Posts

24 August / startups / best practices / books
We negotiate every day in almost every conversation and exchange, whether it’s rescheduling a flight, asking for a product return or responding to a term sheet. I’ve been reading Getting More, a book by Stuart Diamond, who trains the military, Google and many others on negotiation. Everyone should read it. This book is set apart because it recognizes the nature of relationships, emotion and human nature, forgoing concepts like ZOPA and BATNA.
23 August
How much is a social media click worth compared to a email click or a search click for an eCommerce site? Monetate, makers of optimization software for eCommerce landing pages released data answering this question Channel Conversion Rates AOV CPC Relative Worth Email 4.25% 90.4 $1.000 Search 2.49% 82.72 $0.536 Social 0.59% 64.19 $0.0986 Key: Conversion rates = conversion to order from click; AOV = average order value in $; Relative worth = indexed measure of click value based.
22 August / startups
At the center of every startup is a secret. A secret is not an unknown. Rather, it’s something just not widely believed to be achievable or feasible. In other words, it’s an insight. Exploiting that secret should be the aim of every entrepreneur. Leveraging the secret means disruption and ultimately success. The genesis of every secret is the word why. “Why are things done this way? Why can’t we do better?
21 August / saas / sales / marketing
I love freemium businesses. I have met with many of them, work with one and if I were to start one, this would be my game plan, the characteristics of the product, market, distribution channels, conversion point and team. Product Characteristics The existing solutions are either email and spreadsheets or software architected before the turn of the century. In either case, the alternative is painful to use, so excruciating in fact, that individual employees are willing to circumnavigate IT’s policies in search of something better.
Developing a sales strategy is critical for software-as-a-service (SaaS) startups. The first step in developing a sales strategy is to build a robust market segmentation. I’ve used data from the US Census to develop a segmentation that reveals some surprising facts about the SMB market and may help inform your startup’s sales strategy. Chart 1: 98% of businesses in the US employ fewer than 100 people. 98% of businesses in the US employ between 1 to 4 people.
20 August / data analysis / saas / sales
Developing a sales strategy is critical for software-as-a-service (SaaS) startups. The first step in developing a sales strategy is to build a robust market segmentation. I’ve used data from the US Census to develop a segmentation that reveals some surprising facts about the SMB market and may help inform your startup’s sales strategy. Chart 1: 98% of businesses in the US employ fewer than 100 people. 98% of businesses in the US employ between 1 to 4 people.
19 August / best practices
Hollywood and Silicon Valley often seems worlds apart. While movie making and startup building may always be very different endeavors, great managers use the same techniques in every discipline to empower their teams, hire the right people, and change the world. Over the weekend, I watched Woody Allen: A Documentary which profiles the great director through the words of his actors, editors and producers. Allen’s management ability shone through every interview.
19 August / management / best practices
Hollywood and Silicon Valley often seems worlds apart. While movie making and startup building may always be very different endeavors, great managers use the same techniques in every discipline to empower their teams, hire the right people, and change the world. Over the weekend, I watched Woody Allen: A Documentary which profiles the great director through the words of his actors, editors and producers. Allen’s management ability shone through every interview.
14 August / strategy / marketing
For years, a product can grow linearly before suddenly seeing compounding growth. Facebook is a great example. From 2004 to 2007, the company grew at a fairly linear rate. And then, the magic happened! The network effects kicked in and exponential growth ensued. Linear growth always precedes exponential growth. For market places, in social networks or in advertising exchanges, the story is always the same. Linear, linear, linear. BOOM, exponential.
14 July
Did you hear ‘em talkin’ ‘bout it on the radio Did you try to read the writing on the wall Did that voice inside you say I’ve heard it all before It’s like Deja Vu all over again - John Fogerty I am emotionally attached to Android’s success. It’s the same loyalty I displayed when I campaigned for Apple in the mid-90s. But with a tinge of betrayal. I reminisce about spending hours sifting through Zapf dingbats to transform PC Word files into usable Mac documents; choosing from a threadbare gaming library comprising three titles: Bungie’s Marathon series, SimCity and Civ; and waiting years for updates to Quicken and the Office Suite.