Steve Blank

NOVEMBER 8, 2010

By 1992 Research in Motion (RIM) had been in business for eight years, had 16 employees, sales of about $500,000 a year, and three or four business lines. Their intent: initial sales would come from users who already understood what the product could do so adoption would occur rapidly. RIM sales were $15 billion in 2010.

Hockey Stick 272

Hockey Stick Customer Development Silicon Valley Networking 272

Both Sides of the Table

NOVEMBER 4, 2010

They see it as a source of differentiation for them as a company because their less financed competitors can’t afford it (and often their careers are wrapped up in the multi-millions of dollars they’ve spent implementing it). In 1999-2000 they weren’t doing enterprise-wide installations at Merrill Lynch, Dell and Cisco.

Vesting 376

Vesting Framework Revenue Technology 376

Steve Blank

SEPTEMBER 10, 2009

With that implicit assumption, startups hire a VP of Sales with a great rolodex and call on established mainstream companies while marketing creates a brand and buzz to create demand and drive it into the sales channel (web, direct salesforce, etc.) They never understood Market Type. Why does Market Type matter?

Customer Development 203

Customer Development Developer Customer Silicon Valley 203

crowdSPRING Blog

JUNE 18, 2013

When the products you sell are also available from thousands of other vendors at the same or lower prices, how do you differentiate your business and convince customers to buy from you? in terms of increased sales, increased profit margin through customer retention, and reduced advertising costs) of such a strategy.

Small Business 117

Small Business Netherlands Retention Marketing 117

Steve Blank

APRIL 10, 2019

In the 20 th century, the best companies IPO’d in 6-8 years from startup (and in the Dot-Com bubble of 1996-1999 that could be as short as 2-3 years.) While unique technology or market insight is one component of a successful startup everyone agrees that attracting and retaining A+ talent differentiates the winners from the losers.

Stock Options 334

Stock Options Stock Vesting Common Stock 334

Both Sides of the Table

JANUARY 16, 2012

I raised money as an entrepreneur, like you, in 1999, 2000, 2001, 2003 and 2005 for two different companies. Fund raising (as is much of life) is a sale – pure and simple. As with any sales campaign you need to: Qualify your buyers early so you focus your scarce resources on people likely to buy your product. .

Developer 366

Developer Silicon Valley PR Las Vegas 366

ConversionXL

JANUARY 16, 2019

Picking a term with a well-understood foil (“outbound marketing”) makes it easier to understand and differentiate. While the term was new, many of the ideas aligned with “ permission marketing ,” which Seth Godin brought into marketers’ consciousness in 1999 and contrasted with “interruption marketing.” An eponymous book (e.g.

Naming 119

Naming Conversion Flash Cofounder 119

Both Sides of the Table

FEBRUARY 25, 2010

When I was raising money for my first company we had closed a seed round in 1999 and were working on our A round. We had many term sheets (it was 1999 and we had a pulse) and we were deciding which one to take. It was December 1999. VC, sales, biz dev, M&A or otherwise. It was December 1999. Any deal.

Technical Review 301

Technical Review Term Sheet Due Diligence Venture Capital 301

Austin Startup

FEBRUARY 24, 2019

I’ve also, of course, been spending a lot of time talking about this with our rapidly growing sales team at data.world. that the leaders in your sales prospects attend and read, you won’t know if you are passionate about that industry. Second, on that point of respect you need to create a sales-driven culture.

Software Review 48

Software Review Sales Cofounder Analytics 48

SVPG

SEPTEMBER 30, 2016

But back in 1999, a then very young Netflix based in Los Gatos with less than 20 employees, was on the edge of going bust. Even worse, DVD sales were starting to lag, and a Hollywood backlash further muddied the situation. Let me also add that there’s little as powerful as a marketing person that’s also strong at product.

Product 60

Product Technical Review Software Review Engineer 60

Austin Startup

AUGUST 11, 2017

Like thinking on strategy for sales, or committing to deliver on good customer service, or putting in long hours to complete the next version of your product, creating a solid culture code that speaks to your company is just as important. And I want to clarify this important differentiator.

CTO Hire 48

CTO Hire Austin Cofounder eCommerce 48

Duct Tape Marketing

OCTOBER 27, 2022

Discover the secrets and strategies of how your business can achieve the frictionless sale. Think of it as a mantra in 1998, in a second shareholder letter, or 1999 Yeah. (20:43): Listen to Content Is Profit, wherever you get your podcasts. (00:55): 00:55): Hello and welcome to another episode of the Duct Tape Marketing Podcast.

Seattle 64

Seattle Silicon Valley Conversion Naming 64

abovethecrowd.com

FEBRUARY 27, 2019

In 1999, Jack Ma created Alibaba , a Chinese-based B2B marketplace for connecting small and medium enterprise with potential export opportunities. In its most recent quarter, the company processed the exchange of $923 million of sales, which equates to a $3.6B In 2017, the company reported sales of over $500 million. annual GMV.

Internet 88

Internet Matching Vertical Hosting 88

Ben's Blog

MAY 24, 2021

In fact, if you exclude the Dot Com Bubble of 1999-2000, they have been steady for nearly thirty years. 1999-2000 51.6% Time Period IPO Pop % Above IFR 1999-2000 51.6% 1999-2000 37.5% This makes little sense when you consider the differential risks of loss associated with those two very different stages of investments.

SEC 36

SEC Accredited Investor IPO Technical Review 36

David Teten

JANUARY 13, 2015

That sales process is harder when strangers are biased against people like you. One of the reasons I wrote a book about online networks a decade ago was that I saw their power to make sales more efficient, particularly for people who were not a priori in the right networks. HURDLE #1: INDIVIDUAL BIAS AGAINST THE “OTHER”.

Venture Capital 60

Venture Capital Advisory Board Greece Cofounder 60

abovethecrowd.com

JUNE 2, 2021

If they have worked in business for 20 years, you have an 700-1 experience differential right out of the gate. forward 2022 sales which compares favorably with its top comparable $VEEV (which trades at 18X 2022 sales). Both the members of Party B and Party C work on 30-40 IPOs per year.

IPO 82

IPO Customer Matching Silicon Valley 82