Your SlideShare is downloading. ×
0
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Startup Customer Development (Seedcamp, London)
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Startup Customer Development (Seedcamp, London)

11,160

Published on

This is the first major update to my slides on Slideshare in almost a year. My thinking has evolved significantly after helping take an additional 8 startups to market.

This is the first major update to my slides on Slideshare in almost a year. My thinking has evolved significantly after helping take an additional 8 startups to market.

Published in: Business, Travel
2 Comments
42 Likes
Statistics
Notes
No Downloads
Views
Total Views
11,160
On Slideshare
0
From Embeds
0
Number of Embeds
10
Actions
Shares
0
Downloads
381
Comments
2
Likes
42
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide
  • Startup success today becoming less mysterious
  • 40% to 100% proceed up pyramid
  • Transcript

    • 1. Startup Customer Development<br />Sean Ellis <br />Seedcamp 2009 (London)<br />Sept 22, 2009<br />
    • 2. #1 Startup Risk = Customers<br />Huge challenge to acquire &amp; convert<br />Little useful guidance available<br />Hard to know where to start (hundreds of things you “could do”)<br />2<br />startup-marketing.com<br />
    • 3. What Really Mattered on Road to IPOs?<br />Understand users and use cases<br />Focus on right metrics &amp; optimize<br />Apply engineering to marketing<br />Early execution is most critical<br />3<br />startup-marketing.com<br />
    • 4. Primary Focus Now Critical Zone<br />Critical<br />Zone<br />IPOs<br />Growth Stage<br />Then light advising in growth stage<br />4<br />startup-marketing.com<br />
    • 5. Customer Development Framework<br />5<br />startup-marketing.com<br />
    • 6. Growth Starts with the Product<br />6<br />startup-marketing.com<br />
    • 7. What is Product/Market Fit?<br />People want/need your product<br />And they represent large enough market<br />Differentiated from alternatives<br />Users will pay for your product<br />Or you are advertising supported<br />7<br />startup-marketing.com<br />
    • 8. “Life of any startup can be divided into two parts -before P/M fit and after P/M fit”<br />Marc Andreessen<br />Founder Netscape, Opsware, Ning<br />8<br />startup-marketing.com<br />
    • 9. PayPal’s Quest for P/M Fit<br />$200K seed funding - cryptography<br />“No one really needed it” Max Levchin<br />$4.5M VC funding - PDA payments<br />People preferred web demo (100X users)<br />$1.5B sale to eBay – web payments<br />9<br />startup-marketing.com<br />
    • 10. Survey Your Product/Market Fit<br />Free template at Survey.io<br />10<br />startup-marketing.com<br />
    • 11. Key Product/Market Fit Question<br />“How would you feel if you could no longer use Product?”<br />11<br />startup-marketing.com<br />
    • 12. Transition to Growth<br />12<br />startup-marketing.com<br />
    • 13. Transition to Growth<br />Track/report right metrics<br />Positioning (based on perceived value)<br />Viable economics (business model)<br />13<br />startup-marketing.com<br />
    • 14. Optimize Before Growing<br />Landing pages<br />Funnel (acquisition through transaction)<br />12%<br />13%<br />8%<br />…<br />14<br />startup-marketing.com<br />
    • 15. Scalable Growth Now Possible<br />15<br />startup-marketing.com<br />
    • 16. Test from Free to Paid Channels<br />16<br />startup-marketing.com<br />
    • 17. Driving/Managing Growth<br />Budget to maximize positive ROI spend<br />17<br />startup-marketing.com<br />
    • 18. Improve Lifetime Value<br />Customer retention is critical<br />Cross/up sell additional products<br />This expands profitable channels<br />18<br />startup-marketing.com<br />
    • 19. Complete Startup Pyramid<br />Growth<br />Optimize<br />Economics<br />Positioning<br />Product/Market Fit<br />Twitter: @seanellis<br />Blog: startup-marketing.com<br />

    ×