Presentation done during the HEC Startup Day, November 8th, 2013. Deals with some typical good/bad ideas related to entrepreneurship : building teams, business model vs value model design, funding, marketing, etc.
16. marketing pitch
sales pitch
product benefit
taylored for the
customer
1
what the
product does
2
3
difference
between the
product and
the situation
difference
between the
product and
the situation
for the given
customer
segment
perceived added value
vertical customization
of the product benefits
4
difference
between
customer
pain points
and product
solution
customer legacy pain
points & related costs
pain points of specific
customer segments
let the customer
talk about his/her
pain points
32. sales cycles metrics
press, blogs
ads, SEO
events
awareness
%
video
web site
demos
consideration
%
test
freemium
evaluation
%
usage
subscription
good user experience
usage
support and roadmap
selection
%
satisfaction
%
social networks opinions
press quotes
referal
%
subscriptions
up-sell, cross-sell
loyalty
44. start as a team
insource strategic roles
solve value and volume problems
sell the value with the product
create a strong differentiation
build a scalable solution
create a platform
seek investors to faster growth
carefully plan marketing and sales
the USA drives the ww market
work hard on the idea and test it
break the rules cleverly
45.
46. olivier@oezratty.net, http://www.oezratty.net
freelance digital media strategy expert helping startups and large organizations shape their product,
ecosystem and business strategies.
involved in many startup and innovation communities: coaching and doing startups due diligences for
investors, working with corporations in the telecom and media industry sectors and teaching as guest
university speaker.
shares his in-depth industry analysis and creative common licenced reports on his blog "Opinions
Libres" (free opinions, http://www.oezratty.net) including a Digital Economy Entrepreneurship Guide
(17h edition) and a thorough 270 pages report on the Consumer Electronics Show published every year
since 2006.
also a seasoned photographer and author of the photo project “Some Digital Women !” on
http://www.qfdn.net.
beforehand, was a software development engineer and R&D lead at Sogitec, a wholly owned subsidiary
of Dassault Aviation, and had various marketing and business positions at Microsoft France from 1990
to 2005, including Chief Marketing Officer.