Quit blasting emails. Force concentration instead.

By Scott Sambucci | February 2, 2016

“A startup is not a smaller version of a large company.” – Steve Blank

This goes for the sales funnel. Sure, at a large company with an established market, target segment, and known process – the marketing team can blast out 3000 emails to find a few qualified leads for the sales team to convert.

But… you’re a startup. If you’re trying to find your first customer, or go from one to ten, you need to force your concentration on a select few early partner customers that you can get over the goal line as paying customers.

Doesn’t matter if it’s a small paid pilot or a concierge MVP of your eventual product, Just get that first customer, or that next customer, so you can learn exactly how your product is being used (or why it’s not!), how to calculate value to the customer, and build user stories for your next round of customer acquisition.

Read more in this post – “Force concentration – Get your first customers first.”