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The Scaleup Project:
What is a Scaleup
and The Scaleup Lifecycle Model
StrategyFest Webinar Series
September 19, 2017
Dave...
Outline
• What is a Scaleup
• Introduction to the Scaleup Lifecycle Model
• Dimensions of the Scaleup
(c)2017 Davender Gup...
What is a Scaleup
• More than a Unicorn
• OCDE definition
• The Scaleup Menagerie
• Extending the Steve Blank Definition
3...
OCDE Definition of Scaleup
A scaleup (company) is a company who has an average annualized
return of at least 20% in the pa...
The Scaleup Menagerie
5(c)2017 Davender Gupta. All rights reserved. davender@davender.com 514-448-1894
Extending the Steve Blank definition
• If Startup is “an organization formed to search for a repeatable and
scalable busin...
The Scaleup Lifecycle Model
• Startup Model
• Scaleup Models
• The Scaleup Lifecycle Model
7(c)2017 Davender Gupta. All ri...
The Scaleup Lifecycle Model
8(c)2017 Davender Gupta. All rights reserved. davender@davender.com 514-448-1894
Scaleup Lifecycle Model
Preparation Beachhead Surge Consolidation Maturity
Description Ensuring solid
evidence of product-...
The Two-Stage Hypothesis
• First stage – becoming a “rabbit” » leading local beachhead market
• Second stage – becoming a ...
Dimensions
• Scaling the Market
• Scaling the Business Model
• Scaling the Systems
• Scaling Leadership and Culture
• Scal...
For more information
• Davender Gupta, The Scaleup Project
davender@davender.com
514-296-6288 (mobile)
http://linkedin.com...
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StrategyFest - What is a Scaleup and the Scaleup Lifecycle Model

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Prior to 2011, startup founders had to discover what worked and what didn't, mostly through trial and error. Then the research published by Max Marmer (Startup Genome), Eric Ries (Lean Startup), Steve Blank (Customer Discovery) and others provided a more evidence-based and systematic process to guide entrepreneurs from idea generation through validation and initial launch. These frameworks greatly increased the quality and success rate of entrepreneurs, while reducing risk and cost.
However, most of these frameworks end at market entry, treating the rest of the process as a generic "scaleup" phase. In reality, scaleup is now the riskiest and most capital-intensive part of launching.
My basic hypothesis is that there is a "scaleup framework" with distinct phases, priorities and success criteria, which can be used by entrepreneurs, investors and ecosystem managers to reduce the risk of scaling up while improving the success rate.

For audio and webinar recording see https://youtu.be/5Yuc7fuIhk4

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StrategyFest - What is a Scaleup and the Scaleup Lifecycle Model

  1. 1. The Scaleup Project: What is a Scaleup and The Scaleup Lifecycle Model StrategyFest Webinar Series September 19, 2017 Davender Gupta Co-Founder and Venture Strategist, The Scaleup Project www.TheScaleupProject.com scaleup.davender.com 514-448-1894 davender@davender.com (c)2017 Davender Gupta. All rights reserved. davender@davender.com 514-448-1894 1
  2. 2. Outline • What is a Scaleup • Introduction to the Scaleup Lifecycle Model • Dimensions of the Scaleup (c)2017 Davender Gupta. All rights reserved. davender@davender.com 514-448-1894 2
  3. 3. What is a Scaleup • More than a Unicorn • OCDE definition • The Scaleup Menagerie • Extending the Steve Blank Definition 3(c)2017 Davender Gupta. All rights reserved. davender@davender.com 514-448-1894
  4. 4. OCDE Definition of Scaleup A scaleup (company) is a company who has an average annualized return of at least 20% in the past 3 years with at least 10 employees in the beginning of the period (OECD, 2007)[1] 4(c)2017 Davender Gupta. All rights reserved. davender@davender.com 514-448-1894
  5. 5. The Scaleup Menagerie 5(c)2017 Davender Gupta. All rights reserved. davender@davender.com 514-448-1894
  6. 6. Extending the Steve Blank definition • If Startup is “an organization formed to search for a repeatable and scalable business model” [Steve Blank] • Then a Scaleup is “an organization formed to establish the foundation, skills and systems to create, deliver and harvest value in order to capture sufficient market share to influence the market”. 6(c)2017 Davender Gupta. All rights reserved. davender@davender.com 514-448-1894 https://steveblank.com/2010/01/25/whats-a-startup-first-principles/
  7. 7. The Scaleup Lifecycle Model • Startup Model • Scaleup Models • The Scaleup Lifecycle Model 7(c)2017 Davender Gupta. All rights reserved. davender@davender.com 514-448-1894
  8. 8. The Scaleup Lifecycle Model 8(c)2017 Davender Gupta. All rights reserved. davender@davender.com 514-448-1894
  9. 9. Scaleup Lifecycle Model Preparation Beachhead Surge Consolidation Maturity Description Ensuring solid evidence of product- market fit and starting value proposition Entering the market, gain momentum from early adopters, finding the Reference Client to give us credibility with Pragmatists All resources focused on capturing or creating market share. Momentum is of the essence Become the go-to standard for the market Evolving the business model to become the de-facto monopoly of the market Customers (Moore Tech Adoption Cycle) Insiders Enthusiasts Visionaries Reference Client Leap the chasm from Visionaries to Pragmatists Pragmatists and early Conservatives Maintain mass market (Conservatives) Key Question Do we have a clear value proposition and beachhead market How to not get distracted by Enthusiasts and Visionaries/ Finding the Reference Client Do we continue, shut down or pivot hard to avoid valley of death When do we switch our strategy priorities from building valuation/market share to building revenues How to become the de-facto monopoly of the market 9(c)2017 Davender Gupta. All rights reserved. davender@davender.com 514-448-1894
  10. 10. The Two-Stage Hypothesis • First stage – becoming a “rabbit” » leading local beachhead market • Second stage – becoming a “gazelle” » first exports 10(c)2017 Davender Gupta. All rights reserved. davender@davender.com 514-448-1894
  11. 11. Dimensions • Scaling the Market • Scaling the Business Model • Scaling the Systems • Scaling Leadership and Culture • Scaling the Finances Additional topic: • Scaling for Resilience and Anti-Fragility 11(c)2017 Davender Gupta. All rights reserved. davender@davender.com 514-448-1894
  12. 12. For more information • Davender Gupta, The Scaleup Project davender@davender.com 514-296-6288 (mobile) http://linkedin.com/in/coachdavender http://facebook.com/coachdavender http://scaleup.davender.com http://TheScaleupProject.launchrock.com 12(c)2017 Davender Gupta. All rights reserved. davender@davender.com 514-448-1894

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