This document discusses key considerations for startup businesses. It emphasizes the importance of customer validation and ensuring there is a real problem to solve. It contrasts the priorities of an established business, which focuses on execution and sales, with a startup, which must focus on product-market fit and proving the business concept is viable. The document also lists the main types of competition a startup may face and notes that without a market, there can be no sales. Overall it stresses the need for startups to deeply understand customer needs and problems to build a sustainable business.

1. Startup, how is the business ?

2. Like army, ”We make men out of boys”
First steps in business –
First customer
Gorilla Ventures Oy
Scalabale business
With customer validation

4. If the customer
validation is
missing ?
• Do you know why ?

5. Different worlds, different things
Established business
- Execution
- ”good salesman”
Start-up
- Product/Market Fit
- Can business be done even in
theory

7. Dreamed problem
Real problem

8. Problem
Solution
Competition
Market
Theory

9. Problem
Solution
Competition
Market
Reality

10. Actual competition to a startup
1. Nothing done
2. Change internal behavior
3. Do ourselves
4. Direct competitor
• Direct competitors=existing
market
• No competitors= no market
• No market = no sales

11. 3 sources of must-have conditions
(G Moore, Crossing the Chasm, pg 102-103)
1. It enables a previously unavailable strategic capability that
provides a dramatic competitive advantage in an area of
prime operational focus
2. It radically improves productivity on an already well-
understood critical success factor
3. It visibly, verifiably, and significantly reduces current total
overall operating costs

12. ”The difference between the
winning startups and those who
lose is that the winners
understand why customers buy.
The losers never do.”
Steven Blank

13. ”Successes are not born,
They are build.”
Risto Rautakorpi

14. Kiitokset
Email: risto.rautakorpi@gorillaventures.fi
Twitter: @risto_r