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In The Media

CS major CRO (in the making)

by Larry Chiang on April 16, 2015

Larry Chiang is a credit industry expert and a J.B.A. (Jedi in Business Administration). As padawan to Mark McCormack, Chiang got to keynote at a University he was verbally recruited to: “Harvard Law School”. Afterwards, Harvard Business wrote: “What They Don’t Teach You at Stanford Business School”. Be a Jedi in Business Administration by reading the Harvard HARBUS posts that cite and source his mentor’s book, “What They Don’t Teach You at Stanford Business School”and and see his latest credit bureau based, entrepreneurship article, “Follow Your CS183B Effort, Not Your Passion”. In this post, we discuss CS major CRO’s where revenue is brought in by a computer science major. I even curate a hashtag for this: #CSmajorCRO

Larry Chiangby Larry Chiang

This blog post may only help one person…
VIA TEXT: “Checked out videos from Larry: 145V and 145W (can’t remember full video titles).”
You wanna quote‘s
For example, PG of YC stresses “sales”
What PG loooks for in founders
Nice notes…
-1- the money.
/1a/ we don’t wanna get stuck at $200-250k
/1b/ we wanna make $20mm in one year. Not annually. Annually we make 150k base with a shot to make a $20mm windfall
/1c/ sequel. We wanna do a sequel
/1c1/ Do a sequel to Catherine
1c2/ we are the YC company
2/ we wanna get together a PREEXISTING TEAM
/3/ Application protocol Interface is a computer making sales calls for U. Old people melt when they hear API
(3a) see the money.
/4/ CS major CRO (that’s next). I’ll call u
/5/ Money
56th million to 59th million is thankless
0-$3,000,000 is zero to HERO
I’ve a hashtag on this #ZeroPt6


0-$600,000 is zero to 600k = #ZeroPt6

$18mm to $300mm is super hard. Salesperson 35 -> 300 ($150mm is hard cuz you have to manage 300 Seles whores)
/5a/ it’s good that your CS team at Catherine makes sub $120k
/5b/ making sales dollars 0-3,000,000th should get you co-founder credit and $20,000,000. Because sales is so hard that 13 YC partners can’t sell
/5c/ money. YC has 11 PDFs on VC 
It has one document on sales. According to my 388 IQ, it’s about a 11:1 ratio of VC to sales
5d/ VC is just an “internal deliverable” with a person who doesn’t work at your company. VCs are “customers”. They’re a form of boss who fires you
A stat we should pay attention to: both have fewer than 5,000 views

5e/ blind VCs leading the smart-dumb founders who outsourced company building to an external vp of sales (Steve Blank spoiled the plot: vp of sales get founders fired. Here are five posts where Professor Blank shows why founders get fired 

– Steve Blank “death”
–  Steve Blank “customer dev”
–  Steve Blank “problems”
–  Steve Blank “Death Spiral”
Before ENGR 145’s “Technology Entrepreneurship’s” tutelage via the hashtag #ENGR145, founders died all the time…
See the YouTube videos at ENGR 145 and wordpress blog posts

9:59 video sums up 14 chapters of a book coming out 11-11-2019 “What They Will NEVER Teach You at Stanford Business School”

Fashion Week’s front row

American Express hosts me mentoring you about FICO scores at New York Fashion Week

My video boils down 20,000 hours and moves you to the right on the entrepreneur bell curve

CEO of Duck9

Founding EIR @Stanford

Duck9 = “Deep Underground Credit Knowledge” 9
650-566-9696 (direct)
Editor of the widely syndicated “What They Don’t Teach at School”
Read my last 10 tweets at
Author, NY Times Bestseller (09-09-09 release of WTDTYASBS)

52 Cards. Two Jokers. What They DO Teach You at Stanford Engineering
Emergency swings and cutting deals as an 9 year old
Hunter Pence shared thoughts before winning WORLD SERIES’ Game #7

On Apr 15, 2015, at 7:55  wrote:

-YC doesn’t teach founders how to sell. They are very non-sales.
-You don’t gain anything by quitting and doing a hard reset selling for a small startup.
-Bring 2 laptops to work because you are working on “CS GA Tech” but really it is for a side project.
-Build out a sequel business to your business
-Build out a loyal team of CS majors who can sell, so when someone hires you they are hiring $3M in revenue
-Check out videos from Larry: 145V and 145W (can’t remember full video titles).
-Use internal deliverables to parlay external deliverables, e.g. use the time to see who is worth recruiting from the inside
-Selling the first $3M is not the same as selling the 59th $3M.
-Don’t be a pie in the sky “product guy.” You can be a product guy when you are talking to the customer about what changes need to happen to make the deal work.
-The 36th sales guy gets screwed because as he trains more people he is essentially undoing himself (but see note about parlaying internal deliverables)

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