+
9 Things I Saw @Lean Camp-San FranciscoLean Startup Conference 2013
+ 1. @TriKro @SaintSal & Team put on a well-structured, unstructured Lean Camp
+2. More women please
+3. Alarming ambiguity about:
“What the &$&#! is a Customer?”
This bothers me. There has to be a better way.
When have you properly exhausted market segments & customer types? No clear answer in the discussion.
It’s lazy to say – “Ask you current customers why they bought…” Umm… I don’t have any customers. That’s the point of the exercise.
+4. Think: Mutual Disqualification
Lean Startup Metrics Applied to Enterprise Sales
1. What are the reasons the prospect disqualifies your solution?
2. What is the reason you disqualify the person from pursuing a sales process.
+Mutual Disqualification:
Find a Trigger Point early
i.e. If your solution doesn’t solve a significant problem, you’re disqualified.
i.e. NDA – If the prospect isn’t willing to spend one hour with her legal team on this, disqualify them.
i.e. – If the prospect isn’t willing to bring 2-3 additional people into the process, disqualify them.
+5. Build-Measure-Learn Your
Sales Process
+6. When someone says “The book says…”, the answer is “Which book?”
Books by Steve Blank, Eric Ries, and others are just the start.
I think of “Lean Startup” as a platform. It’s up to the community (read: you and me) to build apps off of that platform.
+7. You can rank-order your product risks in 10 minutes with Post-It notes
+8. Cynefin is an acceptable topic
Led by @davidjbland
and@sammcafee
+9. Eric is like Santa Claus – He
knows when you’re at Lean Camp…
