Building a Sales and Marketing Machine is a structured methodology for designing and reviewing your customer acquisition process. It stresses the idea that the only right way to build a sales and marketing process is to design it around your customers (customer-centric). Although this is obvious, it turns out to be radically different to the […]| For Entrepreneurs
This post looks at how sales complexity impacts the cost of customer acquisition (CAC) in B2B software and hardware companies. It also introduces a zone system for evaluating different startup sales models.| For Entrepreneurs
A short study of this web site reveals that a hugely important factor for success in startup companies is finding ways to acquire customers at a low cost. In the Business Models section, we looked at the perfect business model: Viral customer acquisition with good monetization. However viral growth turns out to be an elusive […]| For Entrepreneurs