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Six Lessons to build YOUR Market
Six Lessons to build YOUR Market
Six Lessons to build YOUR Market
Six Lessons to build YOUR Market
Six Lessons to build YOUR Market
Six Lessons to build YOUR Market
Six Lessons to build YOUR Market
Six Lessons to build YOUR Market
Six Lessons to build YOUR Market
Six Lessons to build YOUR Market
Six Lessons to build YOUR Market
Six Lessons to build YOUR Market
Six Lessons to build YOUR Market
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Six Lessons to build YOUR Market

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Instead of doing the traditional market research work and figuring out what product to build, you should create your own market segment.

Instead of doing the traditional market research work and figuring out what product to build, you should create your own market segment.

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  • 1. MARCELO CALBUCCImarcelo@calbucci.com @calbucci
  • 2. How I did Sampa? Personal Pain Validation with Industry Experts Validation with Potential Customers 1 WORDS ARE CHEAP
  • 3. How I should have done Sampa Pick a segment/niche (don’t try to boil the ocean) Build a 3-6 month V1 and Ship It Work Harder on Customer Acquisition Work Harder on Fine Tuning Revenue Model2 ADOPTION OF A PRODUCT IS THE BEST MARKET RESEARCH
  • 4. Don’t listen to your customers… People don’t know what they want You don’t have customers if you don’t have a product The customers you have might not be the customers you want Blue + Red + Green = Mud!Unless… It’s an enterprise customer You are listening to the problems
  • 5. Pain-Killer Vitamin
  • 6. Every Startup Worst EnemyCOMPETITORS?PRODUCT FEATURE SET? INDIFFERENCE!LACK OF MARKETING? NOISE!FUNDING NEEDS?SEO? INERTIA!BRAND RECOGNITION?
  • 7. BEAT INDIFFERENCEWhy should I care?Why should I tell anyone?Why this matter? 3 BE REMARKABLE
  • 8. BEAT NOISEIsn’t this just like…? 4 CHANGE THE GAME
  • 9. BEAT INERTIAWhy should I change? 5 FIND WHO NEEDS YOU
  • 10. Defensibility(Usually) NO YES! Patents  Customer base More Features  Partnerships Better Features  Distribution deals In-house Genius  Exclusive Content Better plan  Better business process More marketing  Better sales strategy 6 CREATE REAL VALUE
  • 11. Summary1. Words are Cheap2. Adoption of a Product Is The Best Market Research3. Be Remarkable (Beat indifference)4. Change the Game (Beat noise)5. Find Who Needs You (Beat inertia)6. Create Real Value CREATE YOUR MARKET
  • 12. MARCELO CALBUCCImarcelo@calbucci.comTwitter: @calbucci

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