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Showing posts from September, 2018

Initial Customer Discovery in E-Commerce

I’ve been on a customer discovery journey over the last couple weeks. I haven’t dug deep on Mom Test-esque questions. Instead, I’m setting a baseline on the e-commerce space for myself.
Below are highlights from my discussions so far – Initial round of 7 folks from the e-commerce space representing directors and managers of marketing with a couple in sales. Companies were each in the $1B+ category largely in consumer, but also having B2B opportunities.Primary levers for growing e-commerce businesses:Customer acquisitionFulfillmentThese two levers have the greatest effect on net revenueTo achieve higher sales, too, companies are evaluating:Shortest path to revenue -- "click-to-checkout"Building an "optimal" customer experienceCustomer experience for companies range from custom, and temporary, showrooms to shortening the path to revenue with engaging design elements (e.g. imagery, product information consistency)The Amazon Effect has affected some of the longest-stan…

Being Cautious and Re-Orienting When Credibility is Limited

I’m listening to Ray Dalio’s book Principles. At whatever page I’m on, he talks about being open while also being persistent. His point revolves around the principle for always learning. To learn, people need to be open to listening. And yet, people are quick to dig into their own ideas, even if they haven’t showcased success – myself included.
Ray believes successful leaders should be able to showcase at least three instances of such in some area.
It dawns on me on this site that I espouse a lot about entrepreneurship without several successes – if we classify a liquidity event as success (e.g. stock offering, being acquired). That could continue to promote the idea that success only comes from a liquidity event which is not true. From this standpoint, should readers even value what I have to say? That’s a humbling question.
Though, Ray describes the value inexperience brings with it including new, outside perspective. He also talks about gaining buy-in from others with experience…

Entrepreneurship Is Full of Hard Work that Is Rarely Sought After

I posted recently about the importance to periodically check how a current role/ position fits into the greater journey – “Before Making Moves Based On Today’s Bad, Chart How All The Dots Align to A Path”. I took this to heart recently by reviewing my resume and updating my skills and experience. It’s made me aware of my career progression and my upcoming path as I head into my mid-30s. In short: optically, I’ve been rather stagnant.
Building a startup is incredibly hard work. Many startups do not come close to the type of success that is read about in the news or even the local startup digest. Entrepreneurship, though intrinsically rewarding, is not well-received professionally.
As I’ve had the great opportunities to lead sales at Body Boss Fitness, SalesWise, and SalesWise’s new product/ brand Burner Rocket, they’ve all been tough experiences to get through. Starting from virtually nothing and fighting to get scraps of the first 10 customers and then the next is rarely seen from t…