CTO Metrics Product Development Sales 
www.lanceglasser.com
MAY 13, 2012
Metrics for cyclical businesses. Product development. Queuing theory and product development. The Essential Product Investigation Phase Gate. What does a CTO do? Marketing and sales. The minimum viable product. What does a CTO do? So what is the CTO job? Stock buybacks.
Both Sides of the Table
MAY 27, 2013
In this period (less than 2 years) he has brought on incredibly talented senior execs is sales, marketing, product management, client services, finance, vp engineering and more. By being so metrics driven we can have a lot more quantifiable and objective discussions at board meetings and at mid-point reviews. .
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Startup Lessons Learned
SEPTEMBER 15, 2008
Focus on the output metrics of that part of the product, and you make the problem a lot more clear. I had the opportunity to pioneer this approach to funnel analysis at IMVU, where it became a core part of our customer development process. Whatever its purpose, try measuring it only at the level that you care about.
Startup Lessons Learned
SEPTEMBER 12, 2008
In an enterprise sales context, this is called a "repeatable and scalable sales process" - once you know how to do this, your company can graduate from early adopters and make an attempt at the mainstream. Thoughts on scientific product development Lo, my 5 subscribers, who are you?
Steve Blank
JULY 30, 2009
As the (very junior) product marketing manager I got a call from our local salesman that someone at Apple wanted more technical information than just the spec sheets about our new (not yet shipping) chip. I vividly remember the sales guy saying, “It’s only some kid in field service. What happened?
Startup Lessons Learned
JULY 28, 2010
“Everybody felt the burden of supporting all those transactions every day,&# says Pascal-Louis Perez, kaChing’s CTO. To acquire new money managers, the company makes traditional sales calls, which means they’ve interviewed many, many professionals and gotten a strong sense of their needs. Which is a nice story.
Up and Running
MAY 23, 2016
In the tactics section, list your sales channels and describe how you will be selling your products. While it’s useful to be able to have a sales forecast and expense budget early on, it’s not something you need until you’ve validated your idea. Another great way to test your idea is to create a minimum viable product, or MVP.
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