Steve Blank

AUGUST 15, 2016

Jeremy Johnson , founder of Andela , which embeds talented software engineers on the African continent into top engineering organizations worldwide. We were charging a really high up-front annual fee to these providers and the end result of that was a pretty long sales cycle. Jeremy Johnson. Our revenue model was wrong.

Cofounder 145

Cofounder Entrepreneur Africa Sales Cycle 145

Steve Blank

AUGUST 15, 2016

Jeremy Johnson , founder of Andela , which embeds talented software engineers on the African continent into top engineering organizations worldwide. We were charging a really high up-front annual fee to these providers and the end result of that was a pretty long sales cycle. Jeremy Johnson. Our revenue model was wrong.

Cofounder 120

Cofounder Entrepreneur Africa Sales Cycle 120

Startup Lessons Learned

APRIL 14, 2009

This is an incredible skill, one that most engineers overlook. Instead, each potential customer has to go through a self-serve process of signing up and paying money. Because they have no presence in the market, they have to find distribution channels to bring in customers. involved before we go into production.

Customer 167

Customer San Francisco Lean Hockey Stick 167