"The Market Curve: Connecting Market Size and Sales Strategy with News Consumption on Mobile Devices"

"The Market Curve: Connecting Market Size and Sales Strategy with News Consumption on Mobile Devices"

The market you choose to serve is one of the most important factors for an early-stage startup. And for most technologists, it’s a blind spot. Market matters, and understanding its size and potential is crucial for success. When presenting a market size number, it's essential to have thoughtful answers to two questions: how many customers and how much will they pay? Market size is determined by multiplying the number of customers by the revenue per customer.

Where you are on the curve informs your sales strategy. If you have hundreds of high-value customers, you can invest more in sales, implementation, and customer success to ensure their satisfaction. However, for mass-scale consumer apps, the primary question is "how big can this get?" These apps are often free and monetized through ads or optional subscriptions.

On the other hand, when it comes to news consumption, people read differently on mobile devices compared to desktops. Recent research suggests that individuals pay better attention to news presented on desktops than on mobile. Studies reveal that people spend less time on news story content and are less likely to notice links when using tablets or smartphones. Personally, I find reading on a desktop to be faster and more efficient, while mobile devices are better suited for skimming through information rather than deep understanding or retention.

Owning a mobile device increases access to news, but it doesn't necessarily increase attention to news. This is why prioritizing desktop platforms for news delivery is important. The rush to monetize mobile news delivery may unintentionally decrease its democratic value by exacerbating the costs of information processing on mobile devices. It's crucial to consider the economic and democratic value of mobile news when building strategies around its monetization.

Combining these insights, it becomes clear that understanding the market curve is not only essential for startups but also for news platforms. By knowing the market size and potential, startups can tailor their sales strategies accordingly. Similarly, news platforms need to consider how their audience consumes news and prioritize platforms that offer better attention and engagement.

In conclusion, here are three actionable pieces of advice derived from the connection between market size, sales strategy, and news consumption on mobile devices:

1. Conduct thorough market research before launching a startup. Understand the number of potential customers and their willingness to pay. This will help determine the trajectory of your business and guide your sales strategy.

2. Prioritize desktop platforms for news delivery. While mobile devices offer greater access, desktops provide a better environment for readers to engage with news content. Ensure that your news platform is optimized for desktop users to enhance attention and comprehension.

3. Consider the economic and democratic value of mobile news. Monetizing mobile news should not come at the cost of decreasing its democratic value. Find ways to balance revenue generation with providing valuable and accessible news to a wide audience.

By incorporating these insights and taking actionable steps, startups and news platforms can navigate the market curve successfully and cater to their target audience effectively.