Zero Budget Marketing for a Bootstrapped SaaS Startup in India.

1. ZERO BUDGET MARKETING FOR STARTUPS
12th October, 2014

2. Hi, I’m Vidarth Co-Founder @ Stribr
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Vidarth Jaikrishnan, Stribr

3. 8 Month old Bootstrapped Company Product Paying Customers
Stribr =
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Vidarth Jaikrishnan, Stribr

4. 8 Month old Bootstrapped Company Product Paying Customers
Stribr =
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Vidarth Jaikrishnan, Stribr

5. 8 Month old Bootstrapped Company Product Paying Customers
Stribr =
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Vidarth Jaikrishnan, Stribr

6. 8 Month old Bootstrapped Company Product Paying Customers
Stribr =
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Vidarth Jaikrishnan, Stribr

7. 2 Very Broad Terms in this presentation
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Vidarth Jaikrishnan, Stribr

8. MARKETING
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Vidarth Jaikrishnan, Stribr

9. START-UP
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10. THIS PRESENTATION IS SPECIFICALLY FOR
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11. Tech Product Companies (Leaning B2B)
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Vidarth Jaikrishnan, Stribr

12. How to get your first ‘X’ customers.
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13. Based on what I’ve learnt the hard way
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Vidarth Jaikrishnan, Stribr

14. Hard way =
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15. Couldn’t get customers Changed our Product after 3 months of trying. Spent another 3 months trying to get our first customer to use the product. Struggled to expand to more customers. Struggling to get payments on time. Co-Founder is broke. Laptop display broke (Rs. 5000 to repair) .
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17. All this while having lunch at Amma-Canteen….almost Every Day
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Vidarth Jaikrishnan, Stribr

18. I know a bit about Marketing I know a LOT about Zero Budget
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Vidarth Jaikrishnan, Stribr

19. LET’S GET STARTED
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Vidarth Jaikrishnan, Stribr

20. TEAM PRODUCT MARKET
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21. TEAM
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22. PRODUCT
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23. PRODUCT DEVELOPMENT CUSTOMER DEVELOPMENT
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25. GETTING YOUR FIRST ‘X’ CUSTOMERS
X = 10 – 50 for a B2B Startup
X = 1000 – 10,000 for a B2C Startup
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Vidarth Jaikrishnan, Stribr

26. How to calculate ‘X’
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27. START-UP MARKETING 101
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28. MARKETING ≠ SOCIAL MEDIA
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30. MARKETING = Everything you do communicate your value proposition to your potential customer
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31. The difference between a great marketer and a lousy one is the ability to understand WHO to market to.
-Anonymous
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32. WHO is my customer?
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33. How do I reach him/her ?
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34. How to acquire customer #1
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35. Make a list of all the working professionals you know.
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Vidarth Jaikrishnan, Stribr

36. Talk to all of them about your idea/product. Ask them for intros to potential customers.
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37. You’ll be surprised at how many leads you get.
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38. Go Out and Convert One of these Leads
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Vidarth Jaikrishnan, Stribr

39. This is the hard bit. There is a lot of luck involved
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Vidarth Jaikrishnan, Stribr

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41. MAKE IT HAPPEN
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43. Get this first customer to use your product - consistently
STEP 2
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44. THIS IS EVEN HARDER. Trust me
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45. Your Customer
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46. YOU
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47. Once again…you’ve gotta make it happen.
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48. If they are not using your product regularly you have to find out why. This is the true test of your value proposition.
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49. YOUR #1 Priority
MAKE CUSTOMER #1 HAPPY
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51. STEP 3
GET CUSTOMER #1 TO PAY
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52. Okay! Sure…
Next week
Then.
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53. Go back to your old list of contacts.
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54. Try to convert as many leads as possible.
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55. Photo Credits: Adarsh Balak on Facebook
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56. Get referrals from customer #1 .
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57. These are the easiest leads to convert IF Customer #1 is happy
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58. Target 10-15 paying customers
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59. On the way to target 15
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60. Start Blogging
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61. Open Social Media Pages to promote your blog.
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62. Choose the right Social Networks. You are NOT going to advertise.
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64. Inbound Marketing + SEO Takes time. Start now. Be Patient.
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65. On the way to target 15…here’s what the non tech founder does every day. All day.
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67. Write Blog Post
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68. Write Blog Post Talk To Customer
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69. Write Blog Post Talk To Customer Product Feedback
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70. Write Blog Post Talk To Customer Product Feedback Get Money
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71. Write Blog Post Talk To Customer Product Feedback Register the company Get Money
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72. Write Blog Post Talk To Customer Product Feedback Get Money Register the company Acquire New Customer
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73. When you finally get to #15
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74. This method of acquiring customers will not scale beyond this.
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75. Your Company
Continue to bootstrap.
Move from Zero budget to Other Marketing Methods.
Raise $$$
Try to Scale Rapidly. Hire team. Invest $ in advertising.
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Vidarth Jaikrishnan, Stribr

76. This is where most startups are
Image Credit : @stinsondesign on Twitter
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Vidarth Jaikrishnan, Stribr

77. This is where we are
Image Credit : @stinsondesign on Twitter
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78. This Deck Is Uploaded on Slideshare
@vidarth91
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Vidarth Jaikrishnan, Stribr
www.stribr.com/blog

79. My Co-Founders are more interesting than I am…
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Vidarth Jaikrishnan, Stribr

80. On Twitter
@rohitp
@chingucha
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81. Questions
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Vidarth Jaikrishnan, Stribr