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Ken Singer Venture Day Minsk

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How My Customers Got Me VC Funded

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Ken Singer Venture Day Minsk

  1. 1. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer The Entrepreneur’s Journey
  2. 2. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer
  3. 3. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer We only see them when they’ve made it. h"ps://www.howitworksdaily.com/mount-­‐‑everest-­‐‑how-­‐‑to-­‐‑climb-­‐‑the-­‐‑worlds-­‐‑highest-­‐‑mountain/
  4. 4. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer But we start here.
  5. 5. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer How do you get to the next milestone?
  6. 6. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer
  7. 7. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer The Entrepreneur’s Journey h"ps://www.adventurepeaks.com/shop/climb-­‐‑everest/
  8. 8. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer 1) Analyze your Journey so far. Singer  Startup  Journey  Model  (2016)
  9. 9. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer Team Customer Validation Market Validation The 4 Startup Journeys Scale Singer  Startup  Journey  Model  (2016) Go To Market Product / Market Fit Idea 1 Problem / Solution Fit User Validation
  10. 10. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer
  11. 11. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer Team Idea Customer Validation Market Validation The 4 Startup Journeys Scale Singer  Startup  Journey  Model  (2016) Go To Market Product / Market Fit Idea 1 Team 2 Problem / Solution Fit User Validation
  12. 12. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer
  13. 13. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer Problem / Application Team Team Idea Customer Validation Market Validation The 4 Startup Journeys Scale Singer  Startup  Journey  Model  (2016) Go To Market Product / Market Fit Idea 1 Team 2 Research 3 Problem / Solution Fit User Validation
  14. 14. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer
  15. 15. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer Problem / Application Team Team Idea Customer Validation Market Validation Problem / Application Team The 4 Startup Journeys Scale Singer  Startup  Journey  Model  (2016) Go To Market Product / Market Fit Idea 1 Team 2 Research 3 Research 4 Problem / Solution Fit User Validation
  16. 16. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer
  17. 17. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer Problem / Application Team Team Idea Customer Validation Market Validation Problem / Application Team Which route did you take? Scale Singer  Startup  Journey  Model  (2016) Go To Market Product / Market Fit Idea 1 Team 2 Research 3 Research 4 Problem / Solution Fit User Validation Gravity Graveyard
  18. 18. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer Problem / Application Team Team Idea Customer Validation Market Validation Problem / Application Team Scale Singer  Startup  Journey  Model  (2016) Go To Market Idea 1 Team Research 3 Research 4 User Validation Graveyard Teams fail because they have the wrong talent for their journey.
  19. 19. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer Problem / Application Team Team Idea Customer Validation Market Validation Problem / Application Team Scale Singer  Startup  Journey  Model  (2016) Go To Market Product / Market Fit Idea 1 Team 2 Research 3 Research 4 Problem / Solution Fit User Validation Graveyard 2) Figure out where you are—stress tests. Companies fail because they don’t know where they are
  20. 20. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer B2C B2B Ad-based 3) What’s your revenue model? Small companies fail because they sell “everything” to everyone
  21. 21. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer You must make choices.
  22. 22. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer Ad-based Roadblocks
  23. 23. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer Research Problem / Application Team Team Idea Team Idea User Validation Customer Validation Market Validation Go To Market Scale Research Problem / Application Team Remember: Ad-based biz don’t need investors… Attract high-value audience Repeat Usage Expand but not alienate core audience
  24. 24. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer B2C Roadblocks
  25. 25. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer Research Problem / Application Team Team Idea Team Idea User Validation Customer Validation Market Validation Go To Market Scale Research Problem / Application Team GET PAID: Never lose sight of the customer. Registrations Conversions Repeat Usage
  26. 26. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer B2B Roadblocks
  27. 27. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer Research Problem / Application Team Team Idea Team Idea User Validation Customer Validation Market Validation Go To Market Scale Research Problem / Application Team Doublecheck: Do you have Product-Market Fit? Pilots Contracts Channel Partners Product / Market Fit
  28. 28. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer Problem / Application Team Team Idea Customer Validation Market Validation Problem / Application Team Scale Singer  Startup  Journey  Model  (2016) Go To Market Idea 1 Team Research 3 Research 4 User Validation Graveyard All problems begin with the team.
  29. 29. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer Making Progress but investors are STILL not interested?
  30. 30. THE JOURNEY 2017 - PRAGUE Confidential Material: Property of Ken Singer Thank You

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