Thursday, April 16, 2009

This struck a chord

I actually think I saw Eric talk my last semester at the GSB when we did the IMVU case in Andy Rachleff's class on aligning startups and markets. The case (and Steve Blank's book) were really instrumental in shaping my thinking as we designed Personforce. Get a product in the market fast and iterate based on customer feedback was the overall gist of the IMVU case.

Eric has a great post about renewable/predictable revenue that demonstrates compelling customer-level economics versus revenue that is a result of inspired salesmanship.

It made me think very hard about where our revenue comes from and figure out what camp we're in. The short answer is we started off in the salesmanship camp, now we're a bit of a hybrid, and hopefully we're moving into the predictable revenue camp. Eric's post below definitely struck a chord with me.

Lessons Learned: Validated learning about customers

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