https://leanstack.com/app/mark-mccorkle/projects/517299
Customer Segment
- hash tag my customer segments in app to separate
- make them as NARROW as possible
- early adopters are sub category of narrow segment who have a particular need
- early adopters are the "easy" group
Problem
- define early adopter needs specifically
- 5 Whys — what are the 5 reasons why our early adopters have this problem
- he picked "time consuming, no free time, and lots of external demand.
Existing Alternatives
- What is the customer doing right now to solve for this problem.
- Answer could be "nothing", "sending emails", and "using spreadsheets" like NSI disrupts
- think beyond my direct competitors
Minimum Success Criteria
- a smallest outcome that will deem your project a success in less than 3 years from now.
- make it a revenue goal — yearly preferred
- make it ballpark — do I want to build a 100,000 dollar business, Million dollar business, etc
- Example: I want to make a $5M/year revenue business in 3 years.
Unfair Advantage
- something that cannot be easily copied or bought
- Gets tested by your competitors.
- Unfair advantage must be super strong.
- It is better to leave it blank and figure it out then it is to list a weak one.
- It is okay to list an unfair advantage that you want to create and not just the ones you have day 0.
Channels
- scaleable path to customers
- Content Marketing
- Advertising
- Sales force
- Referrals
- you don't have to have scalable channels day one. Initial Prospects:
- list of 1 degree contacts
- asking for introductions
- email list from teaser page
- blog readers
- social network
- adwords, facebook ads
- cold call/email
- sponsor group and events
- make near term goals and plan cost structure to close ones
- E.g. Cost to get first 2 GAS Assets onto the asset store
- Then revisit cost for next goal:
- Burn rate month to month
- includes cost to r&d, cost to acquire customer, cost to support live product, hosting costs, tools cost, salary, benefits, taxes