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  1. Managing the Sales Pipeline at a Startup

    When you set a goal like "X deals won" for early-stage startup sales, the number of deals in that goal inevitably ends up very small. In some cases, the goal may be a single-deal win: "This quarter, secure one LOI worth at least 1 million yen"…

  2. Company Culture Values: From Beliefs to Actions

    Ben Horowitz's "Who You Are: Your True Words and Actions Build a Team That Survives Hard Times" has been released. The original title is "What you do is who you are," so should it be translated as "your actions represent you"…

  3. On Entrepreneurship Education

    A book by the president of Northeastern University arguing that to avoid losing our jobs to machines we need to be not waterproof but "robot-proof" was recently translated into Japanese. And among the four skills that make a person robot-proof, it lists "entrepreneurship"…

  4. DX and EX

    We hear the term DX (digital transformation) more and more often. With people saying that "every company will become a digital company," it seems that every company is working to bring digital technology into its business. On the other hand, humanity 100 years ago was in a similar situation, having to adopt a new technology…

  5. Startups should not hand out equity to advisors easily (if you do, start from around 0.1%)

    The number of people becoming startup advisors seems to be growing lately, which I think is a good thing in itself, but some founders (especially first-time founders) end up giving advisors a lot of shares or stock options. Personally, though, I generally recommend not giving advisors...

  6. A Summary of Paul Graham's Advice for Startups

    These are my own notes from reading Paul Graham's essays. I still find them insightful when I come back to them, so I decided to write them up on the blog as well to make them easier to read. A list of Japanese translations of Paul Graham's essays is available here. Please do read the originals too…