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#RamenCamp
Seth Lieberman E: slieberman@pangeamedia.comW: 617-923-0000 x111C: 617-504-9006T: @sethwlieberman
know your market | know yourself
Move Up the Food Chain
Ramen Camp Fresh Veggies Camp Steak Camp
Don’t Re-Invent The Wheel
• The messaging is easier• The sale is easier• Capital is easier• Avoid experimental marketing budgets
Rule #1 Go Where the Money Is
• Defined markets
• Growth markets
• Markets where you can be disruptive
• Markets where you can solve real pain/problems
• Markets you think you can win
• Big Markets
Rule #2: Do Not Force It
Signs You are Forcing It
• Prospects stall on he 2 yrd line
• Prospects do not really understand your value prop
• Prospects do not call you back (ever)
• Prospects say they don’t have the budget (always)
• Customers don’t renew
• Customers call constantly
• Everyone or no one is your competition
• Everyone loves the idea, no one pays
Rule #3 Picking Your Market & Focus
Avoid False Positives / Negatives
Rule #4 Customer Interviews
• Why– What problem where you looking to solve– How did our solution help you solve it– What does our product do that you can’t live without
• What– What is the customer buying/paying for– What are their stated goals for their use of the product– Are they meeting these goals- why or why not– How are their results- are they happy with what they are getting
• How/Where– How did you find us– What other services did you evaluate– What were the key differentiators that made you pick us
• Open Feedback
Tools for Success
• Salesforce.com (Organizational)• Jigsaw
(Informational)• Rapportive
(Informational)• LinkedIn
(Informational / Social)• Twitter (Social)• Referrals (Social)• Phone
(Communication)• Car/Plane/Train
(Communication)• Glenngary Glenn Ross (Motivational)
Land of Chocolate• Team• Market Selection (Hypothesis)• Product• Tools• Measurement
App.SnapApp.com/ramen
Seth Lieberman E: slieberman@pangeamedia.comW: 617-923-0000 x111C: 617-504-9006T: @sethwlieberman
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