In this talk, I speak about how the growth strategy for every market segment (innovators, early adopters, Early Majority, Late Majority) is different. And how to grow at each stage.

1. Growth: Crossing the
chasm
May 31, 2018
Rudradeb Mitra

2. Why should you listen to
me?
• Founding Member 4 technolgy startups: Two B2B2C, Two B2B
• One startup ~$7m revenue in 3 years
• Seed investor: One B2C (traveltech), One B2B
• Consulted Growth of eight startups/SMEs (US, Europe and Asia) in 2016.
• One of them is an open source company which raised $16M.
• Writer.
'There is a great perspective here for anyone who prospects for new
business' - Mike Weinberg, author of Amazon #1 bestsellers book, New
Sales Simplified.

3. What will I talk about?
• Crossing the chasm
• Three growth lessons learnt from my failures.
All from my personal experiences.

4. Crossing the Chasm

5. Technology Adoption

6. Growth at each stage
is different

7. Part I: Growth from
Zero to One

8. Growth zero to one

9. Growth zero to one
• Who are your innovators?
• Why will they use your product?
• Innovators use a product because they relate to a
mission or vision.

10. Case #1: Open source
database company

12. Case #1: Road safety

13. How to reach zero to one
• Do not worry about perfect product
• You do not have to solve a pain point! They adopt as they
like what you are doing.
• Writing an article is one of the best way. Try to get in
Hacker News!
• Build a community!

14. Part II: Growth from
innovator to early
adopters

15. Growth innovator to early
adopters

16. Growth innovator to early
adopters
• Who are your early adopters?
• Why will they use your product?
• They like the vision or mission but do not adopt only for
that, they need something in return.

17. Case #2: Driving data app
Record a trip Trip feedback

18. Case #2: Driving data app
• Young drivers
• We need to give them something more!
• Who are your early adopters?
• Why will they use your product?

19. Goals Rewards

20. Part III: Growth from early
adopters to early majority

21. Growth adopters to majority:
crossing the chasm

22. Growth early adopters to
early majority
• Who are your early majority?
• What ONE problem you are going to solve for them?
• You have to solve a real problem for them. Build
painkillers, not vitamins!

23. Case study #2: Driving app
• Who are your early majority?
• What ONE problem you are going to solve for them?
• In our case it is people with high insurance premiums.

24. Summarizing
• Know very well who are your innovators, early adopters
and majority.
• Know what motivations and problems they have and how
your product help them achieve that.

25. Four Lessons learned

26. Lesson #1
• Know the difference between customer and user.

27. CraftsLink (B2C)

28. Lesson #2
• Users may help to reach your customers (esp large
enterprised). Build user base and community.

29. Record a trip Trip feedback Goals & challenges Rewards

30. Lesson #3
• Understand different behavior of people in different
cultures.

33. ‘Anyone in a sales development role should take a look’ - Cory Bray, Author of The Sales Enablement Playbook.
'There is a great perspective here for anyone who prospects for new business' - Mike Weinberg, author of Amazon #1 bestsellers book,
New Sales Simplified.
‘Great article on how to leverage Quora.’ - Will Bunker, Growth X VC fund, Founded largest dating site of 90's
'A piece of gold' - Rafal Sevilla, Sales consultant.
'Finally, growth hacking explained' - Sam Moon, Executive Director, Next Generation Leadership Council.
‘MBA course type lesson’ - Sylvia Hoizey, Consultant.
References:
1. https://www.linkedin.com/pulse/crossing-cultural-chasm-launching-new-product-developing-mitra/
2. https://www.linkedin.com/pulse/want-grow-sales-stop-cold-emailing-start-prospecting-rudradeb-mitra/
3. https://www.linkedin.com/pulse/new-sales-development-8-tech-companies-5-common-mistakes-mitra/
4. https://www.linkedin.com/pulse/how-hack-growth-your-product-rudradeb-mitra/
5. https://www.linkedin.com/pulse/five-important-lessons-i-have-learned-growth-hacking-rudradeb-mitra/
My articles

34. Thanks!
Feel free to contact:
https://www.linkedin.com/in/mitrar/
mitra.rudradeb@gmail.com