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Startup Pirates Gdansk
Startup Team Management
Gdansk, Inkubator Starter, 15th of September 2013
Marcin Pokojski
Startup Pirates
Gdansk 2013
Marcin Pokojski
WP.PL / infoShare
WP.PL infoShare LabStar
Q: Startup?
A temporary organization designed
to search for a repeatable and
scalable business model
~Steve Blank
Startup ...
Q: Temporary?
The goal of a startup is not to remain
a startup.
Startup Pirates
Gdansk 2013
Marcin Pokojski
WP.PL / infoSh...
Q: Search?
Although you believe your idea is the
most brilliant innovation ever
thought of, the odds are that you are
wron...
Q: Repeatable?
What you are searching for is not the
one-off revenue hits but rather a
repeatable pattern that can be
repl...
Q: Scalable?
The goal is to get many customers
and each additional customer adds
incremental revenue and profit.
The test ...
Q: Business model?
A business model answers the basic
questions about your entire
business.
Startup Pirates
Gdansk 2013
Ma...
Q: Business model questions?
1. Who are the customers?
2. What problems do they want solved?
3. Does our product or servic...
Q: Business model validation?
Your job as a founder is to quickly
validate whether the model is
correct by seeing if custo...
Q: Startup?
A temporary organization designed
to search for a repeatable and
scalable business model
~Steve Blank
Startup ...
Q: What about the Startup Team?
The right team makes the difference
~Mark Suster
Startup Pirates
Gdansk 2013
Marcin Pokojs...
Q: Team is really so important?
The Team is 70% of why a venture
capital deal does, or does
not, happen.
~Bob Porthier, EP...
Q: Startup Team configuration?
• One chief
• Only team members needed for
searching repeatable and scalable
business model...
Q: Tech-Startup Team members?
Startup Pirates
Gdansk 2013
Marcin Pokojski
WP.PL / infoShare
Source: http://www.quora.com/S...
Q: Engineer?
Startup Pirates
Gdansk 2013
Marcin Pokojski
WP.PL / infoShare
Source: http://www.quora.com/Startups/What-woul...
Q: No sales/marketing and lots of IT?
Don’t outsource your IT because IT
solutions creates competitive
advantage of your p...
Q: Team members responsibilities?
• UX/UI Designer: Design, Product look&feel, Creative
Direction
• Engineer / Programmer:...
Q: CEO responsibilities?
• Defining and controlling product metrics
• Capture requirements
• Competitor reviews
• Prioriti...
Q: How to choose best people?
• „SMART”?
• FOCUSED ON „GETTING THINGS DONE”?
• „NOT A JERK”?
~Joel Spolsky
Startup Pirates...
Q: 4 Stages Of Team Development?
Startup Pirates
Gdansk 2013
Marcin Pokojski
WP.PL / infoShare
Source: http://www.ericsuth...
Q: Team Forming?
• Friendly but not trust yet
• Leader directs
• Processes ignored
• No roles and responsibilities
Startup...
Q: Team Storming?
• Cluster starts to suggest ideas
• Relationships made and broken
• Don’t get stuck in this stage
• Need...
Q: Team Norming?
• Agreed rules and values
• Know their individual
contributions
• Consultant can take a step back
• Don’t...
Q: Team Performing?
• Not all clusters make it to this
stage
• Independent, motivated and
confident
• Respect, collaborati...
Q: How to start?
• Get to know each other as best as you can
• Define team rules
• Define team roles
• Define how team wil...
Appendix
Startup Pirates
Gdansk 2013
Marcin Pokojski
WP.PL / infoShare
Def.: MVP (Minimum Viable Product)
Version of a new product which allows a team to collect the maximum amount of validated...
Tools: Lean Canvas
Startup Pirates
Gdansk 2013
Marcin Pokojski
WP.PL / infoShare
Source: http://cocreation.bblog.pl/i/blog...
Tools: Build-Measure-Learn
Startup Pirates
Gdansk 2013
Marcin Pokojski
WP.PL / infoShare
Source: http://startupgrind.com/2...
Tools: Startup Metrics
~ Dave McClure
Startup Pirates
Gdansk 2013
Marcin Pokojski
WP.PL / infoShare
Source: http://www.sli...
Tools: 5-Step Startup Metrics Model
~ Dave McClure
Startup Pirates
Gdansk 2013
Marcin Pokojski
WP.PL / infoShare
Source: h...
Tools: 5-WHYS
The 5 Whys is an iterative question-asking technique used
to explore the cause-and-effect relationships unde...
Tools: Customer Development
Manifesto
1. There Are No Facts Inside Your Building, So Get Outside
2. Pair Customer Developm...
Tools: Customer Development
Startup Pirates
Gdansk 2013
Marcin Pokojski
WP.PL / infoShare
Source: http://market-by-numbers...
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Startup Team Management

Startup Pirates Gdansk Marcin Pokojski, http://pl.linkedin.com/in/marcinpokojski/

Startup Team Management

  1. 1. Startup Pirates Gdansk Startup Team Management Gdansk, Inkubator Starter, 15th of September 2013
  2. 2. Marcin Pokojski Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare WP.PL infoShare LabStar
  3. 3. Q: Startup? A temporary organization designed to search for a repeatable and scalable business model ~Steve Blank Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare
  4. 4. Q: Temporary? The goal of a startup is not to remain a startup. Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://steveblank.com/2013/06/11/fund-raising-is-a-means-not-an-end/
  5. 5. Q: Search? Although you believe your idea is the most brilliant innovation ever thought of, the odds are that you are wrong. Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://steveblank.com/2013/06/11/fund-raising-is-a-means-not-an-end/
  6. 6. Q: Repeatable? What you are searching for is not the one-off revenue hits but rather a repeatable pattern that can be replicated by a sales organization selling off a pricelist or by customers coming to your web site. Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://steveblank.com/2013/06/11/fund-raising-is-a-means-not-an-end/
  7. 7. Q: Scalable? The goal is to get many customers and each additional customer adds incremental revenue and profit. The test is: If you add one more sales person or spend more marketing dollars, does your sales revenue go up by more than your expenses? Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://steveblank.com/2013/06/11/fund-raising-is-a-means-not-an-end/
  8. 8. Q: Business model? A business model answers the basic questions about your entire business. Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://steveblank.com/2013/06/11/fund-raising-is-a-means-not-an-end/
  9. 9. Q: Business model questions? 1. Who are the customers? 2. What problems do they want solved? 3. Does our product or service solve a customer problem? 4. How do we attract, keep and grow customers? 5. What are revenue strategy and pricing tactics? 6. Who are the partners? 7. What are the resources and activities needed to make this business happen? 8. What are its costs? Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://steveblank.com/2013/06/11/fund-raising-is-a-means-not-an-end/
  10. 10. Q: Business model validation? Your job as a founder is to quickly validate whether the model is correct by seeing if customers behave as your model predicts. Most of the time the customers don’t behave as you predicted. Most startups change their business model multiple times. Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://steveblank.com/2010/01/25/whats-a-startup-first-principles/
  11. 11. Q: Startup? A temporary organization designed to search for a repeatable and scalable business model ~Steve Blank Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare
  12. 12. Q: What about the Startup Team? The right team makes the difference ~Mark Suster Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://www.bothsidesofthetable.com/2013/02/06/how-to-configure-your-startup-team/
  13. 13. Q: Team is really so important? The Team is 70% of why a venture capital deal does, or does not, happen. ~Bob Porthier, EPIC Ventures Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://www.slideshare.net/foundertrainingcenter/startup-team-development-for-the-startup-america-learning-series
  14. 14. Q: Startup Team configuration? • One chief • Only team members needed for searching repeatable and scalable business model Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare
  15. 15. Q: Tech-Startup Team members? Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://www.quora.com/Startups/What-would-the-ideal-web-technology-start-up-team-be-composed-of#/
  16. 16. Q: Engineer? Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://www.quora.com/Startups/What-would-the-ideal-web-technology-start-up-team-be-composed-of#/
  17. 17. Q: No sales/marketing and lots of IT? Don’t outsource your IT because IT solutions creates competitive advantage of your product. Hiring sales & marketing before having repeatable and scalable business model is waste of money. Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare
  18. 18. Q: Team members responsibilities? • UX/UI Designer: Design, Product look&feel, Creative Direction • Engineer / Programmer: Core product builder (API, server configurations, code, databases, performance) • Developer/JS/HTML/CSS: Front-end implementation • CEO: All the rest Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://www.quora.com/Startups/What-would-the-ideal-web-technology-start-up-team-be-composed-of#/
  19. 19. Q: CEO responsibilities? • Defining and controlling product metrics • Capture requirements • Competitor reviews • Prioritizing roadmap • Gathering new clients • Monitoring effectiveness of marketing channels • Testing on clients • Defining team culture (communication, ways of problem solving, etc) • Giving answers on „why / what / when / who questions” Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare
  20. 20. Q: How to choose best people? • „SMART”? • FOCUSED ON „GETTING THINGS DONE”? • „NOT A JERK”? ~Joel Spolsky Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://www.joelonsoftware.com/articles/fog0000000073.html
  21. 21. Q: 4 Stages Of Team Development? Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://www.ericsutherland.co.uk/tag/business-structure/
  22. 22. Q: Team Forming? • Friendly but not trust yet • Leader directs • Processes ignored • No roles and responsibilities Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://www.tealeshapcott.com/intranet/better-teamwork-with-basecamp/
  23. 23. Q: Team Storming? • Cluster starts to suggest ideas • Relationships made and broken • Don’t get stuck in this stage • Needs good facilitator Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://www.tealeshapcott.com/intranet/better-teamwork-with-basecamp/
  24. 24. Q: Team Norming? • Agreed rules and values • Know their individual contributions • Consultant can take a step back • Don’t lose focus Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://www.tealeshapcott.com/intranet/better-teamwork-with-basecamp/
  25. 25. Q: Team Performing? • Not all clusters make it to this stage • Independent, motivated and confident • Respect, collaboration and communication • Agreed vision and strategy Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://www.tealeshapcott.com/intranet/better-teamwork-with-basecamp/
  26. 26. Q: How to start? • Get to know each other as best as you can • Define team rules • Define team roles • Define how team will deal with problems (eg. 5-WHYS with all team) • Define next steps (eg. Lean Canvas) Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare
  27. 27. Appendix Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare
  28. 28. Def.: MVP (Minimum Viable Product) Version of a new product which allows a team to collect the maximum amount of validated learning about customers with the least effort. Def.: Continuous deployment Process whereby all code that is written for an application is immediately deployed into production, which results in a reduction of cycle times. Def.: Split testing A split or A/B test is an experiment in which different versions of a product are offered to customers at the same time. The goal of a split test is to observe changes in behavior between the two groups and to measure the impact of each version on an actionable metric. Def.: Actionable metrics Actionable metrics can lead to informed business decisions and subsequent action. Def.: Pivot A pivot is a structured course correction designed to test a new fundamental hypothesis about the product, strategy, and engine of growth. ~Eric Ries, Lean Startup Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare
  29. 29. Tools: Lean Canvas Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://cocreation.bblog.pl/i/blog/users/23335/files/Image/Lean%20Canvas.png
  30. 30. Tools: Build-Measure-Learn Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://startupgrind.com/2012/04/cult-of-the-feedback-loop-lean-startup-vs-six-sigma-vs-sostac-vs-pdca/
  31. 31. Tools: Startup Metrics ~ Dave McClure Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://www.slideshare.net/mobile/dmc500hats/startup-metrics-for-pirates-sf-jan-2010
  32. 32. Tools: 5-Step Startup Metrics Model ~ Dave McClure Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://www.slideshare.net/mobile/dmc500hats/startup-metrics-for-pirates-sf-jan-2010
  33. 33. Tools: 5-WHYS The 5 Whys is an iterative question-asking technique used to explore the cause-and-effect relationships underlying a particular problem. Example: 1. Why? - The battery is dead. (first why) 2. Why? - The alternator is not functioning. (second why) 3. Why? - The alternator belt has broken. (third why) 4. Why? - The alternator belt was well beyond its useful service life and not replaced. (fourth why) 5. Why? - The vehicle was not maintained according to the recommended service schedule. (fifth why, a root cause) Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://en.wikipedia.org/wiki/5_Whys
  34. 34. Tools: Customer Development Manifesto 1. There Are No Facts Inside Your Building, So Get Outside 2. Pair Customer Development with Agile Development 3. Failure is an Integral Part of the Search for the Business Model 4. If You’re Afraid to Fail You’re Destined to Do So 5. Iterations and Pivots are Driven by Insight 6. Validate Your Hypotheses with Experiments 7. Success Begins with Buy-In from Investors and Co-Founders 8. No Business Plan Survives First Contact with Customers 9. Not All Startups Are Alike 10. Startup Metrics are Different from Existing Companies 11. Agree on Market Type – It Changes Everything 12. Fast, Fearless Decision-Making, Cycle Time, Speed and Tempo 13. If it’s not About Passion, You’re Dead the Day You Opened your Doors 14. Startup Titles and Functions Are Very Different from a Company’s 15. Preserve Cash While Searching. After It’s Found, Spend 16. Communicate and Share Learning 17. Startups Demand Comfort with Chaos and Uncertainty ~Steve Blank Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://steveblank.com/2012/03/29/nail-the-customer-development-manifesto/
  35. 35. Tools: Customer Development Startup Pirates Gdansk 2013 Marcin Pokojski WP.PL / infoShare Source: http://market-by-numbers.com/customer-development/

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