The 4 KPIs Every B2B Startup Should Set and Measure

In this mini-episode of the Extraordinary Pursuits podcast, John Thackston, co-founder of SOAR Performance Group, joins host Rachelle Kuramoto to discuss the importance of key performance indicators (KPIs) in business. He focuses his counsel on how startups should measure success and align company goals.  
John emphasizes the need for clarity in KPIs, suggesting that companies should limit their dashboards to avoid confusion and ensure effective communication across teams. The conversation highlights the balance between measuring performance and maintaining focus on strategic objectives as businesses scale. 
 
Timestamps: 
[00:56] Key Performance Indicators for Business Success 
[05:21] Managing KPIs Effectively as Companies Scale 
 
Points of Wisdom: 
"Pick one dashboard per KPI." 
 
About John Thackston: 
John Thackston is the co-founder and CEO of SOAR Performance Group, a consulting and training company that concentrates on transformation, enablement, and training for sales and customer success. John is a business and sales performance expert and consultant who designs, develops, and implements Sales Capital Management℠ projects to help B2B companies adopt new go-to-market (GTM) strategies and enhance their bottom line. He is a sought-after guest speaker and panelist who shares guidance about ways to improve how to land, expand, and retain customers by creating customer value. 
John Thackston on LinkedIn: https://www.linkedin.com/in/john-thackston/‍ 
SOAR Performance Group: https://soarperformancegroup.com/‍ 
SOAR Performance Group on LinkedIn: https://www.linkedin.com/company/soar-performance-group-inc 
 
BIP Ventures 
Website: www.bipventures.vc 
LinkedIn: https://www.linkedin.com/bipventures/ 
Instagram: https://www.instagram.com/bipventures/ 
Twitter: https://twitter.com/bipventures 
YouTube: https://youtube.com/@bipventures 

How to Build High-Performing Field Sales for Repeatable Growth

In a rapidly scaling startup, growth can feel like a wild ride—full of highs, lows, and moments of uncertainty. What many founders don’t realize is that the key to sustained success lies not just in having a great product but in building a strong, repeatable foundation. As teams expand and resources stretch thin, having clear objectives, aligned strategies, and a disciplined approach can make all the difference.
The most successful companies know this: it’s the business fundamentals that fuel their ability to scale quickly and efficiently, turning early-stage potential into long-term, predictable growth.
In this episode of the Extraordinary Pursuits podcast from BIP Ventures, Bart Fanelli from Skillibrium shares insights into how great companies build the objectives and business fundamentals that guide successful field sales teams. He shares stories of starting and growing companies at the million and billion levels and offers tips for under-resourced founders to build a bench as they grow a high-performance team. He also explains a shared ownership model that has contributed to the enduring strength of his own startups.
Timestamps:
[02:12] Bart's career background and philosophy at Skillibrium
[06:02] How to bring teams to a horizontal baseline for better outcomes
[08:13] Objective measures that create successful field sales teams
[12:17] Building a field team and a repeatable fundamental baseline for scaling
[19:58] How to build a high-performing field force when dealing with market headwinds
[27:17] The biggest benefits of cultivating a shared ownership model
[33:51] Great business fundamentals: Truth in operating 
[36:43] How to build a proper and disciplined approach to the market 
[39:06] About Bart’s book and how you can find it
[39:47] How to connect with or learn more about Bart
Points of Wisdom:
“Bring teams together on a horizontal baseline, and they will serve the clients and customers exceptionally well.” [07:19]
“The best companies are very diligent at ensuring they don’t confuse their field teams, and they build a repeatable cadence to serve their market, which allows them to scale.” [14:22]
“You don’t only invest in the product or the concept; you have to have adult leadership beside a tech founder.” [37:06]
Resources Mentioned:
The Success Cadence by Bart Fanelli
 
About Bart Fanelli:
Bart Fanelli is the founder and CEO of Skillibrium, a company focused on transforming the way organizations drive scalable growth. With decades of experience in sales leadership and a deep understanding of organizational strategy, Bart created Skillibrium to tackle one of the most pressing challenges in sales: aligning talent and tactics to drive predictable and repeatable success. His extensive experience spans roles as an executive advisor, entrepreneur, and co-author of The Success Cadence: Unleash Your Organization’s Rapid Growth Culture.
Website: https://skillibrium.com/
LinkedIn: https://www.linkedin.com/in/bartfanelli/
BIP Ventures
Website: www.bipventures.vc
LinkedIn: https://www.linkedin.com/bipventures/
Instagram: https://www.instagram.com/bipventures/
Twitter: https://twitter.com/bipventures
YouTube: https://youtube.com/@bipventures

Advice from a Journalist: Telling a Newsworthy Startup Story with Maija Ehlinger

In this mini-episode of the Extraordinary Pursuits podcast, host Rachelle Kuramoto interviews Maija Ehlinger, editor-in-chief of Hypeopotamus. They discuss the nuances of storytelling in the innovation economy, the importance of timely news, and how entrepreneurs can effectively pitch their stories to journalists. Maya emphasizes the need for tailored pitches and understanding the audience to increase the chances of coverage. 
Timestamps: 
[01:26] Understanding Timeliness in Storytelling 
[03:54] Crafting Effective Pitches for Journalists 
Points of Wisdom: 
Don't be discouraged if your news isn't a full story. 
Timeliness is key in determining what makes a story. 
Pitches should be tailored to the journalist's audience. 
Avoid superlatives in pitches; get straight to the point. 
Include a clear ask in your pitch. 
Understand the trends relevant to your pitch. 
Your pitch is an opening for conversation, not the final story. 
Curate every pitch for better response rates. 
Know the journalist's beat and what they cover. 
A compelling story often hides behind timely announcements. 
About Maija Ehlinger: 
Maija Ehlinger is the editor-in-chief of Hypepotamus (aka “Hype”), the leading innovation digital news source in the Southeast. Maija's experience as a journalist has given her the chance to cover companies of every size, from seed to enterprise, but her passion is innovation companies. She took the helm of Hype after spending close to five years at CNN. 
Website: https://hypepotamus.com/author/maijaehling 
LinkedIn: https://www.linkedin.com/in/maija-liisa-ehlinger 
BIP Ventures 
Website: www.bipventures.vc 
LinkedIn: https://www.linkedin.com/bipventures/ 
Instagram: https://www.instagram.com/bipventures/ 
Twitter: https://twitter.com/bipventures 
YouTube: https://youtube.com/@bipventures 

Mastering Early-stage Hiring: Tips for Startups from Renata Mathison

A well-optimized hiring process can be a significant growth catalyst for early-stage companies. To attract top talent, interviewers must be organized and prepared as the candidate. A streamlined and effective hiring strategy prioritizes flexibility and responsiveness to candidates' needs. The interviewer must be able to clearly define roles, keeping in mind competitive compensation ranges. Engaging data in the preparation and decision process helps to enhance recruitment efforts, streamline interviewing and hiring processes, and attract high-quality candidates.
In this episode of the Extraordinary Pursuits podcast from BIP Ventures, aquesst co-founder Renata Mathison joins BIP Ventures talent specialist Jacki Hertenstein to explain how early-stage companies can conduct a successful hiring process. She discusses how to create an effective interview structure that enhances the candidate experience, the need for flexibility and responsiveness in today’s competitive job market, common hurdles that startups face in their recruitment efforts, and actionable tips for building a strong team.
Timestamps:
[02:02] A bit about Renata Mathison and aquesst
[02:29] How early-stage companies can improve their candidate experience
[03:54] Common mistakes companies make when engaging with candidates
[09:22] How to create an effective interview process for a different role
[10:30] When a company should pursue a contingent or retained search
[11:36] What early-stage companies should focus on during the hiring process
[12:20] How to adapt your hiring process to market competitiveness
[15:08] The biggest hurdles for start-ups in the hiring process
Points of Wisdom:
"A disorganized interview process is a hindrance for a lot of startups and causes a lot of candidates not to pursue the opportunity." [04:31]
"The most successful startups are the ones that can be flexible, listen, take the data, and implement it in order to benefit what they are looking to achieve internally." [12:55]
"Make sure that you understand the compensation ranges that are appropriate for the role that you’re looking to fill and match them to the skills, not the person." [16:04]
About Renata Mathison:
Renata Mathison is the Co-Founder and Managing Director of aquesst, a specialized Information Technology search firm that sources talent for organizations including small businesses, mid-sized enterprises, and Fortune 500 companies. The company offers flexible hiring options such as contract, contract-to-hire, direct hire, and project-based placements. Renata brings a wealth of IT recruitment experience, demonstrating a consistent ability to identify individuals who not only possess the required technical expertise but also align seamlessly with the culture of their prospective organizations.
 
Renata Mathison & aquesst
LinkedIn: https://www.linkedin.com/in/renatamathison/
LinkedIn: https://www.linkedin.com/company/aquesst/
Website: https://www.aquesst.com/
BIP Ventures
Website: www.bipventures.vc
LinkedIn: https://www.linkedin.com/bipventures/
Instagram: https://www.instagram.com/bipventures/
Twitter: https://twitter.com/bipventures
YouTube: https://youtube.com/@bipventures

From Startup to Scale: Lessons on Partnerships for Founders

In this mini-episode of the BIP Ventures Extraordinary Pursuits podcast, Colleen Hoke, co-founder and CEO of Objective Health, joins host Rachelle Kuramoto to discuss the significance of partnerships, the innovative business models that drive Objective Health's success, and the company's ambitious goals for scaling and improving clinical research. Colleen shares stories and insights to emphasize why forming and nurturing transparency and collaboration with partners is critical to healthy, directional scaling strategies. 
Timestamps: 
[00:00] Introduction to Objective Health and Colleen Hoke 
[01:26] The Importance of Partnerships in Healthcare 
[06:03] Scaling and Innovation in Clinical Research 
Points of Wisdom: 
Transparency fosters trust and effective partnerships. 
Building partnerships is essential for scaling. 
Collaboration with providers enhances outcomes. 
Understanding the landscape is vital for startups. 
Setting big and near-term objectives drives progress. 
Innovative business models can fuel rapid problem identification. 
About Colleen Hoke: 
Colleen Hoke is the founder and CEO of ObjectiveHealth. She is a seasoned leader whose experience in clinical research organizations, specialty providers, and healthcare entities has guided the company's formation and stunning progress. Founded in 2018, ObjectiveHealth is already a leading integrated research provider. It brings sophisticated healthcare to the mainstream and partners with physicians and healthcare organizations to establish advanced infrastructure for research programs. In doing so, ObjectiveHealth is improving patient outcomes in palliative care.  
Website: https://objective.health/ 
LinkedIn: https://www.linkedin.com/in/colleen-hoke-objective/ 
About BIP Ventures
Website: www.bipventures.vc
LinkedIn: https://www.linkedin.com/bipventures/
Instagram: https://www.instagram.com/bipventures/
Twitter: https://twitter.com/bipventures
YouTube: https://youtube.com/@bipventures

How Successful Startups Navigate Venture Deals: John Yates of Morris Manning & Martin LLP

Building and scaling in a thriving tech ecosystem demands a deep understanding of the relationship between venture capital, deal flows, and the marketplace. Founders striving to build traction in top innovation regions must focus on building strategic networks, partnering with the right investors, and collaborating across the ecosystem. The most successful ventures happen when the founder’s and investor’s goals are aligned and relevant to the market.
In other words, prioritizing collaboration and providing value is at the core of positioning a startup for sustainable growth and success in a dynamic tech environment.
In this episode of the Extraordinary Pursuits podcast from BIP Ventures, John Yates from Morris, Manning, and Martin LLP discusses the evolution of Atlanta and the Southeast as a thriving center for technology and innovation. Drawing on his extensive experience working with founders since the 1980s, John shares valuable lessons learned, along with the challenges and opportunities that have shaped the region's tech landscape. He also provides wisdom to help founders navigate the venture deal environment and explains what they can expect from the process.
Timestamps:
[02:02] A bit about John Yates and his role at Morris, Manning, and Martin LLP
[02:59] John's backstory and how he got into technology law space
[05:45] Morris, Manning, and Martin LLP and what it offers in the tech space
[08:43] The opportunity environment that has enabled John to partner and grow companies
[11:45] Why Atlanta is a haven for entrepreneurial opportunities
[15:07] The key elements transforming Atlanta into a top 5 innovation region
[19:28] What to consider when looking for a good partner to grow your venture
[22:44] John's recommendations to founders and investors seeking to build in Atalanta
[26:00] Tips on how to build successful relationships with investors
[30:49] What is happening in the deal flow and funding environment
[33:39] John’s advice on how to build an enduring technology innovation company
[36:00] How to reach out, connect, and learn more about John
Points of Wisdom:
"The key to a successful ecosystem is successful players who have been around from the beginning to provide capital to the organization. Having sources of capital is key." [08:44]
"The discipline that is required for the entrepreneur to dovetail properly with the investors is really important." [26:46]
"Every down has an up." [30:59]
"Be a good person, help others, and people will want to work with you. It will give you the greatest level of satisfaction." [33:54]
About John Yates:
John Yates is the chair and partner of the technology group at Morris, Manning, and Martin LLP, one of the leading law firms in the country. John is a pioneer in technology law who has practiced exclusively in the area since 1981 and launched the firm's technology practice 35 years ago. Under his leadership, the practice has represented more than 1,000 tech companies and offers comprehensive legal and corporate services to start-ups, growing tech companies, and investors.
John co-founded and has been a board member of a long list of leading technology organizations and is a nationally-ranked lawyer in the venture capital industry. He frequently speaks at conferences on technology law issues and is a prolific writer whose articles have been cited in the tech law area and major business publications. John is also called upon for his perspective on technology law and high-growth innovation companies. His breadth and depth of experience make him one of the most trusted observers in the technology innovation space.
Website:https://www.mmmlaw.com/
LinkedIn: https://www.linkedin.com/in/johncyates
Email: jyates@mmmlaw.com
BIP Ventures
Website: www.bipventures.vc
LinkedIn: https://www.linkedin.com/bipventures/
Instagram: https://www.instagram.com/bipventures/
Twitter: https://twitter.com/bipventures
YouTube: https://youtube.com/@bipventures

State of Startups(SM) in the Southeast 2024 Preview

Since 2017, the BIP Ventures State of StartupsSM in Southeast report has been a leading trend resource on the region's innovation and investment landscape. In this special episode of the Extraordinary Pursuits podcast, BIP Capital General Partner and COO Mark Flickinger joins us to give a preview of the 2024 report.
Mark’s conversation with colleague and Extraordinary Pursuits host Rachelle Kuramoto covers the evolving capital environment, trends in startup funding, and the unique characteristics of the Southeast's investment landscape compared to major hubs like Silicon Valley and New York. Mark also discusses the impact of AI on the startup ecosystem, the importance of accessing private markets, and future projections for investment trends in 2024 and beyond.
 
Timestamps:
[00:00] Introduction to the State of Startups
[01:51] Capital Environment Trends in 2024
[05:11] Southeast vs. Major Innovation Hubs
[07:54] Investor Trends in the Southeast
[11:11] Accessing Private Markets
[14:00] Future Projections for 2024 and Beyond
[16:48] Impact of AI on Investment Trends
[19:07] Emerging Investment Trends for 2024
 
Points of Wisdom:
"Startup funding is beginning to find balance."
"We're starting to see competition for deals."
"The Southeast has a very different approach to investing."
 
About Mark Flickinger:
Mark Flickinger joined BIP Ventures in 2015. In his role as General Partner and Chief Operating Officer, Mark oversees fundraising, investor relations, marketing/branding, talent acquisition, and acceleration. Before joining the firm, Mark held leadership roles for 4th Strand, a product performance consulting firm (acquired by Intertek in 2012). He oversaw project management, product development, HR/recruiting, operations, and sales. Mark's experience also includes Medarex, a biotech startup developing therapeutics for cancer and autoimmune diseases, as well as the oral care division of consumer products company Church & Dwight.
Mark has been at the helm of the State of StartupsSM in the Southeast report since 2017.
LinkedIn: https://www.linkedin.com/in/mark-flickinger-24295538/
 
BIP Ventures
Website: www.bipventures.vc
LinkedIn: https://www.linkedin.com/bipventures/
Instagram: https://www.instagram.com/bipventures/
Twitter: https://twitter.com/bipventures
YouTube: https://www.youtube.com/@bipventures

RevOps Strategies for Startups: Scaling Sales and CRM Efficiency with Brendan Tolleson

For high-growth startups, sales momentum and operational efficiency depend on streamlined, scalable Revenue Operations (RevOps)—but getting there is complicated and can easily go wrong. The balancing act of managing customer relationships, sales processes, and marketing strategies too often results in scattered data, misaligned teams, and cumbersome workflows. A streamlined RevOps approach can help startups integrate their CRM systems, track meaningful performance metrics, and maintain clear communication across departments.  
Building a strategic, connected playbook can help prevent pitfalls like data overload and "dirty" CRM systems. A streamlined RevOps system ensures regular updates, centralized information, clear process ownership, and automated processes. And getting all those things right sets up the sales and marketing teams to respond to market shifts with agility. 
In this episode of the BIP Ventures Extraordinary Pursuits podcast, we talk with Brendan Tolleson of RevPartners. He explains the science of RevOps, offers tips on how to build a scalable RevOp practice, identifies the best CRM systems for startups, and how to keep the system working smoothly.  
 
Timestamps: 
[00:01] Intro and a bit about our guest, Brendan Tolleson 
[02:02] Brendan's background and how he got into entrepreneurship 
[05:32] RevPartners and what they offer to founders and start-ups 
[06:37] Who is a CRO, and the role they play in a company 
[08:50] The science behind RevOps and how it works  
[10:57] The process of building and deploying RevOps strategy in a startup 
[12:49] How RevOps strategy in action looks like for a growth-minded startup  
[14:37] The role of CRM in the RevOps motion 
[15:43] Metrics that signify it’s time to invest in a CRM system  
[17:52] How to drive efficiency by harnessing the actual performance data  
[19:42] Great CRM platforms for early rapid growth stage start-ups 
[22:26] When to invest or partner with a CRO  
[26:29] How RevPartners help companies avoid getting a dirty CRM system  
[28:22] Brendan's recommendations on RevOps for a high-growth start-up 
[31:51] Startup resources and products for you 
[33:47] How to reach out and connect with Brendan 
 
Points of Wisdom: 
“We are all doing RevOps; it’s just a matter of how well you are doing it.” [11.46] 
“Knowledge and tools drive efficiency, but if you don’t know the data, you can’t solve the root causes and ultimately create solutions for them.” [18:07] 
“A dirty CRM is a symptom of a bigger problem, and it go back to the idea of your primary CRM project; either you are letting it go stale and/or you don’t have an admin.” [26:30] 
“Don’t overcomplicate it; be very clear, try the less is more concept, and choose fewer things; pick the metric, KPI, or whatever that set thing is and get everyone aligned around that number; it will create a lot of clarity and alignment.” [28:21] 
“If you simplify your processes, it allows people to not only adopt them but also to move faster.” [28:50] 
About Brendan Tolleson: 
Tolleson is the founder and CEO of RevPartners, a firm that designs, builds, and executes revenue operations to support its holistic go-to-market strategies for scaling companies. Brendan is a HubSpot expert who leads RevPartners in designing, building, and executing RevOps strategies to support high-growth companies. Before founding RevPartners, he held leadership roles at companies like Cprime, TaxConnex, and Tricentis.  
 
Website: https://revpartners.io/ LinkedIn: https://www.linkedin.com/in/brendan-tolleson-hubolutionary/ 
  
BIP Ventures 
Website: www.bipventures.vc 
LinkedIn: https://www.linkedin.com/bipventures/ 
Instagram: https://www.instagram.com/bipventures/ 
Twitter: https://twitter.com/bipventures 
YouTube: https://youtube.com/@bipventures 

Innovate, Scale, and Unlock Entrepreneurial Success

Innovation is more than new ideas—it's about connecting with the right resources and networks to drive growth. To scale, you need a culture of creativity, collaboration, and access to talent, strategic partnerships, and capital. Successful innovators build ecosystems where entrepreneurs, corporations, and educators work together to promote growth. By engaging with your regional ecosystem and focusing on these key areas, you can unlock new opportunities and scale your innovation efforts for lasting impact.  
In this episode of the Extraordinary Pursuits podcast from BIP Ventures, Alex Gonzalez from the Metro Atlanta Chamber (MAC) explains how their innovation and related efforts contribute to the Atlanta region's progress toward becoming a top innovation ecosystem. He also explains how entrepreneurs can leverage the resources, expertise, and network available through MAC to scale. 
Timestamps: 
[02:02] A bit about Alex and his role at the Metro Atlanta Chamber 
[05:23] How Alex ended up in a role where he's living his passion for innovation  
[08:31] Areas of potential innovation possibilities and challenges   
[13:51] How Metro Atlanta Chamber Is Building Innovation Capacity 
[18:56] Collaboration and how it makes Atlanta different 
[20:50] Pillars of success for founders considering building a brand in Atlanta 
[23:54] Innovation initiatives in Atlanta and where to settle as a founder  
[26:59] Diversity in Atlanta and how to choose your business location 
[28:46] What is on the horizon for Atlanta and Southeast as a whole 
[31:57] How to reach out, connect, or learn more about Alex  
 
Points of Wisdom: 
“Innovation is very broad, it's about startups and entrepreneurs, but it’s also about higher education and creativity.” [03:51] 
“When we think about entrepreneurship, we think about the output.” [09:52] 
“It's not the capital that makes the difference for the company; it's the post-capital support, access to talent, access to networks, and understanding go-to-market strategies.” [12:01] 
About Alex Gonzalez: 
Alex Gonzalez is a prolific speaker and writer whose book Disruptor has become a guide for innovators across enterprise, midsize, and startup businesses. He is also the chief innovation and marketing officer for the Metro Atlanta Chamber, a role that gives him a distinct and direct perspective of the Southeastern startup ecosystem. Alex has a hand in launching and expanding significant initiatives directed at building our region's innovation capacity, including ATL Unlocked, the Atlanta Growth Collective, and the Atlanta – Where You Belong initiative. 
 
Website: https://www.metroatlantachamber.com/staff/alex-gonzalez/ 
LinkedIn: https://www.linkedin.com/in/agonz 
Book: Disruptor: How to Challenge the Status Quo and Unlock Innovation 
  
BIP Ventures 
Website: www.bipventures.vc 
LinkedIn: https://www.linkedin.com/bipventures/ 
Instagram: https://www.instagram.com/bipventures/ 
Twitter: https://twitter.com/bipventures 
YouTube: https://youtube.com/@bipventures 
 

Hire Well: Interviewer Skills for Startup Leaders

In this mini episode of the Extraordinary Pursuits podcast, BIP Ventures talent expert and SVP of portfolio performance, Jacki Hertenstein, sits down with Renata Matheson, co-founder of aquesst. This brief, compelling discussion focuses on what startup leaders need to do to interview candidates well and hire strategically. 
Renata and Jacki explain how to craft a positive candidate experience, when remote interviews are acceptable, and why the hiring team must be aligned with the company. Renata also touches on why integrating DEI into the hiring process is so complex, and the role of compliance in hiring. This is essential advice for leaders looking to hone their talent strategies and nurture a healthy workplace culture. 
  
Timestamps: 
01:26 Enhancing Candidate Experience in Hiring 
03:47 The Impact of Remote vs In-Person Interviews 
04:11 Diversity and Inclusion in Hiring Practices 
05:34 Compliance in Interviewing: Best Practices 
 
Points of Wisdom: 
"If a candidate gets the sense that multiple individuals within the organization have different wants or initiatives or understanding of the role, that can go sideways very, very quickly." 
"Diversity is always supported by the HR or people organizations, but I rarely see it trickle down to be exercised by hiring managers, especially in startups where there are aggressive deadlines." 
 
About Renata Matheson: 
Renata is the Managing Director and Co-founder of aquesst, a specialized Information Technology search firm. aquesst has sourced talent for hundreds of organizations ranging from small businesses to mid-sized enterprises to Fortune 500 companies. Renata brings a wealth of recruitment experience. You’ll come away with a sense of how to identify individuals who possess the required technical expertise and align seamlessly with the culture of the organization. 
 
Renata Mathison 
LinkedIn: https://www.linkedin.com/in/renatamathison/ 
LinkedIn: https://www.linkedin.com/company/aquesst/ 
Website: https://www.aquesst.com/ 
 
BIP Ventures 
Website: www.bipventures.vc 
LinkedIn: https://www.linkedin.com/bipventures/ 
Instagram: https://www.instagram.com/bipventures/ 
Twitter: https://twitter.com/bipventures 
YouTube: https://youtube.com/@bipventures