{"id":3967,"date":"2015-04-16T01:27:37","date_gmt":"2015-04-16T05:27:37","guid":{"rendered":"https:\/\/www.duck9.com\/?p=3967"},"modified":"2015-07-26T23:37:15","modified_gmt":"2015-07-27T03:37:15","slug":"cs-major-cro-in-the-making","status":"publish","type":"post","link":"https:\/\/www.duck9.com\/blog\/cs-major-cro-in-the-making\/","title":{"rendered":"CS major CRO (in the making)"},"content":{"rendered":"

Larry Chiang is a credit industry expert and a J.B.A. (Jedi in Business Administration<\/a>). As padawan to Mark McCormack, Chiang got to keynote at a University he was verbally recruited to: “Harvard Law School”. Afterwards, Harvard Business wrote: \u201cWhat They Don\u2019t Teach You at Stanford Business School”<\/a>. Be a Jedi in Business Administration by reading the Harvard HARBUS posts that cite and source his mentor’s book, \u201cWhat They Don\u2019t Teach You at Stanford Business School”<\/a>and and see his latest credit bureau based, entrepreneurship article, “Follow Your CS183B<\/a> Effort, Not Your Passion”. In this post, we discuss CS major CRO’s<\/a> where revenue is brought in by a computer science major. I even curate a hashtag for this: #CSmajorCRO
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\"Larry<\/a><\/strong>by Larry Chiang<\/p>\n

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This blog post may only help one person…<\/span><\/div>\n
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VIA TEXT: “Checked out videos from Larry: 145V and 145W (can’t remember full video titles).”<\/span><\/div>\n
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LARRY CHIANG ANSWER:<\/span><\/div>\n
“145V”
\n<\/span>Is<\/div>\n
https:\/\/bit.ly\/buster14512v<\/a><\/div>\n
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“145W”
\n<\/span>Is<\/div>\n
https:\/\/bit.ly\/buster14512w<\/a><\/div>\n
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You wanna quote\u00a0bit.ly<\/a>‘s<\/div>\n
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For example, PG of YC stresses “sales”\u00a0https:\/\/bit.ly\/pgrahamCh6<\/a><\/div>\n
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What PG loooks for in founders<\/div>\n
https:\/\/bit.ly\/pgraham710<\/a><\/div>\n
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Nice notes…<\/div>\n
-1- the money.<\/div>\n
\/1a\/ we don’t wanna get stuck at $200-250k<\/div>\n
\/1b\/ we wanna make $20mm in one year. Not annually. Annually we make 150k base with a shot to make a $20mm windfall<\/div>\n
\/1c\/ sequel. We wanna do a sequel<\/div>\n
\/1c1\/ Do a sequel to Catherine<\/div>\n
1c2\/ we are the YC company<\/div>\n
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2\/ we wanna get together a PREEXISTING TEAM<\/div>\n
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\/3\/ Application protocol Interface is a computer making sales calls for U. Old people melt when they hear API<\/div>\n
(3a) see the money.<\/div>\n
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\/4\/ CS major CRO (that’s next). I’ll call u<\/div>\n
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\/5\/ Money<\/div>\n
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56th million to 59th million is thankless<\/div>\n
0-$3,000,000 is zero to HERO<\/div>\n
I’ve a hashtag on this #ZeroPt6<\/div>\n
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0-$600,000 is zero to\u00a0600k =\u00a0<\/span><\/span>#ZeroPt6<\/span><\/span><\/p>\n

$18mm to $300mm is super hard. Salesperson 35 -> 300 ($150mm is hard cuz you have to manage 300 Seles whores)<\/span><\/div>\n
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\/5a\/ it’s good that your CS team at Catherine makes sub $120k<\/span><\/div>\n
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\/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<\/span><\/div>\n
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\/5c\/ money. YC has 11 PDFs on VC\u00a0<\/span><\/div>\n
It has one document on sales. According to my 388 IQ, it’s about a 11:1 ratio of VC to sales<\/span><\/div>\n
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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<\/span><\/div>\n
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A stat we should pay attention to:<\/span><\/div>\n

https:\/\/bit.ly\/buster14512w<\/a><\/span><\/span><\/p>\n

https:\/\/bit.ly\/buster14512v<\/a>\u00a0both have fewer than 5,000 views<\/span><\/div>\n
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5e\/\u00a0blind 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\u00a0<\/span><\/span><\/span><\/p>\n

– Steve Blank \u201cdeath\u201d\u00a0https:\/\/bit.ly\/sblank710<\/a><\/div>\n
– \u00a0Steve Blank \u201ccustomer dev\u201dhttps:\/\/bit.ly\/sblank711<\/a><\/div>\n
– \u00a0Steve Blank \u201cproblems\u201d\u00a0https:\/\/bit.ly\/sblank712<\/a><\/div>\n
– \u00a0Steve Blank \u201cDeath Spiral\u201d\u00a0https:\/\/bit.ly\/sblank713<\/a><\/div>\n
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PART iV:\u00a0https:\/\/www.duck9.com\/uncategorized\/what-they-do-teach-you-about-sales-at-stanford-engineeing-cs-183s\/<\/a><\/div>\n
Before ENGR 145\u2019s \u201cTechnology Entrepreneurship\u2019s\u201d tutelage via the hashtag #ENGR145, founders died all the time…<\/div>\n
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See the YouTube videos at ENGR 145 and wordpress blog posts<\/div>\n

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9:59<\/a>\u00a0video sums up 14 chapters of a book coming out\u00a011-11-2019<\/a>\u00a0“What They Will NEVER Teach You at Stanford Business School”<\/div>\n

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Fashion Week’s front row<\/div>\n
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What A Super Model Can Teach a Harvard MBA About Credithttps:\/\/www.slideshare.net\/larrychiang\/what-a-super-model-can-teach-a-harvard-mba-about-credit<\/a><\/div>\n

American Express hosts me mentoring you about FICO scores at New York Fashion Week<\/p>\n

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https:\/\/t.co\/inxTmZAj<\/a><\/p>\n

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My video boils down 20,000 hours and moves you to the right on the entrepreneur bell curve<\/div>\n
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CEO of Duck9<\/span><\/p>\n

Founding EIR @Stanford
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Duck9 = “Deep Underground Credit Knowledge” 9<\/div>\n
https:\/\/www.duck9.com\/blog<\/a><\/div>\n
650-566-9600<\/a><\/div>\n
650-566-9696<\/a>\u00a0(direct)<\/span><\/div>\n
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Editor of the widely syndicated “What They Don’t Teach at School”<\/div>\n
https:\/\/whattheydontteachyouatstanfordbusinessschool.com\/blog<\/a><\/div>\n
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CNN Video Channel:\u00a0https:\/\/ireport.cnn.com\/people\/larrychiang<\/a><\/div>\n
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Read my last 10 tweets athttps:\/\/www.Twitter.com\/LarryChiang<\/a><\/div>\n
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Author, NY Times Bestseller (09-09-09 release of WTDTYASBS)<\/div>\n

https:\/\/whattheydontteachyouatstanfordbusinessschool.com\/blog\/?s=Ny+times+bestseller<\/a><\/p>\n<\/div>\n

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https:\/\/www.fastcompany.com\/embed\/c0d4562ea2049<\/a><\/p>\n

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

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On Apr 15, 2015, at 7:55 \u00a0wrote:<\/div>\n<\/div>\n<\/div>\n<\/div>\n
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-YC doesn’t teach founders how to sell. They are very non-sales.
\n-You don’t gain anything by quitting and doing a hard reset selling for a small startup.
\n-Bring 2 laptops to work because you are working on “CS GA Tech” but really it is for a side project.
\n-Build out a sequel business to your business
\n-Build out a loyal team of CS majors who can sell, so when someone hires you they are hiring $3M in revenue
\n-Check out videos from Larry: 145V and 145W (can’t remember full video titles).
\n-Use internal deliverables to parlay external deliverables, e.g. use the time to see who is worth recruiting from the inside
\n-Selling the first $3M is not the same as selling the 59th $3M.
\n-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.
\n-The 36th sales guy gets screwed because as he trains more people he is essentially undoing himself (but see note about parlaying internal deliverables)<\/p>\n<\/div>\n<\/blockquote>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

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: \u201cWhat They Don\u2019t Teach You at Stanford Business School”. Be a Jedi in Business Administration by reading […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[33],"tags":[],"class_list":["post-3967","post","type-post","status-publish","format-standard","hentry","category-cs-major-cro-chief-revenue-officer"],"post_mailing_queue_ids":[],"_links":{"self":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/3967","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/comments?post=3967"}],"version-history":[{"count":0,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/3967\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/media?parent=3967"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/categories?post=3967"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/tags?post=3967"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}