Peter Rip (de Crosslink Capital) te dice cómo: Vende un producto que resuelva las necesidades de un mercado concreto, no una tecnología “facilitadora” que pueda ser parte de infinitas soluciones.
Como diría Geoffrey Moore, vende un “whole product”.
So how do you double your valuation? Pick one application; serve one type of customer and be in that business. Show how you can conquer a specific set of competitors by virtue of the technology, but don’t be in the technology business. If you can persuade your investors that the first beachhead is attainable and interesting, you will get credit for subsequent applications and the big, horizontal play. Tell a story that shows you understand who your customer is, how to get to them, and why they will buy or use your product/service. Show how powerful the technology and team are, but stay on message about the focus.