Joe Kinsella, CTO & Founder of CloudHealth Technologies

1. From Concept to Growth Stage:
Lessons from a
Serial Entrepreneur
Joe Kinsella
CTO & Founder
CloudHealthTechnologies

2. 2 © 2018 CLOUDHEALTH
®
TECHNOLOGIES INC.
About Me

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®
TECHNOLOGIES INC.
My Agile Heritage

4. 4 © 2018 CLOUDHEALTH
®
TECHNOLOGIES INC.
CloudHealth Technologies At A Glance
• $86 Million in Venture Capital Raised
- Sigma Prime, .406, Scale Venture Partners,
Sapphire Ventures, Kleiner Perkins Partners,
& Meritech Capital
• 700+ Direct Customers
• 2,300 + Channel Customers through
100+ Partners
• 250+ Employees
• Headquartered in Boston, MA
• Offices located in San Francisco,
Washington DC, London, Amsterdam,
Tel Aviv, Sydney & Singapore

5. 5 © 2018 CLOUDHEALTH
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TECHNOLOGIES INC.
We’ve Grown Fast… Real Fast
Q1
2014
Q2
2014
Q3
2014
Q4
2014
Q1
2015
Q2
2015
Q3
2015
Q4
2015
Q1
2016
Q2
2016
Q3
2016
Q4
2016
Q1
2017
Q2
2017
Q3
2017
Q4
2017
Direct Customer Channel Partner

6. An Agile Approach To
Founding a Company
“I’m convinced that about half of what separates the
successful entrepreneurs from the non-successful
ones is pure perseverance.”
— Steve Jobs

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®
TECHNOLOGIES INC.
Taking the Leap
“When your army has crossed the border, you
should burn your boats and bridges, in order to
make it clear to everybody that you have no
hankering after home.”
— Sun Tzu Art of War
Strategy when you have entered facile ground:

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TECHNOLOGIES INC.
Finding Your First Customers
The Earlyvangelist
1. Has a problem
+
2. Is aware of having a problem
+
3. Has been actively looking for a solution
+
4. Has cobbled together a solution
+
5. Has or can acquire a budget

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TECHNOLOGIES INC.
 Manage as many of the downside risks before making leap
 Commit fully
 Start with market instead of feature
 Find the earlyvangelist
 Experiments in the presence of customers
 Talk to investors before you need investment
 Find the “secrets”
 Perfect is the enemy of the good
Tips & Advice: Founding a Company

10. An Agile Approach To
Finding Product Market Fit
“If I had asked people what they wanted,
they would have said faster horses.”
— Henry Ford

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®
TECHNOLOGIES INC.
Hiring the Early Team

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®
TECHNOLOGIES INC.
Searching for Product Market Fit

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®
TECHNOLOGIES INC.
Everyone Is a Product Manager

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®
TECHNOLOGIES INC.
 Hire only startup pros in early hires
 Hire continuous learners
 Integrity is non-negotiable
 Fire fast
 Subsume all opinions at the altar of the customer
 Iterate in the presence of customers
 Make everyone a product manager
 Make customer feedback your internal currency
 Continuously test your assumptions
 Listen & adapt
Tips & Advice: Finding Product Market Fit

15. An Agile Approach To
Growing a Company
“We often miss opportunity because it's dressed in overalls and looks like work.”
— Thomas Edison

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®
TECHNOLOGIES INC.
Scaling People

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®
TECHNOLOGIES INC.
Scaling Process

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®
TECHNOLOGIES INC.
Scaling Culture

19. Final Lessons
“All humans are entrepreneurs not because they should start companies but
because the will to create is encoded in human DNA.”
-Reid Hoffman

20. 20 © 2018 CLOUDHEALTH
®
TECHNOLOGIES INC.
 It’s all about the customer
 Surround yourself with people for whom building products is a passion, not a job
 Operate with openness & transparency
 Integrity matters
 Value people over process
 Vision is a compass, not a map
 The enemy is outside the gate
 Listen
 Fail fast
 Enjoy the ride
Tips & Advice: Finding Product Market Fit

21. Questions?