Steve Blank

APRIL 23, 2018

When Sloan arrived at GM in 1920 he realized that the traditional centralized management structures organized by function (sales, manufacturing, distribution, and marketing) were a poor fit for managing GM’s diverse product lines. billion in sales in today’s dollars). Yet, you never hear who built GM to that size.

Michigan 268

Michigan Cofounder Stock Forecast 268

YoungUpstarts

OCTOBER 24, 2017

Sales teams learn a lot during the courting relationship with a prospect, and Customer Success teams rely heavily on their Sales counterparts to extract information, consolidate it, and then share it at Handoff in a seamless fashion so that customers feel that they are known and understood. Who needs to know this?

Sales 113

Sales Customer Sales Cycle Vertical 113

Up and Running

OCTOBER 7, 2019

Think of them like this: If you have a critical sales milestone your company needs to meet by the end of the year, KPIs should deliver incremental evidence that you’re either headed in the right direction, or you’re not. . Sales KPIs. Customer acquisition cost (CAC): find out how much it takes to acquire a customer (e.g.,

Founder 71

Founder Retention Metrics Technical Review 71

SoCal CTO

MARCH 18, 2010

Vince: I’m an author, speaker and management consultant with a special expertise in online media sales. I started out as screenwriter, went into local television, ran ad sales in the west for AOL and joined Facebook in the companies very early days. Our current focus is Actors and Actresses and we are moving into other verticals.

Los Angeles 225

Los Angeles Revenue Southern California Social Network 225

YoungUpstarts

JUNE 6, 2013

For Leads or Sales consider a Modified Lehman Formula. If you have a deal that is related to bringing in sales and you do want to have a perpetual compensation you can use some version of a Lehman Formula that incentives the person upfront as they are bringing in revenue for you, then caps it off on an ongoing basis. Hand-off Sales.

Technical Review 164

Technical Review Securities and Exchange Commission Non-disclosure Agreement Due Diligence 164

ConversionXL

JANUARY 18, 2022

It partners with sales to close more revenue, informs product teams to deliver better products, and in some cases, co-owns demand generation activities with marketing teams. of their time), marketing teams (84.2%), and sales teams (75.9%). Use product marketing to boost reach and sales. They rely on each other for success.

Marketing 110

Marketing Product Audience Equity 110

ConversionXL

NOVEMBER 10, 2021

Dig into your sales data too. Here’s Proquo’s lead generation landing page: By doing this, they’re able to progress prospects through the funnel more quickly, reducing cost per acquisition. LinkedIn’s social media customer story video uses social proof to sell its Sales Navigator feature: Image source.

Advertising 131

Advertising Cost Customer PR 131

Version One Ventures

APRIL 19, 2016

CEO Danielle Morrill wrote a fantastic synopsis of Mattermark’s journey, from shutting down Referly and restarting as Mattermark to launching with a 12-week old prototype, raising their Series A, and evolving into a full sales intelligence platform. Our new investments and refined investment thesis.

Portfolio 60

Portfolio San Francisco API Software Review 60

Up and Running

JULY 26, 2016

Aug-15: Head of Sales (growth team). We spent a year building a solid sales and growth team before we even expanded our product team. See Also: A Complete Guide to Forecasting Sales for Your Monthly Subscription (SaaS) Business. Cost of Acquisition (CAC): The total cost of acquiring a user through a given channel.

Revenue 60

Revenue Acquisition Channel Campaign 60

Both Sides of the Table

JUNE 20, 2014

I have been saying privately for years now that I believe online video will evolve into fragmented distribution (my next online video post) and vertical production. And we’re growing our sales organization. This was a marked change from the previous leadership of YouTube.

South America 291

South America Colombia Mexico Vertical 291

ReadWriteStart

JANUARY 6, 2011

This curriculum is based on the various questions entrepreneurs have asked me over these 64 sessions, spanning financing, positioning, customer acquisition, marketing, sales, channel, and various other early stage, startup-related issues. As usual, then, I worked with three entrepreneurs working on specific businesses. Mava Consulting.

Vertical 115

Vertical Web San Francisco Entrepreneur 115

VC Cafe

AUGUST 29, 2022

million (partly thanks to their acquisition of RTFKT), followed by Dolce & Gabbana at $25.7 Consolidated brands NFT sales (source: Dune ). Inworld AI (image credit: Techcrunch ). Industry reports. Vougue business recent published an article analysing brands income from NFTs (using this publicly available data by Dune ).

IP 187

IP Strategic Investors Vertical Early Stage 187

A Smart Bear: Startups and Marketing for Geeks

MARCH 21, 2017

In terms of acquisition, they ask more specifically: “How can we trade balance sheet assets (cash, equity) in exchange for executing our strategy better?”. Even if this costs more than 2 years of in-house assembly, it’s still worth it, due to accelerating revenue growth due to up-sales and market-differentiation.

Balance Sheet 242

Balance Sheet Vertical Acquisition Revenue 242

Steve Blank

OCTOBER 31, 2014

Creating a vertically oriented regional ecosystem is a pretty amazing accomplishment for any country or industry. channel partners and Chinese manufacturers and customer acquisition and activation programs outside their home country. sales office. This meant they would need U.S. Trip 2 to the U.S. Trip 4 to the U.S.

Global 335

Global Australia Silicon Valley China 335

YoungUpstarts

JULY 6, 2017

Maefield Development is a privately-owned, vertically-integrated real estate development firm headed up by Chairman and CEO Mark Siffin , who has been with the company since its formation in 1991. This, in turn, led to further land acquisition and the purchase and development of underperforming properties in urban markets from coast to coast.

Developer 100

Developer Indianapolis New York City Acquisition 100

SVPG

APRIL 28, 2012

Sales support, salestools (this includes demos and the product knowledge required to build a compelling one). Vertical/affiliate/evangelist programs. In consumer companies, product marketers focus on enabling activities driving acquisition, activation, retention, and referral. (when to use each and to what end). What to Do?

Product 108

Product Technical Review Marketing Affiliate 108

Berkonomics

NOVEMBER 24, 2022

Well, even though that acquisition is still playing itself out on the field of battle, it appears quite clear that the new parent has directed its new subsidiary to abandon the lower end of the market and focus upon the larger sales, corporate customers, and major brands. Forgotten about selected vertical markets within the niche?

Non-Compete 62

Non-Compete Vertical Acquisition Reputation 62

Steve Blank

SEPTEMBER 14, 2009

billion for a company with less than $50 million in sales. Tech acquisitions went crazy at the same time the IPO market did. The Rise of Mergers and Acquisitions -– March 2003 -2008 After the dot.com bubble collapsed, the IPO market (and most tech M&A deals) shutdown for technology companies. billion.)

Silicon Valley 217

Silicon Valley IPO Technical Review Venture Capital 217

Steve Blank

AUGUST 31, 2009

After 20 years of working in startups, I decided to take a step back and look at the product development model I had been following and see why it usually failed to provide useful guidance in activities outside the building – sales, marketing and business development. So what’s wrong the product development model?

Customer Development 238

Customer Development Developer Customer Silicon Valley 238

A Smart Bear: Startups and Marketing for Geeks

FEBRUARY 11, 2014

But it’s surprising to me how many companies with recurring/subscription revenue don’t understand the interactions between the elements that make up customer acquisition cost (CAC), churn and lifetime value (LTV). The black horizontal line represents time and the unlabeled vertical access represents relative profit.

Churn Rate 288

Churn Rate .Net Metrics Hosting 288

ConversionXL

JUNE 5, 2014

In a recent survey published on HubSpot, it was found that companies who put data at the core of their marketing/sales decisions improve marketing ROI by 15%-20%. Much of this success can be attributed to their acquisition campaigns that often combine humor with a serious tone that let you know they take pest control very seriously.

Retention 115

Retention Customer Developer Programming 115

ConversionXL

JUNE 5, 2014

In a recent survey published on HubSpot, it was found that companies who put data at the core of their marketing/sales decisions improve marketing ROI by 15%-20%. Much of this success can be attributed to their acquisition campaigns that often combine humor with a serious tone that let you know they take pest control very seriously.

Retention 112

Retention Developer Customer Programming 112

The Startup Magazine

SEPTEMBER 10, 2019

This is a classic example of Goodwill: Trello’s accounting statement doesn’t justify their $425 million acquisition, but its strong user community and reputation does. From this, founders can learn that Goodwill impacts acquisition pricing in conjunction with current revenue rates and profits. Alpha generation.

Founder 118

Founder Valuation Dividend Startup 118

Software By Rob

JULY 1, 2010

Repeatable In a traditional business a repeatable product/service is something that does not require a high level of expertise and customization every time you make a sale. The sales process might be customized, but the product or service should be as cookie-cutter as you can make it. The lesson: stick to vertical niches.

Software Review 54

Software Review RSS Startup Vertical 54

Steve Blank

MARCH 25, 2009

We knew from back-of-the-envelope calculations that I would need 3 times the combined marketing and sales budgets of the incumbents for a head-on assault. (I The 3:1 Lanchester Laws said I would need $60M in marketing and sales spending to win. You need to hire the right type of sales people for the type of [.]

Silicon Valley 141

Silicon Valley Marketing RSS California 141

ConversionXL

APRIL 18, 2019

Queries closer to a sale tend to be longer and less ambiguous, too. Those informational queries are often the highest volume terms a site targets—key drivers of awareness and acquisition. As Kevin Indig notes , longer queries tend to be less ambiguous. For smaller sites, intent evaluation is quick and easy. A manual process works.

Search 126

Search Aggregator New York SEO 126

Version One Ventures

APRIL 23, 2013

Companies get sold for a whole host of reasons: founders break up; money runs out; shareholders force a sale. And in many cases, the financial upside of a sale is just too seducing for the entrepreneurs, particularly for first-time founders. Few decisions can be as life-changing for founders as deciding when to sell a business.

Vertical 130

Vertical Non-Compete Asia Europe 130

ConversionXL

JUNE 5, 2014

In a recent survey published on HubSpot, it was found that companies who put data at the core of their marketing/sales decisions improve marketing ROI by 15%-20%. Much of this success can be attributed to their acquisition campaigns that often combine humor with a serious tone that let you know they take pest control very seriously.

Retention 105

Retention Customer Developer Programming 105

Version One Ventures

SEPTEMBER 24, 2014

We want to see traction – specifically, how quickly you can capture the initial market or vertical** that you are targeting, and how engaged these early users are. Some example questions include: what are your strategies for customer acquisition? What does your inbound and outbound sales pipeline and process look like?

Vertical 167

Vertical Distribution Business Model Framework 167

David Teten

AUGUST 19, 2019

The mode purpose for funding is (in order of frequency) Sales, Marketing, Market Expansion, Product Development, and Hiring Employees. Additionally, Feenix typically needs fewer financial covenants and can provide quicker turnaround for due diligence with the benefit of transparency they receive by tracking credit card sales activity.

Revenue 60

Revenue Technical Review Software Review Equity 60

Lightspeed Venture Partners

JANUARY 6, 2011

And congrats to Alex Le, cofounder of a prior investment, Serious Business, whose first game since the Zynga acquisition is CityVille.]. Andy Dunn of Bonobos , a vertical web retailer, will be driving attention to one of their core values in 2011: Focus on self-awareness, the core trait of leaders, both people and firms.

Stealth 60

Stealth Startup Lean Cofounder 60

Occam's Razor

JULY 24, 2018

In all, the Impact Matrix contains 46 of the most commonly used business metrics – with an emphasis on sales and marketing. For example: Does your last CMO report include Profit per Human, Incremental Profit per Non-line Channel, % Contribution of Non-line Channels to Sales? The Impact Matrix: A Joyous Deep Dive. If yes, hurray!

Analytics 93

Analytics Framework Metrics Algorithm 93

ConversionXL

JUNE 5, 2014

In a recent survey published on HubSpot, it was found that companies who put data at the core of their marketing/sales decisions improve marketing ROI by 15%-20%. Much of this success can be attributed to their acquisition campaigns that often combine humor with a serious tone that let you know they take pest control very seriously.

Retention 98

Retention Customer Developer Programming 98

ConversionXL

MAY 27, 2022

Bootstrapped startup Omnisend carved out a $19 million niche in an already saturated vertical. Typically, they use gated content to capture the prospect’s contact information so the sales team can nurture and convert them. Qualified leads pass to the sales team to encourage through the sales process.

Lead Generation 107

Lead Generation Demand Audience eCommerce 107

Version One Ventures

SEPTEMBER 24, 2014

We want to see traction – specifically, how quickly you can capture the initial market or vertical** that you are targeting, and how engaged these early users are. Some example questions include: what are your strategies for customer acquisition? What does your inbound and outbound sales pipeline and process look like?

Vertical 153

Vertical Distribution Business Model Framework 153

VC Cafe

FEBRUARY 7, 2011

While there’s no need to reinvent the wheel, there is certainly room for improvement and intra-vertical competition as companies master not only supply chain logistics and shipping and handling, but also SEO, social media, and equally as important, staying creative. VC dollars can create true value in eCommerce!

eCommerce 94

eCommerce Open Source SEM Technical Review 94

Agile VC

FEBRUARY 28, 2013

I had read somewhere that Apple’s cash pile was equivalent to Hungary’s GDP so I tweeted out the suggestion that perhaps an activist shareholder should push an acquisition of Hungary rather than thinking small (e.g. 3) Vertically Integrate - Apple could also vertically integrate in more radical ways.

Hungary 168

Hungary Dividend Vertical Preferred Stock 168