Market Development, Inc.
Cut time to money.TM
Synchronous DevelopmentSM cuts time to money. You
succeed fast or fail fast. Here's how:
Synchronize product and customer development.
Lock the development Gantt to a funnel of brand name, trend-setting
customers. When the product is ready the funnel is too.
"customers" in 3 months. Use Cold-Call
Networking to get the right 30 prospects in 3
months with a 30% customer yield. Traditional networking and the Rolodex
and mobilize the team. Shape the team in a crucible of
shared customer experience and data to facilitate funding,
recruiting, managing, and selling.
the minimum-viable product. Anyone can build the wrong product
fast or a perfect one slowly. Use the Product Elasticity Curve to
build the minimum-viable product.
Sales Costs. Once your product is out, cut the cost of sales in
half each time you double your installed base with a sales system—not
just a value proposition—stratified by segment.
it. Scale it.TM The most
expensive mistake is scaling business operations when neither the
product nor business model fit the market.
Together, these steps accelerate transactions:
revenue in. Nothing burns cash faster than the calendar.
Overhead without margin is your worst enemy; start acquiring customers
from day one.
Funding. Switch the burden of proof from you to the skeptic by
lining up the right customers before you hit a funding
Revenue. Ramp revenue fast with a proven product, price, and sales
Liquidity. IPO or sell your business early, or make it good enough to
Fail fast. If you're going to fail, do it in quarters not years, saving a lot more than money.
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2002 PMDI (Product & Market Development,