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BUILDING

STARTUP

TEAMS
oDesk: World’s largest online workplace
$1B in client spend
900K clients
oDesk

4.5M freelancers

Other
online
workplaces
...
Strong growth in hours worked

3
Three trends are driving online work
• Technology: Communication, collaboration,
payment
• Globalization: Accelerating acc...
Ukraine and Russia are emerging powerhouses
• #1 and #2 fastest-growing client
countries (by dollars spent, 2-year CAGR)
•...
CEE / CIS are among the freelance leaders

Thousands

Top 15 Contractor Countries
(Gross Services Earned)
$25,000

$20,000...
Russian hours billed on oDesk growing rapidly
Annual Hours Billed
by Russian Freelancers
1,200,000

970,377

1,000,000

75...
Ukrainian hours billed on oDesk growing rapidly
Annual Hours Billed
by Ukrainian Freelancers
1,400,000
1,180,693

1,200,00...
Competitive global wages

$19.88
Average
hourly rate of
a Ukrainian
developer on
oDesk.
*Q2 2013

Source: oDesk database

...
Explosive Russian Client Growth
Annual Hours Billed
by Russian Clients
90,000
77,124

80,000
70,000
60,000
50,000
40,000
3...
Similar Ukrainian Client Growth
Annual Hours Billed
By Ukrainian Clients
25,000
21,725
20,000

15,000

10,000

4,615

5,00...
From contractors to clients
Clients per 100 Freelancers
For oDesk’s Top Freelancer Countries
Top jobs Russian businesses hire for
Q2 2013 top categories:
(by dollars spent)

1.

Web programming

2.

Mobile apps

3.
...
Freelancer Profile: Igor Zagorodniy
oDesk Freelancer Since: 2011

Current Role: Enterprise Software Developer
Skills: Adob...
Code your way to Silicon Valley
www.codingame.com/odesk
• Contest is 19 Oct 2013, 11:00 to 15:00

• Test your coding skill...
Startups have two things:
An idea

People
Meet the oDesk team
1

yu
rt

Great startups come from
great cofounders

Stratis Karamanlakis
oDesk Co-Founder,
VP of Development
Strong personal relationship
Complementary skills
Shared passion
It’s a marriage
Odysseas on his co-founder
“There were things that I didn’t know how to do
very early on. I knew I couldn’t go from 0 to 1...
2
yu
rt

Recruit customer-centric
utility players
3
yu
rt

Understand the organization you are
building
Reactive Support
Customer Service

Proactive Support

Premium Servic...
What you hire will shift over time
4
yu
rt

Your execs should be the best
recruiters in the company

Greg Stanger
oDesk CFO
Great
people have
great
options
Sell the impact
Sell the exposure
Sell the opportunity
5
yu
rt

Back-channel references are the best
source of candidate feedback
6
yu
rt

Retain your top performers

Gary Swart
oDesk CEO
Impact
Development
Reward
Balance
7
yu
rt

Manage by objective
8
yu
rt

Joy’s Law

“No matter who you are, most of the smartest
people work for someone else.”
Bill Joy
Co-Founder, Sun
Thank you!
@odesk

@molliecarter
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IDCEE 2013: Building Startup Teams - Mollie Carter (Director of Freelancer Marketing @ oDesk)

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As Director of Freelancer Marketing, Mollie Carter brings to oDesk extensive marketing experience in the Internet and software industry.
As an early member of the oDesk team, she led the Product Marketing group, helping oDesk reach $1 billion in cumulative online work. Prior to oDesk, as Director at PayPal, Mollie led the Merchant Acquisition Marketing and Consumer Engagement Marketing divisions, developing and executing customer strategies to help grow payment volume to more than $30B at PayPal's Merchant Services business. Mollie holds an MBA from Harvard Business School, an MA in Sociology from Stanford, and a BA in Economics from Stanford.

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IDCEE 2013: Building Startup Teams - Mollie Carter (Director of Freelancer Marketing @ oDesk)

  1. 1. BUILDING STARTUP TEAMS
  2. 2. oDesk: World’s largest online workplace $1B in client spend 900K clients oDesk 4.5M freelancers Other online workplaces combined 35M hours worked 1.5M jobs posted *Gross services in 2012 exceeded $360M, making us 1.9x our next largest competitor. Source: oDesk database 2
  3. 3. Strong growth in hours worked 3
  4. 4. Three trends are driving online work • Technology: Communication, collaboration, payment • Globalization: Accelerating acceptance of distributed workforces • Economy: Need for flexible, cost-effective talent 4 4
  5. 5. Ukraine and Russia are emerging powerhouses • #1 and #2 fastest-growing client countries (by dollars spent, 2-year CAGR) • #1 and #2 source of engineering talent (by # engineers working for oDesk full-time online) • #4 and #6 contractor countries (by dollars earned in 2012) 5
  6. 6. CEE / CIS are among the freelance leaders Thousands Top 15 Contractor Countries (Gross Services Earned) $25,000 $20,000 $15,000 $10,000 $5,000 $0 Source: oDesk database 6
  7. 7. Russian hours billed on oDesk growing rapidly Annual Hours Billed by Russian Freelancers 1,200,000 970,377 1,000,000 754,376 800,000 600,000 508,484 400,000 332,901 253,830 200,000 0 2008 2009 2010 2011 2012 Source: oDesk database 7
  8. 8. Ukrainian hours billed on oDesk growing rapidly Annual Hours Billed by Ukrainian Freelancers 1,400,000 1,180,693 1,200,000 1,000,000 844,885 800,000 546,882 600,000 400,000 321,157 200,334 200,000 0 2008 2009 2010 2011 2012 Source: oDesk database 8
  9. 9. Competitive global wages $19.88 Average hourly rate of a Ukrainian developer on oDesk. *Q2 2013 Source: oDesk database 9
  10. 10. Explosive Russian Client Growth Annual Hours Billed by Russian Clients 90,000 77,124 80,000 70,000 60,000 50,000 40,000 30,111 30,000 20,000 7,873 10,000 448 865 2008 2009 0 2010 2011 2012 Source: oDesk database 10
  11. 11. Similar Ukrainian Client Growth Annual Hours Billed By Ukrainian Clients 25,000 21,725 20,000 15,000 10,000 4,615 5,000 2,038 38 582 2008 2009 0 2010 2011 2012 Source: oDesk database 11
  12. 12. From contractors to clients Clients per 100 Freelancers For oDesk’s Top Freelancer Countries
  13. 13. Top jobs Russian businesses hire for Q2 2013 top categories: (by dollars spent) 1. Web programming 2. Mobile apps 3. Website project management 4. Website quality assurance (QA) 5. Web design 6. Desktop apps 7. Graphic design 8. Ecommerce 9. Scripts & utilities Tech Non-tech 10. Translation Source: oDesk database 13
  14. 14. Freelancer Profile: Igor Zagorodniy oDesk Freelancer Since: 2011 Current Role: Enterprise Software Developer Skills: Adobe SDK, C#, DBMS, MS Office Average Hourly Rate: $40/ hour “oDesk satisfies all of my needs and gives me employment stability. If I were working locally, I would not earn as much and I wouldn’t be able to get involved in some of the interesting projects I have done. ” – Igor Zagorodniy, Software Developer 14
  15. 15. Code your way to Silicon Valley www.codingame.com/odesk • Contest is 19 Oct 2013, 11:00 to 15:00 • Test your coding skills against Russian and Ukrainian developers • Winner will receive a 1-week trip to Silicon Valley • 5 nights – flight and accommodations included • Visit oDesk, Facebook, Google, eBay and more Source: oDesk database 15
  16. 16. Startups have two things: An idea People
  17. 17. Meet the oDesk team
  18. 18. 1 yu rt Great startups come from great cofounders Stratis Karamanlakis oDesk Co-Founder, VP of Development
  19. 19. Strong personal relationship
  20. 20. Complementary skills
  21. 21. Shared passion
  22. 22. It’s a marriage
  23. 23. Odysseas on his co-founder “There were things that I didn’t know how to do very early on. I knew I couldn’t go from 0 to 1 if I didn’t have someone who could complement my high-entropy, high-energy style by grounding it with an entropy-reducing style. With him I went from 0 to 1 and 1 to 12, where otherwise I would still be making circles around my zero.”
  24. 24. 2 yu rt Recruit customer-centric utility players
  25. 25. 3 yu rt Understand the organization you are building Reactive Support Customer Service Proactive Support Premium Services Marketplace Quality Risk Management Trust & Safety Chargebacks & Disputes Operations Compliance Partner Acquisition Business Development Partner Management Sales & Acquisition Enterprise Account Management Professional Services
  26. 26. What you hire will shift over time
  27. 27. 4 yu rt Your execs should be the best recruiters in the company Greg Stanger oDesk CFO
  28. 28. Great people have great options
  29. 29. Sell the impact
  30. 30. Sell the exposure
  31. 31. Sell the opportunity
  32. 32. 5 yu rt Back-channel references are the best source of candidate feedback
  33. 33. 6 yu rt Retain your top performers Gary Swart oDesk CEO
  34. 34. Impact
  35. 35. Development
  36. 36. Reward
  37. 37. Balance
  38. 38. 7 yu rt Manage by objective
  39. 39. 8 yu rt Joy’s Law “No matter who you are, most of the smartest people work for someone else.” Bill Joy Co-Founder, Sun
  40. 40. Thank you! @odesk @molliecarter

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