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Satish Gupta Idea to Opportunity
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Satish Gupta Idea to Opportunity

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Transcript

  • 1. Idea to Opportunity
    Satish K Gupta
    August 17, 2010
  • 2. What is an “Idea”?
    Idea is a set of hypotheses
    Product or service hypothesis
    Customer problem hypothesis
    Sales process hypothesis
    Demand market hypothesis
    Competitive hypothesis
    Business model
  • 3. What is an “opportunity”?
    An idea transformed into a solution with well defined:
    Problem alignment- value proposition
    Customers/market
    Business model
    Pricing
    Sales process
  • 4. Credit for key points
  • 5. Indentify the Nature of the Idea
    Four categories of startups
    New product into known market
    New product at “low cost” into re-segmented market
    New product into a niche of a re-segmented market
    New Product into a new market
  • 6. Basic paradigms
    SLP: Solution Looking for a problem – category 2, 3 and 4
    PLS: Problem Looking for a Solution – category 1
  • 7. Problem Looking for Solution
    Classic Product Development Model
    Product Concept
    Idea
    Seed
    Product
    Development
    Alpha/ Beta
    Test
    Product Launch
    First Customer
    shipment
  • 8. Product Development Model
    Known customers
    Known Product
    Known Business model
    Known Pricing/competition
    Known sales process
  • 9. Solution Looking for a Problem
    Need to Validate the Idea in a cost effective manner
    Where are the customers
    Clarify product/service aka value proposition
    Establish Business model
    How do you make a profit to build the business
  • 10. SLP: Customer Discovery Model
    Iteratively learn and tweak product definition and define customer segment
    Company
    Building
    Customer
    Discovery
    Customer
    Creation
    Customer
    Validation
  • 11. SLP: Crossing the chasm
    Product Development
    Customer Development
  • 12. SLP: Customer Discovery
    Friendly customer
    Test your product and problem hypotheses
    Preliminary business model
    Multiple customers
    Objective listening
    Iterate and improve
    Low cost learning team
  • 13. SLP: Customer Validation
    Sell to early evangelists
    Refine Sales message
    Iterate business model
    Competitive positioning
    Sales channel and pricing
  • 14. SLP: Customer Creation
    Market positioning
    PR
    Launch
    Demand Creation
  • 15. SLP: Company Building
    Mainstream customers
    Transform company culture
    Organize for Product Development Model
    Build a quick response organization
  • 16. SLP: Organizational implications
    Small flat teams
    Egoless
    Title less
    Learning attitude
    Ready to take on any role needed
    Cost effective
    Jazz not Orchestra
  • 17. Conclusion
    Idea is often a fantasy.
    We introduced a discipline of “customer discovery” model
    Objective: Turn a fantasy into a dream that can be the engine for empowering a successful startup