Both Sides of the Table
JULY 14, 2010
They are tasked with “getting deals done&# so they race around talking to tons of potential partners inking anything from channel sale deals , product integration, international distribution agreements, co-marketing arrangements, M&A discussions, etc. Here’s how it goes: You have a business development group with two people.
Both Sides of the Table
APRIL 4, 2011
How many through SEM? per click on an SEM basis this is NOT your cost to acquire a customer – you need to add conversion rate. 10% of our revenue is coming from direct sales of our banner inventory. 15% is coming from in-app product sales (25% of these with cash, 75% with “incentivized offers.”). SEO is seldom “free.”.
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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. No one wants to sit next to the VP of Sales.
A Smart Bear: Startups and Marketing for Geeks
OCTOBER 31, 2011
I spent only hundreds of dollars a month and covered the entire spectrum of SEM. I had none of those things at Smart Bear , no unfair advantage at all, no network, no blog, no insights, no sales skills, no marketing skills, not even a particularly good product. But this was 2003 when AdWords was new. I bought ads for $0.05/click
Both Sides of the Table
MARCH 1, 2011
You need to be great at something: technology back-end, front-end design, usability, sales, marketing, quantitative analysis, leadership –> whatever. Only after you’ve done all this can you consider whether or not it makes sense to pay for any marketing such as SEM, PR, trade show expenditure, etc.
Both Sides of the Table
JUNE 27, 2011
Because market is such a broad topic, I’m restricting these lessons to PR marketing (as opposed SEO, SEM, product marketing, etc.). Marketing futures can be really good for enterprise software companies where the information is passed between sales rep and potential customer in terms of near-term roadmap.
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. Oh yes, and retail sales doubled with the new product packaging.
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