Start-up

The Start-up Business – You have a product, service or technology that you believe is differentiated by functional capability, ease of use, or price.

Focus:

  • Traction

Enemy:

  • Time

Issues:

  • Cash flow / burn rate
  • Establishing initial customers
  • Gaining references and market share
  • Revenue growth
  • Establishing product lifecycle

Solutions:

  • Define your segmentation strategy.
  • Identify early adopters.
  • Define your initial distribution model.
  • If selling direct, define the profile of your ideal salesperson. 
  • If selling through channels, define the profile of your ideal distributor or partner. 
  • Build sales compensation plans.
  • Evaluate sales yield.
  • Define your pricing models.