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@liubinskas
#globalfocus
Go Global,
But Be Focused
Mick @liubinskas
#globalfocus
@liubinskas
#globalfocus
Commodore64
Kazaa
10 Tech Biz Started
Pollenizer
Startmate
muru-D
Helped 1,000 Startups
@liubinskas
#globalfocus
I love
Tech
@liubinskas
#globalfocus
I Love
Australia
@liubinskas
#globalfocus
Tech +
Australia =
Love2
@liubinskas
#globalfocus
But…
@liubinskas
#globalfocus
I’m Frustrated
@liubinskas
#globalfocus
Big country
@liubinskas
#globalfocus
China
9.5m sq kms
USA
9.8m sq kms
Australia
7.6m sq kms
@liubinskas
#globalfocus
Small market
@liubinskas
#globalfocus
China
9.5m sq kms
1.3b people
USA
9.8m sq kms
320m people
Australia
7.6m sq kms
23m people
@liubinskas
#globalfocus
Shanghai
24 million
@liubinskas
#globalfocus
New York
20 million
@liubinskas
#globalfocus
That sucks…
@liubinskas
#globalfocus
Suck it up
@liubinskas
#globalfocus
Too many pitches
with too small an
ambition
@liubinskas
#globalfocus
.com.au
@liubinskas
#globalfocus
Too many
companies dying in
the trough of
sorrow
@liubinskas
#globalfocus
ENOUGH!!!
@liubinskas
#globalfocus
My Goal:
10 Companies to
Go Global
Right Now
@liubinskas
#globalfocus
Why Global?
@liubinskas
#globalfocus
USA or China: Win
home market, then
maybe go global.
@liubinskas
#globalfocus
New Zealand,
Singapore, Israel:
Tiny local market,
must go global
@liubinskas
#globalfocus
Australia is medium
sized…
@liubinskas
#globalfocus
Global Niches
Are Huge
@liubinskas
#globalfocus
More
Early Adopters
@liubinskas
#globalfocus
If you get a happy
customer in Sydney
you are worth…
@liubinskas
#globalfocus
2% of the global
potential of that
business.
No more
@liubinskas
#globalfocus
Which means…
next to nothing.
@liubinskas
#globalfocus
Local proof only
@liubinskas
#globalfocus
What an
international
investor hears?
@liubinskas
#globalfocus
“I’ve got great
traction in Fiji.”
@liubinskas
#globalfocus
Local investors?
@liubinskas
#globalfocus
You can’t get
Silicon Valley or
Beijing valuations
on local proof
@liubinskas
#globalfocus
I want $1m
@liubinskas
#globalfocus
I want $1m
@liubinskas
#globalfocus
I want $1.2m
@liubinskas
#globalfocus
12 weeks DD
$50k in fees = 4%
Max: 4 Companies
@liubinskas
#globalfocus
I want to give
you $5m
1% in fees
Move the needle
@liubinskas
#globalfocus
$5m for 20%
Dilute to 5%
10x return = $50m
Total exit = $1B
@liubinskas
#globalfocus
Must go global
@liubinskas
#globalfocus
@liubinskas
#globalfocus
That doesn’t mean
be global.
@liubinskas
#globalfocus
That doesn’t mean
try and get every
customer in the
world at once.
@liubinskas
#globalfocus
Go Global,
Be Focused
@liubinskas
#globalfocus
My Goal:
10 Companies to
Go Global
Right Now
AND be focused
@liubinskas
#globalfocus
Conflicting?
@liubinskas
#globalfocus
Suck it up!
@liubinskas
#globalfocus
Start with making 1
customer in one
location happy with
one product.
Then grow.
@liubinskas
#globalfocus
‘A startups goal should
be to create
a monopoly,
but the smallest
monopoly possible’
Peter Thiel,...
@liubinskas
#globalfocus
@liubinskas
#globalfocus
How do you focus?
@liubinskas
#globalfocus
2 Ways
@liubinskas
#globalfocus
1. Small Customer
Segment
@liubinskas
#globalfocus
Startup Science
Start Here
Possible Customer Segments
@liubinskas
#globalfocus
How did
Facebook beat
Friendster?
@liubinskas
#globalfocus
Aggressive
Focus
@liubinskas
#globalfocus
@liubinskas
#globalfocus
@liubinskas
#globalfocus
Nail 1 segment.
Grow.
@liubinskas
#globalfocus
Investors want?
@liubinskas
#globalfocus
I have 1 segment
that loves me.
There are 1,000
other segments.
@liubinskas
#globalfocus
Investors
DON’T want?
@liubinskas
#globalfocus
I have 1 customer in
1,000 segments
help me
win them all.
@liubinskas
#globalfocus
The first segment
hates me?
@liubinskas
#globalfocus
Suck it up!
Move to the next
tiny segment.
@liubinskas
#globalfocus
2. Small Product
@liubinskas
#globalfocus
@liubinskas
#globalfocus
@liubinskas
#globalfocus
@liubinskas
#globalfocus
@liubinskas
#globalfocus
@liubinskas
#globalfocus
Go Global,
Be Focused
@liubinskas
#globalfocus
Recap!
@liubinskas
#globalfocus
1. Put the smallest
working product
In front of a small
segment that
needs you a lot
In a big mar...
@liubinskas
#globalfocus
Go Global,
Be Focused?
@liubinskas
#globalfocus
Go Global,
Be Focused
Mick Liubinskas
@liubinskas
muru-d.com
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Go global, stay focused - For Australian Startups

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How to start a tech company that is both global and focused. It's possible and can 100x you.

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Go global, stay focused - For Australian Startups

  1. 1. @liubinskas #globalfocus Go Global, But Be Focused Mick @liubinskas #globalfocus
  2. 2. @liubinskas #globalfocus Commodore64 Kazaa 10 Tech Biz Started Pollenizer Startmate muru-D Helped 1,000 Startups
  3. 3. @liubinskas #globalfocus I love Tech
  4. 4. @liubinskas #globalfocus I Love Australia
  5. 5. @liubinskas #globalfocus Tech + Australia = Love2
  6. 6. @liubinskas #globalfocus But…
  7. 7. @liubinskas #globalfocus I’m Frustrated
  8. 8. @liubinskas #globalfocus Big country
  9. 9. @liubinskas #globalfocus China 9.5m sq kms USA 9.8m sq kms Australia 7.6m sq kms
  10. 10. @liubinskas #globalfocus Small market
  11. 11. @liubinskas #globalfocus China 9.5m sq kms 1.3b people USA 9.8m sq kms 320m people Australia 7.6m sq kms 23m people
  12. 12. @liubinskas #globalfocus Shanghai 24 million
  13. 13. @liubinskas #globalfocus New York 20 million
  14. 14. @liubinskas #globalfocus That sucks…
  15. 15. @liubinskas #globalfocus Suck it up
  16. 16. @liubinskas #globalfocus Too many pitches with too small an ambition
  17. 17. @liubinskas #globalfocus .com.au
  18. 18. @liubinskas #globalfocus Too many companies dying in the trough of sorrow
  19. 19. @liubinskas #globalfocus ENOUGH!!!
  20. 20. @liubinskas #globalfocus My Goal: 10 Companies to Go Global Right Now
  21. 21. @liubinskas #globalfocus Why Global?
  22. 22. @liubinskas #globalfocus USA or China: Win home market, then maybe go global.
  23. 23. @liubinskas #globalfocus New Zealand, Singapore, Israel: Tiny local market, must go global
  24. 24. @liubinskas #globalfocus Australia is medium sized…
  25. 25. @liubinskas #globalfocus Global Niches Are Huge
  26. 26. @liubinskas #globalfocus More Early Adopters
  27. 27. @liubinskas #globalfocus If you get a happy customer in Sydney you are worth…
  28. 28. @liubinskas #globalfocus 2% of the global potential of that business. No more
  29. 29. @liubinskas #globalfocus Which means… next to nothing.
  30. 30. @liubinskas #globalfocus Local proof only
  31. 31. @liubinskas #globalfocus What an international investor hears?
  32. 32. @liubinskas #globalfocus “I’ve got great traction in Fiji.”
  33. 33. @liubinskas #globalfocus Local investors?
  34. 34. @liubinskas #globalfocus You can’t get Silicon Valley or Beijing valuations on local proof
  35. 35. @liubinskas #globalfocus I want $1m
  36. 36. @liubinskas #globalfocus I want $1m
  37. 37. @liubinskas #globalfocus I want $1.2m
  38. 38. @liubinskas #globalfocus 12 weeks DD $50k in fees = 4% Max: 4 Companies
  39. 39. @liubinskas #globalfocus I want to give you $5m 1% in fees Move the needle
  40. 40. @liubinskas #globalfocus $5m for 20% Dilute to 5% 10x return = $50m Total exit = $1B
  41. 41. @liubinskas #globalfocus Must go global
  42. 42. @liubinskas #globalfocus
  43. 43. @liubinskas #globalfocus That doesn’t mean be global.
  44. 44. @liubinskas #globalfocus That doesn’t mean try and get every customer in the world at once.
  45. 45. @liubinskas #globalfocus Go Global, Be Focused
  46. 46. @liubinskas #globalfocus My Goal: 10 Companies to Go Global Right Now AND be focused
  47. 47. @liubinskas #globalfocus Conflicting?
  48. 48. @liubinskas #globalfocus Suck it up!
  49. 49. @liubinskas #globalfocus Start with making 1 customer in one location happy with one product. Then grow.
  50. 50. @liubinskas #globalfocus ‘A startups goal should be to create a monopoly, but the smallest monopoly possible’ Peter Thiel, Zero to One
  51. 51. @liubinskas #globalfocus
  52. 52. @liubinskas #globalfocus How do you focus?
  53. 53. @liubinskas #globalfocus 2 Ways
  54. 54. @liubinskas #globalfocus 1. Small Customer Segment
  55. 55. @liubinskas #globalfocus Startup Science Start Here Possible Customer Segments
  56. 56. @liubinskas #globalfocus How did Facebook beat Friendster?
  57. 57. @liubinskas #globalfocus Aggressive Focus
  58. 58. @liubinskas #globalfocus
  59. 59. @liubinskas #globalfocus
  60. 60. @liubinskas #globalfocus Nail 1 segment. Grow.
  61. 61. @liubinskas #globalfocus Investors want?
  62. 62. @liubinskas #globalfocus I have 1 segment that loves me. There are 1,000 other segments.
  63. 63. @liubinskas #globalfocus Investors DON’T want?
  64. 64. @liubinskas #globalfocus I have 1 customer in 1,000 segments help me win them all.
  65. 65. @liubinskas #globalfocus The first segment hates me?
  66. 66. @liubinskas #globalfocus Suck it up! Move to the next tiny segment.
  67. 67. @liubinskas #globalfocus 2. Small Product
  68. 68. @liubinskas #globalfocus
  69. 69. @liubinskas #globalfocus
  70. 70. @liubinskas #globalfocus
  71. 71. @liubinskas #globalfocus
  72. 72. @liubinskas #globalfocus
  73. 73. @liubinskas #globalfocus Go Global, Be Focused
  74. 74. @liubinskas #globalfocus Recap!
  75. 75. @liubinskas #globalfocus 1. Put the smallest working product In front of a small segment that needs you a lot In a big market
  76. 76. @liubinskas #globalfocus Go Global, Be Focused?
  77. 77. @liubinskas #globalfocus Go Global, Be Focused Mick Liubinskas @liubinskas muru-d.com

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