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 »
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 »
I was able to sit down with Raphe Patmore, CEO Buzka, recently and talk about his experience of participating in the ANZA Gateway Program.
Raphe Patmore, CEO of Buzka, On ANZA 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 »
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 »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! In response to requests for assistance on demo delivery we have added an afternoon session to our March 8 Great Demos workshop. If this is your first exposure to the Great Demo come for the morning
Cohan’s Advanced Topics Workshop on March 8, 2008 Read More »
SKMurphy, Inc., the Silicon Valley leader in customer development for serious bootstrapping entrepreneurs, will host Peter Cohan‘s Great Demo workshop on Saturday March 8. Cohan coached the latest winner of the DEMO Conference in Fall 2007: Phreesia improves the patient experience in medical office waiting rooms by automating patient check-in, generating comprehensive documentation, and allows
DEMOgod Winner Phreesia Praises Peter Cohan Training 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 »
Join us at SDWest 2008 March 3-7, the conference offers with both business and technology tracks and has an interesting mix of sessions for software entrepreneurs. In addition to the technology oriented sessions you would expect, the conference has added a “Business of Software” track that should prove valuable to folks in–or planning to be
SKMurphy goes to SDWest 2008 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 »
Last night I attended the monthly PATCA dinner. The featured speaker of the evening was Kevin Dean, a certified Internet marketing consultant, from WSI (We Simplify the Internet). It was an interactive question and answer session in which Kevin covered “Search Engine Optimization Best Practice Basics.” Kevin’s key point was that SEO is easily misunderstood:
Search Engine Optimization Best Practice Basics Read More »
In a SaaS world where tools are more integrated and customizable, are VARs going away? How do SaaS companies reach customers? How should we compensate sales people? As a sales person, how will I make money if I work for a SaaS company? At this roundtable discussion we will exchange tips and gotchas and provide
SaaS Roundtable: VARs in a SaaS World Read More »
The 2007 CINA Holiday Mixer had a nice turnout: it was networking followed by a traditional twelve course Chinese lunch.
CINA Holiday Mixer Read More »
While at the Sales 2.0 Conference on Oct 30, 2007, I attended a panel presentation titled Lead Qualification & Cultivation. The complete transcripts are available at the Sales 2.0 portal, I have extracted Stu’s opening story to pair it with one of my own about iPod fishbowl leads. Lead Qualification and Cultivation Panel Moderator: Stu
Are You Generating iPod Fishbowl Leads? Read More »
CINA Holiday Mixer Set for Sat-Dec-15-2007 I have been invited to emcee this year’s CINA Holiday mixer, it will be held at Fenwick on Saturday December 15, from 10am to 1pm (with lunch included). It should be a lot of fun. The CINACon 2007 Showcase participants in attendance will be asked to answer three questions:
CINA Holiday Mixer Sat-Dec-15 Read More »
To keep our workshops interactive we limit them to a dozen people. We’ve got two seats left in our Thursday December 6th “Idea to Revenue workshop” so we have added a second one Saturday January 19, 2008. This one will be held at the Moorpark Hotel in San Jose. We got a number of requests
We Added a Second Idea to Revenue Workshop on January 19, 2008 Read More »
This event is Sold Out, No Walk-Ins accepted. Please sign up for waitlist we will be offering it again in 2008. Invest four hours now to save months later finding a path to revenue: most software startups fail after they have working functionality but before they find their market. You will leave this workshop with
Idea to Revenue on January 19, 2008 Read More »
I have had two interesting conversations with friends who are frustrated with some of the internal deficiencies within their companies. Both of my friends are accountants, but work for different firms and in different departments. However, they are both part of itinerant work forces and have the same problem. While out of the office, they
Using Web 2.0 Technology to Enable Strategic Selling: A Sales Executive Forum Read More »
Three tips for attending a trade show and scoping out breakthrough innovations: Start on the perimeter and work you way in to the main floor. All the innovation is in the startups booths on the outside. Before the show spend some time checking out exhibitors’ websites. Especially if you are not familiar with the company
Looking for Innovation at a Trade Show Read More »
