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Bart De Pelsmaeker

Bart De Pelsmaeker

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titlereadme

Be concise but precise.

The purpose of this doc is to give the team and stakeholders a succinct view on the problem space.

This document is intended to be complementary to our overall strategy, positioning, competitive and other documents. We should assume those are known, and only put in this document what is specific or different about this problem space.

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titleUnmet needs

What problem do we solve? See if we have answers for these topics / questions:

  • Unmet needs - succinct description

    • When there is no problem, it is highly unlikely that there is a business opportunity.

    • Try to describe the needs in terms of jobs the customer needs to do (Job-To-Be-Done) format.

    • Pains / Gains (try to use bullet points)

  • Existing alternatives (incl. home-grown) - if applicable, and why they fail to deliver a solution

  • Why does the customer have to solve the problem now? Is there an urgent reason-to-act?

  • Is this problem at scale or local/trivial?

Start writing here:
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titleDifferentiationCompany's Power Position and/or Product differentiation

Why UCF is better or worse positioned to solve the needproblem.

Why would we not be well positioned?

Start writing here:

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titleSize of market (TAM, SAM, SOM)

Total Addressable Market (TAM)

The whole universe of state agencies customers who experience this need and whom we can reach.

Serviceable Available Market (SAM)

The part of this market that we can realistically reach and convert in a medium- to long-term.

Serviceable Obtainable Market (SOM)

What can we realistically capture of this market in 18-24 months after solution launch? What are our beach-heads? Taking into account our

  • Competitive advantage

  • Current market penetration of competitors

  • Our marketing and sales teams' need for time to reach the customers in (pre-)buying mode

Start writing here:

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titleScaling

Strategy to scale-up

Infliction What is the inflection point of when to switch from beachhead to scaling?

Start writing here:
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titleBusiness model and monetization

  • Value & pricing model

    • Do we offer identical pricing and model as for other customers?

  • What is the expected revenue of our SOM?

Start writing here:

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