Talk to the Business and IT Interface class at JCU a couple weeks ago. The presentation covers these topics: - What is a Startup? - Search x Execution - Speed of Change: faster than ever! - What people think is important for a startup - What really matters - Starting points: Idea x Market Need - Two Main Hypotheses: Value and Growth Engine - Tool: Value Proposition Canvas - Customer Segment - Value Proposition - Revenue Model (Monetisation) - Tool: Business Model Canvas - Tool: Experiment Board (Javelin) - Case 1: Wannadoo (Brazil) - Case 2: JESI (Australia) - VCs: Most important factors for raising capital - Pitch Deck Template - Further reading - Townsville Startup Weekend

1. Heroku - SF
Startup Talk @ JCU Everyone can do it - but how?

2. #3 Amazon (Portuguese)
A bit about me
That any
good?
Yeah! Don’t
you speak
Portuguese?

4. Search x Execution

5. 1911 1975 1998 2004 2010
$ Bi - from IBM to Instagram
Acquired by
Facebook
for $19 Bi!!!

6. O2c0ul1us2 R ifCt ROWDFUNDING PROJECTS:
Acquired by Facebook for $2 Bi!!!
But then, Kickstarter gave us…

7. What people think is important

8. What really matters

9. Idea
• Too many ideas, challenge is focus
• No ideas, challenge is creativity
• How to turn creativity into innovation: The
Inventure Cycle
• Imagination is envisioning things that do
not exist
• Creativity is applying imagination to
address a challenge
• Innovation is applying creativity to
generate unique solutions
• Entrepreneurship is applying innovation,
bringing ideas to fruition, by inspiring
others’ imagination
• Getting personal - best ideas involve
emotion: love or hate

10. X

11. Market Need
• Most startups fail due to
market risk, not technical risk
• Many entrepreneurs are moved
by solving problems
• So instead of pivoting the
Customer Segment to fit your
idea, you pivot the Value
Proposition until you find one
that solves a market need
• Niche markets are prolific
sources of unserviced needs
• Niches became global!

12. Whatever the Case, Two Main Hypotheses
Growth (Engine)
• Paid
• Sticky
• Viral
Value
Minimum
Viable
Product

13. What next? The Value Proposition Canvas.
http://businessmodelgeneration.com/canvas/vpc

14. Customer Segment
• Get Out Of The Building and
interview 50-100 customers
I. Customer Discovery
1. Three-Point Interview:
• Have you ever had [problem]?
• Tell me a story about the last
time you had [this problem]
• For you, what is the ideal
solution for that situation?
2. Create a Persona
• Gather both quantitative data
and qualitative insights

15. Value Proposition
No product development, yet
we’re still GOOB
II. Pitch: try to sell* the product /
service (*only as validation)
III. Concierge of Oz: deliver the
product as a service, in person,
in a manual or "fake" manner
• Focus and empathy are key
• Less is more
• Always define the VP from the
customer perspective

16. The Business Model

17. Revenue Model
(Monetisation)
• Simple & Straightforward
• Focus on 1 revenue source,
even if there may be others
• Revenue model heavily
dependant on Growth Engine
• Paid
• Sticky
• Viral
• Multi-sided markets = complex
• Experiment with price points

18. Get Out of The Building - The Experiment Board

19. CASE: Wannadoo (opusphere.com)

20. CASE: JESI Management Solutions (jesims.com.au)

21. Most Important Factors
1. MKT Size: TAM / SAM / Target Market
2. Product (P/M Fit) - demo if possible
3. Team (Bio, Skills, Execution Capacity)
4. Progress: Validated Learning /
Evidence-BasedTM
5. Scalability & Traction
• Growth Engines: Paid / Sticky / Viral
• Know thy metrics!
What Investors Are Looking For

22. Pitch Deck
1. The Market Need
2. Product-Market Fit
3. Product Demo
4. TAM / SAM / Target Market
5. Revenue / Monetization Model
6. Growth Strategy
7. Traction / Biz Development
8. The Team (who will execute)
9. Call to action: Investment needs
10. <More details as requested>

23. Further reading
• Lean Thinking - Daniel T. Jones, James P. Womack
• The Lean Startup - Eric Ries
• The Four Steps to The Epiphany & The Startup Owner's Manual -
Steve Blank (& Bob Dorf)
• Business Model Generation & Value Proposition Design - Alexander
Osterwalder
• Lean Software Development (& sequel) - Mary & Tom Poppendieck
• Rework - Jason Fried & David Heinemeier Hansson
• Seth Godin on community marketing & doing things that matter
• Like a Virgin - Richard Branson
• And so much more!

24. Townsville Startup Weekend: 21st-23rd November 2014
Website: http://goo.gl/uptrwp + FB: http://fb.me/TSVSW

25. Questions?
Sara Hughes, Download, 2005, acrylic
on linen, Wallace Trust Collection
Richard Sazima
meetup.com/Townsville-
Startups-Meetup
au.theleanstartup.org
linkedin.com/in/rsazima