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Aaron Patzer - How to Take Your Start-up to the Next Level

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Carsonified Team
Carsonified Team

Aaron successfully grew Mint.com from a small bootstrapped team to a large team that was acquired for $170M. In this session Aaron shared how he knew it was time to raise venture capital and grow his team aggressively. He also shared important lessons he's learned which you can directly apply to your business, whether you're raising venture capital or not.

TechnologyBusinessEconomy & Finance
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Aaron Patzer, Founder & CEO [email_address] February 23, 2010 How to take your startup to the next level Idea to $170m exit in three years +
Aaron = Geek … with accounting skills Duke: EE / Comp. Sci. Princeton: PhD Dropout Financial + Managerial Accounting
3 Phases of Startup Life ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Garage: Rapidly Validate an Idea ,[object Object],[object Object],[object Object]
Garage: Goal = Prototype ,[object Object],[object Object],[object Object],[object Object],Pre-revenue Valuation: +$500k / engineer -$250k / business guy
Result: Mint UI in July 2006
Garage  Seed: Raising Funds ,[object Object],[object Object],[object Object],[object Object]
Seed: Proving revenue… before you have any ,[object Object],[object Object],[object Object],2007 2008 2009 2010 $1m $10m $50m
Mint - Money Intelligence Competition: Quicken & LowerMyBills ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Original Mint late 2006 slide Consumers
Lead-Gen & CPA Opportunity: $30+/user/yr Original Mint 2007 slide Category Where on Mint CPA Revenue Frequency Of Action User Adoption Rate (%) = Goal Rev User / Year  Credit Score WTS $36 2 yr 20% $3.60  Credit Cards WTS $60 2 yr 10% $3.00  Check/Save WTS $30 2 yr 10% $1.50 ,[object Object],Center $100 3.5 yr 5% $1.40 ,[object Object],Inv/WTS $200 Once 5% $2.00  CDs WTS $30 Once 10% $0.60 Daily Savings Txn $1.50 1 mo 20% $3.60 Insurance WTS $15 2 yr 10% $0.75 Comm. Services WTS $50 2 yr 10% $2.50 Mortgage Refi. WTS $200 Once 5% $2.00 Travel Goals $50 2 yr 10% $2.50 Home Improve Goals $200 Once 5% $2.00 Edu & 529 Goals $200 Once 5% $2.00 = $30
Business Model: Referrals & Lead Generation ,[object Object],[object Object],[object Object],[object Object],Mint - Money Intelligence Original Mint late 2006 slide 20 – 65 M x $30 = $0.6 – 1.8 B User base Rev/user/yr Mint Opportunity Advertisers
Seed Result: Mint Alpha Seed Result: UI in April 2007
Funded: Scaling People ,[object Object],[object Object],[object Object]
Funded: Beta  Big Launch ,[object Object],[object Object],[object Object],[object Object]
Beta Product: Jul – Sep 2007
Funded: The Big Launch! ,[object Object],[object Object],[object Object],[object Object]
Mint Today

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Aaron Patzer - How to Take Your Start-up to the Next Level

Editor's Notes

  1. - Elevator pitch: Give Mint pitch - A LARGE market (at least $1b potential): Counter point - college classifieds. Convinced Matt to give up 40% for 2%. - Real revenue potential: Put us ahead of 95% of our competition - Sustainable advantage: patents, expertise, first mover advantage
  2. (Size in millions) Auto: Cars $750K Financial Services Banking $250K Payday Advance $10K Real Estate: Real Estate (including MTG) 1250K Insurance: Ins. - Auto 9K Ins.- Life, Health 500K Ins.- Property-Casualty 415K Services: Public Storage 43K Tours, Cruises 20K Law 160K Home Impr. Contractors 340K Communications: Satellite/Cable 55K Mobile Phone/Long Dist. $200K
  3. - Most companies hire haphazardly: Nascentric "How did you feel about him?" - Train yourself to hire: TopGrading - Hire better than you...then let them work: Sometimes still surprised these people work for me. Also helps fund raising - your job as CEO is hiring the right team and choosing the right market.
  4. - Started blog to build ecosystem: More traffic than leading competitor - Private beta builds demand: Got 30k email addresses before day 1 - Use exclusivity: "I want Mint!" badges on hundreds of blogs, SEO, free acquisition - Gives you valuable user feedback: Hardest thing ever, like being kicked in the chest
  5. - Venue: TechCrunch 40 - Aggressive press is key - hire an agency: Best customer acquisition, builds brand, and far less expensive - Have a presence: We rented a room, served Mint mojitos to all. --> Mint wins!