Market outreach
Get your innovation ready for market
Before you sell, two things must be ready: a value proposition validated by the market, and the first tools to carry it. I help you with both.
My services are open to
- Techbio startupsBefore their first sale
- Startups in biomedical instrumentation (RUO)Before their first sale
The ProblemMany promising technologies struggle to find their first customers. Rarely because of the technology itself, but rather because its value proposition for the target market was never tested and validated with future users before being turned into relevant sales materials.
- Understanding the target marketCustomer workflow, personas, regulatory constraints, perceived pain points, competitors and alternative technologies.
- PositioningWho is it for (segmentation) and for which application? What are the perceived benefits and the related economic benefits?
- Commercial modelAcceptable price range, sales model and sales cycle.
- Sales and marketing materialsSales presentation, use cases and website content, built around your value proposition.
- Sales support toolsSelection and setup of your first CRM: pipeline, sales stages, contact records and opportunity tracking.
Deliverable: ready-to-use materials and a CRM that works from the very first contact.
Frequently asked questions
How long does a Market Readiness assessment take?
2 to 4 weeks.
When should we do it?
Before your first fundraising rounds, to test the perceived value, and before hiring a sales team, to make sure your POC is relevant.
Can we choose Sales Enablement only?
Yes. If your value proposition is already validated, I start from there.
What comes next?
I can lead the sales myself (Sales execution), building on these materials, or you can bring sales in-house after a transition period.