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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
