Both Sides of the Table
JULY 9, 2013
You know exactly when you want to sell to this customer and presumably it’s this quarter! And when I say this I’m assuming that you’re already identified the customer pain and talked about how you’re uniquely qualified to solve their business problems. .” Which customers to target: Elephants, Deer or Rabbits ?
Both Sides of the Table
APRIL 19, 2011
He tells the story of how he was out of cash, stressed out, nobody in LA or Silicon Valley would give him money, he had finally found an investor in Minneapolis but his venture bank was going to shut him down for breaking a “covenant&# in their agreement by not having enough cash in the bank. we both love Jason).
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Both Sides of the Table
NOVEMBER 27, 2011
There are very few people in Silicon Valley who have such a precise grasp on what defines success of early-stage startup companies than Eric Ries. when is the right time to go big with PR? 11:00 Mark on over-hyping PR. 57: 00 How do you rectify company mission and customer demand. 00:45 Intro to Eric.
YoungUpstarts
OCTOBER 10, 2012
by Bill Lee, author of “ The Hidden Wealth of Customers: Realizing the Untapped Value of Your Most Important Asset “. No one can truly understand your customers or genuinely share their interests unless she is a customer herself. Your most powerful growth engine is your existing customer. Highly trained salespeople.
Steve Blank
SEPTEMBER 5, 2018
Reading the NY Times article “ Jeffrey Katzenberg Raises $1 Billion for Short-Form Video Venture, ” I realized it was time for a new startup heuristic: the amount of customer discovery and product-market fit you need to find is inversely proportional to the amount and availability of risk capital. ” Fire, Ready, Aim. IPOs dried up.
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.
Both Sides of the Table
JANUARY 11, 2014
” Sean is somebody widely respected in Silicon Valley (although he now lives in SoCal) for having helped many early-stage companies go through major growth periods by quantitatively testing features with audiences to help diagnose what led to growth. But I still believe Sean Ellis was right.
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