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