Steve Blank

NOVEMBER 2, 2009

In times when venture capital is hard to get, investors extract high costs for failure (down-rounds, cram downs , new management teams, shut down the company.) Sales people cost money, and when they’re not bringing in revenue, their wandering in the woods is time consuming, cash-draining and demoralizing. Who recommends a sale?

Lean 259

Lean Silicon Valley Startup RSS 259

Up and Running

OCTOBER 7, 2019

A data-driven approach can help you make accurate and timely business decisions to meet market demands and improve cost-efficiency. Activation rate: measures how many visitors are engaging with your website or app. ROI: measures the effectiveness of your marketing initiatives by comparing conversion values to costs.

Founder 71

Founder Retention Metrics Technical Review 71

Steve Blank

SEPTEMBER 7, 2009

The Startup Death Spiral: The Cost of Getting Product Launch Wrong By the time of first customer ship, if a startup does not understand its market and customers, failure unfolds in a stylized ritual, almost like a Japanese Noh play. She quickly comes to the conclusion that the company’s positioning and marketing strategy were incorrect.

Customer Development 232

Customer Development Developer Customer Silicon Valley 232

Steve Blank

SEPTEMBER 17, 2009

Customer Development is Low Burn by Design The Customer Development process keeps a startup at a low cash burn rate until the company has validated its business model by finding paying customers.

Customer Development 252

Customer Development Developer Customer Silicon Valley 252

www.chubbybrain.com

SEPTEMBER 28, 2011

created a vastly higher cost structure; I had 80 people mostly on base salaries under $100,000 and was bringing in revenue at the rate of $20 million annually. Contributing to the high cost structure was the new culture of working 9-5 Monday through Friday. Title: Burn Rate: How I Survived the Gold Rush Years on the Internet.

Software Review 79

Software Review Startup Technical Review Vesting 79