Remove Capital Remove Customer Remove Marketing Remove Sales

Venture Capital is About Human Capital

Both Sides of the Table

It’s easy to think the role of a VC is to have strong opinions about markets, trends, tech dynamics and so forth. Fundamentally venture capital is about human capital. Marketing departments, software partners and investors have now woken up to this opportunity.

10 Key Principles To Drive Customer Decisions Today

Startup Professionals Musings

Today’s customers are overloaded and overwhelmed by too much information, so making a decision is a challenge. Every aspect of your business must be about sales. No matter how certain you are that your solution perfectly matches customer needs, you will be wrong.

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How to Acquire Customers by Marketing “Heroes”

Both Sides of the Table

Social Proof in Action … Yesterday I wrote about the benefits of using social proof and authority in raising venture capital. Social proof is defined as “looking for others to guide our decisions&# and is also one of the most important techniques in acquiring customers in your company.

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How to Know When to Sell vs. When to Market to Customers

Both Sides of the Table

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. You know exactly when you want to sell to this customer and presumably it’s this quarter!

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How Today’s Full Customer Buying Journey Is Critical

Startup Professionals Musings

In today’s totally interconnected world with its abundance of information, choices, and marketing, how your customers buy has drastically changed. Think about how much Starbucks customers have changed what you need to consider to sell a cup of coffee.

My story: Fail locally, one customer at a time.

Berkonomics

In my case as a young software entrepreneur, I had a different approach: Fail Locally, one customer at a time. You just had to be lucky, write reasonably good code and land in an industry with some legs, and of course, treat the customer well. And I would learn customer service.

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10 Marketing Lessons for Early-Stage Tech Startups

Both Sides of the Table

The following are some lessons I learned about early-stage startup marketing. Because market is such a broad topic, I’m restricting these lessons to PR marketing (as opposed SEO, SEM, product marketing, etc.). I call this “marketing futures.&#

10 Sales Truths Every Entrepreneur Needs To Practice

Startup Professionals Musings

Today’s customers are overloaded and overwhelmed by too much information, so making a decision is a challenge. Every aspect of your business must be about sales. No matter how certain you are that your solution perfectly matches customer needs, you will be wrong.

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How To Win Key Decision Points With Today’s Customers

Startup Professionals Musings

Today’s customers are much more in control of their buying decision, as they have more choices and more information than ever before. Bloom’s classic book, “ The New Experts: Win Today's Newly Empowered Customers.” Capitalize on the multiplier moment.

Smart Entrepreneurs Know Customer Buying Moments

Startup Professionals Musings

Today’s customers are much more in control of their buying decision, as they have more choices and more information than ever before. Bloom’s recent book, “ The New Experts: Win Today''s Newly Empowered Customers.” Capitalize on the multiplier moment.

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4 Customer Decision Moments And How To React To Each

Startup Professionals Musings

Today’s customers are much more in control of their buying decision, as they have more choices and more information than ever before. Bloom’s classic book, “ The New Experts: Win Today's Newly Empowered Customers.” Capitalize on the multiplier moment.

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MindTouch Picks Up $12M For Customer Self Service Software

socalTECH

San Diego-based MindTouch , a developer of software-as-a-service tools to help companies create self-service, customer support sites, has raised $12M in a Series A funding. The funding came from PeakSpan Capital, along with SK Ventures and SAP SE. MindTouch's software provides customer support search tools, product information, and more to end users. mindtouch venture capital customer self service portal saas

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8 Keys To Market Delivery Of Innovative Technologies

Startup Professionals Musings

Since I am a techie at heart, I always get excited when founders pitch their new innovation as “disruptive,” meaning that it is so unique that it will create a new market and disrupt the existing value network, displacing established products and markets.

Nimble's Jon Ferrara On Retaining And Keeping Customers

socalTECH

This year, we're sponsoring the Recurring Revenue Conference (www.recurringrevenueconference.com), presented by Sutton Capital Partners. As part of our sponsor relationship with the conference, we're running a series of interviews with speakers from the conference about their experience in the area of recurring revenues, customer service, and similar topics. What's the biggest lesson you've learned about retaining and keeping your customers using the subscription model?

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A Conversation With Appetize's Kevin Anderson On Getting Customer Service Right

socalTECH

This year, we're again sponsoring the Recurring Revenue Conference (www.recurringrevenueconference.com), presented by Sutton Capital Partners. As part of the lead in to the conference, and as a part of our sponsor relationship with the conference, we're running a series of interviews with speakers from the conference about their experience in the area of recurring revenues, customer service, and similar topics. We respond very quickly to all of our customers.

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Technology Means Pain and Customers Want Solutions

Startup Professionals Musings

He has forgotten that new technologies are perceived by most customers as causing more pain than the problems they hope to eliminate. Let me be clear – technology and market-driven need not be mutually exclusive! Is your product tempered with actual market and customer feedback?

Custom 100

Master of Customer Acquisition, Matt Coffin, On Startups …

Both Sides of the Table

He is very hands-on and helpful – especially for any company looking into customer acquisition. What better than to have capital from somebody who has actually done it in the trenches? o Everything is for sale but it’s the price that moves the timing.

6 Market Research Sources That Fit A Limited Budget

Startup Professionals Musings

Many entrepreneurs are so enamored with their product vision that they believe their own hype, and are convinced that the market for their solution is so huge that no one will ask them for independent market research data. Conduct your own customized market research.

Startup Sales Lessons From TLC’s “Say Yes To The Dress”

InfoChachkie

If you have your eyes and ears open, you can discover sales lessons in unexpected places, including the cable TV show, Say Yes To The Dress. There are a number of solid sales techniques on display by the Say Yes team. Startup sales require high velocity.

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Spotlight Names Marketing Chief

socalTECH

Calabasas-based Spotlight , the developer of ticket management software-as-a-service, said today that it has appointed Richard Dym as its Chief Marketing Officer. The company is backed by POint Judith Capital. spotlight ticket management service saas executive marketing

Female Entrepreneurs, AI and Investing: A Chat With Meredith Finn, March Capital

socalTECH

The summit is now associated with March Capital Partners (www.marchcp.com). We spoke with Meredith Finn a new Partner at March Capital--who headed up that the Rise of the Female Entrepreneur sessions this year--to hear more about her perspectives on investments, what the Rise of the Female Entrepeneur was all about, March's interests in artificial intelligence and more. What's your role at March Capital? Meredith Finn: I joined March Capital at the beginning of the year.

This Week in Venture Capital – Episode 4

Both Sides of the Table

Dave’s a great guy with a good sense of humor and a broad knowledge of the market, which is why I was excited that he could be on the show. Here’s why that is important: when users are on your website you want to convert them to become paying customers.

3 Sales Tips for Startups – Creating a Burning Platform

Both Sides of the Table

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. I first heard this term from the guys at First Round Capital. This is part of my ongoing series Startup Advice.

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Julie Schoenfeld On Perfect Market's New Funding

socalTECH

This morning, Pasadena-based Perfect Market (www.perfectmarket.com) announced a new, $9M round of funding for the firm's technology, which is used to help publishers monetize their content. Julie Schoenfeld: Intersting, the Los Angeles Times was one of our first customers.

What Do You Need to Do to Improve Sales? Here’s a Start …

Both Sides of the Table

I write about sales often both because it’s the lifeblood of any organization and because in my experience it is the area in which more startups are least experienced or inclined. I also write and talk about it frequently because raising capital is a part of sales and this is important for entrepreneurs to understand. To make it simple and easy to remember – there are three basic rules of sales: 1. And it’s the start of any great sales process.

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Startups Must Tout Market Needs Before Technology

Startup Professionals Musings

He has forgotten that new technologies are perceived by most customers as causing more pain than the problems they hope to eliminate. Let me be clear – technology and market-driven need not be mutually exclusive! Is your product tempered with actual market and customer feedback?

What This Dive Bar Can Teach You About (Not) Marketing

InfoChachkie

Too bad, as they would be well served to study Dirty Franks marketing plan, which has withstood the test of time. Franks didn''t need a sign, let alone a marketing budget. Hurry Up And Stop Marketing. Entrepreneur and noted investor Brad Feld unwittingly echoed Franks approach to marketing when, during a discussion with me , he declared, " …companies should… focus on building amazing products. If you have amazing products, the marketing of those products is trivial.

Investors Love A Credible Entrepreneur Market Sizing

Startup Professionals Musings

Many entrepreneurs are so enamored with their product vision that they believe their own hype, and are convinced that the market for their solution is so huge that no one will ask them for independent market-research data. Conduct your own customized market research.

5 Startup Strategies To Capitalize On Today’s Culture

Startup Professionals Musings

Examples include the Conscious Capitalism® movement, led by John Mackey of Whole Foods, the B Team , led by serial entrepreneur Sir Richard Branson, and the Benefit Corporation (B Corp) form of business now available in 30 states.

Do Not Obsess On Names – Obsess On Delivering Awesome Customer Value

InfoChachkie

If Smucker’s can annually generate hundreds of millions in sales for a variety of food products, there is little risk that a mediocre company or product name will preclude you from achieving similar success. Instead, expeditiously pick a reasonable moniker and then get back to work delivering value to your customers. However, if this is true, “Aardvark” would have been a more clever choice and equally as relevant to online book sales.

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Pour And Stir II – Managing Your Cost Per Customer

InfoChachkie

As noted in Pour and Stir Part I , the key to the successful execution of this strategy is managing the following equation: The cost to acquire a customer < lifetime value of a customer. Decreasing Your Customer Acquisition Costs.

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Is Your Startup Ready for Investment Capital?

Tech Zulu Event

Is it a good market opportunity? Start by figuring out who your target market is—and no, not everyone is your target market. Identify those segments that will be your best potential customers and use financial projections to predict how much you will be able to sell to them.

Invest 100

RingRevenue Creates A New Performance Marketing Revenue Channel

InfoChachkie

Messenger : Rob Duva , Co-Founder, COO RingRevenue, prior Director of Customer Acquisition, CallWave. Value Prop Twitter Style : “Ringrevenue’s call performance marketing platform enables ad networks, agencies, advertisers & publishers to generate more inbound sales calls.”.

Interview with Jeb Spencer, TVC Capital

socalTECH

The firm's investor was San Diego-based TVC Capital , which invested only $4M in total in Accordent before it was acquired. Jeb Spencer: The goal at TVC Capital is to do exactly this. The market was probably $100 million or less when we first looked at Accordent.

6 Ways To Find A Fundable Startup Market Opportunity

Startup Professionals Musings

Many entrepreneurs are so enamored with their product vision that they believe their own hype, and are convinced that the market for their solution is so huge that no one will ask them for independent market research data. Conduct your own customized market research.