Startup sales & traction

Startup Sales &

TractionSajad Ghanizada | me@sajad.co | www.sajad.co

Startup sales & traction

Find a niche

Solve a problem

Total Addressable Market

Small problem -> Large TAM

Medium problem -> Medium TAM

Large problem -> Small TAM

Identify your users

Create user personas

Where they are online (FB, Twitter, LinkedIn)

How you can get your product in front of them

Lead generation

Startup Pirate Metrics

Do things that don’t scale

DO NOT focus on finding millions of users

Find your 1’st user

Find your next 10 users

Find your next 50 users

REPEAT…

How much should you charge?

Whatever you believe your product is worth

BUT

If you’re going to charge, charge from Day 1

| 75,000 users, $3 million in events, 1 major license deal |

Then what?

Tracking sales

Use a CRMPersonal Choice

Multitude of options

Salesforce

Pipedrive

Pipeliner

OnePageCRM

ZohoCRM

SugarCRM

Microsoft Dynamic CRM

Infusionsoft

Base CRM

Insightly

RelateIQ

Podio

DON’T START A CRM COMPANY!!

It takes time...

12 months to get your first 10 users | MVP

+

12 months to get your next 1000 users | v2.0

+

12 months to build a repeatable sales process

YOU NOW HAVE A COMPANY

References & further reading

Startup Metrics for Pirates - Dave McClure

Do Things That Don’t Scale - Paul Graham

Predictable Revenue - Aaron Ross

Market Size - Jason Calacanis