Both Sides of the Table

APRIL 8, 2010

Most technology startups seem to be founded by three types of people: product managers, engineers or biz dev types (MBAs and the like). Very few of them are started, in my experience, by sales people and very few early stage companies really understand sales. Here’s mine: Let me start with a few biases.

Startup 350

Startup Sales Framework Organization 350

Startup Professionals Musings

AUGUST 24, 2019

They advocate investing in their new framework, where the Z.E.R.O. New products and startups often require a culture shift to drive acceptance, which can best be accelerated by zealots or a visible chief disciple, like Steve Jobs. As I mentioned, this framework is powerful, but none of these elements are free. Long-term sales.

Media 95

Media Framework Social Media Metrics 95

Berkonomics

JULY 9, 2011

These are so succinct, so well defined, so precise that everyone in sales and everyone involved in marketing must be able to answer these three questions without pause, and convincingly. It would pay you to work over this set of questions in a special session with sales, marketing and senior management in the room at once.

Sales 222

Sales Customer Custom Pricing 222

Startup Professionals Musings

APRIL 7, 2021

The basic alignment framework of strategy, customers, people, and processes hasn’t changed, but the pace of technological, competitive, and social change has increased at an amazing rate. If you have had to pivot from the consumer market to enterprise customers, that requires new pricing models and new sales channels.

Social Media 143

Social Media Startup Framework Course 143

Startup Professionals Musings

AUGUST 14, 2023

Patagonia , a successful outdoor products company, combines building safe high-quality products with philanthropic efforts to help the environment. In the name of this cause, the company donates time, services, and at least one percent of their sales to hundreds of grassroots environmental groups around the world.

Framework 95

Framework Customer Custom Tips 95

Startup Professionals Musings

MAY 6, 2022

A while back, Gartner formalized their ‘big data’ definition as a “3V” framework - high Volume, high Velocity, and high Variety information asset, requiring new forms of processing to enable enhanced decision making, insight discovery and process optimization. billion websites, and e-retail sales surpassed 4.2 trillion U.S.

Social Media 96

Social Media Research Framework Sales 96

Both Sides of the Table

FEBRUARY 16, 2015

So operating at a higher level, helping to set the framework for decision making and then sitting down and watching the game be played, is certainly the way to go.” Here is where I see this really play out: Product Management. Most CEOs fancy their own product skills and like to weigh in on priorities. I did this.

Startup 150

Startup Sales CTO Coach Course 150

Startup Professionals Musings

NOVEMBER 21, 2020

Patagonia , a successful outdoor products company, combines building safe high-quality products with philanthropic efforts to help the environment. In the name of this cause, the company donates time, services, and at least one percent of their sales to hundreds of grassroots environmental groups around the world.

Tips 174

Tips Framework Customer Custom 174

socalTECH

MAY 17, 2019

For today's interview, we sat down and spoke with David Loo , the founder and CEO of Perspectium (www.perspectium.com), a startup which is developing service management applications designed to help connect different, enterprise service management software products together. Perspectium recently raised a funding round from TVC Capital.

SaaS 113

SaaS Startup Customer Custom 113

Startup Professionals Musings

SEPTEMBER 3, 2017

They advocate investing in their new framework, where the Z.E.R.O. New products and startups often require a culture shift to drive acceptance, which can best be accelerated by zealots or a visible chief disciple, like Steve Jobs. As I mentioned, this framework is powerful, but none of these elements are free. Long-term sales.

Advertising 66

Advertising Marketing Startup Framework 66

Startup Professionals Musings

JANUARY 23, 2015

They advocate investing in their new framework, where the Z.E.R.O. New products and startups often require a culture shift to drive acceptance, which can best be accelerated by zealots or a visible chief disciple, like Steve Jobs. As I mentioned, this framework is powerful, but none of these elements are free. Long-term sales.

Marketing 100

Marketing Social Media Framework Media 100

Startup Professionals Musings

FEBRUARY 6, 2021

For example, early adopters may be easily sold, but new technology product success really hinges on adoption by certain demographics, perhaps more influenced by celebrities or mommy bloggers. The last thing you need in a startup is a false start, where you can’t deliver on a product change deadline, or a new marketing channel.

Startup 155

Startup Resource Metrics Technical Review 155

InfoChachkie

SEPTEMBER 29, 2014

Sometimes we measure things and see that in the short term they actually hurt sales. If improperly administered, meetings become counter-productive, especially as an organization grows beyond its initial startup phase. If you haven''t already subscribed yet, subscribe now for free weekly JohnGreathouse.com articles!

Tips 223

Tips Framework Metrics Cloud Computing 223

Both Sides of the Table

SEPTEMBER 28, 2014

Let’s set up a framework. We’re going to start aggressively spend money on marketing our product. Gross margin (GM) is the amount of profit you make per sale of your product or service taking into account your total costs of selling that product or service. Here’s overall what you need to know.

Startup 383

Startup Company Companies .Net 383

Startup Professionals Musings

OCTOBER 20, 2013

They advocate investing in their new framework, where the Z.E.R.O. New products and startups often require a culture shift to drive acceptance, which can best be accelerated by zealots or a visible chief disciple, like Steve Jobs. As I mentioned, this framework is powerful, but none of these elements are free. Long-term sales.

Media 101

Media Marketing Startup Framework 101

Both Sides of the Table

APRIL 17, 2016

It is a hugely compelling show because Zakaria covers world issues that will affect all of us in ways that are accessible and with frameworks for processing disparate information. It seems to me that we obsess too much with product features, sales pipelines, competitive pressures, fund raising and such.

Coach 150

Coach Technical Review Framework Google 150

Startup Professionals Musings

AUGUST 9, 2019

A while back, Gartner formalized their ‘big data’ definition as a “3V” framework - high Volume, high Velocity, and high Variety information asset, requiring new forms of processing to enable enhanced decision making, insight discovery and process optimization. Protecting the environment. Social media and web data.

Social Media 94

Social Media IBM IBM Commerce 94

Both Sides of the Table

MAY 24, 2018

controlling your psychology ) you no doubt have heard me say that raising capital is a sales & marketing process. Decision Dynamics Each firm makes decisions in different ways so understanding the firm’s decision framework matters. This is Sales 101. How does the partnership typically make its final investment decisions?

Venture Capital 314

Venture Capital Technical Review Invest Slides 314

Both Sides of the Table

NOVEMBER 4, 2010

Let me start with Professor Christensen’s definition: “An innovation that is disruptive allows a whole new population of consumers access to a product or service that was historically only accessible to consumers with a lot of money or a lot of skill.&#. They offered a product that didn’t even try to compare with Siebel.

Startup 376

Startup Framework Marketing Customer 376

TechCrunch LA

MARCH 17, 2019

The framework of the agreement is expected to include VW making an investment into Ford-backed autonomous vehicle startup Argo AI. Freight railroad owner Genesee & Wyoming is considering a sale of all or part of itself, Bloomberg reported. billion investment in 2018. VW already has other partnerships. Ford autonomous vehicles.

San Fernando 217

San Fernando Los Angeles Commerce News 217

Inverted Software

JUNE 15, 2018

Our proprietary processes and unique experience helps us evaluate and correct software development practices that have proven inefficient and instill practices that insure productivity and success. This can create some serious issues for you as most new frameworks out there never make it past a Beta stage or version 1.0.

Software Review 51

Software Review Software Development Outsource Development Development Team Review 51

Both Sides of the Table

JUNE 19, 2015

Today I’d like to give that advice in more tangible terms and with a framework to think about your tasks – the funnel. Sales people (and website customer acquisition folks) all think in terms of funnels and yet non-sales professionals seldom do. Lots of people start, very few finish.

Startup 150

Startup Framework Sales Venture Capital 150

Both Sides of the Table

DECEMBER 3, 2009

So I thought I’d try to lay out a framework for how you should think about it as many you will inevitably be faced with this experience. When they promise to help you with marketing, sales, distribution, integrated product development, etc. And I had 2 “strategic&# investors in my first company. it sure is tempting.

Venture Capital 279

Venture Capital Startup Entrepreneur Framework 279

Both Sides of the Table

MAY 26, 2011

They over think the decision framework. And just as my gut feel about the likely success of startups is often determined by looking at their velocity of product development and market progress of their product, so too is recruiting a factor in my assessment. Check your legal framework. Be open and productive.

Startup 335

Startup Technical Review Framework Entrepreneur 335

Startup Professionals Musings

DECEMBER 7, 2014

A while back, Gartner formalized their Big Data definition as a “3V” framework - high Volume, high Velocity, and high Variety information asset, requiring new forms of processing to enable enhanced decision making, insight discovery and process optimization. Protecting the environment. Social media and web data. Much change is needed here.

Entrepreneur 109

Entrepreneur Social Media IBM IBM 109

Both Sides of the Table

JANUARY 13, 2011

I would argue that this mostly consists of consumer Internet companies (although not exclusively) and it is predominantly early-stage people who are product gurus and have a mildly technical bend to them. I’m a product geek more than a spreadsheet ninja. The product feedback will be invaluable. It’s subtle.

Venture Capital 299

Venture Capital Slides Technical Advisors Startup 299

Startup Professionals Musings

AUGUST 14, 2017

A while back, Gartner formalized their ‘big data’ definition as a “3V” framework - high Volume, high Velocity, and high Variety information asset, requiring new forms of processing to enable enhanced decision making, insight discovery and process optimization. Protecting the environment. Social media and web data.

IBM 75

IBM IBM Social Media Commerce 75

InfoChachkie

SEPTEMBER 15, 2011

At Expertcity (creator of GoToMyPC and GoToMeeting, acquired by Citrix), our VP of Product and Customer Experience led a number of teams during his seven-year tenure including Professional Services, Customer Service and Product Management. Sometimes we measure things and see that in the short term they actually hurt sales.

Tips 279

Tips Startup Framework Customer 279

Both Sides of the Table

FEBRUARY 17, 2011

A year ago I blogged about one of my most common mantras that applies to sales, biz dev & fund raising alike: “ Time is the Enemy of all Deals.&#. I thought I’d try to offer a framework for thinking about the topic. So here’s my framework. They evolve the product faster. They get the PR bump.

Help 303

Help Startup Competition Framework 303

Startup Professionals Musings

APRIL 27, 2013

In 2012, Gartner formalized their Big Data definition as a “3V” framework - high Volume, high Velocity, and high Variety information asset, requiring new forms of processing to enable enhanced decision making, insight discovery and process optimization. Protecting the environment. Social media and web data. Data is the new weapon of defense.

Startup 103

Startup Social Media IBM IBM 103

Startup Professionals Musings

AUGUST 21, 2013

The basic alignment framework of strategy, customers, people, and processes hasn’t changed, but the pace of technological, competitive, and social change has increased at an amazing rate. If you have had to pivot from the consumer market to enterprise customers, that requires new pricing models and new sales channels.

Startup 94

Startup Social Media Entrepreneur Framework 94

Startup Professionals Musings

JULY 24, 2012

The basic alignment framework of strategy, customers, people, and processes hasn’t changed, but the pace of technological, competitive, and social change has increased at an amazing rate. If you have had to pivot from the consumer market to enterprise customers, that requires new pricing models and new sales channels.

Entrepreneur 93

Entrepreneur Social Media Startup Framework 93

Tech Zulu Event

NOVEMBER 15, 2013

A financial model forces you to think through all of the variables that affect the potential profitability of your business from staffing and professional service requirements to sales and marketing costs. For example, when do you expect to start selling your product? How will your product be sold?

Startup 85

Startup Acquisition Invest Framework 85

Startup Professionals Musings

OCTOBER 25, 2014

For example, early adopters may be easily sold, but new technology product success really hinges on adoption by certain demographics, perhaps more influenced by celebrities or mommy bloggers. The last thing you need in a startup is a false start, where you can’t deliver on a product change deadline, or a new marketing channel.

Startup 108

Startup Resource Metrics Technical Review 108

SoCal CTO

JUNE 9, 2010

Through advertising or direct sales, these sites harvest intent. Instead of making a few dollars per sale and hoping for thousands of sales, you sell to only a few customers, and charge much higher rates. My Obsession With The Product - Feld Thoughts , May 3, 2010 For some reason I’ve been doing a lot of interviews lately.

Startup 248

Startup Venture Capital Conference Social Media 248

SoCal Delicious

JANUARY 9, 2014

Simon Sinek’s Golden Circle framework “People don’t buy what you do, they buy why you do it” Simon Sinek If your customers believe in your mission, then they’ll warm to you and listen to what you offer and how. Having a clear focus means it’s easier to communicate what your product is and who it’s for. Here are two examples.

Startup 78

Startup Design Customer Custom 78

socalTECH

FEBRUARY 8, 2019

People are all now using their mobile devices to find products and services. I then came to Futuredontics, when I came up through product, then business development, and operations. That includes the head of data science, technology, the head of marketing, the head of membership, and sales. So, that's my story.

Startup 113

Startup CitySearch Outsource Development Organization 113