What you do to get Product Market Fit, should be very different to what you do afterwards in order to scale. Startups are about putting out fires, scaleups are about lighting them.
Go to www.slidebooks.com to access the editable version in Powerpoint and Excel of this Management Consultant Toolkit created by former management consultants from Deloitte and McKinsey.
Digital Transformation Strategy & Framework | By ex-McKinseyAurelien Domont, MBA
Go to www.slidebooks.com to Download and Reuse Now a Digital Transformation Strategy & Framework in Powerpoint | Created By ex-McKinsey & Deloitte Strategy Consultants.
Establishing a Business Process Management Center of Excellence - Impact 2012Prolifics
Speakers: Benny Higdon, Prolifics; Howard Webb, Prolifics
Description: Introducing a new technology in to an enterprise may be fraught with problems. The same is true for Business Process Management (BPM), which are both a technology and a methodology. Establishing a properly staffed and empowered Center of Excellence (CoE) can improve your chances of success. Learn the considerations for setting up a BPM CoE in your organization.
Thrive with accenture product and platform engineering servicesAccenture Technology
Accenture’s Product and Platform Engineering Services team helps clients navigate through the new wave of platforms. With more than three decades of experience, our deep engineering-skilled workforce of over 8,000 professionals has grown out of the development of our own commercially-available software and platforms. With expertise across more than 40 industries and all business functions, we deliver transformational outcomes for a demanding, new digital world.
This Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Strategy Consultants, after more than 3,000 hours of work. It is considered the world's best & most comprehensive Strategy Toolkit. It includes all the Frameworks, Analysis Tools & Document Templates required to excel in a Strategy position and define & implement a winning Strategy for your organization. This Slideshare presentation is only a small sample of our Toolkit. You can download the entire Toolkit at www.slidebooks.com
Easily define & implement your Digital Transformation Strategy & Plan by leveraging this 10-step Template. Created by ex-McKinsey, Deloitte and BCG Consultants specialized in Digital Strategy, after more than 600 hours of work. Don’t reinvent the wheel. Download Now. To download the whole template, go to www.slidebooks.com.
Strategic Planning Toolkit - Framework, Best Practices and TemplatesAurelien Domont, MBA
This Strategic Planning Toolkit was created by ex-McKinsey, Deloitte and BCG Strategy Consultants, after more than 2,000 hours of work. It is considered the world's best & most comprehensive Strategic Planning Toolkit. It includes all the Frameworks, Analysis Tools & Document Templates required to improve your Strategic Planning capability, and become the subject matter expert of your organization. This Slideshare Powerpoint presentation is only a small preview of our Toolkit. You can download the entire Toolkit in Powerpoint and Excel at www.slidebooks.com
Go to www.slidebooks.com to access the editable version in Powerpoint and Excel of this Management Consultant Toolkit created by former management consultants from Deloitte and McKinsey.
Digital Transformation Strategy & Framework | By ex-McKinseyAurelien Domont, MBA
Go to www.slidebooks.com to Download and Reuse Now a Digital Transformation Strategy & Framework in Powerpoint | Created By ex-McKinsey & Deloitte Strategy Consultants.
Establishing a Business Process Management Center of Excellence - Impact 2012Prolifics
Speakers: Benny Higdon, Prolifics; Howard Webb, Prolifics
Description: Introducing a new technology in to an enterprise may be fraught with problems. The same is true for Business Process Management (BPM), which are both a technology and a methodology. Establishing a properly staffed and empowered Center of Excellence (CoE) can improve your chances of success. Learn the considerations for setting up a BPM CoE in your organization.
Thrive with accenture product and platform engineering servicesAccenture Technology
Accenture’s Product and Platform Engineering Services team helps clients navigate through the new wave of platforms. With more than three decades of experience, our deep engineering-skilled workforce of over 8,000 professionals has grown out of the development of our own commercially-available software and platforms. With expertise across more than 40 industries and all business functions, we deliver transformational outcomes for a demanding, new digital world.
This Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Strategy Consultants, after more than 3,000 hours of work. It is considered the world's best & most comprehensive Strategy Toolkit. It includes all the Frameworks, Analysis Tools & Document Templates required to excel in a Strategy position and define & implement a winning Strategy for your organization. This Slideshare presentation is only a small sample of our Toolkit. You can download the entire Toolkit at www.slidebooks.com
Easily define & implement your Digital Transformation Strategy & Plan by leveraging this 10-step Template. Created by ex-McKinsey, Deloitte and BCG Consultants specialized in Digital Strategy, after more than 600 hours of work. Don’t reinvent the wheel. Download Now. To download the whole template, go to www.slidebooks.com.
Strategic Planning Toolkit - Framework, Best Practices and TemplatesAurelien Domont, MBA
This Strategic Planning Toolkit was created by ex-McKinsey, Deloitte and BCG Strategy Consultants, after more than 2,000 hours of work. It is considered the world's best & most comprehensive Strategic Planning Toolkit. It includes all the Frameworks, Analysis Tools & Document Templates required to improve your Strategic Planning capability, and become the subject matter expert of your organization. This Slideshare Powerpoint presentation is only a small preview of our Toolkit. You can download the entire Toolkit in Powerpoint and Excel at www.slidebooks.com
This presentation is from my talk at the 2017 SaaStr Annual Conference in San Francisco. It offers an overview of a simple model to understand a SaaS business and the key levers a CEO can pull to get the most impact. The presentation covers:
Optimizing the SaaS Funnel:
- Get inside your customer’s head
- Break down the funnel into microsteps
- Identify bottlenecks
- Use funnel math to make improvements
12 key levers within the funnel:
1) Product/Market fit
2) Top of the funnel flow
3) Conversion rate
4) CAC (customer acquisition cost)
5) Number of sales people
6) PPR (productivity per rep)
7) Getting enough leads
8) Pricing
9) Customer retention rate
10) Dollar retention rate
11) Months to recover CAC
12) Recruiting, onboarding & management
BPM Fundamentals: Develop Your Game Plan For BPM SuccessClay Richardson
Presentation on BPM fundamentals at PegaWorld. Introduces business process professionals to drivers for bpm, defining the business case, evaluating ROI, and when/where to use technology.
These past few years have accelerated changes and disrupted how companies lead, enable, empower, and engage around communications. Leaders in corporate communications, human resources, and IT are all tackling new responsibilities and challenges in connecting with employees who no longer regularly share the same workspace and may be overwhelmed with increased communication volume, velocity, and variety.
We have been catapulted into a new employee experience paradigm, and it can be challenging to get our bearings. We now need to plan for the future, but it can be hard to consider the future when the present is filled with unique and pressing communication challenges. Yet, the future of communication may hold answers to problems we are experiencing today; it may inspire us to change and, perhaps most importantly, enable us to understand how to prepare to embrace a better one.
We have gathered leading industry experts on employee communications, intranets, the digital workplace, and employee experience to help us navigate the years ahead. Join James Robertson, a Step Two global thought leader and author on digital employee experience, Suzie Robinson, author of the popular ClearBox employee experience platforms report, and Richard Harbridge, a celebrated Microsoft MVP, as they share insight on how to better understand, leverage, and prepare for the future of employee communications.
Business analyst interview questions and answersRobin G
Prepare better for your interview with this comprehensive set of 'Business Analyst Interview Questions and Answers'.
Courtesy : http://thebusinessanalystjobdescription.com
Management Consulting Toolkit - Framework, Best Practices and TemplatesAurelien Domont, MBA
This Toolkit was created by ex-McKinsey, Deloitte & BCG Consultants, after 2,000+ hours of work. It is considered the world's best & most comprehensive Management Consulting Toolkit. It includes all the Frameworks, Tools & Document Templates required to improve the Management Consulting Capability of your organization & excel as a Management Consultant. This Slideshare Powerpoint presentation is only a small preview of our Toolkit. You can download the entire Toolkit at www.slidebooks.com
Presenting this set of slides with name - Executive Summary Ppt Slide. This is a two stage process. The stages in this process are Background, Capabilities, Accreditation, Promoters And Shareholding, Company Vision. https://bit.ly/3lqiQ35
Business process analysis and design – importance of having a common language...Alan McSweeney
Provide an introduction to process design/specification and the potential benefits of using a visual process design approach such as BPMN to enable business and IT users understand how process should operate
Product market fit is achieved by finding the successful intersection of product iteration, competition/market and go-to-market strategy. Finding product market fit (PMF), however, is hard when these three factors confound problem solving in the search for PMF.
Fortunately, competition tends to be roughly constant over the period in which a startup is solving for PMF. To control between product iteration and GTM, go-to-market can be broken into five sub-steps in any of which product changes are small enough not to confound. This allows GTM tactics and strategy to be tested and proven or disproven.
The five steps are first sale, founder sales, first sales person, sales leadership, scaling sales - each a distinct stage that can be tested and measured. There are metrics abound to measure sales performance, but many - including funnel conversion metrics, LTV and CAC - are fuzzy and imprecise in the early stages of a startup. What matters is whether a software business is adding adequate net new revenue per cash burned as measured by monthly increase in MRR per monthly net cash burned. Cash efficiency should go up at each successive go-to-market step.
Finance and Investment Toolkit - Framework, Best Practices and TemplatesAurelien Domont, MBA
This Toolkit was created by ex-McKinsey & Deloitte Consultants, and JP Morgan Investment Bankers, after more than 1,000 hours of work. It is considered the world's best & most comprehensive Finance & Investment Toolkit. It includes all the Frameworks, Tools & Templates required to improve the capability of your organization and boost your career. You can download the entire Toolkit in Powerpoint and Excel at www.slidebooks.com
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
The New Sales Manager: An Effective, Systematic Approach (Initial 3-6 months...JimZaiter1
This plan is intended to provide an initial roadmap for new sales managers promoted to the position and experienced sales managers starting a new sales management job. This 3-6 months business plan involves conducting thorough assessments of the sales organization's health, developing a compelling vision and strategy, and establishing an effective Sales Management Operating System. By implementing these systematic approaches. The plan will ensure that the team operates efficiently, meets long-term goals, and achieves success in highly competitive sales environment.
How the Challenger Sale philosophy applies to CSMGainsight
Our Director of Client Strategy and Director of Customer Success Sales examine how the 'Challenger Sale' philosophy can also be appllied across your Customer Success and Renewals & Expansion teams
Post Merger Integration Toolkit - Framework, Best Practices and TemplatesAurelien Domont, MBA
This Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 2000 hours of work. It is considered the world's best & most comprehensive Post Merger Integration Toolkit. It includes all the Frameworks, Tools & Templates required to increase the value creation of your Mergers & Acquisitions. This Slideshare Powerpoint presentation is only a small preview of our Toolkit. You can download the entire Toolkit in Powerpoint and Excel at www.slidebooks.com
This presentation is from my talk at the 2017 SaaStr Annual Conference in San Francisco. It offers an overview of a simple model to understand a SaaS business and the key levers a CEO can pull to get the most impact. The presentation covers:
Optimizing the SaaS Funnel:
- Get inside your customer’s head
- Break down the funnel into microsteps
- Identify bottlenecks
- Use funnel math to make improvements
12 key levers within the funnel:
1) Product/Market fit
2) Top of the funnel flow
3) Conversion rate
4) CAC (customer acquisition cost)
5) Number of sales people
6) PPR (productivity per rep)
7) Getting enough leads
8) Pricing
9) Customer retention rate
10) Dollar retention rate
11) Months to recover CAC
12) Recruiting, onboarding & management
BPM Fundamentals: Develop Your Game Plan For BPM SuccessClay Richardson
Presentation on BPM fundamentals at PegaWorld. Introduces business process professionals to drivers for bpm, defining the business case, evaluating ROI, and when/where to use technology.
These past few years have accelerated changes and disrupted how companies lead, enable, empower, and engage around communications. Leaders in corporate communications, human resources, and IT are all tackling new responsibilities and challenges in connecting with employees who no longer regularly share the same workspace and may be overwhelmed with increased communication volume, velocity, and variety.
We have been catapulted into a new employee experience paradigm, and it can be challenging to get our bearings. We now need to plan for the future, but it can be hard to consider the future when the present is filled with unique and pressing communication challenges. Yet, the future of communication may hold answers to problems we are experiencing today; it may inspire us to change and, perhaps most importantly, enable us to understand how to prepare to embrace a better one.
We have gathered leading industry experts on employee communications, intranets, the digital workplace, and employee experience to help us navigate the years ahead. Join James Robertson, a Step Two global thought leader and author on digital employee experience, Suzie Robinson, author of the popular ClearBox employee experience platforms report, and Richard Harbridge, a celebrated Microsoft MVP, as they share insight on how to better understand, leverage, and prepare for the future of employee communications.
Business analyst interview questions and answersRobin G
Prepare better for your interview with this comprehensive set of 'Business Analyst Interview Questions and Answers'.
Courtesy : http://thebusinessanalystjobdescription.com
Management Consulting Toolkit - Framework, Best Practices and TemplatesAurelien Domont, MBA
This Toolkit was created by ex-McKinsey, Deloitte & BCG Consultants, after 2,000+ hours of work. It is considered the world's best & most comprehensive Management Consulting Toolkit. It includes all the Frameworks, Tools & Document Templates required to improve the Management Consulting Capability of your organization & excel as a Management Consultant. This Slideshare Powerpoint presentation is only a small preview of our Toolkit. You can download the entire Toolkit at www.slidebooks.com
Presenting this set of slides with name - Executive Summary Ppt Slide. This is a two stage process. The stages in this process are Background, Capabilities, Accreditation, Promoters And Shareholding, Company Vision. https://bit.ly/3lqiQ35
Business process analysis and design – importance of having a common language...Alan McSweeney
Provide an introduction to process design/specification and the potential benefits of using a visual process design approach such as BPMN to enable business and IT users understand how process should operate
Product market fit is achieved by finding the successful intersection of product iteration, competition/market and go-to-market strategy. Finding product market fit (PMF), however, is hard when these three factors confound problem solving in the search for PMF.
Fortunately, competition tends to be roughly constant over the period in which a startup is solving for PMF. To control between product iteration and GTM, go-to-market can be broken into five sub-steps in any of which product changes are small enough not to confound. This allows GTM tactics and strategy to be tested and proven or disproven.
The five steps are first sale, founder sales, first sales person, sales leadership, scaling sales - each a distinct stage that can be tested and measured. There are metrics abound to measure sales performance, but many - including funnel conversion metrics, LTV and CAC - are fuzzy and imprecise in the early stages of a startup. What matters is whether a software business is adding adequate net new revenue per cash burned as measured by monthly increase in MRR per monthly net cash burned. Cash efficiency should go up at each successive go-to-market step.
Finance and Investment Toolkit - Framework, Best Practices and TemplatesAurelien Domont, MBA
This Toolkit was created by ex-McKinsey & Deloitte Consultants, and JP Morgan Investment Bankers, after more than 1,000 hours of work. It is considered the world's best & most comprehensive Finance & Investment Toolkit. It includes all the Frameworks, Tools & Templates required to improve the capability of your organization and boost your career. You can download the entire Toolkit in Powerpoint and Excel at www.slidebooks.com
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
The New Sales Manager: An Effective, Systematic Approach (Initial 3-6 months...JimZaiter1
This plan is intended to provide an initial roadmap for new sales managers promoted to the position and experienced sales managers starting a new sales management job. This 3-6 months business plan involves conducting thorough assessments of the sales organization's health, developing a compelling vision and strategy, and establishing an effective Sales Management Operating System. By implementing these systematic approaches. The plan will ensure that the team operates efficiently, meets long-term goals, and achieves success in highly competitive sales environment.
How the Challenger Sale philosophy applies to CSMGainsight
Our Director of Client Strategy and Director of Customer Success Sales examine how the 'Challenger Sale' philosophy can also be appllied across your Customer Success and Renewals & Expansion teams
Post Merger Integration Toolkit - Framework, Best Practices and TemplatesAurelien Domont, MBA
This Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 2000 hours of work. It is considered the world's best & most comprehensive Post Merger Integration Toolkit. It includes all the Frameworks, Tools & Templates required to increase the value creation of your Mergers & Acquisitions. This Slideshare Powerpoint presentation is only a small preview of our Toolkit. You can download the entire Toolkit in Powerpoint and Excel at www.slidebooks.com
Talks about partial successes with Agile implementations. We have become iterative for sure and there is a definite sense of cadence. But concept to cash lead times are still quite high. A sense of dogma has crept in the rituals, they happen, but there is little soul.Team members are still quite stressed out; We have avoided the famous waterfall death march for sure but it is still a very tiring and painful long march. Organisations doesn't feel that they have reaped all the benefits which were promised. There is just a handful of companies who seem to be living the values and are really nimble in the market place. What went wrong?
This workshop will provide you with the tools, techniques, and sales strategies on how to effectively penetrate your dream clients, as well as save you time and money.
Let’s face it, most startups do not have the budgets to spend on the fancy and expensive software products and hiring a full-blown sales team. In turn, they need to find alternatives that can still get the job done. To add, many buyers in today’s markets are bombarded by sales people each and every day so it’s important to understand the best approaches in order to differentiate yourself amongst the noise.
Below are a few areas that will be covered during this workshop:
- Creating a Powerful and Compelling 1-Pager – Value Proposition
- LinkedIn Outreach Strategies
- Sales Software - Email tracking / Databases, CRM etc.
- Email / Cold Calling Strategies
- Building your Prospect List - Research / Targeting
Focus, Focus, Focus - The one thing that makes a differenceStephan Schmidt
Focus is the difference between me-too and success. Many companies have lost focus. But how to focus? The focus pyramid of personal, organizational and strategic focus startups and enterprise can regain lost focus and beat the competition.
5 Biggest Business Challenges Entrepreneurs Faceerickjones014
Have you ever wondered, “Why do so many entrepreneurs work so hard and are usually stressed?” Maybe you’re experiencing some of this yourself? Do you ever ask yourself, “Why is it so hard to run a business?” No success story seems to have come easy. In fact, for many entrepreneurs, life can be so challenging, sometimes it’s tempting to just get a job! Why is that the case?
Boostrapping a company to 1 million in revenue - Denver Startup Week PresentatioJeff Gladnick
Jeff Gladnick bootstrapped a Hybrid SaaS/Agency company, Great Dental Websites with no outside investment and grew annual revenue to $1MM/yr. He'll share the great decisions he made as well as the terrible ones, the software stack he used and the strategy to acquire the first 200 customers without spending a single dollar on marketing.
Building a SaaS Startup | Fernando Okumura | Lunch & Learn UCICove
About UCI Applied Innovation:
UCI Applied Innovation is a dynamic, innovative central platform for the UCI campus, entrepreneurs, inventors, the business community and investors to collaborate and move UCI research from lab to market.
About the Cove @ UCI:
To accelerate collaboration by better connecting innovation partners in Orange County, UCI Applied Innovation created the Cove, a physical, state-of-the-art hub for entrepreneurs to gather and navigate the resources available both on and off campus. The Cove is headquarters for UCI Applied Innovation, as well as houses several ecosystem partners including incubators, accelerators, angel investors, venture capitalists, mentors and legal experts.
Follow us on social media:
Facebook: @UCICove
Twitter: @UCICove
Instagram: @UCICove
LinkedIn: @UCIAppliedInnovation
For more information:
cove@uci.edu
http://innovation.uci.edu/
SIX QUESTIONS TO ASK YOURSELF BEFORE LAUNCHING YOUR STARTUP.Ajay Batra
Launching a Startup is an empowering and uplifting experience. But it can also be a daunting task to juggle so many tasks and solve innumerable challenges daily.
Are you ready for it? Do you know that to do?
Use the 5-level roadmap (Startup Maturity Model) to know where you are, and to plan your next steps towards the launch of your high-performing startup.
How advances in Exponential Technology are enabling entrepreneurs to do in Healthcare what was once only possible by government and large corporations.
There has been a lot of talk about startups, maybe too much talk, This presentation is not about startups, this presentation is about scaleup and how we can have more of them in Ireland.
Catalonia; a Cluster, a Hub or a Node– Choices for CorkJoseph Haslam
"Catalonia; a Cluster, a Hub or a Node – Choices for Cork". A presentation I gave to the UCC Executive MBA class during their study tour to Barcelona in April 2014.
The Singularity Moment - Something to believe inJoseph Haslam
Slides for my talk at IE Business School Venture Day in Lisbon on 25th June 2013. Mostly about how exponential technologies will change out lives in the coming years. Will be interesting to see the reaction that Slide 17 gets.
How to Build a Diversified Investment Portfolio.pdfTrims Creators
Building a diversified investment portfolio is a fundamental strategy to manage risk and optimize returns. For both novice and experienced investors, diversification offers a pathway to a more stable and resilient financial future. Here’s an in-depth guide on how to create and maintain a well-diversified investment portfolio.
When listening about building new Ventures, Marketplaces ideas are something very frequent. On this session we will discuss reasons why you should stay away from it :P , by sharing real stories and misconceptions around them. If you still insist to go for it however, you will at least get an idea of the important and critical strategies to optimize for success like Product, Business Development & Marketing, Operations :)
Reflect Festival Limassol May 2024.
Michael Economou is an Entrepreneur, with Business & Technology foundations and a passion for Innovation. He is working with his team to launch a new venture – Exyde, an AI powered booking platform for Activities & Experiences, aspiring to revolutionize the way we travel and experience the world. Michael has extensive entrepreneurial experience as the co-founder of Ideas2life, AtYourService as well as Foody, an online delivery platform and one of the most prominent ventures in Cyprus’ digital landscape, acquired by Delivery Hero group in 2019. This journey & experience marks a vast expertise in building and scaling marketplaces, enhancing everyday life through technology and making meaningful impact on local communities, which is what Michael and his team are pursuing doing once more with Exyde www.goExyde.com
Salma Karina Hayat is Conscious Digital Transformation Leader at Kudos | Empowering SMEs via CRM & Digital Automation | Award-Winning Entrepreneur & Philanthropist | Education & Homelessness Advocate
What You're Going to Learn
- How These 4 Leaks Force You To Work Longer And Harder in order to grow your income… improve just one of these and the impact could be life changing.
- How to SHUT DOWN the revolving door of Income Stagnation… you know, where new sales come into your magazine while at the same time existing sponsors exit.
- How to transform your magazine business by fixing the 4 “DON’Ts”...
#1 LEADS Don’t Book
#2 PROSPECTS Don’t Show
#3 PROSPECTS Don’t Buy
#4 CLIENTS Don’t Stay
- How to identify which leak to fix first so you get the biggest bang for your income.
- Get actionable strategies you can use right away to improve your bookings, sales and retention.
Textile Chemical Brochure - Tradeasia (1).pdfjeffmilton96
Explore Tradeasia’s brochure for eco-friendly textile chemicals. Enhance your textile production with high-quality, sustainable solutions for superior fabric quality.
Best Crypto Marketing Ideas to Lead Your Project to SuccessIntelisync
In this comprehensive slideshow presentation, we delve into the intricacies of crypto marketing, offering invaluable insights and strategies to propel your project to success in the dynamic cryptocurrency landscape. From understanding market trends to building a robust brand identity, engaging with influencers, and analyzing performance metrics, we cover all aspects essential for effective marketing in the crypto space.
Also Intelisync, our cutting-edge service designed to streamline and optimize your marketing efforts, leveraging data-driven insights and innovative strategies to drive growth and visibility for your project.
With a data-driven approach, transparent communication, and a commitment to excellence, InteliSync is your trusted partner for driving meaningful impact in the fast-paced world of Web3. Contact us today to learn more and embark on a journey to crypto marketing mastery!
Ready to elevate your Web3 project to new heights? Contact InteliSync now and unleash the full potential of your crypto venture!
Explore Sarasota Collection's exquisite and long-lasting dining table sets and chairs in Sarasota. Elevate your dining experience with our high-quality collection!
Create a spend money transaction during bank reconciliation.pdf
A Scaleup is not a Startup
1. A Scaleup is Not A Startup
Product, Process, People
Joe Haslam
Executive Director, Owners Management Program
AD-ENG-OMP
ABR-2017
Monday, 24 April 2017
Serrano, 99 (S-001)
2. "It has never been
easier to start ….
but never been
harder to scale!"
3.
4. A Scaleup is Not A Startup
1. Scale
2. Product
3. Process
4. People
5. Resources
21. 1. Beware of small, rare problems
2. Beware of offering a cheap, complex product
3. Beware of solving problems people don’t know/don’t care about
4. Beware of solving problems you can’t experience yourself
22.
23. Law #1: Delivers a service that can be metered.
Law #2: Grows with the business.
Law #3: Replaces something that companies already pay for.
Law #4: Offers an amazing user experience for the developer
Law #5: Receives tons of explicit developer love.
Law #6: Exhibits strong network effects.
Law #7: Eliminates the need for non-core skillsets no one enjoys.
Law #8: Democratizes development.
24.
25. 1. Charge earlier than you’re comfortable with
2. Charge more than you’re comfortable with
3. Justify (or kill) your lowest plan
4. Plan on changing prices
26.
27.
28. c
1) Marketing Specialization
During the transition from startup to scale-up, the change in marketing goals calls for
specialist skill-sets. The marketing focus shifts to quickly and efficiently scaling up the
repeatable sales or customer acquisition model.
2) Marketing Experimentation
A business that’s scaling up depends on experience to determine what growth engine to
focus on. After all, the trial and errors of the startup phase have helped the startup figure out
what works and what doesn’t. This knowledge may also reduce the room for marketing
experimentation. With a bigger customer base, there is less room for error.
3) Marketing Processes and Hierarchies
Operational efficiency becomes increasingly important as you hit the scale-up phase. The
ability to efficiently prioritize, delegate, record, track, and analyze marketing activities
becomes process dependent.
4) Marketing Leadership
A startup does not always need to align sales and marketing activity. However, most scale-
up marketing needs are always coupled with revenue generation responsibilities. In a scale-
up, it is important to align sales and marketing activities for optimized growth focus.
Marketing in a scale-up needs to behave more like revenue centers than cost centers.
37. “Scaleup is the Real Startup”
1. A startup should not be fat but it should not be lean.
Forget about small efficiencies, about 97% of the time.
2. Silicon Valley Blitzscaling (AirBnB, Uber, Dropbox) is
only for <1% of the world.
3. Zero to One, not One to N (Peter Theil is right)
4. You can be Good, Quick & Cheap (you don´t have pick
just two)
5. A scaleup screwup is worse than a startup screwup.
Scaleup is EVEN MORE about survival.
Corsten & Haslam (2017)
38.
39.
40. (1) SCALE - Your Gross Revenue, money in
(2) MARGIN - Both Gross & Contribution Margin
(3) MOMENTUM - Direction of market Share?
(4) ACTIVITY - How quickly items are bought/sold?
(5) ENGAGEMENT - No sale yet but interaction
(6) RETENTION - Can you keep a customer?
(7) CONCENTRATION - Spread out or highly concentrated?
(8) ACQUISITION - How much it costs to get a customer?
(9) ROI - Unit Economics, does average transaction bring value?
(10) CASH - Burn Rate
41.
42.
43.
44. Advisory Board Problems:
1. Not enough time.
2. Not enough wisdom.
3. Too much effort.
4. Expensive.
My view on how to best implement advisory boards:
1. Ask for small investments
2. Run semi-annual advisory dinners
3. Don’t overplay in your VC pitches
51. 1. Employee Net Promoter Scores as Manager Thermometer
2. Enterprise Value > Team Value > Self Value
3. Chief Pothole Prevention Officer
4. Everything Needs to Work Right Almost All the Time
5. Sailing Ships
6. No Uninspired Compromises
7. Right vs. Fast
8. Short-term vs. Long-term
9. Documenting Strategy
10. CEO = Chief Explanation Officer
11. The Bus Analogy
12. Great Products Are to Customers as Great Cultures Are to Employees
62. - Problem solving is much easier than coaching.
- Coaching takes a lot of energy. It’s exhausting,
because you need to understand what the person’s
about, their strengths and weaknesses, their hopes,
dreams, and fears.
- You have to deliver messages in such a way that’s
tailor-made for them so they can internalize it, and
most importantly — this is where true scale begins
to happen — they can start coaching people on their
team to do it”
63. “Just when I thought I’d figured out how to be
the CEO of a 100-person company, suddenly
it’s 200 people.”
- Ben Silbermann, Co-Founder, Pinterest