The seven criteria I mentioned in Step 1 for narrowing your market opportunities are also useful in choosing your beachhead market: 1. Is the target customer well-funded? 2. Is the target customer readily accessible to your sales force? 3. Does the target customer have a compelling reason to buy? 4. Can you today, with the help of partners, deliver a whole product? 5. Is there entrenched competition that could block you? 6. If you win this segment, can you leverage it to enter additional segments? 7. Is the market consistent with the values, passions, and goals of the founding team?
