​Best Practices

• Pre-Planning 1
  
• Pre-Planning 2
  
• Pre-Planning 3
  
• Interviews 1
  
• Interviews 2
  
• Asking the Right Question
  
• Death by Demo 1
  
• Death by Demo 2
  
• Assuming You Know
  
• Death by PowerPoint
  
• Understanding the Problem
  
• Customers Lie
  
• The Distracted Customer
  
• Engaging the Customer
  
• Customer Empathy - IMPORTANT!
  
• The User, The Buyer, and the Saboteur
  
• The Multi-Person Interview
  
• B to B to C
  
• Existing vs. New Markets
  
• Public Interviews
  
• Extracting Insight from Data
  
• Getting the MVP Right
  
• Pay Attention to Outliers  - Startups are not run by accountants / pay attention to the insights from data - IMPORTANT!
  
• The Other 85%
  

Topic 1: What We Know

• What We Now Know
  
• History of The Corporation
  
• Startups are NOT Smaller Versions of Large Companies
  
• Strategy
  
• Process
  
• Waterfall Development
  
• Customer vs. Product Development
  
• Why Do Startups Fail?
  
• Why Do Startups Fail Solution?
  
• Organization
  
• Entrepreneurial Education
  
• Startup Outcomes
  
• Startup Outcomes Solutions
  

Topic 1.5A: Business Models and Customer Development

​

• What is a Company?
• Business Model
• Business Model Canvas Value Proposition
• Business Model Canvas Customer Segments
• Business Model Canvas Channels
• Business Model Canvas Customer Relationships
• Business Model Canvas Revenue Streams
• Business Model Canvas Key Resources
• Business Model Canvas Key Partners
• Business Model Canvas Key Activities
• Business Model Canvas Costs

Key Resources

4 Categories of Key Resources:

1. Physical – Buildings, vehicles, machines, raw goods, etc.
2. Intellectual – Brand, proprietary knowledge, patents, partnerships, etc.
3. Human – Creativity, experience, etc.
4. Financial – Cash, credit, stock, etc.

Key Activities

• Marketing: marketing, communications, advertising
• Production: Designing, quality control, producing, assembly
• Distribution: Transportation, supply-chain, logistics
• Problem solving: Training, studying metrics, improving.
• Platforms: Website updating, promotion, IT.
• Networks: Primarily people networks
• Financial: Securing a merchant account, shop management, ecommerce.
• etc.

 
Customer Relationships:

• Personal Assistance
• Dedicated Personal Assistance
• Self-Service
• Automated Services
• Communities
• Co-Creation

Topic 1.5B: Business Models and Customer Development

• Hypotheses OR Guesses
  
• Customer Development Process
  
• Four (4) Phases of Customer Development
  
• Four (4) Phases of Customer Development Solution
  
• Customer Development Done By Founders
  
• Hypothesis Testing
  
• Minimum Viable Product
  
• Pivot
  
• Customer Discovery
  
• Phases of Customer Discovery
  
• Phases of Customer Discovery Solution
  
• Customer Validation
  
• Market Opportunity Analysis
  
• Total Available Market
  
• JerseySquare Market Size
  
• Market Size Summary
  
• Estimate SAM
  
• Estimate SAM Solution
  
• JerseySquare Introduction
  
• JerseySquare Self-Intro
  
• Optional Reading
  

Topic 2: Value Proposition

• Value Proposition
  
• Where Do Product and Market Go?
  
• Where Do Product and Market Go Solution?
  
• Relationship Between Value Prop and Customer Segments
  
• Relationship Between Value Prop and Customer Segments Solution
  
• Value Proposition and the Minimum Viable Product
  
• Initial Planning
  
• Initial Planning Solution
  
• Customer Archetype
  
• Importance of Customer Archetype
  
• Importance of Customer Archetype Solution
  
• Talk to Customers
  
• Value Proposition Product
  
• Value Proposition Services
  
• Amazon’s Product
  
• Amazon’s Product Solution
  
• Pain Killers Hypotheses
  
• Pain Killers Problem OR Need
  
• Pain Killers Ranking
  
• Gain Creators Hypotheses
  
• Gain Creators Ranking
  
• MVP Physical
  
• MVP Web/Mobile
  
• MVP
  
• Purpose of MVP
  
• Purpose of MVP Solution
  
• The Art of the MVP
  
• Common Mistakes With Value Proposition
  
• How to Build a Startup 2: Value Proposition Questions
  
• Technology and Market Insights
  
• Types of Value Proposition
  
• How to Build a Startup 4: Product
  
• JerseySquare Value Proposition
  
• Value Proposition Examples
  
• Optional Reading
  

Topic 3: Customer Segments

• Customer Segments
• Product Market Fit
• Jobs To Be Done
• Rank and Day In The Life
• Customer Gains
• Customer Pains
• Customer Archetype
• JerseySquare Archetype
• Customer in Context
• Types of Customers
• Types of Customers Solution
• Signals and Experiments
• 2 Sided Market
• Market Matching
• Market Matching Solution
• Market Types Introduction
• Multiple Customer Segments
• E. Coli Example
• Existing Market
• Resegmented Market
• New Market
• Clone Market
• Time to Profitability
• Time to Profitability Solution
• Existing Market Extended
• Re-Segmented Market Extended
• New Market Extended
• Consequences of Not Understanding A New Market
• Clone Market Extended
• JerseySquare Customer Segments
• Examples
• Optional Reading and Homework

Topic 4: Channels

• Introduction
  
• Distribution Channels Overview
  
• Your Product
  
• Your Product Solution
  
• Web Distribution
  
• Physical Distribution
  
• Distribution Complexity
  
• Distribution Complexity Solution
  
• Product Channel Fit
  
• Product Channel Fit Solution
  
• Indirect Channel Economics
  
• OEM Channel Economics
  
• Channel Profit Fit
  
• Channel Profit Fit Solution
  
• JerseySquare Channels
  
• Optional Reading
  

Topic 5: Customer Relationships

• Customer Relationships
• Three (3) Components
• Three (3) Components Solution
• Customer Archetypes
• Paid Demand Creation
• Earned Demand Creation
• Get Keep Grow
• Customer Acquisition Quiz
• Customer Acquisition Quiz Solution
• Get Physical
• Viral Loop
• Get Alternatives
• Keep Physical
• Grow Physical
• Get Web
• Web Customer Acquisition Cost
• CAC
• CAC 2
• Keep Web
• Grow Web
• JerseySquare Customer Relationships
• Lifetime Value
• Lifetime Value Solution
• JerseySquare Customer Relationships II
• Optional Reading

Topic 6: Revenue Model

• How Do You Make Money?
  
• Common Mistakes
  
• Revenue Streams and Price
  
• Revenue Streams and Pricing - Quiz
  
• Revenue Streams and Pricing Solution - Quiz
  
• Direct and Ancillary Models
  
• Revenue Streams
  
• Revenue Streams Solution
  
• Pricing
  
• Fixed and Dynamic Pricing Tactics
  
• Fixed and Dynamic Pricing Tactics Solution
  
• Common Startup Mistakes
  
• Market Types and Pricing
  
• Single and Multiple Side Markets
  
• Revenue First Companies
  
• Market Type and Revenue
  
• Draw the Diagram
  
• JerseySquare Pricing
  
• Key Revenue Model Questions
  
• Market Size and Share
  
• JerseySquare Revenue II
  
• Optional Reading and Homework
  

​

Topic 7: Partners

• Partnerships
  
• Why Should You Partner?
  
• Why Should You Partner Solution?
  
• Partner Definition
  
• Types of Partners
  
• Types of Partners Solution - http://types%20of%20partners%20solution/
  
• Partner Resources
  
• Partner Types
  
• Greatest Strategic Alliance
  
• Joint Business Development
  
• Joint Partnerships and Startups
  
• Co-opetition
  
• Key Suppliers
  
• Virtual Channels
  
• Partner Risks
  
• Managing Partners Risks
  
• Investments
  
• Startup Partner Strategies Summary
  
• Optional Reading
  

​

Topic 8: Resources, Activities & Costs

• Resources, Activities & Costs
  
• Four (4) Critical Resources
  
• Financial Resources
  
• Financial Resources Quiz
  
• Financial Resources Quiz Solution
  
• Human Resources
  
• Qualified Employees and Culture
  
• Intellectual Property Overview
  
• Intellectual Property Detailed
  
• Intellectual Property
  
• Intellectual Property Solution
  
• Costs
  
• Metrics That Matter
  
• JerseySquare Revenue II
  
• JerseySquare Partners, Resources, Activities, Costs
  
• What’s Next
  

​

Also of Interest

• A Complete Guide to Startup Advisors and Mentors
• Startup Advisors: How Much Compensation / Equity to Give
• Holloway Guide to Equity Compensation
• Startups Don't Have to Fail, Irwin Stein​

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