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  • 1. A Plethora of Opportunities Customer Development in the High-Tech Enterprise Spring 2009 5
  • 2. Startup Checklist – 1 What Vertical Market am I In? Web 2.0 Semicondutors ! ! Enterprise Software Electronic Design ! ! Automation Enterprise Hardware ! Cleantech Communciaton Hdw ! ! Med Dev / Health Care Communication Sftw ! ! Life Science / Biotech Consumer Electronics ! ! Personalized Medicine Game Software ! ! Customer Development in the High-Tech Enterprise Spring 2009 6
  • 3. Market Risk vs. Invention Risk Customer Development in the High-Tech Enterprise Spring 2009 7
  • 4. Startup Checklist - 2 Market Risk? ! Technical Risk? ! Both? ! Customer Development in the High-Tech Enterprise Spring 2009 8
  • 5. Execution: Lots to Worry About Customer Development in the High-Tech Enterprise Spring 2009 9
  • 6. Startup Checklist - 3 Opportunity Where does the idea come from? ! Innovation Where is the innovation? ! Customer Who is the User/Payer? ! Competition Who is the competitor/complementor? ! Sales What is the Channel to reach the customer? ! Marketing: How do you create end user demand? ! What does Biz Dev do? Deals? Partnerships? Sales? ! Business/Revenue Model(s) How do we organize to make money? ! IP/PatentsRegulatory Issues? How and how long? ! Time to Market How long does it take to get to market? ! Product Development Model How to you engineer it? ! Manufacturing What does it take to build it? ! Seed Financing How much? When? ! Follow-on Financing How much? When? ! Liquidity How much? When? ! Customer Development in the High-Tech Enterprise Spring 2009 10
  • 7. Execution: Very Different by Vertical Customer Development in the High-Tech Enterprise Spring 2009 11