Its amazing the stuff you can find online if you just look around. Last week I was (for whatever reason) on the Khosla Ventures website and reading David Widen’s profile. One of the links I discovered on the page is a presentation regarding a market entry strategy framework called “Rifle”

The framework is somewhat similar to something I’ve seen from Bain but simpler in its data resource requirements. The framework answer the question of which segment within a market to enter, what accounts to target, and HOW to win those targeted account. It works in the following steps

1) Find the right segment within a market via a combination of easy of entry attributes (competition, product, channel, etc) and market size

2) Rank companies within attractive segments via the another set of attributes which predicts likelihood to win a deal and deal size

3) Understand each target companies ecosystem of partners and leverage existing products and existing assets

As interesting as these slides are, they lack a lot of detail on the latter part of the framework (#2, #3) . . . it looks like some slides were taken out OR supplementary material (spreadsheet? presentation notes?) missing. Would have been really helpful to a lot of entrepreneurs if these details were available somewhere.

Anyways, the website is somewhat half done (I think) so I hope David put up a more complete version soon . . . if you are going to share your secret sauce, might as well do it all the way instead of being a tease