Venture Unlocked
Venture Unlocked: The playbook for venture capital managers
Mitchell Green of Lead Edge Capital on the Moneyball approach to investing, the art of effective cold calling, and managing 700+ strategic LPs
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Mitchell Green of Lead Edge Capital on the Moneyball approach to investing, the art of effective cold calling, and managing 700+ strategic LPs

Episode 130

Follow me @samirkaji for my thoughts on the venture market, with a focus on the continued evolution of the VC landscape.

We have a conversation with Mitchell Green, Founder and Managing Partner at Lead Edge Capital

With offices in New York and Santa Barbara, the firm has over $5B in Assets under management and specializes in helping growth-stage companies scale.

The firm has an interesting model that combines elements of PE, growth, and an active network of over 700 LPs to build a very powerful moat.

I was really interested in several business components, especially the LP base's strategic nature and the programmatic way they evaluate companies. 


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About Mitchell Green:
Mitchell Green is the Founder and Managing Partner at Lead Edge Capital, a $5B growth equity firm investing in software, internet, and tech-enabled services businesses globally. Mitchell oversees the fund’s global activities and has led several of the fund's largest investments, including Alibaba Group, Asana, Bumble, FIGS, Grafana, SignalSciences, Spotify, Toast, Uber, and Wise. His career began with roles on the investment teams at Bessemer Venture Partners and Eastern Advisors. Mitchell is a former nationally ranked alpine ski racer and currently serves on the boards of the U.S. Ski & Snowboard Foundation and the Laguna Blanca School in Santa Barbara, CA.

Mitchell holds a B.A. in Economics from Williams College and an M.B.A. in Marketing from the Wharton School at the University of Pennsylvania.

In this episode, we discuss:

(01:38) Shares the origin story of Lead Edge Capital, reflecting on the early experiences before 2009, and the influence of Bessemer's deal-sourcing approach of cold calling and direct outreach.

(09:57) The value of being his own boss and learning from failures

(12:35) Building a team for outbound cold calling to find unique investment opportunities.

(15:27) Leveraging LPs in the due diligence process for valuable insights and validation of potential investments

(17:21) Creating a community among LPs where engagement and assistance are core expectations

(20:55) The resilience and opportunistic nature of high-net-worth individuals during market downturns

(21:59) The "moneyball" approach to investment criteria, prioritizing revenue, growth, gross margins, and capital efficiency

(26:00) A success story of investing in a rapidly growing, COVID-enabled electronic signatures company

(30:32) Many companies raising venture capital should not exist

(36:09) The need for persistence to get into the best companies

(38:57) Trusting your instincts and the strategic advantage of being contrarian in investment

I’d love to know what you took away from this conversation with Mitchell. Follow me @SamirKaji and give me your insights and questions with the hashtag #ventureunlocked. If you’d like to be considered as a guest or have someone you’d like to hear from (GP or LP), drop me a direct message on Twitter.

Podcast Production support provided by Agent Bee
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Venture Unlocked
Venture Unlocked: The playbook for venture capital managers
Venture Unlocked is the playbook for starting, operating, & scaling a successful venture capital firm. Samir Kaji, Host of Venture Unlocked has +20-years of experience assisting & advising startups and venture firms. Listen for VC fund guidance.