Reminder: Successful Consulting Engagements With Startups at IEEE-CNSV Tue-May-21

Consulting Business, Events, skmurphy / By /

Quick reminder:  I will be moderating a panel on “Successful Consulting Engagements with Startups” at the May 21 IEEE-CNSV meeting. I volunteered to pull this panel together after a long thread on the CNSV e-mail list June about the topic. I have been fortunate to attract three knowledgeable and experienced engineers to take part in the […]

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For New Products Prospect Objections Are Valuable Data

3 Early Customer Stage, Audio, Demos, skmurphy / By /

If your prospect keep raising the same stupid objections and asking the same dumb questions it’s likely that your presentation is lacking or you are frequently talking to the wrong people. For new products, prospect objections are valuable data. Explore the implications and adjust your presentation and demo accordingly.

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Get Out of Your Batcave: Customer Development for Lean Startups

skmurphy, Workshop / By /

Join us on Tuesday, May 7, 2013 for a new class “Get Out Of Your Batcave: Customer Development for Lean Startups” from 6:30 PM to 8:00 PM at Education @ PARISOMA in San Francisco, CA. You’ll learn how to: Establish “ground truth” in an early market Use an MVP (minimum viable product)  to explore the

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Hiring A Startup’s First Sales Person

Customer Development, skmurphy / By /

Gabriel Weinberg is a serial entrepreneur (latest startup: DuckDuckGo), an insightful blogger, and quality contributor to Hacker News. He is writing a book on how startups get traction due out this summer that includes interviews with folks like Patrick McKenzie, Jimmy Wales, and Paul English to collect lessons learned from a variety of perspectives. I was

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Validating Your MVP & Value Proposition at Lean Startup Circle SF Apr-2

Events, Lean Startup, Workshop / By /

Join us in San Francisco for an interactive workshop “Validating your MVP & Value Proposition.”  We will cover a variety of proven techniques for validating your MVP & value proposition for B2B startups. When: 5:30-8:30 PM Tue-Apr-2-2013 Where: 1355 Market, Suite 488, San Francisco Cost: $60 This interactive workshop will provide: Systematic approach to validating your

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May 21 at IEEE-CNSV: Successful Consulting Engagements With Startups

Consulting Business, Events, skmurphy / By /

IEEE-CNSV Panel: Successful Consulting Engagements With Startups I will be moderating a panel on “Successful Consulting Engagements with Startups” at the May-21-2013 IEEE-CNSV meeting. The genesis was an e-mail thread on the CNSV list last June that started with this question: I have a new client which is a very-early-stage start-up, funded by one of

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Communicating Complex Concepts in Video: Luxr’s 5 Whys Video

Lean Culture Videos, skmurphy, Video / By /

Luxr has produced a clever encapsulation of the 5 Whys methodology, a technique for persistently probing the symptoms to find the root cause of a problem. Compared to several other “5 Whys” videos YouTube steered me to after I viewed this one I was struck by how practical and tactical Luxr’s explanation was. It communicated the

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Mark Stiving: Three Pricing Principles I Confirmed In Las Vegas

Lean Culture Videos, Rules of Thumb, skmurphy, Video / By /

Mark Stiving is a serial entrepreneur and a pricing expert. In this video he tells the story of being mistaken for a lost lamb by a shepherdess in Las Vegas after being screwed by a cab driver. He uses her business model to illustrate three important pricing principles: Know Your Value Segment Your Market Offer

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