Customer Development

Herb Reiter Interview on Fostering Static Timing Analysis Adoption

I have followed Herb Reiter‘s consulting career over the last five years or so:  there aren’t very many business development consultants who work with EDA firms, fewer who have the mix of semiconductor and design background that Herb accumulated on the way to honing his business development expertise. He is personable, methodical, and always interested …

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90-day Plan for Blogging from “Getting More Customers” Workshop

One of the strategies we cover in our Getting More Customers workshops is blogging. Below is a 90-plan developed by a workshop attendee last year, anonymized and presented with permission. Actual implementation took more than 90 days but he has been blogging for a little less than a year and has 60 blog posts that …

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“Better” is the Enemy of “Good Enough”

Better is the enemy of good enough–This phrase is attributed to Sergey Gorshkov, the commander in chief of the Soviet Navy from 1956 to 1985, who managed it’s dramatic expansion during the Cold War. Perfectionists get this wrong, siding with “Better.” Entrepreneurs who prosper, for the most part, side with “Good Enough” and keep improving.

HP’s Early Customers Came From Fred Terman’s Social Network

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 …

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Fostering Technology Adoption: Early Customers & Early Revenue

Software companies typically have to convince prospects to adopt new technologies based on their shared history, their service track record, and their ability to accurately predict and deliver real results that overcome the cost and friction of adopting new tools and methodologies. There are a number of lessons we draw on to help startups fostering …

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Steve Blank Speaking at TiE on Wed Aug-15-07

Steve Blank serial entrepreneur, author of “Four Steps to the Epiphany,” and a lecturer at the UC Berkeley Lester Center for Entrepreneurship and Innovation will be speaking at TiE on Wednesday August 15, 2007. The event starts at 6pm and ends by 10pm, it will be held at the TiE Conference Center, in Suite 108 …

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