Steve Blank
APRIL 1, 2020
How can you shift focus to customer retention versus acquisition? What are your “lifeboat choices” – what layoffs to make, renegotiate payables, rents, leases, how to trade off cash management versus revenue growth? Your CFO now becomes the head of cash management.
Steve Blank
FEBRUARY 26, 2020
You need to begin to “instrument” your customer acquisition process with analytics. You’ve built detailed analytics tracking into your product and you should be seeing organic and viral growth; and can provide Daily/Weekly/Monthly Active Users, 30d/90d/120d retention. Retention and low attrition are good signs of customer validation.
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Steve Blank
MAY 6, 2015
These hypotheses span the gamut from who’s the customer(s), to what’s the value proposition (product/service features), pricing, distribution channel, and demand creation (customer acquisition, activation, retention, etc.). It’s a really big idea because what you build needs to match the hypothesis you want to test.
Steve Blank
APRIL 20, 2021
In other words, you prove retention. With both growth and retention, you earn the right to build more. Economic paid acquisition: Contribution margins from customers are recycled into advertising, marketing, and other PR activities that successfully drive additional customers. It’s really all that matters at the earliest stage.
Steve Blank
NOVEMBER 5, 2020
We’ve started to adjust our acquisition approach. And the departments have put out some very useful new guidance on how to approach software acquisition in a very different way than hardware acquisition. What Should be Done to Enhance the Recruitment and Retention of a Technologically Superior Defense Workforce?
Steve Blank
MARCH 4, 2014
Corporate KPI’s, Policy and Procedures: Innovation Killers.
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