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A couple of things to do before getting into your demo or presentation

My buddy Ed Sim has posted a piece that I recommend anyone doing a company, financing or product pitch to read: Don’t forget that vision thing. This paragraph sums it well:

As one of our marketing consultants, Richard Currier, has always told our portfolio companies, "you market the vision, and sell the product." If you get too locked into talking about a product, then your partner or customer gets stuck into thinking about who else does this and why are you different.  Getting into a feature/function battle in the first meeting is not a great way to start.  Sure enough, our prospective partner started naming several companies asking us how we differed from them.  If you start with a vision first and clearly talk about your view of the market in the future and how your product evolves from where it is today to a roadmap of the future, then it is easier to differentiate your company and … Read more »