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In The Media

Venture Capitalists Ask, You Answer

by Larry Chiang on May 7, 2015

Larry Chiang’s book, “What They Don’t Teach You At Stanford Business School“, has an entire chapter devoted to “Treasure Management” #Ch2. Getting undergrad founders to self fund is easier after all college students get a “FICO” credit score over 740. After a Harvard Law School keynote, Harvard Business wrote: “What They Don’t Teach You at Stanford Business School

NY Fashion Week has supermodels getting a high FICO credit score because I supermodel on-the-side
By Larry Chiang
VCs ask tech founders “What is your distribution strategy?”
Tim Ferris taught me, “If your book is 400 pages, your marketing plan should be 800 pages.” I am not revealing a personal conversation with a friend, I am regurgitating what I read from an interview. The point is that as a team of cs majors, you’re gonna need to promote. You’re going to need to sell.
If you plan on hiring out or/and ‘outsourcing’ or/and “delegating”, you cannot. Read Steve Blank’s “Customer Development Manifest” and pay attention to ‘startup death spiral’

Larry Chiang (@LarryChiang)
“Don’t hire a sales pro. You’re the pro. If you’re not getting sales, something is wrong. Hire jr people to help w #LeadGen#csMajorCRO

Paul Graham attempts to chime in on founders’ role in sales, distribution and “doing things that don’t scale”

Also, see PG’s lecture #3 inside Stanford Engineering CS 183b (#CS183b). “Doing things that don’t scale”

Lecture 3 – Before the Startup (Paul Graham) – YouTube

Larry Chiang (@LarryChiang)
“Sales and #dttdsBHM is so painful to lecture on that PG waited until question #9 to bring up ‘sales’.”

— @LarryChiang
Student #cs183b


Larry Chiang (@LarryChiang)
Infamous question #9, #CS183b Re #dttdsBHM…

Will hiring a marketing person, magically make doing lead generation easier!?!

Asse9 Austin Secret (@asse9)
Should you hire a marketing person!? #CSmajorCRO…

Jessica Livingston answers…

So, now you’ve come to the same conclusion that me, Stanford University and YC have come to: “You must do sales as the technical co-founder team”.
Larry Chiang (@LarryChiang)
How did @billclerico, YC 09, “do things that don’t scale”!? He unconscious competently did #WTDoTYASES (aka #cs183s!)
The sales class for founders is free on #ENGR145s. There are 35 correlated YouTube videos to help engineering undergrads SELL as founders

ENGR 145s was forked from #ENGR145 — It had two anchor videos move you to the right on the entrepreneur bell curve using appx 25 sales techniques
Is a bit ly I memorized that links to
In short, the point is that as a team of cs majors, you’re gonna need to promote. You’re going to need to host a launch party that you will make money launching at.
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Founder of “What They Don’t Teach at Business School” for CNN iReport:
Author, NY Times Bestseller
“What They Will NEVER Teach You at Stanford Business School about EUTWMPPM @SXSW” comes out 11-11-14
52 Cards. Two Jokers. What They DO Teach You at Stanford Engineering
Emergency swings and cutting deals as an 9 year old

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