categories
HOT TOPICS
- The Accelerator Conundrum
- The Startup Velocity Question
- Platform as a Service
- Man and Superman
- Web 3.0 = (4C + P + VS)
- The Future: End of Capitalism
- Capitalism 2.0
Opinions
The Startup Velocity Question: Innovator’s Dilemma Kills Fundability
Say, you have a non-AI SaaS product with a $5M ARR. A competitor has come into the market with a new AI SaaS product addressing the same target customer. You have to defend your turf and refurbish your SaaS product with AI to get the renewals.
The Startup Velocity Question: Positioning Drives Exit
There is a commonly held misconception among operators who do not understand positioning: We don’t want to invest in Positioning. We will be selling the company.
The Startup Velocity Question: Repeatability Drives Exit
Perhaps you have come to the conclusion that you will not seek further funding. Instead, you will look for an Exit.
The Startup Velocity Question: Repeatability Drives Fundability
Founder-led sales is acceptable for the Seed round. It is NOT acceptable for Series A or beyond. At the minimum, you need a Repeatability Hypothesis to raise a sizable venture round.
The Startup Velocity Question: Positioning Drives Repeatability
There’s a common problem with Founder-led Sales: Positioning changes on the fly on a daily basis.
The Startup Velocity Question: Positioning Drives Segmentation
What problem does your product solve with a unique unfair advantage? What ideal customer has that problem? These questions are at the heart of Positioning.
The Startup Velocity Question: Segmentation Drives TAM
I see segmentation errors left, right and center. As such, I see sloppy TAM models left, right and center too. Segmentation requires a precise profiling of your ideal customer with a host of parameters each of which can individually slash your TAM down by 10%.
The Startup Velocity Question: TAM Drives Fundability
More often than not, an honest Total Available Market (TAM) analysis yields small or medium sized markets. This could range from $50M, $100M, $200M to $500M.
