37. SECRET 1:
WHY DO SO MANY STARTUPS DIE?
SECRET 2:
HOW DO WE CONVINCE PEOPLE THAT WE
HAVE A CHANCE TO BE HUGE?
38. SECRET 1:
WHY DO SO MANY STARTUPS DIE?
SECRET 2:
HOW DO WE CONVINCE PEOPLE THAT WE
HAVE A CHANCE TO BE HUGE?
SECRET 3:
HOW DO WE PICK THE BEST MARKETS?
52. “THE #1 COMPANY-
KILLER IS LACK OF
A MARKET.”
-BEN HOROWITZ, There’s just one
mistake that kills
startups – not making
something users
want.
-Paul Graham, YC
73. EXAMPLE: LEADGENIUS (B2B)
OUR CUSTOMER IS A HEAD OF SALES
RUNNING A B2B SALES TEAM OF 10 OR
MORE PEOPLE.
OUR MARKET IS FORTUNE 5000 COMPANIES
SPENDING MONEY ON OUTBOUND SALES.
74. EXAMPLE: LEADGENIUS (B2B)
OUR CUSTOMER IS A HEAD OF SALES
RUNNING A B2B SALES TEAM OF 10 OR
MORE PEOPLE.
OUR MARKET IS FORTUNE 5000 COMPANIES
SPENDING MONEY ON OUTBOUND SALES.
76. EXAMPLE: SHIPPTER
(ONE-CLICK SEA SHIPPING)
OUR CUSTOMER IS AN
ENTREPRENEUR WHO WANTS TO
ORDER A CONTAINER OF STUFF
FROM CHINA.
OUR MARKET IS EVERYONE WHO
SHIPS CONTAINERS TRANS-PACIFIC
77. EXAMPLE: SHIPPTER
(ONE-CLICK SEA SHIPPING)
OUR CUSTOMER IS AN
ENTREPRENEUR WHO WANTS TO
ORDER A CONTAINER OF STUFF
FROM CHINA.
OUR MARKET IS EVERYONE WHO
SHIPS CONTAINERS TRANS-PACIFIC
79. EXAMPLE: EBIOL
(B2C)
OUR CUSTOMER IS AN ECO-
CONSCIOUS CONSUMER WHO
WANTS A FANCY SMOOTHIE
OUR MARKET IS THE ENTIRE
POPULATION OF EUROPE
WHO BUYS SMOOTHIES
80. EXAMPLE: EBIOL
(B2C)
OUR CUSTOMER IS AN ECO-
CONSCIOUS CONSUMER WHO
WANTS A FANCY SMOOTHIE
OUR MARKET IS THE ENTIRE
POPULATION OF EUROPE
WHO BUYS SMOOTHIES
92. TAM: TOTAL ADDRESSABLE MARKET
How much money would we make in
one year, if absolutely
every possible customer in the world
used this product?
93. TAM: TOTAL ADDRESSABLE MARKET
“How much money is being spent on this
problem in the entire world each year?”
94. TAM: TOTAL ADDRESSABLE MARKET
“How much money is being spent on this
problem in the entire world each year?”
US: $2.5B
China: $1.5B
Other: $2B
TAM: $6B
95. TAM: TOTAL ADDRESSABLE MARKET
“How much money is being spent on this
problem in the entire world each year?”
96. TAM: TOTAL ADDRESSABLE MARKET
“How much money is being spent on this
problem in the entire world each year?”
$34B!!!!!
Fancy, store,
mail-order, electric
97. TAM: TOTAL ADDRESSABLE MARKET
“How much money is being spent on this
problem in the entire world each year?”
YOU TRY!
103. SOM: SERVICEABLE
OBTAINABLE MARKET
1 million views x
10% conversion x
$40/yr/customer =
$4M sales
“How much money will we make in the
short term from our market?”
104. “Remember… we’re just estimates! We
don’t need to be perfect.”
“We’re trying to convince you and prove to
investors that you have a viable business.”
105. “Let’s see some examples of resources
to help talk about us.”
113. VCs like businesses that can
scale up to $100M per year in
revenue.
HOW BIG SHOULD YOUR MARKET BE?
114. VCs like businesses that can
scale up to $100M per year in
revenue.
That means you should target
a TAM of $1 billion or more.
HOW BIG SHOULD YOUR MARKET BE?
115. VCs KNOW STARTUPS NEVER
GET THE ENTIRE MARKET.
That means you WANT A SAM
THAT IS >$100M (or >$1B).
RULE OF THUMB:
SOM in $MM
HOW BIG SHOULD YOUR MARKET BE?
128. SECRET 3:
HOW DO WE PICK THE
BEST INITIAL MARKETS?
A CUSTOMER THAT IS BEING
EATEN BY SHARKS (BIG PAIN)
A MARKET WHERE YOU CAN
RESCUE EVERYBODY (SMALL
MARKET!)
129. QUOTE
“When you have an idea for a startup, ask
yourself: who wants this right now?
Who wants this so much that they'll use it
even when it's a crappy version one
made by a two-person startup they've
never heard of?”
- PAUL GRAHAM, YC
130. 3 SECRETS TO STARTUP
SUCCESS
PRODUCT
MARKET
FIT