Steps 03–04 · Marketing
Find the Right Customer. Create a Reason to Talk.
Marketing is finding the right customer with the right problem and creating enough relevance for them to start a conversation.
01 / 04 · Find
Identify relevant Bengaluru Aerospace & Defence MSMEs.
Step 03
Learn Marketing
Marketing means finding the right customer with the right problem and giving them a relevant reason to start a conversation.
Do
- Identify the target customer and the buyer.
- Understand the customer's business and pain.
- Define the value, in the customer's words.
- Write a short, relevant message.
- Choose a channel and start a conversation.
Avoid
- Don't start with features; start with the customer's work.
- Don't describe the product as "AI that automates FAI".
ResultA one-sentence reason for a quality team to talk to you.
Learn more
B2B marketing
Identifying the right customer, problem and reason to engage — not advertising.
Few accounts, high value · Group decisions · Evidence-led
Value proposition
Problem → solution → outcome → business value, every part supported.
Customer's words · Evidence labels · Remove what you can't support
Positioning
Why change, why now, why this approach, why trust us.
Choose the comparison · True and defensible · Checked against claims
Go-to-market
Segment, buyer, message, entry motion and the proof each stage needs.
One segment first · Small entry offer · Measurable
Channels & content
Where the ICP already pays attention, and content that teaches before it sells.
Referrals and events matter · Hybrid motion · No mass automation
Business Model Canvas
Nine blocks that show whether customer, value, channels, revenue and cost fit together.
Evidence level per block · Riskiest assumptions first · V2 from evidence
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Step 04
Generate Leads
Find relevant Bengaluru companies, research them, rank them by fit and contact the best ones professionally.
- Find
- Research
- Prioritise
- Contact
Do
- Identify Bengaluru aerospace / defence MSMEs and research their capabilities.
- Check whether FAI is likely to matter to them.
- Identify Quality, Operations or Owner contacts from public business sources.
- Rank accounts by fit.
- Prepare a short, relevant introduction and contact professionally.
Avoid
- Don't contact companies before basic research.
- Don't collect private or confidential information.
- Don't send a message your mentor has not approved.
ResultA ranked list of researched accounts, and approved first messages.
Learn more
Account prioritisation
Fit, pain, access, urgency and commercial potential decide where hours go.
Score + confidence · Access matters · Re-rank with evidence
Prospecting
Finding legitimate stakeholder roles through appropriate channels.
Public sources · Roles, not personal data · Warm routes first
Outreach & messaging
Context → problem hypothesis → relevance → credibility → small ask.
Short and specific · Mentor-approved · Easy to say no
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