Channel SEM Technology Venture Capital 
Both Sides of the Table
APRIL 26, 2016
The reality of CAC is both the when you scale your acquisition “channel” costs usually go up plus when you find a great channel others notice it and drive up the costs as they compete with you in that channel. So if you paid $100 for a customer who converted via a Facebook ad or Google search ad (SEM) that is not your CAC.
Steve Blank
APRIL 30, 2009
SuperMac sold our graphic boards for the Macintosh through multiple distribution channels: direct sales to major accounts, national chains, independent rep firms, etc. But the computer retail channel was a large part of our sales. Or blame my MarCom department who approved it.
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Cracking the Code
NOVEMBER 10, 2009
Forget everything you learned about software channels. The internet is your new channel and Technology Enabled Service providers are among the few partners that actually care if you succeed (more.) Your caution in Law 6 about over-estimating the impact of SEM and other lead-generation activity is particularly astute.
This is going to be BIG.
JULY 26, 2010
The only concern was that they didn’t know what their cost of customer acquisition was, nor did they which channels would be most effective, or how much they could acquire out of each channel. You can spend the next six weeks trying out a bunch of different channels and seeing what works, which is what we recommended.
www.forentrepreneurs.com
FEBRUARY 2, 2010
Far more common is a need to acquire customers through a series of steps like SEO, SEM, PR, Social Marketing, direct sales, channel sales, etc. Extensive use of software to automate all processes such as SEO, SEM, social networking, lead scoring, lead nurturing, CRM, etc. that will cost the company significant amounts of money.
Steve Blank
DECEMBER 7, 2010
If you’ve read any of my previous posts, you know I believe that: 1) a product is just a part of a startup, but understanding customers, channel, pricing, etc. What unique insight do you have into the market dynamics or into a technological shift that makes this a fresh opportunity? How does it differ on the web versus other channels?
VC Adventure
FEBRUARY 5, 2013
Early on, often before you raise venture capital, you want to create a clear picture of what the future looks like. Just because you are a product-focused or technology-focused company doesn’t mean that you aren’t building a brand. Some of the best technology companies have built the stickiest brands.
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