Berlin, November 2013

Startup Tour
@Axel Springer Plug & Play

Confidential

-

© 2013 twago

0
Very

warm
Welcome
Confidential

-

© 2013 twago

1
Intro Gunnar

Founder and former CEO of twago.com
Consulting (startups, business models,
strategy, market places etc)
Ment...
Confidential

-

© 2013 twago

3
Confidential

-

© 2013 twago

4
twago ...
... is the #1 European marketplace for cloud working –
we democratize the world of working
... focusses on every...
30 out of 100 working people
will work online as freelancer.
They need jobs!

Confidential

-

© 2013 twago

6
Confidential

-

© 2013 twago

7
twago is the Wirtschaftswunder for freelancers worldwide







More jobs
More income
Growth
Safety
Less admin hassle...
For customers: Get results easier and faster for half of the costs - The
twago way saves time and money
Before

Today

Tim...
Confidential

-

© 2013 twago

10
Confidential

-

© 2013 twago

11
Confidential

-

© 2013 twago

12
Marc Andreesen
„If you turn to
profitability too early,
you might end up as a
small company!“

Confidential

-

© 2013 twa...
Confidential

-

© 2013 twago

14
Confidential

-

© 2013 twago

15
Scaling is a mind game

• Manual work kills scale
1
2
• Invest in automation and
processes (I know, I know)
3
• Working wi...
Confidential

-

© 2013 twago

17
twago has successfully monetized the world of work: We combine transaction fees with established subscription model with r...
We changed major topics
From...

To...

Offshoring

Outsourcing

Marketplace only

Combined Marketplace
and Memberships

A...
Confidential

-

© 2013 twago

20
Confidential

-

© 2013 twago

21
Teambuilding
Hire only team members which make you better, not bigger
Start Now

• Hire only team members which make you b...
Don‘t be afraid of paying high salaries for GREAT people –
it‘s worth it

My Salary
Confidential

Best Employee
-

© 2013 ...
Create a unique company culture
Your team must love to work with you and for you
Confidential

-

© 2013 twago

24
Have fun

Confidential

-

© 2013 twago

25
Confidential

-

© 2013 twago

26
Friday lunch all together

Confidential

-

© 2013 twago

27
Confidential

-

© 2013 twago

28
Confidential

-

© 2013 twago

29
Impressive press coverage with more than 600 positive clippings helps us
on the way to a global leader

Confidential

-

©...
Journalists and our users selected twago several times for awards

We are honored to have an award winning team

Mass medi...
Confidential

-

© 2013 twago

32
Confidential

-

© 2013 twago

33
Do not start with 3 people overhead – Co-founders should be nerds!

Confidential

-

© 2013 twago

34
Non experienced guys might lead to wrong setup and missing speed later
Confidential

-

© 2013 twago

35
Confidential

-

© 2013 twago

36
Confidential

-

© 2013 twago

37
Don‘t be afraid of the holy cows – Be faster with the B-players

Confidential

-

© 2013 twago

38
Confidential

-

© 2013 twago

39
Confidential

-

© 2013 twago

40
Stay

flexible and ...
... adapt to customer
needs and learnings
Confidential

-

© 2013 twago

41
We changed major topics
From...

To...

Offshoring

Outsourcing

Marketplace only

Combined Marketplace
and Memberships

A...
Work on the most important topics which solve your problem (recurrings)
Put more resources on it
Courage for more own idea...
Confidential

-

© 2013 twago

44
Building the product – We eat our own food
twago made use of outsourcing and offshoring:
 Product specification:

 Spec....
Confidential

-

© 2013 twago

46
Measure
Think
Analyze
Confidential

-

© 2013 twago

47
Analyze, analyze, analyze:
Measure – think – change!

Traffic and customer behaviour

Conversion tests (A/B)

Key drivers
...
Landing Page Test optimized conversion rates and reduces user
acquisition costs significantly
Landing Page A/B Test

Old D...
Confidential

-

© 2013 twago

50
Confidential

-

© 2013 twago

51
Funding is very time consuming

Ask for enough money
Include buffer in your business planning
Avoid too many rounds

Confi...
Raising Capital – Welcome to lemming country
• The right target group – VCs, Angels, Family
offices, Strategic investors
•...
Confidential

-

© 2013 twago

54
Expect the unexpected

Confidential

-

© 2013 twago

55
Thanks and feel free to follow me...

www.facebook.com/gunnarberning
www.twitter.com/gunnarberning
or email me: Gunnar.Ber...
Upcoming SlideShare
Loading in …5
×

Berlin Startup Learnings, Tips, Tricks: Dutch startup Tour Berlin Nov13

883 views

Published on

Presentation about key learnings of building a fast growing startup based from Berlin (Germany). What to do, what not to do. What are key tips and tricks? Learn from the learnings. Let's initiate some best practice sharing! Follow me on twitter @gunnarberning !

Published in: Business, Technology
  • Be the first to comment

  • Be the first to like this

Berlin Startup Learnings, Tips, Tricks: Dutch startup Tour Berlin Nov13

  1. 1. Berlin, November 2013 Startup Tour @Axel Springer Plug & Play Confidential - © 2013 twago 0
  2. 2. Very warm Welcome Confidential - © 2013 twago 1
  3. 3. Intro Gunnar Founder and former CEO of twago.com Consulting (startups, business models, strategy, market places etc) Mentoring Axel Springer Plug&Play Preparing „the next big thing“ Confidential - © 2013 twago 2
  4. 4. Confidential - © 2013 twago 3
  5. 5. Confidential - © 2013 twago 4
  6. 6. twago ... ... is the #1 European marketplace for cloud working – we democratize the world of working ... focusses on everything which can be done online from anywhere in the world … eliminates geographical boarders for contract work … provides small medium businesses access to more than 190,000 freelancers and experts in the cloud from 189 countries – they realize 24/7 the 23.000+ client ideas ... contractors offer a wide range of online skills - from websites, online shops, mobile, logo- and graphic design to marketing, translations or writing ... has currently a clear focus on Europe with 7 local versions, local native experts Confidential - © 2013 twago 5
  7. 7. 30 out of 100 working people will work online as freelancer. They need jobs! Confidential - © 2013 twago 6
  8. 8. Confidential - © 2013 twago 7
  9. 9. twago is the Wirtschaftswunder for freelancers worldwide      More jobs More income Growth Safety Less admin hassle It is time to pay attention to Germany’s new Wirtschaftswunder. about the German economy Confidential - © 2013 twago 8
  10. 10. For customers: Get results easier and faster for half of the costs - The twago way saves time and money Before Today Time savings: about -50% Cost savings: up to -70% Confidential - © 2013 twago 9
  11. 11. Confidential - © 2013 twago 10
  12. 12. Confidential - © 2013 twago 11
  13. 13. Confidential - © 2013 twago 12
  14. 14. Marc Andreesen „If you turn to profitability too early, you might end up as a small company!“ Confidential - © 2013 twago 13
  15. 15. Confidential - © 2013 twago 14
  16. 16. Confidential - © 2013 twago 15
  17. 17. Scaling is a mind game • Manual work kills scale 1 2 • Invest in automation and processes (I know, I know) 3 • Working with templates (SEM landigpages, etc.) • If you wonna go global, have 4 the option to quickly add different languages 5 • Avoid local adaptions Posted Projects / Month 1000 800 600 400 200 and ... 0 1 3 5 7 9 11 13 15 17 19 21 23 25 27 29 31 Confidential Never lean back - © 2013 twago 16
  18. 18. Confidential - © 2013 twago 17
  19. 19. twago has successfully monetized the world of work: We combine transaction fees with established subscription model with recurring revenues Transaction model  5€ - 79€ value add features such as highlighting of projects or projects with NDA Memberships with recurring revenues (Freemium Model) Highest priced in industry Confidential - © 2013 twago 18
  20. 20. We changed major topics From... To... Offshoring Outsourcing Marketplace only Combined Marketplace and Memberships All countries immediately Focus on core countries Confidential - © 2013 twago 19
  21. 21. Confidential - © 2013 twago 20
  22. 22. Confidential - © 2013 twago 21
  23. 23. Teambuilding Hire only team members which make you better, not bigger Start Now • Hire only team members which make you better rather than bigger • Use the methods of headhunters: LinkedIN and Xing • Create entrepreneurs – make them responsible • Enable them to take decisions! • Keep your risk under control: Use interns and trainees • Min. duration = 6 months • Really good people = high salaries, compensate with equity, • Make a cut if it doesn’t work • Invest your time: Coaching, coaching, coaching • Celebrate! Confidential - © 2013 twago 22
  24. 24. Don‘t be afraid of paying high salaries for GREAT people – it‘s worth it My Salary Confidential Best Employee - © 2013 twago 23
  25. 25. Create a unique company culture Your team must love to work with you and for you Confidential - © 2013 twago 24
  26. 26. Have fun Confidential - © 2013 twago 25
  27. 27. Confidential - © 2013 twago 26
  28. 28. Friday lunch all together Confidential - © 2013 twago 27
  29. 29. Confidential - © 2013 twago 28
  30. 30. Confidential - © 2013 twago 29
  31. 31. Impressive press coverage with more than 600 positive clippings helps us on the way to a global leader Confidential - © 2013 twago “In countries like Italy, Portugal, Spain and, increasingly, France, where ongoing austerity measures and a tough 30 business climate are having a devastating impact on permanent employment, it’s really encouraging to see Twago growing in these markets” (Top French Tech Blog ,31.01.2013)
  32. 32. Journalists and our users selected twago several times for awards We are honored to have an award winning team Mass media loves us: hundreds of articles worldwide Source: Voting for TheEuropas Award (techcrunch), TheNextWeb, Wirtschaftswoche et.al. Confidential - © 2013 twago 31
  33. 33. Confidential - © 2013 twago 32
  34. 34. Confidential - © 2013 twago 33
  35. 35. Do not start with 3 people overhead – Co-founders should be nerds! Confidential - © 2013 twago 34
  36. 36. Non experienced guys might lead to wrong setup and missing speed later Confidential - © 2013 twago 35
  37. 37. Confidential - © 2013 twago 36
  38. 38. Confidential - © 2013 twago 37
  39. 39. Don‘t be afraid of the holy cows – Be faster with the B-players Confidential - © 2013 twago 38
  40. 40. Confidential - © 2013 twago 39
  41. 41. Confidential - © 2013 twago 40
  42. 42. Stay flexible and ... ... adapt to customer needs and learnings Confidential - © 2013 twago 41
  43. 43. We changed major topics From... To... Offshoring Outsourcing Marketplace only Combined Marketplace and Memberships All countries immediately Focus on core countries Confidential - © 2013 twago 42
  44. 44. Work on the most important topics which solve your problem (recurrings) Put more resources on it Courage for more own ideas Have great people – no divas Confidential - © 2013 twago 43
  45. 45. Confidential - © 2013 twago 44
  46. 46. Building the product – We eat our own food twago made use of outsourcing and offshoring:  Product specification:  Spec. Homepage-Design: Germany  Coding: Russia  Translations: Switzerland  Branding/Name: USA  Design of Webseite: Canada  Design of Company Logo: Which experts to choose depends on  your requirements expertise Savings roughly 60% (Internally) Philipines twago successfully showed the „proof of concept“ – Huge chance for all startups Confidential - © 2013 twago 45
  47. 47. Confidential - © 2013 twago 46
  48. 48. Measure Think Analyze Confidential - © 2013 twago 47
  49. 49. Analyze, analyze, analyze: Measure – think – change! Traffic and customer behaviour Conversion tests (A/B) Key drivers Confidential - © 2013 twago 48
  50. 50. Landing Page Test optimized conversion rates and reduces user acquisition costs significantly Landing Page A/B Test Old Design Improvements New Design  Few words: Focus  „Clean“  Build trust: Verisign Logo, Phone number, green bulltes  Reduce exit-options 3%* 20%* Quelle: twago Confidential - © 2013 twago 49
  51. 51. Confidential - © 2013 twago 50
  52. 52. Confidential - © 2013 twago 51
  53. 53. Funding is very time consuming Ask for enough money Include buffer in your business planning Avoid too many rounds Confidential - © 2013 twago 52
  54. 54. Raising Capital – Welcome to lemming country • The right target group – VCs, Angels, Family offices, Strategic investors • How much? Not 1.0 Mio.! • If you have one, you have many • Expect stupid VCs • Contact them en-block – everybody at the same time, not sequentially • Don‘t use „businessplan@earlybird.com“ • The market is setting your price, not the VC valuation method • Create and show your BATNA (best alternative to negotiated agreement) • You can be peer to everybody • Everything takes longer, expect 6-9 months • Don’t over optimize the percentages • It’s over when it’s over Confidential - © 2013 twago 53
  55. 55. Confidential - © 2013 twago 54
  56. 56. Expect the unexpected Confidential - © 2013 twago 55
  57. 57. Thanks and feel free to follow me... www.facebook.com/gunnarberning www.twitter.com/gunnarberning or email me: Gunnar.Berning@gmail.com Confidential - © 2013 twago 56

×