You are a Doctor not a Salesperson
Act like a doctor not a traditional high-pressure salesperson. Diagnose before you prescribe and always act with integrity.
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Customer Development
“Now What? Your Post Launch Growth Plan” Podcast and Transcript
Adapted from a presentation on “Now What? Your Post Launch Growth Plan” at the KASE Entrepreneur Seminar on October 16, 2007.
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Paul Graham’s Six Principles for Making New Things
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.
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Focus On Your Prospect’s Pain Not The Brilliance of Your Product Idea
Many entrepreneurs find themselves in the grip of an idea, captivated by its seeming brilliance. But success comes from understanding a prospect’s pain.
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HP’s Early Customers Came From Fred Terman’s Social Network
HP produced its first brochure and sent it to a list of about 25 potential customers provided by Fred Terman. Orders soon came in from early customers.
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Steve Blank on Customer Development Process for Startups
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.
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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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The Best Feedback From Your Early Customers Is a Story
The best feedback from early customers is a story: this post explores four kinds of stories you should listen for and how to take advantage of them.
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The Best Way To Get Feedback From Early Customers Is a Conversation
Resist the temptation to minimize the time you spend to get feedback from early customers. Focus on depth of insight. This can come only from conversation.
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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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Getting Early Feedback
Getting early customer feedback is critical to fine tuning your product so that you can scale up. The temptation is to use a on-line survey tool to save your time, but I think for your early customers a questionnaire may only give you the answers that you are looking for, not the information that you need.
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June 2006 SDForum Interview
I was interviewed in June 2006 by Barbara Cass, Volunteer Director for the SDForum, the final text appeared in the July/August 2006 newsletter (see page 15 of the PDF version). I have updated it here to add links for many of the referenced works and the quotes. KV Rao and I did a one year
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