Agile California Leadership Sales 
YoungUpstarts
DECEMBER 22, 2020
As they prepare to roll out their AI solutions, corporate leadership teams must be sure to conduct careful cost-benefit analyses. For example, one of Amazon’s top cultural beliefs — what the e-commerce giant refers to as Leadership Principles — is “Customer Obsession.” Conduct Cost-Benefit Analyses.
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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Steve Blank
SEPTEMBER 7, 2009
Finally, I’ll write about how Eric Ries and the Lean Startup concept provided the equivalent model for product development activities inside the building and neatly integrates customer and agile development. Three to six months after first customer ship, if Sales starts missing its numbers, the board gets concerned.
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?
Steve Blank
JUNE 25, 2009
Twenty eight years ago I was the bright, young, eager product marketing manager called out to the field to support sales by explaining the technical details of Convergent Technologies products to potential customers. They looked at their watches, gave our sales guy a quizzical look and left.
Steve Blank
APRIL 9, 2009
But what I wanted was an agile marketing team capable of operating independently without day-to-day direction. To do that we will create end-user demand and drive it into the sales channel, educate the channel and customers about why our products are superior, and help Engineering understand customer needs and desires.
Steve Blank
MAY 22, 2009
———— T o: Marketing Department From: Steve Subject: Going to Trade Shows Like it Matters Generating Leads Ownership If your company is going to a show to generate leads, then sales owns the show. This is worthy of an open and honest discussion with sales up front. And inviting to the booth/dinner/private demo.
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