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 »
Many entrepreneurs find themselves in the grip of an idea, captivated by its seeming brilliance. But success comes from understanding a prospect’s pain.
Focus On Your Prospect’s Pain Not The Brilliance of Your Product Idea Read More »
Here are three tips for minimizing misunderstandings among co-founders: get clarity on the problem before arguing over solutions, maintain full transparency about spending, and work from a one-page operating plan.
Three Tips for Minimizing Misunderstandings Among Co-Founders Read More »
Last week I had lunch with Mike Lanza, a serial entrepreneur, who I met at the SDForum Startup SIG in September ’07. He gave a thought provoking presentation on his entrepreneurial career, bootstrapping a company, and working with VC’s, which I blogged about here: Mike Lanza: Starting Companies Without Venture Capital. I thought a more
Founder Story: Mike Lanza’s Lessons Learned from Two Startups Read More »
HP produced its first brochure and sent it to a list of about 25 potential customers provided by Fred Terman. Orders soon came in from early customers.
HP’s Early Customers Came From Fred Terman’s Social Network 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 »
Francis Adanza interviews Dave Stubenvoll, a serial entrepreneur/intrapreneur who has founded or been an early employee in five successful startups. His most recent startup is Wowza Media Systems.
Founder Story: Dave Stubenvoll of Wowza Media Systems 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 »
Some tips on forming an advisory board that assume you are currently bootstrapping and will be soliciting advice and feedback from a variety of sources: friends, former co-workers, other entrepreneurs, customers, and partners.
Forming an Advisory Board Read More »
For my third post in the “First office” series, I wanted to learn about alternative office options to incubators. Earlier this month I sat down with Ed Correia, founder of Sagacent Technologies, to learn about his experience in finding the right first office.
First Office: Ed Correia, Sagacent Technologies CEO Read More »
If your New Year’s Resolution is to speak more, here are suggestions for how to find speaking engagements.
Where Can I Find Speaking Engagements? 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 »
We get asked “Will you sign a Non-Disclosure Agreement?” fairly often, to the point that we are proactive, suggesting that a prospect take a look at our Mutual NDA [PDF] and sign it if it would increase their comfort level. A Non-Disclosure Agreement (NDA) allows us to have a deeper and more useful discussion. We
Following up on my “Silicon Valley Incubators” post in the “First Office” series I wanted to get a tenant’s perspective on the advantages and drawbacks of locating in a business incubator.
John Holton of Symphony Consulting on Business Incubators 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 »
Let’s hope the New Year finds us all healthy, surrounded by loved ones, and living up to our potential. A quartet of quotes from Mignon McLaughlin to help kick off 2008 The time to begin most things was ten years ago. Courage can’t see around corners, but goes around them anyway. Every day of our
Software companies typically have to convince prospects to adopt new technologies based on their shared history, their service track record, and their ability to accurately predict and deliver real results that overcome the cost and friction of adopting new tools and methodologies. There are a number of lessons we draw on to help startups fostering
Fostering Technology Adoption: Early Customers & Early Revenue Read More »
