Talk by Dyn Chief Technologist Cory von Wallenstein at MIT in January, 2014 on Early Stage Customer Acquisition. As part of the StartIAP program for MIT entrepreneurs.

1. Early Stage Customer Acquisition
(aka: Sales for Engineers)
Jan 15, 2014 - MIT
Cory von Wallenstein
Chief Technologist, Dyn
@cvwdyn

2. Pg. 2
Early Stage Customer Acquisition (Sales for Engineers, MIT)
@cvwdyn

3. 80% of your time building, 20%
bringing to market
OR
80% trying to prove this idea is NOT
marketable, upon failure, spend 20%
building/running the most painful
portion manually
Pg. 3
Early Stage Customer Acquisition (Sales for Engineers, MIT)
@cvwdyn

4. Your first sale
Most pain
combined with
innovative, early adopter mentality
equals
most likely to take a risk on you
Pg. 4
Early Stage Customer Acquisition (Sales for Engineers, MIT)
@cvwdyn

5. http://blog.triplepointpr.com/building-a-bridge-over-a-chasm
Pg. 5
Early Stage Customer Acquisition (Sales for Engineers, MIT)
@cvwdyn

6. Pg. 6
Early Stage Customer Acquisition (Sales for Engineers, MIT)
@cvwdyn

7. Self-service
Inside Sales
Outside Sales
Channel/Partner
Pg. 7
Early Stage Customer Acquisition (Sales for Engineers, MIT)
@cvwdyn

8. Your next N sales
Success begets success
Pg. 8
Early Stage Customer Acquisition (Sales for Engineers, MIT)
@cvwdyn

9. http://blog.project-sierra.de/archives/1639
Pg. 9
Early Stage Customer Acquisition (Sales for Engineers, MIT)
@cvwdyn

10. Building your brand
Pg. 10
Early Stage Customer Acquisition (Sales for Engineers, MIT)
@cvwdyn

11. Building your brand
Pg. 11
Early Stage Customer Acquisition (Sales for Engineers, MIT)
@cvwdyn

12. Building your brand
Pg. 12
Early Stage Customer Acquisition (Sales for Engineers, MIT)
@cvwdyn

13. Let today be the first step
toward your dent in the
universe.
Onward and upward!
Pg. 13
Early Stage Customer Acquisition (Sales for Engineers, MIT)
@cvwdyn