Search Results for ‘Business Model’

Your First Dozen Enterprise Customers

Written by Sean Murphy on . Posted in 3 Early Customer Stage, 4 Finding your Niche, Customer Development, Demos, Lead Generation, Rules of Thumb, Sales, skmurphy

My interview with Gabriel Weinberg was originally published Sep-8-2010. He was doing research for what became his fantastic book Traction. We talked for the better part of an hour and a half and I can remember he kept returning in different ways to what was needed to close your first dozen enterprise customers.

Q: How Do I Interest People In My Product?

Written by Sean Murphy on . Posted in 1 Idea Stage, 2 Open for Business Stage, 3 Early Customer Stage, checklist, skmurphy

Q: We have a product for bloggers but I am having a lot of trouble getting leads. I have met bloggers from popular media companies at events, I have cold called them, e-mailed them, and e-mailed to on-line groups that I am a member of. None of this has worked. How do I interest people […]

A Repository For Dreams

Written by Sean Murphy on . Posted in skmurphy

I really like this 2013 passage by Patrick Brady from his “Enter the Deuce Series” that addresses his desire to make his son a repository for dreams. It offers useful insights for both parents and entrepreneurs. I cut it from  my “If you are cycling through chaos keep pedaling” post but I liked it so much […]

Managing Sales People

Written by Sean Murphy on . Posted in Sales, skmurphy

Q: I work at a SaaS company in the services team, we often  team often finds that customers mistakenly believe that: Certain features are included in the product package they bought. Certain services projects are included in the services package they bought. What are some ways to prevent this from happening? Managing sales people is […]

Entrepreneurial Passion: Good Servant, Poor Master

Written by Sean Murphy on . Posted in 1 Idea Stage, 2 Open for Business Stage, Rules of Thumb, skmurphy

Entrepreneurial passion has to be based on a desire to create value, to be of service to a set of target customers. There may be many things you are interested in learning and room enough in your life for several hobbies, but pursuing a passion without regard to your ability to provide value in a […]

Tristan Kromer on Testing Customer and Value Hypotheses

Written by Sean Murphy on . Posted in 1 Idea Stage, 2 Open for Business Stage, 3 Early Customer Stage, Customer Development, skmurphy

These are excerpts from  Episode 9 of Outlier on Air: Tristan Kromer, A Lean Approach to Business.  They are in the same sequence the took place in the interview but a number of stories and asides have been omitted to focus on what I felt were some extremely valuable insights from Tristan Kromer on clarifying and testing […]

What Are Core Skills For Customer Development?

Written by Sean Murphy on . Posted in Customer Development

Q: What is the core mission for customer development at an early-stage start-up? Wat are the skills necessary to execute on that mission? Customer Development Mission Core mission is early customers, early revenue, early references. All of these reduce risk, demonstrate traction, and make subsequent sales efforts easier (and for bootstrappers, keep the lights on).

Labor Day 2014: Knowledge Work Productivity

Written by Sean Murphy on . Posted in checklist, skmurphy

“A holiday gives one chance to look backward and forward, to reset oneself by an inner compass.” May Sarton I have not yet internalized the lessons from Daniel Cook‘s “Laws of Productivity: 8 Productivity Experiments You Don’t Need to Repeat” [PDF] so I find myself work–and now blogging–on a holiday. Here are my key take-aways […]

Five Blogger Outreach Mistakes To Avoid

Written by Sean Murphy on . Posted in Lead Generation, skmurphy, Thought Leadership

I got the following unsolicited E-mail this morning; I think the marketing term for this is “blogger outreach.” I have redacted the name of the sender (“YYY”) and the name of the firm/product (“XXX”) but “[press kit]” and “[review/checkout]” were included verbatim in the original. There was no footer with an unsubscribe option although phone […]

Few Against Many Requires Focus and Perseverance

Written by Sean Murphy on . Posted in 1 Idea Stage, 2 Open for Business Stage, skmurphy

We Happy Few The fewer men, the greater share of honour. […] We few, we happy few, we band of brothers; Henry V in Act IV Scene iii 18–67. “St. Crispin’s Day speech” A college kid in a dorm room starts assembling and selling person computers.. Two college dropouts–or recent graduates–start building hardware in a […]

Michael Ellsberg: Four Reasons Why Passive Income Is a Destructive Fantasy

Written by Sean Murphy on . Posted in 1 Idea Stage, 2 Open for Business Stage, skmurphy

I make a distinction between wanting to move beyond running a services business where you bill by the hour to either selling results or selling a product and entrepreneurs attracted to the passive income fantasies of the “Four Hour Work Week.” When an entrepreneur tells me that the “Four Hour Work Week” has been a […]

Matt Wensing On Making the Transition to Growth

Written by Sean Murphy on . Posted in Founder Story, Rules of Thumb, skmurphy

Stormpulse has gone from an idea bootstrapped on founder savings and credit cards, to a project funded by friends and family rounds, to a small business strengthened by angel money, to a company that’s raised “meaningful” capital (our last round was just over $2 million). Here’s what I’ve learned since I’ve been able to leave […]

Discovery Kanban Allows Firms to Balance Delivery and Discovery

Written by Sean Murphy on . Posted in 5 Scaling Up Stage, Design of Experiments, Video

I believe that Patrick Steyaert’s Discovery Kanban offers a critical perspective on how large organizations can foster the proliferation of lean innovation methods beyond isolated spike efforts or innovation colonies. I think Patrick Steyaert has come up with an approach that builds on what we have learned from customer development and Lean Startup and offers an […]

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