A geek sifts through the bullshit

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A geek sifts through the bullshit

  1. 1. From geek to entrepreneur:Sifting through the Bull5h1t N uggets oʼ Truth! Jason Cohen @asmartbear http://blog.ASmartBear.com
  2. 2. coding
  3. 3. coding
  4. 4. codingsales
  5. 5. codingenterprise sales
  6. 6. raising money accounting blogging partnering firingnegotiation coding leadership enterprise sales tradeshowsadvertising marketing hiringbookkeeping selling companies
  7. 7. Help!
  8. 8. Help!
  9. 9. Help! 37signals
  10. 10. Help! 37signals
  11. 11. raising money? accounting? blogging? partnering? firing?negotiation? coding leadership? enterprise sales? tradeshows?advertising? marketing? hiring?bookkeeping? selling companies?
  12. 12. Act IYet another startup blog
  13. 13. The Rules of Blogging 250-700 words 5-10 posts/week bullets good, semi-colons bad short sentences limited vocabulary
  14. 14. Top
10
and
Cosmo 37 ways to GET MORE RSS Subscribers!
  15. 15. RSS Subscribers (1 year) sthttp://blog.ASmartBear.com
  16. 16. Long
ar0cles
with
paragraphs OMG! So many wurdz! Meh head is xplodn!
  17. 17. Me
just
1
every
1‐2
weeks ...looks like itʼs time to blog.
  18. 18. The Rules of Blogging 250-700 words 5-10 posts/week bullets good, semi-colons bad short sentences
  19. 19. Jaso n’sThe Rules of Blogging 1,200+ 250-700 wordsone 5-10 posts/week ru le! drool bullets good, semi-colons badepic short sentences
  20. 20. RSS Subscribers (past 2 years) http://blog.ASmartBear.com20,000 21,00015,00010,000 Stopped following “rules” of blogging 5,000 0
  21. 21. What if weʼre both right?
  22. 22. Lesson #1:You set the rules
  23. 23. Lesson #2:Advice has context
  24. 24. Lesson #2:Advice has contexthttp://WPEngine.com
  25. 25. Act II“Enterprise Sales” & other sorcery
  26. 26. “Enterprise Sales”(a geekʼs conception)
  27. 27. “Enterprise Sales”(a geekʼs conception)
  28. 28. “Enterprise Sales”(a geekʼs conception)
  29. 29. “Enterprise Sales”(a geekʼs conception)
  30. 30. “Enterprise Sales” (Truth)
  31. 31. “Enterprise Sales” (Truth)
  32. 32. “Enterprise Sales” (Truth)
  33. 33. The silver-haired VP of Sales
  34. 34. Expectations
  35. 35. Expectations50% of the company
  36. 36. Expectations50% of the company Get a patent
  37. 37. Expectations 50% of the company Get a patentKnock off early on Fridays
  38. 38. Expectations 50% of the company Get a patent Knock off early on FridaysChange the name “Smart Bear”
  39. 39. Software Test andDeployment Systems
  40. 40. Software Test andDeployment Systems
  41. 41. STDS
  42. 42. STDS Viral marketing!Our invoices flare up every year!
  43. 43. Smart Bear Software 12885 Research Blvd, Suite 210 Austin, TX 78750 512.257.1569 http://smartbearsoftware.com 9/13/2004Quote: Code Reports License - Intuit EnterpriseThe Intuit Enterprise license of Code Reports gives Intuit a corporate-wide, unrestrictedlicense to use Smart Bear’s Code Reports server and client software. There are norestrictions on number of users, number of installed machines, hard copies of thesoftware, etc., except that all use must be on behalf of Intuit and not another company orindividual. This license does not expire for version 1.0 Code Reports (e.g. the currentversion plus bug-fixes and minor feature enhancements).In keeping with Smart Bear’s general licensing practices, this license also includes oneyear of customer support. Support includes basic program questions such as installation,configuration, interpretation, and usability. Smart Bear can also provide professionalservices (e.g. writing custom reports), but this is not included in this license.The software also includes two features which do not exist today: 1. SQL Server is the database back-end, not PostgreSQL. Any number of SQL Server databases can be deployed. 2. A single Code Reports server instance must support multiple version control system sources and multiple database destinations. A UI is provided where each of these sources and destinations can be set up by a user. Any combination of sources and destinations can be configured.It is understood that Intuit wishes these features complete, installed and working at Intuitprior to September 27, 2004, so we will be employing extra help to complete the jobswiftly. We are charging Intuit a fixed price for this development. Any extra chargesSmart Bear might incur for overtime, extra workers, QA, software/hardware purchases,etc. will be absorbed by Smart Bear.Price:Three software developers, each working 140 hours at $90/hour $18,900(Our current estimate of what will be necessary), discounted by 50%because Smart Bear can reuse this development effort.Code Reports software, normally $2000 per version control server, Intuit $30,000having roughly 40 servers, then applying large discount for bulk orderTotal: $48,900. Smart Bear will receive a purchase order, payable when the product iscomplete and installed at Intuit. Intuit will not be charged for additional developmenttime after Sep 27 incurred for bug-fixes and other workmanship defects.
  44. 44. Three software developers, each working 14(Our current estimate of what will be necessabecause Smart Bear can reuse this developmCode Reports software, normally $2000 perhaving roughly 40 servers, then applying largTotal: $48,900. Smart Bear will receive a pcomplete and installed at Intuit. Intuit will ntime after Sep 27 incurred for bug-fixes and
  45. 45. Natureʼs Warning Signs You need a patent.
  46. 46. Heʼs a real salesguy. Iʼm not.
  47. 47. Lesson #3:“Iʼm not a person” is twaddle
  48. 48. Lesson #4:Trust your inexperienced gut
  49. 49. Postscript: “Smart Bear”
  50. 50. Postscript: “Smart Bear”
  51. 51. Postscript: “Smart Bear”
  52. 52. Postscript: “Smart Bear”
  53. 53. Postscript: “Smart Bear”
  54. 54. Act IIILetʼs try that sales thing again
  55. 55. “Itʼs time for real sales!”
  56. 56. Youʼre commissionedto CRM your territory up their pipeline.
  57. 57. Fail slowly &Repeat mistakes
  58. 58. Everything’s going well. Great! Let’s change it.
  59. 59. “Real sales” is how itʼs done.
  60. 60. “Everyone else is doing it.”
  61. 61. “Everyone else is doing it.”
  62. 62. “Everyone else is doing it.”
  63. 63. Lesson #5:“Thatʼs how itʼs done” is bull5h1t
  64. 64. Yeah, so what do I do about it?
  65. 65. 37signals
  66. 66. Tenets of 37signals
  67. 67. Tenets of 37signals Solve only simple problems
  68. 68. Tenets of 37signals Solve only simple problems Planning is silly
  69. 69. Tenets of 37signals Solve only simple problems Planning is silly Don’t work too hard
  70. 70. Smart BearTenets of 37signalsSolve only simple problems Planning is silly Don’t work too hard
  71. 71. Smart BearTenets of 37signals Hard == $Solve only simple problems Planning is silly Don’t work too hard
  72. 72. Smart BearTenets of 37signals Hard == $Solve only simple problems Planning is silly Don’t work too hard
  73. 73. Smart BearTenets of 37signals Hard == $Solve only simple problems Planning is silly Don’t work too hard rs t) a t fi (
  74. 74. 37signals in Context King RichB2BB2C
  75. 75. 37signals in Context King RichB2B 37signalsB2C
  76. 76. 37signals in Context King RichB2B 37signalsB2C
  77. 77. 37signals in Context King RichB2B 37signalsB2C
  78. 78. Common Advice in Context King Rich Jason Fried Steve BlankB2B Joel Spolsky (<2010) Dharmesh Shah Chris Brogan Jason Cohen Matt Mullenweg Eric RiesB2C Peldi Guilizzoni Dave McClure Patrick McKenzie Evan Williams
  79. 79. Dimensions of Advice Rich / King B2B / B2C Bootstrapped / Funded Lifestyle / Growth Pleasure / Pain Confident / Introspective
  80. 80. Dimensions of AdviceMe: Rich / King B2B / B2C Bootstrapped / Funded Lifestyle / Growth Pleasure / Pain Confident / Introspective
  81. 81. Final thought
  82. 82. All generalizations are false.
  83. 83. Less reading.Less worrying. More doing. Jason Cohen @asmartbearhttp://blog.ASmartBear.com WebStock 2011

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