This category is used for references and case studies provided by clients of SKMurphy, Inc.
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.
Pricing for early customers must compensate them for the risks of adopting early. Startups need revenue, references, and case studies
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 is high in many dimensions. Good questions help to clarify your uncertainties.
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 for long term. A fully informed decision takes time: prove your value and avoid painful mistakes.
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.”
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 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 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.”
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.
Work with trusted partners open kimono: disclose relevant financials, plans, and internal processes to increase synergy. Play a long game.
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.
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.
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
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 …
Your Pricing Model is a Key Lever for Profitability Read More »
This note and tin of cookies were a sweet thank you for work I have completed on an online assessment. Wired for Disruption – Agility Quiz was the second assessment we did together. The first one, Wired for Authenticity – Authenticity Assessment has generated over 4000 leads. I always strive for happy clients. This thank you …
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 …
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.
Three reasons I like building WordPress websites: they are cost effective, they are scalable, and they easily support search engine optimization.
