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.

Silicon Valley 136

Silicon Valley RSS California Customer Development 136

Steve Blank

JUNE 29, 2009

I’ve tried different things in India – sales training, software sales, advising entrepreneurs. Agile Opportunism – Entrepreneurial DNA « Steve Blank (tags: startup) [.] Agile Opportunism – Entrepreneurial DNA. You’re Hired, You’re Fired. It’s been a very, very difficult journey. Reply Create.

Agile 265

Agile Silicon Valley RSS California 265

The Startup Magazine

FEBRUARY 16, 2022

He has a wealth of experience in the data vertical, having served in previous roles at companies such as Intel, AllScripts, and Vision.bi. In his 17-year career, Rosenberg has developed key insights into the minds of CFOs and FP&A teams, with strengths in both customer-facing leadership and data analytics itself.

Hiring 141

Hiring Software Review Customer 141

Steve Blank

SEPTEMBER 17, 2009

In future posts I’ll describe how Eric Ries and the Lean Startup concept provide the equivalent model for product development activities inside the building and neatly integrates customer and agile development. AKPC_IDS += "1115,"; (No Ratings Yet) Loading … Posted in Leadership | Tagged [.] carry on reading.

Customer Development 253

Customer Development Developer Customer Silicon Valley 253

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.

Customer Development 228

Customer Development Developer Silicon Valley Customer 228

Steve Blank

JUNE 22, 2009

Things Change In 1956 Hewlett Packard (HP) was a 17-year old company with $20 million in test equipment sales with 900 employees. The original Hewlett Packard which made test and measurement products was spun-out and renamed Agilent. Agilent is a $5.8 I’ll show you the memo in a second. But first some background.)

Silicon Valley 186

Silicon Valley RSS California Agile 186

Steve Blank

SEPTEMBER 10, 2009

In future posts I’ll describe 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. Not All Startups Are Alike There’s an urban legend that Eskimos-Aleuts have more words to describe snow than other cultures.

Customer Development 220

Customer Development Developer Customer Silicon Valley 220

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. Marketing demand creation programs (Search Engine Marketing, Public Relations, Advertising, Lead Generation, Trade Shows, etc.)

Lean 260

Lean Silicon Valley Startup RSS 260

Steve Blank

APRIL 2, 2009

It’s the decisions that you make that might cost you an order, a sale or a higher stock price. I teach teams various Agile techniques, and occasionally get told some particular trick is cheating. I’m sure at Enron and Madoff there were plaques and posters about ethics. Do the right thing. It pays off in the end.

Silicon Valley 127

Silicon Valley RSS Startup California 127

Steve Blank

NOVEMBER 5, 2009

Your goal was to preserve your cash while you turned these guesses into facts and searched for a repeatable and scalable sales model. They will realize that you have built a startup that’s agile, resilient and customer-centric. Your presentation doesn’t have a single word about Lean Startups or Customer Development.

Customer Development 267

Customer Development Developer Customer Silicon Valley 267

Steve Blank

NOVEMBER 12, 2009

After these slides, these VC’s recognized that this company had dramatically reduced risk and built a startup that was agile, resilient and customer-centric. The presentation didn’t have a single word about Lean Startups or Customer Development. There was no proselytizing about any particular methodology, yet the results are compelling.

Venture Capital 239

Venture Capital Silicon Valley RSS Hockey Stick 239

Steve Blank

MAY 15, 2009

This happened to us at SuperMac when our sales skyrocketed. The Curse of a New Building At some point in my career as I began to ponder how/why startups morph from agile, “can do&# companies to [.] [.] I didn’t need to look much further than the “new building&# debacle I had a hand in. That’s when things went south.

Silicon Valley 230

Silicon Valley RSS Lean Agile 230

Steve Blank

APRIL 7, 2009

You don’t get grades for having resiliency, curiosity, agility, resourcefulness, pattern recognition and tenacity. Do you know of any similar studies showing correlation between sales success and founder success? The three dropouts above were each, in their own way, some pretty slick sales guys. You just get successful.

Silicon Valley 332

Silicon Valley RSS California Customer Development 332

Steve Blank

MAY 4, 2009

It became clear to me that the mission of marketing in most companies has to be to support sales. While this may seem obvious to anyone not in sales and marketing, trust me, in a technology company this is a conceptual breakthrough. But without sales there is no revenue, and without revenue there is no company.

Silicon Valley 132

Silicon Valley RSS Non-Compete California 132

YoungUpstarts

JUNE 5, 2014

Masterful execution makes up one of the triangle’s two vertical sides. (I A strong soft edge makes a company resilient and agile — even in the face of the occasional C-suite disagreement. Professionalisms leadership management Rich Karlgaard teamwork workplace culture' First, what is the “soft edge”?

Algorithm 174

Algorithm Analytics Social Media Metrics 174

Steve Blank

OCTOBER 12, 2009

Intelligence As I leafed through the Cray sales material, a glossy magazine with the headline Cray Channels jumped out of the pile. Later I sat down for lunch and began to leaf through the bag of data sheets and brochures I had collected. Hmm… typical booth stuff…key chains, data sheets, pens… Until I got to the material from Cray.

Silicon Valley 167

Silicon Valley RSS Software Review Technical Review 167

steveblank.com

JULY 8, 2011

Github - Free public repositories, collaborator management, issue tracking, wikis, downloads, code review, graphs Pivotal Tracker – Agile project management tool that enables real time collaboration. WebSequenceDiagrams - sketch sequence diagrams. Bontq – hosted bug tracking and project management needs.

Software Review 110

Software Review Startup Silicon Valley Analytics 110

blog.expensify.com

APRIL 24, 2012

The truth is that the.NET community, outside of the thought leadership at Microsoft and a few outliers (e.g. It’s like arguing against vertical software. ALT.NET is a large sector of the.NET community that isn’t satisfied with the status quo and wants to find the best, most agile way to do things.

Java 107

Java PHP Software Review Coder 107