California Sales Software Developers Vertical 
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
APRIL 2, 2009
Since no benchmarks existed, we enlisted our engineering department in a serious software development effort and wrote our own. press and use it to generate end user demand and then drive that demand into our sales channel. Then we were going to buy our competitors’ boards (think “secret shopper”) and compare them to ours.
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Steve Blank
MAY 11, 2009
Present at the Creation It was early 1991 and Apple’s software development team was hard at work on QuickTime , the first multimedia framework for a computer. We had seen the reactions of people playing with the prototypes in our lab and when we demo’d it to our sales force. We knew something our CEO didn’t.
Steve Blank
NOVEMBER 2, 2009
The key contributors to an out-of-control burn rate is 1) hiring a sales force too early, 2) turning on the demand creation activities too early, 3) developing something other than the minimum feature set for first customer ship. The Customer Development process (and the Lean Startup) is one way to do that.
Austin Startup
AUGUST 7, 2017
Sometimes it’s because the business grows market-by-market, like Favor, or sometimes it’s that the business needs to grow its sales or programming teams in multiple cities. Partnerships with innovative global companies in major industry verticals provide unique opportunities for customer validation, pilot programs and strategic investment.
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