This post describes a solution – the  Customer Development Model. In future posts I’ll describe how  Eric Ries and the  Lean Startup concept provide the equivalent model for product development  activities inside the building and neatly integrates customer and agile development. This post describes such a model. MORE >>

This post describes how the traditional product development model distorts startup sales, marketing and business development.  In contrast, sales and marketing activities before first customer ship are adhoc, fuzzy, and don’t have measurable, concrete objectives. Look at the product development diagram. MORE >>

I have a great idea for a product.  I’m looking for an entrepreneur to start a company to provide this product, or a development shop which wants to bid on this project. envision a software tool which makes your underlying software irrelevant, by standardizing the UI across all different products. Switching is a hassle. MORE >>

Many of you have emailed me to ask about how you should prepare for your first trade show, so I asked my beloved former sales rep Cathy Downey, if she’d answer some of my questions about trade shows. Retailers are looking for that next great thing that will generate sales in their store. Product that is not in perfect condition. MORE >>

At the risk of overgeneralizing (although to be fair as a VC that’s pretty much my job description) and understanding that there’s plenty of grey area here, I’ve really been noticing recently just how challenging it can be for organizations to move from being product focused to sales and marketing focused. It generally starts slowly. MORE >>