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2x startup Founder & CEO who has gone to the Dark Side of VC. His first company, BuildOnline was sold in 2005, his second, Koral was acquired by and became known as Salesforce Content, while Mark served as VP Product Management. In 2007 Mark joined GRP Partners in 2007 as a General Partner.  He focuses on early-stage technology companies, usually looking at Series A investment, and blogs at the aptly titled Both Sides of the Table.

2 responses to “The Best VC Pitch Tip That I Stole”

  1. Sarah


    First of all, let me say great blog! Really enjoy your posts and look forward to future ones.

    I would put a different spin on Jason’s suggestion. In general, it is very difficult for a VC to introduce a company to another VC because the first question usually is “why aren’t you investing?” Stage can be a good answer, but it’s not always believable (i.e., most firms opportunistically do early or late stage investments) and I’m skeptical that these intros lead to anything. But introductions to a VC’s portfolio companies is usually a much easier ask, even if the VC isn’t a good fit from an investment partner perspective.

    just my quick two cents.


  2. Mark Suster

    I understand the comment and I know some people feel that way. It hasn’t been my experience. When I get calls from other VCs who I like and respect I always ask why they’re not investing but I know sometimes geography, topic, stage or whatever precludes people. I often get called by seed stage funds saying, “valuation too high for me, maybe OK for your fund.”

    When I refer a deal it is often, “I really liked the entrepreneurs but this isn’t going to be a big enough business for us. For your $20 million this might be the perfect fit”. Smaller funds like companies that require less cash and may exit at smaller valuations than we would typically look for.

    Also, I often refer deals and say, “we may end up looking at this company but if we do we’d want a co-investor. right now we’re waiting 3 months to see how their user adoption goes but we like them.” There are many ways to make an intro work.

    I also intro NorCal people to my VC friends there. If it is too early stage and it SF it might make more sense for somebody else to seed.

    Thanks again for your thoughts. They are valid and something entrepreneurs should be aware of.