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(channel testing).

Ash Maurya • Running Lean: Iterate from Plan A to a Plan That Works (Lean (O'Reilly))

that M&A is probably the best possible use of an incumbents cash flow: plugging an innovative product into an existing distribution channel instantly increases the value of that product.”

Erick Mokaya • Salesforce: Business Breakdowns Research

iterated through the sales scaling alternatives: retail sales, more retail locations, wholesaling to individual retailers, Internet sales, and selling to large wholesale distributors.

Edward Hess • Grow to Greatness: Smart Growth for Entrepreneurial Businesses

They’re able to sell because they leverage their relationship with their audience. But the real test of a product is whether people who have just discovered you will buy. If that isn’t happening, it’s because the basic value proposition is just not strong enough. And that’s a real concern, because it will make it virtually impossible to scale beyon

Olly Richards • Case Study: Anatomy of a $10M Online Education Business

Thumbnail of The Racecar Growth Framework—expanded and illustrated

Lenny Rachitsky • The Racecar Growth Framework—expanded and illustrated

Networked products are unique because they can embed their viral growth into the product experience itself. When a product like Dropbox has a built-in feature like folder sharing, it can spread on its own. PayPal’s badges and core user-to-user payments accomplishes the same.

Andrew Chen • The Cold Start Problem: How to Start and Scale Network Effects

As other distribution channels are becoming increasingly crowded, email provides an alternative trade route.

Julian Lehr • Newsletters and Alternative Trade Routes

For each traction channel in your middle ring, now construct a cheap traction test you can run to determine if the idea really is good or not. These tests should be designed to roughly answer the following three questions: How much will it cost to acquire customers through this channel? How many customers are available through this channel? Are the