Steve Blank

MARCH 17, 2020

If you’re an early stage company, that number may be zero. All your assumptions about customers, sales cycle and most importantly, revenue, burn rate and runway are no longer true. If you are selling to businesses (a B-to-B market) have your customers’ sales dropped? and Europe into a long recession?

Burn Rate 436

Burn Rate Startup Valuation Sales Cycle 436

Both Sides of the Table

SEPTEMBER 8, 2010

Recruits, hires, and retains the very best talent for the company. Hiring & Firing the CEO. This is the failure of many early-stage companies when they try to scale. As things got bigger we hired a head of European sales and a head of European marketing. Selling the company. It doesn’t seem fair.

Ireland 319

Ireland Sales Bankruptcy Germany 319

Duct Tape Marketing

FEBRUARY 22, 2017

While big ticket products might carry longer and more complex sales cycles, high-end buyers are just as lazy as the rest of us, so they use the same methods: Google, social media, and yes, their inboxes. Hire a virtual assistant to find your targets’ emails and other information. Day 1: Post hiring ad for lead generation VA.

Curation 44

Curation Lead Generation Technical Review Email 44

Cracking the Code

OCTOBER 10, 2008

Only after reaching $1M in CMRR should you consider hiring European sales and services execs behind customer demand. While the CAC ratio helps SaaS businesses at scale to manage their Sales and Marketing spend, the SLC is a helpful framework for early stage businesses before you have meaningful data.

Software Review 48

Software Review North America Europe Metrics 48