For entrepreneurs, inventors and investors, who are dissatisfied with their lack of customer understanding, our Market Discovery Challenge is a lean startup solution that provides deep insights about customers, their jobs, pains and gains. Unlike books, boot camps, coaches and other DIY solutions, our iterative process reduces market risk by integrating interviews, secondary research and polling. Visit our website: http://thesearchlite.com

1. Who Cares and Why?
About your new Technology or Solution

2. For entrepreneurs, inventors and
investors, who are dissatisfied with their
lack of customer understanding, our
Market Discovery Challenge is a lean
startup solution that provides deep
insights about customers, their jobs,
pains and gains. Unlike books, boot
camps, coaches and other DIY
solutions, our iterative process reduces
market risk by integrating interviews,
secondary research and polling.

3. No Market Need
Run Out of Cash
Not The Right Team
Get Outcompeted
Pricing/Cost Issues
Poor Product
No Business Model
Poor Marketing
Ignore Customers
Product Mis-timed
Lose Focus
Disharmony On Team/Investors
Pivot Gone Bad
Lack of Passion
Bad Location
No Financing or Investor Interest
Legal Challenges
Don't Use Network/Advisors
Burnout
Failure To Pivot 7%
8%
8%
8%
8%
9%
9%
10%
13%
13%
13%
14%
14%
17%
17%
18%
19%
23%
29%
42%
90 %
Startups Fail
http://www.forbes.com/sites/neilpatel/2015/01/16/90-of-
startups-will-fail-heres-what-you-need-to-know-about-the-10/
#2b3b696855e1

4. No Market Need
Run Out of Cash
Not The Right Team
Get Outcompeted
Pricing/Cost Issues
Poor Product
No Business Model
Poor Marketing
Ignore Customers
Product Mis-timed
Lose Focus
Disharmony On Team/Investors
Pivot Gone Bad
Lack of Passion
Bad Location
No Financing or Investor Interest
Legal Challenges
Don't Use Network/Advisors
Burnout
Failure To Pivot 7%
8%
8%
8%
8%
9%
9%
10%
13%
13%
13%
14%
14%
17%
17%
18%
19%
23%
29%
42%
Market
Risk

5. Address Market Risk
Find the best fit
customer
Reduce
Knowledge Gaps
Understand the
market needs
Know when to pivotGet funded Find a partner

6. Customer Discovery Challenges
No Expertise
No Time
Limited Budget
Small Team Little Interest

7. Customer Development Process*
*Steve Blank, Customer Development Process
CUSTOMER
DISCOVERY
CUSTOMER
VALIDATION
CUSTOMER
CREATION
CUSTOMER
BUILDING
PIVOT
RESEARCH EXECUTION

8. What We Do
Compelling Value Propositions
Go-to-Market Roadmaps
Investor Pitch Deck
Strategic Match-Making

9. How We Do It
Subject Matter Expert
Interviews Wisdom of Crowd Polling
Secondary ResearchSocial Media Mining

10. Four
Groups of Clients

11. UNIVERSITY INVENTORS OR
TECHNOLOGY TRANSFER OFFICES

12. ANGEL OR VC INVESTORS
SEEKING DUE DILIGENCE

13. GROWTH COMPANIES SEEKING
NEW MARKETS OR CUSTOMERS

14. BUSINESS ACCELERATORS

15. TheSearchlite.com
Ann Arbor Office
Contact:
Scott Phillips
(734) 787-7509
sphillips@thesearchlite.com
Address:
213 S. Ashley, Suite 300
Ann Arbor, MI 48104
Chicago Office
Contact:
Prianca Bhaduri, Ph.D.
(517) 775-6786
pbhaduri@thesearchlite.com
Address:
353 N. Desplaines Street,
Chicago, IL 60661