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www.BrandEntrepreneurs.com
12016 FREE BUSINESS BOOT CAMP USA TOUR
Who, What, When, & Why
2
Who-
• BrandEntrepreneurs.com is a project
initiative
By Christine S. Ntim & Einstein Ntim
What-
...
BOOTCAMPS
www.BrandEntrepreneurs.com
Boston-Oct
15
NYC- July 31
DC-Oct 2
NYC-Aug
SFO-Sept 6
Follow Us on Social Media
In 6 Months we mentored over 2000+
entrepreneurs! Join the movement!
So what’s next? We will con...
Get the E-Book Summary
https://csouffrantntim-
com.myshopify.com/collections/frontpage/p
roducts/how-to-launch-scale-your-...
www.BrandEntrepreneurs.com
6NYC SPEAKERS
Press, Media, Marketing Panel
7
www.BrandEntrepreneurs.com
Funding Panel
8
www.BrandEntrepreneurs.com
LEGAL 101
Speaker-Richa Naujoks from Nixon
Peabody
9
SOCIAL IMPACT 101
Panel-Bulbul Gupta, Sergei Revzin
10
BRANDING 101
Speaker- Susan Solomon, Lynne Johnson
11
Startup Ecosystem Panel
12
www.BrandEntrepreneurs.com
Forbes 30 Under 30 Panel
13
www.CSouffrant.com
VINCENT- GROWTH
HACKING
Speaker
PRESS, MARKETING,
MEDIA
Panel
STARTUP ECOSYSTEM
SPEAKERS
ACCELERATORS & EVENTS
MINA SALIB
BRIAN ANTOLIN,
KATYA DOROZHKINA,
www.BrandEntrepreneurs.com
MEDIA & ENTREPRENEURSHIP
GEORGIE-ANN GETTON
DAVIDA ARNOLD, NATASHA
ISRANI, LISA WANG
NSI OBOTETUKUDO
www.BrandEntrepreneur...
CUSTOMER
ACQUISITION 101
Speaker-Angela Lee
18
Angela Lee
Founder (37 Angels)
Assistant Dean (Columbia Business School)
ABC’s of Customer Acquisition
 37 Angels LLC – All Rights Reserved 20
What we’ll cover today
How to scalably acquire customers?
Who is your customer?
 37 Angels LLC – All Rights Reserved 21
What we’ll cover today
How to scalably acquire customers?
Who is your customer?
 37 Angels LLC – All Rights Reserved 22
Who is their customer?
 37 Angels LLC – All Rights Reserved 23
Who is your customer?
Demographic
 Gender
 Age
 Income
 Location
Psychographi...
 37 Angels LLC – All Rights Reserved 24
Who is their customer?
All hotels in [city] are booked
I want a cheaper option th...
 37 Angels LLC – All Rights Reserved 25
Who is their customer?
 37 Angels LLC – All Rights Reserved 26
What we’ll cover today
How to scalably acquire customers?
Who is your customer?
 37 Angels LLC – All Rights Reserved 27
How are you acquiring customers?
We’ve done no
marketing!
We only need to
capture...
 37 Angels LLC – All Rights Reserved 28
How are you acquiring customers?
Channel ChannelChannel
ChannelChannel
Unaware ta...
 37 Angels LLC – All Rights Reserved 29
Example 1: B2C
Example 1 – B2C
Campus
Tabling
Response best with x
message at y time
Direct
Mail
SEO
Influencer
Marketing
Email
Campus am...
31
Example 2 – B2B
Cold
Calling
Identified decision maker and
path to them / purchase
Direct
Mail
SEO
Trade
shows
Referral
Pa...
TractionBook.com
33
Have you tested multiple channels?
34
1) Viral Marketing
2) Public Relations (PR)
3) Unconventional PR
4) Search Engine Ma...
 37 Angels LLC – All Rights Reserved 35
Additional resources
• 10 Slides Investors Want (Slideshare AngelaWLee)
• 16 Star...
 37 Angels LLC – All Rights Reserved 36
Thank You
@37AngelsNY
@angelawlee
TOP LESSONS OF
ENTREPRENEURS
Speakers-Davida, Georgie, Samira
37
DAVIDA ARNOLD
@GIRLGAMECHANGER
The 3 KEYS
Top Tips for Entrepreneurs
DAVIDA ARNOLD
@GIRLGAMECHANGER
Stay Woke
• Rise
• Shine
• Grind
• What do you love?
• How will you support what you
love?
• Who will love it too?
@GIRLGAMECHANGER
If You Love It, Do It
•...
• What do you love?
• How will you support what you
love?
• Who will love it too?
@GIRLGAMECHANGER
#TrustYourLight
• Back ...
Thank you
davida.E.arnold
@GirlGameChanger
Georgie-Ann Getton-Mckoy
CEO & Founder of Illicit Mind
Inc
Find me
@GeorgieBeHumble
Georgie@illicitmind.com
5 Lessons for Entrepreneurs
@GeorgieBeHumble
You will fail,
suck it up!
@GeorgieBeHumble
Stop NETWORKING
Start CONNECTING!
@GeorgieBeHumble
Eat
Sleep
Hustle
REPEAT.
@GeorgieBeHumble
GSD -----------------------------------------
-----------------------------------------------
----------------------------...
OWN IT !
@GeorgieBeHumble
SPEAKER TY HEALTH
Marketing Leads
5
1
5
2
5
3
5
5
5
6
5
7
5
8
4
60
OWN YOUR OWN MARKETING
Source: Eloqua, Kapost
Customer Journey
65
66
Content Engineering
71
72
WHAT DOES YOUR
Content ENGINE
LOOK LIKE?
Creating Quality Content
IT'S DOESN’T HAVE TO BE THAT HARD
Tools: Asana, Google Docs, Basecamp, Trello, Hubspot, CoSchedule
Map Out Editorial Plan
Promote Powerfully
https://www.useronboard.com
77
Source: Matthew Barby and KISSmetrics
Measure
Performance
85
86
Subscribe to My Blog
bit.ly/spectacledblog
87
88
Tyrona (Ty) Heath is the Global Lead for Agency and
Partner Program Development at LinkedIn. Ty is also the
Founder of ...
BEHIND THE SCENES
LEGAL & VC
RICHA
LYNN LOACKER,
MICHAEL MACCOMBIE
www.BrandEntrepreneurs.com
THE THING ABOUT
STORYTELLING…
Mike MacCombie
Michael.maccombie@gmail.co
m
@mikemaccombie
www.BrandEntrepreneurs.com
98BOSTON SPEAKERS
STARTUP ECOSYSTEM
SPEAKERS
MEGAN CORSON
JOANNE MARKOW
KIT PANG
PAUL VARADIAN
www.BrandEntrepreneurs.com
SOCIAL IMPACT 101
SPEAKER: SUSAN
MUSINSKY
www.BrandEntrepreneurs.com
101
Our Approach and Impact
Saturday, October 15
102
The Social Innovation Forum
builds networks that create social change
103
Our Investor & Supporter Community
2,672
Funders, Business Leaders,
Philanthropists
1,845
Attendees at
46 Events
102
F...
104
SIF Core Programs 2016
75 portfolio organizations
13th year
171 applicants →
8 orgs
24 month program
115+ volunteer ro...
105
Our Approach
• Partner
• Select
• Accelerate
• Build Networks
• Measure
106
SIF’s Accelerator is designed to help
innovators move their work to the next level
• One-on-one Consulting
• Executive...
107
200,000+ lives
impacted in 2015
Over $24
Million
Cash and In-kind
services to
portfolio groups
2x
Innovator
revenue gr...
108
Select Past Innovators and Entrepreneurs
109
Margaret
Stewart
Lindsay
Foundation
The Fish Family
Foundation
Many Individual Angel and Family Funders
Our Key Funder...
110
Thanks!
Susan Musinsky
Social Innovation Forum
617-492-2305
PRESS & MARKETING
SPEAKERS
EBONY REED (ASSOCIATED
PRESS)
CHRISTINE HEALY (BOSTON
INNO)
www.BrandEntrepreneurs.com
FUNDING 101SPEAKERS:
PAUL
VARADIAN(ADVISOR,INVESTOR)
JASON KRAUS (PREPARE 4 VC)
www.BrandEntrepreneurs.com
Funding your
Startup
By Jason Kraus
Background
Types of outside funding
Angel Funding
-Early stage, high
growth innovation
VC funding
-Larger deals and
further along tha...
What problem does
your company solve?
(Problem slide) Why should we invest
and why now?
(Marketing/Growth
plan, Financial
...
5 Most common pitch deck mistakes
Too Much Info Not enough Info
Not knowing your
competition
Not backing up
valuation
Not ...
Step 1 Step 2 Step3 Step 4 Step 5
Use revenue multiples of
comparable sales to
determine future sale value
(year 5)
Resear...
Q&A session
Please contact Jason Kraus with
any further questions:
Jason@prepare4vc.com
508-444-2571
Thanks!
BRANDING 101
WORKSHOP
DOUG FOX
www.BrandEntrepreneurs.com
Myths & Mistakes Of Startup Branding
Who am I?
• 20+ year marketing strategist
• Significant global brand experience
- Audience-centric platforms
- Simplifying complicat...
From B2C to B2B and
beyond
Brand Fox is a marketing consultancy
specializing in building dynamic and
impactful brands that will connect
emotionally a...
• What is a brand?
• What mistakes to avoid?
• Positioning Workshop
• Q&A
Agenda
What is a
Brand?
• Bullets
• more
• more
• more
- level 2
Title here
• “We already have a logo”
• “We’re not advertising”
• “We’ll grow virally”
• “Our _________ is better”
• “We don’t target...
A person’s gut
feeling about a
product, service
or company
Brand defined:
• Customers/Users
• Prospects
• Investors
• Media
• Partners
• Employees
• Friends/Family
Person =
• Gap exists between desired and reality
- Harder than ever to control brand
• People come to know brands by the
problems ...
• Strategy
• Culture
• HR
• Financial
And your brand impacts a
lot
Top 5 Mistakes
• Sharpen your focus
- What you are/aren’t
- Who you target/don’t
- Art of relentless reduction
• Simplify your message
- ...
Message maps bring
discipline
3 is the magic number
Actifio, the Protection and
Availability Storage (PAS)
platform company, pioneered the
industry’s first storage systems
op...
For businesses that depend on
their data, Actifio provides data
management solutions that
improve resiliency, agility and
...
• Study your audience deeply
• Understand their wants, needs and desires
• Validate your approach
• Demonstrate you unders...
Evertrue
• Advancement Software
for Higher Education
• Looks like consultant company
more than software
• Deep audience un...
• ‘What’ you do matters to audiences
• ‘How’ you do it is more differentiating
• ‘Why’ you do it is more motivating
• Unco...
Zipcar
• What? – Car sharing service
• How? – Technology improved
member experience
• Why? – Too many cars on
the road – C...
• Customers make all decisions emotionally
and justify them rationally
• Uncover emotional benefits of your offering
• Con...
HubSpot
• “Marketing Love”
• Deep emotional connection
• “Create Marketing People
Love”
• “Learn Lovable Marketing”
• Brand stewardship starts internally
• Employees=brand reality
• Brand training
• Ability to communicate
• Live the brand...
Zappos family values
- Deliver WOW through service
- Embrace and drive change
- Create fun and a little weirdness
- Be adv...
In summary
• Brand matters
• Focus, Focus, Focus
• Know your audience intimately
• Uncover the ‘Why’
• Connect emotionally, then rati...
Positioning
Exercise
1. Inventory messages
2. Find the blue sky
3. Find your point
4. Craft positionings
5. Validate
6. Build the house
Positio...
• What you do
• How you do it different
• Why it matters
1. Inventory messages
What you do
How you do it different
Why it matters
Leader
Innovator
Superior
Product
Domai
n
Expert
Low
Risk
Value
Provider
Customer
Intimate
Operational
Excellence
Comprehe...
• Leader
- Not credible or audience centric
• Innovator
- Innovation is risk - creates funnel mud
• Comprehensive Solution...
3. Find your point
Organizational
Strengths
Market
Needs
Competition
Competitive Disadvantage
Competitive Advantage Commod...
Organizational
Strengths
Marketplace
Needs
Competitor
Positions
Competitor 3
Competitor 2
Strength 2
Strength 3
Strength 1...
• Shortest, succinct message that:
- Communicates what, how, why
- Relevant to audience needs
- Credible to your offering
...
• Avoid the biz school formula
- For __________________________ our
__________________________
provides __________________...
• Stop waiting days for blood culture results.
T2Candida accurately diagnoses sepsis
pathogens in 3-5 hours
• GoPure conti...
• Confirm they get the point
- Key Message
- Compelling
- Clear in presenting benefit
- Relevant to needs
- Credible
• Ask...
6. Build the house
Questions?
Doug Fox
www.quickbrandfox.com
@dougiefox
doug@quickbrandfox.com
617-548-3804
Shouldn’t your
brand
be a little
more Foxy?
www.BrandEntrepreneurs.com
174SFO SPEAKERS
STARTUP ECOSYSTEM
SPEAKERS
ANITHA VADAVATHA
SCOTT SAMBUCCI
MARK SACKETT
www.BrandEntrepreneurs.com
PRESS & MARKETING
SPEAKER MASHA
DROKOVA
www.BrandEntrepreneurs.com
LEGAL 101 SPEAKER
DEBRA VERNON
www.BrandEntrepreneurs.com
Top 10 Tips
on Legal Issues for
Startup Founders
* * *
Draper University
September 6, 2016
Debra Vernon, Esq.
DLA Piper LL...
Branding
179September 6, 2016
Picking the Company Name
Tip # 1: Focus time, energy and money on
naming the business
• Branding is valuable
• You will av...
Legal Steps - Name Availability
• Secretary of State Offices registration searches in states
of incorporation and headquar...
Formation
182September 6, 2016
Delaware C Corp
Tip #2: Form a Delaware C corporation
• It is a mistake to skip formation, because this limits
liability t...
What are the other options?
• C Corp is the most popular entity for tech startups
• Other options:
o S Corp
 Cannot issue...
Why Delaware?
• Delaware law is predictable
• Delaware courts are business favorable
• Delaware Secretary of State is cust...
Limited Liability
Tip #3: Observe corporate formalities
• Corporate form prevents “piercing the corporate veil”
• Separate...
Keep it Simple
Tip #4: Keep it simple
• Early stage legal is not the place to get creative
• Unique concepts => larger val...
Formation Pitfalls
Tip #5: Set the structure and sign all documents
• Commit to the cap table, buy-back rights, roles,
res...
DIY Headaches
Tip #6: Don’t DIY! Bad things can happen!
• DIY websites don’t notify users about all deadlines
• Random doc...
DIY Headaches
Tip #6…: Don’t try this at home!
Missed 83b election deadlines:
o Section 83(b) election is filed with the I...
DIY Headaches
Tip #6…: DIY Costs More Later in Corporate Cleanup
Legal costs will be higher in the long run
when you don’t...
Stock Tips
192September 6, 2016
Stock = Precious Currency
Stock can help motivate and compensate the team and
outside service providers when cash is scarc...
It’s a Beautiful Thing
• Startups can have a low valuation at formation
• This translates into a low share purchase price ...
Don’t Blow the Option Plan
Tip #7: Don’t mess up your common stock pricing!
• Issuing common to investors at a high price ...
Sample Cap Table
196September 6, 2016
Investors
197September 6, 2016
Early Funding Sources
• Bootstrapping
• Friends and family
• Seed rounds
o Individual angel investors
o Angel funds
o Incu...
Early Funding Sources
Tip #8A: Limit the number of friends and family
Big F&F rounds create issues
• Sales of stock are su...
VC & CVC
• Most startups need outside funding to grow
• Raising from institutional investors has pros and cons:
o Industry...
Targeted Fundraising
Thursday, 9/22/16
SKTA Innopartners
310 De Guigne Drive, Sunnyvale, CA 94085
6:00 pm – 8:00 pm
Networ...
Intellectual Property
202September 6, 2016
Intellectual Property Protection
IP is one of the company’s most valuable assets
• Competitive advantage to enforce IP rig...
IP Creation and Ownership
• Employees and consultants create IP for the company
• Enter into a Proprietary Information and...
Trade Secrets
Tip #9: Tiered and protected disclosure is key!
o Build trust and confidence
o Disclose in stages over time
...
Non Disclosure Agreements (NDAs)
• NDAs can facilitate high level discussions
• Useful with:
o Strategic partners
o Consul...
Hiring
207September 6, 2016
More Employees = More Laws
The more you hire, the more employment laws will apply to
your company.
• 1 employee - subject ...
Good Hiring Practices
Tip #10: The use of a third party outsourced HR
provider = less time devoted to employment disputes,...
Good Hiring Practices
• Basic employment documentation
o Stock option documents - Plan, Notice of Stock Option Grant, and
...
Startups also need…
211September 6, 2016
Insurance
Start with:
• General liability insurance
• Cyber insurance - privacy and data security
• Privacy policy and ter...
FUNDING 101
SPEAKER
LAINA GREENE
www.BrandEntrepreneurs.com
Laina Greene
laina@angelsofimpact.com
Co-founder
& Founder of GETIT, Inc
6th September, 2016
Trusted network of
angels for impact
Laina Greene
Audrey Tan
Lizzy Hawkins
Access to
markets
Access to
Capacity
building
A...
Overturning unconscious bias
& showing women are good investments
A ratio of 3:1 indicates that an investment of £1
deliv...
Impact funding
How to know your investor?
© GIIN
How to know if you fit their criteria?
What to put in your pitch?
And/Or “Emotion and Story”
Hatch for Good
Your own clarity can help your
chances of success
For more info email me
laina@angelsofimpact.com
BRANDING 101
SPEAKERS
MICHIEL RAUWS
MONICA PHILLIPS
KYLE SILVESTRO
www.BrandEntrepreneurs.com
X2.AI
“Providing quality mental healthcare,
regardlessofincome orlocation”
Michael Rauws | Michael@x2.ai
Founder,ChiefExec...
psychological chatbot
to provide psychological support
© 2016X2AI Inc | Questions tomichael@x2ai.com
How wecreate value
• Hospitals /Health Insurance Companies
• Behavioral Health: allowing psychologists to care for 50
inst...
• Innovationfor NGO’s
• Startups to proveproduct
• Expenses are covered
• Empowering Syrianrefugees in Lebanon
• Continuou...
© 2016X2AI Inc | Questions tomichael@x2ai.com
Singularity University : Field Innovation Exchange
• Put your words into act...
Don’t be Uber for cats
• Do people really care? Am I really making their lives better?
Text Tess: +1-650-229-5556
Michael@X2ai.com
© 2016X2AI Inc | Questions tomichael@x2ai.com
232
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235
236
What’s a Brand
237
What’s Data
238
239
240
241
o’s the first to know if the mall is going to be emp
242
243
2,000,000,000
(BILLION)
5,479,452 Documents per day
228,310 Documents per hour
3,805 Documents per minute
63 Documents per...
245
246
247
How do we find Peter?
248
What’s Sarah’s biggest
problem?
She know’s very little about Peter
249
What’s Sarah’s biggest
problem?
She know’s very little Peter
250
What’s Sarah’s biggest
problem?
Missed Opportunities
251
252
253
254
How do you find people who
believe what you believe?
255
Content
256
257
Visceral
258
Viral
Data is the backbone of
decision making.
259
Data is the backbone of
decision making.
260
TRUST is the backbone
of decision making.
261
262
Welcome to the new
conversation
263
264
• www.sytrue.com
• kyle@sytrue.com
• Twitter: @ClinicalNLP
• Twitter: @SyTrueinc
• Facebook:
https://www.facebook.com/Sytr...
www.BrandEntrepreneurs.com
266DC Speakers
STARTUP ECOSYSTEM
SPEAKERS
GIROLAMA BUI,
ANDREW C,
AMANDA GANT,
SALEEMA VELLANI
www.BrandEntrepreneurs.com
PRESS & MARKETING
SPEAKERS
LISA R. ROEPE (FAST COMPANY)
ERIC H SCHWARTZ (DCINNO)
www.Csouffrantntim.com
SPOTLIGHT
ENTREPRENEURS
ELEN AWALOM, ARAD
MALHOTRA, GRANT ERHUANGA,
BARIKA EDWARDS,
www.csouffrantntim.com
GOVERNMENT PANEL
PATRICK KIRWAN,
ANTWAUN GRIFFIN
www.Brandentrepreneurs.com
Intro to Startup
Global
Expanding international trade assistance
for early-stage companies
U.S. Department of Commerce - N...
Why should U.S. startups think
internationally?
• World consumers have a
proven demand for U.S.
goods and services
• 96 pe...
Why should U.S. startups think
internationally?
• Many U.S. startups, when
connected with the proper
resources, have
demon...
Advantages of Startups vs.
Traditional SMEs
Startups Traditional SMEs
Unconstrained by
Geography:
Aggressively pursue grow...
What are the Challenges Facing
Startups Seeking International
Expansion?
• Prohibitive costs:
Business and market developm...
What are the Challenges Facing
Startups Seeking International
Expansion?
• Finding Reputable Partners:
Many startups strug...
Why “Startup Global”?
• The Startup Global initiative helps
entrepreneurs and early-stage
companies think globally from da...
How is aTypical Startup Global Event
Structured?
• StartupGlobal programs include
day-long educational seminars in
partner...
KeyTakeaways
• Early-stage companies seeking to enter global markets face difficult
headwinds including insufficient capit...
LEGAL SPEAKER TOP
TIPS
RADIANCE HARRIS
www.BrandEntrepreneurs.com
Radiance W. Harris
282
About Me
• Founder and Managing
Attorney of Radiance IP Law
• Previously worked at major
global law firm representing
...
283
DISCLAIMER
This content is a resource for educational and
informational purposes, does not constitute legal
advice, an...
Top 10 Legal Tips & Tactics
284
1. Choose a distinctive business name
2. Do a trademark/name availability search at the
ou...
Top 10 Legal Tips & Tactics
285
6. Protect intellectual property
• Trademarks - http://www.uspto.gov/trademark
• Patents –...
286
Radiance W. Harris, Esq.
301-367-3433
rharris@radianceiplaw.com
Sign up for my FREE legal cheat sheet for
start ups an...
www.BrandEntrepreneurs.com
2872016 BUSINESS BOOT CAMPS
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
2016 Brandentrepreneurs Business Boot Camps Speakers
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2016 Brandentrepreneurs Business Boot Camps Speakers

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In 6 Months we mentored over 2000+ entrepreneurs! Join the movement!
We’re changing the game- one city at a time.Each year we host the annual business boot camp in different cities around the world. Entrepreneurs are taught all stages of startup development (funding, beta testing, product development, customer acquisition, legal, marketing, press, team building, social impact,partnerships and more). We teach in 15-minute workshop formats followed by a panel of experts to provide different perspectives on each stage of business development.

So what’s next? We will continue these boot camps in 2017! We cover ideation, product development, customer acquisition, marketing, funding and branding! Also-Each week we share top tips and funding prizes with the network. Follow to get access!
http://brandentrepreneurs.com/

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2016 Brandentrepreneurs Business Boot Camps Speakers

  1. 1. www.BrandEntrepreneurs.com 12016 FREE BUSINESS BOOT CAMP USA TOUR
  2. 2. Who, What, When, & Why 2 Who- • BrandEntrepreneurs.com is a project initiative By Christine S. Ntim & Einstein Ntim What- • It is also the home of the ultimate business boot camp for entrepreneurs A.B.B.C When- • The A.B.B.C will be hosted in 10 cities around the world this year from July to December Why- • Startup events is now its own industry and founders are not getting any value. We’re changing this with our global programs and resources! www.BrandEntrepreneurs.com
  3. 3. BOOTCAMPS www.BrandEntrepreneurs.com Boston-Oct 15 NYC- July 31 DC-Oct 2 NYC-Aug SFO-Sept 6
  4. 4. Follow Us on Social Media In 6 Months we mentored over 2000+ entrepreneurs! Join the movement! So what’s next? We will continue these boot camps in 2017! We cover ideation, product development, customer acquisition, marketing, funding and branding! Also-Each week we share top tips and funding prizes with the network. Follow to get access! Facebook:https://www.facebook.com/brandentr epreneurs/ T-Shirt: https://teespring.com/brandentrepreneurs Meetup Group https://www.meetup.com/brandentrepreneurs/ Newsletter: http://brandentrepreneurs.com/www.BrandEntrepreneurs.com
  5. 5. Get the E-Book Summary https://csouffrantntim- com.myshopify.com/collections/frontpage/p roducts/how-to-launch-scale-your-startup- in-6-months For a limited time only, we are pricing this blueprint guide book for 99cents! www.CsouffrantNtim.com What's Inside? -24 HR Start List -24 HR Audit List Learn how to: -Code a MVP app & website -Raise $250k in free money -Get featured in global press for free
  6. 6. www.BrandEntrepreneurs.com 6NYC SPEAKERS
  7. 7. Press, Media, Marketing Panel 7 www.BrandEntrepreneurs.com
  8. 8. Funding Panel 8 www.BrandEntrepreneurs.com
  9. 9. LEGAL 101 Speaker-Richa Naujoks from Nixon Peabody 9
  10. 10. SOCIAL IMPACT 101 Panel-Bulbul Gupta, Sergei Revzin 10
  11. 11. BRANDING 101 Speaker- Susan Solomon, Lynne Johnson 11
  12. 12. Startup Ecosystem Panel 12 www.BrandEntrepreneurs.com
  13. 13. Forbes 30 Under 30 Panel 13 www.CSouffrant.com
  14. 14. VINCENT- GROWTH HACKING Speaker
  15. 15. PRESS, MARKETING, MEDIA Panel
  16. 16. STARTUP ECOSYSTEM SPEAKERS ACCELERATORS & EVENTS MINA SALIB BRIAN ANTOLIN, KATYA DOROZHKINA, www.BrandEntrepreneurs.com
  17. 17. MEDIA & ENTREPRENEURSHIP GEORGIE-ANN GETTON DAVIDA ARNOLD, NATASHA ISRANI, LISA WANG NSI OBOTETUKUDO www.BrandEntrepreneurs.com
  18. 18. CUSTOMER ACQUISITION 101 Speaker-Angela Lee 18
  19. 19. Angela Lee Founder (37 Angels) Assistant Dean (Columbia Business School) ABC’s of Customer Acquisition
  20. 20.  37 Angels LLC – All Rights Reserved 20 What we’ll cover today How to scalably acquire customers? Who is your customer?
  21. 21.  37 Angels LLC – All Rights Reserved 21 What we’ll cover today How to scalably acquire customers? Who is your customer?
  22. 22.  37 Angels LLC – All Rights Reserved 22 Who is their customer?
  23. 23.  37 Angels LLC – All Rights Reserved 23 Who is your customer? Demographic  Gender  Age  Income  Location Psychographic  Personality  Interests  Values  Lifestyle Use case  Pain point  Problem solved  Value added  Way to approach
  24. 24.  37 Angels LLC – All Rights Reserved 24 Who is their customer? All hotels in [city] are booked I want a cheaper option than hotels I want to experience home away from home I want a more personal, unique travel experience
  25. 25.  37 Angels LLC – All Rights Reserved 25 Who is their customer?
  26. 26.  37 Angels LLC – All Rights Reserved 26 What we’ll cover today How to scalably acquire customers? Who is your customer?
  27. 27.  37 Angels LLC – All Rights Reserved 27 How are you acquiring customers? We’ve done no marketing! We only need to capture 1% of the market….
  28. 28.  37 Angels LLC – All Rights Reserved 28 How are you acquiring customers? Channel ChannelChannel ChannelChannel Unaware target market Prospects Leads Customers
  29. 29.  37 Angels LLC – All Rights Reserved 29 Example 1: B2C
  30. 30. Example 1 – B2C Campus Tabling Response best with x message at y time Direct Mail SEO Influencer Marketing Email Campus ambassador = $60/hr Cost to acquire customer (CAC) = $20 Customer lifetime value (CLV) = $100 100 parents walk by in 1 hour 20 give email address 10 open email 3 Cust. 30
  31. 31. 31
  32. 32. Example 2 – B2B Cold Calling Identified decision maker and path to them / purchase Direct Mail SEO Trade shows Referral Partners Salesperson salary = $10K/mo CAC = $10K CLV = $30K? Retention rate in year 2 = ? 50 cold calls a month 10 meetings with leads 4 meetings with purchaser 1 Client Team knows timing to close (SMB / enterprise) 32
  33. 33. TractionBook.com 33
  34. 34. Have you tested multiple channels? 34 1) Viral Marketing 2) Public Relations (PR) 3) Unconventional PR 4) Search Engine Marketing 5) Social and Display Ads 6) Offline Ads 7) Search Engine Optimization 8) Content Marketing 9) Email Marketing 10) Engineering as Marketing 11) Target Market Blogs 12) Business Development 13) Sales 14) Affiliate Programs 15) Existing Platforms 16) Trade Shows 17) Offline Events 18) Speaking Engagements 19) Community Building Source: Tractionbook.com
  35. 35.  37 Angels LLC – All Rights Reserved 35 Additional resources • 10 Slides Investors Want (Slideshare AngelaWLee) • 16 Startup Metrics (Andressen Horowitz) • 37angels.com/resources • Lean Startup by Eric Reis • Traction by Gabriel Weinberg
  36. 36.  37 Angels LLC – All Rights Reserved 36 Thank You @37AngelsNY @angelawlee
  37. 37. TOP LESSONS OF ENTREPRENEURS Speakers-Davida, Georgie, Samira 37
  38. 38. DAVIDA ARNOLD @GIRLGAMECHANGER The 3 KEYS Top Tips for Entrepreneurs
  39. 39. DAVIDA ARNOLD @GIRLGAMECHANGER Stay Woke • Rise • Shine • Grind
  40. 40. • What do you love? • How will you support what you love? • Who will love it too? @GIRLGAMECHANGER If You Love It, Do It • What do you love? • How will you get it? • Who will love it back?
  41. 41. • What do you love? • How will you support what you love? • Who will love it too? @GIRLGAMECHANGER #TrustYourLight • Back off, but never down • Pivot • Tell your best story
  42. 42. Thank you davida.E.arnold @GirlGameChanger
  43. 43. Georgie-Ann Getton-Mckoy CEO & Founder of Illicit Mind Inc Find me @GeorgieBeHumble Georgie@illicitmind.com
  44. 44. 5 Lessons for Entrepreneurs @GeorgieBeHumble
  45. 45. You will fail, suck it up! @GeorgieBeHumble
  46. 46. Stop NETWORKING Start CONNECTING! @GeorgieBeHumble
  47. 47. Eat Sleep Hustle REPEAT. @GeorgieBeHumble
  48. 48. GSD ----------------------------------------- ----------------------------------------------- ----------------------------------------------- ----------------------------------------------- -----------------------Get Shit Done! @GeorgieBeHumble
  49. 49. OWN IT ! @GeorgieBeHumble
  50. 50. SPEAKER TY HEALTH Marketing Leads
  51. 51. 5 1
  52. 52. 5 2
  53. 53. 5 3
  54. 54. 5 5
  55. 55. 5 6
  56. 56. 5 7
  57. 57. 5 8
  58. 58. 4
  59. 59. 60
  60. 60. OWN YOUR OWN MARKETING Source: Eloqua, Kapost
  61. 61. Customer Journey
  62. 62. 65
  63. 63. 66
  64. 64. Content Engineering
  65. 65. 71
  66. 66. 72
  67. 67. WHAT DOES YOUR Content ENGINE LOOK LIKE?
  68. 68. Creating Quality Content IT'S DOESN’T HAVE TO BE THAT HARD
  69. 69. Tools: Asana, Google Docs, Basecamp, Trello, Hubspot, CoSchedule Map Out Editorial Plan
  70. 70. Promote Powerfully
  71. 71. https://www.useronboard.com 77
  72. 72. Source: Matthew Barby and KISSmetrics
  73. 73. Measure Performance
  74. 74. 85
  75. 75. 86
  76. 76. Subscribe to My Blog bit.ly/spectacledblog 87
  77. 77. 88 Tyrona (Ty) Heath is the Global Lead for Agency and Partner Program Development at LinkedIn. Ty is also the Founder of Spectacled Marketer, an inbound marketing education practice that helps customers grow business using inbound marketing. Clients benefit from Ty’s experience at Google Inc. where she delivered marketing product education to thousands of Google employees, partner agencies and resellers. Ty has an MBA in Marketing and Management from Emory Goizueta Business School and an Economics degree from Georgetown University. Ty leads the 4 year old Spectacled Marketer education practice and currently serves as Lead Faculty for Digital Marketing and Social Media at Bay Path University. Ty Heath Bio
  78. 78. BEHIND THE SCENES LEGAL & VC RICHA LYNN LOACKER, MICHAEL MACCOMBIE www.BrandEntrepreneurs.com
  79. 79. THE THING ABOUT STORYTELLING… Mike MacCombie
  80. 80. Michael.maccombie@gmail.co m @mikemaccombie
  81. 81. www.BrandEntrepreneurs.com 98BOSTON SPEAKERS
  82. 82. STARTUP ECOSYSTEM SPEAKERS MEGAN CORSON JOANNE MARKOW KIT PANG PAUL VARADIAN www.BrandEntrepreneurs.com
  83. 83. SOCIAL IMPACT 101 SPEAKER: SUSAN MUSINSKY www.BrandEntrepreneurs.com
  84. 84. 101 Our Approach and Impact Saturday, October 15
  85. 85. 102 The Social Innovation Forum builds networks that create social change
  86. 86. 103 Our Investor & Supporter Community 2,672 Funders, Business Leaders, Philanthropists 1,845 Attendees at 46 Events 102 Funders $360,000 Value of In-Kind Partner Services 238 High Level Volunteer Roles
  87. 87. 104 SIF Core Programs 2016 75 portfolio organizations 13th year 171 applicants → 8 orgs 24 month program 115+ volunteer roles 24 portfolio organizations 4th year 52 applicants → 6 companies 12 week program 20+ volunteer roles Social Innovator Accelerator Social Business Accelerator
  88. 88. 105 Our Approach • Partner • Select • Accelerate • Build Networks • Measure
  89. 89. 106 SIF’s Accelerator is designed to help innovators move their work to the next level • One-on-one Consulting • Executive Coaching • Presentation Coaching • Relationship Building • Graphic Design • In-kind Partner Support • Better articulate their uniqueness and effectiveness • Scale up their marketing and communications efforts • Develop and track a set of measureable outcomes, leading to increased program performance and impact • Attract new funders, advisors, and other supporters Innovator ResultsProgram Components }
  90. 90. 107 200,000+ lives impacted in 2015 Over $24 Million Cash and In-kind services to portfolio groups 2x Innovator revenue growth in 4 years 75 Nonprofits 24 For-profit Businesses Investment in 50% of our social impact businesses Together we are having an impact
  91. 91. 108 Select Past Innovators and Entrepreneurs
  92. 92. 109 Margaret Stewart Lindsay Foundation The Fish Family Foundation Many Individual Angel and Family Funders Our Key Funders In-kind Partners
  93. 93. 110 Thanks! Susan Musinsky Social Innovation Forum 617-492-2305
  94. 94. PRESS & MARKETING SPEAKERS EBONY REED (ASSOCIATED PRESS) CHRISTINE HEALY (BOSTON INNO) www.BrandEntrepreneurs.com
  95. 95. FUNDING 101SPEAKERS: PAUL VARADIAN(ADVISOR,INVESTOR) JASON KRAUS (PREPARE 4 VC) www.BrandEntrepreneurs.com
  96. 96. Funding your Startup By Jason Kraus
  97. 97. Background
  98. 98. Types of outside funding Angel Funding -Early stage, high growth innovation VC funding -Larger deals and further along than angel round. Rewards Crowdfunding: -Consumer facing products or company with large following Equity Crowdfunding: -Impact investing, large consumer base or following SBA Loans -Franchises or Companies with quick time to stable cash flow
  99. 99. What problem does your company solve? (Problem slide) Why should we invest and why now? (Marketing/Growth plan, Financial projections, Exit strategies or comparables, the deal) Why are you the right team for the job? (Management team, Traction, Competitive Analysis) How big is this problem area? (Market Size and industry data) What is your solution? (Product, value prop/competitive advantage) Elements of a Pitch Deck
  100. 100. 5 Most common pitch deck mistakes Too Much Info Not enough Info Not knowing your competition Not backing up valuation Not keeping “Traction” up to date
  101. 101. Step 1 Step 2 Step3 Step 4 Step 5 Use revenue multiples of comparable sales to determine future sale value (year 5) Research market size for overall market, your niche, and expected addressable market Determining your valuation Create financial projections for the first 5 years Adjust for future funding rounds Roll back valuation to allow first-round investors an incentive to invest now (~10x return)
  102. 102. Q&A session Please contact Jason Kraus with any further questions: Jason@prepare4vc.com 508-444-2571 Thanks!
  103. 103. BRANDING 101 WORKSHOP DOUG FOX www.BrandEntrepreneurs.com
  104. 104. Myths & Mistakes Of Startup Branding
  105. 105. Who am I?
  106. 106. • 20+ year marketing strategist • Significant global brand experience - Audience-centric platforms - Simplifying complicated offerings - Differentiating in cluttered categories • MassChallenge Mentor • MITX Up Team Leader Who Am I?
  107. 107. From B2C to B2B and beyond
  108. 108. Brand Fox is a marketing consultancy specializing in building dynamic and impactful brands that will connect emotionally and convert rationally. Time and time again the quick Brand Fox always jumps past the lazy or mis-targeted brand. What is Brand Fox?
  109. 109. • What is a brand? • What mistakes to avoid? • Positioning Workshop • Q&A Agenda
  110. 110. What is a Brand?
  111. 111. • Bullets • more • more • more - level 2 Title here
  112. 112. • “We already have a logo” • “We’re not advertising” • “We’ll grow virally” • “Our _________ is better” • “We don’t target consumers” • “We don’t have time” • “That’s for big companies” We don’t need a brand because…
  113. 113. A person’s gut feeling about a product, service or company Brand defined:
  114. 114. • Customers/Users • Prospects • Investors • Media • Partners • Employees • Friends/Family Person =
  115. 115. • Gap exists between desired and reality - Harder than ever to control brand • People come to know brands by the problems they solve • Simple, Different, Relevant, Believable • Beyond marketing - Experience • Consistency is key - focus and repetition Brand exists - defined or not
  116. 116. • Strategy • Culture • HR • Financial And your brand impacts a lot
  117. 117. Top 5 Mistakes
  118. 118. • Sharpen your focus - What you are/aren’t - Who you target/don’t - Art of relentless reduction • Simplify your message - Sharp value propositions penetrate - Multi-point ones do not 1. Shiny Objects
  119. 119. Message maps bring discipline
  120. 120. 3 is the magic number
  121. 121. Actifio, the Protection and Availability Storage (PAS) platform company, pioneered the industry’s first storage systems optimized for managing copies of production data, eliminating redundant silos of IT infrastructure and data Actifio - before Mike
  122. 122. For businesses that depend on their data, Actifio provides data management solutions that improve resiliency, agility and cloud mobility by virtualizing copy data. Actifio - with Mike
  123. 123. • Study your audience deeply • Understand their wants, needs and desires • Validate your approach • Demonstrate you understand them • Communicate benefits not features 2. Lack of audience understanding
  124. 124. Evertrue • Advancement Software for Higher Education • Looks like consultant company more than software • Deep audience understanding of their pains - Does your team know which highly engaged alumni to target? - Do your development officers know who to call this week? - How do gift officers easily stay up-to-date on donors?
  125. 125. • ‘What’ you do matters to audiences • ‘How’ you do it is more differentiating • ‘Why’ you do it is more motivating • Uncover the Why!! 3. Emphasizing only what you do
  126. 126. Zipcar • What? – Car sharing service • How? – Technology improved member experience • Why? – Too many cars on the road – Change the world Which company do you want to rent from? Which company do you want to work for?
  127. 127. • Customers make all decisions emotionally and justify them rationally • Uncover emotional benefits of your offering • Connect emotionally first before converting rationally • Emotional connection will earn more time for rational story 4. Ignoring emotion
  128. 128. HubSpot • “Marketing Love” • Deep emotional connection • “Create Marketing People Love” • “Learn Lovable Marketing”
  129. 129. • Brand stewardship starts internally • Employees=brand reality • Brand training • Ability to communicate • Live the brand 5. Overlooking internal brand
  130. 130. Zappos family values - Deliver WOW through service - Embrace and drive change - Create fun and a little weirdness - Be adventurous, creative and open-minded - Pursue growth & learning - Build open relationships with communications - Build positive team and family spirit - Do more with less - Be passionate and determined - Be humble
  131. 131. In summary
  132. 132. • Brand matters • Focus, Focus, Focus • Know your audience intimately • Uncover the ‘Why’ • Connect emotionally, then rationally • Brand starts internally Key takeaways
  133. 133. Positioning Exercise
  134. 134. 1. Inventory messages 2. Find the blue sky 3. Find your point 4. Craft positionings 5. Validate 6. Build the house Positioning exercise steps
  135. 135. • What you do • How you do it different • Why it matters 1. Inventory messages
  136. 136. What you do How you do it different Why it matters
  137. 137. Leader Innovator Superior Product Domai n Expert Low Risk Value Provider Customer Intimate Operational Excellence Comprehensive Solution Low Cost 2. Find the blue sky
  138. 138. • Leader - Not credible or audience centric • Innovator - Innovation is risk - creates funnel mud • Comprehensive Solution - All things to all people Platforms to avoid
  139. 139. 3. Find your point Organizational Strengths Market Needs Competition Competitive Disadvantage Competitive Advantage Commodity Attributes Brand Position
  140. 140. Organizational Strengths Marketplace Needs Competitor Positions Competitor 3 Competitor 2 Strength 2 Strength 3 Strength 1 Need 2 Need 3 Need 1 Competitor 1 162
  141. 141. • Shortest, succinct message that: - Communicates what, how, why - Relevant to audience needs - Credible to your offering - Different from competition - Both emotional and rational - Sustainable 4. Craft positionings
  142. 142. • Avoid the biz school formula - For __________________________ our __________________________ provides ______________________ because of ____________________ • Instead use conversational language • Clearer and more compelling • Both inside and outside the walls Don’t be a robot
  143. 143. • Stop waiting days for blood culture results. T2Candida accurately diagnoses sepsis pathogens in 3-5 hours • GoPure continuously purifies water on-the-go, ensuring clean, healthy water everywhere you need to be. • Voxel 8 prints embedded electronics right on your desk - translating your imagination into functional 3D prototypes. Positioning examples
  144. 144. • Confirm they get the point - Key Message - Compelling - Clear in presenting benefit - Relevant to needs - Credible • Ask lots of why questions • What evidence would help them believe statement is true? 5. Ideally validate
  145. 145. 6. Build the house
  146. 146. Questions?
  147. 147. Doug Fox www.quickbrandfox.com @dougiefox doug@quickbrandfox.com 617-548-3804 Shouldn’t your brand be a little more Foxy?
  148. 148. www.BrandEntrepreneurs.com 174SFO SPEAKERS
  149. 149. STARTUP ECOSYSTEM SPEAKERS ANITHA VADAVATHA SCOTT SAMBUCCI MARK SACKETT www.BrandEntrepreneurs.com
  150. 150. PRESS & MARKETING SPEAKER MASHA DROKOVA www.BrandEntrepreneurs.com
  151. 151. LEGAL 101 SPEAKER DEBRA VERNON www.BrandEntrepreneurs.com
  152. 152. Top 10 Tips on Legal Issues for Startup Founders * * * Draper University September 6, 2016 Debra Vernon, Esq. DLA Piper LLP (US) 2000 University Avenue, East Palo Alto, CA 94303-2215 P: (650) 833-2090 Cell: (650) 619-5185 debra.vernon@dlapiper.com
  153. 153. Branding 179September 6, 2016
  154. 154. Picking the Company Name Tip # 1: Focus time, energy and money on naming the business • Branding is valuable • You will avoid: o Nastigrams claiming the name is in use o Litigation in early stages o Marketing $$ spent on a name that has to be changed o Morale hit because culture is tied to a name • Name changes cost more down the line 180September 6, 2016
  155. 155. Legal Steps - Name Availability • Secretary of State Offices registration searches in states of incorporation and headquarters • Web searches for U.S. and international use • Domain name registrations • Trademark databases o Name and logo designs o Domestic and international databases o Legal test: likelihood of consumer confusion 181September 6, 2016
  156. 156. Formation 182September 6, 2016
  157. 157. Delaware C Corp Tip #2: Form a Delaware C corporation • It is a mistake to skip formation, because this limits liability to the assets of the corporation, insulating founders from personal liability • Investors in the startup ecosystem are familiar with its benefits: o Easy to form and manage o Low fees o Predictable case law and pro business courts o Familiar to tech investors o Stock and option issuances are simple • It is more expensive to change the entity form later 183September 6, 2016
  158. 158. What are the other options? • C Corp is the most popular entity for tech startups • Other options: o S Corp  Cannot issue multiple classes of stock  Number of stockholders is capped at 100  Cannot have foreign stockholders o LLC or Partnership  Cash-flow businesses benefit from flow through taxation  Consulting firms, construction firms  Disadvantages for traditional VC-backed model  Difficult to issue equity to employees  Not IPO ready o B Corp (Public benefit corporation) 184September 6, 2016
  159. 159. Why Delaware? • Delaware law is predictable • Delaware courts are business favorable • Delaware Secretary of State is customer friendly • IPO o Public company bears more risk, more liability o Widely distributed stock versus small number of stockholders when private increases possibility of stockholder lawsuit o Have to comply with more regulations o Stock price fluctuations may lead to lawsuits • Very few downsides o Franchise taxes in Delaware o Do not panic when you get your first Delaware Franchise Tax bill. It’s always way off ($50k versus $500) 185September 6, 2016
  160. 160. Limited Liability Tip #3: Observe corporate formalities • Corporate form prevents “piercing the corporate veil” • Separate business and personal assets right away o Bank accounts – don’t write personal checks for business costs o Financials from day 1 • Act through the corporation o Incorporate prior to doing any business: launch, contracts, sales o Sign contracts in the company name so the company will be liable, not the founders o Business risks increase with customers and users • Maintain corporate records o Board meeting minutes o Stockholder consents 186September 6, 2016
  161. 161. Keep it Simple Tip #4: Keep it simple • Early stage legal is not the place to get creative • Unique concepts => larger valuation • Unique formation => larger legal bill • Stick to the well worn path • Setting something creative in place early does not mean it’s set in stone o Dual class common stock example • That said, tailor the documents to the company 187September 6, 2016
  162. 162. Formation Pitfalls Tip #5: Set the structure and sign all documents • Commit to the cap table, buy-back rights, roles, responsibilities, cash contributions o Circumstances can change, founders may leave to do other things o Conflicts can arise over who has what stock and rights • Signed documents help avoid conflicts • Failure to sign docs that relate to stock issuances and assign IP to the company will be road blocks when fundraising 188September 6, 2016
  163. 163. DIY Headaches Tip #6: Don’t DIY! Bad things can happen! • DIY websites don’t notify users about all deadlines • Random documents off the internet or from a friend’s company may not make sense in your situation • Many do not address IP considerations • Some bad things that can happen: o Missed 83b election deadlines o Not enough authorized shares for stock issuances o High price per share – example to follow o Failure to make securities filings o Failure to assign IP to the company 189September 6, 2016
  164. 164. DIY Headaches Tip #6…: Don’t try this at home! Missed 83b election deadlines: o Section 83(b) election is filed with the IRS when a stock or option grant is subject to vesting o This form can minimize deemed taxable income o No second chances 190September 6, 2016
  165. 165. DIY Headaches Tip #6…: DIY Costs More Later in Corporate Cleanup Legal costs will be higher in the long run when you don’t hire good counsel until your first priced financing and they have to fix things that were done wrong that the investor’s counsel discover in their due diligence process. 191September 6, 2016
  166. 166. Stock Tips 192September 6, 2016
  167. 167. Stock = Precious Currency Stock can help motivate and compensate the team and outside service providers when cash is scarce: • Founders • Employees • Consultants • Advisors • Directors • Vendors 193September 6, 2016
  168. 168. It’s a Beautiful Thing • Startups can have a low valuation at formation • This translates into a low share purchase price for founders and early stage employees • The low fair market value is based on: o Uncertain prospects o Unproven concepts o No operating history o No contracts o No third party equity sales • The price per share can be minimal (par value) • This is a great thing! 194September 6, 2016
  169. 169. Don’t Blow the Option Plan Tip #7: Don’t mess up your common stock pricing! • Issuing common to investors at a high price messes up FMV • If FMV = 3rd party price then have to grant options at that price too • Granting options at a high strike price is not competitive • CS = FMV set by the Board • The Board should obtain a 409A valuation right after first round of outside funding 195September 6, 2016
  170. 170. Sample Cap Table 196September 6, 2016
  171. 171. Investors 197September 6, 2016
  172. 172. Early Funding Sources • Bootstrapping • Friends and family • Seed rounds o Individual angel investors o Angel funds o Incubators o Seed funds 198September 6, 2016
  173. 173. Early Funding Sources Tip #8A: Limit the number of friends and family Big F&F rounds create issues • Sales of stock are subject to securities laws and require certain disclosure, filings and forms unless the sales are exempt • Mistakes can lead to fines, penalties, repurchase requirements, rescission rights • It is a lot of people to keep informed • They are friends but now they also have legal rights • At later stages, investors will look back at how you raised money in the past when they do diligence 199September 6, 2016
  174. 174. VC & CVC • Most startups need outside funding to grow • Raising from institutional investors has pros and cons: o Industry expertise o Valuable contacts o Long term relationship with potential further investment o Larger dollar amounts o ROI criteria o Thorough due diligence review o Extensive investor rights o Complete documentation will be required Tip #8B: Given all these factors, Choose outside investors carefully! 200September 6, 2016
  175. 175. Targeted Fundraising Thursday, 9/22/16 SKTA Innopartners 310 De Guigne Drive, Sunnyvale, CA 94085 6:00 pm – 8:00 pm Networking happy hour Presentation by J.D. Davids, managing partner of the Fronis Group “How to accelerate startup fundraising, find investors focused on your space and get deals closed” Details and registration are at the following link: https://fronisgroup.leadpages.co/smartmoney-workshop-09-22-16/ 201September 6, 2016
  176. 176. Intellectual Property 202September 6, 2016
  177. 177. Intellectual Property Protection IP is one of the company’s most valuable assets • Competitive advantage to enforce IP rights against others who infringe • Types of IP o Trade secrets o Patents o Copyrights o Trademarks  Confidential business information  Must use all reasonable means to maintain secrecy o Source code  Not protected under patent law  Protection unlikely under © law as well 203September 6, 2016
  178. 178. IP Creation and Ownership • Employees and consultants create IP for the company • Enter into a Proprietary Information and Invention Assignment Agreements (PIIAAs) with every hire o PIIAAs assign IP to the company o Use solid forms o Complete all of the schedules and exhibits – if n/a type “None” under exceptions • Investors review these documents in their due diligence • They will want to see a signed agreement from every current and former employee and consultant 204September 6, 2016
  179. 179. Trade Secrets Tip #9: Tiered and protected disclosure is key! o Build trust and confidence o Disclose in stages over time o Confidentiality clauses in PIIAAs and consulting agreements o Sign NDAs with third parties 205September 6, 2016
  180. 180. Non Disclosure Agreements (NDAs) • NDAs can facilitate high level discussions • Useful with: o Strategic partners o Consultants and contractors o Potential employees • VCs don’t sign NDAs • Make NDAs mutual • Boilerplate NDAs are easy to undermine o Tailor NDAs to the IP o Courts may dismiss general form NDAs 206September 6, 2016
  181. 181. Hiring 207September 6, 2016
  182. 182. More Employees = More Laws The more you hire, the more employment laws will apply to your company. • 1 employee - subject to sexual harassment laws • 5 employees - CA discrimination laws and pregnancy leave law • 15 employees - discrimination laws for non-California employees • 50 employees - health insurance under the ACA, protected leaves with benefits • 75-100, 100+ employees - further regulations 208September 6, 2016
  183. 183. Good Hiring Practices Tip #10: The use of a third party outsourced HR provider = less time devoted to employment disputes, litigation and audits! • Start with a solid set of employment documentation • Avoid overuse of independent contractor status o Risks include:  EDD audit  Back wages  Penalties  Fines  More audits by other taxing agencies 209September 6, 2016
  184. 184. Good Hiring Practices • Basic employment documentation o Stock option documents - Plan, Notice of Stock Option Grant, and Option Agreement o “At-Will” employment offer letters o PIIAAs o Employee Handbook (setting forth company policies on vacation, conflicts of interest, etc.) o USCIS Form I-9 (identity and employment authorization) o IRS Form W-4 (employee withholding) o Benefit forms (e.g., health, dental, 401(k)) 210September 6, 2016
  185. 185. Startups also need… 211September 6, 2016
  186. 186. Insurance Start with: • General liability insurance • Cyber insurance - privacy and data security • Privacy policy and terms of use policy o Privacy policy: info the site collects, how it is used, use of cookies, steps taken to protect user confidentiality o Terms of use: disclaimers, limits on use of site, limit on liability, dispute resolution, rights to refunds, IP rights As you hire: • Employment practices liability insurance At fundraise stage: • Directors and officers insurance (D&O) • Key person life insurance 212September 6, 2016
  187. 187. FUNDING 101 SPEAKER LAINA GREENE www.BrandEntrepreneurs.com
  188. 188. Laina Greene laina@angelsofimpact.com Co-founder & Founder of GETIT, Inc 6th September, 2016
  189. 189. Trusted network of angels for impact Laina Greene Audrey Tan Lizzy Hawkins Access to markets Access to Capacity building Access to Funding Focused on women social enterpreneurs Working on 3 SDGs TEAM
  190. 190. Overturning unconscious bias & showing women are good investments A ratio of 3:1 indicates that an investment of £1 delivers £3 of social value. -The Guide to Social Return on Investment  Women entrepreneurs bring in 20% more revenue with 50% less money Invested than entrepreneurs who are men -Forbes Investments in women—particularly in education and labor force participation—lead to read GDP growth, as women take their earnings and invest them back in their families and communities. - Goldman Sachs
  191. 191. Impact funding
  192. 192. How to know your investor? © GIIN
  193. 193. How to know if you fit their criteria?
  194. 194. What to put in your pitch?
  195. 195. And/Or “Emotion and Story” Hatch for Good
  196. 196. Your own clarity can help your chances of success For more info email me laina@angelsofimpact.com
  197. 197. BRANDING 101 SPEAKERS MICHIEL RAUWS MONICA PHILLIPS KYLE SILVESTRO www.BrandEntrepreneurs.com
  198. 198. X2.AI “Providing quality mental healthcare, regardlessofincome orlocation” Michael Rauws | Michael@x2.ai Founder,ChiefExecutiveOfficer X2AI ©2016X2AIInc | Questionstomichael@x2ai.com
  199. 199. psychological chatbot to provide psychological support © 2016X2AI Inc | Questions tomichael@x2ai.com
  200. 200. How wecreate value • Hospitals /Health Insurance Companies • Behavioral Health: allowing psychologists to care for 50 instead of only5patients per day • Human Resources Departments • Coaching: managing stress / anxiety / burn-outs / conflict situations • Singularity University : Field Innovation Exchange © 2016X2AI Inc | Questions tomichael@x2ai.com
  201. 201. • Innovationfor NGO’s • Startups to proveproduct • Expenses are covered • Empowering Syrianrefugees in Lebanon • Continuouspsychological support for 60 people • 99%AI / Chatbot • 1%psychologists on stand-by © 2016X2AI Inc | Questions tomichael@x2ai.com Singularity University : Field Innovation Exchange
  202. 202. © 2016X2AI Inc | Questions tomichael@x2ai.com Singularity University : Field Innovation Exchange • Put your words into action • “providing quality mental healthcare, regardless of income or location”
  203. 203. Don’t be Uber for cats • Do people really care? Am I really making their lives better?
  204. 204. Text Tess: +1-650-229-5556 Michael@X2ai.com © 2016X2AI Inc | Questions tomichael@x2ai.com
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  209. 209. 236
  210. 210. What’s a Brand 237
  211. 211. What’s Data 238
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  214. 214. 241 o’s the first to know if the mall is going to be emp
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  217. 217. 2,000,000,000 (BILLION) 5,479,452 Documents per day 228,310 Documents per hour 3,805 Documents per minute 63 Documents per second
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  221. 221. How do we find Peter? 248
  222. 222. What’s Sarah’s biggest problem? She know’s very little about Peter 249
  223. 223. What’s Sarah’s biggest problem? She know’s very little Peter 250
  224. 224. What’s Sarah’s biggest problem? Missed Opportunities 251
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  227. 227. 254
  228. 228. How do you find people who believe what you believe? 255
  229. 229. Content 256
  230. 230. 257 Visceral
  231. 231. 258 Viral
  232. 232. Data is the backbone of decision making. 259
  233. 233. Data is the backbone of decision making. 260
  234. 234. TRUST is the backbone of decision making. 261
  235. 235. 262
  236. 236. Welcome to the new conversation 263
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  238. 238. • www.sytrue.com • kyle@sytrue.com • Twitter: @ClinicalNLP • Twitter: @SyTrueinc • Facebook: https://www.facebook.com/Sytrue.inc • Linkedin: https://www.linkedin.com/company/sytrue
  239. 239. www.BrandEntrepreneurs.com 266DC Speakers
  240. 240. STARTUP ECOSYSTEM SPEAKERS GIROLAMA BUI, ANDREW C, AMANDA GANT, SALEEMA VELLANI www.BrandEntrepreneurs.com
  241. 241. PRESS & MARKETING SPEAKERS LISA R. ROEPE (FAST COMPANY) ERIC H SCHWARTZ (DCINNO) www.Csouffrantntim.com
  242. 242. SPOTLIGHT ENTREPRENEURS ELEN AWALOM, ARAD MALHOTRA, GRANT ERHUANGA, BARIKA EDWARDS, www.csouffrantntim.com
  243. 243. GOVERNMENT PANEL PATRICK KIRWAN, ANTWAUN GRIFFIN www.Brandentrepreneurs.com
  244. 244. Intro to Startup Global Expanding international trade assistance for early-stage companies U.S. Department of Commerce - National Export Initiative Events conducted in partnership with the Global Innovation Forum, a project of the National ForeignTrade Council
  245. 245. Why should U.S. startups think internationally? • World consumers have a proven demand for U.S. goods and services • 96 percent of world consumers and 80% of world GDP are located outside the United States • Advances in technology and communication services, e-commerce platforms in particular mean that it is easier than ever for these international consumers to purchase from U.S. companies • U.S. companies exported $2.3 trillion of goods and services in 2015
  246. 246. Why should U.S. startups think internationally? • Many U.S. startups, when connected with the proper resources, have demonstrated an ability to excel and thrive in the global market • International competitors will fill the gaps left by U.S. startups that do not seize global market opportunities "The Internet is changing things. It's enabling our global growth." - Dave Berryman, CEO, Gibson Guitar • Nashville's “The Pasta Shoppe” exports 10% of its innovative pasta globally
  247. 247. Advantages of Startups vs. Traditional SMEs Startups Traditional SMEs Unconstrained by Geography: Aggressively pursue growth regardless of national boundaries Narrow Scope for Growth: Little aspiration to go beyond specific geographic or customer base Focused on Growth: Achieving rapid scale is main strategic focus BuildingValue: The focus is on building sustainable long-term value Changing Business Model: Iterate multiple times to find model that is repeatable and scalable Traditional Business Plan: Planning based on executing defined and established business processes Additional Measures: Indicators include firm age, number of employees, ownership, revenue levels, etc. Additional Measures: Defined metrics include number of employees, level of revenue, etc.
  248. 248. What are the Challenges Facing Startups Seeking International Expansion? • Prohibitive costs: Business and market development in foreign markets require a high capital commitment that many early-stage companies cannot afford • Lack of Capital: Acquiring the capital necessary for pursuing market opportunities can be extremely challenging for many early-stage companies • How to Start: Many entrepreneurs and founders without prior experience often become stuck on the question of how to start.Trepidation towards navigating a difficult process can stifle the impulse to export
  249. 249. What are the Challenges Facing Startups Seeking International Expansion? • Finding Reputable Partners: Many startups struggle to find reliable partners for product distribution, joint operations and partnerships, or to achieve regulatory compliance. Finding the right partners can be an opaque process • Protecting IP: Potential loss of control over IP or a perception of inadequate protection from theft of IP or trade secrets are major concerns for tech entrepreneurs • Lack of Resources and Knowledge: Early-stage companies often do not have access to the knowledge and expertise necessary for developing new opportunities in international markets, or a full understanding of how to comply with foreign laws and regulations governing critical issues including privacy, labeling, and customs procedures
  250. 250. Why “Startup Global”? • The Startup Global initiative helps entrepreneurs and early-stage companies think globally from day one by providing the know-how and technical assistance they need in order to export their goods and services efficiently • Startup Global connects early- stage companies with established incubators and accelerators, U.S. government resources and corporate representatives
  251. 251. How is aTypical Startup Global Event Structured? • StartupGlobal programs include day-long educational seminars in partnership with local incubators and accelerators to address the most important issues facing startups in the global business environment
  252. 252. KeyTakeaways • Early-stage companies seeking to enter global markets face difficult headwinds including insufficient capital, lack of knowledge of foreign tariff regimes and business practices, fears over inadequate protection of IP and trade secrets, and difficulty in finding reliable foreign partners • With the proper assistance and know-how, even brand-new startups can find success in global markets • The goal of Startup Global is to help alleviate these problems and connect motivated startups with the federal and private resources they need in order to seize international business opportunities and flourish • Startup Global events that have occurred since the program’s inception have showcased the wide variety of resources and opportunities available to startups and have garnered positive reviews from attendees
  253. 253. LEGAL SPEAKER TOP TIPS RADIANCE HARRIS www.BrandEntrepreneurs.com
  254. 254. Radiance W. Harris
  255. 255. 282 About Me • Founder and Managing Attorney of Radiance IP Law • Previously worked at major global law firm representing Fortune 200 companies • Recipient of 2014-2016 Washington, D.C. Rising Stars for Intellectual Property by Super Lawyers • Loves traveling and sweets
  256. 256. 283 DISCLAIMER This content is a resource for educational and informational purposes, does not constitute legal advice, and should not take the place of hiring an experienced attorney. This content also does not create an attorney-client relationship between you and Radiance Harris or Radiance IP Law.
  257. 257. Top 10 Legal Tips & Tactics 284 1. Choose a distinctive business name 2. Do a trademark/name availability search at the outset • Federal and state databases • Internet • Domain name - www.instantdomainsearch.com 3. Register business entity – www.dcra.dc.gov 4. Get those business permits and licenses 5. Take care of insurance and finances
  258. 258. Top 10 Legal Tips & Tactics 285 6. Protect intellectual property • Trademarks - http://www.uspto.gov/trademark • Patents – http://www.uspto.gov/patent • Copyrights – www.copyright.gov • Trade secrets 7. Obtain permission before using other people’s content 8. Establish ironclad business contracts 9. Don’t forget those website policies 10. Get professional help
  259. 259. 286 Radiance W. Harris, Esq. 301-367-3433 rharris@radianceiplaw.com Sign up for my FREE legal cheat sheet for start ups and monthly newsletter at www.radianceiplaw.com
  260. 260. www.BrandEntrepreneurs.com 2872016 BUSINESS BOOT CAMPS

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