Better Biz Dev – Music Startup Academy Denver - October 8, 2015
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#BIZDEVMSA BETTER BIZ DEV SHAWN YEAGER, BACK PORCH GROUP MUSIC STARTUP ACADEMY – DENVER, OCTOBER 8 , 2015
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Transcript of Better Biz Dev – Music Startup Academy Denver - October 8, 2015
#BIZDEVMSA
BETTER BIZ DEVSHAWN YEAGER, BACK PORCH GROUP
MUSIC STARTUP ACADEMY – DENVER, OCTOBER 8, 2015
#BIZDEVMSA
HOUSEKEEPING
#BIZDEVMSA
@SHAWNYEAGER
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#BIZDEVMSA
“BUSINESS DEVELOPMENT IS CREATING THE TEMPLATE FOR A TRANSACTION. SALES IS
APPLYING THE TEMPLATE OVER AND OVER.”—PARAPHRASING A SETH GODIN QUOTE I CAN NO LONGER FIND
#BIZDEVMSA
“BUSINESS DEVELOPMENT IS THE CREATION OF LONG-TERM VALUE FOR AN ORGANIZATION
FROM CUSTOMERS, MARKETS, AND RELATIONSHIPS.”
—SCOTT POLLACK
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THE GOOD NEWS
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THE BAD NEWS
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“LEAN STARTUP ISN'T ABOUT BEING CHEAP [BUT IS ABOUT] BEING LESS WASTEFUL AND
STILL DOING THINGS THAT ARE BIG.”–ERIC RIES
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WHAT LEADS TO WASTE?
BOILING THE OCEAN – BUILDING TOO MUCH TOO SOON
REQUIRING UNREALISTIC CHANGES IN USER BEHAVIOR
REQUIRING UNREALISTIC CHANGES IN RIGHTS HOLDERS' BUSINESS MODELS
LETTING ONE BIG CUSTOMER/PARTNER DRIVE PRODUCT
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BETTER BIZ DEV =
RIGOROUS CUSTOMER DEVELOPMENT + A WELL-DESIGNED BUSINESS MODEL +CLARITY OF PURPOSE
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CUSTOMER DEVELOPMENT ≠ PRODUCT DEVELOPMENT
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YOUR (FUTURE) CUSTOMERS KNOW BEST.
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CLARITY OF PURPOSE
WHY ARE YOU DOING THE DEAL?
WHAT DOES SUCCESS LOOK LIKE?
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A FEW THINGS I’VE LEARNED
ENTER WITH TWO OUTCOMES IN MIND: THE BIG WIN AND THE LEAST YOU’LL ACCEPT.
ANSWER THE QUESTION HOW LONG IS TOO LONG?
LITTLE COMPANY/BIG COMPANY POWER DYNAMICS CAN’T BE IGNORED, BUT THEY DON’T MEAN YOU’RE POWERLESS.
UNCOVER AND VALIDATE DEAL-BREAKERS AS EARLY AS POSSIBLE.
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A FEW THINGS I’VE LEARNED
‘YES, AND…’ IS OFTEN MORE EFFECTIVE THAN 'NO.’
WHEN YOU MUST CONCEDE A POINT, ASK FOR SOMETHING IN RETURN.
IT’S NEVER JUST BUSINESS. PEOPLE NEGOTIATE, NOT COMPANIES.
SURPRISES ARE THE ENEMY.
THE DEAL’S NOT DONE UNTIL YOU’RE HOLDING (E-)INK ON PAPER.
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RESOURCESMARKET-BY-NUMBERS.COM/CUSTOMER-DEVELOPMENT/
LEANSTACK.COM/CUSTOMER-DEVELOPMENT-GETTING-STARTED/
BUSINESS MODEL GENERATION
LEAN STARTUP
RUNNING LEAN
THE MOM TEST
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Q&A
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@SHAWNYEAGER
BACKPORCHGROUP.COM
