Both Sides of the Table

JULY 4, 2013

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. We developed this at our first company and called it PUCCKA – the overall methodology is described here. Often companies will require you to go through a tech audit before signing your contract.

Sales 321

Sales Organization Startup Resource 321

Startup Professionals Musings

JUNE 7, 2020

Entrepreneurs need to document a process of responding to a market need, sizing opportunity, assigning a specific business model, and planning for marketing, sales, and customer satisfaction. Solution development and delivery. Hobbies are developed ad-hoc, driven by personal needs.

Entrepreneur 131

Entrepreneur Outsource Development Startup Competition 131

Startup Professionals Musings

AUGUST 7, 2023

With the availability of high-speed Internet and social media access around the world, it’s easy for entrepreneurs to assume that the world is just one big homogeneous market, and project their business will scale accordingly. The most common mistake is overestimating a particular market’s potential, based on your domestic context.

Outsource Development 110

Outsource Development Social Media Entrepreneur Summary 110

Startup Professionals Musings

FEBRUARY 17, 2021

It wasn’t so many years ago that starting a new e-commerce business on the Internet was a complex custom development project, usually costing a million dollars or more. You can now skip the mandatory office space rental, with secretary and bookkeeping staff, or outsourcing. Use the cloud and subscriptions for computing technology.

Entrepreneur 162

Entrepreneur Startup Social Media Outsource Development 162

socalTECH

DECEMBER 5, 2012

Los Angeles-based digital cinema technology developer Cinedigm said Tuesday that it has named Dan Sherlock as its President of Cinedigm Software. Cinedigm said that he will be responsible for production, technology, business development, sales, and marketing at the company. READ MORE>>.

Software 147

Software Outsource Development Los Angeles Sales 147

InfoChachkie

OCTOBER 13, 2009

For children with a proclivity toward business, a newspaper route provided an invaluable opportunity to develop the following entrepreneurial skills: Punctuality – Newspapers had to be delivered on time, irrespective of the weather, the fact that Sunday papers can weigh several pounds each or the requirement to wake up at the crack of dawn.

Web 2.0 222

Web 2.0 Web Sales Outsource Development 222

Startup Professionals Musings

FEBRUARY 9, 2020

Outsourcing your core competency does not work. The sales professional. Young high-tech startups are at constant risk of forgetting that they actually need to sell the wonderful technology they invented. A sales fanatic on the founder team helps to contain that risk. The financial suit. The operations superstar.

Technical Advisors 123

Technical Advisors Outsource Development Startup High Tech 123

socalTECH

AUGUST 26, 2019

For this morning's interview with an entrepreneur, we spoke with Thomas Russell , the Ceo and co-founder of ETC Solar (www.etc-solar.com), a Los Angeles startup developing technology to improve the efficiency and cost of solar cells. Where did the technology from ETC Solar come from? What does ETC Solar do?

CalTech 113

CalTech Outsource Development IP Marketing 113

Both Sides of the Table

FEBRUARY 6, 2013

My rationale is simple: everything goes wrong and only great teams can respond to competitors, markets, funding environments, staff departures, PR disasters and the like. Your first sales people should be consultative sellers who can fuel evangelical sales. Final startup grind from msuster. Don’t hire a homogenous team.

Startup 388

Startup Slides Outsource Development Sales 388

socalTECH

NOVEMBER 4, 2013

Mobile/Desktop App Developer w/Linux,Flex/Air or IOS Exp. Enterprise Data Technologies, Inc. Looking for a place to exercise and grow your talent in software development and work in an environment that values your ideas and strives for excellence? Vice President, Sales and Marketing , Stanton Chase International.

SoCalTech 147

SoCalTech Orange County Outsource Development Sales 147

Startup Professionals Musings

DECEMBER 13, 2019

It’s always tempting to think that more product variations will satisfy more customers and lead to new sales. Ineffective and expensive marketing campaigns. The most cost-effective marketing approaches have changed; from catalogs to web sites, and from television commercials to social media.

Outsource Development 122

Outsource Development Outsource Metrics Technical Review 122

socalTECH

MARCH 5, 2014

So, how do you help ease enterprise customers into the cloud--or at least, help them use cloud technology to help them with their business goals? We caught up with founder and CEO Grant Kirkwood --a serial entrepreneur and veteran of providing infrastructure to the enterprise markets--on the vision behind the company.

Cloud Computing 217

Cloud Computing Outsource Development Outsource Startup 217

InfoChachkie

MAY 9, 2011

In many cases, agreements crafted by BDC lawyers resemble ConTraps rather than mutually beneficial contracts. This series describes how entrepreneurs can craft company-changing agreements with BDCs, while avoiding Kiss of Death contract provisions. BDCs often ask to “private label” or “white label” a smaller company’s technology.

Outsource Development 170

Outsource Development Entrepreneur Press Technical Review 170

socalTECH

APRIL 30, 2018

For this morning's interview, we caught up with Elizabeth Cholawsky , the new CEO of Santa Barbara-based HG Data (www.hgdata.com), which develops software which helps marketers and salespeople understand the "technology stack" of their potential customers and prospects. So, I cam on board. What were you doing before this?

Santa Barbara 113

Santa Barbara High Tech Outsource Development Startup 113

TechCrunch LA

OCTOBER 26, 2021

Along with a team of nine developers, the six young adult authors spent two months working nights and weekends to bring Realms of Ruin to life. They said that the authors, who also worked with a team of developers, ended the project because they felt that there was more to lose than there was to gain.

Writing 196

Writing Outsource Development Technical Review Examples 196

Both Sides of the Table

MARCH 19, 2013

The era of VCs investing in successful consumer Internet startups such as eBay led to a belief system that seemed to permeate many enterprise software startups that hiring sales or implementation people was a bad thing. But the “no sales people” mantra isn’t what I’m here to take on. I believe it’s flawed.

Startup 403

Startup Sales Software Review Technical Review 403

InfoChachkie

MAY 9, 2011

In many cases, agreements crafted by BDC lawyers resemble ConTraps rather than mutually beneficial contracts. This series describes how entrepreneurs can craft company-changing agreements with BDCs, while avoiding Kiss of Death contract provisions. BDCs often ask to “private label” or “white label” a smaller company’s technology.

Outsource Development 124

Outsource Development Entrepreneur Press Technical Review 124

Both Sides of the Table

APRIL 20, 2010

I recently did a post for startups on understanding sales people. Because more technology people probably read startup blogs I’m guessing this post will come under more scrutiny. Still, I believe I’m offering an accurate representation of the ideal configuration of the main technology leaders.

CTO Hire 400

CTO Hire Fractional VPE Startup Outsource Development 400

socalTECH

MARCH 1, 2013

However, there's a new generation of technology driven startups who are looking to apply software and technology in a way that will change how movies are made, and marketed. That results in a drastically lower marketing and PA budget for the film. That's a massive amount of money to spend on marketing.

Hollywood 256

Hollywood CTO Hire Social Media Platform 256

Both Sides of the Table

MARCH 30, 2011

The part of the movement that resonates the most with me (in my words) is that entrepreneurs should keep their capital expenditures really low while they’re experimenting with their product and determining whether there is a large market for what they do. Nascent startup markets are like fine wine, they take time to develop.

Development Team Review 374

Development Team Review Technical Review Startup Resource 374

Startup Professionals Musings

MAY 24, 2015

Entrepreneurs need to document a process of responding to a market need, sizing opportunity, assigning a specific business model, and planning for marketing, sales, and customer satisfaction. Solution development and delivery. Hobbies are developed ad-hoc, driven by personal needs.

Outsource Development 99

Outsource Development Startup Competition Ideas 99

Startup Professionals Musings

SEPTEMBER 13, 2015

Outsourcing your core competency does not work. The sales professional. Young high-tech startups are at constant risk of forgetting that they actually need to sell the wonderful technology they invented. A sales fanatic on the founder team helps to contain that risk. The financial suit. The operations superstar.

Technical Advisors 105

Technical Advisors Outsource Development Startup High Tech 105

socalTECH

FEBRUARY 8, 2019

We're owned by Sirona, a large multinational, which provides almost anything a dentist needs to practice medicine and dentistry, from large scale technology to devices, to digital scanners, to really mundane things like glue and gauze. Futuredontics is the consumer marketing division, and inside that is Dentistry.com.

Startup 113

Startup CitySearch Outsource Development Organization 113

Both Sides of the Table

DECEMBER 27, 2011

The most obvious way to explain this is with sales people. If you hire 6 sales reps in January at $120,000 / year salary then you’ve taken on an extra $60,000 per month in costs yet these sales people might not close new business for 4-6 months. “COGS” represents the amount that each sale costs you.

Startup 418

Startup Venture Capital Sales Technical Review 418

Startup Professionals Musings

MAY 28, 2016

Entrepreneurs need to document a process of responding to a market need, sizing opportunity, assigning a specific business model, and planning for marketing, sales, and customer satisfaction. Solution development and delivery. Hobbies are developed ad-hoc, driven by personal needs.

Ideas 62

Ideas Outsource Development Startup Competition 62

Startup Professionals Musings

FEBRUARY 18, 2018

Outsourcing your core competency does not work. The sales professional. Young high-tech startups are at constant risk of forgetting that they actually need to sell the wonderful technology they invented. A sales fanatic on the founder team helps to contain that risk. The financial suit. The operations superstar.

Technical Advisors 57

Technical Advisors Startup Outsource Development High Tech 57

socalTECH

NOVEMBER 21, 2014

As you might or might not remember, I joined in 2010 with a vision to turn the company into a true technology company, and pivoted the company to ad technology. At the time, when we were an agency, it was quite a crowded market. Who we are today, is an ad technology company. Starting in 2010, we started focusing on that.

Media 162

Media Advertising Startup Platform 162

Startup Professionals Musings

MAY 4, 2014

Develop your business plan. This will include the first version of many critical processes that can be split out later, including market opportunity, requirements, product definition, business model, sales process, and organization. Product development process. Leverage information technology. Funding process.

Startup 107

Startup Outsource Development Training Outsource 107

Startup Professionals Musings

JUNE 11, 2014

Outsourcing your core competency does not work. The sales professional. Young high-tech startups are at constant risk of forgetting that they actually need to sell the wonderful technology they invented. A sales fanatic on the founder team helps to contain that risk. The financial suit. The operations superstar.

Technical Advisors 98

Technical Advisors Startup Outsource Development High Tech 98

Both Sides of the Table

NOVEMBER 25, 2010

China is indelibly an important part of the future of the global technology system. And for my own good I vowed to have relationships in China and knowledge of the local markets. This company is back on the market raising money again. I had been competing to win a contract at Thames Water, the largest water company in the UK.

Outsource Development 333

Outsource Development Software Review Technical Review News 333

Both Sides of the Table

NOVEMBER 25, 2010

China is indelibly an important part of the future of the global technology system. And for my own good I vowed to have relationships in China and knowledge of the local markets. This company is back on the market raising money again. I had been competing to win a contract at Thames Water, the largest water company in the UK.

Outsource Development 328

Outsource Development Software Review Technical Review News 328

Startup Professionals Musings

JULY 27, 2014

It wasn’t so many years ago that starting a new e-commerce business on the Internet was a complex custom development project, usually costing a million dollars or more. You can now skip the mandatory office space rental, with secretary and bookkeeping staff, or outsourcing. Use the cloud and subscriptions for computing technology.

Entrepreneur 104

Entrepreneur Startup Social Media Commerce 104

Startup Professionals Musings

AUGUST 20, 2012

The product plan tells your developers what to build, and the marketing team what to market. Because it addresses an internal audience, it can use technical jargon and assume the reader understands the technology. Enough detail is required so that someone else can build it without you (outsourcing).

Product 92

Product Outsource Development Competition High Tech 92

Startup Professionals Musings

JANUARY 31, 2013

Develop your business plan. This will include the first version of many critical processes that can be split out later, including market opportunity, requirements, product definition, business model, sales process, and organization. Product development process. Leverage information technology. Funding process.

Outsource Development 92

Outsource Development Training Outsource Metrics 92

InfoChachkie

APRIL 13, 2015

Because I am cheap and I know that car dealers are incentivized by the manufacturer to hit quarterly and annual sales goals. The rewards are in the form of co-marketing dollars and commission spiffs. Thus, the value of a sale at the end of a quarter can be significant, if the sale contributes to obtaining a manufacturer''s incentive.

Pricing 100

Pricing Startup Sales SaaS 100

Both Sides of the Table

SEPTEMBER 16, 2009

I could easily go into the board rooms of major European companies (I was based in London) and land $500k – $1 million contracts so my order book grew rapidly. It soaked up all of our development resources and didn’t allow us to focus on what we felt our company strategy was. We had to do intense training sessions.

Startup 389

Startup Custom Customer Resource 389

InfoChachkie

MAY 23, 2011

Marketers have long known that people are drawn to exclusivity. As noted in Contract Traps Entrepreneurs Should Avoid , exclusivity can kill a small company. Unfortunately, many Big Dumb Companies (BDCs) assume they must unfairly skew the market in their favor by precluding you from freely working with anyone you choose.

Technical Review 183

Technical Review Marketing Sales Competition 183