Both Sides of the Table

APRIL 3, 2014

Whenever I heard why we didn’t feel a sales process at an important customer was going well (or if we lost) I would get involved myself. They are as good at selling you as they are at selling your product to customers. By definition an MVP (minimum viable product) means there’s room for improvement.

Sales 382

Sales Help Startup Pricing 382

Both Sides of the Table

APRIL 20, 2010

The terms “CTO&# and “VP Engineering&# have such stigmas associated with what they are that I’m sure some people will feel uncomfortable with the definitions I’ve put forward. They care about the quality of what is build more than they care about end customers. In summary.

CTO Hire 400

CTO Hire Fractional VPE Startup Outsource Development 400

Both Sides of the Table

MARCH 31, 2012

Her post is short & well written so definitely worth a read if you’re a startup person and want to hear some sensible views on sales. My list of excuses includes: product, pricing, competition and lack of sales support. This includes presentations, ROI calculators, competitive analyses and so forth. In Summary.

Startup 319

Startup Sales Course Competition 319

Both Sides of the Table

FEBRUARY 5, 2011

Whenever I heard why we didn’t feel a sales process at an important customer was going well (or if we lost) I would get involved myself. They are as good at selling you as they are at selling your product to customers. By definition an MVP (minimum viable product) means there’s room for improvement.

Sales 316

Sales Startup Pricing Customer 316

Startup Professionals Musings

DECEMBER 21, 2013

Startups are usually so focused on selling more of their branded product or service to their own customer base (organic growth) that they don’t consider the more indirect methods (non-organic growth) of increasing revenue and market share. Fresh customer base. Even mergers and acquisitions (M&A) came quickly. New management skills.

Organization 97

Organization Competition Startup Acquisition 97

Startup Professionals Musings

AUGUST 12, 2019

Most entrepreneurs are quick to assert to potential investors that their product or solution will kill the competition, but unfortunately your opinion alone is not enough to convince most experienced investors. A competitive advantage to a non-problem or tiny niche is not interesting to investors.

Competition 86

Competition Patents Startup Customer 86

Both Sides of the Table

APRIL 25, 2013

Competitive sportswoman. Kara on one side of the table showing me market sizes, competitive dynamics, product roadmaps, pricing plans for physical products with COGS and gross margins. In the most perfect sense of the definition. Remember, it’s about Lines, Not Dots. I first met Kara 5 years ago. Stanford MBA. Kara as CEO.

Startup 398

Startup Design Downey Activity 398

Startup Professionals Musings

JUNE 13, 2014

In addition to obvious economic challenges, the emerging generation of customers is determined to radically change the rules for customer engagement. He makes a convincing argument that it’s time for every company to get prepared for the next customer generation, or your company is heading toward life support.

Customer 96

Customer Custom Social Media Outsource Development 96

Startup Professionals Musings

AUGUST 1, 2015

In addition to obvious economic challenges, the emerging generation of customers is determined to radically change the rules for customer engagement. He makes a convincing argument that it’s time for every company to get prepared for the next customer generation, or your company is heading toward life support.

Customer 97

Customer Custom Social Media Outsource Development 97

Both Sides of the Table

FEBRUARY 14, 2010

One of our core tasks was “market analysis,&# which consistent of: market sizing, market forecasts, competitive analysis and then instructing customers on which direction to take. Continually seek the truth in the form of better customer surveys, more insightful market analyses and more accurate ROI calculations.

Statistics 415

Statistics Startup Report Research 415

Startup Professionals Musings

MARCH 4, 2019

Is your marketing focus product-centric or customer-centric ? With a wealth of products now available, customers look for the most memorable experience , not just the best product. Amazon is very customer-centric, but it can make all the difference in retail as well as online. Status factors are more important than demographics.

Customer 85

Customer Custom Product Metrics 85

Both Sides of the Table

OCTOBER 30, 2011

Or simplifying the purchasing process for customers. A way to tell the press and customers what you stand for. This was definitely not an accident and has been the source of at least as much discussion. That’s fine. As long as you don’t care about getting any press. Almost Mona Lisa like. So my conclusion?

Startup 289

Startup Press Software Marketing 289

socalTECH

APRIL 12, 2012

Is Amazon's marketplace the largest competition for what you're doing? Neel Grover: Amazon is definitely the largest competition we have here. They can build a storefront, brand it so the customers know who they are, use tools to email our customers directly, without us getting involved.

Sites 210

Sites Commerce Pricing Product 210

Berkonomics

AUGUST 23, 2012

By definition, your core is your intellectual property foundation, the thing that makes your business most valuable to customers, investors and perhaps someday to potential buyers. There is much to reinforce in such behavior.

Patents 159

Patents Training Advertising Resource 159

Startup Professionals Musings

MAY 14, 2021

For example, I believe that Starbucks surprised most people by proving that they could take a commodity business, a coffee shop, and make it a worldwide profit winner, just by justifying premium pricing with a quality product, the right locations, personalized service, and appealing to the professional customer personas.

Pricing 145

Pricing Startup Competition Examples 145

Both Sides of the Table

NOVEMBER 14, 2017

There is nothing more pure than building a product, putting it out in the world and seeing paying customers using your product and in some cases loving it. As companies get this initial customer feedback on their product they start to have to ask harder questions about unit economics: How much does it cost us to acquire a new customer?

Startup 286

Startup Technical Review Customer Custom 286

Both Sides of the Table

JANUARY 11, 2011

Problem definition (with the market … it’s why you exist). Competition. Progress to date of your company (when started, key milestones, what shape is the product in, any pilot / beta customers, financing). Short sentences, bullet points, easy to read. How you solve that problem conceptually at the highest level.

Venture Capital 340

Venture Capital Slides Doc Startup 340

Startup Professionals Musings

MAY 2, 2021

Of course, we would all like to have a magic list based on more definitive tracking of many real startups over time. Offer customized products or services. By definition, a growth industry has a history and an outlook of at least double-digit annual growth. Choose a large market in a growth industry.

Startup 170

Startup Study Journal Sample 170

SoCal CTO

SEPTEMBER 20, 2011

You’ll learn about competitive products that exist or are being built. Beyond that, I want lots of conversations with experts, users, customers, VCs, partners, etc. Definitely take a look at he suggests you balance the choices. Definitely read the whole thing. You’ll get suggestions for improvements. " Ummm.

Startup 211

Startup IP Ideas Patents 211

Startup Professionals Musings

NOVEMBER 9, 2020

Incidentally, if you never thought of yourself as being an A-Player employee, you probably will struggle even more in the competitive entrepreneur world. Every business purpose must be customer-centric and even altruistic. In this highly competitive world, no growth means falling behind, as a business or in your career.

Entrepreneur 159

Entrepreneur Customer Custom Competition 159

Startup Professionals Musings

NOVEMBER 4, 2020

Your concept has to be understood by customers and investors in 30 seconds or less, and everyone needs to immediately see how awesome it would be, or that they would be nuts not to have it. I’m looking for the “hook” right up front, or I lose interest quickly, just like every customer and investor these days.

Startup 166

Startup Education Ideas Customer 166

socalTECH

DECEMBER 12, 2013

We''re very much a global footprint company, and we have customers from all over the world who fit that type of description. Right now, we have around 380,000 customers, with about a third of those outside the United States. DreamHost is not totally unique, but it''s definitely managed and owned by the founders and team members.

Software Review 238

Software Review Cloud Computing Technical Review Platform 238

socalTECH

OCTOBER 23, 2012

We definitely do post proof-of-concept, and would prefer post-revenue companies. We don't need for you to be breakeven company, but a business with paying customers is great validation in itself. I think the right team and network are very important, as is traction, validated by customers. They're pretty competitive about deals.

Funding 253

Funding Startup Invest Commerce 253

SoCal CTO

SEPTEMBER 20, 2011

You’ll learn about competitive products that exist or are being built. Beyond that, I want lots of conversations with experts, users, customers, VCs, partners, etc. Definitely take a look at he suggests you balance the choices. Definitely read the whole thing. You’ll get suggestions for improvements. " Ummm.

Startup 198

Startup IP Ideas Patents 198

socalTECH

MARCH 21, 2011

There was a real opportunity for me to arbitrage the last decade and a half of my experience in the Internet, and apply that to a products company, and to get some real competitive advantage. Having a strong presence online and strong, positive word of mouth in a relevant audience is a real competitive advantage.

Web 225

Web Social Media SEO Media 225

Berkonomics

OCTOBER 25, 2012

If so, is it one critical customer or a trend? Is it time to focus more resources upon collections, credit research, or even time to “fire some customers” who continually break your rules or take up too much of your resources? A missed cash discount by your accounting department probably means that cash flow is getting tighter.

News 166

News Statistics Resource Sales 166

Startup Professionals Musings

JUNE 26, 2020

To be clear, I define a product specification as the technical definition of your product, to be used for development and testing purposes, with a quick business summary for context. Use non-fuzzy terms to quantify customer value. Provide specifics on the customer business model. and trademarks.

Product 169

Product Summary Startup Examples 169

Startup Professionals Musings

JANUARY 24, 2018

In addition to obvious economic challenges, the emerging generation of customers is determined to radically change the rules for customer engagement. He makes a convincing argument that it’s time for every company to get prepared for the next customer generation, or your company is heading toward life support.

Demand 71

Demand Customer Custom Tips 71

Berkonomics

MARCH 5, 2020

One way to mitigate this is by using early money to create a prototype, to perform market research, to complete the first generation of the product, or to deliver the service to a satisfied customer. And fifth: Competitive risk. . Second: Market risk. . Are you ahead or behind the market with your product or service?

Outsource Development 156

Outsource Development Ideas Resource Patents 156

Berkonomics

JUNE 2, 2022

Few of your contacts will be willing to use their valuable social or political capital helping you with a sales effort, and you will definitely strain your relationship with the intermediary if not a close friend. Are you working with or selling to a particularly important competitor to your target customer?

Ideas 156

Ideas Sales Competition Venture Capital 156

Startup Professionals Musings

MAY 31, 2020

These requirements must be based on market analysis, expert input, and existing customer feedback. It allows all members of your team, including marketing, support, and sales, to size and build the business plan processes they need to find customers, deliver, and maintain grow the business. Provide details on the business model.

Entrepreneur 124

Entrepreneur Startup Summary Product 124

Startup Professionals Musings

JANUARY 3, 2021

Starting an entrepreneurial business, or maintaining the competitiveness of a mature business, requires innovation. As a starting point, I like the Wikipedia simple definition of innovation as “the application of better solutions to meet new requirements or market needs.” Innovation must be driven top down by visionary leaders.

Organization 172

Organization Ideas Technical Review Research 172

Both Sides of the Table

MAY 6, 2018

It definitely has a “d” in it, as in it’s really not fun, raising. Let’s say you have built a SaaS company where a large part of the early revenue comes from a few big customers or a large part of the revenue is services based vs. software based. Fund raising. Let me give you an example.

Funding 236

Funding Venture Capital Startup Entrepreneur 236

socalTECH

JULY 25, 2016

Carlsbad-based satellite broadband provider ViaSat has scored a high profile customer win, saying this morning that it will be providing in-flight Internet and connectivity services to Air Force One , along with other aircraft for senior leaders of the U.S. Government. READ MORE>>.

Venture Capital 100

Venture Capital Conference Competition Pricing 100

Startup Professionals Musings

MAY 15, 2022

By definition, most startups begin as a result of some innovation in product, process, or service. For additional growth, most companies expand the product portfolio to cater to more customers, and sell more to existing customers. The crises definitely hits here, if not earlier, and even the survivors can be dragged down.

Startup 142

Startup Web 2.0 IBM IBM 142

Startup Professionals Musings

OCTOBER 1, 2022

As a mentor to many business professionals and owners, and aspiring entrepreneurs, I find a wealth of innovative ideas, but often less insight on what it really takes to transform ideas into an income stream that can excite new customers into long-term business success. Test your innovation with at least a hundred customers.

Ideas 145

Ideas Startup Case Study Writing 145

Startup Professionals Musings

MARCH 3, 2023

These requirements must be based on market analysis, expert input, and existing customer feedback. It allows all members of your team, including marketing, support, and sales, to size and build the business plan processes they need to find customers, deliver, and maintain grow the business. Provide details on the business model.

Product 112

Product Summary Activity Entrepreneur 112