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Talk at Login Conference 2012 on startup strategy
 

Talk at Login Conference 2012 on startup strategy

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My presentation at the Login Conference entitled: ...

My presentation at the Login Conference entitled:

Startup Strategy - How to get fast traction while selling the big vision to investors … or … How to focus on the trees while selling the forest.

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    Talk at Login Conference 2012 on startup strategy Talk at Login Conference 2012 on startup strategy Presentation Transcript

    • Startup Strategy: How to getfast traction while selling the big vision to investors … or …How to focus on the trees while selling the forest Andris K. Berzins / @akberzins Login Conference 2012
    • Andris K. Berzins •  Stanford during dotcom boom •  Bain & Company •  12 years building tech startups •  Startup mentor@akberzins
    • The weapon of choice for most startups@akberzins
    • Why? Fear of investors@akberzins
    • The dreaded question: “How big is the market?”@akberzins
    • But investors buy 1. Team 2. Traction 3. Market potential@akberzins
    • Traction • Reduces market risk • Proves team@akberzins
    • Market size is hypothetical potential@akberzins
    • Why focus? Limited resources@akberzins
    • The risk of not focusing enough@akberzins
    • What to do?@akberzins
    • Laser-like focus on a niche … but keep whole market in view@akberzins
    • Find customers that will buy the minimum Minimum Viable Product … as similar as possible …as easy to access as possible@akberzins
    • Example: VitalFields@akberzins
    • B2C: Pick aspecific target user group @akberzins
    • B2B: Look for a short decision cycle@akberzins
    • Find specific product features for this niche and build them@akberzins
    • Find the specific marketing channels to reach the niche@akberzins
    • T to users. alk Personally.@akberzins
    • Focus on fewer, returning, paying, satisfied users@akberzins
    • Rapid learning and iterations@akberzins
    • Then pick the next@akberzins closest niche
    • Avoid big partners and resellers@akberzins
    • Create arguments why potential market muchbigger than initial focus@akberzins
    • Exceptions: Platform plays@akberzins
    • Exceptions: Infrastructure &Partner dependency @akberzins
    • So what to do tomorrow? FOCUS@akberzins
    • Thanks! Andris K. Berzins @akberzinswww.techhub.com/riga