Insight Partners

Jerry Murdock is the Co-Founder of Insight Partners, one of the most formidable growth investors of the last three decades, with over $90 billion in AUM and a portfolio that has shaped the modern software economy. Jerry never does podcasts, and so this is his first-ever long-form interview. AGENDA: 03:50 There is an AI Tsunami Beginning 05:43 Cursor is F***** and Everyone Knows It 07:28 How Open Source Will Crush in an Agent First World 10:20 Is NVIDIA F**** 17:32 Are Systems of Record Dead in an Agent-First World 21:04 Humans Will Not Buy Software, Agents Will… 24:57 Universal Basic Income Will Have to Happen, Mass Unemployment is Coming 30:54 What Happens to Tech Private Equity: Is Thoma Bravo F****** 37:50 What Single Decision Does Jerry Regret Most… Why? 41:45 Single Biggest Mistake With Insight… What Did Jerry Learn? 45:26 Why is Now the Best Time to Start a Fund 47:03 The Twitter Bet that Made $90BN Insight 49:34 Biggest Marriage and Parenting Advice 56:04 Will Agents Help Us Live Forever

Jerry Murdock

Co-Founder

Insight Partners

My guest today is Jeff Horing. Jeff cofounded Insight Partners and has been the Managing Director since 1995. This is one of Jeff’s first public conversations about building one of the world’s most successful technology investment firms with over $100 billion in AUM. Jeff reveals the mechanics behind Insight's legendary sourcing machine—60-80 people systematically calling companies worldwide. He explains their contrarian "one fund" strategy that deploys $12 billion across everything from $10M growth deals to billion-dollar buyouts, and why he thinks this creates unmatched competitive advantages. We discuss remarkable talent diaspora, AI representing a "TAM accelerator," and Insight’s five-ingredient framework for perfect investments. Please enjoy this great conversation with Jeff Horing.  For the full show notes, transcript, and links to mentioned content, check out the episode page ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠ ----- This episode is brought to you by⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Ramp⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. Ramp’s mission is to help companies manage their spend in a way that reduces expenses and frees up time for teams to work on more valuable projects. Go to⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Ramp.com/invest⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to sign up for free and get a $250 welcome bonus. – This episode is brought to you by⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ AlphaSense⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. AlphaSense has completely transformed the research process with cutting-edge AI technology and a vast collection of top-tier, reliable business content. Invest Like the Best listeners can get a free trial now at⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Alpha-Sense.com/Invest⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ and experience firsthand how AlphaSense and Tegus help you make smarter decisions faster. – This episode is brought to you by⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Ridgeline⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. Ridgeline has built a complete, real-time, modern operating system for investment managers. It handles trading, portfolio management, compliance, customer reporting, and much more through an all-in-one real-time cloud platform. Head to⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ridgelineapps.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to learn more about the platform. ----- Editing and post-production work for this episode was provided by The Podcast Consultant (⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://thepodcastconsultant.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠). Show Notes: (00:00:00) Welcome to Invest Like the Best (00:08:35) Insight Partners' Investment Strategies (00:13:06) Evaluating Software Businesses (00:22:51) The One Fund Strategy (00:29:32) The Evolution of Insight's Sourcing Strategy (00:35:09) Operationalizing the Sourcing Process (00:44:43) Adapting to Market Changes and Strategies (00:49:45) Navigating Market Corrections and Investment Strategies (00:51:40) Challenges and Opportunities in Venture Buyouts (00:54:12) Talent Development and Retention at Insight (00:56:03) The Importance of Sourcing and Pattern Recognition (01:02:08) Scaling and Operationalizing Investment Strategies (01:20:24) Impact of AI on Investment and Software Markets (01:27:40) Reflections on Winning and Selling Strategies (01:30:34) The Kindest Thing Anyone Has Ever Done For Jeff

Jeff Horing

Co-Founder and Managing Director

Insight Partners

Today on Equity, Julie Bort sits down with Ryan Hinkle a Managing Director at Insight Partners, the giant New York-based venture capital firm that invests in tech worldwide. It has $90 billion in assets under management and just raised a new $12.5 billion fund. The pair unpack the evolving landscape of startup ecosystems. They talk about the post-pandemic shift that saw many founders moving to cities like New York or Miami only for the rise of OpenAI and Cerebral Valley and the accompanying AI boom to reignite San Francisco and Silicon Valley in general.  While some founders say that they are now relocating their companies to San Francisco, Hinkle disagrees with the necessity of doing so. He concedes that the Valley offers an unmatched talent pool but argues it also comes with steep costs and retention challenges, making it far from the only viable choice for startups. Listen to the full episode to hear more about: Why startup success isn’t tied to a single location but rather to access to skilled, loyal, and affordable talent How Silicon Valley’s abundance of opportunities creates a "mercenary” hiring culture, making employee retention difficult The key differences between building in New York vs. Silicon Valley, including financial management and access to venture capital Equity will be back on Friday with our weekly news roundup, so don’t miss it! Equity is TechCrunch’s flagship podcast, produced by Theresa Loconsolo, and posts every Wednesday and Friday.  Subscribe to us on Apple Podcasts, Overcast, Spotify and all the casts. You also can follow Equity on X and Threads, at @EquityPod. For the full episode transcript, for those who prefer reading over listening, check out our full archive of episodes here. Credits: Equity is produced by Theresa Loconsolo with editing by Kell. We’d also like to thank TechCrunch’s audience development team. Thank you so much for listening, and we'll talk to you next time. Learn more about your ad choices. Visit megaphone.fm/adchoices

Ryan Hinkle

Managing Director

Insight Partners

In this episode, we chart the course of AI ventures in the realm of venture capital with Praveen Akkiraju from Insight Partners, exploring the transformative role of artificial intelligence in investment strategies. Get on the AI Box Waitlist: ⁠⁠https://AIBox.ai/⁠⁠ AI Facebook Community: https://www.facebook.com/groups/739308654562189 Podcast Studio AZ: https://podcaststudio.com/mesa-studio/ Podcast Studio Network: https://PodcastStudio.com/ See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Praveen Akkiraju

Insight Partners

Deven Parekh is a Managing Director at Insight Partners, one of the leading investing franchises of the last 25 years. Deven has made more than 90 investments since joining in 2000 including in the likes of Twitter, Alibaba, JD.com, Chargebee and Automattic (WordPress) to name a few. Woody Marshall is a General Partner @ TCV, one of the most successful growth funds of the last decade with a portfolio including the likes of Facebook, AirBnB, Spotify, LinkedIn and many more incredible companies. Jason Lemkin is the Founder @ SaaStr one of the best-performing early-stage venture funds focused on SaaS. In the past, Jason has led investments in Algolia, Pipedrive, Salesloft, TalkDesk, and RevenueCat to name a few. In Today's Episode We Discuss: 1. The Growth Landscape Overview: Is growth dead? Are any growth deals getting done? How has the price changed for growth deals that are getting done? Which type of growth companies will vs will not be able to raise? What happens to all of the growth companies with $300-$500M in cash but little revenue? 2. The Great Reset: Valuations Need to Change: Why should companies be actively resetting their valuations? What are the benefits? What will happen between VCs and LPs when there is no incentive for VCs to reset their portfolio valuations when they need to go out and raise from those same LPs? Structure is often part of these valuation resets, is structure to rounds always bad? When is it good? What type of structure is acceptable vs unacceptable? 3. Are the Public Markets Creeping Open: Should we take comfort from ARM, Instacart and Klaviyo and assume the public markets are going to open again? If not, what will cause them to open? How should we analyze the performance of the IPOs above? Many have been negative, are they right to suggest this is not the response we wanted? Why does Woody believe, like Instacart taking a 75% discount to their last round, we should have more and more companies go public at discounts to their last private round? 4. Late Stage Growth is Dead and Revenue Multiples: Why is late-stage growth dead? How long do we think this will last? How should we assess revenue multiples today? New normal? Same as always? How will revenue multiples look in 12 months from now? How should we analyse the large late stage growth rounds for hyped AI companies? What happens there?

Deven Parekh

Managing Director

Insight Partners

Woody Marshall

General Partner

TCV

Jason Lemkin

Founder

SaaStrStorm Ventures

Deven Parekh of Insight Partners joins Jason to discuss navigating markets during the dot com era and the pandemic. (1:50) Then they discuss "venture tourists" and cleaning up cap tables before wrapping up with a look back at some of Deven's winning investments. (20:04) (0:00) Jason kicks off the show (1:50) Experiencing the dot com burst (10:14) LinkedIn Jobs - Go to https://linkedIn.com/angel and post your first job for free. (11:36) Comparing Web 3.0 and the dot com era + navigating the markets during the pandemic (18:40) Cast.ai - Get a free cloud cost audit with a personal consultation at https://cast.ai/twist (20:04) Venture Tourists (29:30) Unfavorable preference stacks (37:07) Acquire.com - Sign up for FREE at https://try.acquire.com/twist (38:32) Cleaning a cap table (47:57) Looking back at Deven’s investments FOLLOW Deven: https://twitter.com/djparekh FOLLOW Jason: https://linktr.ee/calacanis FOLLOW Molly: https://twitter.com/mollywood

Deven Parekh

Managing Director

Insight Partners

Jeff Lieberman is the Managing Director @ Insight Partners, one of the leading investing franchises of the last 25 years with their most recent flagship fund announced earlier this year being a staggering $20BN. As for Jeff, over the last 24 years at Insight, he has led investments in leading companies such as Qualtrics, DeliveryHero, HelloFresh, Cvent, Mimecast, and Udemy. As a result of his many investing successes, he has been selected by AlwaysOn as a Venture Capital 100 winner and by Forbes as a member of the Midas List. In Today's Episode with Jeff Lieberman You Will Learn: 1.) Origins into Venture: How did Jeff's roommate at college open his eyes to the world of venture capital? What were Jeff's biggest lessons from seeing the work ethic of his parents? How does Jeff imbue the same level of ambition on his children that he had growing up with no money? Why is Jeff keen for his children not to go to college? How does he advise them? 2.) Jeff Lieberman: The Investor: What are Jeff's biggest observations on the current landscape given his seeing first hand the dot com bust and 2008? How is now different? How is it the same? Price Sensitivity: How does Jeff reflect on his own price sensitivity? How has it changed over time? Deployment Pace: How does Jeff analyse deployment pace today both for the industry and for Insight? Does Jeff agree with the notion of "playing the game on the field"? The Biggest Miss: What have been some of Jeff's biggest misses? How did those misses impact the process with which he invests? 3.) Insight: The Firm What are the most challenging elements of firm building today? Why do all juniors have control over the Partners calendars? How does this work in practice? How does Jeff create an environment of safety where very young, junior people feel like they can challenge anyone and have discussion? How do Insight train young people? What is the process? What works? What does not work? 4.) AMA: What does Jeff know now about venture that he wishes he had known when he started? What would Jeff most like to change about the world of venture capital? What advice does Jeff give to young people today entering the industry? Item's Mentioned In Today's Episode with Jeff Lieberman Jeff's Favourite Book: Man's Search For Meaning Jeff's Most Recent Investment: Choco

Jeff Lieberman

Managing Director

Insight Partners

This is Jesse Pujji, and today we are breaking down Fanatics. If you’ve recently bought sports apparel online, you interacted with Fanatics. They power the entire digital commerce experience for the NFL, MLB, NBA, NHL, and hundreds of other sports leagues around the world.    To break down Fanatics, I am joined by an early investor, Deven Parekh, from Insight Partners. Deven has been an investor in Fanatics since 2011. We cover Fanatics' unique vertically integrated commerce model, how they redefined their TAM, and how the company is aggressively entering NFTs, real money betting, and other expansion areas. Please enjoy this business breakdown of Fanatics.   For the full show notes, transcript, and links to the best content to learn more, check out the episode page here.   -----   Business Breakdowns is a property of Colossus, LLC. For more episodes of Business Breakdowns, visit joincolossus.com/episodes.   Stay up to date on all our podcasts by signing up to Colossus Weekly, our quick dive every Sunday highlighting the top business and investing concepts from our podcasts and the best of what we read that week. Sign up here.   Follow us on Twitter: @JoinColossus | @patrick_oshag | @jspujji | @zbfuss   Show Notes [00:02:40] - [First question] - What is Fanatics and the scale of the business today [00:04:26] - What the core business of Fanatics does [00:05:41] - The history of Fanatics and what led to its success [00:10:59] - Michael Rubin’s story and the role that GSI played in Fanatics’ growth [00:13:58] - How the licensing business works and how Fanatics’ relationship with the leagues differs from their competitors  [00:15:34] - The landscape of this industry before Fanatics [00:16:36] - Why the change from the best commerce experience to a broad digital sports platform [00:19:02] - Differences of Fanatics’ P&L compared to others in the industry [00:21:05] - How the real-time advantage helps drive growth in the business [00:23:12] - Whether or not the leagues participate in gross margins and how much of a focus they place on cost optimization  [00:25:25] - Distinctive things about Fanatics from an investor’s perspective   [00:26:22] - Why hasn’t Amazon stepped into this space yet [00:27:30] - Which leagues have opted out of working with Fanatics and interesting team and player dynamics [00:28:59] - Reasons behind getting involved with NFTs, trading cards, betting, and how it might evolve in the future [00:32:22] - Ways they’re taking the core business and augmenting other branches [00:34:36] - What will have gone right over the next five years for Fanatics to continue growing at the pace they are today [00:37:59] - What will have gone wrong over the next five years that will hurt Fanatics’ growth [00:39:59] - Lessons for builders and investors when studying Fanatics’ story

Deven Parekh

Managing Director

Insight Partners

Deven Parekh is a Managing Director at Insight Partners, one of the leading investing franchises of the last 25 years with $30Bn+ in capital commitments, 400+ primary investments and over 200 portfolio acquisitions. Deven himself has made more than 90 investments since joining in 2000 including in the likes of Twitter, Alibaba, JD.com, Chargebee and Automattic (WordPress) to name a few. Deven also sits on the boards of Checkout.com, Calm, Saks.com, Optimizely and 1stDibs, again naming a few. If that was not enough, Deven also serves on the Board of the Carnegie Endowment for International Peace and the Board of the Tisch New York MS Research Center. As a result of his investing success, Deven has been named on Forbes Midas List 5 time and has been selected as a Top 100 Venture Capitalist by CB Insights 4 times. In Today's Episode with Deven Parekh You Will Learn: 1.) How Deven made his way into the world of venture and how that led to his becoming a Managing Director @ Insight, way back in 2000? 2.) How does Deven analyse the current fundraising mania? Does portfolio discipline and temporal diversification matter anymore? How has Deven and Insight seen the velocity of fundraises change over the years? What can Deven and Insight do to get compress their decision-making timeliness with the compression of fundraising timelines? 3.) How does Deven assess his relationship to price and price sensitivity? What have been some core lessons for Deven when comparing deals that they did which were "cheap" vs "expensive"? How do Insight think about required levels of ownership today? Does Deven believe it is possible to build ownership over time? What is required to do so? What are the challenges? 4.) How would Deven describe his style of board membership today? How has it changed over time? What advice does Deven have for younger board members scaling into the role? How does Deven think about his time allocation across the portfolio? What is the optimal? How does this differ from reality? Why do your winners never need you? 5.) How does Deven evaluate his own insecurities and self-doubt today? In what way have these changed over time? How does Deven analyse the "weight of his words" within Insight? How does Insight structure the internal decision-making process to ensure that everyone's voice is heard? In what ways can firms foster that security for young partners to feel they can bring anything to the table? Item's Mentioned In Today's Episode with Deven Parekh Deven's Favourite Book: What We Know About Climate Change (The MIT Press), Draft No. 4: On the Writing Process Deven's Most Recent Investment: TetraScience As always you can follow Harry and The Twenty Minute VC on Twitter here!

Deven Parekh

Managing Director

Insight Partners

2020 has been a wild ride, but Sales teams are still expected to deliver. Hear from 3 companies on how they delivered in a year riddled with challenges, and what those battle scars have taught them as they plan to turbocharge their sales in 2021. Walk away from this episode with the tactics and tips you and your Sales team need for the upcoming year. Pablo Dominguez, Operating Partner, Insight Partners Ellen Kindley, Chief Transformation Officer, Keyfactor Brooke Treseder, SVP, Revenue Operations, Checkout.com Gordana Vuckovic, EVP Global Sales & Partnerships, Contentstack Video and blog post: https://www.saastr.com/the-secrets-to-turbo-charging-sales-in-2021/

Pablo Dominguez

Operating Partner

Insight Partners

Ellen Kindley

Chief Transformation Officer

Keyfactor

Brooke Treseder

SVP of Revenue Operations

Checkout.com

Gordana Vuckovic

EVP Global Sales and Partnerships

Contentstack

Jules Maltz, is a General Partner @ Insight Venture Partners (IVP) where he has made investments in the likes of Slack, Zendesk, Twitter, Zenefits and many more incredible companies. Prior to IVP, Jules held roles at the likes of 3i, Admob and Bank of America. Jules has also been named to The Top 40 Under 40 Growth Investors and been featured in the likes of Inc and Fast Company. I also want to say a huge thank you to Rebecca Lynn @ Canvas and Clark Landry for the intros to Jules today. In Today's Episode You Will Learn: 1.) How Jules made his way into growth stage investing with IVP? 2.) What are the major trends that Jules has observed in the later stages over the last few years? Where is there funding gaps and room for opportunity? 3.) What does it take for companies to attain later stage cheques today? What are the benchmarks required? How have we seen these benchmarks change? 4.) What are the fundamental mistakes that CEO's make in these scaling stages? When is the right time to scale rapidly? How does Jules view product market fit? 5.) Jules has previously stated the importance of building the next S curve. What does he mean by this and how should founders adopt this mentality? Items Mentioned In Today's Show: Jules' Fave Book: All The Light We Cannot See Jules' Fave Blog or Newsletter: Nir and Far Jules' Most Recent Investment: Checkr As always you can follow Harry and The Twenty Minute VC on Twitter here! Likewise, you can follow Harry on Snapchat here for mojito madness and all things 20VC. Intercom is the first to bring messaging products for marketing and customer support together on one integrated platform. With Intercom, businesses can chat directly with prospective customers on their website, engage current users with targeted messages based on their behavior, and provide personal support at scale with an integrated help desk and knowledge base. This is perfect for Businesses that want to help people visiting their website become customers. Marketing and growth teams that want to onboard and retain users by sending the right messages at the right time and Support teams that want to move beyond email to provide personalized, scalable support so simply head over to Intercom.com/20MVC Cooley are the global law firm built around startups and venture capital. Since forming the first venture fund in Silicon Valley, Cooley has formed more venture capital funds than any other law firm in the world, with 50+ years working with VCs. They help VCs form and manage funds, make investments and handle the myriad issues that arise through a fund's lifetime. So to learn more about the #1 most active law firm representing VC-backed companies going public. Head over to cooley.com and also at cooleygo.com.

Jules Maltz

General Partner

Insight Partners