{"id":20570,"date":"2021-06-04T10:04:16","date_gmt":"2021-06-04T14:04:16","guid":{"rendered":"https:\/\/www.bloomberg.com\/company\/stories\/location-still-matters-primary-ventures-brad-svrluga-cornell-tech-bloomberg\/"},"modified":"2022-03-04T23:11:54","modified_gmt":"2022-03-05T04:11:54","slug":"location-still-matters-primary-ventures-brad-svrluga-cornell-tech-bloomberg","status":"publish","type":"post","link":"https:\/\/www.bloomberg.com\/company\/stories\/location-still-matters-primary-ventures-brad-svrluga-cornell-tech-bloomberg\/","title":{"rendered":"Location Still Matters for Primary Ventures\u2019 Brad Svrluga (Cornell Tech @ Bloomberg)"},"content":{"rendered":"<div class='bbg-row bbg-bg--white  bbg-row--margin-top-none bbg-row--margin-bottom-none' data-anchor='row-6a09b472723f5'>\n  \n\t\n\t\n\t<div class=\"bbg-row--content\">\n\t\t\n\t\t\t<div class='bbg-column bbg-column--width-8 bbg-column--offset-2'>\n\t<p><figure class=\"image-figure\" data-animation=\"\">\n    <img loading=\"lazy\" decoding=\"async\" width=\"458\" height=\"458\" src=\"https:\/\/assets.bbhub.io\/image\/v1\/resize?width=auto&amp;type=webp&amp;url=https:\/\/assets.bbhub.io\/company\/sites\/51\/2021\/06\/Brad-Svrluga-2.jpg\" class=\"attachment-large size-large image-figure__image image-figure__image--primary\" alt=\"Primary Venture Partners&#039; Brad Svrluga\" srcset=\"https:\/\/assets.bbhub.io\/image\/v1\/resize?width=auto&amp;type=webp&amp;url=https:\/\/assets.bbhub.io\/company\/sites\/51\/2021\/06\/Brad-Svrluga-2.jpg 458w, https:\/\/assets.bbhub.io\/image\/v1\/resize?width=auto&amp;type=webp&amp;url=https:\/\/assets.bbhub.io\/company\/sites\/51\/2021\/06\/Brad-Svrluga-2.jpg 300w, https:\/\/assets.bbhub.io\/image\/v1\/resize?width=auto&amp;type=webp&amp;url=https:\/\/assets.bbhub.io\/company\/sites\/51\/2021\/06\/Brad-Svrluga-2.jpg 150w, https:\/\/assets.bbhub.io\/image\/v1\/resize?width=auto&amp;type=webp&amp;url=https:\/\/assets.bbhub.io\/company\/sites\/51\/2021\/06\/Brad-Svrluga-2.jpg 170w, https:\/\/assets.bbhub.io\/image\/v1\/resize?width=auto&amp;type=webp&amp;url=https:\/\/assets.bbhub.io\/company\/sites\/51\/2021\/06\/Brad-Svrluga-2.jpg 140w, https:\/\/assets.bbhub.io\/image\/v1\/resize?width=auto&amp;type=webp&amp;url=https:\/\/assets.bbhub.io\/company\/sites\/51\/2021\/06\/Brad-Svrluga-2.jpg 200w\" sizes=\"(max-width: 458px) 100vw, 458px\" \/>\n    \n<\/figure>\n<div class='bb-wysiwyg'>\n    \n    <p><span style=\"font-weight: 400\">It was the peak of the first internet bubble and Brad Svrluga was riding high. He had recently joined a friend\u2019s VC firm, the sort he now claims never should have existed in the first place.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400\">\u201cBut it was 1999,\u201d he says. \u201cAnd they were doing great.\u201d\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400\">Working in venture capital after an early career stretch in consulting put Svrluga in the satisfying middle ground between hands-on operations and the intellectual challenge that consulting offers. After his first big meeting with one of the firm\u2019s portfolio companies, he realized that the startup would make serious changes to its strategy based on the advice of his colleagues. Svrluga was compelled by the role\u2019s potential for immediate real-world impact, which contrasted with the bureaucratic and slow-moving nature of consulting at large established enterprises.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400\">Svrluga recalls a memory in which he and his partner shouted the exploding share price of a company in which they\u2019d invested back and forth across the hallway of their office.<\/span><\/p>\n<p><span style=\"font-weight: 400\">\u201cSomebody would hit refresh and see it had gone up another five percent, and another five percent, and another five percent,\u201d he says. \u201cIt just seemed illogically easy, but I was 26. And then, everything just kind of collapsed.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400\">The firm kept doing deals after the dotcom bubble burst, but then 9\/11 happened and they knew the ride was over.<\/span><\/p>\n<p><span style=\"font-weight: 400\">\u201cIt&#8217;s not just \u2018last call\u2019 anymore,\u201d he recalls. \u201cEverybody was getting kicked out of the bar and sent home&#8230;anything that didn\u2019t have a sound business model or a path to profitability was toast.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400\">Svrluga walked away from the crash with a few lessons, which he shared with Bloomberg Television\u2019s Scarlet Fu during an online talk on April 7, as part of the <\/span><a href=\"https:\/\/www.techatbloomberg.com\/blog\/tag\/cornell-tech\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400\">Cornell Tech @ Bloomberg Speaker Series<\/span><\/a><span style=\"font-weight: 400\">.<\/span><\/p>\n\n<\/div>\n<style>#bloomberg-video-6a09b4727ff39 .bloomberg-video__wrapper { background-image: url('https:\/\/i.ytimg.com\/vi\/C4-wObywBIk\/hqdefault.jpg'); }<\/style>\n<div class='bloomberg-video' data-aspect-ratio='16:9' data-service='youtube-video' id='bloomberg-video-6a09b4727ff39'>\n\t<div class='bloomberg-video__wrapper bloomberg-video__wrapper--core'>\n\n<a\n\tclass=\"bloomberg-video__link\"\n\thref=\"https:\/\/www.youtube.com\/watch?v=C4-wObywBIk\"\n\ttarget=\"_blank\"\n\trel=\"noopener\"\n\ttitle=\"\"\n\tdata-video-id=\"C4-wObywBIk\"\n\tdata-video-title=\"Bloomberg Cornell Tech Series: Brad Svrluga, co-founder\/GP, Primary Venture Partners - HIGHLIGHT\"\n\tdata-orientation=\"Horizontal\"\n\tdata-modestbranding=\"0\"\n\tdata-controls=\"1\"\n\tdata-is-playlist=\"0\"\n\tdata-playlist-starting-video=\"\"\n\tdata-start-time=\"0\"\n\taria-label=\"Play Video\"\n><\/a>\n\t<\/div>\n<\/div>\n<div class=\"bb-separator\" data-color=\"\">\n\t<hr class=\"bb-separator__rule\">\n<\/div>\n<div class='bb-wysiwyg'>\n    \n    <p><span style=\"font-weight: 400\">\u201cCash is king,\u201d he says, emphasizing the importance of having plenty of time to raise capital, being able to control the company\u2019s burn rate, and having the capacity to dial it back when times get tough. This may sound like conventional advice, but Svrluga notes that there are a lot of young entrepreneurs running startups who have never witnessed a serious crash like the late \u201890s, and are operating under the assumption that the sailing will always be smooth.\u00a0<\/span><\/p>\n<p><b>From Upstate to Manhattan<\/b><\/p>\n<p><span style=\"font-weight: 400\">Svrluga co-founded a VC firm in 2003, when many VCs were closing up shop, called High Peaks Venture Partners. The firm aimed to foster startups across upstate New York, a region often overlooked by venture capital, despite containing top-tier schools like the Rochester Institute of Technology (RIT), Ithaca College, and Cornell University; as well as pools of engineering talent at companies with a large presence there, like Kodak, Xerox, IBM, and GE. High Peaks was part of Village Ventures, a network of funds based in Williamstown, Massachusetts. Village Ventures was founded in 2000 on the assumption that the internet was going to enable people to build and work for great companies anywhere, not only in the Bay Area or other major tech hubs. The company consolidated the back-office functions performed by venture funds and supported smaller local funds like High Peaks, networking them together to share resources, knowledge, and connections.<\/span><\/p>\n<p><span style=\"font-weight: 400\">This strategy didn\u2019t work for Svrluga. It turned out that there wasn\u2019t enough connective tissue between these companies\u2019 headquarters and the schools, which were sometimes a three-to-five-hour drive away from one another.<\/span><\/p>\n<p><span style=\"font-weight: 400\">\u201cThe labor and talent was not seamlessly moving around in that market,\u201d Svrluga says. \u201cIt wasn&#8217;t a market. It was a collection of little ones, each of which were truly small.\u201d He had some successes, but not enough to justify pouring further energy into the fund. Proximity really mattered.<\/span><\/p>\n<p><span style=\"font-weight: 400\">Meanwhile, just over a decade after 9\/11, New York City was beginning to rebound. Svrluga turned his attention downriver to the resurgent \u201cSilicon Alley.\u201d He was interested in a new approach to early-stage venture investing, which departed from how things were done in a few ways.<\/span><\/p>\n\n<\/div>\n<div class='bb-wysiwyg'>\n    \n    <blockquote>\n<p><span style=\"font-weight: 400\">\u201cI was firmly convinced from 10 years in the business that there was a better way to do early-stage investing \u2014 seed-stage investing in particular \u2014 that involved a lot more commitment of resources and operating expertise to help companies.\u201d<\/span><\/p>\n<\/blockquote>\n\n<\/div>\n<div class='bb-wysiwyg'>\n    \n    <p><span style=\"font-weight: 400\">Svrluga characterizes the traditional approach as one led by older folks with \u201cnot a lot of hustle.\u201d In contrast, he wanted to get more involved and to spend a lot of money to ensure his startups had the support they needed to make it to the next stage.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400\">Brad\u2019s original High Peaks Ventures later became <\/span><a href=\"https:\/\/www.primary.vc\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400\">Primary Venture Partners<\/span><\/a><span style=\"font-weight: 400\">, a VC firm based in New York City that makes early-stage investments in local tech startups. The firm was instrumental in helping to rebuild New York\u2019s tech culture after the dotcom bust. Successful exits in recent years include Mirror (acquired by Lululemon), Jet.com (acquired by Walmart), and Ticketfly (acquired by Eventbrite). In February, Primary announced <\/span><a href=\"https:\/\/medium.com\/thoughts-from-primary-venture-partners\/longnyc-primary-announces-a-fresh-200mm-commitment-to-nyc-founders-e85d90a45ccf\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400\">the close of its largest fund ever, with $150 million in commitments<\/span><\/a><span style=\"font-weight: 400\">. The firm prides itself on \u201ctrying to do something relatively impactful, beyond the check,\u201d as Svrluga, its co-founder and General Partner, puts it.<\/span><\/p>\n<p><b>Building \u201cA\u201d Teams<\/b><\/p>\n<p><span style=\"font-weight: 400\">When Primary asks CEOs what they most needed, \u201cbeyond the check,\u201d the answer is usually \u201ctalent.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400\">\u201cEvery founder who&#8217;s never done it before becomes pretty quickly surprised at how much of their time they need to spend hiring, recruiting, looking for candidates, screening and interviewing candidates, and selling the one you want,\u201d Svrluga says. Primary wanted to provide these CEOs with hiring support to help them look for things they didn\u2019t even realize they needed.<\/span><\/p>\n\n<\/div>\n<div class='bb-wysiwyg'>\n    \n    <blockquote>\n<p><span style=\"font-weight: 400\">\u201cI had seen people looking for a head of product, and they found one who&#8217;s better than any they&#8217;ve seen before. And they lunge to hire them, but it may just be that they&#8217;ve never seen an \u2018A\u2019 and they hire a \u2018B.\u2019\u201d<\/span><\/p>\n<\/blockquote>\n\n<\/div>\n<div class='bb-wysiwyg'>\n    \n    <p><span style=\"font-weight: 400\">Throughout the Valley and beyond, there\u2019s an old cliche that the relationship between founders and their investors is like a marriage, one where both parties must be able to withstand conflict and work together. The decision to invest is based as much on personality as it is on spreadsheets. For Svrluga, he\u2019s looking for two qualities. The first, he calls \u201craw horsepower.\u201d\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400\">\u201c[With] the amount of twists and turns these companies take, you have to have a very nimble brain and be an incredible problem-solver,\u201d he says, emphasizing that this becomes increasingly important as the startup scales. Another aspect of raw horsepower is a resilience to overcome the kinds of difficulties that all founders eventually face.<\/span><\/p>\n<p><span style=\"font-weight: 400\">The second quality Svrluga seeks is salesmanship. He thinks of three tests that every early-stage founder must overcome with the ability to tell a good story:<\/span><\/p>\n\n<\/div>\n<div class='bb-wysiwyg'>\n    \n    <blockquote>\n<p><span style=\"font-weight: 400\">\u201cYou&#8217;ve got to sell me or one of my peers on parting with precious capital. We&#8217;re only going to do so many deals a year, and I know every time I wire money to a new investment, I know that there&#8217;s a 25 to 50 percent chance that we&#8217;re going to lose all of our money, and so I know systematically that we&#8217;re going to lose that frequently. You&#8217;re going to have to be really good at convincing me to get the checkbook out.\u201d<\/span><\/p>\n<\/blockquote>\n\n<\/div>\n<div class='bb-wysiwyg'>\n    \n    <p><span style=\"font-weight: 400\">The second test is recruiting top talent. Founders will need to sell the story of their company to their early employees, who often must leave cushier roles at established, lower-risk companies. Top salespeople, for example, are highly compensated, and startups typically can\u2019t compete on that front. If the founder can\u2019t sell salespeople on their vision, the company won\u2019t ever get off the ground.<\/span><\/p>\n<p><span style=\"font-weight: 400\">\u201cThat\u2019s a hugely difficult and important sell that makes the difference between building a team of \u2018B\u2019 players and building a team of \u2018A\u2019 players,\u201d Svrluga says.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400\">Finally, founders must sell the first customers. This third trial is especially crucial in a B2B environment: <\/span><\/p>\n\n<\/div>\n<div class='bb-wysiwyg'>\n    \n    <blockquote>\n<p><span style=\"font-weight: 400\">\u201cI try to drill into founders\u2019 heads again and again that you need to realize you&#8217;re not selling just a product to a business with a problem. You&#8217;re selling a solution to a human being with a job, and that human being with a job \u2014 [there\u2019s a] pretty good chance he or she has a spouse, children, a mortgage, college debt, whatever it is. If they make a bet on you and your solution, and it&#8217;s a highly important, high-stakes, process-changing enterprise technology, and that bet is wrong \u2014 they might lose that job.\u201d<\/span><\/p>\n<\/blockquote>\n\n<\/div>\n<div class='bb-wysiwyg'>\n    \n    <p><b>Building a more accessible NYC tech scene<\/b><\/p>\n<p><span style=\"font-weight: 400\">For Svrluga, part of supporting the New York tech scene means making the community more accessible to outsiders who haven\u2019t historically been a central part of this community. Primary Ventures is committed to promoting diversity in tech by specifically targeting startups with diverse leadership.<\/span><\/p>\n<p><span style=\"font-weight: 400\">\u201cDiverse founders don&#8217;t always have the same traditional background that the 40-to-50-year-old guys are looking for,\u201d says Svrluga. \u201cThey don&#8217;t work as a consultant for a couple of years and go to business school to then be released onto the world with their networks intact.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400\">Svrluga argues that investors must \u201cget creative\u201d about the way they seek founders. They should eschew the \u201ccheck the box\u201d approach that only allows for founders with backgrounds that have traditionally signaled a \u201cculture fit\u201d in tech.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400\">Toward this end, Primary Ventures has launched their \u201c<\/span><a href=\"https:\/\/www.nycfounderguide.com\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400\">NYC Founder Guide<\/span><\/a><span style=\"font-weight: 400\">,\u201d a collection of tools and information that will help potential and early-stage founders navigate the city\u2019s startup ecosystem. By featuring directories of local angel and venture investors and vendors, the site\u2019s goal is to provide those who might not have access to industry mentorship with a basic understanding of what to expect along their journey, and how they can get in touch with people who can help.<\/span><\/p>\n<p><span style=\"font-weight: 400\">\u201cThat&#8217;s something we&#8217;re happy to do as a contribution to the community, because we think it matters,\u201d says Svrluga. He hopes founders who\u2019ve been helped through the site will give Primary a call when seeking funding.<\/span><\/p>\n<p><span style=\"font-weight: 400\">Primary is also launching its first class of the <\/span><a href=\"https:\/\/medium.com\/thoughts-from-primary-venture-partners\/launching-the-primary-nyc-founders-fellowship-82da6bb59105\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400\">New York City Founders Fellowship<\/span><\/a><span style=\"font-weight: 400\">, a six-month educational program that targets 15 founders from non-traditional backgrounds.\u00a0<\/span><\/p>\n<p><b>Location still matters<\/b><\/p>\n<p><span style=\"font-weight: 400\">Our conversation with Svrluga took place just a little more than a year into the COVID-19 pandemic, amid predictions that New York City has been thrown into a death spiral from which it won\u2019t recover. Svrluga is skeptical.<\/span><\/p>\n<p><span style=\"font-weight: 400\">\u201cThis is the third time in our careers that the death of New York City as the center of many things has been predicted. I&#8217;m pretty sure the third time&#8217;s not going to be the charm,\u201d he says.<\/span><\/p>\n\n<\/div>\n<div class='bb-wysiwyg'>\n    \n    <blockquote>\n<p><span style=\"font-weight: 400\">\u201c9\/11 did lead to a temporary exodus for some subset of the population who were worried about safety. Anybody who was around at the time can remember the conversations about, \u2018Who is ever gonna sign a lease in a building above the 50th floor? Nobody would want to be that high again, right? Nobody\u2019s ever going to build a big skyscraper in New York City again.\u2019\u201d<\/span><\/p>\n<\/blockquote>\n\n<\/div>\n<div class='bb-wysiwyg'>\n    \n    <p><span style=\"font-weight: 400\">It turns out that these fears were overstated, and the six tallest buildings in New York were erected after 9\/11. As far as Svrluga can tell, New York City has longevity for tech.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400\">\u201cThe diversity here is a powerful draw for incredible talent, and there&#8217;s just a whole bunch of people in the country and in the world for whom living in New York City is a pilgrimage,\u201d he says. \u201cYou have this steady inflow of wildly diverse and super interesting talent.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400\">Svrluga makes a case for New York City as the world\u2019s premier startup base, due to its unparalleled access to customers in finance, advertising, media, real estate, pharmaceuticals, healthcare \u2014 the list goes on. He argues that being able to \u201cbe down the street from your customers and your prospects\u201d vastly outweighs the benefit of less expensive office space.<\/span><\/p>\n<p><span style=\"font-weight: 400\">\u201cI&#8217;ll take my salesperson who&#8217;s in New York, who can run around and see five in a day, or get a text in the morning from a prospect who says, \u201cHey, let&#8217;s talk today,\u201d and they just get on a Citi Bike and get to that person in 10 minutes.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400\">In a time when other tech leaders are opening up offices to remote work, or exiting traditional tech hubs for sunnier territory like Miami or Austin, Svrluga is doubling down on the importance of location and staying true to the vision that has animated Primary Ventures from its birth.<\/span><\/p>\n\n<\/div>\n<div class=\"bb-separator\" data-color=\"\">\n\t<hr class=\"bb-separator__rule\">\n<\/div>\n<div class='bb-wysiwyg'>\n    \n    <p><em>You can watch\u00a0the entire discussion below:<\/em><\/p>\n\n<\/div>\n<style>#bloomberg-video-6a09b4728e079 .bloomberg-video__wrapper { background-image: url('https:\/\/i.ytimg.com\/vi\/x5sARaZGHFg\/hqdefault.jpg'); }<\/style>\n<div class='bloomberg-video' data-aspect-ratio='16:9' data-service='youtube-video' id='bloomberg-video-6a09b4728e079'>\n\t<div class='bloomberg-video__wrapper bloomberg-video__wrapper--core'>\n\n<a\n\tclass=\"bloomberg-video__link\"\n\thref=\"https:\/\/www.youtube.com\/watch?v=x5sARaZGHFg\"\n\ttarget=\"_blank\"\n\trel=\"noopener\"\n\ttitle=\"\"\n\tdata-video-id=\"x5sARaZGHFg\"\n\tdata-video-title=\"Bloomberg Cornell Tech Series: Brad Svrluga, co-founder\/GP, Primary Venture Partners\"\n\tdata-orientation=\"Horizontal\"\n\tdata-modestbranding=\"0\"\n\tdata-controls=\"1\"\n\tdata-is-playlist=\"0\"\n\tdata-playlist-starting-video=\"\"\n\tdata-start-time=\"0\"\n\taria-label=\"Play Video\"\n><\/a>\n\t<\/div>\n<\/div>\n\n<\/div>\n\n\n\t\t\n\t<\/div>\n<\/div>\n\n","protected":false},"excerpt":{"rendered":"<p>A Cornell Tech @ Bloomberg conversation with Brad Svrluga, co-founder and General Partner of Primary Venture Partners, about the future for entrepreneurs and startups in New York.<\/p>\n","protected":false},"author":184,"featured_media":18903,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1466],"tags":[1786,1470,1572,1535,1471,1793,1777],"class_list":["post-20570","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-tech-at-bloomberg","tag-chief-technology-officer","tag-cornell-tech","tag-cto","tag-fellowship","tag-general","tag-vc","tag-venture-capital"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.11 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Location Still Matters for Primary 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