Steve Blank

NOVEMBER 16, 2009

Market Type affects your spending and sales ramp after you reach product/market fit. You say, “Market Type affects your spending and sales ramp after you reach product/market fit.&# Use the Lean Startup - When There's Market Risk The second question is : “What’s the “ Market Type ” of your startup? Does this help?

Customer Development 223

Customer Development Web Developer Customer 223

Growthink Blog

FEBRUARY 27, 2010

And this business is becoming LESS advertising driven -- transitioning from today's model of more than 85% of revenue being ad-based to less than 60% and trending down with the balance being generated by content payments, either for one-time viewings or via subscriptions. What is the future for good-old fashioned DVD rentals and sales?

Los Angeles 85

Los Angeles Silicon Valley Technical Review Distribution 85

Steve Blank

SEPTEMBER 3, 2009

This post describes how the traditional product development model distorts startup sales, marketing and business development. In the next few posts that follow, I’ll describe how thinking of a solution to this model’s failures led to the Customer Development Model – that offers a new way to approach startup sales and marketing activities.

Customer Development 220

Customer Development Developer Customer Silicon Valley 220

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

Steve Blank

MAY 21, 2009

As the company gets larger and a large professional sales organization kicks in, its second priority is to generate qualified leads. Before you go to a trade show sales and marketing need to agree to measurable goals. This doesn’t mean that there aren’t tertiary goals, but they are just that – not the top one or two.

Silicon Valley 185

Silicon Valley RSS California Customer Development 185

Steve Blank

AUGUST 27, 2009

Yet we used the product development model not only to manage product development, but as a road map for finding customers and to time our marketing launch and sales revenue plan. Marketing starts to build a sales demo, writes sales materials (presentations, data sheets), and hires a PR agency.

Silicon Valley 263

Silicon Valley Product Startup Product Development 263

Steve Blank

NOVEMBER 2, 2009

The key contributors to an out-of-control burn rate is 1) hiring a sales force too early, 2) turning on the demand creation activities too early, 3) developing something other than the minimum feature set for first customer ship. And most startup code and features end up on the floor as customers never really wanted them.

Lean 250

Lean Silicon Valley Startup RSS 250

Steve Blank

MARCH 19, 2009

Since this was the marketing department, I was going to be planning to spend some advertising and public relations dollars. I knew we were selling through a multi-level indirect sales channel. That’s a mouthful to say that our sales people didn’t sell our products directly to a customer. What magazines did they read?

Silicon Valley 192

Silicon Valley RSS Software Review Technical Review 192

Steve Blank

JULY 13, 2009

The only difference between us and the Internet bubble that would follow was that we did branding on the cheap by creating our image with public relations, whilethe dot-bomb era was to do it by spending enormous sums on advertising (those large venture rounds had to get spent somewhere.) Hindsight is wonderful.

Silicon Valley 122

Silicon Valley Product RSS California 122

Steve Blank

NOVEMBER 30, 2009

Little Indians and Big Indians At MIPS Computers , my second semiconductor company, I was the VP of Marketing and defacto head of Sales. One of the times I screwed this up it left a legacy of 25 years of questionable design in microprocessor architecture.

Customer Development 280

Customer Development Developer Customer Silicon Valley 280

Reid Hoffman

SEPTEMBER 8, 2020

This pivot fundamentally changes your required organizational competencies, from Sales and Marketing to Engineering, Operations, and Support. One of our go-to-market ideas was to circumvent the expensive advertising approach that was the standard Dot Com strategy. Instead of paying advertisers, we’d simply give cash to our users.

Startup 36

Startup Silicon Valley Business Model Mobile 36

Growthink Blog

JUNE 19, 2010

And this business is becoming LESS advertising driven -- transitioning from today's model of more than 85% of revenue being ad-based to less than 60% and trending down with the balance being generated by content payments, either for one-time viewings or via subscriptions. What is the future for good-old fashioned DVD rentals and sales?

Los Angeles 76

Los Angeles Silicon Valley Technical Review IP 76

Start Up Blog

APRIL 29, 2013

This execution was actually presented in the board room by executives who thought it was a genuine advertisement by them. A local example was the Greenhouse pop up restaurant in Melbourne by Joost Baker – Which included vertical gardens and large amounts of material re-purposing. Cities are now becoming vertical again.

Uruguay 123

Uruguay Technical Review Vertical Las Vegas 123

techcrunch.com

FEBRUARY 19, 2010

Similarly, the bulk of the companies getting funding are still California-based. After Northern California and Southern California the biggest area of investment geographically was in international companies. The cost of money is steep, and only works in certain verticals, of which software is NOT one. Building a startup?

Venture Capital 62

Venture Capital Technical Review Sweat Equity Valuation 62

crowdSPRING Blog

APRIL 17, 2015

In Newark, a Vertical Indoor Farm Helps Anchor an Area’s Revival nytimes.com/glogin?URI=htt…. Will Google’s Algorithm Update Affect Your Franchise Sales? Who Is To Blame For California’s Drought? 5 Tips For Small Businesses During Tax Season forbes.com/sites/drewhend…. entrepreneur.com/article/244517. Intuit objects.

Small Business 48

Small Business Design Social Media Startup 48

Occam's Razor

FEBRUARY 9, 2015

Display Advertising Opportunity Analysis. Identify the impact on your display advertising campaigns. Hence, a lot of your time will be spent in acquisition analysis to improve your digital advertising and marketing strategy. Display Advertising Opportunity Analysis. . + Traffic Trends Key Metrics Analysis.

Metrics 60

Metrics Analytics Non-Compete Search 60

steveblank.com

JULY 8, 2011

There is nothing on sales. Can you add useful resource for generating sales for start-ups. Reply Martin Henk , on June 8, 2011 at 6:13 am said: Impressive list, but missing a key ingredient: Sales management tools. Reply jade , on February 27, 2011 at 2:25 pm said: Great compilation. removed from the list.

Software Review 110

Software Review Startup Silicon Valley Analytics 110