Entrepreneur Clara Shih's keynote presentation at the Lean Startup Conference in 2011 - Startup Lessons Learned explores what it takes to succeed in building a lean startup. The goal is to give practitioners and students of the lean startup methodology the opportunity to hear insights from leaders in embracing and deploying the core principles of the lean startup methodology. The day-long event will feature a mix of panels and talks focused on the key challenges and issues that technical and market-facing people at startups need to understand in order to succeed in building successful lean startups. http://hearsaysocial.com

1. Hearsay Social Lessons Learned
How to innovate, accelerate, and succeed in B2B
Clara Shih
CEO and Co-Founder
May 23, 2011
@clarashih

2. What is Hearsay Social?
CONTENT • COMPLIANCE • ANALYTICS
“Hearsay is changing
the world for the better”
From Corporate To Local To the People
@clarashih

3. Doesn’t work for B2B
@clarashih

4. 1. Start as an expert
@clarashih

5. 2007
2008
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6. Tip: Help write your customers’
success criteria
@clarashih

7. 2. Embrace agile selling
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8. Closed Validated
Lead Opportunity
Won/Lost Learning
@clarashih

9. Customer Development Sales and
Marketing Tactics
• Pair selling
2 reps on 1 deal
• Just-in-time marketing collateral
• Who, what, when, where, why? Five why’s
Use missed milestones and deals lost to drive selling
process improvements
@clarashih

10. Who won the deal?
Why did the customer buy?
When did we start talking to them?
Where is the budget coming from?
What did we learn?
@clarashih

11. @clarashih

12. 3. The real learning only begins
after you close the deal
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13. @clarashih

14. @clarashih

15. Tip: Hire PMs as account
managers
@clarashih

16. How do we make them super
successful?
What can we test and learn together?
Is this a good customer for our
product?
@clarashih

17. 4. Launch with a bang
@clarashih

18. @clarashih

19. Use social media to stay
connected and amplify your efforts
http://www.facebook.com/
hearsaysocial
@clarashih

20. 5. Stay in touch
@clarashih

21. Clara Shih, CEO/Co-Founder
clara@hearsaysocial.com
facebook.com/hearsaysocial
@hearsaysocial
@clarashih