2010 Channel Customer Development PR 
Steve Blank
APRIL 9, 2009
Five Easy Pieces – The Marketing Mission After a few months of talking to customers , talking to our channel and working with sales we defined the marketing Mission (our job) was to: Help Sales deliver $25 million in sales with a 45% gross margin. The same was true for PR. Two paragraphs, Five bullets. It didn’t take more.
Steve Blank
APRIL 2, 2009
It was an educational mission to tell the story of who our customers were (and by inference who all the graphics board customers were) and why the current reviews of these graphics boards weren’t adequately measuring what was important to this large market. The head of the PR agency agreed that we would work together as a team.
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Steve Blank
APRIL 30, 2009
SuperMac sold our graphic boards for the Macintosh through multiple distribution channels: direct sales to major accounts, national chains, independent rep firms, etc. But the computer retail channel was a large part of our sales. Or blame my MarCom department who approved it.
Startup Lessons Learned
OCTOBER 4, 2008
Lessons Learned by Eric Ries Saturday, October 4, 2008 About the author ( Update January, 2010: This post originally dates from October, 2008 back when I first started writing this blog. Thanks to Suns amazing PR blitz, there was tremendous demand for experts on Java, and I did my best to convince people that I was one of that mythical breed.
Steve Blank
MAY 22, 2009
While one could argue that a trade show is just another demand creation activity akin to advertising or PR, trade shows are the closest eyeball-to-eyeball contact you’re company is going to have with customers, competitors and partners. You are correct all channels, web or otherwise, need to generate awareness and leads.
Startup Lessons Learned
SEPTEMBER 22, 2008
Paid - if your product monetizes customers better than your competitors, you have the opportunity to use your lifetime value advantage to drive growth. In this model, you take some fraction of the lifetime value of each customer and plow that back into paid acquisition through SEM, banner ads, PR, affiliates, etc.
Steve Blank
AUGUST 27, 2009
This series of posts is a brief explanation of how we’ve evolved from Product Development to Customer Development to the Lean Startup. The Product Development Diagram Emerging early in the twentieth century, this product-centric model described a process that evolved in manufacturing industries.
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