B A DCA MP                    ACCELERATING 2   0   1   2                    YOUR                    DRUPAL                ...
BIO• 25 years in tech  (Dev, Prod, Exec)• 19 in VC-backed startups,  12 in ones I started• 3x founder (Acquia, Pingtel)• 1...
BIO• 25 years in tech  (Dev, Prod, Exec)• 19 in VC-backed startups,  12 in ones I started• 3x founder (Acquia, Pingtel)• 1...
BIO• 25 years in tech  (Dev, Prod, Exec)• 19 in VC-backed startups,  12 in ones I started• 3x founder (Acquia, Pingtel)• 1...
• Co-founders:  Spin-out? Stake of parent? Roles? Ownership?• Capital:  Yours? Outside?• Sources:  Angels? Seed investors?...
ACCELERATORSSummer@HIGHLAND                                      LaunchpadLA                  the start project
MENTORS +A LITTLE MONEY
SWITCHING• Likely to fail without dramatic stuff• Consulting ➤ product company issues • Doesn’t function with startup econ...
FOUNDERS• Let there be 2• There is only one CEO• Define your roles, and obey them
RICH OR KING?                                                 Financial gains                                Well below po...
STAKESDeciding this should take        a full day
STAKES            Idea->Launch                $0-$10M               $10M-$100M         Weighted                   30%     ...
CAPITAL• Wait... there’s a bigger question
WHAT KIND OFCOMPANY AREYOU BUILDING?
INVESTORS            • Only one              available return              for investor:              acquisition,        ...
COMPANY CULTURE• As important as business model• Hire desired behaviors and cultural fit, not skills• Google “Netflix cult...
First Acquia team meeting,Jan 2008
BIGGEST LESSON• A product is nothing.• Successfully going-to-market is everything.
GO-TO-MARKET• How are you going to get customers? •   Advertising? Inbound marketing? Inside sales? Field     sales? In-ap...
TERMS TO LIVE BY  Key SaaS metrics:• CAC = Customer Acquisition Cost• ASV = Annual Subscriber Value• LTV = LifeTime Value ...
TERMS TO LIVE BY  Key SaaS metrics:                    Startup killer• CAC = Customer Acquisition Cost• ASV = Annual Subsc...
TERMS TO LIVE BY  Key SaaS metrics:                    Startup killer• CAC = Customer Acquisition Cost• ASV = Annual Subsc...
YOUR IDEA ISPROBABLY OUTOF BALANCE
THE SAAS CASH-FLOW TROUGH
AND ON AND ON...
ACCELERATORSSummer@HIGHLAND                                      LaunchpadLA                  the start project
DRUPALACCELERATOR?
POSSIBILITIES•   Drupal PS company with product idea•   Drupalist with idea•   Generic startup who (should) use Drupal
WHEN?•   A couple of calendar quarters at least.•   Learning now.•   Is there a “there” there?
IS THIS YOU?•   Contact me•   batsonjay@gmail.com•   http://startupdj.com
2012 badcamp-batson
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  • Two shall be the number thou shalt found with, and the number of the founding shall be two. Three shalt thou not found with, neither found thou with one, excepting that thou then proceed to two. Four is right out. Once founding number of two, being the second number, be reached, then lobbest thou thy Holy Product of Drupal towards thy market, who being exploitable in My sight, shall buy it.\n
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  • Passion, Intelligence, Initiative, Integrity\n
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  • 2012 badcamp-batson

    1. 1. B A DCA MP ACCELERATING 2 0 1 2 YOUR DRUPAL PRODUCT BUSINESS • Jay Batson
    2. 2. BIO• 25 years in tech (Dev, Prod, Exec)• 19 in VC-backed startups, 12 in ones I started• 3x founder (Acquia, Pingtel)• 18 months as focused mentor for 20 startups: 13 TechStars 4 MassChallenge 4 FounderMentors
    3. 3. BIO• 25 years in tech (Dev, Prod, Exec)• 19 in VC-backed startups, 12 in ones I started• 3x founder (Acquia, Pingtel)• 18 months as focused mentor for 20 startups: 13 TechStars 4 MassChallenge 4 FounderMentors http://startupdj.com Remixing classic with new to create sweet new startup companies
    4. 4. BIO• 25 years in tech (Dev, Prod, Exec)• 19 in VC-backed startups, 12 in ones I started• 3x founder (Acquia, Pingtel)• 18 months as focused mentor for 20 startups: 13 TechStars 4 MassChallenge 4 FounderMentors http://startupdj.com Remixing classic with new to create sweet new startup companies
    5. 5. • Co-founders: Spin-out? Stake of parent? Roles? Ownership?• Capital: Yours? Outside?• Sources: Angels? Seed investors? Venture Capital?• Plan: Business Model? Company culture? Values?• Go-to-market: CAC? ASV? LTV? Churn? Cash burn?• Business model: Strategy? Pricing? Margins? Operating metrics?Where’s the community/help?
    6. 6. ACCELERATORSSummer@HIGHLAND LaunchpadLA the start project
    7. 7. MENTORS +A LITTLE MONEY
    8. 8. SWITCHING• Likely to fail without dramatic stuff• Consulting ➤ product company issues • Doesn’t function with startup economics • Irresistible temptation to do distracting PS for $• Spinout issues • Parent owner creates broken ownership split • Lack of vested interest of team You’ve gotta be a “startup”, from scratch, with at-stake people
    9. 9. FOUNDERS• Let there be 2• There is only one CEO• Define your roles, and obey them
    10. 10. RICH OR KING? Financial gains Well below potential Close to potential Rich LittleControl of company Failure Complete King Exception The Founder’s Dilemma (Noam Wasserman, HBS)
    11. 11. STAKESDeciding this should take a full day
    12. 12. STAKES Idea->Launch $0-$10M $10M-$100M Weighted 30% 40% 30% stake Idea, early Non-CEO, founder, CEO, investorMichael business plan, 65% management 60% Business 40% 55.5% Development fundraising Product VP Engineering, VPGeorge development, 35% product 40% Development, 60% 44.5% business plan managementTotal 100% 100% 100%
    13. 13. CAPITAL• Wait... there’s a bigger question
    14. 14. WHAT KIND OFCOMPANY AREYOU BUILDING?
    15. 15. INVESTORS • Only one available return for investor: acquisition, or IPO • You must go big, or go home
    16. 16. COMPANY CULTURE• As important as business model• Hire desired behaviors and cultural fit, not skills• Google “Netflix culture”• Acquia: Piii
    17. 17. First Acquia team meeting,Jan 2008
    18. 18. BIGGEST LESSON• A product is nothing.• Successfully going-to-market is everything.
    19. 19. GO-TO-MARKET• How are you going to get customers? • Advertising? Inbound marketing? Inside sales? Field sales? In-app virality? Other virality?• Does that cost the “right” amount? (What’s your margin?)• What portion of operating costs is sales/mktg?• How many customers are there?• SEO / SEM is not a go-to-market strategy.
    20. 20. TERMS TO LIVE BY Key SaaS metrics:• CAC = Customer Acquisition Cost• ASV = Annual Subscriber Value• LTV = LifeTime Value (of customer)• Churn = % of customers that do not renew
    21. 21. TERMS TO LIVE BY Key SaaS metrics: Startup killer• CAC = Customer Acquisition Cost• ASV = Annual Subscriber Value• LTV = LifeTime Value (of customer)• Churn = % of customers that do not renew
    22. 22. TERMS TO LIVE BY Key SaaS metrics: Startup killer• CAC = Customer Acquisition Cost• ASV = Annual Subscriber Value• LTV = LifeTime Value (of customer)• Churn = % of customers that do not renew http://forentrepreneurs.com
    23. 23. YOUR IDEA ISPROBABLY OUTOF BALANCE
    24. 24. THE SAAS CASH-FLOW TROUGH
    25. 25. AND ON AND ON...
    26. 26. ACCELERATORSSummer@HIGHLAND LaunchpadLA the start project
    27. 27. DRUPALACCELERATOR?
    28. 28. POSSIBILITIES• Drupal PS company with product idea• Drupalist with idea• Generic startup who (should) use Drupal
    29. 29. WHEN?• A couple of calendar quarters at least.• Learning now.• Is there a “there” there?
    30. 30. IS THIS YOU?• Contact me• batsonjay@gmail.com• http://startupdj.com
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