Peter Cohan makes the following points in his Great Demo! Seminar C level execs think in terms of dollars (budget) Managers think in terms of people and full time equivalents (FTE). Individual contributors think in terms of time spent vs. time saved So it pays to express the benefits of your application accordingly. There may […]
Express ROI In Terms Your Prospect Will Understand Read More »
Don Reinertsen, co-author (with Preston Smith) of “Developing Products in Half the Time” and “Managing the Design Factory: The Product Developers Toolkit” has a great article about managing products “Priorities: Last Refuge of the Innumerate” Priorities: Last Refuge of the Innumerate What is our highest product development priority, cycle time or unit manufacturing cost? To even
Don Reinertsen: Priorities Are The Last Refuge of the Innumerate Read More »
As entrepreneurs we pursue our dreams of improving the world. Sometimes I think our dreams can pursue us, that a vision of a better world can have the same effect as what the Scots call a geas. An obligation to use our talents in certain ways that unlocks their power if obeyed and punishes if
While We Pursue Our Dreams, They Can Pursue Us Read More »
I was invited to take part in the Mission College Business Department Advisory Committee for 2008 last Tuesday; it was a very interesting experience. There was a cross section of folks from education and business, both large and small. I was impressed by the diversity of perspectives and everyone’s commitment to assisting the college. Community
Mission College Business Department Advisory Committee Read More »
Burn your boats but not your bridges: commit to your startup but don’t do anything that damages relationships or would not allow you to build on prior shared successes with others.
Burn Your Boats But Not Your Bridges Read More »
This article compares Paul Graham’s “Six Principles for Making New Things” with Bob Bemer’s “Do Something Small But Useful Now”, Gary Hamel’s Innovation Hacker, and Peter Drucker’s list of seven places to search systematically for opportunities.
Paul Graham’s Six Principles for Making New Things Read More »
Successful entrepreneurship is an ongoing self-improvement project. Some days you are the potter, some days you are the clay.
Some Days You’re The Potter, Some Days You’re The Clay Read More »
I originally wrote this on Wednesday November 28, 2007 in response to a set of questions posed by Mike Masnick to the Techdirt Insight Community. I had applied and been accepted into the community after it was announced at the 2006 Office 2.0 conference (I blogged about in “Born With a Face Made for Podcasting“).
Improving The Techdirt Insight Community Read More »
I will be speaking next Monday at the SDForum Marketing SIG on “Leveraging Your Social Network to Find Early Customers.” Social navigation is networking with a goal. Entrepreneurs will spend social capital navigating their way to getting trusted feedback and early sales. Like Google and web assisted selling tools, social network tools can improve the
Leveraging Your Social Network to Find Early Customers Monday Feb 11 at SDForum Read More »
Three features for a webinar or conference call: let someone raise their hand and speak; break a larger group into small groups and then reconvene; automatically manage the “queue for the microphone” during the Q&A segment.
Three Features For A Webinar Or Conference Call Read More »
In response to requests from prior workshop attendees we’ve added an afternoon session to the March 8 Great Demo! workshop that will address advanced topics. You are welcome to attend if you have attended an earlier Great Demo! workshop, or you can register for both the morning and afternoon sessions on March 8. Lunch is
Advanced Topics Session Added To The March 8 Great Demo! Workshop Read More »
Many entrepreneurs find themselves in the grip of an idea, captivated by it’s seeming brilliance. But success comes from understanding a prospect’s pain.
Focus On Your Prospect’s Pain Not The Brilliance of Your Product Idea Read More »
Here are three tips for minimizing misunderstandings among co-founders: get clarity on the problem before arguing over solutions, maintain full transparency about spending, and work from a one-page operating plan.
Three Tips for Minimizing Misunderstandings Among Co-Founders Read More »
The founding team for a startup typically provides the basic intellectual capital, and frequently the initial seed capital. But a young team often has to rely on advisors for social capital–existing relationships based on mutual trust and prior shared success. These relationships act as points of departure for market exploration and social navigation to early
HP’s Early Customers Came From Fred Terman’s Social Network Read More »
Pierre Khawand of People-OnTheGo and I were on a panel at GABA in October of last year on “Communication Today: Blogs, E-mail and More” and we had a great conversation on blogs and wikis. He has invited me to speak on “Wiki Use Case: Managing Team Meetings: Agendas, Minutes and Tasks” at today’s Lunch &
Lunch & Learn: Using Wikis for Projects Read More »
I was an early fan of Steve Blank’s customer development model. This post was written when “Four Steps to the Epiphany” was only available on Cafe Press and documents the early set of principles he espoused.
Steve Blank on Customer Development Process for Startups Read More »
The Idea to Revenue Workshop scheduled for January 19 is now sold out and no walk-ins will be accepted. We had added this in December in response to the overflow demand for the December 6 one and are now considering adding a third. Please contact us and let us know if you are interested or
Idea to Revenue Workshop on Jan-19-08 is Sold Out Read More »
We get asked “Will you sign a Non-Disclosure Agreement?” fairly often, to the point that we are proactive, suggesting that a prospect take a look at our Mutual NDA [PDF] and sign it if it would increase their comfort level. A Non-Disclosure Agreement (NDA) allows us to have a deeper and more useful discussion. We
Let’s hope the New Year finds us all healthy, surrounded by loved ones, and living up to our potential. A quartet of quotes from Mignon McLaughlin to help kick off 2008 The time to begin most things was ten years ago. Courage can’t see around corners, but goes around them anyway. Every day of our
The CINA Holiday Mixer had a nice turnout: it was networking followed by a traditional twelve course Chinese lunch. All in all a relaxing couple of hours, and I enjoyed playing emcee. There were a number of folks who were new to Silicon Valley who got to make new friends and connections, as well as
CINA Holiday Mixer Read More »
