You never heard of B2B startups? I'm a founder in one, and I found the article very relevant.

So what your saying is, "we're startups, we don't do sales, we get investment". Well maybe some people are interested in a profitable business. And anyone who has done any sales would be able to adapt this guys advice to any startup, not just B2B.

Pipelines have everything to do with a start-up ... I'm assuming you analyze how many people move from each step in your pipeline to the next? And you are A/B testing ways to improve the conversion of each step right?

Reference: http://www.kalzumeus.com