Selling and Marketing
in the New Venture
14 Lecture Notes
What are the key marketing and sales
challenges in a new venture?
What is a Marketing and Sales Closed
What are the ten commandments for
building a Marketing and Sales Closed
16A Lecture Notes
Important elements of a
Integration of the plan into
Determining ratio of planning time to
Importance of setting expectations and
06 Lecture Notes
The purpose of an industry analysis.
The five competitive forces that
determine industry profitability.
The role of barriers
05 Lecture Notes
Big problems = big opportunity
The importance of a feasibility study
Personal considerations for starting
Developing a thesis for a new
The value of a concept statement
11 Lecture Notes
What is Intellectual Property?
What is the best application of a
What is meant by a Trademark?
What is a Trade Secret and how is it
What is a copyright?
What is meant by IP Licensing?
12 Lecture Notes
Why is company culture so important in
What does our virtual panel of experts
have to say about the team?
How is culture measured?
How do core values shape the culture?
Sources of Capital
18 Lecture Notes
What sources of capital are available to
the new venture?
What is meant by Bootstraping?
What is available from Commercial
Banks (SBA) or Government Grants
What are Angel Investors and what is
Making the Plan Work
Driving Better Execution
17 Lecture Notes
What is necessary to drive outstanding
What is the DNA of an outstanding
How should a CEO conduct himself in
order to lead outstanding execution?
What are the 3 Core C
The Pitch: Telling Your
10 Lecture Notes
Why is the Pitch so important?
How do you organize the
What areas do entrepreneurs spend
too much time on?
When presenting the competition,
what are investors looking for?
What are the
Developing an Effective
07 Lecture Notes
Business models as innovations
Importance of the business model
The business model and the value
Potential flaws in the business
The major components of a business
The Sales Learning Curve
For New Ventures
15 Lecture Notes
What should every entrepreneur know
before he ramps his sales effort for a new
Why is it so easy to seduce the CEO into
rushing his sales deployment?
Why is the capacity model no
Introduction and Overview
The Nature and Importance
01 Lecture Notes
Introduction to your Instructor
Course Objectives &
Team Projects Business
Grading, Written Assignments,
Creativity and the Business
03 Lecture Notes
- Personal characteristics needed to
recognize business opportunities
- Opportunity vs. an idea.
- Two general approaches to identify
- Environmental tre
Creating and Starting the
Business: The Planning
08 Lecture Notes
The Entrepreneurial Process
Why Start-ups Fail
The Three Phases of Growth
The Customer Development Model
Understanding the Pivot
Innovation and Market
04 Lecture Notes
Psychology of New Product Adoption
Psychological Cost of New Product Adoption
Psychology of Gains and Losses
Capturing Value From Innovation
The Concept of Networked Markets
Dealing with Consumer
Mechanics of the Term
20 Lecture Notes
What is a bridge note?
What are typical early stage terms?
What are issues that surface in a
What is the best way to approach the
What is liquidation preference?
The Psychology of
09 Lecture Notes
What should your audience reaction to
you presentation be?
What are the problems with most
What are the guidelines for a good
How do you best sell your audience?
Exiting the Venture
21 Lecture Notes
What are the 3 ways of exiting a
What is meant by orderly shutdown?
When is bankruptcy appropriate?
What are the considerations for
selling a lifestyle business?
What makes a company an attractive
Ockham Technologies lands $10M
Atlanta Business Chronicle - by Brian Moran, Staff Writer
Date: Monday, August 21, 2000, 12:00am EDT
As venture capital rebounds, Fulcrum plans $100M fund
2080 Media raises $1M
Half Off Depot cutting in on the o