Nailing your Early Customer Profile - For Startups

Keith Lam

100+ Startups - GTM Advisor and Builder

Craft an Early Customer Profile that will get your first customers

Your Early Customer Profile (ECP) differs from your Ideal Customer Profile (ICP).

If you don't nail your ECP to gain traction, you'll struggle to achieve Product-Market-Fit (PMF) and define a succesful Go-To-Market (GTM) strategy. And ultimately, you will waste time, money and resources on marketing and sales.

What you’ll learn

You will learn how to think like a GTM expert to define a great ECP and gain traction.

You come out with a new philosophy on customer targeting beyond data characteristics

You will know how to create an ECP beachhead to a full TAM story for investors.

Learn the first steps to develop your AI GTM Brain

Workshop agenda

ECP and ICP
You will learn why an ECP and an ICP differ and why they need to. Your needs differ, and so do customer characteristics and needs.
External audiences
Learn who your most important external audiences are and what they need. Then understand why an ECP is essential for a startup.
Narrowing your focus
Learn why you need to narrow your focus to gain traction.
Develop the ECP Beachhead to TAM story
Learn how to position your strategy and how to tell investors your story, starting with the ECP beachhead to your $1B+ company.
Characteristics of a great ECP
Learn the guidelines to develop a great ECP.
Real life case study
We will go through a real-life case study exercise from one of the startups I have advised.
Develop and review your ECP
Now develop your ECP and review it with the cohort, per the instructor's recommendation.
Build or add to your AI GTM Brain
Learn how to start or add this data to your AI GTM Brain
Questions
Ask me anything time.