Market Discovery

Founders need to care about where the market will be when they are ready to serve it – to project the intersection between their vision and market trends.  They need to care about where the [...]

In the first post in this series I looked at the extra barriers that face startups in selling a new product or service: Inertia, Limited Resources, Risk and Size.  My previous post looked at the [...]

In the last post in this series I looked at the extra barriers that face startups in selling a new product or service.  Inertia, Limited Resources, Risk and Size all make it harder for a startup [...]

Startup companies need to identify markets where their products (or services) can succeed, but face greater barriers to entry than established companies.

The other day, I was chatting to a marketing expert who said “basically you can split marketing into branding and lead development and nurturing”.  I my world these both fall under [...]

At some point along the road to success it is likely that an entrepreneur will have to convince people that there will be a demand for their product.  They may need to convince: An investor [...]

How do you find the right people to sell you product?  There are lots of different roles and  job titles including sales, marketing and business development, but what do they actually mean?

Business plans, investor pitches, and even executive summaries all have a section on competitors.  Talking about competitors can seem like the wrong thing to do, after all, surely competitors are [...]

When I work with a new product or service I generally need market feedback, and one of the best ways of getting this is to go out and talk to people.  Often, I get positive feedback from them, [...]