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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Transcript

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