Steve Blank
SEPTEMBER 7, 2009
This post describes how following the traditional product development can lead to a “startup death spiral.&# In the next posts that follow, I’ll describe how this model’s failures led to the Customer Development Model – offering a new way to approach startup sales and marketing activities. The board raises a collective eyebrow.
Steve Blank
APRIL 30, 2009
SuperMac sold our graphic boards for the Macintosh through multiple distribution channels: direct sales to major accounts, national chains, independent rep firms, etc. But the computer retail channel was a large part of our sales. He had teamed up with a former product manager at P&G to deliver seminars on just this subject.
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Startup Lessons Learned
SEPTEMBER 12, 2008
In an enterprise sales context, this is called a "repeatable and scalable sales process" - once you know how to do this, your company can graduate from early adopters and make an attempt at the mainstream. Tell your Startup Visa story Speaking 2010: Webstock, GDC, Web 2.0, April 23, 2010 in San Francisco.
Cracking the Code
NOVEMBER 10, 2009
Unveilling of the Bessemers 10 laws of Cloud Computing and SaaS - Winter 2010 Release. Study the Sales Learning Curve and Only Invest behind Success (more.) By definition, your sales prospects are online - Savvy online marketing is a core competence (sometimes the only one) of every successful Cloud business (more.) at 7:42 PM.
Startup Lessons Learned
FEBRUARY 28, 2009
We set sales targets from day one, $300 the first month. Ive told the story of how this desperation turned us on to Google AdWords in SEM on five dollars a day. As the experiments progressed, day-in-day-out we werent making sales. Tell your Startup Visa story Speaking 2010: Webstock, GDC, Web 2.0, Bring your questions.
Cracking the Code
FEBRUARY 12, 2007
Getting the most of your online marketing: the In & Out of SEM/SEO. sales and marketing. (10). ► 2010. (5). State of the SaaS 13: Q1 2010 Sentiment. on a scale of 1-4). on a scale of 1-4). The videos can be watched at Bessemer Online Marketing Portal (the other materials are not public). anecdotes. (13).
www.forentrepreneurs.com
FEBRUARY 2, 2010
To compute the cost to acquire a customer, CAC, you would take your entire cost of sales and marketing over a given period, including salaries and other headcount related expenses, and divide it by the number of customers that you acquired in that period. (In This number is heavily dependant on the productivity of your sales teams.
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