CTO Hire Customer Development Demand Revenue 
Startup Lessons Learned
SEPTEMBER 22, 2008
is an elegant way to model any service-oriented business: Acquisition Activation Retention Referral Revenue We used a very similar scheme at IMVU, although we werent lucky enough to have started with this framework, and so had to derive a lot of it ourselves via trial and error. The AARRR model (hence pirates, get it?)
Steve Blank
JULY 30, 2009
Unfortunately most startups learn this by going through the “Fire the first Sales VP&# drill: You start your company with a list of potential customers reading like a “who’s who&# of whatever vertical market you’re in (or the Fortune 1000 list.) Your board nods sagely at your target customer list.
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techcrunch.com
OCTOBER 23, 2010
Inevitably, the excuses begin: I need to hire people to build the product. I don’t know any developers. In later posts I’m going to get into more detail on specific topics like hiring, raising money, what types of ideas have the potential to get big, finding your founders, and the like. I need money for the servers.
www.quora.com
JANUARY 16, 2011
" => I have not bothered to put up a landing page, survey to test customer demand, or done any customer development whatsoever. However, I do spend a lot of time daydreaming. "Where is the best place to find a rockstar developer to bring it to life?" Rockstar v.
www.quora.com
JANUARY 16, 2011
I have come to believe during my time as an operator, entrepreneur and investor that the balance of these skills is so important to the long-term health of a business that if balance is not achieved early then the impact later can be profound - sometimes terminal. Colin Hayhurst , CTO co-founder then CEO of start-up b.
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