“Is There a Pony in There?” Five Steps to Diligence Your B2B Startup Idea

What are the problems our product solves? Do customers perceive these problems as important or “must-have”? If we're selling to businesses, who in a company has a problem our product could solve? If we are selling to consumers how do we reach them? How big is this problem? Who do we make the first sales call on? Who else has to approve the purchase

form of a one-or two-page brief about each of the following areas: Product Customer and their problem Channel and pricing Demand creation Market Type Competition

startup could be addressing a compelling market need, have the right team in place in an attractive industry, yet still the math might not work.