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Howtoweb 2010 2 -kris
 

Howtoweb 2010 2 -kris

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Kris Hiiemaa (ERPLY) - How to scale your start-up internationally

Kris Hiiemaa (ERPLY) - How to scale your start-up internationally

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    Howtoweb 2010 2 -kris Howtoweb 2010 2 -kris Presentation Transcript

    • How to scale? Kris @ ERPLY Founder, CEO & CFYO Follow kristjanh @twitter and I will explain what CFYO is
    • ERPLY
      • Rockstar investors
        • Satish, Saul, Reshma, Dave, Aydin, Marten, Zack, Kris
      • Seedcamp 2009, Winner
      • Series A - $ 2M USD
      • Top engineers & designers
      • A g reat product, new version in alpha…
      • Paying customers & revenue
      • Team = 23 full time
    •  
    • What is your aim ?
      • To rule the world
      • A better tomorrow
      • You are excited
      • To w rite code
      • MONEY
    • What is y our ultimate goal?
      • BIG BUSINESS
      • or
      • FAMILY BUSINESS
    • Do you really want to scale?
      • How big?
    • Are you ready to scale?
      • High availability & speed
      • 24/7 helpdesk
      • Extra capital, no free time
      • No life…
    • Homework
      • Don’t go for the whole US, go for Boston or NY or SF – or LND – take over a city at a time
      • Be ready for very high expenses
      • Before that - get your pricing right
    • VC money
      • Don’t raise too early
      • Founder should be CEO (@SatishD)
        • Raise seed money, Series A is not easy
        • Don’t raise too much
        • Have focus before raising money
        • Keep in mind the costs
        • Try to raise from many investors, you need their connections
      • Promote your team first then hire outsiders, build the culture
        • If you hire the CEO from outside, be sure you are ready for that (team, structure, product, processes , etc . )
        • T he top gun costs 10% equity and 150-200 k + EUR/ y ear
      • Two ways to fail – no customers or too many customers
      • Have a working BO – helpdesk, service, payments , etc.
      • Track your costs (AWS might be too expensive)
    • Local? Yes
      • Localization is not translation + time zone
        • Local rules (law)
        • Traditions and practices
        • Business processes
        • Marketing (very expensive)
    • Protect your IP - key asset
        • Source code (use svn, access rights)
        • Make correct IP transfer agreements
        • Register your TM in the E U or USA
        • Have IP investment costs specified
    • Focus
      • Learn to say NO
      • Not all deals are good
      • Remove function per day
      • Be prepared for troubles..
      • Prioritize
    • Work or go home!
    • Team
      • Subcontract, use part - time guys, SET QUOTAS!
      • Don’t hire too many people a t once
      • Keep your team small
      • Start new groups with separate managers
    • Set clear targets
    • Not sold = not worked
    • Motivate
    • Competition?
      • Should you worry?
      • Use smart tools (Ubervu, Alexa, Google alerts & trends )
      • Don’t obsess over them – you lose your own ideas
    • Are y ou a winner?
      • Winners have:
        • A process
        • Organization
        • Focus
        • Ability to handle failures=transform
        • Markets are different
        • Don’t give up, try again.
    • ABC
    • Funnel
      • Lead generation (Marketing SLA)
        • SEM, SEO, AD’s
      • Lead qualification
      • Follow up team
      • Closing ratio
    • Customer acquisition
    • Choose only the best guys who deliver fast
    • Don’t waste leads
    • Understand your growth
    • Conclusions
      • Sales (customer acquisition) driven product development
      • Build Your KPI’s – metrics
      • Focus on SALES
      • Iterate (fire fast)
    • Thanks
      • Next actions?
      • Follow kristjanh@twitter
      • Follow erply@twitter
      • Register online: www.erply.com (ref: howtoweb)
      • Send your CV + code sample or sales pitch to cv@erply.com