{"id":4210,"date":"2015-05-07T12:41:02","date_gmt":"2015-05-07T16:41:02","guid":{"rendered":"https:\/\/www.duck9.com\/?p=4210"},"modified":"2015-05-09T01:52:54","modified_gmt":"2015-05-09T05:52:54","slug":"venture-capitalists-ask-you-answer","status":"publish","type":"post","link":"https:\/\/www.duck9.com\/blog\/venture-capitalists-ask-you-answer\/","title":{"rendered":"Venture Capitalists Ask, You Answer"},"content":{"rendered":"<p>Larry Chiang&#8217;s book, &#8220;<strong><em>What They Don&#8217;t Teach You At Stanford Business School<\/em><\/strong>&#8220;, has an entire chapter devoted to &#8220;Treasure Management&#8221; #Ch2. Getting undergrad founders to self fund is easier after all college <a href=\"https:\/\/www.101secrets.com\/general-population-credit-knowledge.htm\" target=\"_blank\">students get a &#8220;FICO&#8221; credit score<\/a> over 740. After a Harvard Law School keynote, Harvard Business wrote: \u201c<a href=\"https:\/\/www.harbus.org\/2009\/What-They-Dont-Teach-4531\/\" target=\"_blank\">What They Don\u2019t Teach You at Stanford Business School<\/a>&#8221;<\/p>\n<table style=\"height: 155px;\" width=\"156\" cellpadding=\"10\" align=\"left\">\n<tbody>\n<tr>\n<td width=\"100\"><span class=\"embed-youtube\"><iframe loading=\"lazy\" class=\"youtube-player\" src=\"https:\/\/www.youtube.com\/embed\/QXIaNZi3mHQ?version=3&amp;rel=1&amp;fs=1&amp;showsearch=0&amp;showinfo=1&amp;iv_load_policy=1&amp;wmode=transparent\" width=\"260\" height=\"183\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/span><br \/>\nNY Fashion Week has supermodels getting a high FICO credit score because I supermodel on-the-side<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<div>\n<div>\n<div>\n<div>\n<div>\n<div>\n<div>By Larry Chiang<\/div>\n<div><\/div>\n<div>VCs ask tech founders &#8220;What is your distribution strategy?&#8221;<\/div>\n<div><\/div>\n<div>Tim Ferris taught me, &#8220;If your book is 400 pages, your marketing plan should be 800 pages.&#8221; 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&#8217;re gonna need to promote. You&#8217;re going to need to sell.<\/div>\n<div><\/div>\n<div>If you plan on hiring out or\/and &#8216;outsourcing&#8217; or\/and &#8220;delegating&#8221;, you cannot. Read Steve Blank&#8217;s &#8220;Customer Development Manifest&#8221; and pay attention to &#8216;startup death spiral&#8217; <a href=\"https:\/\/bit.ly\/sblank713\">https:\/\/bit.ly\/sblank713<\/a><\/p>\n<table style=\"border: 1px solid black; padding: 8px;\">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" style=\"width: 48px; height: 48px; padding-right: 8px;\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" alt=\"\" \/><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang?refsrc=email&amp;s=11\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/596343342037794816?refsrc=email&amp;s=11\">5\/7\/15, 8:58 AM<\/a><\/div>\n<div>&#8220;Don&#8217;t hire a sales pro. You&#8217;re the pro. If you&#8217;re not getting sales, something is wrong. Hire jr people to help w <a href=\"https:\/\/twitter.com\/search?q=%23LeadGen&amp;src=hash\">#LeadGen<\/a>&#8221; <a href=\"https:\/\/twitter.com\/search?q=%23csMajorCRO&amp;src=hash\">#csMajorCRO<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p>Paul Graham attempts to chime in on founders&#8217; role in sales, distribution and &#8220;doing things that don&#8217;t scale&#8221;<\/p>\n<\/div>\n<div><a href=\"https:\/\/bit.ly\/pgrahamCh6\">https:\/\/bit.ly\/pgrahamCh6<\/a><\/div>\n<div><\/div>\n<div>Also, see PG&#8217;s lecture #3 inside Stanford Engineering CS 183b (#CS183b). &#8220;Doing things that don&#8217;t scale&#8221;<\/p>\n<div><a href=\"https:\/\/www.youtube.com\/watch?v=ii1jcLg-eIQ&amp;sns=em\"><embed src=\"https:\/\/www.youtube.com\/v\/ii1jcLg-eIQ&amp;hl=en&amp;fs=1\" type=\"application\/x-shockwave-flash\" width=\"425\" height=\"344\"><\/embed><\/a><\/div>\n<div><\/div>\n<div><a href=\"https:\/\/m.youtube.com\/watch?v=ii1jcLg-eIQ&amp;t=31m21s\">Lecture 3 &#8211; Before the Startup (Paul Graham) &#8211; YouTube<\/a><\/p>\n<table style=\"border: 1px solid black; padding: 8px;\">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" style=\"width: 48px; height: 48px; padding-right: 8px;\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" alt=\"\" \/><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang?refsrc=email&amp;s=11\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/592735337727787008?refsrc=email&amp;s=11\">4\/27\/15, 10:01 AM<\/a><\/div>\n<div>&#8220;Sales and\u00a0<a href=\"https:\/\/twitter.com\/search?q=%23dttdsBHM&amp;src=hash\">#dttdsBHM<\/a>\u00a0is so painful to lecture on that PG waited until question #9 to bring up &#8216;sales&#8217;.&#8221;<\/p>\n<p>&#8212;\u00a0<a href=\"https:\/\/twitter.com\/LarryChiang\">@LarryChiang<\/a><br \/>\nStudent\u00a0<a href=\"https:\/\/twitter.com\/search?q=%23cs183b&amp;src=hash\">#cs183b<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p>&nbsp;<\/p>\n<table style=\"border: 1px solid black; padding: 8px;\">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" style=\"width: 48px; height: 48px; padding-right: 8px;\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" alt=\"\" \/><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang?refsrc=email&amp;s=11\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/592736811438444544?refsrc=email&amp;s=11\">4\/27\/15, 10:07 AM<\/a><\/div>\n<div>Infamous question #9,\u00a0<a href=\"https:\/\/twitter.com\/search?q=%23CS183b&amp;src=hash\">#CS183b<\/a>\u00a0Re\u00a0<a href=\"https:\/\/twitter.com\/search?q=%23dttdsBHM&amp;src=hash\">#dttdsBHM<\/a>\u00a0<a href=\"https:\/\/t.co\/uKFEoa8n6S\">duck9.com\/blog\/credit-bu\u2026<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p>Will hiring a marketing person, magically make doing lead generation easier!?!<\/p>\n<\/div>\n<div>\n<table style=\"border: 1px solid black; padding: 8px;\">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" style=\"width: 48px; height: 48px; padding-right: 8px;\" src=\"https:\/\/pbs.twimg.com\/profile_images\/646546474\/larry-chiang-asse9-gravatar_normal.jpeg\" alt=\"\" \/><\/td>\n<td><b>Asse9 Austin Secret (<a href=\"https:\/\/twitter.com\/asse9?refsrc=email&amp;s=11\">@asse9<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/asse9\/status\/591639231656636416?refsrc=email&amp;s=11\">4\/24\/15, 9:25 AM<\/a><\/div>\n<div>Should you hire a marketing person!?\u00a0<a href=\"https:\/\/twitter.com\/search?q=%23CSmajorCRO&amp;src=hash\">#CSmajorCRO<\/a>\u00a0<a href=\"https:\/\/t.co\/h2RhBp4yoR\">wsj.com\/articles\/BL-23\u2026<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p>Jessica Livingston answers&#8230;<br \/>\n<a href=\"https:\/\/www.wsj.com\/articles\/BL-232B-2715\">https:\/\/www.wsj.com\/articles\/BL-232B-2715<\/a><\/p>\n<\/div>\n<div><\/div>\n<div>So, now you&#8217;ve come to the same conclusion that me, Stanford University and YC have come to: &#8220;You must do sales as the technical co-founder team&#8221;.<\/div>\n<div>\n<table style=\"border: 1px solid black; padding: 8px;\">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" style=\"width: 48px; height: 48px; padding-right: 8px;\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" alt=\"\" \/><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang?refsrc=email&amp;s=11\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/594904502462914560?refsrc=email&amp;s=11\">5\/3\/15, 9:41 AM<\/a><\/div>\n<div>How did\u00a0<a href=\"https:\/\/twitter.com\/billclerico\">@billclerico<\/a>, YC 09, &#8220;do things that don&#8217;t scale&#8221;!? He unconscious competently did\u00a0<a href=\"https:\/\/twitter.com\/search?q=%23WTDoTYASES&amp;src=hash\">#WTDoTYASES<\/a>\u00a0(aka\u00a0<a href=\"https:\/\/twitter.com\/search?q=%23cs183s&amp;src=hash\">#cs183s<\/a>!)\u00a0<a href=\"https:\/\/t.co\/Ykxbq1wjJn\">pic.twitter.com\/Ykxbq1wjJn<\/a><\/div>\n<div><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div><\/div>\n<div><img decoding=\"async\" id=\"4EFD3019-1339-4BEF-85CE-18A22C3C737D\" src=\"https:\/\/www.duck9.com\/wp-content\/uploads\/2015\/05\/image40.jpeg\" alt=\"image.jpeg\" \/><\/div>\n<div>The sales class for founders is free on #ENGR145s. There are 35 correlated YouTube videos to help engineering undergrads SELL as founders<\/p>\n<\/div>\n<\/div>\n<div>\n<div>ENGR 145s was forked from #ENGR145 &#8212; It had two anchor videos move\u00a0you to the right on the entrepreneur bell curve using appx 25 sales techniques<\/div>\n<div><\/div>\n<div>Sales<\/div>\n<div>\n<div style=\"font-size: 17px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.296875); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469);\"><a href=\"https:\/\/bit.ly\/buster14512v\">https:\/\/bit.ly\/buster14512v<\/a> #ENGR145s<\/div>\n<div style=\"font-size: 17px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.296875); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469);\">Is a bit ly I memorized that links to<\/div>\n<div style=\"font-size: 17px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.296875); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469);\"><\/div>\n<div style=\"font-size: 17px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.296875); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469);\"><a href=\"https:\/\/www.youtube.com\/watch?v=eudADPfTWiE&amp;feature=youtube_gdata_player\"><embed src=\"https:\/\/www.youtube.com\/v\/eudADPfTWiE&amp;hl=en&amp;fs=1\" type=\"application\/x-shockwave-flash\" width=\"425\" height=\"344\"><\/embed><\/a><\/div>\n<div style=\"font-size: 17px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.296875); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469);\"><\/div>\n<div style=\"font-size: 17px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.296875); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469);\"><a href=\"https:\/\/www.youtube.com\/watch?v=WVKHwYJzVVc&amp;feature=youtube_gdata_player\"><embed src=\"https:\/\/www.youtube.com\/v\/WVKHwYJzVVc&amp;hl=en&amp;fs=1\" type=\"application\/x-shockwave-flash\" width=\"425\" height=\"344\"><\/embed><\/a><\/div>\n<\/div>\n<div style=\"font-size: 17px; -webkit-tap-highlight-color: rgba(26, 26, 26, 0.296875); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469);\"><img decoding=\"async\" id=\"89921EFC-68A6-43AA-9070-0121E042246A\" src=\"https:\/\/www.duck9.com\/wp-content\/uploads\/2015\/05\/image41.jpeg\" alt=\"image.jpeg\" \/><\/div>\n<div>In short, the point is that as a team of cs majors, you&#8217;re gonna need to promote. You&#8217;re going to need to host a launch party that you will make money launching at.<\/div>\n<div><\/div>\n<div><a href=\"https:\/\/www.youtube.com\/watch?v=n5jB310egEI&amp;feature=youtube_gdata_player\"><embed src=\"https:\/\/www.youtube.com\/v\/n5jB310egEI&amp;hl=en&amp;fs=1\" type=\"application\/x-shockwave-flash\" width=\"425\" height=\"344\"><\/embed><\/a><\/div>\n<div><\/div>\n<div><a href=\"https:\/\/www.youtube.com\/watch?v=BMyLcDaWazU&amp;feature=youtube_gdata_player\"><embed src=\"https:\/\/www.youtube.com\/v\/BMyLcDaWazU&amp;hl=en&amp;fs=1\" type=\"application\/x-shockwave-flash\" width=\"425\" height=\"344\"><\/embed><\/a><\/div>\n<div><\/div>\n<div>CEO of Duck9<\/div>\n<div>Stanford University&#8217;s Founding EIR (Entrepreneur in Residence)<\/div>\n<div><\/div>\n<div>Duck9 = Deep Underground Credit Knowledge 9<\/div>\n<div>c\/o UCMS Inc<\/div>\n<div>2021 Midwest Road \/ 3rd FL<\/div>\n<div>Oak Brook IL<\/div>\n<div><a href=\"https:\/\/www.duck9.com\/ass\">https:\/\/www.duck9.com\/ass<\/a><\/div>\n<div>630-705-5555<\/div>\n<div><\/div>\n<div>650-283-8008 (cell)<\/div>\n<div><\/div>\n<div>****************<\/div>\n<div>Founder of &#8220;What They Don&#8217;t Teach at Business School&#8221;\u00a0for CNN iReport: <a href=\"https:\/\/ireport.cnn.com\/people\/larrychiang\">https:\/\/ireport.cnn.com\/people\/larrychiang<\/a><\/div>\n<div><a href=\"https:\/\/www.youtube.com\/watch?v=QXIaNZi3mHQ\"><embed src=\"https:\/\/www.youtube.com\/v\/QXIaNZi3mHQ&amp;hl=en&amp;fs=1\" type=\"application\/x-shockwave-flash\" width=\"425\" height=\"344\"><\/embed><\/a><\/div>\n<div><\/div>\n<div>Author, NY Times Bestseller<\/div>\n<div><a href=\"https:\/\/whattheydontteachyouatstanfordbusinessschool.com\/blog\/?s=Ny+times+bestseller\">https:\/\/whattheydontteachyouatstanfordbusinessschool.com\/blog\/?s=Ny+times+bestseller<\/a><\/div>\n<div><\/div>\n<div>&#8220;What They Will NEVER Teach You at Stanford Business School about EUTWMPPM @SXSW&#8221; comes out 11-11-14<\/div>\n<div><\/div>\n<div><a href=\"https:\/\/www.fastcompany.com\/embed\/c0d4562ea2049\">https:\/\/www.fastcompany.com\/embed\/c0d4562ea2049<\/a><\/div>\n<div><\/div>\n<div>52 Cards. Two Jokers. What They DO Teach You at Stanford Engineering<\/div>\n<div><a href=\"https:\/\/www.youtube.com\/watch?v=vDBY0GkI3-g&amp;feature=youtube_gdata_player\"><embed src=\"https:\/\/www.youtube.com\/v\/vDBY0GkI3-g&amp;hl=en&amp;fs=1\" type=\"application\/x-shockwave-flash\" width=\"425\" height=\"344\"><\/embed><\/a><\/div>\n<div><\/div>\n<div>Emergency swings and cutting deals as an 9 year old<\/div>\n<div><\/div>\n<div><a href=\"https:\/\/www.youtube.com\/watch?v=OFGY7v9C4G0&amp;feature=youtube_gdata_player\"><embed src=\"https:\/\/www.youtube.com\/v\/OFGY7v9C4G0&amp;hl=en&amp;fs=1\" type=\"application\/x-shockwave-flash\" width=\"425\" height=\"344\"><\/embed><\/a><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Larry Chiang&#8217;s book, &#8220;What They Don&#8217;t Teach You At Stanford Business School&#8220;, has an entire chapter devoted to &#8220;Treasure Management&#8221; #Ch2. Getting undergrad founders to self fund is easier after all college students get a &#8220;FICO&#8221; credit score over 740. After a Harvard Law School keynote, Harvard Business wrote: \u201cWhat They Don\u2019t Teach You at [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[30,16],"tags":[],"class_list":["post-4210","post","type-post","status-publish","format-standard","hentry","category-networking-with-venture-capitalists","category-venture-capital"],"post_mailing_queue_ids":[],"_links":{"self":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/4210","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=4210"}],"version-history":[{"count":0,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/4210\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/media?parent=4210"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/categories?post=4210"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/tags?post=4210"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}