by Brant | Feb 14, 2011 | Brant's Rant, Customer Development, Lean Startup, Metrics-Driven Marketing
Back in December 2009 when Patrick Vlaskovits and I first contemplated our Customer Development book, I was noodling around with a graphic to illustrate the integrate Dave McClure’s Pirate Metrics with Customer Development activities. I posted the graphic in a...
by Brant | Oct 19, 2010 | Brant's Rant, Metrics-Driven Marketing, Startup Marketing, Startups
Here’s an example of a market segmentation exercise in “opportunity matrix” form. Even if you do this on the “back of a napkin,” using educated guesses and no weighting it will help you think through your priorities. (Hopefully, I have...
by Brant | Jan 13, 2010 | Brant's Rant, Customer Development, Economy, Lean Startup, Metrics-Driven Marketing, Sales and Marketing Roadmap, Uncategorized
Based on input from Steve Blank and others, I updated the Customer Development image I created a few weeks ago. Steve suggested I attempt to structure the image so that it was business model-independent. So it is, but with a web-based model serving as an example. ...
by Brant | Aug 20, 2009 | Brant's Rant, Metrics-Driven Marketing, Process-Oriented Marketing, San Diego
Unlike my classmates who headed to Silicon Valley from UC Davis upon graduation, I moved to Washington DC to work for a defense consulting firm. After a couple of years, “I dropped out” to write a novel, which I subsequently finished, explored the country...
by Brant | Feb 12, 2009 | Brant's Rant, Economy, Metrics-Driven Marketing, Process-Oriented Marketing
I just got off a webinar about lead gen in today’s economic environment. I was pleased to see several process-oriented and metrics driven marketing recommendations, including: need to be revenue focused, rather than # of leads focused; marketing taking greater...
by Brant | Feb 9, 2009 | Brant's Rant, Metrics-Driven Marketing, Process-Oriented Marketing, Startup Marketing
A couple of years ago, a colleague and I began developing a process-oriented way to lead companies toward gaining market traction. The idea was born out of a conversation my colleague had with a partner at Sequoia Capital about how to significantly reduce, if not...
by Brant | Feb 6, 2009 | Brant's Rant, Metrics-Driven Marketing, Process-Oriented Marketing, Sales and Marketing Roadmap, San Diego
Since moving (returning) to San Diego from the San Francisco Bay Area in June of 2007, my running joke has been: In the Bay Area I was a small fish in a large pond. In San Diego, at least I’m a small fish in a small pond. bah-dump, bump. The San Diego market...