2 I don’t feel the pain • Tell the story of your customer • Show current solu/ons do not cure • Translate opportunity in problem • Proof with data Problem deﬁniFon
An important client or market need addressed by a unique approach with compelling beneﬁts when compared against the compe//on or alterna/ves ““A word on communica/on
Where have I seen this before? 3 Product diﬀerenFaFon Low barriers to entry for Web startups result in many “me too” products Ancient technology Lack unique knowhow?
single most common quesFon 52% 14% 34% User pays Someone else pays Dont know 4 and how exactly are you going to make money? Business model ““Business model n = 56
0 5 10 15 20 25 30 35 40 45 2012 2013 2014 2015 2016 Revenu EBITDA Example of real-‐life startup ﬁnancials (Belgium) Really? Can you prove what you claim?
Something Something else Weak Strong Weak Strong Google Apple Someone you found on Google Other startup Radom companies in same space 5 You don’t understand your market Missing link to customer priori/es YOU Typical compe//on analysis CompeFFon
B2B 69% B2C 31% Customer type 6 Go-‐to-‐market How will you reach your customers? • What is your compe//ve advantage to reach your customers? • How are you going to make this repeatable and scalable? n = 54