Data Pls🧮

The Observer's Notebook Volume II, Entry 9 | January 23, 2025

January 23, 2025 • Reading Time: 5 minutes

Happy Thursday.

This week I'm reminded that what happens after the sale matters exponentially more than what happens before, am floored by our new president’s 50 executive actions on day one, and considering how good data can motivate change in behavior - whether we’re talking payment systems or student feedback.

Here are three things on my mind this week, plus some fascinating reads I think you'll enjoy.

🔖Bookmarks of the Week

  1. Probably the best and most honest explanation of how VCs actually evaluate founders.💬| Omri Drory @NFX (link)

  2. Viral post from YC Winter 2025 founder on the importance of speed.⏩| Josh Earle @Outlit (link)

  3. “More exit value was realized in the final six months of 2021 than in the subsequent three years.” Wow. All the value is locked up right now.🔒| James Thorne @PitchBook (link)

🔍Three Things On My Mind

1. Nobody Cares About your Sales Cycle🤝

 “The end state is not the close of business because that really doesn't matter to the customer. The end state is whatever implementation goal you've promised to them is achieved.” - Rob Balena, Diligent Observer Podcast Episode 25

Wow. These words have been on repeat in my mind this week.

Rob and I were talking about enterprise sales, but his comment applies everywhere.

As a seller, it’s so easy to get locked in on inking that deal. After all, that’s where the payday lives.

But it’s what happens after the deal gets inked that creates enduring value.

2. Underrated Leadership Trait: Decisiveness✔️

Quick decision-making with limited information.

It’s hard. It’s really hard. And “speed” has been on my mind this week.

In fact, it’s the thing I talk the most about when people ask me what’s the hardest thing about running a startup.

This week, you and I watched as our newly inaugurated president signed almost 50 executive actions, including 26 official executive orders, on day 1 of his Presidency.

Holy moly.

THAT is decisiveness.

He’s still got some work to do if he’s going to catch up to FDR’s 3,721 executive orders (WHAT?!), and apparently many are unlikely to go through. But still, consider me impressed.

3. Data Pls📊

Data has value, and can motivate change in behavior.

Two examples:

1) A few weeks ago Blair Jeffery (Ep. 22, 09:22) in his payments masterclass explained how checks can only be dethroned if both sides of a transaction have adequate incentives in place to motivate change. One of those incentives is data. Digital transactions can offer more data for buyers and sellers, which has value.

2) I’m a stressed founder/dad/husband. I don’t have a lot of “free time.” This week I was asked to speak to a class of Aggie Engineering students I spoke to last year. I almost said no - after all, I could put those few hours to good use.

Then I opened the email attachment. And I almost fell out of my chair.

They sent me ten pages of feedback from my last presentation. TEN PAGES.

Wow, um, yes I’ll come speak again.

Takeaway: the right data has value, and can motivate change in behavior.

Until Next Week👋

Thanks for reading - have a great week.

-Andrew

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How did I do this week?

About Me

I cultivate flourishing.

I'm also the CEO of PitchFact, where our mission is to cultivate flourishing specifically through efficient and collaborative early-stage diligence. I'm a proud husband, grateful father, and honest friend. My love languages include brisket, bourbon, and a handwritten note.