As a startup founder, finding the right customer, solution, and market can be a daunting task. In this presentation, we'll explore the key elements of successful strategy formulation, including choosing the right customer and solution, identifying a market with the right attributes and size, and finding product-market fit. We'll also dive into the value proposition canvas and how it can help you effectively communicate your product's unique value to your target audience. Whether you're a first-time founder or a seasoned entrepreneur, this presentation will provide you with practical insights and actionable tips to help you achieve startup success.

1. 01
Strategy
Formulation
FUNDRAISING BOOTCAMP

2. Venture building process

3. C
P
V
CHOOSE # CUSTOMER
CHOOSE # PROBLEM
FORMULATE VALUE PROPOSITION
3 goals

4. Value proposition canvas

5. Customer Jobs: The things customers are
trying to get done in their work or life.
Gains: The outcomes and benefits your
customers want to achieve.
Pains: The annoyances and problems
customers experience before, during or after
trying to get a job done.
Customer
Profile

6. Customer
Segment
The customers within the market all buy similar products
The customers within the market have a similar sales cycle and expect products to
provide value in similar ways.
THERE IS “WORD OF MOUTH” AMONG CUSTOMERS IN THE MARKET
Beachhead segment TAM is ~20-100M USD
Beachhead segment need to fulfill 4 conditions:

7. 5 aspects of
a good niche
Popular pain: a lot of people have it
Tangible solution: expressed in numbers
Believable revenue: you can do it and they can implement it
Identifiable targets: you are able to build list of prospects
Unique genius: you must be different and unique

8. PROCESS: Selecting the
beachhead market
Ideate and create list of potential target markets with your team
Narrow the list to the top 6-12 markets by answering relevant questions
Conduct initial primary market research
Select the most suitable beachhead market
Key for success: Take your resources and apply them to a narrow, carefully defined new
market that you can dominate.
1.
2.
3.
4.

9. Customer
Segment
Proposition Benefits Partners Est. Size of the market Competition
Frequent travellers
in Taiwan
Annual travel
insurance
Convenience and lower price
Travel
insurance
companies
2M Taiwanese travellers
that travel more then 3x
a year (2M * 3 * 15 USD
= 90 M USD)
-Lonely Planet
-Travel
Agenices
Workshop 1: Fill the segments table

10. Products and Services: A list of what you offer
and may consist of service, product or both.
Gain Creators: How your product or service
creates customers gains – outcomes and
benefits your customers expect.
Pain Relievers: How you eliminate the things
that annoy your customers.
Value
Map

11. Value proposition statement

12. Product X
Market Fit
Product-market fit," writes
startup coach and investor
Marc Andreessen, "means
being in a good market with a
product that can satisfy that
market."