Q: How To Estimate Prospect Counts and Market Sizes
Here are some back of the envelope models to estimate prospect counts and market sizes.
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Startup Advice Column
Q: How Do You Iterate An MVP So That It’s “Good Enough For Government Work”
Iterating An MVP Until It’s Good Enough For Government Work Q: I am part of a hardware/embedded device startup working on our MVP. We want to develop a minimum product to cut our initial development costs and iterate scientifically through experimentation. My concern is that State governments are my primary customer type and their buying model
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Set Your PowerPoints on Stun
The best product demo is a conversation driven by mutual curiosity. Don’t set your PowerPoints on stun. Your goal is to learn more about a prospect’s current situation and needs while they want to learn more about your product and services and how you can help them.
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Mission Often Matters More Than Monetization In An Early Market
Q: I am a newly minted entrepreneur who has been developing a technology product for an emerging market (state-legalized marijuana) that is proving especially hard to crack. I am a long-standing business strategist who understands and appreciates the imperatives of customer development, however have been very unsuccessful in getting business owners and consumers to open
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How To Thrive After An Acquisition
How To Thrive After An Acquisition Q: I was CTO and co-founder of a small technology startup that was recently acquired by a much larger firm. We have a two year earn out that I would like to collect. I see myself as a serial entrepreneur (this is my first successful acquisition but I
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Q: Should I Get A Normal Job Or Work At A Startup?
Entrepreneurship gets a lot of hype but it’s not for everyone: here is a brief discussion of some of practical realities of what it’s like to work at a startup.
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Q: Can a Custom Solution Be The Basis For A Product?
A custom solution that has been adopted by a paying customer can be the basis for a successful product. This is a common way to get started.
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Q: Is Building The Wrong Product A Waste Of Time?
Building the “wrong product” is not a waste of time you learn about the market and technical feasibility. Right and wrong are both gray, not black or white. Customer development and technical development typically require a sequence of prototypes that are “less wrong” over time under they become good enough.
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