5. Make your message clear
1. What do you do?
2. What problem do you solve?
3. Who is your customer?
4. Why should they care?
6. The Compelling Reason to Buy
• Only a Must Have Value Prop is strong enough
• Should-have propositions won’t normally cut it
7. 3 sources of must-have conditions
(G Moore, pg 102-103)
• It enables a previously unavailable strategic capability that
provides a dramatic competitive advantage in an area of
prime operational focus
• It radically improves productivity on an already well-
understood critical success factor
• It visibly, verifiably, and significantly reduces current totaö
overall operating costs
10. Finland has many promising
start-ups
• Very few of them ever reach international scale and success
• Why not better than that?
• We want to understand the reasons and help the startups to
fix them
11. Do you want to realize your full
potential and win?
Email: risto.rautakorpi@gorillaventures.fi
Twitter: @risto_r
