Customer Discovery Framework
SKMurphy’s bootcamp provides a proven Customer Discovery Framework for validating your idea with prospects to determine the real market need.
SKMurphy customer references
This category is used for references and case studies provided by clients of SKMurphy, Inc.
Mary Sorber: SKMurphy Offers Practical Advice on Thought Leadership
As part of a recent project de-brief Mary Sorber offered the following perspective: “Sean Murphy has given me a lot of practical advice on thought leadership. He has helped me raise my profile through my writing and speaking.
3D Negotiation: Pricing for Early Customers
Pricing for early customers must compensate them for the risks of adopting early. Startups need revenue, references, and case studies
Focus on Frequency and Severity
Successful entrepreneurs focus on the frequency and severity of customer problems. The primary reason why new technologies don’t get adopted is that the potential customer decides to continue living with the problem. Start the most serious
Startup Uncertainty At The Very Beginning
Startup uncertainty at the very beginning is high in many dimensions. Good questions help to clarify your uncertainties.
Sean Murphy Joins Kinetic River Advisory Board
Sean Murphy and SKMurphy, Inc. have enjoyed a decade-long association with Dr. Giacomo Vacca, founder of Kinetic River, who announced today that Sean has joined the KRC Advisory Board.
A Cofounder Commitment is Long Term: an Informed Decision Takes Time
A cofounder commitment is for long term. A fully informed decision takes time: prove your value and avoid painful mistakes.
Zoom In for Traction, Then Slowly Zoom Out for Impact
Founder: Sean Murphy’s advice to “zoom in for traction” encouraged me to shift my focus from a region to a single city. This allowed me to generate references that encouraged other prospects to sign up.”
SKMurphy Advice: Focus on a Specific Vertical to Get Started
Francis Adanza: “A key piece of advice from Sean Murphy was to focus on a specific vertical. Our initial customer base was all over the place, from Ranch 99 Markets to Netsuite. We needed to focus to be able to scale.”
Ed Ipser: Sean Murphy Asks Probing Questions To Address Core Issues
Ed Ipser of IpserLab explains how Sean Murphy adds value as an advisor to startup teams: “he helps hold everyone accountable by digging in to uncover and address the real issues.”
Scott Swaaley: A Good Advisor Provides Context
Scott Swaaley: “A good advisor provides context and helps you to clarify the best approach to a deal. Sean Murphy provides a wealth of perspective on business rules of thumb, successful practices from larger firms in different industries, and established business theory.”
SKMurphy Perspective Counterbalances Excess Pessimism or Optimism
Scott Swaaley of MakeSafe Tools describes how Sean Murphy of SKMurphy, Inc. helps him close deals, counterbalancing his excess pessimism when it’s not warranted.
Be Open Kimono With Partners
Work with trusted partners open kimono: disclose relevant financials, plans, and internal processes to increase synergy. Play a long game.
Address Technology, Management, and Executive Concerns To Close Enterprise Deals
To close enterprise deals is a complex undertaking that requires you to orchestrate a mix of conversations and other activities with three kinds of stakeholders: technologists, managers, and executives.
CEOs Who Are Engineers Should Delegate Design Work And Focus On Sales
It’s not uncommon for CEOs who are engineers is to hire someone to focus on sales. But unless they know how to sell their product, this is a mistake. CEOs need to learn the basics of how to sell their product so they can manage the sales function.
Enterprise Sales Requires a Project Management Mindset
The SKMurphy model for enterprise sales uses a project management mindset: define and deliver projects that create value for the customer. Enterprise Sales Requires a Project Management Mindset
Your Pricing Model is a Key Lever for Profitability
There is a natural tendency for technical founders to base their pricing model on an engineering oriented value proposition. Looking at the full impact on business can enable higher prices, which in turn means more profit and faster growth. Wojciech Bulaty of Traffic Parrot describes the mental shift Sean Murphy helped him make to transition …
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Sweet Treat
A wonderful note from Henna Inam, a happy client. It was included in a box that contained a sweet treat, tin of cookies, as a thank you.
Cision Humor Award for our Newsletter
I am excited to be awarded the Cision Humor Award for a November newsletter that I did. Below is the email we sent From: Walt Maclay Date: Wed, Nov 7, 2018 at 8:09 AM Subject: I am thankful for my team – even if they have fun at my expense! To: John Smith …
Walt Maclay: SKMurphy Has Contributed Significantly to Our Growth
We have been supporting Walt Maclay and the team at Voler Systems, Inc. since 2008. In that time they have increased revenue by a factor of 8. Walt looked back at how we have supported Voler and thanked us for making a significant contribution to Voler’s growth over the last decade.