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Why Accountants Don’t Run Startups,[object Object],Steve Blank,[object Object],Stanford - School of Engineering,[object Object],U.C. Berkeley - Haas School Of  Business,[object Object],www.steveblank.com,[object Object],Twitter: sgblank,[object Object]
Early-Stage Ventures,[object Object]
I Drew This,[object Object],CustomerDiscovery,[object Object],Company ,[object Object], Building,[object Object],CustomerValidation,[object Object],Customer Creation,[object Object],Pivot,[object Object]
I Called It:Customer Development,[object Object],CustomerDiscovery,[object Object],Company ,[object Object], Building,[object Object],CustomerValidation,[object Object],Customer Creation,[object Object],Pivot,[object Object]
I Wrote This,[object Object]
A Few People Read It,[object Object]
I Write a Blog  ,[object Object],www.steveblank.com,[object Object]
Five Short Stories,[object Object]
Not All Startups Are Equal,[object Object]
Small Business,[object Object],Startup,[object Object],Small Business Startups,[object Object]
Small Business,[object Object],Startup,[object Object],-  Business Model found,[object Object],- Profitable business,[object Object],[object Object],< $10M in revenue,[object Object],Small Business Startups,[object Object]
Small Business,[object Object],Startup,[object Object],- Business Model found,[object Object],- Profitable business,[object Object],[object Object],< $10M in revenue,[object Object],Small Business Startups,[object Object],[object Object]
99.7% of all companies
~ 50% of total U.S. workershttp://www.sba.gov/advo/stats/sbfaq.pdf,[object Object]
Small Business Startup:Internet Edition,[object Object],Small Business,[object Object],Startup,[object Object],- Business Model found,[object Object],- Profitable business,[object Object],[object Object],< $10M in revenue,[object Object],[object Object]
Not all businesses on the Internet are “Scalable Startups”,[object Object]
 Incremental improvements,[object Object]
 New tech, customers, channels,[object Object]
Scalable,[object Object],Startup,[object Object],Large Company,[object Object],>$100M/year,[object Object],[object Object]
 Company can grow to $100m/year
 Business model found
 Focused on execution and processScalable Startup,[object Object]
Scalable,[object Object],Startup,[object Object],Large Company,[object Object],>$100M/year,[object Object],[object Object]
 Company can grow to $100m/year
 Business model found
 Focused on execution and process
 Typically requires “risk capital”Scalable Startup,[object Object],[object Object]
 Typically needs risk capital
 What Silicon Valley means when they say “Startup”,[object Object]
 Company can grow to $100m/year
 Business model found
 Focused on execution and process
 Typically requires “risk capital”,[object Object]
What VC’s Don’t Tell You:The Transition,[object Object],Scalable,[object Object],Startup,[object Object],Transition,[object Object],Large Company,[object Object],Search,[object Object],Build,[object Object],Grow,[object Object]
What VC’s Don’t Tell You:The Transition – Founders Leave,[object Object],Scalable,[object Object],Startup,[object Object],Transition,[object Object],Large Company,[object Object],[object Object]
 Professional Mgmt
 Process
 Beginning of scale,[object Object]
 i.e. Product/Market fit- Repeatable sales model,[object Object],- Managers hired,[object Object],What’s A Startup?,[object Object],A Startup is the organization used to search for a scalable business model,[object Object]
Plan versus Model,[object Object]
No Business Plan survives first contact with customers,[object Object]
So Search for a Business Model,[object Object]
The Search for a Business Model,[object Object],[object Object]
A Business Model diagrams how a company creates, delivers and captures value – it’s dynamic
 Or in English: How a company makes money,[object Object]
Startups Continually Pivot (Iterate),[object Object]
Startups Search and Pivot,[object Object],The Search for the Business Model,[object Object],Scalable,[object Object],Startup,[object Object],Transition,[object Object],Large Company,[object Object],[object Object]
 i.e. Product/Market fit- Repeatable sales model,[object Object],- Managers hired,[object Object]
Startups Search, Companies Execute,[object Object],The Execution of the Business Model,[object Object],The Search for the Business Model,[object Object],Scalable,[object Object],Startup,[object Object],Transition,[object Object],Large Company,[object Object],- Cash-flow breakeven,[object Object],- Profitable,[object Object],- Rapid scale,[object Object],- New Senior Mgmt,[object Object],~ 150 people,[object Object],[object Object]
 Product/Market fit- Repeatable sales model,[object Object],- Managers hired,[object Object]
Metrics Versus Accounting,[object Object],The Execution of the Business Model,[object Object],Scalable,[object Object],Startup,[object Object],Transition,[object Object],Large,[object Object],Company,[object Object],Traditional Accounting,[object Object],[object Object]
 Cash Flow Statement
 Income Statement,[object Object]
 Viral coefficient
 Customer Lifetime Value
 Average Selling Price/Order Size
 Monthly burn rate
 etc.  Traditional Accounting,[object Object],[object Object]
 Cash Flow Statement
 Income Statement,[object Object]
 Scalable
 Price List/Data Sheets
 Revenue Plan,[object Object]
 Pricing/Feature unstable
 Not yet repeatable
“One-off’s”Sales,[object Object],[object Object]
 Scalable
 Price List/Data Sheets
 Revenue Plan,[object Object]
 Feature Spec’s
 Competitive Analysis,[object Object]
 Feature Spec’s
 Competitive AnalysisCustomer Development,[object Object],[object Object]
 Minimum Feature Set
 Pivots,[object Object]
 Waterfall Development
 QA
 Tech Pubs,[object Object]
 Waterfall Development
 QA
 Tech PubsAgile Development,[object Object],[object Object]
 Continuous Learning
 Self Organizing Teams

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