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Mic FitzGerald on From product market fit to early sales - CodeNinja talk

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Mic FitzGerald on From product market fit to early sales - CodeNinja talk

  1. 1. CodeNinja talk 5th Nov 2013 From Product Market fit to early sales By Michael FitzGerald of
  2. 2. From Product Market fit to early sales - 5th Nov 2013 Questions? Please stop me and ask. ... and a disclaimer (not a lecturer)
  3. 3. From Product Market fit to early sales - 5th Nov 2013 1. Build it (Product) - MVP 2. Story it (Marketing) - Founders & App 3. Sell it (Revenue) - Product or Equity
  4. 4. From Product Market fit to early sales - 5th Nov 2013 MVP
  5. 5. From Product Market fit to early sales - 5th Nov 2013 Build the MVP... Core Concept Core UX ... on the road to Product / Market fit
  6. 6. From Product Market fit to early sales - 5th Nov 2013 But only software right? No... use landing pages to test any product.
  7. 7. From Product Market fit to early sales - 5th Nov 2013 The advantages of a startup... Low budget (less bloat) No users (no legacy)
  8. 8. From Product Market fit to early sales - 5th Nov 2013 Go live early - changes everything (But not for most games?)
  9. 9. From Product Market fit to early sales - 5th Nov 2013 Learn to say no. ... and even upset some.
  10. 10. From Product Market fit to early sales - 5th Nov 2013 Attract and engage “sophisticated early adopters” And learn, iterate, learn, iterate...
  11. 11. From Product Market fit to early sales - 5th Nov 2013 UX. ... and not just app. All touch points. Remember, you’re damaged goods Take away that “uncertain feeling” Animations (not the fancy ones) Context before (design) consistency Conventions: Macro vs Micro • • • • •
  12. 12. From Product Market fit to early sales - 5th Nov 2013 More UX. Mobile first if possible Reduce decisions for user Design screens that will not be read! Simple vs smart Use things like Twitter Bootstrap • • • • •
  13. 13. From Product Market fit to early sales - 5th Nov 2013 The Story of Marketing
  14. 14. From Product Market fit to early sales - 5th Nov 2013 At the start it’s all about your story as much as the app
  15. 15. From Product Market fit to early sales - 5th Nov 2013 Launch? Not the traditional way anyway. ... but it can be done Mailbox-style Good video, Get emails & Gamify.
  16. 16. From Product Market fit to early sales - 5th Nov 2013 Marketing website You’ll be judged on it! (Squarespace) Look alive. Emanate ‘aliveness’ Keep copy short - only need one sentence to hook • • •
  17. 17. From Product Market fit to early sales - 5th Nov 2013 The dirty word of sales
  18. 18. From Product Market fit to early sales - 5th Nov 2013 Traffic Tracking Landing pages Web forms Contact Mgt Autoresponders Lead Score Interaction Sale Pipeline Sale A modern sales process
  19. 19. From Product Market fit to early sales - 5th Nov 2013 Google Ads Referral SEO Social Manual Traffic Lead gen Tracking Landing pages Web forms Lead Generation It’s a numbers game. Good, small, poor (leads), send them through the funnel!
  20. 20. From Product Market fit to early sales - 5th Nov 2013 Google Ads Referral SEO Manual Traffic Lead Capture Tracking Build fast, try things, A/B test, try more. Tweak. Landing pages Lead capture Google gadget Web forms Contact Mgt
  21. 21. From Product Market fit to early sales - 5th Nov 2013 Web forms Contact Mgt (CRM) Autoresponders Lead profiling / Enrich contact Lead Profiling & Enrich contact Spot the time-wasters and prune the good ones.
  22. 22. From Product Market fit to early sales - 5th Nov 2013 Lead Nurturing Contact Mgt Email Mkt’ing (Autoresponders) Lead Nurturing Lead scoring (CRM) Interaction Funnel emails - specific and targeted. Process actions of subscribers. Record in CRM in custom fields or (additional) Statuses.
  23. 23. From Product Market fit to early sales - 5th Nov 2013 Inside Sales Lead scoring Interaction (CRM) Inside Sales Sale Pipeline (CRM) Transaction Live on the phone - warm calling (with permission). Create, nurture and close deals.
  24. 24. From Product Market fit to early sales - 5th Nov 2013 Transaction Sale Pipeline Sale & Accounts Transaction And move them on in the Ecosystem! Retention, Customer support, Tech Support.
  25. 25. From Product Market fit to early sales - 5th Nov 2013 Traffic Lead gen Tracking Landing pages Lead capture Web forms Contact Mgt Lead profiling Email Mkt’ing Lead Nurturing Lead Scoring Interaction Inside Sales Sale Pipeline Sale Transaction
  26. 26. From Product Market fit to early sales - 5th Nov 2013 That’s it. Build n’ship
  27. 27. From Product Market fit to early sales - 5th Nov 2013 Thank you for listening

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