Market Exploration for Startups<br />TechBA<br />2/16/11<br />
Success in Startups<br />Sales<br />Market Exploitation<br />Market <br />Investigation<br />Market <br />Exploration<br /...
Market Phases<br />
Market Phases – In Depth<br />
The Four Steps to the Epiphany<br />http://www.stanford.edu/group/e145/cgi-bin/winter/drupal/upload/handouts/Four_Steps.pd...
Getting It Wrong<br />Sales<br />We THOUGHT <br />we  were here<br />Market Exploitation<br />Actually, <br />we were here...
The Right Tools, The Wrong Situation<br />
The Stair-Step Approach to Enterprise Sales<br />The Customer You Want<br />To Get Here<br />The Customer He Needs to See ...
Market Exploration Workshop<br />
Market Exploration<br />What is your hypothesis?<br />What do you need to learn?<br />How do you test it?<br />
Exercise (3-5 Hypotheses)<br />Target customer<br />Need<br />Value proposition<br />Competitors<br />Competitive differen...
Thanks<br />Ross Rosen<br />ross@atlasaccelerator.com<br />
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Market exploration for startups

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

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Transcript of "Market exploration for startups"

  1. 1. Market Exploration for Startups<br />TechBA<br />2/16/11<br />
  2. 2. Success in Startups<br />Sales<br />Market Exploitation<br />Market <br />Investigation<br />Market <br />Exploration<br />Time<br />
  3. 3. Market Phases<br />
  4. 4. Market Phases – In Depth<br />
  5. 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. 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. 7. The Right Tools, The Wrong Situation<br />
  8. 8.
  9. 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. 10. Market Exploration Workshop<br />
  11. 11. Market Exploration<br />What is your hypothesis?<br />What do you need to learn?<br />How do you test it?<br />
  12. 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. 13. Thanks<br />Ross Rosen<br />ross@atlasaccelerator.com<br />
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