startup turkey 2017 - jon crawford

JonathanCrawford

Raised $7M from Spark, KP, Intel, First Round, CRV

25 employees, 100,000+ stores

Sold to OpenSky (Alibaba)

Mentor startups on product, UX, branding & strategy

Solo founder/CEOStorenvy

Most founders don’t *really* understand the value they deliver to customers.

POSitioning

The Triforce of value

• X Good. Fast. Cheap. Pick 2.• Answers the question ”*HOW* will we provide 

value?”• Good: Quality, complexity, features, elegance, 

status, reliability• Fast: Speed, convenience, effortless, time-saver

• Cheap: Affordable, low-investment

Good

fast CHEAP

PICK TWO

GoodQuality, complex, feature-Rich, elegant,

status, reliable

FastSpeed, convenient, effortless, time-saver

CHEAPAffordable, low resource investment

• X Good. Fast. Cheap. Pick 2.• Answers the question ”*HOW* will we provide 

value?”• Good: Quality, complexity, features, elegance, 

status, reliability• Fast: Speed, convenience, effortless, time-saver

• Cheap: Affordable, low-investment

Good

fast CHEAP

PICK TWO

• positioning

• clarity & focus

• customer segment

• what you’re *NOT* doing!

Good Fast Cheap. pick 2.

Never try to do all 3

Positioning

Customer Value

The Triforce of value

Customer Value

ProductCustomer Value

+ =

You’re selling

fireball Mario

Customer Value

Triangle Examples

Don: People don’t buy products. They buy Better versions of themselves.

POSitioning

Customer Value Awareness

The Triforce of value

CAPability

Utilization

AWARENESS

VALUERecognition

Positioning

Customer Value Awareness

The Triforce of value

Customer Value

It’s dangerous to startup alone! Take this.

@JonCrawford mail@joncrawford.com