We need a different approach when working with a startup or large enterprise. To quote Steve Blank: “In the last few years, we’ve recognized that a startup is not a smaller version of a large company. We’re now learning that companies are not larger versions of startups.”.
Large companies have finite life cycles and prefer sustaining innovation. Most grow by offering new products that are variants of their core products. Their size and culture make disruptive innovation extremely difficult to execute. One good reason, why we use a different approach when working with a startup or enterprise. The Business Model Canvas comes in multiple shapes and sizes, but it is the easiest way to outline the structure of the business model and implications for any party involved.
Business Model Canvas – We are using a reduced version of the business model canvas, called the “Product first Canvas for Lean Startups”.
- Unique Value Proposition
- Cost Structure
- Key Metrics
Product Development in 3 Stages
- This Low Fidelity Minimum Viable Product
- High Fidelity Minimum Viable Product (Beta)
The Corporate case
The Sales Planning for Software Companies is a modular approach, designed to keep the resources required to an absolute minimum. It includes Use Cases, Personas, Value Assessments and ROI Calculators.
- Value Proposition – Your starting point of the process. How do you ensure that provide more customer value than the alternatives available to your customers
- Distribution Strategy – A thorough analysis of the sales and marketing channels and processes for your type of product or solution and provides a foundation for making implementable and realistic decisions concerning distribution
- Organization Assessment – This will enable you to make the required adjustments (development or changes) to your staff and your organizational structures.
- Technology Assessment – This will enable you to handle and manage the product and technology-related requirements arising from a sales channel.
- Market Outlook & Forecast – Trends which sooner or later will affect all relevant markets
- Market Analysis – Demand Side and Supply Side – Insight into what your potential customers are currently using and when they are planning to change.
- Distribution Framework Definition – Programs and the legal agreements required to enable the internal organization to successfully implement the distribution strategy.