Startup, how is the business ?

Like army, ”We make men out of boys”

First steps in business –First customer

Gorilla Ventures Oy

Scalabale businessWith customer validation

If the customer validation is missing ?• Do you know why ?

Different worlds, different things

Established business- Execution- ”good salesman”

Start-up- Product/Market Fit- Can business be done even in theory

Dreamed problem

Real problem

Problem

Solution

Competition

Market

Theory

Problem

Solution

Competition

Market

Reality

Actual competition to a startup1. Nothing done2. Change internal behavior3. Do ourselves4. Direct competitor

• Direct competitors=existing market

• No competitors= no market• No market = no sales

3 sources of must-have conditions (G Moore, Crossing the Chasm, pg 102-103)

1. It enables a previously unavailable strategic capability that provides a dramatic competitive advantage in an area of prime operational focus

2. It radically improves productivity on an already well-understood critical success factor

3. It visibly, verifiably, and significantly reduces current total overall operating costs

”The difference between the winning startups and those who lose is that the winners understand why customers buy.The losers never do.”Steven Blank

”Successes are not born,They are build.”Risto Rautakorpi

KiitoksetEmail: risto.rautakorpi@gorillaventures.fiTwitter: @risto_r