ConversionXL

NOVEMBER 5, 2020

Choose to expand vertically or horizontally. For ambitious agencies, taking an MVP approach can unlock incredibly lucrative revenue streams. However, it did communicate everything a potential client needed to know and was responsible for my first $9,000 in monthly recurring revenue. There’s plenty of pie to go around.

PR 120

PR B2B Lean Audience 120

Steve Blank

JUNE 8, 2009

In the last three posts, we drew the relationship of market risk and invention risk with vertical markets and pointed out verticals where customer development would be useful. In contrast to simply executing your business plan, the Customer Development process is built on low-cost and continuous learning and iterating.

Vertical 126

Vertical Silicon Valley RSS Marketing 126

Startup Lessons Learned

AUGUST 24, 2009

What is the right revenue model? I have a question though- do you think that most content metrics (the ebook example you mentioned) should be developed by the "author" to target their specific data, or do you think there are opportunities for a new business vertical that give these tools directly to the creator.

San Francisco 113

San Francisco Lean Technical Review Distribution 113

Steve Blank

NOVEMBER 16, 2009

I was in New York last week with my class at Columbia University and several events made me realize that the Customer Development model needs to better describe its fit with web-based businesses. In it, I got asked a question I often hear: “What if we have a web-based business that doesn’t have revenue or paying customers?

Customer Development 228

Customer Development Web Developer Customer 228

Steve Blank

APRIL 22, 2009

Corner Cases and Consensus are For Large Companies Carefully considering each and every possible outcome before you proceed with a decision is something large companies with large revenues, shareholders and employees need to do. Customer Development.) They are about forward motion, momentum and feedback loops (i.e.

Silicon Valley 208

Silicon Valley RSS California Customer Development 208

Steve Blank

NOVEMBER 5, 2009

Chasing funding versus chasing customers and a repeatable and scalable business model, is one reason startups fail. Product Development – Getting Funded as The Goal In a traditional product development model, entrepreneurs come up with an idea or concept, write a business plan and try to get funding to bring that idea to fruition.

Customer Development 270

Customer Development Developer Customer Silicon Valley 270

David Teten

SEPTEMBER 23, 2017

HOF Capital has stitched together our workflow across Google Suite , Slack , Airtable , Asana , Streak , and some other tools (leveraging Zapier for basic 3rd party integration, in addition to custom development for certain other integrations). The VC Software Stack — the Untouched Vertical. A (Micro) VC’s Tech Stack. *

Private Equity 60

Private Equity Venture Capital Equity Technical Review 60

Steve Blank

AUGUST 31, 2009

In the next few posts that follow, I’ll describe more specifically how this model distorts startup sales, marketing and business development. Was the sales revenue model based on actually testing the hypotheses outside the building? —– Part 2 of the Customer Development Manifesto to follow.

Customer Development 245

Customer Development Developer Customer Silicon Valley 245

Steve Blank

APRIL 23, 2009

I was asked to explain why a marketing program that cost $150,000 bucks literally generated nothing in revenue for the company. Reply Customer Development Gut Checks « Market By Numbers - Brant Cooper , on April 28, 2009 at 11:38 am Said: [.] They hit each other with baseball bats until one of them dropped.)

Silicon Valley 120

Silicon Valley RSS California Customer Development 120

Steve Blank

APRIL 16, 2009

We did that when we surveyed our customers. And in this very unique case, we figured out how to maximize revenue and profit by branding and product line extensions. Marketings job is to take engineering products and use them to maximize revenue and profit. This requires deep customer and competitive knowledge.

Silicon Valley 149

Silicon Valley Product RSS Engineer 149

Steve Blank

SEPTEMBER 7, 2009

This post describes how following the traditional product development can lead to a “startup death spiral.&# In the next posts that follow, I’ll describe how this model’s failures led to the Customer Development Model – offering a new way to approach startup sales and marketing activities.

Customer Development 233

Customer Development Developer Customer Silicon Valley 233

Steve Blank

SEPTEMBER 24, 2009

When a startup finds a repeatable sales process and steadily increasing revenue, its investors wants to harvest the rewards and build a culture of “execution.” 4) You don’t see any revenue gain past three years. 5) The customer’s needs don’t match your long term direction.

Customer 218

Customer Silicon Valley RSS California 218

www.rocketwatcher.com

NOVEMBER 8, 2010

A good set of metrics will allow me to predict that if I spend $1 on a certain marketing tactic, I’m likely to get $X of revenue in Y days. Closed revenue – the actual value of the deal after it has closed. Opportunity Pipeline – the dollar value of the opportunity. If you enjoyed that, you should subscribe!

B2B 42

B2B Metrics Marketing Startup 42

Steve Blank

JULY 2, 2009

You can be an Independent studio or do “work for hire&# (either a revenue share or buy-out model) - If you’re an independent studio you have a set of choices for distribution channel and marketing models. - We understood none of this. More detail in future posts. steve Twitted by altgate , on July 2, 2009 at 5:22 pm Said: [.]

Silicon Valley 120

Silicon Valley Technical Review RSS Software Review 120

A Smart Bear: Startups and Marketing for Geeks

OCTOBER 24, 2011

Because then you’d miss out on: Whether it’s better experience to build a complete, tiny startup or to do more in-depth customer development for a meatier problem. So that means stuff like thinking about what a business model might be, it does mean customer development. So I have a question for you, Jason.

Cofounder 208

Cofounder Technical Review Software Review Differentiation 208

Steve Blank

SEPTEMBER 3, 2009

This post describes how the traditional product development model distorts startup sales, marketing and business development. This post describes how the traditional product development model distorts startup sales, marketing and business development. Freemium models have their own scorekeeping.)

Customer Development 229

Customer Development Developer Silicon Valley Customer 229

Steve Blank

SEPTEMBER 10, 2009

In future posts I’ll describe how Eric Ries and the Lean Startup concept provided the equivalent model for product development activities inside the building and neatly integrates customer and agile development. After twelve months Handspring’s revenue was $170 million. They never understood Market Type. End result?

Customer Development 222

Customer Development Developer Customer Silicon Valley 222

Steve Blank

AUGUST 24, 2009

Page views drive his ad revenue, which is probably CPM based. Reply Chris Neumann , on August 26, 2009 at 9:41 am Said: I think you need to look at the incentive system for TechCrunch. Mike Arrington is a capitalist. He knows how to publish articles that drive page views, and this is a good one.

Silicon Valley 215

Silicon Valley PR Technical Review RSS 215

Steve Blank

APRIL 30, 2009

Hopefully you and your co-founders are experts in one or two parts (agile development, SEO/SEM, etc.) But the rest; sales, marketing, bus dev is actually customer development that the founder needs to understand. so at least some parts are being run by people who know what they are doing.

Sales 120

Sales Silicon Valley RSS Las Vegas 120

Steve Blank

OCTOBER 31, 2014

But if you want to build a scalable startup you need to be asking how you can you get enough customers/users/payers to build a business that can grow revenues past several $100M/year. Creating a vertically oriented regional ecosystem is a pretty amazing accomplishment for any country or industry. With 317 million people the U.S.

Global 335

Global Australia Silicon Valley China 335

Steve Blank

MAY 4, 2009

But without sales there is no revenue, and without revenue there is no company. All the strategic thinking in the world won’t make up for a missed revenue plan. If sales revenue and profits are high enough, we could take the company public or sell it, and the stock would be worth more than the paper it was printed on.

Silicon Valley 133

Silicon Valley RSS Non-Compete California 133

Steve Blank

FEBRUARY 23, 2009

It’s a process that doesn’t exist in large companies with existing customers and markets. I call this process “Customer Development,” a sibling to “Product Development,” and each and every startup that succeeds recapitulates it, knowingly or not. But it is life and death for a new venture. Looked up for a kindle edition.

Silicon Valley 135

Silicon Valley RSS Venture Capital California 135

news.ycombinator.com

SEPTEMBER 16, 2011

We already have some competitors in the vertical and while there is no point in trying to hide the actual idea, there are differences in the way we implement stuff that can get us an advantage over the competition. >> flavor of a question-and-answer, poll-your-friends site with a distant revenue model and no user acquisition strategy.

Stealth 41

Stealth Technical Review Startup Software Review 41

Steve Blank

JUNE 22, 2009

We Changed Our Mind In 1966, 10 years after Hewlett’s memo, Hewlett Packard’s revenue and headcount had grown ten fold; $200 million and 11,000 employees – all from test and measurement equipment. I have no personal knowledge of computers nor does anyone in our organization have any appreciable knowledge.

Silicon Valley 192

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Steve Blank

OCTOBER 1, 2009

Sloan put in place GM’s management accounting system (borrowed from DuPont) that for the first time allowed the company to: 1) produce an annual operating forecast that compared each division’s forecast (revenue, costs, capital requirements and return on investment) with the company’s financial goals.

Silicon Valley 184

Silicon Valley United States RSS Customer Development 184

Steve Blank

AUGUST 27, 2009

This series of posts is a brief explanation of how we’ve evolved from Product Development to Customer Development to the Lean Startup. The Product Development Diagram Emerging early in the twentieth century, this product-centric model described a process that evolved in manufacturing industries.

Silicon Valley 271

Silicon Valley Product Startup RSS 271