six lessons to build your market

MARCELO CALBUCCI

marcelo@calbucci.com

@calbucci

How I did Sampa?

Personal Pain

Validation with Industry Experts

Validation with Potential Customers

WORDS ARE CHEAP 1

How I should have done Sampa Pick a segment/niche (don’t try to boil the ocean)

Build a 3-6 month V1 and Ship It

Work Harder on Customer Acquisition

Work Harder on Fine Tuning Revenue Model

ADOPTION OF A PRODUCT IS THE BEST MARKET RESEARCH

2

Don’t listen to your customers… People don’t know what they want

You don’t have customers if you don’t have a product

The customers you have might not be the customers you want

Blue + Red + Green = Mud!

Unless…

It’s an enterprise customer

You are listening to the problems

Pain-Killer Vitamin

Every Startup Worst Enemy

COMPETITORS?

PRODUCT FEATURE SET?

LACK OF MARKETING?

FUNDING NEEDS?

SEO?

BRAND RECOGNITION?

INDIFFERENCE!

NOISE!

INERTIA!

BEAT INDIFFERENCE

Why should I care? Why should I tell anyone? Why this matter?

BE REMARKABLE 3

BEAT NOISE

Isn’t this just like…?

CHANGE THE GAME 4

BEAT INERTIA

Why should I change?

FIND WHO NEEDS YOU 5

Defensibility (Usually) NO YES!

Patents

More Features

Better Features

In-house Genius

Better plan

More marketing

Customer base

Partnerships

Distribution deals

Exclusive Content

Better business process

Better sales strategy

CREATE REAL VALUE 6

Summary 1. Words are Cheap

2. Adoption of a Product Is The Best Market Research

3. Be Remarkable (Beat indifference)

4. Change the Game (Beat noise)

5. Find Who Needs You (Beat inertia)

6. Create Real Value

CREATE YOUR MARKET

MARCELO CALBUCCI

marcelo@calbucci.com

Twitter: @calbucci