Upload
dohanh
View
226
Download
3
Embed Size (px)
Citation preview
GROW SUSTAINABLY WOW INVESTORS
angel.co/ligaya@ligayaya
Smart Marketing for Early Stage Startups
Marketing & Global Community Dev
Advising & Mentorship
Early Stage Investments
@ligayayaangel.co/ligaya
HELLO, I’M LIGAYA
@ligayayaangel.co/ligaya
Marketing:Promotes the use of your product to a specific audience.
Community:Connecting people through your product to enhance their experience and increase their loyalty.
M&C
INVESTOR INTERESTS TractionEngagementFinances
angel.co/ligaya@ligayaya
COMMON ISSUES Founders overestimate market size, diminishing investor confidence
Employ M&C tactics too early, wasting resources and time
angel.co/ligaya@ligayaya
NAIL YOUR MARKETING SLIDESJust how big is the opportunity? Give your business plan a sense of scale.
angel.co/ligaya@ligayaya
Top Down Bottom UpVSResearch firms
Industry analystsMarket reports
Purchase intent: Google“size of X industry”
whittle it down
User behavior analysisUser end purchases
Competitor revenues
Extrapolate from smallsubset of data
roll it up
TOP DOWN:
SLICING THE MARKETConsumerGeographyDemography
EnterpriseVertical
angel.co/ligaya@ligayaya
Market Size
multiply:# of customers
average quantity price per unit
BOTTOM UP:
EXTRAPOLATING
TOP DOWN:
FRAMEWORK
angel.co/ligaya@ligayaya
SOM
SAM
TAM
Total Available Market How much money is generated by a specific segment of the market?
Serviceable Available MarketWhats the value of your niche market?
Serviceable Obtainable MarketWhat market share can you realisticallycapture given sales, distribution, and competition?
3
2
4
1 Drive awareness and growth by making it easy to spread the word offline and online.
Build a product people love by incorporating user feedback.
Promote loyalty to your company by forging real relationships with your users.
Create meaningful interactions between users of your product.
M&C GOALS
@ligayayaangel.co/ligaya
@ligayayaangel.co/ligaya
MRKTG &CMTY STRATEGY
Brand Awareness
Engagement
AcquisitionBD/Partner
Contests &Promotions
Customer SupportEmail Marketing
PressInfluencer Outreach SEO/SEM/Retargeting
Paid Advertising
ReferralsAmbassadors
Events
ContentSocial Media
Challenge: What to do when?
prime for sales, increase LTV
expand market shareestablish differentiation
@ligayayaangel.co/ligaya
M&C
PPMF Engage Growth IPOInception
STAGE THEORYMarketing and community tactics change with each phase of a startup’s growth.
Success comes from knowing the right thing to do at the right time
@ligayayaangel.co/ligaya
STAGE ONE: INCEPTION
GOALSA workable product (MVP)Relationships with your users
PPMF Engage Growth IPOInception
We want users to say:
“This is just what I need!” FUNCTION
“This product looks awesome and people like me use it!” PRESENTATION
“Thats a fair price.” VALUE
INCEPTION
@ligayayaangel.co/ligaya
Make your users feel valued.
@ligayayaangel.co/ligaya
INCEPTION
Textual
taglinevalue prop
vision+mission
Visual
logousability
aesthetics
Branding
Testimonials
experiencephoto
In Consumer Tech, Users Are the Brand
@ligayayaangel.co/ligaya
INCEPTION
CHECKLIST
Logo + Tagline Mission Statement Market Research User Guidelines Testimonials
@ligayayaangel.co/ligaya
INCEPTION
METRICS
Bounce rateRegistrationsConversionsApplause & Conversation
TOOLS
Google AnalyticsHootSuiteTweetDeckMoz
@ligayayaangel.co/ligaya
STAGE TWO: PPMF
GOALA product people love enough to evangelize
PPMF Engage Growth IPOInception
@ligayayaangel.co/ligaya
Who is using your product? DEMOGRAPHICS
When and why? UTILITY AND USAGE PATTERNS
How much are they willing to pay? PRICING
Happiness IndexPain Points
PRE PRODUCT MARKET FIT
Experimentation & Validation
@ligayayaangel.co/ligaya
PPMF
CHECKLIST
Establish Support Channels Email + Social Strategy NPS of 40%+ User Personas
@ligayayaangel.co/ligaya
PPMF
METRICS
Growth RegistrationsReferralsAmplification
ActivityMonthly Active Users (MAU)Daily Active Users (DAU)Email Open RateEngagement timeTransaction patterns
1
@ligayayaangel.co/ligaya
2
3
4
Think about the last time someone from a company contacted you. How did you feel?
Which networks or communities do you belong to?
List three people from these that would be interested in your product.
Write down two experiences with users, one that was positive and the other difficult.
EXERCISE
QUESTIONS?
angel.co/ligaya@ligayaya
Thank you for your attention.