Steve Blank
JULY 24, 2012
The VC’s suggested I should spend a day at Onyx Software, an early pioneer in Sales Automation in Seattle. Their VP of Sales was about 6’ 3” and seemed to be almost as wide. With an unexpected job offer in-hand I spent the plane flight home concluding that our family had already planted roots too deep to move to Seattle.
SVPG
MAY 17, 2012
Until we have this product, it doesn't make sense to spend money on sales and marketing and incremental hiring. I usually encourage this to be the sole scorecard KPI during this phase because I like the results that come from a single-minded dedication to happy, referenceable customers. For example, let's say you're selling cars.
Steve Blank
OCTOBER 15, 2009
Simulation applications After six months, we hypothesized that our most likely customers were scientists and engineers who used one of five applications: computational fluid dynamics, finite element analysis, computational chemistry and seismic data processing and reservoir simulation.
Expert insights. Personalized for you.
259 
Let's personalize your content