Both Sides of the Table

JUNE 30, 2013

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. The “P” stands for Pain or the reason your customer needs to implement a new product. No product sells itself no matter what startup companies like to think. Otherwise known as a time wasters.

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Sales Help Organization Product 322

socalTECH

DECEMBER 22, 2021

Los Angeles-based private equity investor Diversis Capital Management said this week that it has backed field sales software developer SalesRabbit. SalesRabbit offers up both native mobile and web-based software aimed at field sales organizations. The company is based in Utah. The company is based in Utah.

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Acquisition Capital Sales Equity 100

Both Sides of the Table

FEBRUARY 3, 2010

I’d like to talk about Crocodile Salesmen in 3 scenarios: 1) when YOU are selling (or someone on your team), 2) when you are trying to recruit a sales person. But how to apply “listening&# in a sales meeting? You need to identify a customer problem and talk about how your solution meets the needs of that problem.

Sales 314

Sales Startup Venture Capital Customer 314

Berkonomics

DECEMBER 20, 2018

Arthur’s response: Identify the specific beneficiaries of your invention – and the companies already serving those beneficiaries. These are your candidates, because they are companies already absorbing much or all the marketing expense necessary to make sales of your invention. So, there you have it.

IP 136

IP Product Equity Tool 136

Berkonomics

DECEMBER 20, 2018

Arthur’s response: Identify the specific beneficiaries of your invention – and the companies already serving those beneficiaries. These are your candidates, because they are companies already absorbing much or all the marketing expense necessary to make sales of your invention. So, there you have it.

IP 120

IP Product Equity Tool 120

Both Sides of the Table

OCTOBER 4, 2009

Many entrepreneurs who start technology companies are product people, technologists or savvy business people who worked previously for a larger company. Most start-up entrepreneurs have little or no sales experience. But through nearly a decade of startups I learned that sales comes down to three essential elements: 1.

Sales 319

Sales Startup Platform Tips 319

Startup Professionals Musings

MAY 29, 2023

In my experience in large businesses as well as years of advising startups, I see far too much focus on product skills, and too little on people and process skills. His focus is on sales, but I see the same skills needed for entrepreneurs. Great entrepreneurs are able to think on their feet, and are always prepared.

Startup 154

Startup Sales Entrepreneur Customer 154

socalTECH

MAY 29, 2020

According to Ascus Biosciences, it will use the funding to go towards its customers sales and service teams, new products, as well as its core technology platform. The company's technology is focused on identifying the beneficial microbes that naturally occur in an animal's G.I.

San Diego 124

San Diego Venture Capital Platform Capital 124

socalTECH

MAY 2, 2017

We spoke with Andrew about how the company pivoted from its original model after finding a huge amount of traction for its sales software and data, and its ability to guide brokers on the best practices for them to close more deals, which it is now offering as software-as-a-service. What is Digsy?

Sales 145

Sales Startup Email Tool 145

socalTECH

FEBRUARY 27, 2019

SpyCloud , a startup which develops cybersecurity products used to prevent account takeovers and which is backed by Santa Monica-based March Capital Partners , has raised $21M more in a Series B funding round, the company announced this morning. March Capital Partners co-led the Series A funding round for SpyCloud in 2018. READ MORE>>.

Capital 113

Capital Santa Monica Venture Capital Research 113

Both Sides of the Table

JULY 9, 2013

This is final part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. Well think of it this way – you have your sales process. And with scarce resources it’s your job to decide which door this lead must go through – sales or marketing.

Customer 324

Customer Custom Marketing Newsletter 324

socalTECH

MARCH 7, 2019

According to the company, its platform is focused on "next generation technographics" to help drive sales, marketing, and strategy. Technographics is a new buzzword being used in the industry to describe market research tools to identify customers through market segmentation.

Santa Barbara 133

Santa Barbara Outsource Development Platform Research 133

TechCrunch LA

DECEMBER 20, 2019

Burst , the subscription dental care service, with the pretty, pretty toothbrushes, has now added a sleek dental floss product to its monthly kits. Burst works hand-in-hand with a network of dental hygienists and dental professionals both as a channel to sell through and a sounding board for new product development.

High Tech 169

High Tech Los Angeles Networking Capital 169

SoCal Tech Calendar

JUNE 7, 2016

Los Angeles-based online electronics retailer Newegg and project crowdfunding site Indiegogo said this morning that the two are in a collaboration, where they will help successfully funded, crowdfunding campaigns to sell and deliver their products. Financial details of the deal were not disclosed. READ MORE>>.

NewEgg 100

NewEgg Social Media Sales Los Angeles 100

Startup Professionals Musings

DECEMBER 2, 2017

billion dollar sale to Oracle from Bozeman, Montana. Tech companies see engineers move frequently, integrate their products tightly, and often find themselves acquiring or merging with counterparts. When it comes to the technology ecosystem, clusters are vital. Wessel measures a 39% acquisition advantage to being in-state.

Sites 59

Sites Startup Technical Review Oracle 59

Startup Professionals Musings

APRIL 23, 2022

Every startup lucky enough to get some traction gets to the point where they decide to hire some “regular employees” for sales, marketing, and administrative tasks. Then they are surprised to see productivity and creativity take a big dip. Sales will be the organization’s sole focus.” Again, you get what you demand and reward.

Startup 134

Startup Training Sales Entrepreneur 134

Startup Professionals Musings

APRIL 11, 2022

The canvas is a visual chart with elements describing your value proposition, structure, finances, and customers, to help companies identify and align business activities. Think of value propositions as bundles of services or products that create benefits (value) for customers. Value propositions. Key activities.

Funding 133

Funding Activity Customer Custom 133

socalTECH

NOVEMBER 23, 2016

Los Angeles-based software developer Bridg said this week that it has launched a new customer relationship management (CRM) software product specifically aimed at restaurants.

Software 100

Software Email Software Development Customer 100

TechCrunch LA

JULY 16, 2020

For the greater Los Angeles-based Openpath, the new funding offers a chance to boost its sales and marketing efforts and develop new security-focused products for companies and property managers trying to woo tenants back to the shared office space during a global pandemic.

Los Angeles 177

Los Angeles Mobile Sales Venture Capital 177

InfoChachkie

JANUARY 5, 2015

Watch this 93-second clip and see if you can identify the pricing pitfall addressed in this humorous snippet. A recurring entrepreneurial challenge is to determine the optimal price of a new product, especially absent a directly competitive alternative. Anecdotally, it seems that SaaS products often behave as Giffen goods.

Pricing 100

Pricing Product Startup Customer 100

Startup Professionals Musings

OCTOBER 31, 2022

Trying to do everything is a sure way to maximize stress, lower job satisfaction, and minimize productivity. If you are a genius at invention, for example, then that is the role you should seek to keep you motivated and productive. We all need to play to our strengths, and team with others for complementary needs.

Activity 108

Activity Satisfaction Metrics Startup 108

Both Sides of the Table

JUNE 20, 2013

In my first enterprise software company we developed a methodology for sales that we called PUCCKA , which I wrote about previously. Having a good sales methodology can help you ensure your company runs more disciplined campaigns and focuses scarce resources on your best opportunities. It the second rule of sales, “Why Buy Me?”

Sales 336

Sales Startup Competition Customer 336

Startup Professionals Musings

JUNE 18, 2023

For a new business, you can provide unique ingredients, but the preparation steps in your business plan must follow a tried and true recipe for startup success: Identify a market with a real need. If you can’t identify customer interest, it doesn’t matter how good your product is.

Startup 112

Startup Coach Metrics Marketing 112

Startup Professionals Musings

AUGUST 20, 2012

Why is it that most of the business plans I see are really product plans? I define a product plan as a detailed description of your product or service, with a bit of business thrown in at the end. A business plan is a detailed description of your business, with a bit of product description thrown in near the front.

Product 92

Product Outsource Development Competition High Tech 92

SoCal Tech Calendar

JUNE 14, 2016

The most obvious, is to drive sales. We also wanted access to development resources, and we have our product team here, the engineers and designers, all based in Santa Monica. However, our approach is a whole new product category, part of the marketing cloud. We provide an event and experiential marketing platform.

Sales 100

Sales Santa Monica Startup Orange County 100

Startup Professionals Musings

AUGUST 24, 2022

I paraphrase here the key challenges he identifies, adding my own insights: Marketing ROI requires cross-enterprise information. Leaders and investors need to know if you have and are tapping into your key sources of relevant data, including web analytics, sales management data, and customer relationship management (CRM) software.

Customer 100

Customer Custom Acquisition Technical Review 100

Startup Professionals Musings

MAY 29, 2011

Why is it that most of the business plans I see are really product plans? I define a product plan as a detailed description of your product or service, with a bit of business thrown in at the end. A business plan is a detailed description of your business, with a bit of product description thrown in near the front.

Product 93

Product Entrepreneur Outsource Development Competition 93

TechCrunch LA

SEPTEMBER 10, 2020

Chiefly, the concern is that some retailers have been overrun with counterfeit products or unauthorized sellers that undercut pricing and dilute the brand’s value with knock-off products, the company observed. Brands in the Verified Shops channel only pay when they make a sale ?and

Commerce 173

Commerce Startup Platform Los Angeles 173

Startup Professionals Musings

SEPTEMBER 6, 2020

In my experience in large businesses as well as years of advising startups, I see far too much focus on product skills, and too little on people and process skills. His focus is on sales, but I see the same skills needed for entrepreneurs. Great entrepreneurs are able to think on their feet, and are always prepared.

Entrepreneur 134

Entrepreneur Startup Sales Customer 134

Startup Professionals Musings

MARCH 14, 2012

All the experts these days are talking about the increasing need for customer focus and maximizing sales. Typically entrepreneurs and even professional sales people think this means more emphasis on the customer selling process, when in fact it really means spending more time understanding the customer buying process (view from the customer).

Sales 96

Sales Customer Custom Competition 96

Berkonomics

AUGUST 27, 2020

The question is whether to start this exhausting process early in the life of a corporation, or rush to complete it when a deal is identified or the run to a sale is imminent. [Email readers, continue here…] But maintaining such an electronic or physical facility is time-consuming and costly. first appeared on BERKONOMICS.

Software Review 156

Software Review Startup Patents Email 156

Berkonomics

JULY 9, 2020

Think of labor efficiency (future product or service delivery impairment) or warehouse inventory (sales slowdown, supply chain management problems) as examples. Add a measure of each that you identify with to your dashboard. Items impacting cash (now or later): Cash is the oil of your business.

Metrics 156

Metrics Software Review Statistics Technical Review 156

Both Sides of the Table

FEBRUARY 6, 2013

identify gaps. But not anal if one founder who shares equity graciously with early employees who are treated as “co-founders” My idea startup team is heaving on tech personnel but also has strong product management. Without strong PMs you build crappy products that nobody needs or that real people can’t use.

Startup 388

Startup Slides Outsource Development Sales 388

Startup Professionals Musings

APRIL 26, 2021

As a long-time advisor to entrepreneurs and occasional angel investor, I often see and hear innovative product pitches that sound exciting, but are missing one or more of the key business elements that investors deem critical for funding consideration. Identify your intellectual property or “secret sauce.”

Funding 132

Funding Template Resource Competition 132

Startup Professionals Musings

JANUARY 23, 2011

All the experts these days are talking about the increasing need for customer focus and maximizing sales. Typically entrepreneurs and even professional sales people think this means more emphasis on the customer selling process, when in fact it means spending more time understanding the customer buying process (view from the customer).

Sales 93

Sales Customer Custom Competition 93

SoCal Tech Calendar

NOVEMBER 3, 2016

He believes that price, product and features are not the differentiators upon which customers make their decision. And while the numbers have to add up, it’s only by making the customer “feel” something for your product or service - on an emotional level - that it’s possible to attract audiences, create connections and close sales in volume.

Marketing 100

Marketing Incubator Los Angeles Pricing 100

Startup Professionals Musings

SEPTEMBER 21, 2020

For a new business, you can provide unique ingredients, but the preparation steps in your business plan must follow a tried and true recipe for startup success: Identify a market with a real need. If you can’t identify customer interest, it doesn’t matter how good your product is.

Startup 156

Startup Coach Metrics Marketing 156