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Market exploration for startups
Market exploration for startups
Market exploration for startups
Market exploration for startups
Market exploration for startups
Market exploration for startups
Market exploration for startups
Market exploration for startups
Market exploration for startups
Market exploration for startups
Market exploration for startups
Market exploration for startups
Market exploration for startups
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Market exploration for startups

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How to think about exploring a new market. Presentation giving to TechBA.

How to think about exploring a new market. Presentation giving to TechBA.

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  • 1. Market Exploration for Startups<br />TechBA<br />2/16/11<br />
  • 2. Success in Startups<br />Sales<br />Market Exploitation<br />Market <br />Investigation<br />Market <br />Exploration<br />Time<br />
  • 3. Market Phases<br />
  • 4. Market Phases – In Depth<br />
  • 5. The Four Steps to the Epiphany<br />http://www.stanford.edu/group/e145/cgi-bin/winter/drupal/upload/handouts/Four_Steps.pdf<br />
  • 6. Getting It Wrong<br />Sales<br />We THOUGHT <br />we were here<br />Market Exploitation<br />Actually, <br />we were here<br />Market <br />Investigation<br />Market <br />Exploration<br />Time<br />
  • 7. The Right Tools, The Wrong Situation<br />
  • 8.
  • 9. The Stair-Step Approach to Enterprise Sales<br />The Customer You Want<br />To Get Here<br />The Customer He Needs to See Using Your Product Before Buying<br />The Customer He Needs to See Using Your Product Before Buying<br />Start Here<br />The Customer He Needs to See Using Your Product Before Buying<br />The Customer He Needs to See Using Your Product Before Buying<br />
  • 10. Market Exploration Workshop<br />
  • 11. Market Exploration<br />What is your hypothesis?<br />What do you need to learn?<br />How do you test it?<br />
  • 12. Exercise (3-5 Hypotheses)<br />Target customer<br />Need<br />Value proposition<br />Competitors<br />Competitive differentiation<br />Go To Market strategy (include channels)<br />Initial tactics– customers & channels<br />Team / Resources<br />Other thoughts on how to test?<br />
  • 13. Thanks<br />Ross Rosen<br />ross@atlasaccelerator.com<br />

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