Steve Blank

SEPTEMBER 5, 2013

We think teaching teams a formal methodology around the Lean Framework (Business Model design, Customer Development and Agile Engineering) is a natural evolution of how successful incubators/accelerators will build startups. Here’s the story of one such team; Jonathan Wylie, Lakshmi Shivalingaiah and the Evoke team.

Lean 316

Lean Customer Development Sales Cycle Business Model 316

Gregg Fraley, Author of Jack's Notebook

NOVEMBER 5, 2019

The “CPS” model is a straightforward and creative framework (aka Osborn-Parnes) that gets teams on the same page and solving complex problems methodically. It can augment, Lean, Design Thinking or Agile approaches. Sales Management teams. CPS is used extensively by companies like P&G, Clear Channel, and IBM.

Agile 48

Agile Software Review Lean Technical Review 48

Austin Startup

AUGUST 23, 2017

Upgrade From This Old Unnecessary Process David Hawks , CEO, Agile Velocity Main take-away — focus on discovery, not as much delivery. Most of the Agile world is in the perspective of delivery focus. Understand cognitive biases that can lead to mistakes 3 Step Framework: 1. User Stories Suck! The Sprint Funnel: Monday — Map.

Austin 48

Austin Technical Review Agile SQL 48

Steve Blank

MARCH 3, 2015

To create great entrepreneurs, we had to give our students the experience of navigating the chaos and uncertainty of running a lean startup while providing the same kind of rigorous framework the business plan did in its day. It taught lean theory ( business model design , customer development and agile engineering) and practice.

Business Plan 120

Business Plan Silicon Valley Saudi Arabia Lean 120

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 241

Customer Development Developer Customer Silicon Valley 241

Occam's Razor

JULY 22, 2013

The world does not need a new business framework. seconds)" for business framework on Google today. But most of the frameworks available to us solve for divisional silos. Then there is Agile for engineering. Then there is Agile for engineering. Why build a framework? And really the list is too long.

Framework 163

Framework Marketing Metrics Audience 163

Agile VC

OCTOBER 3, 2016

Sales of new cars and light trucks in the US were approximately $576 billion in 2015. In my third post, I will tackle how the legal framework, insurance, and business models for mobility will change with the rise of autonomous vehicles.

Technical Review 186

Technical Review Software Review Business Model Developer 186

ConversionXL

APRIL 4, 2017

There are the tangible benefits of leads, but there are the intangible benefits of developing as an industry thought leader and proving your knowledge, making it easier to build partnerships, find customers, and build out other channels (such as sales). If you can make sales work, this is another eminently scalable channel for startups.

Channel 118

Channel Marketing Viral SEO 118

Agile VC

JUNE 5, 2012

Facebook’s direct platform revenue accounted for about 15% of the company’s overall sales whereas Apple’s was less than 1%. Of course both companies use their platform to increase user lock-in which indirectly helps their core revenue streams of advertising (in Facebook’s case) and hardware sales (for Apple).

Java 170

Java Flash Software Azure 170

Startup Lessons Learned

APRIL 14, 2009

For a startup, having great sales DNA is a wonderful asset. This is the magic of sales: by learning about each customer in-depth, they can convince each of them that this product would solve serious problems. But here’s where a truly great sales artist comes in. Go on an agile diet quickly. They are closing orders.

Customer 167

Customer San Francisco Lean Hockey Stick 167

YoungUpstarts

SEPTEMBER 3, 2018

What you can do is learn how to rise above the emotional disruption they cause and, hopefully, salvage the sale. There are four types of objections you encounter in the sales process, and they occur at various points in the journey. However, if you want success in your sales career, then you’ve got to interrupt prospects.

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Framework Sales Conversion Sales Cycle 100

View from Seed

APRIL 8, 2020

Stevens has held roles across verticals such as head of sales, marketing, product, and professional services at five startups over twenty years. He helps early-stage startups with sales, marketing, and general “go to market” topics. Which is they’re flexible and agile. Be flexible.

B2B 156

B2B Angel Investor Vertical Early Stage 156

Gregg Fraley, Author of Jack's Notebook

AUGUST 12, 2021

Many have fine-tuned frameworks with a high level of sophistication. However, elaborate innovation frameworks slow things down. Leverage the innate agility. New ideas need to integrate product development with marketing and sales as well. A Practical Solution for Medium Sized Companies to Grow. That lowers risk.

Framework 71

Framework Agile Product Development Hiring 71

crowdSPRING Blog

MAY 1, 2015

A Technical Founder’s Notes on Sales Team Management – buff.ly/1aV8cL4. A Designer’s Introduction to “Agile” Methodology – Tuts+ Web Design Article bit.ly/1JT4QEb. Which is better – themes or frameworks? Sale of U.S. Why Revenue Isn’t the Most Important Financial Metric for Startups – buff.ly/1DhyQo4.

Small Business 48

Small Business Design Social Media Startup 48

Startup Lessons Learned

NOVEMBER 8, 2008

This theory has become so influential that I have called it one of the three pillars of the lean startup - every bit as important as the changes in technology or the advent of agile development. Mark Leslie has articulated a very similar methodology to "4 steps to the epiphany" in his "sales learning curve" model which I also find compelling.

Customer Development 168

Customer Development Developer San Francisco Customer 168

Steve Blank

MARCH 5, 2012

The processes used to organize and implement the search for the business model are Customer Development and Agile Development. In contrast, execution, (which follows search) requires the company to be organized by function (product management, sales, marketing, business development, etc.). Organization. Lessons Learned.

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Search Business Model Customer Development Agile 322

ConversionXL

JANUARY 14, 2020

The Jobs-to-be-done framework (JTBD) was invented by economist Clayton Christensen and is a great way to identify user intent for a topic and define the right features. For many inventory-driven sites, the JTBD framework is a better alternative to personas. To merge this emotional context with the JTBD framework, use needs as filters.

SEO 159

SEO Framework SCRUM Search 159

Occam's Razor

DECEMBER 9, 2009

We are part of the Web Sales division, along with an e-commerce (online media) team and the content crew. Web Sales is considered a channel in the same way our call-centre, local branches and customer account managers are. The four pronged real world tested probing and loaded with politics framework to find a home for Web Analytics: 1.

Analytics 95

Analytics Framework Web Lean 95

Gregg Fraley, Author of Jack's Notebook

AUGUST 1, 2018

Less typical is asking how it might be combined (used) with sales, marketing, distribution, purchasing, or the customer service experience. Nearly all brainstorming techniques, and even innovation frameworks, fall short in terms of helping people make new conceptual connections.

Technology 50

Technology Framework Artificial Inteligence Chicago 50

ConversionXL

NOVEMBER 10, 2020

And after some number of opens, clicks, and visits, we’d go in for the hard sale—a phone call from a sales rep, an office visit to provide a demo, and some kind of “buy now or else” discount on pricing. How Atlassian used the conceptual, strategic, and tactical frameworks . Straight-forward, logical, easy to track.

Agile 139

Agile Social Media Audience Software Review 139

Duct Tape Marketing

DECEMBER 26, 2022

Jason Bay is a leading sales expert and he talks with other leading sales experts to get you the information you need. So you could still be agile and respond. So into sales, into service, you know, into, you know, pretty much every facet because I, that's all part of the brand, whether people, people say it or not.

Networking 87

Networking Audio Naming Channel 87

www.readwriteweb.com

MARCH 7, 2011

Past failures of enterprise technology to live up to its promises and ITs lack of agility caused by legacy technology have decreased the influence of the CIO, explained R "Ray" Wang in a piece for Forbes last year. Where do you see yourself fitting into this framework? What do you think? startupcto

Technical Review 48

Technical Review Balance Sheet Cloud Software Review 48

ConversionXL

JANUARY 24, 2017

With agile development cycles and uncertain monetization models, they live and die by data and experimentation. More and more, people are using experimentation as a way to optimise not just sales – but also pricing, functionality, and product. Here’s a good article to read if you’re looking to brush up on such a framework.

Conversion 48

Conversion Technical Review Artificial Inteligence Analytics 48

YoungUpstarts

MAY 26, 2014

Or why, in an entirely different industry, did German software giant SAP blow up the management framework for its 20,000-person development department and replace it with small teams? For example, just consider that team-oriented selling and sales commissions outperform individually focused sales teams by 30 percent.

Analytics 160

Analytics Forecast Cofounder Agile 160

VC Adventure

SEPTEMBER 8, 2020

Product was cited more often, but some were jumping into sales or marketing as well, and one even referenced finance as an area they were going deep in. But in my framework, the key here is to go deeper. Getting expert at hiring and managing remote employees. Pretty obvious, given how businesses are operating in this time.

Portfolio 91

Portfolio Employee Agile Finance 91

Duct Tape Marketing

DECEMBER 29, 2021

So you could still be agile and respond. I just kind of give that to them as a, as a framework. So into sales, into service, you know, into, you know, pretty much every facet because I that's all part of the brand. And I ask for, give me somebody from sales, give me somebody from R and D, somebody who sits in customer service.

Technical Review 98

Technical Review Software Review Networking Channel 98

Occam's Razor

APRIL 15, 2019

When you do that much stuff, and you can measure almost everything… The result is that our ecosystem of data people are returning a lot more negative data when measuring performance of Marketing, Sales, User Experience and Customer Service. It is that we are able to analyze and identify bad performance with greater accuracy. Bottom-line.

Leadership 79

Leadership Non-Compete Analytics Software Review 79

Steve Blank

OCTOBER 25, 2022

The consulting firm suggested that they organize these 15 topic areas as a matrix organization, and the ballroom was filled with several hundred people from across their company – action groups and subgroups with people from across the company: engineering, manufacturing, market analysis and collection, distribution channels, and sales.

Framework 391

Framework Distribution Channel Leadership 391

Altgate

SEPTEMBER 16, 2010

We tried to provide a framework for startups to think about what activities should be outsourced and why. The servers are in the cloud, his advertising sales is with Google, etc. The reason is that putting a sales force in the field with limited inventory is very, very expensive. He basically outsources everything.

Software Review 65

Software Review Offshore Startup Boston 65

Duct Tape Marketing

JUNE 29, 2022

So you can still be agile and respond. I just kind of give that to them as a, as a framework. So into sales, into service, you know, into, you know, pretty much every facet because I that's all part of the brand, whether people people say it or not. And it gives you latitude to dial things up or down as you need to.

Technical Review 57

Technical Review Software Review Channel Networking 57

Austin Startup

AUGUST 30, 2019

Austin-based author, tech investor and Managing Director of Techstars Austin Amos Schwartzfarb reveals details for the launch event for his new book “Sell More Faster: The Ultimate Sales Playbook for Start-Ups,” published by Wiley. Early stage sales and product-market fit are topics that I love talking about,” said Schwartzfarb.

Austin 48

Austin Management Los Angeles New York City 48

Steve Blank

SEPTEMBER 3, 2009

This post describes how the traditional product development model distorts startup sales, marketing and business development. In the next few posts that follow, I’ll describe how thinking of a solution to this model’s failures led to the Customer Development Model – that offers a new way to approach startup sales and marketing activities.

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Customer Development Developer Customer Silicon Valley 220

Agile VC

MARCH 5, 2019

The simplistic way to do this is to zero out the Sales & Marketing line item in the financials and see what happens. In 2018 Lyft had an EBITDA loss of -$977M whereas their Sales & Marketing spend was $803M. So does Lyft have a flywheel of money?

Aggregator 100

Aggregator .Net Revenue IPO 100

Startup Lessons Learned

APRIL 26, 2009

Although customers didnt flock to this offering at first, we had enough of a developer program active to start recruiting early adopters to start creating 3D objects for sale in our catalog. Personally, the framework Ive found most helpful is MTVs "create, share, validate" feedback loop. Expo SF (May.

Product Development 88

Product Development Developer San Francisco Product 88

Where to Play

APRIL 8, 2018

This strategic analysis will therefore help you clarify not only which customers are worth further validation, but also which target markets should be ‘placed in storage’ Opportunistic sales and inquiries could also be screened based on these strategic bounds. And finally… use tools available out there.

Lean 73

Lean Startup Artificial Inteligence Search 73

Steve Blank

NOVEMBER 2, 2009

For those of you who have been following the discussion, a Lean Startup is Eric Ries ’s description of the intersection of Customer Development , Agile Development and if available, open platforms and open source. These are great, but they are not repeatable by a sales organization.

Lean 250

Lean Silicon Valley Startup RSS 250

ConversionXL

AUGUST 4, 2020

But, broadly speaking, the following act as crib notes for things you typically want to ask: Sales team. Show me how leads come into the sales team. Walk me through your process for outbound sales. What impression does the sales team give of the company? waterfall, agile , etc.)? waterfall, agile, etc.)?

SQL 117

SQL Software Review Agile Metrics 117