As you will have guessed by now I am a big fan of Steve Blank and his customer development model for start-ups.
One thing that has helped me a lot when planning strategies for the start-ups I work with is the concept that there are four types of start-ups. Each of these types have a very different set of requirements to succeed. Steve argues that market type affects everything from customers, to sales, to finances and marketing.
The four types or market are:
1. Start-ups that are entering an existing market
If you are creating a product that is faster, quicker, or performs better than an existing product you are in this category. The good thing about this type is that customer and markets are known but so are the competitors. The basis of competing is all about the product and its features.
2. Start-ups that are creating an entirely new market
If you create a product that creates a large customer base who couldn’t do something before then you are in this market type. The first portable computer or first PDA are examples in this type. Feature set is almost irrelevant as there are no competitors, the bad news is that there is no market and a lot of customer education is required.
3. Start-ups that want to resegment an existing market as a low cost entrant
Resegmenting an existing market is a very common type and the first of these is a low cost entrant. This is customers at the low end who will buy performance that is just good enough.
4. Start-ups that want to resegment an existing market as a niche player
Niche resegmentation is slightly different. It involves products that address a particular part of the market and addresses only their needs. You need to convince customers that some characteristic of your product is radical enough to change the rules of the game.
If you have not read it I can really recommend Steve’s book, The Four Steps to the Epiphany. It is a complete road map explaining customer development with step-by-step lessons on how to achieve product market fit.



