startup go to market strategy

Go to marketDon´t expect the market

to come to you

This is us

The marketing machine

Creating digitalrelationships

Leads to betterbusiness

Go to market strategy for start ups

The obvious

Buyers are digitalBuyers have the power

All information is available

Product focused

MVPLaunc

h

TractionUser

acquisition

Marc AndreessenFounder Netscape & VCAndreessen Horowitz

Basically

If the only thing you have to offer is you product…

…you are fukced

Traction focused

Traction

Launch

MVP

Core purpos

e

Expand

50/50

What do you believe?What’s your cause?

Core purpose

Start with why

Simon Sinek

PassionCompetenceValues

Traction

Describe your potential market

To whom are you relevant?

What is important to them?

Focus on Personas

Understanding personas

Persona insight

Marketing that adds value and delivers an experience

Relevant content

+R

Traction channelsTargeting blogs

Targeting podcastsPublicity

Unconventional PRSEM

Social and display adsOffline ads

SEOEmail marketing

Engineering as marketingViral marketing

Business developmentSales

Affiliate programsExisting platforms

Trade showsOffline events

Speaking engagementsCommunity building

How should you work the best of the

best?

What is possible?

What is probable?

What is possible?

Brainstorm through all channels

Formulate at least one concrete strategy for each channel

Prioritise a couple

What is probable?

Run simple tests

Cost of acquisitionReach (# of customers)

Strategic fit of customers

Measure

Your core channel

Invest time and moneyMeasure

Run A/B testsOptimize strategy

Exemple podcastContent Traction channels

What works for you?

Know your why

Be relevant to your buyers

Work your core traction channel

Success factors

Buyer focusContinuity

Test - learn - change

Traction focused

Traction

Launch

MVP

Core purpos

e

Expand

50/50

Subscription based

Unaware prospects

Fans

Premium users

Forever customers

Free users

Hangarounds

Produce andpromote content

Evangelize

Communitymanagement

Support

Premiumsupport

Launch!

ReadsLikes

SharesFeedback

ContentFeedback

ContentRevenue

ContentRecurring revenue

Understanding personas buyers journey

Expand

The digital B2B buyers journey

AInvestigate

BEvaluate

CChoose

70%

!

The resultFan base

Business opportunitiesTalent attraction

Established brandMarket presence

AuthorityValidation of offering

Next step

Lets do lunch or coffee and talk some more.

anders.hermansson@businessreflex.selars.dahlberg@businessreflex.se

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