California Customer Development PR Sales 
Steve Blank
APRIL 9, 2009
Five Easy Pieces – The Marketing Mission After a few months of talking to customers , talking to our channel and working with sales we defined the marketing Mission (our job) was to: Help Sales deliver $25 million in sales with a 45% gross margin. The same was true for PR. I couldn’t care less about those.
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 3, 2009
This post describes how the traditional product development model distorts startup sales, marketing and business development. This post describes how the traditional product development model distorts startup sales, marketing and business development. Freemium models have their own scorekeeping.)
Both Sides of the Table
NOVEMBER 1, 2009
We spent time out in the marketplace talking with customers, looking at their solutions, comparing ourselves with our competition and then squirreling ourselves away in our offices designing our next set of features. Our sales guys were on the front line and heard what they needed to win deals. Tim started to change our processes.
Steve Blank
APRIL 2, 2009
Finally, since no one would believe a set of benchmarks named after our company, we needed a façade of independence, so we named them after the street the company was headquartered on in Sunnyvale California – they became known as the Potrero Benchmarks. Now as VP of Marketing, I could have sat back and let my PR agency handle the press.
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.
Steve Blank
AUGUST 27, 2009
This series of posts is a brief explanation of how we’ve evolved from Product Development to Customer Development to the Lean Startup. The Product Development Diagram Emerging early in the twentieth century, this product-centric model described a process that evolved in manufacturing industries.
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