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Accelerated Startup & Pitching Like a Boss - Chasopys, Kyiv
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Vitaly Golomb
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Presented in Kyiv, Ukraine - July 3rd, 2015
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Accelerated Startup & Pitching Like a Boss - Chasopys, Kyiv
1.
VITALYM.GOLOMB @VITALYG
2.
VITALYM.GOLOMB//SANFRANCISCO&THEWORLD golomb.net // @vitalyg ✓
BORNINUKRAINE,GREWUPINCUPERTINO-STARTUPSSINCEAGEOF13 ✓ SPEAKER&MENTORIN20+COUNTRIESANNUALLY ✓ FOUNDEDDESIGNFIRMINUSANDEUROPE ✓ FOUNDEDKEENSYSTEMS-ECOMMERCEFOR$700BPRINTINDUSTRY ✓ EXECUTIVEPRODUCER“STARTUPADDVENTURE”EVENTS ✓ CO-FOUNDEDCCCSTARTUPSTOFUNDTOPEMEASTARTUPS ✓ DEGREEINCOMPUTERANDVIDEOIMAGING ✓ GUESTLECTUREDATSTANFORD,UCBERKELEY,ANDOTHERS ✓ CONTRIBUTEDARTICLESTOTECHCRUNCHANDOTHERS ✓ PUBLISHING“ACCELERATEDSTARTUP”IN2015 ✓ DIRECTEDDOCUMENTARY“STARTUPSPRING”-FALL2015
3.
www.startupaddventure.co FROMSILICONVALLEYTOTHEWORLD “TheTEDofStartups” www.cccstartups.com @cccstartups UNLOCKINGGEOGRAPHIES ENABLINGEXCEPTIONALFOUNDERS
4.
corporate people startup people P expertsinonearea P yearsclimbingladder P
stablelifestyle P realresponsibilities P lifebalance P generalists P earlystart P cheaplifestyle P nothingtolose P nothingelsematters
6.
SOWHATTHEF*** ISASTARTUP?
7.
ASTARTUPIS... anexperimentinsearch ofabusinessmodel-steveblank
8.
SCALABLE STARTUP TRANSITION COMPANY businessmodelfound product/marketfit repeatablesalesmodel managershired break-even profitable rapidscale newseniormanagement ~150people “astartupisnotasmaller versionofalargecompany”-steveblank
9.
ASTARTUPISACOMPANY THATISCONFUSEDABOUT: 1.WHATITSPRODUCTIS, 2.WHOITSCUSTOMERSARE, 3.HOWTOMAKEMONEY -DAVEMCCLURE
10.
“ASTARTUP’SDEFAULT STATEIS#FAILURE.ASA FOUNDER,YOUHAVETO WORKTOUNFAILIT.” -VITALYM.GOLOMB
11.
whywouldyouwantto startacompany?
12.
getgoodgrades gotoagoodcollege getinagoodcompany getregularpromotions retire,playgolf,die normalcareer
13.
startupcareer ifsuccessful whatpeoplethink itlookslike whatitreally lookslike
14.
entrepreneurship isamentaldisorder
15.
butittakesa littlecrazy... tochange theworld
16.
so,whyareyoudoingit?
17.
forthe money?
18.
fortheIPOmoney?
19.
50 100 150 200 250 1999 2000 2001
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 numberoftech ipossince1999 26 <50
20.
fundedstartup successrate 30%fail 30% unprofitable 30% somewhat profitable 10%big success
21.
BYTHEWAY... #FAILUREIN STARTUPSIS OVERGLORIFIED
22.
FAILUREIS ahardlesson
23.
1sttimefounder18% repeatfailedfounder20% repeatsuccessfulfounder30% theoddsareagainstyou
24.
you’llgetacquiredif youareluckyandgood
25.
freedom?
26.
normaljob: oneboss
27.
startup: everyuser isyourboss
28.
haveafamily? theywillsuffer
29.
“asastartupceo,islept likeababy. iwokeup every2hoursandcried.” -benhorowitz
30.
DEPRESSIONISNOTAJOKEINARECENTSURVEYOF242U.S.ENTREPRENEURS 30%DEPRESSION 29%ADHD 27%ANXIETY yourcompanyisnotyou don’tbeashamedtotalkaboutyourfeelings goo.gl/ItX20d
31.
ALESSONINTEAMMORALE jess lee -
“why startup founders are always unhappy”
32.
feeling defeated yet?
33.
goodnews: youcanimprove yourchances
34.
findaproblem youcan’tlive withoutsolving
35.
don’tbuildtechnology lookingforaproblemtosolve solveapainfulproblem
36.
whatisallthisleanbullshit?
37.
lean=quickiterations
38.
morechancesto solvetheproblem
39.
morechancesto#unfail
40.
sowhat’sagoodstartup?
41.
firstthingsfirst
42.
NOTHINGMATTERS MORETHANTRACTION
43.
solvesapainfulproblem foraspecificcustomer
44.
howcanyoubesure you’resolvingaproblem?
45.
stopcoding getoutofthebuilding talktoyourcustomers faceyourfears validateassumptions
46.
HOWAREYOUDIFFERENT ANDBETTER? HARD?EXPENSIVE?SUCKS?
47.
F’IN
48.
DOESITscale?
49.
$2,000,000 $4,000,000 $6,000,000 $8,000,000 Craigslist Apple Facebook
Google Amazon McDonalds revenueperemployee$7.4M $1.87M $1.23M$1.24M $578K >$15K
50.
don’tforget: youarebuildinga repeatablebusiness
51.
measureeverything
52.
internet-driven customeracquisition
53.
mainingredient:team
54.
hiringishard
55.
O much money O
stability O support structure O a long-term plan P stock P flexibility P chance to make a difference whatyou don’thave whatyou dohave
56.
BUSINESSwithdomainexpertise DESIGN ENGINEERING balancedstartupteam
57.
whatisyour unfairadvantage?
58.
ITISEASIERTOSTARTUP ANYWHERENOWTHENIN SILICONVALLEYIN1999
60.
thenewtools ofthetrade
61.
VENTURE CAPITAL ISCHANGING
62.
SEEDSELLADREAMSERIESABETTERHAVETRACTION
63.
SOURCE: STEVE BLANK
64.
SOURCE: SEED DB MEDIANEXIT=$20M
65.
ANDNOW…LET’SPITCH
66.
boss=confidence
68.
why/whoareyoupitching?
69.
whatdoyouwantthemtodo? calltoaction
70.
90SECONDELEVATORPITCH getthemeeting
71.
standoutgetthemeeting 3minute publicpitch
72.
20MINUTEPRESENTATION getthedeal
73.
content
74.
firstthingsfirst
75.
nothinG matters more than
traction
76.
so if you
have traction lead with traction!
77.
WHATISTHEPROBLEM? WHOISTHECUSTOMER?
78.
PAINKILLER NOTVITAMIN
79.
MAKEITOBVIOUS ANDSHOWEVIDENCE
80.
how is it
currently being solved?
81.
no competitors = no problem = no
market
82.
HOWAREYOUDIFFERENT ANDBETTER? HARD?EXPENSIVE?SUCKS?
83.
NOWTHESOLUTION
84.
BETTER,FASTER,CHEAPER,NEW
85.
MINIDEMO 1 2 3
86.
F’IN
87.
ARISINGTIDE LIFTSALLBOATS
88.
what’s your business
model?
89.
symmetric customer pays for experience
90.
asymmetric 3rd party pays for
customer
91.
HOW WILL YOU
FIND YOUR CUSTOMERS/USERS?
92.
main ingredient: team
93.
BUSINESSwith domain expertise DESIGN
ENGINEERING balanced startup team
94.
what is your unfair
advantage?
95.
ACCOMPLISHMENTS MONEY RAISED? PARTNERSHIPS? GROWTH?
97.
YOUR DECK
98.
BODY LANGUAGE IS CRUCIAL
99.
CONFIDENTSTANCE OPENHANDGESTURES SPEAKLOUD&CLEAR DON’TREADSLIDES ONLYTALKTOEYES ASERIESOF1-ON-1 CONVERSATIONS SMILE:)
100.
YOUR90SECONDELEVATORPITCH 1.WHOISTHECUSTOMER?WHATISTHEIRPROBLEM? 2.HOWARETHEYCURRENTLYSOLVINGIT? 3.WHATISYOURSOLUTION?HOWISITBETTER? 4.WHYAREYOUSPECIAL? 5.WHATDOYOUWANT?
101.
BRACEYOURSELVES INVESTORSARECOMING
102.
EUROPEANINVESTED CAPITALUPOVER35% IN2014ALONE SOURCE:PITCHBOOK
103.
LOOKINGFORWARD
104.
WINYOURHOME MARKETFIRST1
105.
support/mentor thenextgeneration2
106.
helpbuild theecosystem www.goo.gl/Y2nOL2 3 source:
108.
acceleratedstartup PRE-ORDER: WWW.GOLOMB.NET/BOOK @VITALYG