7. 2
I
don’t
feel
the
pain
• Tell
the
story
of
your
customer
• Show
current
solu/ons
do
not
cure
• Translate
opportunity
in
problem
• Proof
with
data
Problem
definiFon
8. An
important
client
or
market
need
addressed
by
a
unique
approach
with
compelling
benefits
when
compared
against
the
compe//on
or
alterna/ves
“
“
A
word
on
communica/on
9. Where
have
I
seen
this
before?
3
Product
differenFaFon
Low
barriers
to
entry
for
Web
startups
result
in
many
“me
too”
products
Ancient
technology
Lack
unique
knowhow?
10. single
most
common
quesFon
52%
14%
34%
User
pays
Someone
else
pays
Don't
know
4
and
how
exactly
are
you
going
to
make
money?
Business
model
“
“
Business
model
n
=
56
11. 0
5
10
15
20
25
30
35
40
45
2012
2013
2014
2015
2016
Revenu
EBITDA
Example
of
real-‐life
startup
financials
(Belgium)
Really?
Can
you
prove
what
you
claim?
13. Something
Something
else
Weak
Strong
Weak
Strong
Google
Apple
Someone
you
found
on
Google
Other
startup
Radom
companies
in
same
space
5
You
don’t
understand
your
market
Missing
link
to
customer
priori/es
YOU
Typical
compe//on
analysis
CompeFFon
14. B2B
69%
B2C
31%
Customer
type
6
Go-‐to-‐market
How
will
you
reach
your
customers?
• What
is
your
compe//ve
advantage
to
reach
your
customers?
• How
are
you
going
to
make
this
repeatable
and
scalable?
n
=
54