Most software founders, particularly in B2B, need to get radically better at sales. @Steli , who is the best person for explaining the scrappy stages in the beginning and then building out a team with scripts and processes, wrote a guide to:
Unlike most sales reps, founders can credibly promise tight feedback loops for product.
"If you go with BigCo, you can call them at 3 AM. Someone will listen to you politely, explain they have no solution, and open a ticket. If you call at 3 PM, same answer."
Many, many technical founders of my acquaintance want to offload this to someone ASAP. I've never seen this work: you need to have a deep understanding of your market and customers to arm that first non-founder salesperson. It is gained by doing.
These folks are capable of writing their own ticket and then, by construction, getting folks to buy it.
Sophisticated, mature processes for marketing to pass leads over to sales for qualification.
Steli is so effective at sales he has closed deals he wasn't even a party to. My favorite anecdote about this:
"Hey apropos of nothing: do you know Steli?"
"Oh yeah he's great."
"He is. Steli wouldn't let me leave lunch...
"He wouldn't, would he."
"He wouldn't."
"OK then; we will."
"Great! Email me and we'll figure out logistics."
More from Patrick McKenzie
I like this heuristic, and have a few which are similar in intent to it:
Hiring efficiency:
How long does it take, measured from initial expression of interest through offer of employment signed, for a typical candidate cold inbounding to the company?
What is the *theoretical minimum* for *any* candidate?
How long does it take, as a developer newly hired at the company:
* To get a fully credentialed machine issued to you
* To get a fully functional development environment on that machine which could push code to production immediately
* To solo ship one material quanta of work
How long does it take, from first idea floated to "It's on the Internet", to create a piece of marketing collateral.
(For bonus points: break down by ambitiousness / form factor.)
How many people have to say yes to do something which is clearly worth doing which costs $5,000 / $15,000 / $250,000 and has never been done before.
Here's how I'd measure the health of any tech company:
— Jeff Atwood (@codinghorror) October 25, 2018
How long, as measured from the inception of idea to the modified software arriving in the user's hands, does it take to roll out a *1 word copy change* in your primary product?
Hiring efficiency:
How long does it take, measured from initial expression of interest through offer of employment signed, for a typical candidate cold inbounding to the company?
What is the *theoretical minimum* for *any* candidate?
How long does it take, as a developer newly hired at the company:
* To get a fully credentialed machine issued to you
* To get a fully functional development environment on that machine which could push code to production immediately
* To solo ship one material quanta of work
How long does it take, from first idea floated to "It's on the Internet", to create a piece of marketing collateral.
(For bonus points: break down by ambitiousness / form factor.)
How many people have to say yes to do something which is clearly worth doing which costs $5,000 / $15,000 / $250,000 and has never been done before.
More from Tech
"I really want to break into Product Management"
make products.
"If only someone would tell me how I can get a startup to notice me."
Make Products.
"I guess it's impossible and I'll never break into the industry."
MAKE PRODUCTS.
Courtesy of @edbrisson's wonderful thread on breaking into comics – https://t.co/TgNblNSCBj – here is why the same applies to Product Management, too.
There is no better way of learning the craft of product, or proving your potential to employers, than just doing it.
You do not need anybody's permission. We don't have diplomas, nor doctorates. We can barely agree on a single standard of what a Product Manager is supposed to do.
But – there is at least one blindingly obvious industry consensus – a Product Manager makes Products.
And they don't need to be kept at the exact right temperature, given endless resource, or carefully protected in order to do this.
They find their own way.
make products.
"If only someone would tell me how I can get a startup to notice me."
Make Products.
"I guess it's impossible and I'll never break into the industry."
MAKE PRODUCTS.
Courtesy of @edbrisson's wonderful thread on breaking into comics – https://t.co/TgNblNSCBj – here is why the same applies to Product Management, too.
"I really want to break into comics"
— Ed Brisson (@edbrisson) December 4, 2018
make comics.
"If only someone would tell me how I can get an editor to notice me."
Make Comics.
"I guess it's impossible and I'll never break into the industry."
MAKE COMICS.
There is no better way of learning the craft of product, or proving your potential to employers, than just doing it.
You do not need anybody's permission. We don't have diplomas, nor doctorates. We can barely agree on a single standard of what a Product Manager is supposed to do.
But – there is at least one blindingly obvious industry consensus – a Product Manager makes Products.
And they don't need to be kept at the exact right temperature, given endless resource, or carefully protected in order to do this.
They find their own way.
A common misunderstanding about Agile and “Big Design Up Front”:
There’s nothing in the Agile Manifesto or Principles that states you should never have any idea what you’re trying to build.
You’re allowed to think about a desired outcome from the beginning.
It’s not Big Design Up Front if you do in-depth research to understand the user’s problem.
It’s not BDUF if you spend detailed time learning who needs this thing and why they need it.
It’s not BDUF if you help every team member know what success looks like.
Agile is about reducing risk.
It’s not Agile if you increase risk by starting your sprints with complete ignorance.
It’s not Agile if you don’t research.
Don’t make the mistake of shutting down critical understanding by labeling it Bg Design Up Front.
It would be a mistake to assume this research should only be done by designers and researchers.
Product management and developers also need to be out with the team, conducting the research.
Shared Understanding is the key objective
Big Design Up Front is a thing to avoid.
Defining all the functionality before coding is BDUF.
Drawing every screen and every pixel is BDUF.
Promising functionality (or delivery dates) to customers before development starts is BDUF.
These things shouldn’t happen in Agile.
There’s nothing in the Agile Manifesto or Principles that states you should never have any idea what you’re trying to build.
You’re allowed to think about a desired outcome from the beginning.
It’s not Big Design Up Front if you do in-depth research to understand the user’s problem.
It’s not BDUF if you spend detailed time learning who needs this thing and why they need it.
It’s not BDUF if you help every team member know what success looks like.
Agile is about reducing risk.
It’s not Agile if you increase risk by starting your sprints with complete ignorance.
It’s not Agile if you don’t research.
Don’t make the mistake of shutting down critical understanding by labeling it Bg Design Up Front.
It would be a mistake to assume this research should only be done by designers and researchers.
Product management and developers also need to be out with the team, conducting the research.
Shared Understanding is the key objective
I\u2019d recommend that the devs participate directly in the research.
— Jared Spool (@jmspool) November 18, 2018
If the devs go into the first sprint with a thorough understanding of the user\u2019s problems, they are far more likely to solve it well.
Big Design Up Front is a thing to avoid.
Defining all the functionality before coding is BDUF.
Drawing every screen and every pixel is BDUF.
Promising functionality (or delivery dates) to customers before development starts is BDUF.
These things shouldn’t happen in Agile.
