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This 3-step process will dramatically improve the impact of the content you share

This 3-step process will dramatically improve the impact of the content you share | Entrepreneurship | Scoop.it
 Are you sharing too little, losing opportunities to increase visibility - and recognition ?Are you sharing too much on LinkedIn, annoying people?The addition of Posts (Expanding LinkedIn's

Via Steve Cassady, Guillaume Decugis
Change Impetus's insight:

A great framework for developing a content strategy in your LinkedIn community.

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Stephen Zimmett's curator insight, May 11, 10:50 AM

I use Linkedin every day to get results

Stephen Zimmett's curator insight, May 11, 10:53 AM

Sharing too much on Linkedin I doubt it

Sylvie Ducroux's curator insight, May 17, 2:58 AM

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We Can’t Find Customers to Interview. Now What? | The How

We Can’t Find Customers to Interview. Now What? | The How | Entrepreneurship | Scoop.it
Change Impetus's insight:

Cindy Alvarez talks about strategies and tactics required to succeed in the first round of Customer Development meetings.

 

It's a little bit long, but the context is good for those who are in/ might soon be in the situation.

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Entrepreneurial Passion: Good Servant, Poor Master

Entrepreneurial Passion: Good Servant, Poor Master | Entrepreneurship | Scoop.it
Entrepreneurial passion has to be based on a desire to create differentiated value to a set of target customers. Without this you are pursuing a hobby.
Change Impetus's insight:

Sean Murphy gets real about Passion and success as an entrepreneur- basically the need for an iterative process to help keep the dream and reality in check.

 

Like the kids on American Idol, some have the chops and some need a new dream.

 

It kills me when the basement hobbyist tries to develop a product in isolation, spends his life savings on a prototype, then looks for investors. This needs to stop. (My Dream perhaps?)

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CNET News - Marc Andreessen on two ways startups shouldn't spend money

http://cnet.co/1Er9wjU The famed VC says too many tech firms spend their money unwisely. CNET News Editor-in-Chief Connie Guglielmo talks with Andreessen about where Silicon Valley goes from ...
Change Impetus's insight:

Cash burn and risk management pose threats to funded startups-fancy offices and too many employees.

 

Founders need to demonstrate hard core discipline - it's not always on a CV.

 

You need to feel the pain not drink cucumber water!

 

I see too many Mercedes and BMWs leaving the campus! Have parents set up these kids for entitlement or entrepreneurship??

 

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Lecture 1 - How to Start a Startup

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Sam Altman from YC lectures at Stanford on the realities of starting a startup.

 

This is a must watch- cover "Why Start a startup" as much as "How" to start one. Basically an acid test on reality.

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Watching My Students Grow

Watching My Students Grow | Entrepreneurship | Scoop.it
“You cannot teach a man anything, you can only help him find it within himself.” Galileo Galilei One of the great things about teaching is that while some students pass by like mist in the night ot...
Change Impetus's insight:

It's not about learning a process or how to develop the perfect product or business plan.This quote sums it up well.

"The customers had way more insights than we had. They had been thinking about their own problems for so long...If you just go out and try to sell maybe you'll find some buyers, but you won't be learning about what you should be doing."


 

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Closing the Sale: It's Up To The Customer - SKMurphy, Inc.

Closing the Sale: It's Up To The Customer - SKMurphy, Inc. | Entrepreneurship | Scoop.it
Jill Konrath offers good advice on closing the sale: it's up to the customer. Certainly true If your product that requires a detailed evaluation.
Change Impetus's insight:

This is a totally relevant discussion on the focus of the customer development cycle for start ups.

 

Risk management must be used in terms of getting deeply invested in "bagging the elephant". You can get qualified out on several levels- financials- funding, SLA's-scaling to national scope, Legal-IP protection and FTO in global markets etc.

 

The focus in these customer development opportunities is validating your value proposition first- not trying to "close the deal".

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Watching Larry Ellison become Larry Ellison -- The DNA of a Winner

Watching Larry Ellison become Larry Ellison -- The DNA of a Winner | Entrepreneurship | Scoop.it
In Oracle’s early days Kathryn Gould was the founding VP of Marketing, working there from 1982 to 1984. When I heard that Larry Ellison was stepping down as Oracle’s CEO I asked Kathryn to think ab...
Change Impetus's insight:

Steve Blank maps out key attributes of a successful entrepreneur with the business steps of Larry Ellison.

 

More collateral on the Founder must be able to code or sell- or both to succeed.

 

Brings back memories of Microsoft with Steve Ballmer's "It's a wild and woolly time in the computer business" around 1992.

 

OS/Who? and Windows for Warehouses.. ;-)

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Customers Are Better Strategists Than Managers

Customers Are Better Strategists Than Managers | Entrepreneurship | Scoop.it
Perspective is everything.
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Lean thinking is starting to become palpable in mainstream business strategy. They need to "get out of the building" and start with fresh eyes at Customer Development!

 

In terms of disruptive thinking, startups can go and do the same thing to existing companies to create new value. That is the "Mushin" that many will never achieve in the future. A bleak future.

 

 e.wikipedia.org/wiki/Mushin

 

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Why Start-Ups Replace Early Employees (and How to Keep Your Job)

Why Start-Ups Replace Early Employees (and How to Keep Your Job) | Entrepreneurship | Scoop.it
Two factors determine who's at risk.
Change Impetus's insight:

Early stage vs. growth stage- different skillsets, especially under fire can be challenging.

 

Bring in the heavies and redeploy the growth hackers.. good blog!

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Build Your B2B MVP In a Way That Inspires Trust

Build Your B2B MVP In a Way That Inspires Trust | Entrepreneurship | Scoop.it
A minimum viable product (MVP) for a business (B2B), has to inspire trust. They understand your offer, but if they don't believe you they won't buy.
Change Impetus's insight:

Even first efforts need to be rooted in credibility. The "Stanford Credibility Guidelines" are a useful template to figure out what helps develop online credibility.

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Google Offers Startups $100,000 In Cloud Platform Credits

Google Offers Startups $100,000 In Cloud Platform Credits | Entrepreneurship | Scoop.it
The company is hoping to lure startups that otherwise might end up on Amazon Web Services.
Change Impetus's insight:

I think this is a great offer from Google. I just hope Google Canada is going to follow suit!

 

$100K is a lot of Cloud resources.

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How To Think Like an Entrepreneur: the Inventure Cycle

How To Think Like an Entrepreneur: the Inventure Cycle | Entrepreneurship | Scoop.it
The Lean Startup is a process for turning ideas into commercial ventures. Its premise is that startups begin with a series of untested hypotheses. They succeed by getting out of the building, testi...
Change Impetus's insight:

 The Inventure Cycle shows breakout thinking- not just thought leadership, but action leadership with a multi-participant framework to learn and use.

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Inside Sales Hiring Trends: Impact of Millennials | OpenView Labs

Inside Sales Hiring Trends: Impact of Millennials | OpenView Labs | Entrepreneurship | Scoop.it
Sales expert and bestselling author Josiane Feigon explains why adapting approaches to accomodate Millennials is one of the biggest inside sales hiring trends.
Change Impetus's insight:

Selling TO Millennials should also follow the same logic. Think ultra responsive process vs. a PLINKO network of hard to navigate, unhinged resources.

 

I'd agree that there is nothing worse than being locked down in a bleak conference hall viewing a mind numbing array of PowerPoints for days!  "Day 5 is role playing!"

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Answer to My co-founder and I are bringing in a very good coder for our startup. He will save us a lot of money in building our product. His GF will also be part of the company. Would it be a bad i...

Change Impetus's insight:

A very good thread from Quora regarding hiring Programmers (and their girlfriends) for an equity stake in the company.

 

In this case, the founders were asked for 54% of the company..the following answers and links to good resources were worth sharing.

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The Revival of a Salesman: The Importance of Sales and Strategy to Business

Professor Frank Cespedes sits down to talk to Brian Kenny about his new book “Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling” and why sales and strategy
Change Impetus's insight:

Sales strategy needs to be a top down endeavor with balance between ops and marketing. This HBR podcast discusses the importance of sales "since markets don't buy- accounts do" and how most large companies still have disintermediated sales.

 

Startups face the additional challenge of lack of experience across the founders to develop effective sales strategy. Hiring a VP Sales who is incentivized by comp plan upsides can quickly create an ad hoc process vs. a strategic investment portfolio.

 

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Making Product Hunt

Making Product Hunt | Entrepreneurship | Scoop.it
The Product Hunt story told in tweets, photos, and emails.
Change Impetus's insight:

In light of the great funding news @producthunt and congrats to @rrhoover, I thought I'd share the great background story shown as a chrono trail of e mails, social media posts and scrn caps.

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Should You Split Your Company? What HP's Big Move Can Teach Entrepreneurs.

Should You Split Your Company? What HP's Big Move Can Teach Entrepreneurs. | Entrepreneurship | Scoop.it
There is a serious lesson in the behemoth's big move that should prompt entrepreneurs to ask three questions about their businesses.
Change Impetus's insight:

Very worthwhile discussion. In the startup world, pivots and being agile go hand in hand. We do not have the luxury of running several business units, R+D funds or acquisition strategies.

 

The decision regarding customer value and segmentation are very valid-it just requires quicker cycles!

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The Most Important Sales Metrics to Track | OpenView Labs

The Most Important Sales Metrics to Track | OpenView Labs | Entrepreneurship | Scoop.it
If you want to have any hope of accurately predicting your sales performance you need to know the most important sales metrics to track.
Change Impetus's insight:

This is a really focused dialogue on tactical sales measurement. The old cat and mouse with the sales rep vs. sales manager forecast and how to equalize the validity of the movements.

 

In a startup, the metrics are disconnected for a few reasons;

 

Sales is not matured as a repeatable process-it's customer development as an extension of market research and product market fit.

 

The pipeline model is sometimes used by VP Sales types to woo investors and pad up pro formas. I call BS.

 

However, the call tracking and feedback loop is very important to properly manage feedback and next steps across several target account discussions.

 

Hearing what the feedback is must be the focus to get validation. This is contrasted with the "objection handling" and closing techniques of a rigid, repeatable sales process.

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Bill Meade on Customer Development and Schmexperts

Bill Meade on Customer Development and Schmexperts | Entrepreneurship | Scoop.it
Schmexperts are half-schmuck half-expert who know enough jargon to fool you during customer development. Most customers in a bureaucracy are schmexperts.
Change Impetus's insight:

SK Murphy discusses the importance of deep engagement with the right people to validate your Customer Development cycle.

 

The Schmexpert is the Schmuck/ Expert who passes over details or doesn't have a stake in the implications and/or business drivers for example.

 

Talking to marketing folks about engineering issues will lead you to a full stop- no need situation. ;-)

 

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Serious Problems With Business Model Canvas For Startups

Serious Problems With Business Model Canvas For Startups | Entrepreneurship | Scoop.it
I see serious problems with business model canvas for startups. Founders get stuck trying to fill in every box in the BMC before any customer interviews.
Change Impetus's insight:

I like the thinking here. Not sure how many get completely frozen trying to get the BMC "right". It's a tool, so no matter who you show it to for validation, they will find something questionable.

 

The short form checklists SK Murphy provides are a good, rapid fire way to gauge "readiness". I would suggest these as a prerequisite to complete before heading off to customer development meetings.

 

If you go out too early, you can get caught up in the most basic questions and lose all credibility.

 

I still like the BMC for a "synchronous" view of your hypotheses and validation learning. You need impedance matching to have a balanced circuit!

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An MVP is Finished Only After You Have Early Adopters

An MVP is Finished Only After You Have Early Adopters | Entrepreneurship | Scoop.it
Javid Jamae: any time someone tells me that they have finished their MVP and now they're looking for their first early adopters, a huge alarm goes off.
Change Impetus's insight:

Build it and they will come. With enough sales pressure, they will buy.

Just get the investors on side and we can't lose!

 

Slow down Hondo..make sure you understand the role of the MVP!

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How To Find the Right Co-Founders?

How To Find the Right Co-Founders? | Entrepreneurship | Scoop.it
How do you figure out what’s the right mix of skills for the co-founders of your startup? Surprisingly if you've filled out the business model canvas you already know who you need. ------- I was ha...
Change Impetus's insight:

It's an important (and potentially fatal) task to determine what your year 1 Co Founding Team DNA really is.

 

You can be right based on choosing people who you know for personal characteristics / relationships AND be wrong when it comes to determining critical functions required.

 

This blog steers you through the necessity of the Business Model Canvas to get the DNA right.

 

Steve even mentions the use of partners to get things done vs. bringing in house. This makes sense on many levels, especially of you are already using "friendlies" as Co-Founders in Year 1 ;-)

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Steve Blank's Customer Development Class 3 And 4

Steve Blank's Berkeley/Columbia Customer Development Class 3 and 4 Customer Development in the High Tech Enterprise Customer
Change Impetus's insight:

Worthwhile reading the course overview points. Can you Identify the problems with some of the sequences of execution in the examples?

 

Hint- Customer Development is integral in all aspects of startup strategy- it's not a sales department issue!!

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Putting Sales at the Center of Strategy

Business management magazine, blogs, case studies, articles, books, and webinars from Harvard Business Review, addressing today's topics and challenges in business management.
Change Impetus's insight:

For startups, the Founding Team has to be able to create a solid sales strategy. If you haven't ever carried a bag, there is a good chance theory and reality will differ.

 

Should a startup hire a "salesperson" and have them hit the pavement with a brochure and big quota and grande commission scheme? 

 

For large organizations, the spend on "sales training" would basically kill a startup. As per this article (the interview section at the bottom) many companies try to hire extra product specialists, industry specialists or expect the generic account teams to run with new strategic offerings. (I did the new services pitch, you take it from here sport!)

 

The sad truth is large companies tend to be able to guess wrong and survive. Customers are not as forgiving with disconnected approaches and many do move to more effectively run organizations.

 

Sales is not a department! In terms of business success, "Sales growth fixes everything"-our tagline from Salesforce Strategies a few years ago.

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Today's Graduate and Entrepreneurship

You are educated. Now what? The most important skill you can add today is the ability to create and manage your career. On the surface this is not the best time to graduate. The cost of education i...
Change Impetus's insight:

I love Fred Dawkins' approach to the challenges today's graduates face:

 

The realities of what is and what isn't in the world. From the "no guarantees" to a top list of great opportunities out there.

 

Lifelong learning and problem solving + early entry into entrepreneurial thinking and action is the formula.

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