The document provides guidance on how to start a successful startup by focusing on customer discovery and validation. It discusses that the top reasons startups fail include building something people don't want and poor execution. The key is to test ideas quickly through minimum viable products and customer interviews to identify product-market fit before running out of resources. The Lean Startup methodology advocates building, measuring and learning through iterative customer feedback.
David Skok on The SaaS Founder's Journey || SAAS NORTH 2017L-SPARK
http://www.l-spark.com -- Watch the video of David Skok's keynote over on our blog.
David Skok joined Matrix Partners as a General Partner in May 2001. He has a wealth of experience running companies. David started his first company in 1977 at age 22. Since then David has founded a total of four separate companies and performed one turn-around. Three of these companies went public.
David joined Matrix from SilverStream Software, which he founded in June 1996. Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world.
David’s work as a value added investor is best known for helping HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio to successful exits. David currently serves on the boards of Atomist, CloudBees, Conductor, Digium (makers of the very popular Asterisk Open Source PBX/telephony software), Meteor, NamelyHR, Salsify, Storiant, VideoIQ and Zaius.
In addition to his broad focus on enterprise software, David is specifically focused on the areas of SaaS (software as a service), cloud, mobility, Open Source, marketing automation, virtualization, storage, and data center automation.
David writes a blog for entrepreneurs and startups on topics such as viral marketing, SaaS metrics, building a sales and marketing machine, techniques for lowering cost of customer acquisition, etc. The blog can be found here: www.forEntrepreneurs.com.
Customizable pitch deck templates which include two different versions, both built by leading seed investors at NextView Ventures. Entrepreneurs can use them to save time while building a pitch deck to raise seed capital.
Customer Acquisition & Monetization - Keys to your Business ModelDavid Skok
Presentation describing how Cost of Customer Acquisition (CAC) and Monetization (LTV) are they key elements to get right for a successful business model. Also describes the latest techniques for reducing CAC, including Inbound Marketing, and the author's own methodology: Building a Sales & Marketing Machine.
Using Your Growth Model to Drive Smarter High Tempo TestingSean Ellis
In this presentation, Sean Ellis highlights how to use a growth model to inform your high tempo testing efforts. It goes through the key steps for building your growth model including establishing a north star metric, and identifying your "aha moment" and the core benefit that drives retention. Finally he shows how the GrowthHackers team has used a growth model to plan our growth roadmap.
Every venture capitalist, board member and startup advisor counsels the entrepreneur to focus on building their minimum viable product (MVP). But how exactly does a company build out its MVP? Learn how the right framework guides your development from MVP to a mature product.
Lean Startup Basics - Evidence Based EntrepreneurshipKelly Schwedland
Introduction and overview to the lean process for startups. An evidence based approach to validate early hypothesis and develop a solid Business Model before launch. Involving Customer Development, Hypothesis testing, Minimum Viable Product, (MVP) to get to Product/ Market fit and ultimately A replicable scalable business model. This simple but disciplined approach takes the guess work out of taking an idea and turning it into a viable company.
Based on Eric Reis, Steve Blank and Alex Osterwald's work with Lean Startup, Lean launchpad, customer development and Business Model Canvas. Now in practice by multiple Incubators, Accelerators, Universities and now the National Science Foundation through ICorp to validate business ideas with before investing.
David Skok on The SaaS Founder's Journey || SAAS NORTH 2017L-SPARK
http://www.l-spark.com -- Watch the video of David Skok's keynote over on our blog.
David Skok joined Matrix Partners as a General Partner in May 2001. He has a wealth of experience running companies. David started his first company in 1977 at age 22. Since then David has founded a total of four separate companies and performed one turn-around. Three of these companies went public.
David joined Matrix from SilverStream Software, which he founded in June 1996. Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world.
David’s work as a value added investor is best known for helping HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio to successful exits. David currently serves on the boards of Atomist, CloudBees, Conductor, Digium (makers of the very popular Asterisk Open Source PBX/telephony software), Meteor, NamelyHR, Salsify, Storiant, VideoIQ and Zaius.
In addition to his broad focus on enterprise software, David is specifically focused on the areas of SaaS (software as a service), cloud, mobility, Open Source, marketing automation, virtualization, storage, and data center automation.
David writes a blog for entrepreneurs and startups on topics such as viral marketing, SaaS metrics, building a sales and marketing machine, techniques for lowering cost of customer acquisition, etc. The blog can be found here: www.forEntrepreneurs.com.
Customizable pitch deck templates which include two different versions, both built by leading seed investors at NextView Ventures. Entrepreneurs can use them to save time while building a pitch deck to raise seed capital.
Customer Acquisition & Monetization - Keys to your Business ModelDavid Skok
Presentation describing how Cost of Customer Acquisition (CAC) and Monetization (LTV) are they key elements to get right for a successful business model. Also describes the latest techniques for reducing CAC, including Inbound Marketing, and the author's own methodology: Building a Sales & Marketing Machine.
Using Your Growth Model to Drive Smarter High Tempo TestingSean Ellis
In this presentation, Sean Ellis highlights how to use a growth model to inform your high tempo testing efforts. It goes through the key steps for building your growth model including establishing a north star metric, and identifying your "aha moment" and the core benefit that drives retention. Finally he shows how the GrowthHackers team has used a growth model to plan our growth roadmap.
Every venture capitalist, board member and startup advisor counsels the entrepreneur to focus on building their minimum viable product (MVP). But how exactly does a company build out its MVP? Learn how the right framework guides your development from MVP to a mature product.
Lean Startup Basics - Evidence Based EntrepreneurshipKelly Schwedland
Introduction and overview to the lean process for startups. An evidence based approach to validate early hypothesis and develop a solid Business Model before launch. Involving Customer Development, Hypothesis testing, Minimum Viable Product, (MVP) to get to Product/ Market fit and ultimately A replicable scalable business model. This simple but disciplined approach takes the guess work out of taking an idea and turning it into a viable company.
Based on Eric Reis, Steve Blank and Alex Osterwald's work with Lean Startup, Lean launchpad, customer development and Business Model Canvas. Now in practice by multiple Incubators, Accelerators, Universities and now the National Science Foundation through ICorp to validate business ideas with before investing.
Building a Sales and Marketing machine for a B2B software company involves many functions working together. This slide deck explores the process of funnel design that is highly buyer centric. It looks at the Buyer journey, and how to successfully construct a buying process that they buyer will enjoy going through, which is very different from the typical sale process that is designed from the vendors standpoint, and fails because the buyer is not motivated to go through the steps.
Outbound prospecting for highly targeted lead flowDavid Skok
This presentation described how and when outbound prospecting (Cold Calling 2.0) can work to provide a predictable flow of leads from highly targeted prospects.
How startups create a frictionless experience. +30 cases by @boardofinnoBoard of Innovation
+30 cases How new business models create an Unbeatable customer experience. Focused on on-demand services, next-gen technologies & frictionless services. (Board of Innovation)
In this presentation you will find information about importance of Key Performance Indicators (KPI's) for subscription-based (SaaS) Internet startups.
The full list of metrics mentioned in the presentation, exact formulas, and examles you can find at http://datmachine.co/saas_metrics.
If you have any questions, don't be shy to drop me a line on my email: efremov(at)datmachine.co.
Optimize Your Funnel By Getting Inside Your Buyer's HeadDavid Skok
Part of finding product/market fit is turning early wins into repeatable, scalable, and profitable sales. In this talk given as part of the Heavybit speaker series, I discuss how to shorten the time to customer conversion from trials, freemium and open source products.
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
Negotiation and Sales expert Steve Jones from Focal Point Negotiation gives his tips for selling yourself and your business with PowerPoint - Four Ps and PowerPoint Mistakes
#GrowthDeck - Andrew Chen AMA by GrowthHackersGrowthHackers
GrowthHackers holds weekly AMA (Ask Me Anything) sessions with Growth experts from around the world. Andrew Chen a writer, entrepreneur and investor focused on mobile products, metrics and user growth. He has been an advisor to companies like Angelist, Product Hunt and Dropbox.
Find more great growth resources on GrowthHackers.com. Join the community and have your own questions answered by professionals like Andrew today.
Growthhackers.com/AMA
reflect is a mental health startup reimagining in-person therapy to be more accessible and effective by using data-driven matching to increase engagement and outcomes.
Lean Startup - by Hristo Neychev (bring your ideas to life faster, smarter, a...Hristo Neychev
Lean Startup ideas, trends, and best practices through the lens of my experience in four industries, three startups, and two continents.
Lean Startup methodologies are applicable to both small and large organisation focused on creating new products and services under conditions of extreme uncertainty.
Talent Institute - Frictionless Conversion (workshop)MeasureWorks
Slides for my workshop at Talent Institute about how performance & UX are key to conversion optimization. About positioning, web performance, user experience, lean analytics, complete web monitoring and sales hacks...
Building a Sales and Marketing machine for a B2B software company involves many functions working together. This slide deck explores the process of funnel design that is highly buyer centric. It looks at the Buyer journey, and how to successfully construct a buying process that they buyer will enjoy going through, which is very different from the typical sale process that is designed from the vendors standpoint, and fails because the buyer is not motivated to go through the steps.
Outbound prospecting for highly targeted lead flowDavid Skok
This presentation described how and when outbound prospecting (Cold Calling 2.0) can work to provide a predictable flow of leads from highly targeted prospects.
How startups create a frictionless experience. +30 cases by @boardofinnoBoard of Innovation
+30 cases How new business models create an Unbeatable customer experience. Focused on on-demand services, next-gen technologies & frictionless services. (Board of Innovation)
In this presentation you will find information about importance of Key Performance Indicators (KPI's) for subscription-based (SaaS) Internet startups.
The full list of metrics mentioned in the presentation, exact formulas, and examles you can find at http://datmachine.co/saas_metrics.
If you have any questions, don't be shy to drop me a line on my email: efremov(at)datmachine.co.
Optimize Your Funnel By Getting Inside Your Buyer's HeadDavid Skok
Part of finding product/market fit is turning early wins into repeatable, scalable, and profitable sales. In this talk given as part of the Heavybit speaker series, I discuss how to shorten the time to customer conversion from trials, freemium and open source products.
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
Negotiation and Sales expert Steve Jones from Focal Point Negotiation gives his tips for selling yourself and your business with PowerPoint - Four Ps and PowerPoint Mistakes
#GrowthDeck - Andrew Chen AMA by GrowthHackersGrowthHackers
GrowthHackers holds weekly AMA (Ask Me Anything) sessions with Growth experts from around the world. Andrew Chen a writer, entrepreneur and investor focused on mobile products, metrics and user growth. He has been an advisor to companies like Angelist, Product Hunt and Dropbox.
Find more great growth resources on GrowthHackers.com. Join the community and have your own questions answered by professionals like Andrew today.
Growthhackers.com/AMA
reflect is a mental health startup reimagining in-person therapy to be more accessible and effective by using data-driven matching to increase engagement and outcomes.
Lean Startup - by Hristo Neychev (bring your ideas to life faster, smarter, a...Hristo Neychev
Lean Startup ideas, trends, and best practices through the lens of my experience in four industries, three startups, and two continents.
Lean Startup methodologies are applicable to both small and large organisation focused on creating new products and services under conditions of extreme uncertainty.
Talent Institute - Frictionless Conversion (workshop)MeasureWorks
Slides for my workshop at Talent Institute about how performance & UX are key to conversion optimization. About positioning, web performance, user experience, lean analytics, complete web monitoring and sales hacks...
Startany webinar with Vladimir De Franceschi, technology growth counsel, and Vivek Boray, startup executive and ecosystem builder, that took place on March 8, 2016.
Watch the full webinar at https://youtu.be/PsaL8nqWVmc
Subscribe for upcoming webinars from leading entrepreneurship mentors and experts at www.startany.com - the first virtual accelerator for startups from all over the globe.
Mark Opanasiuk - Product Market Fit - Genesis AcademyMark Opanasiuk
Product Market Fit - concept overview lecture.
Agenda
(1) Why most of startups fail?
(2) What is Product Market Fit?
(3) Customer Discovery for Problem Solution Fit
(4) Customer Validation for Product Market Fit
(5) Indicators of Product Market Fit
(6) After PMF - scaling and company building
Product-Startup-Founders-Rulebook-atc.pdfDarryl Jose
A quick guide for founders on the rules to follow when building a startup. Here are some mistakes you can avoid and be successful much faster.
The goal in mind for this rule book is to help startup founder learn some of the best practices and avoid costly mistake early on in their journey.
A presentation of the search for Product-Market Fit with the principles, practices and processes that lead to it, from the Lean-Startup and Design Thinking perspective
Indian Product Manager with global stakeholders, how to make that work? by Go...Pinkesh Shah
Gopal Shenoy, a 14 year veteran of software product management in the United States. A frequently sought after speaker at several product management conferences and a featured product manager at institutes like Pragmatic Marketing, Gopal runs one of the best ranked product management blog in the world at productmanagementtips.com Gopal is currently the Director of Product Management at Gazelle.com in Boston, USA where he is leading the product efforts to enable consumers to trade-in over 250,000 used electronic gadgets for cash.
Whether you are currently a product manager or if you are aspiring to become a Product Manager, this seminar is for you! Join us to listen to Gopal deliver an inspirational seminar on the changing role of a Product Manager in a distributed ecosystem of customers and stakeholders, influence of social media on behaviors of prospective customers and how Indian Product Managers can position themselves for success in such a global business environment.This is your opportunity to ask one of the industry’s accomplished practitioners on how to go about building products that will succeed in the marketplace.
For more info you can visit www.adaptivemarketing.in
MeasureWorks - 5 startups lessons to build better products fasterMeasureWorks
Modern markets are noisy. In our rush to launch products we tend to forget that customers don’t buy what they don’t understand. From working with hundreds of startups there are 5 lessons I learned to build the right product features within their target market. We’ll discuss positioning, founders blindess, designing fast UX and how to use all this to grow your product.
Similar to Startup & Marketing #4 : how to start a startup (20)
When listening about building new Ventures, Marketplaces ideas are something very frequent. On this session we will discuss reasons why you should stay away from it :P , by sharing real stories and misconceptions around them. If you still insist to go for it however, you will at least get an idea of the important and critical strategies to optimize for success like Product, Business Development & Marketing, Operations :)
Reflect Festival Limassol May 2024.
Michael Economou is an Entrepreneur, with Business & Technology foundations and a passion for Innovation. He is working with his team to launch a new venture – Exyde, an AI powered booking platform for Activities & Experiences, aspiring to revolutionize the way we travel and experience the world. Michael has extensive entrepreneurial experience as the co-founder of Ideas2life, AtYourService as well as Foody, an online delivery platform and one of the most prominent ventures in Cyprus’ digital landscape, acquired by Delivery Hero group in 2019. This journey & experience marks a vast expertise in building and scaling marketplaces, enhancing everyday life through technology and making meaningful impact on local communities, which is what Michael and his team are pursuing doing once more with Exyde www.goExyde.com
Salma Karina Hayat is Conscious Digital Transformation Leader at Kudos | Empowering SMEs via CRM & Digital Automation | Award-Winning Entrepreneur & Philanthropist | Education & Homelessness Advocate
3. Most startups fail (1)
93% of the companies that get
accepted by Y Combinator
eventually fail.
4. Most startups fail (2)
The default state of the world is to stay the way it is,
which means the default state of a startup is failure.
Chris Dixon
5. Startups don’t die, they commit suicide
Startups die in many ways, but in the past couple of
years I’ve noticed that the most common cause of
death is what I call “Startup Suicide”, a phenomenon
in which a startup’s founders and its management kill
the company while it’s still very much breathing.
Justin Kan
7. 1. The market
The real reason most startups fail is that they fail to build
something that people actually want to use and pay for.
An anonymous guy on the internet
8. 2. The founders
What's wrong with having one founder? To start with, it's
a vote of no confidence. It probably means the founder
couldn't talk any of his friends into starting the company
with him. That's pretty alarming, because his friends are
the ones who know him best.
Paul Graham
10. 5. Poor Execution
Execution is the great unaddressed issue in the business
world today. Its absence is the single biggest obstacle to
success and the cause of most of the disappointments
that are mistakenly attributed to other causes.
Larry Bossidy & Ram Charan
14. Etapes de la création par l’APCE
L'idée
Le projet personnel
L'étude de marché
Les prévisions
financières
Financements
Formalités de
création
15. Etapes de la création par l’APCE
L'idée
Le projet personnel
L'étude de marché
Les prévisions
financières
Financements
Formalités de
création
Absolument pas
adapté aux startups!!!
18. Product/Market fit (1)
The ONLY thing that matters is getting to product/
market fit.
Marc Andreesen
19. Product/Market fit (2)
Achieving product/market fit requires at least 40% of
users saying they would be “very disappointed”
without your product.
Sean Ellis
20. The Lean Startup methodology (1)
Lean Startup is a systematic process for iterating from
Plan A to a plan that works before running out of
resources.
Ash Maurya
21. The Lean Startup methodology (2)
Customer discovery
Est ce que le problème est réel ?
Customer validation
Est ce que mon produit répond au problème ?
Customer creation
Comment générer de la croissance ?
22. The Lean Startup methodology (3)
Ideas
Design
Data Experience
Measure
Learn
26. The lean canvas
Problem
Solution
Unique value
proposition
Unfair
advantage
Customer
segments
Key
metrics
Channels
Cost structure Revenue streams
Created by spark59, adapté de The business model canvas
27. An unexpected journey …
Brainstorming
Priorisation
Test
Apprentissage
Pivot ou
Amélioration
32. How to test a business model ?
Get out
of the
building
33. How to interview a client ?
Source : http://practicetrumpstheory.com/customer-development-getting-started/
34. Exemples questions
Ask about the situation wherein they might discover the
problem you're attempting to solve.
Can you describe the problem to me in your own
words?
Talk me through the last time you had this problem
How are you solving the problem currently? What are
your workarounds?
38. Unique value proposition (2)
ZocDoc is a free service that helps patients find and book appointments
with local doctors instantly online or via mobile app
Pinterest is a visual discovery tool for finding ideas for projects and
interests.
Algolia provides a developer-friendly search API enabling users to
perform database search functions in a user-friendly manner.
Heroku is a multi-language cloud application platform that enables
developers to deploy, scale, and manage their applications.
Stripe provides a set of unified APIs and tools that instantly enable
businesses to accept and manage online payments.
40. Market size (1)
Total Addressable Market (TAM)
Everyone you wish to reach with your product.
Serviceable Available Market (SAM)
The portion of your TAM that you can actually address.
Serviceable Obtainable Market (SOM)
What is the realistic prediction of acquiring share of your SAM by you,
considering competition, locality, your distribution and sales channels and
any other market influences.
41. Market size (2)
TAM
Total Addressable Market
SAM
Serviceable Available Market
SOM
Serviceable Obtainable
Market
42. Market size - exemple
Vous souhaitez créer une startup proposant un gestionnaire
d’emploi du temps pour les écoles.
Le TAM serait le nombre d’écoles dans le monde.
Le SAM serait le nombre d’écoles en France.
Le SOM serait le nombre d’écoles en France que vous
pouvez convaincre dans les trois ans.
43. Market size - outils
Google Trends
-
Google AdWords
-
Facebook ads
-
Insee
44. Early-Evangelists by Steve Blank
Have the problem you think they have
-
Knows they have the problem
-
Tried to solve the problem themselves
-
Looked for a solution themselves
-
Put budget behind solving the problem
45. Persona (1)
Hello, I’m Henri !
31 years old - art director
1000€ / month for clothing
Like picking girls’ clothing
Alternative culture is my drug
Hey, je suis Gege !
26 ans - photographe
350€ / mois de shopping
Un style ne me suffit pas !
Je tiens un blog post-punk
46. Persona (2)
Nom
&
Photo
Caractéristiques
Objectifs & besoins
48. Comprendre le marché (1)
Marché
La valeur totale des produits ou des services d'une catégorie donnée vendue sur une
période de temps donnée sur une zone géographique donnée.
Segment
Regroupement de personnes ayant un comportement
homogène dans un marché.
Cible
Segment choisi pour être le coeur de cible du produit.
53. Cible & positionnement
Le positionnement permet d'identifier l'entreprise, le
produit ou la marque dans l'esprit du consommateur
en indiquant clairement sa différence par rapport aux
concurrents.
lescoursdevente.fr
61. Real MVP - exemples (1)
Wizard of Oz
Where customers believe they are interacting with the
actual product, but behind the scenes human beings are
doing the work.
Concierge
Manually perform tasks related to delivering
the value of your product or service
62. Real MVP - exemples (1)
Piecemeal
Emulate all the missing features with
existing services
One Painkiller feature
Restate any hard problem that requires a
lot of software into a simple problem that
requires much less.
64. Bibliographie (1)
Product/Market Fit - Marc Andreesen
http://web.stanford.edu/class/ee204/ProductMarketFit.html
Running Lean - Ash Maurya
http://runninglean.co
Démarrer avec le Customer Development - Guilhem Bertholet
http://www.guilhembertholet.com/blog/2011/10/05/demarrer-avec-le-customer-development-cust-dev
Le Manuel du créateur de start-up - Steve Blank et Bob Dorf
http://www.stevenblank.com/startup_index_qty.html
Business Model Generation - Alexander Osterwalder et Yves Pigneur
http://www.businessmodelgeneration.com
The Startup Pyramid - Sean Ellis
http://www.startup-marketing.com/the-startup-pyramid/
Practice trumps theory - Ash Maurya
https://practicetrumpstheory.com/
65. Bibliographie (2)
How to actually do customer development - Rob Fitzpatrick
http://fr.slideshare.net/robfitz/how-to-actually-do-customer-development-and-not-waste-your-time
66. ToDo
Ecrire une value proposition
Estimer la taille du marché & persona des early evangelist
Créer un MVP low fidelity