Startany webinar with Vladimir De Franceschi, technology growth counsel, and Vivek Boray, startup executive and ecosystem builder, that took place on March 8, 2016. Watch the full webinar at https://youtu.be/PsaL8nqWVmc Subscribe for upcoming webinars from leading entrepreneurship mentors and experts at www.startany.com - the first virtual accelerator for startups from all over the globe.

1. Idea to
Startup
Startup Istanbul
2016
Vladimir De Franceschi
Vivek Boray

2. Why markets matter
1) No Customers = No Business
therefore, market is ALWAYS right
2) Cheapest Cash = Customer Cash
2) Customer Cash = Freedom
2) Antidote to Self-Delusion (KPIs)

3. So you want to start a startup
1) To Clone or Not to Clone? Depends
2) Lifestyle Business. Worth it?
2) Venture fundable business. Not easy

4. {Hypothesis A}
Business'Company'Product'Technology'
$
$
$
$
$
$

5. Budget'Buyer'Problem'Market' $
{Hypothesis B}
$

6. Business'Company'Product'Technology'
$
$
$
$
$
$
Budget'Buyer'Problem'Market' $ $
Opportunity
Value
Proposition
Distribution
Strategy
Financial
Model

7. TAM = Your Total
Available or Addressable
Market (everyone you wish
to reach with your product)
SAM = Your Segmented
Addressable Market or
Served Available Market
(the portion of TAM you will
target)
SOM = Your Share of the
Market (the subset of your
SAM that you will
realistically reach –
particularly in the first few
years of your business)
Defining the Market

8. Learn it, Know it, Live it
Know your customer
Know your resources (money, time, people)
Find the path of least resistance to profitability:
Distribution strategy
Distribution
Strategy Product

9. Startup Realities
Never enough money
Never enough time
Never enough people

10. Where is the market?
I D
$
0
I D
$
0
. . .
Validation
under
Conditions of
Uncertainty

11. Find the Success Loop
Footnote:
Doing nothing = competition

12. • Startups begin with hypotheses about a customer problem
or need
• Founders talk to customers to discover and validate whether
the total solution solves that problem or addresses that
need
• If, and not only if, there are no “buy signs” from the
customer or customers repeatably point out missing
features, does the product change
• Collecting feature lists and holding focus groups are for
established companies with existing customers looking to
design product line extensions
http://steveblank.com/2009/11/30/customer-development-is-not-a-focus-group/
Steve Blank’s Lessons Learned

13. Gartner – Research
Forrester Group – Research
iCD Research – Research
eMarketer – Research
Chubby Brain – Research
research.google.com – Research
CrunchBase – Startup company and people profiles
Compete.com – Traffic analytics
Quantcast.com – Traffic analytics
Alexa – Traffic analytics
CompareN – Aggregate site traffic and compare web stats
Bureau of Labor Statistics – Gov’t collected data and projections
Internet Archive – Research historical versions of websites
Mechanical Turk – Amazon’s survey tool
QuestionPro – Survey tool
RivalMap – Web app for market information
Resources