I remember the first time I considered revenue-based financing (RBF) for one of my startups: it felt like finding a middle path between dilutive equity and rigid debt. RBF promised growth capital tied to performance rather than ownership—but the terms matter. If you don’t negotiate carefully,...
Aug 13, 2026
• by Éloïse Dupont
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I often get asked how to validate whether customers will actually pay significantly more for a SaaS add-on — not just say they would in a survey, but put real money on the line. The approach I use is a pragmatic 90-day pricing test that balances statistical rigor with the speed and clarity a product team needs. Below I walk through the playbook I’ve used to prove — or disprove — a...
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I remember the first time I sat across from a corporate development lead discussing an earnout: my stomach tightened, the spreadsheet on my laptop felt suddenly fragile, and every vague term in the draft SPA looked like a potential landmine. Since then I’ve negotiated several founder exits and advised entrepreneurs on structuring earnouts that don't leave them hostage to post-closing...
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I started paying a few remote team members in crypto because it made sense: faster cross-border transfers, lower fees for some corridors, and a way to attract talent who prefer crypto exposure. Very quickly I learned that doing this loosely — sending tokens from my personal wallet — is a fast track to messy accounting, compliance headaches, and the risk of drawing attention from tax...
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I remember the first time I tried to get a risk-averse corporate buyer to run a pilot of my startup’s solution. Months of meetings, slides, and polite emails produced little more than promises to "circle back." What finally changed the game was switching from persuasion to partnership — and boiling the ask down to three specific executive commitments that together make a pilot irresistible...
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I’ve been intrigued for years by how small changes in environment and behavior can produce outsized results — whether in marketing funnels or in my backyard. When it comes to solutions efficaces contre les moustiques tigres, the same analytical mindset helps: identify the goal, compare options, test a solution, measure results, iterate. Here I share a practical, experience-driven guide to...
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I run a small subscription business that accepts crypto, and I remember the first time I tried to marry Coinbase Commerce with EU cross-border subscriptions: excitement quickly turned to confusion about recurring payments, VAT rules, and how to reconcile volatile crypto receipts with bookkeeping requirements. Over time I built a reliable approach that balances user experience, tax compliance, and...
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Raising a convertible note can feel like walking a tightrope: you want to attract savvy angel investors quickly, but you also need to protect the equity you and your co-founders have worked so hard to build. I’ve negotiated dozens of early-stage rounds and seen the good — and the painful — consequences of cap decisions. In this article I’ll walk you through how to negotiate a convertible...
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I remember the first time I proposed a revenue-share pilot to a large enterprise: I was nervous, excited, and determined not to trade our long-term value for a short-term discount. Over time, I've refined a repeatable approach that lets startups scale into enterprise accounts without sacrificing price integrity. Below I share a practical framework I use to design revenue-share pilots that align...
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I remember the first time I sat across from an angel investor who liked my product idea but wouldn’t commit a penny because my startup had no revenue. It felt like being judged not for what we could become, but for where we were today. Since then, I’ve learned that convincing cautious angels to back a pre-revenue startup is less about persuasion and more about designing a structure that...
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I remember the first time I explored paying remote contractors in crypto: it felt like unlocking a faster, borderless way to compensate talent. But excitement quickly gave way to a sobering reality check — tax rules, employment classifications, AML/KYC requirements, and differing approaches across EU member states can turn a simple payroll idea into a compliance minefield. Over the years I've...
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