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DKParker.com/Blog @DaveParkerSEA
Dave Parker - CEO Code Fellows
Launch vs. Scale How not to fool yourself with your idea.
DKParker.com/Blog @DaveParkerSEA
About Dave ❖ CEO, Code Fellows - Software Development Training
Program, based in Seattle, Chicago, Portland - coming soon to Brasil
❖ 5X Founder. 9 Deals, 6 sell side 3 buy side
❖ Entrepreneur in Resident for Mitsui Capital
❖ SVP Program at UP Global (Startup Weekend) Now Techstars
❖ Startup Founder, Mentor, Board Member
DKParker.com/Blog @DaveParkerSEA
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Both Ideas and Execution Matter
DKParker.com/Blog @DaveParkerSEA
Launch vs. Scale
❖ Your product vision is likely to reflect your scale solution
❖ The launch solution will be smaller, less features
❖ At Launch you get one business model - not multiple!
❖ Goal: Survive!
DKParker.com/Blog @DaveParkerSEA
Know Your Market - Really!
❖ Total Addressable Market (TAM)
❖ Serviceable Addressable Market (SAM)
❖ Launch Addressable Market (LAM) - the first customer segment you can sell
❖ Tightly define your first 10 - 100 - 1000 customers
DKParker.com/Blog @DaveParkerSEA
Go To Market❖ Methodology
❖ Target Customer hypothesis
❖ Yes/No are they or aren’t they
❖ What questions to ask
❖ Do they have the pain?
❖ Will they pay for it? How much or how often
❖ If not, why not?
❖ What data to gather
DKParker.com/Blog @DaveParkerSEA
Data Trumps Opinion
❖ If you talk to an investor and you have data, it trumps their market opinion
❖ Data also trumps your opinion
❖ Go out and get the data
DKParker.com/Blog @DaveParkerSEA
Get Out of the Building
❖ Ideas die from lack of exposure - not over exposure
❖ Go interview 50 potential customers
❖ Test you hypothesis
❖ Be willing to be wrong
❖ If it’s the right market, but wrong idea you can pivot
DKParker.com/Blog @DaveParkerSEA
Pre-Mortem
❖ Prevent a Post-Mortem
❖ If your idea is going to die… Why?
❖ Lack of sales comes before lack of capital?
❖ Customer Acceptance?
❖ Founder conflict?
❖ Flawed hypothesis?