Growing in a Lean World Free Sales Course: www.hatchnorfolk.com/salespipeline

1. Growing In An Innovative
Intrapreneurial Mentorship
Lean World
Zack Miller, Founder of Hatch

2. Who am I?
q Founder, Hatch
q First Business at 10: Guy and a Rake
q Self-Taught Management
q Took 2-person company and grew to 11 FTE
& 700% growth, roughly 1.4 mm
q Created Start Norfolk
q Interim Chief Marketing Officer

3. What is Hatch?
q Accelerator + Seed Fund + Campus
q 40+ Portfolio Companies
q 1000 Four

4. So What Are We Talking About Today?
Millennials
Innovation
Mentorship
Lean Business Environments

5. But what do you want out of this?

6. GOAL:
To learn new ways to innovate in your
company without breaking the bank, while
growing company culture.

7. Millennials

8. Typewriter

9. Think about who Millennials are

10. Only had cell phones

11. Everything is digital

12. Wired differently

13. Multitasking

14. Innovation

15. What is innovation?
¨ Solving problems, filling gaps, or creating something
new. Its putting a new spin on something old. Expanding
the old, in with the new.
¨ Example: PB&J and Bacon and Blue Cheese
¨ Example: J&A Racing
¨ Parklets in downtown Norfolk
¨ Email what you want in the subject line
¨ WWE. Championships
¨ Amusement Parks

16. ¨ But before it was Start Norfolk, it was small,
intimate, entrepreneurial meetups that evolved into
a larger affair.

17. Allow Momentum
¨ And the evolution of the innovation to happen.
¨ Example:

18. Coffee Downtown: A Way to Get Rid of Coffee
¨ Once-a-week, no-agenda meetup with free coffee
¨ Original idea to simply get rid of coffee and meet new
people.
¨ Morning meetings hadn’t faired well in the past for us, so
we were willing to try it out.
¨ Trial period of 6 weeks created.
¨ Investigated similar meetups around the country
¤ Free parking + Free coffee = Highest Conversions

19. Results
¨ Meetups went well, average
10-15 attendees per week.
¨ Every Tuesday, 8-9am
¨ Zero money invested to
start.
¨ After the 6 weeks, we
decided to keep going until
coffee ran out.
¨ Happened around 3 months.
¨ Invested in a new 12-cup
coffee maker and
additional coffee.

20. Investment
¨ 5 Large Folgers Coffee containers + filters + $15
Machine = Grand total of $53
¨ With an average of 10 people per meetup and 32
meetups hosted since we started buying coffee
products, each person cost us $0.165 each week.
¨ (32)(10)=320
¨ $53/320=$0.165 per person
¨ For less than 17 cents a cup of joe, we were able to
convert these coffee drinkers into our customers.

21. Why should you launch an event?
¨ 1. High ROI
¨ 2. Brand Recognition/
Authority Status
¨ 3. Community Give
Back
¨ 4. Office Hours/Way
for you to have meeting
without the hassle

22. How did we convert them?
¨ Added them to our events calendar email
¨ Those who asked about business, we would follow
up and share with them our events and programs
¨ Sponsorships

23. What are you currently doing in your company
to innovate?
¨ It could be as simple as having the best “Customer
Service” in the world
¨ That’s innovation

24. How Are You Executing?

25. Marketing Your Company
By
Educating Your Community

45. Project:
Brainstorm 5 ways to be innovative in your
company.

46. WHAT IS KEEPING YOU
UP AT NIGHT?

47. What is mentorship?
1. Past/Present Entrepreneurs: People who have
a skill that you desire.
2. Service Providers/Consultants
3. Advisors/Chamber of Commerce/Webinars/
Blogs
4. C-Level Executives

48. WWhhaat td doo y yoouu w waannt ty yoouurr t eteaamms ttoo lleeaarrnn??
How can you teach them?
Lunch & Learns. Project tours internal or with other companies.
How do you incentivize outside mentors?
How do you incentivize internal mentors?

49. Mentor Speed Dating
¨ How do you connect?

50. Launching A Lean Business Environment

51. What Is Lean?

52. Are you sure you want to do this?

53. Social Media + Lean

65. What’s Coming Up Next?
Zack Miller
Founder, Hatch
mobile: +1 757-295-8635
twitter: @zackmiller84
linkedIN: www.linkedin.com/in/zackmiller84