Nick Telson

Founder DesignMyNight (Acquired '19) 🍹 | Co-Founder trumpet 🎺 | Investor in 55+ Startups (Currently not investing in new deals) 😇 | Podcaster 🎙️| 🏳️‍🌈

Hey!

I’m a London entrepreneur, currently living in Boston.  Also an angel investor, podcaster, startup mentor and public speaker, whose speciality lies in talking no-nonsense founder/investor advice and help. I'm currently co-founder of new B2B sales tool, trumpet, host of Pitch Deck podcast and co-founder of an angel investing venture-arm, Horseplay Ventures

I previously co-founded DesignMyNight, back in 2010 and managed to grow that over 7 years with minimal angel funding, to 100+ employees, 15,000 SaaS customers and 8m monthly uniques on the website. We exited to Access Group in 2017.

I live for the early stages of startups - building the brand, finding product market fit, iterating quickly and building out a team. Most of my content is centred around this, as well as tips from an angel investor. Even after exiting to financial freedom, I caught the founder bug again and have co-founded my next startup, trumpet, in 2022; looking to disrupt B2B sales and kill the sales pdf deck. Follow me on here while we build out this new journey in public.

Please feel free to ask for any advice or help, whether a founder, startup employee or investor and I will always endeavour to do what I can. I'm also a regular guest on podcasts, startup speaking gigs and webinars, so feel free to reach out to me if you are looking for guests/speakers. 

I do respectfully ask not to be pitched for investment in my Linkedin DMs and instead go through Horseplay Ventures. Hopefully my podcast is also a treasure trove of information for those looking to raise early-stage investment, thinking about it or just interested in it - search for Pitch Deck by Nick Telson.

Co-Founder

Nick Telson-Sillett

Having scaled 2 startups the hardest phase is

0 to 1.

It’s lonely. Messy. And very different to scaling.

A few things I wish every first time founder knew early:

- Speed matters more than polish. Perfect is usually just fear in disguise.

- Customers beat opinions. Including your own.
One clear problem is better than five clever ideas.

- Do things that don’t scale. It’s literally the point.

- Momentum is emotional. Protect it aggressively.

- Revenue fixes more problems than strategy sessions ever will.

- Hire later than you think. Fire earlier than you want to.

- Focus is saying no when saying yes feels productive.

- Most things won’t work. That’s not failure. That’s the process.

- Your job is belief. Especially on the days it feels irrational.

0 to 1 isn’t about building a company.
It’s about proving one should exist.

Co-Founder trumpet 🎺 | Founder DesignMyNight (Acquired $30m+) 🍹 | Investor in 55+ Startups 🤑 🏳️‍🌈

15 years building startups but still managing to have new pinch-me moments 😁 

5 years ago when we were ideating on trumpet 🎺 on a whiteboard, never did I think it would become a billboard on Times Square! 

It may have been -15 degrees but that wasn't going to dampen my excitement to see trumpet flashing over-head in one of the most iconic locations in the US. 

We said we were going big in the States, so why not plant a flag, right?!

Moments like this as a founder are only possible thanks to the team around you and the wonderful customers who took a punt on us, and continue to do so. 🙏 

Immensely proud of what we're building and how we're building it and selfishly allowing me to have lifetime moments like this still

After investing in 50+ startups I am more wary of second time founders than first timers.

Sounds backwards, I know. 

I used to think a previous exit was the ultimate green flag.

Then I watched second time founders blow up companies for, what I thought were, very predictable reasons.

A few patterns I look for now:

• They copy paste old playbooks

What worked in a different market at a different time with different capital conditions often falls flat. Playbooks are context not scripture.

• They hire for the company they remember not the one they have

Big salaries senior titles early stage chaos. They forget the scrappy generalists who made their first win possible.

• They overestimate skill and underestimate luck

Timing market structure and competitors all played a part. If you think you were the sole reason it worked you will misread new risk.

• They get bored of doing the unsexy work again

Talking to customers. Manually selling the first deals. Sitting inside product pain. They want to fast forward to PLG as if it just happens.

• They reference their last company more than their current customer

Every answer starts with “at my previous startup we”...I want to hear “this customer told me yesterday” instead.

• They protect their ego more than the truth

First timers ask naive questions. Second timers can be scared to look like they do not know. 

Don't get me wrong I love backing second time (successful) founders.

I just want to see they know this:

Experience is not the cheat code.
It is the library.

The real skill is pulling the right lesson off the shelf at the right time.

Having built a 90+ person company where everyone was in the office every day, one thing is clearer to me now than it was back then.

Culture was easier.

Not better because we were smarter. Easier because proximity does a lot of the work for you.

Back then, culture happened by default.
You absorbed it just by turning up.

Now, building teams remotely, I see the trade offs much more clearly.

A few honest reflections:

Culture in an office is ambient. You learn how to behave by watching others. Remote culture has to be explicit or it doesn’t exist.

Momentum used to come from energy in the room. Remote teams need systems to replace that energy, not just good intentions.

Trust used to be built out loud table to table, and lunches. Remotely, it’s built through consistency and follow through.

Feedback used to be casual and constant. Now it has to be intentional or it never lands.

None of this makes remote worse. It just makes it harder to get right.

Remote gives flexibility, focus, and access to great people.

Office gives shared context, speed, and emotional glue.

Different tools. Different costs.
The mistake is pretending the cost isn’t there

A snippet taken from a Solutions Engineer Manager in a joint slack channel with a new customer (2000+ employees and a 6-figure deal) at trumpet 🎺as we began onboarding them.

As well as the very nice things he had to say about us (having looked at all other Sales Rooms during the sales process), for me it shows the huge importance of internal advocacy when kicking off a new partnership.

So many new customers can fall through the cracks between super excited sales cycle to actually onboarding the team. 

Here are some tips before launch to help set up advocacy and context

- Pick an internal owner and three to five champions
One senior sponsor who cares about the outcome
Three to five power users in different teams who are curious and vocal
Give champions early access and ask them to collect rough edges and quick wins

- Sell the problem, not the tool
Run a short internal teaser; what painful thing this will fix
Use one sentence per audience
Put this in every invite and kick-off deck

- Line up specific use cases by team
Do not launch as generic tooling
Create one or two flagship use cases per function that you know work well
Prepare before and after screenshots so people see the difference in seconds

- Remove as much setup work as possible
Pre create workspaces, projects, groups
Pre load example data or templates
Make sure login, SSO, permissions are smooth on day one

You do not build advocacy with features. You build it with the way you roll them out.

Having watched thousands of Pods run through trumpet 🎺, one thing is clear...

The deals that win are the ones that travel inside the buyer

When a Pod gets shared internally by the prospect, win rate jumps from 28% to 56% and when a Pod has an engaged Mutual Action Plan the win rate 2x 🤯 

So we asked a simple question

What if the MAP made those internal shares and engagement effortless? 

That is why we have rebuilt our MAP from the ground up and launched a new experience inside every trumpet Pod

What's new?

• Horizontal progress timeline that shows what is done, what is next, and who owns what

• Automatic nudges to keep everyone on track

• All context and attached docs now live inside the plan, not in scattered docs

• Bulk actions to update the plan easily when plans invariably change

• Calendar view to see zoomed out responsibilities in the month

• New MAP dashboard to see all your live MAPs across all Pods and all overdue and upcoming tasks

The new Mutual Action Plan is live for all customers and already getting rave reviews 🥳 

In the end, the more obvious you make the path, the easier it is for your champion to walk everyone else down it...

When should a startup test, conserve or spend on marketing?
After a being in and around early stage companies, I've seen the patterns.

Most teams are either spraying cash with no signal
or clamping down so hard they never learn anything.

Here is how I think about the three modes.

1) Test mode
Use this when you are still trying to answer basic questions:
• New product or big new feature
• No clear winning channel yet
• You do not really know your payback period

Principles in test mode:
- Set a small fixed pot per channel for a short window.
- Define what success looks like before you start.
- Optimise for learning speed, not for perfect efficiency.
- Kill experiments fast when the numbers are clearly awful.
- If you are arguing for weeks about creative on a tiny budget, you are not testing, you are procrastinating.

2) Conserve mode
This is where more founders should live by default.
Use conserve mode when:
• You have less than 9 to 12 months of runway.
• Your unit economics are not working yet.
• You are between fundraising.

Principles in conserve mode:
- Double down only on channels that are clearly profitable.
- Pause everything that “might work with more time”.
- Shift focus to retention and referrals, not paid acquisition.
- Spend more time on positioning and messaging than on media spend.

Conserve does not mean go quiet.
It means move the energy from ad accounts to customer conversations and product.

3) Spend mode
This is the fun one and also the one that kills companies if mistimed.
You earn spend mode when:
• You have a clear core channel that is already profitable at smaller scale.
• You understand your funnel metrics end to end.
• Churn is under control and customers actually stick around.
• You have enough runway or fresh capital specifically to grow.

Principles in spend mode:
- Increase budget gradually while watching payback like a hawk.
- Invest in brand and content alongside performance, not instead of it.
- Build repeatable playbooks so growth does not depend on one hero marketer.
- Assume the channel will saturate and plan the next one early.

If you go into spend mode before you deserve it, you are just setting money on fire with nicer dashboards.

The real skill is not how much you spend, it is knowing which mode you are truly in and being honest enough to act accordingly.

Tech Video Marketing Expert | I helped 200+ startups achieve their goals through effective video strategy | Co-Founder and CEO at Burnwe | Let's Have a Virtual Coffee Chat ☕️😊 Check Features for New Videos 🎥🎙

👋 I’m Anush, a Video Marketing Expert, and here’s my story in a nutshell:

- Built my company at 24, turning it into a global brand with 450+ clients across 38 countries.
- Helped leading SaaS, AI, and Tech brands simplify complex products through storytelling.
- Featured on multiple podcasts, webinars, and global tech events.

What you’ll get by following me 👇

👉 #AnushVideoTalks - actionable tips, tools, and strategies to elevate your video content.
👉 Behind the scenes of working with top global tech brands.
👉 Leadership & personal branding lessons from running a creative business.
👉 Real insights on scaling agencies - without losing quality or creativity.

Just real stories from building a global agency - one video at a time.

✨ Let’s connect:
Schedule a call → calendly.com/anushburnwe
Email → anush@burnwe.com
Explore → our fully animated burnwe.com

Follow me and hit the 🔔 notification button to join my LinkedIn network.

Anush Mnatsakanyan

Quick question for people who attend events often:
What actually works for outreach?

Do you:
👉 Book meetings weeks before?
👉 Research and reach out on LinkedIn?
👉 Focus mostly on event-day conversations?
👉 Approach people directly on-site?
👉 Or just let things happen organically?

I’m asking because I’ve realized something:

What works for one person doesn’t work for another.
And exchanging real experiences is exactly why we’re here on LinkedIn.

Last year at VivaTech Paris 2025, something clicked.
Instead of pitching, I focused on content around Video-Savvy Leaders
Sharing ideas before the event and starting conversations in front of the camera, on-site.

That content led to real, natural connections.

This year at MWC Barcelona 2026, I’m building around a bigger theme:
Founder-Led Visibility

Because for me, the best outreach isn’t a message.
 It’s a relationship you build through communication.

Curious to hear from frequent event exhibitors
What’s actually working for you?

#anushvideotalks #foundervisibility #videomarketing #MWC26

Top Voice in Tech Video Marketing | Co-Founder and CEO at Burnwe | 450+ Tech Clients from 42 countries | Building the biggest Video-Savvy Tech Community | Let’s Have a Virtual Coffee Chat ☕️

Arrived at MWC Barcelona 📍
Come visit us at Hall 7 E28

No alternative text description for this image

16 qualified leads.
Last 2 months.
All from my personal LinkedIn account.

Just content.
Without any cold outreach automation.

Here’s what actually worked for me:

1️⃣ Show the product visually

In my case, our motion graphics explainer videos are for SaaS.
Not talking about quality, but showing it.

2️⃣ Share strong opinions (not generic tips)

Real perspectives on video strategy, messaging, and what actually works in tech marketing.

3️⃣ Show proof, not titles

Wins. Results. Behind the scenes.
Anyone can write “expert.”
Authority comes from evidence.

Because people buy when they trust your thinking.

And the result?
We’re entering 2026 with a strong pipeline, and after the first 2 months, our path toward 7-figure revenue already feels real.
What once was a dream is starting to look very real.

Going to talk about this on my podcast at MWC Barcelona, next week.

____________________________
My mission is to help tech companies turn their complex products into clear,
high-impact videos that drive visibility and understanding.

If this resonates with you - let’s connect.

#anushvideotalks #mwc26 #videomarketing #foundervisibility

If I were you, this is exactly how I would choose the right Video Partner for my next campaign.

On a daily basis, we get requests from companies that already worked with different video providers before.

And the story is usually the same:

“The video looks nice… but it didn’t bring conversions.”
“No clear message.”
“Endless back-and-forth just to get the basics right.”

And in the end, disappointment with the collaboration.

If you’re at the stage of choosing a video partner
Here’s what I would pay attention to:

1. Look at their clients

Make sure they are real companies with real products.
And that the videos are publicly available in their portfolio.

2. Ask for testimonials and even client introductions

Video or written testimonials are great.
But a 10-minute call with a past client will tell you much more than any website.
Our Israeli clients do this all the time - they ask for direct intros within their network to hear the experience firsthand.

3. Review their portfolio for quality, not similarity

Even if they don’t have your exact industry - look at clarity, storytelling, and execution level.

4. Make sure the work is actually theirs

Some agencies outsource everything or showcase work they didn’t truly lead.
If you choose specialized agencies focused on one niche or service usually deliver much stronger results and you can rest sure they run all in house.

5. Check for real expertise in complex products

If they claim SaaS, AI, Tech experience - ask how they simplified the product and what impact it had.

6. They should guide you, not just sell you

A strong partner challenges your message, structure, and positioning.
Pay attention to the questions they ask.
If they don’t ask about your audience, funnel, goals, distribution, or success metrics - they’re making a video, but not solving your business problem.

7. Make sure they care about outcomes, not just the project

They should want to understand your product, your users, and your goals.
Success = views, engagement, demos, signups, sales.
Not just a “cool animation”.

Because a beautiful video that doesn’t convert…
is just an expensive design project.

The right agency doesn’t just deliver an MP4.
They help you communicate value and turn video into a revenue asset.

If you’ve worked with a video agency or freelancer before, what was your biggest red flag?

#anushvideotalks #videomarketing #saasexplainers #techvideos

Anyone in my network visiting MWC Barcelona? Let's arrange a meetup.
Tomorrow I'll share a secret sauce that will make our appearance so creative 🙌
Stay tuned 🎥 ✨

#mwcbarcelona #anushvideotalks #videosfortech #saasexplainers #MWC26

At MWC Barcelona, I’ll be hosting unscripted podcast conversations
about one of the biggest trends of 2026: Founder-led visibility.

We’ll explore things like:
👉 Why personal and founder visibility is becoming a strategic advantage
👉 How leaders balance their own voice vs. company voice
👉 Which channels and formats actually work: LinkedIn, video, podcasts, events, media, communities
👉 The kind of content that builds trust, authority, and influence
👉 How visibility impacts hiring, partnerships, fundraising, and sales
👉 What’s working, what’s failing, and what’s still experimental

If you’re actively experimenting with your visibility and want to share your learnings, I’d love to feature your perspective.

📍 Hall 7, Stand 7E28
📩 DM me as spots are limited.

Let’s go beyond “hi” and have a real conversation in front of the camera.

#anushvideotalks #videomarketing #foundervisibility #personalbranding #MWC26

At events like MWC Barcelona, people don’t read.
They scan.
They walk.
They decide in 3 seconds if your booth is worth their time.

And you won’t always have someone available to say,
“Hi, come in - let me explain.”

That’s why your screen should be your first salesperson.

Here are 4 criterias your Event Video should match:

1️⃣ Catch attention
 Big visuals. Bold headlines. Clear message from a distance.

2️⃣ Demonstrate your product in action
 Show the real workflow or the main use case.

3️⃣ Speak without audio
 Use short keywords, clear visuals, and friendly storytelling.

4️⃣ Prove credibility
 Client logos. Key results. Short testimonial quotes.

Because at crowded events, trust drives conversations.

If someone gets interested and understands what you do, who you help, and why it matters, you’ve already won the first step.

I'll share 5 examples to get inspired in the comments 👇 

💡 Want to make your Booth Video stand out at any event? 
Let’s chat - I can help you turn your first impression into lasting impact.

#anushvideotalks #videomarketing #videosfortech #saasexplainer #MWC26

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The Battle

Nick Telson-Sillett

Anush Mnatsakanyan

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taplio

The Battle

Nick Telson-Sillett

Anush Mnatsakanyan

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Nick Telson-Sillett's LinkedIn Performance

Performance ScoreAnush Mnatsakanyan's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreNick Telson-Sillett's LinkedIn Performance