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Critical Diagram, Stanford Engineering 145 from 2004 – 2016 #ENGR145

by Larry Chiang on April 28, 2016

By Larry Chiang

E145 has a critical diagram.

Larry Chiang (@LarryChiang)
#ENGR145, Technology Entrepreneurship, Engineering 145 has a critical diagram

The Customer Development Cycle:
Diagram de la critical. 

Iteration implies “you’re to the LEFT of the Chasm”. I argue that #ENGR145 should practice selling. The customer development cycle old and new 
Larry Chiang (@LarryChiang)
Me and VCs know: Getting a kid to be a sales pro ain’t easy. Stanford engineering’s, #ENGR145‘s stuck here:


Premature pivoting takes place when sales virgins can’t close.
My theorem is that you should practice selling here
My theorem is that you should practice selling here
Selling five taxi drivers on using Uber makes you $1,500 to $3750.  Plus, as CS majors if the cab drivers reject you, the cab drivers are rejecting Uber and not you personally.


Also, read page 99 of Four Steps To The Epiphany. It says, “every founders first attempt at sales is selling their own app”

UPDATE: There is great benefit to tech founders if they sell a product that has crossed the chasm


“Sell” a Waze download and give away a car mount. There is an entire conference dedicated to app downloads called Mobile World Congress 2017. Mobile Apps Unlimited was in Las vegas.

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