Early Market
topic on 2 shows · 4 statements across 2 episodes
Lenny's Podcast 
the a16z Podcast
4 statements about Early Market, every show
Casado: Early venture markets are far more efficient than people realize
“My underlying belief is early markets are actually pretty darn efficient, a lot more efficient than people realize.”
Moore: Bowling alley sales must focus on customer problems, not vendors
“In the early market, it's about you. You tell the story about you and the visionary wants to hear about you. In the tornado, it's also about you because we now have budget to buy this stuff and you're a candidate. In the bowling alley, it's never about you.”
Moore: Qualifying on budget works in tornadoes but fails in early markets
“Qualified the customer on budget before you Make a sales call. Okay. That absolutely is critical on Main Street. It's dumb on, I mean, it's critical on the tornado. It's dumb on Main Street because obviously they have budget. They've got budget, so it has your…”
Moore: Startups fail by bringing project models to the bowling alley phase
“The way you win in the early market is with a project model, and the way you win in the bowling alley is with a solution model. And the problem is if you bring a project model to the bowling alley, you know, the problem is you won't scale because it won't be r…”