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June Meetup: Cubit Case Study: 5 years of (mostly) failures & (a few) successes.

Look at the stats, and it's clear. Few startups live past year one much less make it to year FIVE.

Of those that do, many will cite underestimating the hard work, emotional waves, and patience needed to overcome the difficulty of building a business that endures so long. Yet along this path there is a great gift given - an endless opportunity for learning.

Join us for an enlightening case study by Kristen Carney and Anthony Morales, founders of Cubit (Demographic data fast) and participants in the first Capital Factory Accelerator cohort.

They’ll chart what they’ve done since their 2009 inception and share take aways on what has worked: things to do before talking to customers, early pricing strategies that work, and how they’ve overcome head banging challenges.

Come with an open, attentive mind as they plan on packing a boatload of actionable content and tips.

 

Pizza and drinks provided by OtherInbox. Conference room provided by Capital Factory.

Join us afterwards at Buffalo Billiards for drinks.


Agenda:
=====
6:30-6:45pm Sign-in and socializing


6:45-7:00pm Announcements, General discussion, Pizza


7:00-8:00pm "Cubit Case Study: 5 years of (mostly) failures & (a few) successes" - Kristen Carney & Anthony Morales


8:00-8:30pm Q&A / Wrap-up


8:30 - ?pm Buffalo Billiards (Brazos and 6th).


Please RSVP as space is limited!

Join or login to comment.

  • Bill P.

    Excellent meeting. Very valuable. I look forward to the next one.

    June 21, 2013

  • Emiliano V.

    Engaging presentation and I appreciated the details to the tactics shared.

    June 19, 2013

  • Kelly D M.

    Cheryl,
    You make good points. As a serial Healthcare IT entrepreneur I have been on both sides of the sales relationship for > 20 Years. I have found that most sales models (e.g. SPIN, ASE, Diagnostic Selling) tend to be too rigid. However, almost all of them are helpful when you are new to sales, a sales process is "stuck", or you are doing a post mortem on a sale that went bad. I agree completely with the 2 ears and one mouth equation. Another metaphor that has served me well is thinking of the sales/client relationship like a physician/patient relationship where you are trying to help client to diagnose and truly understand their problem. This mindset may be particularly helpful when one is trying to complete the "Problem" section of the Lean Canvass. The physician/patient relationship type of mindset is described in detail in Jeff Thull's book, "Mastering the Complex Sale".

    June 19, 2013

  • Roger L. C.

    I agree the presentation was excellent and provided some interesting and actionable insights. Among those that struck me:

    1. Use Amazon book reviews for qualitative research into prospect problems.
    2. Asking prospects what they'd pay for a solution does not yield reliable answers.
    3. Use the techniques in the S.P.I.N. Selling book in problem interviews with prospects.
    4. A great way to test hypotheses is to offer and deliver research as a solution and measure results.

    2 · June 19, 2013

    • Cheryl

      Roger, great summary of the presentation. I am in sales and the one thing I would add to the S.P.I.N. selling approach is that for most, including myself, I find this methodology very unnatural and your prospects will see/sense that. In my opinion, the best way to sell is to ask your prospect an engaging, open-ended question and then sit back and actively listen (remember the 2 ears to one mouth equation). Most of the time (I'd say 90%) your customer will tell you all the answers you're searching for, without "selling" them anything.

      June 19, 2013

    • Roger L. C.

      Great point about the engaging, open-ended questions. Being a product manager, I am by no means an expert on sales, but I do believe open-ended questions are essential in the prospect interviews I conduct. (BTW, I wrote a blog entry on the top mistakes product managers make when conducting prospect interviews: http://blog.cauvin.or­....)

      It's been years since I read S.P.I.N. Selling, but I don't see open-ended questions as conflicting with the approach. Indeed, my recollection is that open-ended questions are key to the "Situation" and "Problems" phases of the approach.

      June 19, 2013

  • A former member
    A former member

    Great presentation by Cubit yesterday! Lots of good advice and information sharing at the session. Looking forward to more of these.

    1 · June 19, 2013

  • Cheryl

    Can't wait to read my Lean Startup books! Thanks so much! Excellent give away prize!

    June 18, 2013

  • bret

    Great presentation! The presentation was engaging, offered useful anecdotes, and a ton of very practical tips and resources. As kind of a "wantrapreneur", I came (first meetup) looking for validation of my aspirations as well as guidance, and I got both! Thanks to Cubit and all the organizers for a great event.

    June 18, 2013

  • Tim G.

    Lots of great tips for startups based on overcoming real-world challenges. Sometimes it takes a while to have that Harajuku Moment (Tim Ferriss reference) where old habits die away and new, better ones form!

    June 18, 2013

  • Brian P.

    Very well done. Great content, great presenters.

    June 18, 2013

  • Matt B.

    Have a plus one, so looks like since we can't go together I'll let a replacement take my place :-( Next time!

    June 18, 2013

  • Boris P.

    lean and pizza? ok, may be a paradox but sounds fun. Good topic!

    June 18, 2013

  • Trey

    I have a conflict that just popped up. Hopefully the event is recorded.

    June 18, 2013

  • A former member
    A former member

    Can't make it to this one :P

    June 18, 2013

  • A former member
    A former member

    Won't be able to make it unfortunately!

    June 18, 2013

  • Christine C.

    My regrets at being unable to attend.

    June 18, 2013

  • Christine C.

    Opening up a space on the waiting list.
    My regrets at being unable to attend.

    June 18, 2013

  • A former member
    A former member

    Opening up a spot on the waitlist!

    June 18, 2013

  • Ned H.

    Had a late-blooming conflict I can't refuse - good news for someone on the waitlist!

    June 17, 2013

  • A former member
    A former member

    Just moved here from Miami and am looking to meet new peeps doing the same thing.

    June 16, 2013

  • Charlene w.

    I want to go! I want to go! I want to go!...can you guess how bad i want to go!-lol

    June 15, 2013

  • Aaron R.

    Can't wait...!

    June 15, 2013

  • Estephania

    How exciting! I will try to make this one.

    June 12, 2013

  • Kirsten K.

    Looking forward to seeing you all there!

    June 9, 2013

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