Upload
iainverigin
View
375
Download
0
Tags:
Embed Size (px)
DESCRIPTION
Part of 2013 Q2 Lean Launch Pad Presentations 0a-Introduction.2013.Q2.pptx 1a-Three_Types_Of_Startup.2013.Q2.pptx 1b-Customer Discovery (problem hypothesis).2013.Q2.pptx 2a-Customer Discovery ( canvas and story ).2013.Q2.pptx 2b-Value_Chain (team specific).2013.Q2.pptx 3a-Customer_Validation.2013.Q2.pptx 3b-GKG-CustomerRelationships.2013.Q2.pptx 4a-EndGame.2013.Q2.pptx
Citation preview
1
Agenda *
Customer Validation – “Develop a repeatable sales process”
Day 3 (a)
2
“It’s About People”
• People buy products & solutions
• Drucker’s High-Level Goals – Create a customer – Know the customer
• …Make product sell itself
• Customer Development – Linking People’s needs to your Solution/Product
Review: Key Course Themes
3
Customer Discovery
Customer Validation
Customer Creation
Scale Company
Customer Discovery “Last Week”
• Stop selling, start listening • Test your hypotheses
– Two are fundamental: problem and product concept
Review
4
Customer Discovery
Customer Validation
Customer Creation
Scale Company
Today: Customer Validation
• Develop a repeatable sales process • Focus on “early-vangelists”
– Only they are crazy enough to buy
5
Customer Discovery
Customer Validation
6
We’re Attempting to
“Get Algorithmic”
We Are Trying to Build A Scaleable Company
• Lifestyle {Work to Live Their Passion} • Small Business {Work to Feed Family} • Scalable {Born to be Big} • Buyable {Born to Flip} • Large Company {Innovate or Evaporate} • Social – {Driven to Make a Difference}
7
• More - http://steveblank.com/2011/09/01/why-governments-don%E2%80%99t-get-startups/
8
Turn Visionaries into EarlyVangelists
• Very few are early customers • Visionaries will emerge to buy an unfinished
product if it truly solves a painful problem • A lack of these early purchasers is a
red-flag
• Market Type effects ease of execution
Sell:
9
Build The Organization Map Dave Jones
CEO
Karen Rogers VP Marketing
Neil Garret VP Database Marketing
Suzanne Kellog VP Merchandizing
The potential customer In house competition
Issues to be addressed before a sale
Sell: Org’n Map
10
One Step at a Time Dave Jones
CEO
Karen Rogers VP Marketing
Ben White VP Sales
Joe Black Dir. Sales Ops
Leslie Brown Financial Modeling
Neil Garret VP Database Marketing
Suzanne Kellog VP Merchandizing
The potential customer In house competition
Issues to be addressed before a sale
Sell: Org’n Map
11
Organization Map Dave Jones
CEO
Karen Rogers VP Marketing
Roger Smith CIO
Ben White VP Sales
Joe Black Dir. Sales Ops
Leslie Brown Financial Modeling
Phil Winters Director IT
Geoff Smith Financial Tools Dev
Neil Garret VP Database Marketing
Suzanne Kellog VP Merchandizing
The potential customer In house competition
Issues to be addressed before a sale
Sell: Org’n Map
In Time
• Patterns will become clear
• You can prepare a Sales Plan (Sales Funnel )
12
13
Sales Roadmap
Sell:
14
The Influence Map
Functional Technical
High Executive CIO or Division IT Executive
Low End Users Corp IT Staff or Division IT
1 2
3 4
Sell: Influence Map
15
The Sales Roadmap: Starts with Influence Map
Execs CIO
End Users
IT Staff
1 2
3 4
Educate & Present Solution
Sell: Influence Map
:think: This is different for each company. This is only an example.
16
The Sales Roadmap: Add Access, Assessment, & Strategy
Finance
Prod Mgmt
Sales
Corp. Mktg
Support
IT
Intro Meetings
Account Strategy
Execs CIO
End Users
IT Staff
1 2
3 4
Educate & Present Solution
Strategy Assess Needs
Sell:
Access
17
The Sales Roadmap
Finance
Prod Mgmt
Sales
Corp. Mktg
Support
IT
Intro Meetings
Account Strategy
Execs CIO
End Users
IT Staff
1 2
3 4
Implement Plan Proposal
Sell:
Educate & Present Solution
Strategy Assess Needs
Access Sell ! Sell ! Sell ! Sell ! Sell ! Sell !
18
Roadmap becomes The Sales Pipeline
Sell:
Sales Roadmap/Pipeline
The Most Important
Process That You Will Develop
19
[The Sharp End of the Stick « Steve Blank](http://steveblank.com/2009/05/04/the-sharp-end-of-the-stick/)
MammOptics Hospital purchasing decision tree
:Example:
MammOptics Private practice purchasing decision tree
:Example:
:Example:
23
Sell/Refine Channel Roadmap
• Early channel partners need to be “Visionaries”
• Indirect channels/integrators have $ minimum • Indirect channels/integrators just fulfill • Market Type affects channel adoption
• Refine/Revise Collateral Plan
Sell:
24
Plan of Record
Applications Documents
Driver Software
System
* Sub-system Jitter Compliance testing * Present to User Group
Tested Reference Design
• Intended audience:
Customer
V0.1 partner
V0.x partner
Optics, SerDes Front End
Chip (Product)
Alpha
Sampling
Standards * OIF Interface
Production
“Full Module” Paper Reference Design
• ATMF interface
Full Compliance documentation “how to” & “results”
Q1 Q2 Q3 Q4 Q1 Q2
V1.0 partner
• Compliance Testing Plan Document
:think: What More Stuff do you need to support the sale? • This is focussed on actual user. • ! Add in Rows for all the other “customer types” !
Value / ROI Why Us? .ppt “early”
Why Us? .ppt & .doc
Sell:
25
Plan of Record
Technology Gatekeepers
Deal Signer
Coach
•
• Intended audience:
Internal
Sales Docs
Influencers
•
Q1 Q2 Q3 Q4 Q1 Q2
:think: What More Collateral/Stuff do you need to support the sale? • List it all out.
• What does it “really” take
• Make it available • You’re trying to make it a “recipe”
Exec
many … Price list, Quote Form, NDA,Contracts, …
Sell:
26
Example: Direct Sales Collateral Plan
“SOM” Table 9.2 Page 301 “Four Steps” Table 4.1 Page 88
Sell:
27
Customer Creation – All - Step by Step
Customer Discovery
Customer Validation
Customer Creation
Year One Objectives
• Type Of Startup Distribution Model
• Revenue Model • Channel Model
• Launch Model • Sales Model
Positioning • Articulate Problem & Product concept • Understand customers view of the competitors
• Initial company & Product Positioning • Test w/ Early Adopters
• Company/Product Positioning by PR Agency with audit
Launch • Day in the life • Attend Shows/Confs • Estimate Mkt Size
• Company & product launch strategy • Test w/ early adopters
• Launch/Introduce • Launch type depends on “mkt type” of startup
Demand Creation
• Press, Analysts, Influencers List • How do customers make buying decisions?
• How do customers purchase? • Understand analysts/influencers view
• Implement demand creation • Type depends on “mkt type”
Reference
END
28
29
Customer Validation
30
Customer Validation
Inside the Building
Outside the Building
31
Customer Validation Loop
Phase 1 Get Ready To Sell
Phase 2 Sell to “Early-Vangelists
Phase 3 Develop Positioning
Phase 4 Business Model Verified
From Discovery To Creation
32
Phase 2: Sell
• First sales • First channel sales • Scalable and Repeatable
Sell:
33
Sell to EarlyVangelists
• Contact Visionaries • Sell • Learn
– Refine Sales Roadmap – Refine Collateral Plan/Material
• Sell to Channel Partners – Refine Channel Roadmap
Sell:
34
Sell: Contact Visionaries
• Looking for people with problems • They are few are far between • They need to become your cheerleaders...
– while paying you to do so
Sell:
35
Phase 3: Company & Product Positioning
• Market Type driven • Company & Product • Based on real-world facts • Test it out with Analysts and Influencers.
Positioning:
Why Now? * You now have “real facts” about why
customers buy. * You now have “real” customers to test it out
on.
Ries & Trout [Product Positioning](http://www.quickmba.com/marketing/ries-trout/positioning/)
36
“Develop” Positioning
• Product Positioning • Company Positioning • Present to Analysts & Influencers • Builds “product” & “company” positioning
briefs for demand creation activities
Positioning:
37
Positioning: Product Positioning
Fyi … doesn’t need to be perfect .. Get the ball rollin’
Positioning:
38
Positioning: Company Positioning
Positioning:
39
Phase 4: Verify, Iterate, or Exit • The Product
– ? Did you do custom versions for everyone ?
– ? How much did it really cost ?
• Sales Roadmap – ? Did you get orders ? – ? Is it really repeatable ?
• Channel Roadmap – ? Do they really add
value ? – ? How do you drive
demand into channel ?
• Business Model – ? Are you really
Profitable ? – ? How much more
money do you need ?
Iterate … or exit
Re-Group
40
41
Customer Validation Loop
Phase 1 Get Ready To Sell
Phase 2 Sell to “Early-Vangelists
Phase 3 Develop Positioning
Phase 4 Business Model Verified
From Discovery To Creation
Time To Prep
• Let’s go back to Phase 1.
• A lot of this prep is not possible on the first pass. ( You don’t have the information - yet )
• But you will need to know it all to “exit” this stage and become a “real company”
42
MORE
• The next slides are on preparing for Customer Validation.
43
44
Phase 1: Get Ready to Sell
• Serious preparation before 1st sales – Another writing exercise – Aligning Executives – Aligning all stakeholders.
• Investors, team, friends, family
Get Ready to Sell:
45
Phase 1: Get Ready to Sell
• Value Proposition • Sales Collateral • Distribution Plan • Sales Roadmap • Sales Closer • Synchronize Execs • Advisory Board
Get Ready to Sell:
:Think: * Our Idea is “firm” * We’re gonna put a stake in the ground * “all hands on deck”
46
Articulate a Value Proposition
• Create Value Proposition – Is it emotionally compelling? – Does it make, or reinforce, an economic case? – Does the it pass the reality test?
• Varies by Market Type – Existing - “incremental” – New - “transformational”
Get Ready to Sell:
:Think: “Elevator Pitch” You’ve got “One Sentence”
47
Preliminary Sales Collateral
• Create collateral roadmap – What you need and when you need it – Supports the sales roadmap – Ensure the collateral matches the internal audiences of your
prospect. – :idea: make a collateral plan-of-record similar to product PoR
• Create all selling materials – Presentations – Data sheets – White Papers – Demo – Price List, Quote Form, Contracts, NDAs, etc
• How would collateral differ by Market Type?
Get Ready to Sell:
48
Example: Direct Sales Collateral Plan
Get Ready to Sell:
“SOM” Table 9.2 Page 301 “Four Steps” Table 4.1 Page 88
49
Plan of Record
Applications Documents
Driver Software
System
* Sub-system Jitter Compliance testing * Present to User Group
Tested Reference Design
•
• Intended audience:
Customer
V0.1 partner
V0.x partner
Optics, SerDes Front End
Chip (Product)
Alpha
Sampling
Standards * OIF Interface
Production
“Full Module” Paper Reference Design
• ATMF interface
Full Compliance documentation “how to” & “results”
Q1 Q2 Q3 Q4 Q1 Q2
V1.0 partner
• Compliance Testing Plan Document
:think: Collateral can require significant Engineering Effort
Value / ROI Why Us? .ppt “early”
Why Us? .ppt & .doc
Get Ready to Sell:
50
Preliminary Channel Road Map
• Channel Food Chain and responsibility • Channel discount and financials • Channel Management
• How would channel plan differ by Market
Type?
Get Ready to Sell:
51
What’s the Price? Page 182-184 SOM
• That’s what you’re gonna figure out in this phase by trying to win some real deals.
• Your first guess may be based on existing products, segment margins, typical discounts, your costs, and other stuff. • Market Type makes a difference
– Existing • … price expectation is known.
– New Segment • … price bar is set by existing.
– Are you Lower or Higher?
– New Market • … is just …. “difficult”
:Aside: page 108 “Four Steps” -- I really like this “you need to pay list price because you are going to be the first person to use it.”
Get Ready to Sell:
52
Who’s Doing the Buying?
• The buyer and user may not be the same • Who is the:
– Economic buyer – Technical evaluator – Recommender – Deal signer – Actual users – Saboteur – Coach
Miller - Heiman is great resource on this topic Title: The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies (Paperback) by Robert B. Miller (Author), Stephen E. Heiman (Author), Tad Tuleja (Author)
Get Ready to Sell:
53
Preliminary Sales Road Map
• Built around key insights about the selling process • Answers
– Who decides the sale? – Influencers, recommender, decision makers – Where is the budget?
• How many sales call to the sale? – To who? – What is the script for each?
• Consists of: – Organization Map – Influence Map – Customer Access Map – Sales Strategy – Implementation Plan
Get Ready to Sell:
54
Definition: EarlyVangelist
Get Ready to Sell:
55
Example: Organization Map Dave Jones
CEO
Karen Rogers VP Marketing
Neil Garret VP Database Marketing
Suzanne Kellog VP Merchandizing
Get Ready to Sell:
56
The Sales Roadmap
Finance
Prod Mgmt
Sales
Corp. Mktg
Support
IT
Intro Meetings
Account Strategy
Execs End Users
Implement Plan Proposal
Educate & Present Solution
Strategy Assess Needs
Access Sell ! Sell ! Sell !
Get Ready to Sell:
57
Sales Economics Understanding your Sales Pipeline
• Timing – How long, on average, from lead-to-deal
• Dollars – Average order size – Lifetime value
• Get, Keep & Grow – Acquisition – Churn, retention, loyalty – Cross-sell & Upsell
Get Ready to Sell:
58
:idea: Hire a “Sales Closer”
• Identify need for a “Sales Closer – Do Founders have experience “closing” business? – Do they have a “world-class”set of contacts? – Would you bet the company on their ability to close sales?
• If not, hire a “Sales Closer” – Do NOT hire a VP of Sales – Typical background would be a regional manager
• How does Market Type effect this hire?
Get Ready to Sell:
59
Synchronize Your Execs
• Product Development – Schedule – Deliverables – “Good-enough”Philosophy
• Engineering’s role in sales, installation, post-sales support – Yes, they have a role. – Makes “customer” tangible for them.
• Sales Collateral review – Eng fact checks.
Get Ready to Sell:
60
Formalize Advisory Boards
• Advisory boards are critical in the nascent stages of a startup
• To sell to industry specific customers requires an industry advisory board
• Multiple Advisory Boards – Use at different times – Different purposes
• :Aside: book has good commentary on Sales/Marketing egos.
– Meet these guys one-on-one. – There’s not enuff air-space for two in a room :-)
• :Aside: Key Customers can become advisors – Otherwise Note … Advisors are NOT YOUR CUSTOMERS. – You are the customer expert ( or are becoming one )
Get Ready to Sell:
61
Advisory Board Roles
Reference:
“4 Steps” page 102 - Table 4.2 “SOM” page Page 353 – Table 9.5