What They Dont Teach You At Stanford Business School

Stuff you can't learn in B-school: LARRY CHIANG

As a technical founder of a SaaS company, how do I best get into sales?

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#dttdsBHM #csMajorCRO (revenue officer)

Answer by Anonymous:

There is a class at Stanford that advocates "Do things that do not scale, but have momentum" (The acronym, #dttdsBHM, helps solve the exact sales issue via a hashtag of relevant answers). The curated information that you're looking for is at #DTTDSBHM on twitter. I know the YouTube videos that correlate to the class and the hashtag are free if you have access to WiFi.

This above answer by Quora user, "Ravi" jives, dovetails and agrees with my answer. It is verrrry true that as technical co-founders, you will be the first salespeople. It is very true that outsourcing or hiring out a salesperson leads to a 'Startup spiral of death'. As per google, Ravi is at a Y combinator company he co-founded, W13.

This leads me to outline:
– Y combinator has a blog post that advocates 'do things that don't scale'. It was written by PG. Do Things that Don't Scale

– Stanford University Professor, Sam Altman mentored Ravi on this sales method

– Dan Shipper wrote a post as a technical co-founder How to get your first 10 customers

– Stanford University's Steve Blank addresses the dangers of "Customer Development Cycle" a.k.a. 'sales'  The Leading Cause of Startup Death – Part 1: The Product Development Diagram
and more Steve Blank genius, here http://steveblank.com/2009/08/31/the-customer-development-manifesto-reasons-for-the-revolution-part-1/
and here too http://steveblank.com/2009/09/03/the-customer-development-manifesto-reasons-for-the-revolution-part-2/
Finally, Professor Blank of 'Engineering 245; Lean Launch Pad' The Customer Development Manifesto: The Startup Death Spiral (part 3)

To bookend this answer, the Stanford class that I initially referenced is #cs183b. There are 19 sessions. All of them are on YouTube. Gotta love Stanford and YC because it is everything free, all the time. See How do I become a Silicon Valley Insider without going to Stanford or Y Combinator?

My Answer: to How do I become a Silicon Valley Insider without going to Stanford or Y Combinator?

Btw, what is your username on Hacker News? Y -combinator and Stanford care about what you read on HN. YC actually links applicants against their HackerNews account username.

As a technical founder of a SaaS company, how do I best get into sales?

Written by Larry Chiang

April 24, 2015 at 12:32 am

Posted in Uncategorized

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