One of Matti Kawecki’s core lessons is that business development is not the same as sales. He describes business development as “sales R&D”: the process of scouting opportunities, testing hypotheses, and...

When researchers decide to become founders, they often carry the belief that great technology will naturally lead to great business. But as Matti Kawecki, an engineer-turned-business developer, knows first-hand...

Guillene developed a structured methodology for market discovery she calls her "Frankenstein method." It is grounded in effectuation, an approach to entrepreneurship that accepts...

One of the first myths Guillene dismantles is the idea that startups must avoid mistakes at all costs. Her own experience proved otherwise. She co-founded a startup that launched with…