Founding Partner
Apr 14, 2021
Please find below three options:
Market Development Discovery for New Market with Existing or New Product
US Strategy Advisor
Market Developmant-As-a-Service
Typical execution: Enterprise segments, Ecosystem partners, Market/Product feedback, Growth stack
Adapt to new market while in flight and establish relationships with the best companies.
Validates product-market fit w strategic segments e.g., Telco, Finserv, Travel, Mfg, Entertainment, Retail/Ecommerce
Lays groundwork for big deals with strategic clients. e.g., Disney Interactive, Fidelity, United Airlines, BofA
Fitness for next funding round (30% increase in pre-money value during next round)
Cost: 50k package base + % of wins (lined up with sales team)
ROI: 20:1 value to cost ratio
Effort by existing team: Low to medium: 0% to 25% of their time.
Recommended resources: Junior marketing/content person (50%), evangelist/pre-sales solution expert (20%), XYZ FB/G/LI Ad spend, CPO (15%), CEO (10%), CCO (20%).
Duration: 5-6 months.
Typical execution: Coach and editor on anything US Market Development & Product Positioning.
Roadmaps, thought leadership, product positioning, company brand.
Tune all prospect and customer touchpoints to (website, social channels, content plan, decks, data sheets, demos, videos, etc)
Can involve making introductions and discovery with specific industry leaders, advisors and investors.
Cost: 3.75k p/m + % of wins for min 6 months (can go 18 ms to three years).
ROI: 10:1 value to cost ratio, with 50% bumps after 12 and 24 ms
Effort by existing team: Low to medium
Typical execution: New Market, Great Existing Solution but GTM not 100% defined, with tactics, tools and team.
Begins similar to Approach 1, Market Development Discovery
Key is to continue to 'remove barriers to growth' by focusing on areas like Flagship Revenue, Growth inbound, Growth outbound, Product positioning/diversification, Growth stack, Growth workflow, Partnerships, Fundraising
Add shareholder value faster and earlier, broader set of exit options. E.g., Q-go NLP in Amsterdam, azeti.
Cases: Q-go (NLP exit 35m, 1.5b), azeti (exit), Hippo (ML segmentation exit) did it this way. They saw 50:1 returns via strategic revenue, tactics, tools.
Cost: TBD. This begins with Market Discovery, and continues m/m
ROI: 50:1 value to cost ratio
Effort by existing team: Medium
We use patterns from 25+ AI application companies and 200+ Lab alumni from Europe, US and Japan.
We utilize industry advisors with 20+ years in Digital leadership roles at Wells Fargo, Aerbus, Daimler, Kohl's, Autodesk, Samsung, Adobe, ServiceNow, Harvard Medical School, UC Berkeley and the European Leadership University.
We have great relationships with affinity networks.
The approach is straight forward
Reach out to experienced Execs who are open, and influential.
Ask relevant qs. Share relevant knowledge.
Aggregate findings. Discuss internally. Adapt.
Share the learnings -- w sales, marketing, products, partnerships, care.
Each cycle things get clearer.
Plus, serendipity works. Cap-tables improve for founders and shareholders. And exit possibilities are unlocked.
1) Typical Deliverables - Phase 1
Between 20 to 2000 Target companies in Geo X, Segment Y; engaged with 20+
Raw notes from meetings - Discovery Qs defined together
Conclusions and Recommendations on GTM strategy (potential areas below)
Product feedback and positioning
Marketing feedback for content roadmap, website and channels
Flagship clients raw feedback
Growth tech stack, workflow and augmenting the team
Partner ecosystem map
AI and data science company strategy & talent strategy
Customer/Prospect Data Lake & workflow scoped out
Market Dev Mini-Workshop - Scope was ABC -- We did ABC and ROI was XYZ
Optional: Showcase at Growth 2.0 Lab. Session attendees from Growth 2.0 Lab
2) Ecosystem Mapping of US & EMEA. Use Affinity Networks
Industry Prospect network - Access networks of networks like Execs from 10 Labs (every year since 2013) and Berkeley or Ivy League
Partner network - Map out partner segments, outreach, engage, enable (e.g., Cisco, Accenture, Razorfish)
Acquisition network - Map out future acquisition segments, understand product roadmap implications and how to add value early
Investor network - Unlimited networking with the Corporate VC Club Tech Tour Execs & Investors anytime in 2021
Peer network - Meet and discuss challenges with other AI and ML entrepreneurs, industry experts, advisors
3) Example of Six month controlled process for learning in new markets
Month 0 - Start-project - Identify companies, roles, segments in geography X, segment Y, role Z
Month 2.5 - Checkpoint-project - 50 engaged, 2ndary market research. Tactical insights gathered & collateral shared
Month 5 - Checkpoint-project - 20 calls/meetings, tool insights gathered (inc Machine Learning/AI) & Readiness Report
Month 6 - End-project - tactics, tools, networks. Phase 1 re-freeze practices; Phase 2 un-freeze
Month 7 - 18 - tbd. Increase compounded growth rate, minimum 40-50% y/y growth (depending on mgmt goal)
+23% VAT
Billed monthly
What your product offers:
+23% VAT
Billed monthly
What your product offers:
+23% VAT
Billed monthly