Our May/June 2016 newsletter highlights thought leadership as a requirement for establishing a presence in the minds of prospects.
A panel of four entrepreneurs will address the practical considerations for evaluating and joining a startup as a co-founder or early employee at a Wednesday, August 17 event at the Silicon Valley Cofounder Academy.
“The Fish and the Bait” is a 1921 Safed the Sage story by William Eleazar Barton originally publish in April 14, 1921 in the Advance.
The Fish and the Bait
There were in a certain city two boys. And they both loved to fish. And there came a day when the Spring was alluring, and they listened unto the Call of the Wild. And they went out of the city, and sat them down by a Certain Stream. And they essayed to fish.
But one of those boys before he went, took a Tomato Can and an Hoe, and went into the Back Yard, and dug until he had a Dozen Worms and a Blister. But the other boy liked to fish and did not like to Dig Worms.
And it came to pass at the end of the day, that they returned home the both of them. But one of them had a string of fish and a Sunburnt Nose, and the other had only a Sunburnt Nose.
And it came to pass that those two boys grew into Manhood. And one of them before he began any New Enterprise, went into the Back Yard of the matter, and did a lot of hard digging. And the other just shouldered his pole and went into the affair, and watched his Cork placidly floating upon the Surface of the Stream, and never going under. And the history of one of these men was a Succession of Successes, and the other was a Series of Sheriff’s Sales.
And when I considered these matters, I said, Life is a Fish Pond, but it is more than that. It is also a Back Yard out of which Worms are to be dug with much Arduous Toil; and other things being equal, one’s String of Fish proportioned unto the Size of his Tin Can of Bait, and the number of blisters in his hands that were made by the Hoe Handle.
For while the Hoe Handle is less pleasant to the hand than the Fishing Pole, it is an Important Element in the catching of Fish.
William Eleazar Barton
Improvisation vs. Preparation In Demos and Interviews
“A month in the laboratory can often save an hour in the library.”
Frank H. Westheimer
Before a demo or customer interview do your homework: don’t ask a question that basic research on a prospects’s website, LinkedIn profile, blog, or Googling can uncover. Asking a basic question shows you have not done your homework.
Always prepare answers to:
- “How much does this cost?”
- “How do we get started?”
- “How many people on your team?”
- “Why did you develop this product?”
Identify two or three key questions you hope to get answers to and allow yourself to have a conversation. If the prospect does not much curiosity about your team and your product, if they are not asking a lot of questions , then thank them for their time and wrap it up. If they are engaged then you can stay engaged.
Safed the Sage Stories
Barton published 326 of these stories in five volumes between 1917 and 1925:
- The Parables of Safed the Sage (1917)
- The Wit and Wisdom of Safed the Sage (1919)
- Safed and Keturah (1921)
- More Parables of Safed the Sage (1923)
- Fun and Philosophy of Safed the Sage (1925)
Related Blog Posts
- Customer Interviews: Spend an Hour On Research to Save a Minute in Conversation
- Customer Interviews: Allow Yourself to Be Surprised
- Tips for B2B Customer Interviews
- Six Elements to Extract In Customer Discovery Interview
- 5 Ways To Start Customer Discovery Interviews
- Early Customer Conversations: Use Appreciative Inquiry and Amplify Positive Deviance
Here are fifteen quotes that each communicate a different truth about negotiation. I have added some commentary to suggest how to apply them.
Entrepreneurs can be paralyzed by the rich set of possibilities they face. It seems almost paradoxical that when you have one choice you can start immediately, when you have two you can flip a coin, but as possibilities multiply the desire to make the best choice can paralyze you. To fully embrace your creativity you must master your dread of the unknown.
I have been selected as a mentor for Startup Weekend Santa Clara Nov-11-2016; here are 5 ways that I plan to assist the teams of entrepreneurs taking part.
I have been working on my adjustments at the half for 2016 and thinking about lost arts and roads no longer taken. As much as we focus on the creation and adoption of new methods and new technologies it can be useful to consider capabilities different societies have abandoned.
OpenSensors today announced a new educational offering called “IoT University” that is designed to offer practical insights as the Internet of Things (IoT) is reaching maturity an wider deployment. Here are some details from their announcement
Announcing the IoT University
IoT is reaching maturity and wide spread usage. Over the last year, we have seen implementations in industries such as commercial buildings, industrial iot and mobility. We realize to many IoT still remains a mystery and a buzz word. IoT is new and complex. Our IoT starter course will send a simple, clear explanation of a topic direct to your inbox each day for 5 days.
You can register at https://university.opensensors.io/university/
Learn how to choose the best connectivity network for your project
How sensors communicate with the Internet is a key aspect when conceiving of a connected project. There are a number of ways to connect your sensors to the internet dependent upon the needs and limitations of a particular project. Key aspects when considering network connectivity:
- Range – are you deploying to a single office floor or an entire city?
- Data Rate – how much bandwidth do you require? How often does your data change?
- Power – is your sensor running on mains or battery?
- Frequency – have you considered channel blocking and signal interference?
- Security – will your sensors be supporting mission critical applications?
To see a full matrix of common communication technologies that you can choose from–including their tradeoffs–see https://www.opensensors.io/connectivity
“The Internet of Things in Practice” by Yodit Stanton
“We are at the dawn of an age of connected things, Internet of Things (IOT), some predict that there will be 25 billion new connected devices over the new few years. In this talk, we will peel away the hype and talk about the practicalities of managing IOT at scale. We will explore the protocols, the message queues and the eternal problem of standards.
This talk will be a practical one where we will a demonstrate the ingestion and processing of IoT data using azondi, our open source IOT message processing engine, built in Clojure using Netty and implementing the LMAX reactor model.”
Description of “The Internet of Things in Practice” by Yodit Stanton at Strangeloop 2014
Our Support of OpenSensors
We have assisted Yodit Stanton and the team at OpenSensors since early 2016. Our primary focus has been on helping the refine their sales process. We have helped the team to gather, organize, and analyze feedback from clients and prospects. We are excited by their new IoT University offering and believe it will cut through the escalating hype around IoT to offer pragmatic guidance for planning both the technical and business aspects of new deployments. The team brings considerable expertise in designing and deploying real time monitoring systems for a variety of applications.
Related Blog Posts
Here is a miscellany of quotes and reflections on fatherhood triggered by Father’s Day 2016.
You can follow @skmurphy to get these quotes for entrepreneurs hot off the mojo wire or wait until they are collected in a blog post at the end of each month. These quotes for entrepreneurs were identified in May 2016. Enter your E-mail address if you would like have new blog posts sent to you.
On Memorial Day 2016 we commemorate those who have died in the service of our country. It’s a day of remembrance. I offer some quotes on death, heroism, and remembrance for you to meditate on.
Our May/June 2016 newsletter highlights early sales for entrepreneurs, who are motivated not by a quota but the need to meet payroll or otherwise keep their startup solvent.
Texas Hold’Em offers some useful models for technology startups: pick the right table (competitors) and understand how your cards best combine with common cards (the status quo and adjacent possible)
Fred Brooks wrote “No Silver Bullet: Essence and Accidents of Software Engineering” in 1987, 12 years after his “Mythical Man Month.” Both offer realistic perspectives on programming in particular and knowledge work in general.
An interview with Jerry Weinberg where we explore the applicability of his Fieldstone Method for entrepreneurs and intrapreneurs, the implications of Stewart Brand’s “How Buildings Learn” for Weinberg’s dry stone fence metaphor for creation, and managing a crisis as marker for an end of an illusion.
Gerald Weinberg wrote “Weinberg on Writing: the Fieldstone Method” to share many techniques he had perfected in writing more than 40 books and 400 technical articles. The method is very applicable to the exploration of a new market to find problem-solution fit and ultimately product-market fit.
One of our long time clients, Legal OnRamp, has been acquired by Elevate Services. A visionary company has been acquired by a market leader. I had met the CEO, Paul Lippe, when he was General Counsel at Synopsys and ran into him at a Churchill Club dinner in late 2005 as he was starting what became Legal OnRamp.