Bill Grosso on Startups after AI
Bill Grosso discusses the role of startups after AI becomes pervasive in the business ecosystem and the emerging opportunities that will create.
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3 Early Customer Stage
Don’t Assume Everyone is a Potential Customer
Don’t assume everyone is a potential customer: it diffuses your efforts across many prospects who don’t see the need or aren’t willing to pay.
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Five Signs Your Startup May Be a Hobby
Among the five signs your startup may be a hobby: you are not making real offers that include a price, delivery date, and a promised result.
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Bootstrapping Your Way from Services to Scalable Products
Ellen Grace Henson explains how many companies bootstrap from services to scalable products.
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Masterminds help founders with empathy, feedback, follow through
A mastermind or peer-to-peer advisory group offers founders practical feedback, helping them to develop empathy and follow through on plans and commitments.
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Introducing Emerging Technology
Introducing emerging technology is a significant challenge for founders. These technologies typically support discontinuous products that break customer task models and workflows when they are first introduced into a market.
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Sales KPIs for Startups
For salespeople, KPIs must be connected to revenue like the number of leads generated and how those leads convert through the sales funnel.
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Account Review Meetings Drive Startup Growth
Startup entrepreneurs should conduct account review meetings to stay close to customers, drive revenue, and build a repeatable business.
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Key Principles for Developing Effective Case Studies
Case studies are critical to convincing B2B prospects to investigate your product and encouraging them to buy. Here are our key principles for developing effective case studies.
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The Three Question Test at the Bootstrappers Breakfast
At the Bootstrappers Breakfast we sometimes suggest “the three-question test” to help an entrepreneur get clarity on their target customer.
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Q: How do I tell if I am scaling prematurely?
It’s possible that you are scaling prematurely, but it’s become a catch all risk that bears more scrutiny. This conversation is condensed from a real email exchange with an entrepreneur
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Wolfgang Huber Describes Bootstrapping Matrix Requirements
Wolfgang Huber offers lessons learned from bootstrapping Matrix Requirements into leader in medical device documentation software.
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Q: How Many Warm Leads Are Needed for First Pilot Project?
My interview with Gabriel Weinberg was originally published Sep-8-2010. He was doing research for what became his fantastic book Traction. We talked for the better part of an hour and a half and I can remember he kept returning in different ways to what was needed to close your first dozen enterprise customers. This is
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Q: How Do I Value an Equity Offer From a Startup?
Some suggestions for how to value an equity offer from a startup as part of a decision on whether to join.
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Challenging the ‘Growth at all Costs’ Startup Model
You don’t hear it as much in 2024 but “growth at all costs” was common advice for entrepreneurs in as you did 2013-2022 (and 1996 to 2001). Here are our reasons by we don’t recommend it for bootstrappers.
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Starting Small Can Lead to A Big Success
In a world where bigger often seems better, there’s a compelling argument to be made for the power of starting small.
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In Sales, Act Like a Doctor
Startup founders can greatly enhance their effectiveness if they act like a doctor: elicit symptoms, offer a diagnosis, suggest a prescription and provide a prognosis.
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Why Don’t They Teach Sales in College?
The following passage “Rich Dad, Poor Dad” by Robert Kiyosaki has had me reflecting on “Why Don’t They Teach Sales in College?”
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Entrepreneurship is a Marathon, Change Your Pace to Recharge
Entrepreneurship is a marathon, or at least a long roller coaster ride, not a sprint. Add recharge time to your regular activities.
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Frank Tisellano: “Business First” Product Management
Frank Tisellano gave a briefing on his “Cynical PM Framework” at Lean Culture, advocating for a “business first” approach to product management.
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