7. 99.7% of all companies

11. Can grow to $100m/year

12. Business model found

15. Can grow to $100m/year

16. Business model found

17. Focused on execution and process

19. Typically needs risk capital

23. Professional Mgmt

24. Process

27. New tech / Unknown product features

34. Cash Flow Statement

36. Viral coefficient

37. Customer Lifetime Value

38. Average Selling Price/Order Size

39. Monthly burn rate

41. Cash Flow Statement

43. Scalable

44. Price List/Data Sheets

46. Pricing/Feature unstable

47. Not yet repeatable

48. “One-off’s”

50. Scalable

51. Price List/Data Sheets

53. Feature Spec’s

54. Competitive Analysis

56. Feature Spec’s

58. Minimum Feature Set

59. Pivots

61. Waterfall Development

62. QA

64. Waterfall Development

65. QA

67. Continuous Learning

68. Self Organizing Teams

69. Minimum Feature Set

71. Known features for line extensions

72. Known customers/markets

74. Unknown feature set

75. Unknown business model

76. Model found by iteration

77. Plan describes “knowns”

78. Known features for line extensions

79. Known customers/markets

81. Always looking at something different

83. Finds your next market

84. Pains in the butt

85. Always looking at something different

90. Customers

91. Channel

92. Demand Creation

111. Hire Sales VP

114. Hire Sales VP

117. Hire Sales VP

120. Waterfall

121. Q/A

126. Market Type

129. Customer

130. User

132. Customer

133. User

135. Market Type

137. (Customer)

140. Customer

141. User

143. Market Type

145. (Customer)

148. Customer

149. User

151. Market Type

153. (Customer)

161. PassionateEarlyvangelists?

167. Business Model changes without crisis

169. (Customer)

171. Market Type

173. Customer

174. User

177. Minimum feature set speeds up cycle time

190. $’s for scale