=> Landing Page Test
But we just tested for testing’s sake,
we didn’t believe in that product at all.
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Version 1: Analytics for Marketers
Version 2: Analytics for Startups
Version 3: Analytics for SaaS Startups
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Getting the Right Design
vs.
Getting the Design Right
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1. The Art of Launching Your MVP
2. Radically Different Designs
3. The Ideation Switch
Product
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Kind-of-Sales
is not
Customer Development
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Are you ideating or
are you executing?
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IDEAS
PRODUCT
DATA
MEASURE
BUILD
LEARN
Experiment
Executing =
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Ideating =
Customer Interviews
Design Studio
Usability Tests
etc...
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1. Financial Planning & Metrics
2. Making Deals
3. Traction First, Fundraising Second
Business
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1. Financial Planning & Metrics
2. Making Deals
3. Traction First, Fundraising Second
Business
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Main Assumption:
Customers would buy a
5000+ EUR license
&
integrate our Product
within weeks (not months)
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Its ok to ignore your plan,
but focus on these
assumptions.
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1. Financial Planning & Metrics
2. Making Deals
3. Traction First, Fundraising Second
Business
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Don’t ever get too attached to
one single investor (or customer).
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1. Financial Planning & Metrics
2. Making Deals
3. Traction First, Fundraising Second
Business
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Dave McClure anecdote from Soup.io
times
He loved the product & team, but the
numbers never justified an investment.
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[ Seedcamp Trip ]
Accelerators give you a peer group,
and access to a lot of people
(if you’re ready).
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1. Personal Authenticity
2. Getting the Message right is Hard!
3. Adapting to the Market
Distribution
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1. Personal Authenticity
2. Getting the Message right is Hard!
3. Adapting to the Market
Distribution
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In the beginning
people believe in you first,
the product second.
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1. Personal Authenticity
2. Getting the Message right is Hard!
3. Adapting to the Market
Distribution
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Credit: Kathy Sierra
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Make Happy Customers,
Not: Make Customers Happy
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Messaging A
Messaging B
Customer A
Customer B
Your Product doesn’t need to change,
Yet Your Messaging Can Change Everything
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Messaging is a journey without an end,
you will not reach perfection.
(but ideally people will still buy)
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1. Personal Authenticity
2. Getting the Message right is Hard!
3. Adapting to the Market
Distribution
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Continuously ask yourself:
Is this a good customer?
-> can be targeted & sold to
-> pays money
-> actually buys what you are selling
-> ideally you like them!
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“We had a long discussion,
on doing this project at all right now.”
(2 months into the sales process)
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Your biggest risk is
Indifference.
People just don’t care.
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Your Team determines your
Distribution methods
Don’t do Enterprise Sales if you’re
missing the know-how.
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Mistake we’ve made:
Choosing personal preference
over strategic partnership.
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Product
Distribution
Cashflow
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@LukasFittl
I’m always happy to help:
lukas@fittl.com