Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Satish Gupta Idea to Opportunity

789 views

Published on

  • Be the first to comment

  • Be the first to like this

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 />

×