2. Class & Mentor Feedback Addressed Is your customer the "customer from hell"? Is there really a paying customer here? Are you going to investigate the knowledge / document management market? Customers, customers, customers – start to model them
4. Search Engine Optimization Wikipedia Bloggers Wiki article prepared Generate more references before publication Contacted 25+ bloggers who cover reference management software Positive responses from 2 already Others pending reply Peaya reviewed (in Dutch) as one of the best applications on ADOBE AIR.
5. A/B results declared a WINNER Winner! We learned: Position against leading paid software Reference institutions at which our software is used Stuff navigation to other sites at way bottom of screen Winning variation has 58.7% conversion
6. Keyword Search Volume 301,000 document management 60,500 document management systems 49,500 document management system 40,500 document management software 12,100 electronic document management 6,600 sharepointdocument management 110,000 pdfnotes 9,900 annotate pdfs 2,400 pdfdocument management 1,900 add comments to pdf 1,900 pdf sticky notes 60,500 pdf library 40,500 pdf manager 8,100 pdf organizer 6,600 pdf manager software 1,900 manage pdf library 1,900 pdf download manager 1,600 pdf library management 1,000 pdf page organizer < 1,000 searches share annotations share pdf notes research annotation publish your research share class notes share pdf notes < 1,000 searches Web-based PDF manager cloud pdf library foxitpdf organizer online pdf storage pdforganizer software pdffile organizer 40,500 research software 1,000 medical research software 27,100 collaboration software 5,400 document collaboration 2,400 research management software 2,400 online collaborative software 1,900 collaboration software online 5,400 Share research 1,900 research sharing < 1,000 searches web-based co-authoring co-author research software online collaboration software < 1,000 searches share pdfs research co-authoring software < 1,000 searches Clinical research software Comparison of existing demand for relevant keyword “silos”
7. Lifetime Value of User 33,000 Impressions 167 Clicks 33 Downloads 1 Payment Conversion Funnel
9. Channels aren’t encouraging Discussions Takeaways Sales Ex-Sales Manager, EBSCO, academic database aggregator (complementary service) CEO, iParadigms, established Higher Ed sales org for plagiarism software Ex-CEO, Veritas, highly experienced managing enterprise sales orgs Co-marketing opportunities CEO, ResearchGATE, 0.7M researcher SN Founder, LabMeeting.com, SN for researchers BDM for RIM on co-marketing Peaya for Playbook University Community Head of Research, Stanford Neuroscience Med School Reference Librarian GSB Reference Librarian GSB Library Director Director of SIPX, course reader printing system Academic market is terribly small (EBSCO sales $300-$6K, quotas ~$350-400K/annually) High volume academic site license over $1-2/user unrealistic Cost of reaching lab managers prohibitive Despite poor economics, many niche competitors Academic software is a “dinosaur” business
33. Document Management Archetypes Adam the Analyst Salary: $80,000-$200,000/year Pre/Post-MBA; manager; analyst; lawyer Ultra busy, upwardly mobile professional Steve the Student Salary: $5,000-$40,000/year Undergrad, grad student Busy student, rushing from class to class Influencer(Single License) Buyer (Single License) Ivan the IT Professional Salary: $60,000-$110,000/year CIO, Director of IT, VP Ops, COO, IT Manager Manages IT budget and staff Edward the Executive Salary: $110,000-$350,000/year VP, Managing Director, President, C-level Exec High stakes decisions, lives in review meetings Influencer (Site License) Decision Maker(Site License)
38. Providers and consumers of copyrighted material have unmet pain points Providers Consumers NEEDSCONTENTVerifiable fact Data Figures Analysis Ontology Citations CAPABILITY SearchPrivate Catalog Collaboration Discovery Rating Students Academics/ Researchers Non-Profit Analysts Commercial Analysts Legal Service Providers Content Aggregators Public Content Private Content eBooks Commercial Content Databases Self-Publishers NEEDSUsage Data Demand Data Pricing Framework Licensing Mechanism E-Commerce Fulfillment IP Controls Auditing 18M Higher Ed US Most of Internet 7.3M Researchers WW Corporate and Personal TBD $1B US Retail 147% ‘09 CAGR TBD $12B Legal$4B Scientific/Academic$2.5B Healthcare 1.2M ~0.75M units/year US TBD PAIN POINTS: Piracy Pricing pressure Slow growth PAIN POINTS: Lack of tools High cost Inaccessible materials
39. A unified copyright marketplace serves unmet needs across segments Marketplace Consumers Providers NEEDSCONTENTVerifiable fact Data Figures Analysis Ontology Citations CAPABILITY SearchPrivate Catalog Collaboration Discovery Rating Students Academics/ Researchers Non-Profit Analysts Commercial Analysts Legal Service Providers Content Aggregators PARTNERSHIP Alliance Network Partner Infrastructure DISTRIBUTION SEO Invites Social Media CHANNELS Direct via Web Client Experience Resellers Site Licensing Printing Public Content Private Content eBooks Commercial Content Databases Self-Publishers NEEDSUsage Data Demand Data Pricing Framework Licensing Mechanism E-Commerce Fulfillment IP Controls Auditing Personal Library Shared Library Catalog Admin Tools API Middleware IP Exchange BENEFITS: Monetize piracy Increased revenues Growth via new markets BENEFITS: Effective tools Affordable pricing Broader selection
40. Sizing and Trends in Commercial Database Market ~$12B Legal ~$4B Scientific & Academic ~$2.5B Healthcare
