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A Return to Fundamentals: From Hype to Hard Facts - page 7 / 15

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7

The Startup Net-Net

Get customers fast and scale accounts

Creative pricing strategies (70% maintenance, pre-pay, multi-year)

Marketing is only relevant to drive Sales

Outsource whatever you can

Engineering (some)

Finance (most)

Telemarketing/campaigns/”bursty” activities

Keep burn super low, gross margins high

Headcount increases only with “net positive” sales

COGS must be LOW

Have best, worst, expected case plans

Under promise, over communicate, over deliver

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