Book Digest: The Innovator’s Solution

In The Innovator’s Solution, Clayton Christensen and Michael Raynor provide a blueprint for creating new growth businesses through disruptive innovation. They argue that solely pursuing sustaining innovations that serve customers in the same way but with higher performance leads to stagnant revenue and commoditization. Customers become satisfied with product performance as technology advances and come…

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Startup Sales Part III: Operations

III. Operations The goal of operations is to allocate scarce resources to the highest value uses. This means defining priorities, concentrating resources on those priorities, and excluding sources of distraction and waste. A. Defining Priorities 1. The Sales Equation Start by understanding what levers you can pull to influence your team’s performance. You can think…

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Revenue Model that Calculates Key Metrics

Financial modeling aims to evaluate your plan’s coherence and reasonableness. Models test whether you’ll achieve your goals if your initiatives deliver the productivity you expect. They also make your assumptions explicit, enabling you to judge whether they’re reasonable. This revenue model allows you to analyze multiple sales channels and multiple products. It captures the idea that different channels will…

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A Coast and Desert Road Trip

A little while back, I took a road trip around California. I headed south from San Francisco down the coast to Santa Barbara, inland up into the San Gabriel mountains, and north through the high desert and the Central Valley back to San Francisco. A storm was pummeling the the Pacific Northwest the day I left and the…

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Book Digest: Work Rules

Laszlo Bock’s Work Rules sets forth a humane and data-driven approach to people operations. Bock (who used to run people operations at Google) argues that companies that offer their employees freedom perform better and attract the best talent. Bock describes Google’s workforce policies and, more importantly, lays out Google’s methods for continuously improving them. Google relentlessly gathers data on happiness and…

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