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Getting First 10 Customers & Customer Qualification

bookface.ycombinator.com · 4 words · saved by 1 readers

When people refer to Go to Market (GTM) in the context of early stage startups they often mean the strategy you will use to get your initial customers and how you charge them. One of the biggest mistakes that YC founders make is that they think they need to invent a unique GTM strategy. While you will most likely have to innovate your product to create a solution 10x better than what your customers already have, when it comes to how you sell and how you charge - it is better to look similar to the software that the customer / company is already used to buying. This will help the customer justify the purchase in their mind / their boss's mind. For example, Stripe and Twilio had very similar initial go to market strategies that both worked really well. They marketed directly to developers at early stage startups, had self serve onboarding, and transparent usage based pricing. Yammer and Slack also had similar GTM. Free to use products that attacked companies bottom up (got all the employ

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