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Satish Gupta Idea to Opportunity


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Satish Gupta Idea to Opportunity

  1. 1. Idea to Opportunity<br />Satish K Gupta <br />August 17, 2010<br />
  2. 2. What is an “Idea”?<br />Idea is a set of hypotheses<br />Product or service hypothesis<br />Customer problem hypothesis<br />Sales process hypothesis<br />Demand market hypothesis<br />Competitive hypothesis<br />Business model<br />
  3. 3. What is an “opportunity”?<br />An idea transformed into a solution with well defined:<br />Problem alignment- value proposition<br />Customers/market<br />Business model<br />Pricing<br />Sales process<br />
  4. 4. Credit for key points<br />
  5. 5. Indentify the Nature of the Idea<br />Four categories of startups<br />New product into known market<br />New product at “low cost” into re-segmented market<br />New product into a niche of a re-segmented market<br />New Product into a new market<br />
  6. 6. Basic paradigms<br />SLP: Solution Looking for a problem – category 2, 3 and 4<br />PLS: Problem Looking for a Solution – category 1<br />
  7. 7. Problem Looking for Solution<br />Classic Product Development Model<br />Product Concept<br />Idea<br />Seed<br />Product<br />Development<br />Alpha/ Beta <br />Test<br />Product Launch<br />First Customer<br /> shipment<br />
  8. 8. Product Development Model<br />Known customers<br />Known Product <br />Known Business model<br />Known Pricing/competition<br />Known sales process<br />
  9. 9. Solution Looking for a Problem<br />Need to Validate the Idea in a cost effective manner<br />Where are the customers<br />Clarify product/service aka value proposition<br />Establish Business model<br />How do you make a profit to build the business<br />
  10. 10. SLP: Customer Discovery Model<br />Iteratively learn and tweak product definition and define customer segment<br />Company<br /> Building<br />Customer<br />Discovery<br />Customer<br />Creation<br />Customer<br />Validation<br />
  11. 11. SLP: Crossing the chasm<br />Product Development<br />Customer Development<br />
  12. 12. SLP: Customer Discovery<br />Friendly customer<br />Test your product and problem hypotheses<br />Preliminary business model<br />Multiple customers<br />Objective listening<br />Iterate and improve<br />Low cost learning team<br />
  13. 13. SLP: Customer Validation<br />Sell to early evangelists<br /> Refine Sales message<br /> Iterate business model<br /> Competitive positioning<br /> Sales channel and pricing<br />
  14. 14. SLP: Customer Creation<br />Market positioning<br />PR<br />Launch<br />Demand Creation<br />
  15. 15. SLP: Company Building<br />Mainstream customers<br />Transform company culture<br />Organize for Product Development Model<br />Build a quick response organization<br />
  16. 16. SLP: Organizational implications<br />Small flat teams<br />Egoless<br />Title less<br />Learning attitude<br />Ready to take on any role needed<br />Cost effective<br />Jazz not Orchestra<br />
  17. 17. Conclusion<br />Idea is often a fantasy. <br />We introduced a discipline of “customer discovery” model<br />Objective: Turn a fantasy into a dream that can be the engine for empowering a successful startup<br />