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Mastering Customer Acquisition: Insights from Frances Anne Capital Partners
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In this compelling episode of The Innovators & Investors Podcast, host Kristian Marquez sits down with Romy Kochan, General Partner at Frances Anne Capital Partners, to explore a distinctive investment thesis centered on customer acquisition strategies as the primary driver of business growth and venture success. Drawing from over 15 years and 300 transactions in private markets, Romy and his sister and co-founder Natalie emphasize the importance of sales acumen over traditional focus on tech moats or product features, spotlighting companies that may not be “unicorns” but excel at selling and retaining customers.
Listeners will gain deep insights into how Frances Anne Capital assesses startups—allocating 80% of due diligence time to understanding customer acquisition models—and the launch of Cam X Pro, an innovative app designed to streamline this process for investors and founders alike. The conversation delves into the dynamic nature of customer profiles, the critical role of preparation and psychology in sales, and how AI is transforming customer understanding and acquisition. Romy candidly shares his career journey from financial advisor to impact investor, their bold venture capital fund focused on underserved Southwest Florida founders, and their hands-on, supportive approach to portfolio companies—with emphasis on less than 10% ownership but active involvement in growth and exit planning.
This episode also addresses current market realities, including valuation resets post-2021, the importance of realistic pricing, and practical advice for founders on consistent investor reporting and transparent communication—even when navigating setbacks. Finally, Romy offers valuable wisdom for entrepreneurs, advocating for risk-taking, resilience, and learning from mistakes to achieve long-term success.
Whether you’re an investor seeking fresh perspectives on due diligence or a startup founder looking to master customer acquisition and scale effectively, this episode delivers actionable ideas and inspiring storytelling about thriving in today’s evolving venture landscape.
Learn more about Romy's work at https://www.francesanncapital.com/
Connect with Romy on LinkedIn at https://www.linkedin.com/in/romykochan/
Think you'd be a great guest on the show? Apply at https://finstratmgmt.com/innovators-investors-podcast/
Want to learn more about Kristian Marquez's work? Check out his website at https://finstratmgmt.com
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