Learnings from founding a Computer Vision startup: Chapter 9 Marketing and Sales
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Learnings from founding a Computer Vision startup: Chapter 9 Marketing and Sales

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    Learnings from founding a Computer Vision startup: Chapter 9 Marketing and Sales Learnings from founding a Computer Vision startup: Chapter 9 Marketing and Sales Presentation Transcript

    • 9. Marketing Getting people to buy your product
    • Learnings from founding a Computer Vision Startup Flickr:laurapadgett Product
    • Learnings from founding a Computer Vision Startup Flickr:spine Price
    • Learnings from founding a Computer Vision Startup Flickr:loops Promotion
    • Learnings from founding a Computer Vision Startup Flickr:chany14 Place (Distribution)
    • Learnings from founding a Computer Vision Startup The Marketing Mix (4P) Product Already discussed in previous chapter Promotion TV? Newspapers? WOM? Blogs? What works. What doesn’t. Price Challenging (especially for software and on-line services) Place (assume mostly web-based) http://en.wikipedia.org/wiki/Marketing_mix
    • Learnings from founding a Computer Vision Startup Focus is on Not so much consumer on business in this talk customers Flickr:jamesjustin / dexxus
    • Promotion
    • Learnings from founding a Computer Vision Startup Some Promotion Options Online WOM Word of Mouth Blogs, Google Ads, Social Media, App Stores Print Media TV
    • Learnings from founding a Computer Vision Startup Traditional media might not be effective especially in the early stage Press Releases are Spam - ReWork Forget about the Wall Street Journal - ReWork http://en.wikipedia.org/wiki/File:Technology-Adoption-Lifecycle.png
    • Promotion: Blogs
    • Learnings from founding a Computer Vision Startup Flickr:jdlasica Behind each blog are people
    • Learnings from founding a Computer Vision Startup Behind each blog are people Try to connect to them. At events. By calling. By knocking on their door. Be personal. Don’t spam. Which blogs to target? Only the big ones? Most blogs have only one reader - the author Warning: Early adopters and tech blog readers might not be your customer group (e.g. women/shopping (like.com), art lovers (plink.com), kids, ...)
    • Learnings from founding a Computer Vision Startup Ferris which blogs Timothy Ferriss at LeWeb 2009 http://www.fourhourworkweek.com/blog/2009/12/13/how-to-create-a-global-phenomenon-for-less-than-10000/
    • Learnings from founding a Computer Vision Startup Blog yourself become an authority Flickr: daklein
    • Promotion: WOM
    • Learnings from founding a Computer Vision Startup Events Meet early movers at events. Getting the first users can be hard work. But getting the right ones may pay off. Partners can also help promote. Talk to people on the bus ... If that’s not your strength hire somebody ...
    • Pricing
    • Learnings from founding a Computer Vision Startup Pricing One of the biggest challenges Especially for new products and digital services Free vs. “a price” (see business model chapter) Free! Why $0.00 Is the Future of Business http://www.wired.com/techbiz/it/magazine/16-03/ff_free Thoughts on pricing for software by Joel Spolsky http://www.joelonsoftware.com/articles/CamelsandRubberDuckies.html
    • Place: Platforms
    • Learnings from founding a Computer Vision Startup Place New distribution platforms on the web/mobile If you play those right you will be very successful These are really new ecosystems with incredible reach. Examples Facebook: the social graph as multiplier. Example: zynga (Farmville) The iPhone App Store: easy usage fuels distribution Still lots of learning to do how to play those platforms What are the success factors? What drives usage?
    • What is special about Vision? In Terms of Marketing
    • Learnings from founding a Computer Vision Startup What’s special about Vision Products may need explanation Products may fuel fears (face recognition) Customers may have no (or incorrect) expectations on performance B2C or B2B or both? Often, when there is traction in B2C, there is also traction in B2B (not vice versa) So maybe you have to generate some initial B2C traction yourself (huge task) Or a competitor does it for you.
    • How we did it
    • Learnings from founding a Computer Vision Startup How we did it Biggest effect: blogposts and print media TV appearances had nearly no effect (same experience as ReWork) Building network of personal contacts to bloggers E.g. just knocked at Michael Arrington’s door 2 years ago. Still building network. Geographic targeting as challenge. App store distribution really important First visual recognition app on the app store worldwide was kooaba
    • Learnings from founding a Computer Vision Startup How we did it Huge attention in press from time to time We contacted influential writers directly (traditional media & blogs) Generated discussions and attention but not users/traffic “Provoking” releases E.g. Recognizr (700k YouTube views, TV networks and press spinning stories) Through partner integration “Partner’s users are our users” Now: direct sales (licensing)
    • Q&A
    • Learnings from founding a Computer Vision Startup Resources Marketing Mix 4P http://en.wikipedia.org/wiki/Marketing_mix Technology Adaption Lifecycle http://en.wikipedia.org/wiki/File:Technology-Adoption-Lifecycle.png http://www.fourhourworkweek.com/blog/ Timothy Ferris: How to Create a Global 2009/12/13/how-to-create-a-global- Phenomenon for Less Than $10000 phenomenon-for-less-than-10000/