startup go to market strategy
TRANSCRIPT
Go to marketDon´t expect the market
to come to you
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.
[email protected]@businessreflex.se
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