NONO TION TTION T ALENT AALENT A SS SESSES SMENTSMENT The same trends are visible, though naturally with more variance - particularly around the larger and smaller amounts across the different stages. Smaller companies are still mostly technical and Series A tends to be the round at which Sales & Marketing numbers grow exponentially. The ‘reverse wedge’ is still visible in Series B, while departmental ratios slowly even out across Series C and D. IT’S ABOUT KNOWN UNKNOWNS The key take-away for founders is to be prepared for how their company is going to change as they scale. This change happens due to a combination of investor expectations, product and market demands and changed focus. Knowing that these changes are around the corner will allow founders to plan ahead and put in place plans and processes that will allow their company to make this journey. The rest of this book will outline how you find, assess and keep the people and talent that is so crucial to the scaling we see in the data. 2828