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Village Global

The Village Global podcast takes you inside the world of venture capital and technology, featuring enlightening interviews with entrepreneurs, investors and tech industry leaders. Learn more at www.villageglobal.vc.

Village Global Podcast

Eynat Guez, founder and CEO of Papaya Global, was interviewed by Ben Casnocha, co-founder and partner at Village Global, during this masterclass for Village Global founders.

Takeaways:

Show up to key meetings as the founder or executive team — don’t just send the sales team. It signals to the client that you’re personally invested and committed to making the deal a success.

Avoid being overly optimistic about where prospects stand. Serious signals include active texting, detailed questions about implementation, security questionnaires, and the involvement of additional stakeholders.

Be strategic about progressing meetings: PowerPoint to articulate vision, Excel for financials, and Word for legal details.

Build strong relationships with junior VCs as well as partners — they can provide introductions, market intelligence, and future opportunities as they advance in their careers.

Building relationships with clients shouldn’t stop after the deal closes. Ongoing check-ins help position your company as a long-term partner, not just a vendor.

Leaders should periodically dive deep into 2-3 departments or processes each quarter to challenge assumptions and drive innovation.

Engage with junior employees or frontline staff for fresh perspectives — their insights are often more candid than those of seasoned executives.

Thanks for listening — if you like what you hear, please review us on your favorite podcast platform.

Check us out on the web at www.villageglobal.vc or get in touch with us on Twitter @villageglobal.

Want to get updates from us? Subscribe to get a peek inside the Village. We’ll send you reading recommendations, exclusive event invites, and commentary on the latest happenings in Silicon Valley. www.villageglobal.vc/signup

Eynat Guez of Papaya Global on Mastering Enterprise Sales and Building Long-Term Partnerships

Kathy Copic is founder of Fieldwork Partners, where she works closely with early stage companies on scoping technical projects, getting early ML models into production, and helping them hire. She was interviewed by Lindsay Pettingill, Investment Partner at Village Global, during this masterclass for Village Global founders. 

Takeaways: • Maintain at least three interview touchpoints to thoroughly evaluate candidates — rushing the process means missing vital signals about how well candidates understand your business and culture.
 • Write job descriptions that focus on company mission and concrete first-90-day projects rather than generic skill requirements — this attracts candidates who are genuinely excited about your specific opportunity.
 • Look beyond prestigious company names and degrees — strong candidates often demonstrate their passion through side projects, nonprofits, or other entrepreneurial pursuits.
 • Foster interactive interviews where you're comfortable interrupting candidates — their response to dynamic discussion reveals more about their communication style and fit than scripted questions.
 • Structure work trials carefully to benefit both parties — the best candidates are evaluating your team and work environment just as much as you're evaluating them.
 • When competing with large tech companies, emphasize the concrete impact individuals can have in your startup rather than trying to match compensation packages.
 • Build diverse teams by implementing clear interview rubrics, providing guidance on legal considerations, and equipping interviewers with specific talking points about why diversity matters to your company.
 • For references, consider asking peers rather than managers when candidates are currently employed, but use references extensively to validate your assessments.
Thanks for listening — if you like what you hear, please review us on your favorite podcast platform.

Check us out on the web at www.villageglobal.vc or get in touch with us on Twitter @villageglobal.

Want to get updates from us? Subscribe to get a peek inside the Village. We'll send you reading recommendations, exclusive event invites, and commentary on the latest happenings in Silicon Valley. www.villageglobal.vc/signup

Hiring Technical Talent with Kathy Copic and Lindsay Pettingill

Aaron Harris was a partner at YC for 7.5 years where he funded Deel, OpenSea, Scale AI, Rappi, Lattice, and others. He also built YC's Series A program where he worked with founders on over 200 Series As and Bs that raised in excess of $3B in capital. He joined Sam Kirschner, VP at Village Global, to give Village Global founders helpful tips on fundraising.

Takeaways:
 • Investors bet on stories, not just data. Your job? Tell a story of massive economic opportunity — not just how you fit into the future, but how you create it.
 • Hype lowers the barrier to turn attention into excitement.
 • Fundraising isn't the trophy, even though it's celebrated as such. But if you optimize for raising money, you get great at burning money and miss the real point: building something that lasts through the hype cycles.
 • Think about raising money with terminal value in mind, not just the value of this current round.
 • Raising an A: you'll need to raise about 20% of your company. Series B: 15-20%. Seeds are all over the place. More competition in a round means less dilution; less competition means more dilution. Hype helps reduce dilution.
 • Be aware of dilution on SAFEs so that you don't all of a sudden start arguing about a point of dilution here or there on a given round.
 • AI companies have been getting faster investor movement. The hottest deals land term sheets in 48 hours. Next tier? 1-2 weeks. Beyond that, a 2-6 week grind with unpredictable timing. After 6 weeks, rounds can stretch to 3-4 months where persistence is what leads to success.
 • Understand the market and how investors think by having casual, no-pitch-deck coffee chats. The real signal? Not a follow-up meeting — that's just a VC's job. Look for action: are they willing to spend political capital for you? That’s true interest.
Thanks for listening — if you like what you hear, please review us on your favorite podcast platform.

Check us out on the web at www.villageglobal.vc or get in touch with us on Twitter @villageglobal.

Want to get updates from us? Subscribe to get a peek inside the Village. We'll send you reading recommendations, exclusive event invites, and commentary on the latest happenings in Silicon Valley. www.villageglobal.vc/signup

Fundraising in AI with Aaron Harris

Abhay Parasnis is founder and CEO of Typeface, is former CTO/CPO at Adobe, and sits on the board of Dropbox and Schneider Electric. He joined Ben Casnocha, co-founder and partner at Village Global, for a live masterclass for Village Global founders.

Takeaways:
 • If you can break into the top tier of the enterprise market, it’s hard to dislodge you.
 • Big platforms like Microsoft, Google, and OpenAI are eager to prove their tech's power. If you position your startup as a prime showcase for their platform, you become a strategic asset.
 • When selling to enterprise, understand the company's macro strategy in the market, but also know what the on-the-ground person needs to close deals.
 • With the rise of agents and agentic automation, even the workflow layer isn’t safe. As these systems gain richer context, they’ll redefine automation in SaaS. Just like today’s platform vs. app debate, tomorrow’s battle will be legacy workflows vs. agents.
 • Success in AI isn’t just about top-tier products—it’s about being a consultative partner to help them with change management.
 • There’s a common fear about embracing a custom data training strategy — it’s expensive, complex, and feels like the domain of big players. But starting narrow and accumulating distinct data early is key. It drives real AI differentiation and builds critical internal muscle in engineering and product.
 • Value-based pricing means customers are less price-sensitive because it ties directly to their top-line business, unlike commodity pricing, which faces constant cost pressure. Instead of charging per word, image, or seat—models that AI disrupts—pricing should align with outcomes, ensuring long-term sustainability.
Thanks for listening — if you like what you hear, please review us on your favorite podcast platform.

Check us out on the web at www.villageglobal.vc or get in touch with us on Twitter @villageglobal.

Want to get updates from us? Subscribe to get a peek inside the Village. We'll send you reading recommendations, exclusive event invites, and commentary on the latest happenings in Silicon Valley. www.villageglobal.vc/signup

Abhay Parasnis on Creating Moats, AI Strategy, and Selling to Enterprise

Jacob Mullins, Venture Partner at Village Global, sits down with Ezra Roizen, General Manager of Advsr and author of "The Magic Box Paradigm," to demystify the world of startup mergers and acquisitions (M&A) on Jacob’s private podcast, VC Mastermind, which we are cross-posting on the Village Global podcast. Drawing on decades of experience as both an entrepreneur and investment banker, Ezra shares his unique framework for maximizing M&A outcomes, emphasizing that successful startup exits are driven not by a traditional sales process, but by building strategic relationships and unlocking future value for acquirers.

Ezra introduces the "Magic Box Paradigm," a visual and practical approach that helps founders and investors focus on the unique value their company can unlock for specific buyers—what he calls the "purple boxes." He explains why M&A is fundamentally different from fundraising, how to avoid the pitfalls of a sales-driven mindset, and why starting early with strategic relationship-building is key. The conversation covers actionable advice for VCs and board members on how to guide their portfolio companies, the importance of thought leadership, and how to navigate both strategic and private equity exits.

Listeners will come away with a fresh perspective on startup M&A, including when to bring in advisors, how to structure deals creatively, and why conventional wisdom—like relying on competitive bidding or rushing to term sheets—often falls short. Whether you’re a founder, investor, or board member, this episode offers a masterclass in preparing for and executing high-impact M&A outcomes.

VC Mastermind is a private podcast for VC Managing Partners. Designed for senior decision-makers at VC firms managing $50 million to $5 billion of institutional capital, VC Mastermind delivers premium insights, peer exchange, and operational best practices across all stages of a firm's life cycle. It was founded by Jacob Mullins (@jacob on X / twitter) – a 20-year veteran of the Silicon Valley startup tech and venture capital industry based in San Francisco.

Thanks for listening — if you like what you hear, please review us on your favorite podcast platform.
Check us out on the web at www.villageglobal.vc or get in touch with us on Twitter @villageglobal.

Want to get updates from us? Subscribe to get a peek inside the Village. We'll send you reading recommendations, exclusive event invites, and commentary on the latest happenings in Silicon Valley. www.villageglobal.vc/signup

The Secret to Startup M&A: How To Set Your Companies Up for Big Outcomes with Ezra Roizen of Advsr

Ryan Hoover, CEO and founder of Product Hunt and David Spinks, CEO and founder of CMX Media talk all things community with Village co-founder and partner, host Erik Torenberg (@eriktorenberg). They talk about creating a business around a community, the differences between communities online and in real life, the pitfalls that have befallen some online communities and how to keep a company focused on its community as it expands.

Ryan Hoover (@rrhoover) is founder of Product Hunt (sold to AngelList) and investor at Weekend Fund. He was formerly an EIR at Tradecraft and has also written over 150 essays, many of which have been featured in TechCrunch, Forbes, Pando, Fast Company and The Next Web.

David Spinks (@davidspinks) is founder and CEO of CMX Media and above all else, seeks to help and empower community builders. He's been studying and building online communities since he was 13 years old. Before CMX, David co-founded an online cooking school called Feast (part of 500 Startups) and BlogDash, a platform to help businesses with blogger outreach.

Episode #1: Ryan Hoover and David Spinks on Communities

In this episode, Erik interviews Balaji Srinivasan (@balajis) on cryptocurrencies, the web, building a company, identity, government, and the future in general. They explore the implications of cryptocurrencies on a variety of industries and talk about how society and the world of work might be transformed. 

Balaji Srinivasan is CEO and co-founder of Earn.com and Board Partner at Andreessen Horowitz. He has two Master's degrees and a PhD from Stanford, where he occasionally teaches.

Check us out on the web at www.villageglobal.vc/podcast.

Episode #2: How Digital Currency Will Transform The World with Balaji Srinivasan

This episode is all about the future of music. Erik sat down with Parker Thompson, Aston Motes and Ed Aten to discuss how music has been regulated in the past and how that might change in the future, the argument for why copyright is a good thing for music, how blockchain might change the industry, why streaming music is a terrible business and what the music industry might look like ten years from now. Ed is CEO of Merchbar, Parker is partner at AngelList and 500 Startups and Aston was the first employee at Dropbox and is now part of UnitedMasters, Steve Stoute’s new company.

Episode #3: The Future of the Music Industry with Aston Motes, Parker Thompson and Ed Aten

Erik talks with Malay Gandhi and Christine Lemke about the state of innovation in healthcare today, why it’s so difficult to build a company in the space, the blind spots that entrepreneurs and investors from outside the sector have, how to truly change behavior and what opportunities in healthcare Malay and Christine see. 

Malay Gandhi is an active angel investor in early stage, health-focused startups and advises a number of leading health tech companies. He serves as an EIR at Greylock Partners and is partner with Christine at Ensemble Labs.

Christine Lemke is co-founder and President at Evidation Health, a company that helps individuals and healthcare companies understand and influence the behaviors that create better health outcomes using data. She is also partner with Malay at Ensemble Labs.

Episode #4 - How To Build A Digital Health Company with Malay Gandhi and Christine Lemke

This episode is all about the state of biotech, with Dylan Morris of Charles River Ventures and Cain McClary of KdT Ventures. They discuss the difference in incentives when investing in biotech compared to more traditional venture capital investments and why the timelines for investments in biotech are so different compared to when most venture capitalists expect a return. They explain their respective investing theses and talk about what kinds of opportunities there are for startups in the space. Plus, they speculate on what the future might hold based on what’s happening in biotech today.

Episode #5: The State of Biotech with Dylan Morris and Cain McClary

Erik is joined in this episode by co-host Tonio DeSorrento (@TonioDeSo), CEO and co-founder of Vemo Education, and Dave Girouard (@davegirouard), CEO and founder of Upstart.

They have a lively discussion about the history of income-sharing agreements, the forms in which they exist presently, and how the agreements might change or expand in the future.

Dave gives us an overview of Upstart and why he says they are like “Kickstarter meets LendingClub.” Although Upstart is thriving now, it wasn’t always that way. In the early days of the company, they tried to pioneer the idea of a generalized income-sharing agreement. Dave runs through why that didn’t work out and how they got to where Upstart is today. 

Dave and Tonio share some stories about their early work on income-sharing agreements and compare theories on how these agreements might evolve and spread to different areas in the future. They talk about how income-sharing agreements align incentives between two parties and help quantify the value that one party provides another. They lay out a map for how something like an income-sharing agreement could be of assistance to a manual laborer deciding on a hospital in which to have a knee surgery.

They also contemplate the future of higher education, which Tonio points out is a $500 billion dollar industry that has 19 million students enrolled in any given year, and whether disruption will come from outside or from within the institutions themselves. Tonio also explains why income-sharing agreements and the data they produce are so helpful to people trying to decide which education institution to attend.

Thanks for listening — if you like what you hear, please review us on your favorite podcast platform. 

Check us out on the web at villageglobal.vc or get in touch with us on Twitter @villageglobal.

Venture Stories is brought to you by Village Global, is hosted by co-founder and partner, Erik Torenberg and is produced by Brett Bolkowy.

The Past and Future of Upstart and Income-Sharing Agreements with Dave Girouard and Tonio DeSorrento

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