6. The plan
1. Focus the efforts sweet spot
2. Create the brand
3. Select effective communication channels
Low cost - high impact
bizruptive events
4. Set core metrics to assess results
Traditional marketing doesn’t work for
startups
7. Marketing & Sales
2% Financial Advisory
7%
Organizational
Design
13%
IT Strategy
20%
Corporate Strategy
21%
Process & Operation
Man.
37%
PRODUCTS AND SERVICES SEG. (2015)
Revenue = $200.6bn
Annual Growth 5.2%
Profit = 19.5bn
US Consulting Market
8. US Consulting Market
Total US Market Revenue ($)
x focused Services portion (%)
x CA Market (%)
= $200.6 bn x 80% x 20%
= $32 bn
Consulting Market Size in CA
9. Consulting Market Competition
Barriers to Entry
• Mature Life Cycle Stage
• High Competition
• Low Concentration
• Low Capital Intensity
• Light Regulation
Challenge
vs.
Opportunity
10. Automotive Start-ups
TAM (US): 97,852
Startups in The United States
SAM (SV): 22,813
Startups in Silicon Valley
SOM: 391
Start-Up market
11. The Sweet Spot
Companies with seed
capital
Companies developing
Electric Vehicles Projects
Companies growing to
more than 50 employees
46 COMPANIES
SIZE
SEGMENT MARKET
12. • International experience and distribution.
• Huge expertise in automotive industry.
• High flexibility and customer orientation.
• High customer satisfaction (95% repeated
business).
• Key partner in the automotive industry
(Volkswagen, Seat…) who can attract startup.
• New entrant market unawareness.
• Target diversification.
• Limited network/connections.
• Limited number of employees.
• Low competitors concentration.
• High potential clients concentration.
• Innovative value proposition.
• Possible partnership with Standford & Hult CDI.
• Silicon mindset to absorb and converge to EU.
• Far from EU hard to reach potential clients.
• Big corporates like big consulting firms.
• Startup mindset no need consultants.
• Startups have few money to invest in consultants.
S W
O T
16. The personality
AGILE
The firm is Agile and proactive to anticipate the future. It
seeks for innovations to respond to its customer’s needs to
transform this into accomplishments for them.
20. Core metrics and costs
Core metrics
• Conversion Rate
Hours, invitations, meetings, events,
newsletters, among others are
necessary to convert opportunities in
projects?
• Customer acquisition cost
What’s the real cost of bringing a new
customer?
• Return on investment
Money spent in marketing is bringing
new customers or retaining current
ones?
Costs
Activity Value in USD
Startup Challenge (Organization, invitations,
reception and 40 hours of consultancy) 3
7,000 $
Web Site (monthly fee with hosting, domain,
and maintenance)
200 $/month
Workshops (Organization, guests and
reception)
1,000 $/each
Direct Sales (Customer expense)
3,000 $/month
Marketing Strategy Design (Hult MBA
students)
21. Our Villa: The stage of bizruption, where you feel the
pulse of innovation.
1499 Cowper Street
Palo Alto, California 94301
Close to Hult, close to Ideo, close to the future.
Drue Freeman
Philip Magoulas
Elise Manzo
…and more
Startups, Venture Capitalists,
Entrepreneurs: Experience the explosive
mixture of money, mind and movers.
Share your thoughts, ask probing
questions and join the people who
will create the future.Access new methods
and promising solutions from
our international partners.
Learn from influential
speakers. Bond with
businesspeople of
tomorrow.
DIGITAL JOURNEY
Savor Silicon Valley. Immerse yourself in the
world of digital awareness. The longer you
stay the deeper you dive.
26. Citations
• "Traditional and Startup Marketing Compared via @onboardly." Onboardly The Differences Between Traditional and Startup
Marketing Comments. N.p., 14 Oct. 2014. Web. 17 Mar. 2016. [1]
• "The Ultimate Guide to Startup Marketing." The Ultimate Guide to Startup Marketing. N.p., n.d. Web. 17 Mar. 2016. [2]
• "30 Statistics Explain Struggles and Success of Startups | BarnRaisers."BarnRaisers RSS. N.p., 14 Sept. 2015. Web. 17 Mar. 2016. [3]
• "What Is Conversion Rate? - Definition & Information." Marketing Terms. N.p., n.d. Web. 17 Mar. 2016.[4]
• "Customer Acquisition Cost: The One Metric That Can Determine Your Company." 's Fate. N.p., n.d. Web. 17 Mar. 2016. [5], [6]
• "How To Set Your Consulting Fees." Forbes. Forbes Magazine, n.d. Web. 17 Mar. 2016. [7]
• "What Statistics Say About Startups | Founder's Guide." Founders Guide. N.p., n.d. Web. 17 Mar. 2016.
• "Startup Success By the Numbers." Mashable. N.p., n.d. Web. 17 Mar. 2016.
• "Statistic Brain." Statistic Brain. N.p., n.d. Web. 17 Mar. 2016.
• "All Companies." AngelList. N.p., n.d. Web. 17 Mar. 2016.
• "5 Reasons Why Vision Is Important In Leadership." Take It Personelly. N.p., 14 Oct. 2013. Web. 17 Mar. 2016.
Notas do Editor
Final message
We want to conclude the presentation with an image that can stick in the people’s mind and that can help summarizing some of the concepts we discussed. We believe that using the brand name as a verb “Bizrupt” may help to convey stronger feelings and eventually raise Bizruptor awareness.
Final message
We want to conclude the presentation with an image that can stick in the people’s mind and that can help summarizing some of the concepts we discussed. We believe that using the brand name as a verb “Bizrupt” may help to convey stronger feelings and eventually raise Bizruptor awareness.
Final message
We want to conclude the presentation with an image that can stick in the people’s mind and that can help summarizing some of the concepts we discussed. We believe that using the brand name as a verb “Bizrupt” may help to convey stronger feelings and eventually raise Bizruptor awareness.
