By Gil Dibner (twitter.com/gdibner), General Partner & Founder at Angular Ventures (www.angularventures.com)
Gil has backed several enterprise-oriented companies, including Front and Vault. Tips to understand how to absolutely nail Enterprise Sales.
By Robin Choy (https://twitter.com/robin_choy), CEO at HireSweet (https://www.hiresweet.com/)
This is definitely one of the biggest challenges any startup faces. Having high quality engineers who join your company in the early days, taking a risk on you while more mature companies are also chasing them can truly be game-changer.
Robin is the co-founder of HireSweet, a team helping startups recruit Software Engineers by developing cutting-edge AI tools. 700+ startups have scaled their teams with their help, often from 10 to 100+ people. The knowledge Robin has acquired about the process is pure gold. Join us to discover how to set up a super efficient process to build the best possible tech team for each stage (0 to 3 people in the tech team, 3 to 8 people, 8 to 20 people).
By Mathias Pastor (https://twitter.com/pastormhm), Director at The Family
Roch Delsalle, CTO at Proprioo (https://www.proprioo.fr/)
Jade Francine, Cofounder & COO at WeMaintain (https://wemaintain.com/)
Marc Lebel, CEO at LouerAgile (https://www.loueragile.fr/)
Real estate is everywhere. It’s part of our daily lives, of who we are and how we live, move, work - a pretty broad category. And it’s the kind of sector that can easily be termed “slow.” Slow in adapting to new technology, slow in responsiveness to customers…. Some people think having a spreadsheet is already a win
By Jeff Maggioncalda, CEO of Coursera
Jeff's background is phenomenal. Before joining Coursera as CEO two years ago, he co-founded Financial Engines, one of the biggest & hottest fintech companies in Silicon Valley at the time, together with the Nobel Prize in Economics winner Bill Sharpe; he then sold it for… $3B 勞
By Robin Choy (https://twitter.com/robin_choy), CEO at HireSweet (https://www.hiresweet.com/)
This is definitely one of the biggest challenges any startup faces. Having high quality engineers who join your company in the early days, taking a risk on you while more mature companies are also chasing them can truly be game-changer.
Robin is the co-founder of HireSweet, a team helping startups recruit Software Engineers by developing cutting-edge AI tools. 700+ startups have scaled their teams with their help, often from 10 to 100+ people. The knowledge Robin has acquired about the process is pure gold. Join us to discover how to set up a super efficient process to build the best possible tech team for each stage (0 to 3 people in the tech team, 3 to 8 people, 8 to 20 people).
By Mathias Pastor (https://twitter.com/pastormhm), Director at The Family
Roch Delsalle, CTO at Proprioo (https://www.proprioo.fr/)
Jade Francine, Cofounder & COO at WeMaintain (https://wemaintain.com/)
Marc Lebel, CEO at LouerAgile (https://www.loueragile.fr/)
Real estate is everywhere. It’s part of our daily lives, of who we are and how we live, move, work - a pretty broad category. And it’s the kind of sector that can easily be termed “slow.” Slow in adapting to new technology, slow in responsiveness to customers…. Some people think having a spreadsheet is already a win
By Jeff Maggioncalda, CEO of Coursera
Jeff's background is phenomenal. Before joining Coursera as CEO two years ago, he co-founded Financial Engines, one of the biggest & hottest fintech companies in Silicon Valley at the time, together with the Nobel Prize in Economics winner Bill Sharpe; he then sold it for… $3B 勞
This deck draws from a lecture I give on the art of pitch decks -- the who, what, how, and why of crafting your messaging and assembling your deck.
Many thanks to Dave McClure (500 Startups), Ryan Spoon (Polaris Ventures), and the trial and error of the Tigerlabs portfolio for assisting me in assembling this deck.
Questions? Complaints? Bones to pick? Shoot me an e-mail at james@tigerlabs.co
10 Engineering Lessons Moving From a Startup To a Global Scaleup by Paul Schu...TheFamily
At The Family, we believe that anyone can become a great entrepreneur. Find more info here: http://www.thefamily.co/
By Paul Schulz (https://www.linkedin.com/in/paulschulz/)
We are super excited to welcome mastermind Paul Schulz CPTO at Perkbox, ex-Head of Mobile Technology at Yahoo!, at The Family, who shared with us 10 engineering lessons moving from a startup to a rapidly growing global scale-up.
Paul has over 27 years of experience in the tech industry, 17 of which have been as a CTO. He has worked for companies such as Nokia, Yahoo! and also created an industry-leading Open Source video advertising product called Open Video Ads, acquired by JWPlayer. Most recently, he has been operating as CTO for very early stage tech companies in London.
Successful ventures move rapidly from the state of startup to scale-up. Often, founders neglect to prepare technically for the scaling phase when building a business in the early days. The mistakes made early on can severely limit the ability of a company to meet demand and grow rapidly during the most critical time of its life.
Paul shared his incredible experiences in helping ventures move from start-up to scale-up.
At Perkbox, he helped the Product and Engineering team grow from a small team creating and supporting one product for one market, to a larger team developing four products across 3 markets.
Perkbox is Europe’s fastest-growing employee experience platform aimed to enrich employees’ experiences. They have helped over 600’000 employees and some of their customers include Deliveroo, OpenTable, NHS, Wasabi, Rentalcars.com, and so on!
By by Steve Anavi (https://www.linkedin.com/in/steveanavi/), cofounder at Qonto (https://qonto.eu/en/)
Qonto is our beloved bank for SMEs & freelancers. From day one their value proposal has been a no-brainer: simple UX, customization, reactivity, smooth financial management…
However, the new challenges they are facing now (after growing to a team of 150 people) is to create brand love. How they are dealing with that in a dusty industry where brand love is quite rare?
Presentation from Marc Phillips, Managing Partner of Arafura Ventures, and author of "Inside Silicon Valley: How the deals get done," with a slide-by-slide approach to developing your pitch deck -- using examples from real-life winning pitch decks.
Check out sample essential pitch deck slides for: .
- Mission/Vision
- Problem/Solution
- Market size
- IP
- Financial projections
- Management team
- and more!
Sponsored by Early Growth Financial Services and Cooley.
Thousands of business ideas are pitched each day. Some are enthusiastically embraced and supported; others are shrugged aside. Why is that? What makes a “good idea” good? More importantly, what will your organization regard as a business idea worthy of investment? In this presentation, you will learn the answers to these questions by exploring the decision making process and the specific criteria that investors and savvy senior executives use when evaluating business ideas.
This presentation is a quick tutorial on the basic principles of the Lean Startup Method, a faster, better, cheaper way of developing new lines of business that originated in the Silicon Valley startup scene and is rapidly becoming a mainstream management technique.
You will also learn about Customer Problem Interviews, a technique for testing the most important assumption of your business model to quickly and inexpensively determine whether or not your business idea is addressing a problem people will spend money on to solve.
Pitch deck tips for startups looking to raise funding (also advice for presenting in MassChallenge Rounds 2 and 3)
Presented by Stacie Andrews, CTO of ProvadoMarketing.com (also happens to be a Masschallenge 2010 finalist of a high-tech company launching soon)
Co-contributor of this presentation: Christopher Mirabile, Investor and Adviser, Managing Director at LaunchPad Venture Group LLC
Ask the VC: How to Create a Winning Pitch DeckDavid Ehrenberg
Founders -- this is your chance to get real insight from a real venture capitalist about pitching and pitch decks.
From Marc Phillips (Founding Managing Partner in Arafura Ventures Inc.(arafuraventures.com) and author of Inside Silicon Valley: how the deals get done) and Gadiel Morantes (Chief Revenue Officer) with Early Growth Financial Services (www.earlygrowthfinancialservices.com), comes a presentation about how to create a winning pitch deck.
Topics covered include:
- What slides to include
- How to best present yourself
- Financial projections, dealing with management gaps, showing market size, demonstration IP, and more!
http://rampupweekend.com/ramp-up-weekend-pitch-deck
Learn how to make a killer pitch deck for the ramp up weekend event. A strong pitch deck example by the Stu Clark Centre for Entrepreneurship at the University of Manitoba
This deck draws from a lecture I give on the art of pitch decks -- the who, what, how, and why of crafting your messaging and assembling your deck.
Many thanks to Dave McClure (500 Startups), Ryan Spoon (Polaris Ventures), and the trial and error of the Tigerlabs portfolio for assisting me in assembling this deck.
Questions? Complaints? Bones to pick? Shoot me an e-mail at james@tigerlabs.co
10 Engineering Lessons Moving From a Startup To a Global Scaleup by Paul Schu...TheFamily
At The Family, we believe that anyone can become a great entrepreneur. Find more info here: http://www.thefamily.co/
By Paul Schulz (https://www.linkedin.com/in/paulschulz/)
We are super excited to welcome mastermind Paul Schulz CPTO at Perkbox, ex-Head of Mobile Technology at Yahoo!, at The Family, who shared with us 10 engineering lessons moving from a startup to a rapidly growing global scale-up.
Paul has over 27 years of experience in the tech industry, 17 of which have been as a CTO. He has worked for companies such as Nokia, Yahoo! and also created an industry-leading Open Source video advertising product called Open Video Ads, acquired by JWPlayer. Most recently, he has been operating as CTO for very early stage tech companies in London.
Successful ventures move rapidly from the state of startup to scale-up. Often, founders neglect to prepare technically for the scaling phase when building a business in the early days. The mistakes made early on can severely limit the ability of a company to meet demand and grow rapidly during the most critical time of its life.
Paul shared his incredible experiences in helping ventures move from start-up to scale-up.
At Perkbox, he helped the Product and Engineering team grow from a small team creating and supporting one product for one market, to a larger team developing four products across 3 markets.
Perkbox is Europe’s fastest-growing employee experience platform aimed to enrich employees’ experiences. They have helped over 600’000 employees and some of their customers include Deliveroo, OpenTable, NHS, Wasabi, Rentalcars.com, and so on!
By by Steve Anavi (https://www.linkedin.com/in/steveanavi/), cofounder at Qonto (https://qonto.eu/en/)
Qonto is our beloved bank for SMEs & freelancers. From day one their value proposal has been a no-brainer: simple UX, customization, reactivity, smooth financial management…
However, the new challenges they are facing now (after growing to a team of 150 people) is to create brand love. How they are dealing with that in a dusty industry where brand love is quite rare?
Presentation from Marc Phillips, Managing Partner of Arafura Ventures, and author of "Inside Silicon Valley: How the deals get done," with a slide-by-slide approach to developing your pitch deck -- using examples from real-life winning pitch decks.
Check out sample essential pitch deck slides for: .
- Mission/Vision
- Problem/Solution
- Market size
- IP
- Financial projections
- Management team
- and more!
Sponsored by Early Growth Financial Services and Cooley.
Thousands of business ideas are pitched each day. Some are enthusiastically embraced and supported; others are shrugged aside. Why is that? What makes a “good idea” good? More importantly, what will your organization regard as a business idea worthy of investment? In this presentation, you will learn the answers to these questions by exploring the decision making process and the specific criteria that investors and savvy senior executives use when evaluating business ideas.
This presentation is a quick tutorial on the basic principles of the Lean Startup Method, a faster, better, cheaper way of developing new lines of business that originated in the Silicon Valley startup scene and is rapidly becoming a mainstream management technique.
You will also learn about Customer Problem Interviews, a technique for testing the most important assumption of your business model to quickly and inexpensively determine whether or not your business idea is addressing a problem people will spend money on to solve.
Pitch deck tips for startups looking to raise funding (also advice for presenting in MassChallenge Rounds 2 and 3)
Presented by Stacie Andrews, CTO of ProvadoMarketing.com (also happens to be a Masschallenge 2010 finalist of a high-tech company launching soon)
Co-contributor of this presentation: Christopher Mirabile, Investor and Adviser, Managing Director at LaunchPad Venture Group LLC
Ask the VC: How to Create a Winning Pitch DeckDavid Ehrenberg
Founders -- this is your chance to get real insight from a real venture capitalist about pitching and pitch decks.
From Marc Phillips (Founding Managing Partner in Arafura Ventures Inc.(arafuraventures.com) and author of Inside Silicon Valley: how the deals get done) and Gadiel Morantes (Chief Revenue Officer) with Early Growth Financial Services (www.earlygrowthfinancialservices.com), comes a presentation about how to create a winning pitch deck.
Topics covered include:
- What slides to include
- How to best present yourself
- Financial projections, dealing with management gaps, showing market size, demonstration IP, and more!
http://rampupweekend.com/ramp-up-weekend-pitch-deck
Learn how to make a killer pitch deck for the ramp up weekend event. A strong pitch deck example by the Stu Clark Centre for Entrepreneurship at the University of Manitoba
Getting funded sometimes seems like a career itself (and indeed it is a big part of the CEO’s responsibilities). In order to succeed, need to understand both the rules of the game and the equipment – without these you may squander some of your most valuable resources - time and relationships. Two keys communication tools are the Executive Summary and the PowerPoint Presentation (Pitch Deck). This forum will help you understand how these tools are used to generate a face-to-face meeting, make a persuasive and memorable presentation, and then follow through with the details needed for investors to begin their due diligence process.
The Mezzanine Group's founder, Lisa Shepherd, shares insight into her book, The Radical Sales Shift. This is the fourth in a five part series. Part four explores lessons 6-12 from her book.
In this presentation by Generations FCU with Robert Upton of Red Door Solutions small businesses can gain insight into what holds them back when it comes time to "make the sale" and learn how to overcome obstacles.
The Best Startup Pitchdeck on How to Present to Angels & Venture Capitalist.
Updated Version
Slides by J Skyler Fernandes , Venture Capital & Private Equity at Simon Venture Group
SLS07. Buying Has Changed: Sellers Have NotSalesLoft
Today’s buyer has evolved. They leverage data to be more empowered than ever. Mark Roberge discusses how we, as sales leaders, must also evolve - particularly around talent, enablement, and compensation.
Top Takeaways:
. Data has changed the way we sell
. The old rep may not be able to climb the change curve
. Changes in hiring, training, and compensation plans drive the right behavior
Frank Maene: pitching a business to private investorsIAMCP MENTORING
Mr. Maene presents his great experience on how to pitch a start-up to a potential investor. Ye talks about right things and wrong things.
Use his shared knowledge to attract investors and let your start-up grow faster.
Join the IAMCP community (www.iamcp.org) to get access to an actual information, conferences and speakers.
The art of the pitch: Pitching angels, corporate venture, VC's for investment Gregory Phipps
Some advice and tips on content and approach to "pitching" potential angel investors, corporate investors, or venture capitalists for equity investment.
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
Jutaan orang menerjemahkan dengan DeepL setiap hari.
Populer: Jepang ke Inggris, Inggris ke Indonesia dan Indonesia ke Inggris.
Bahasa lainnya:BulgariaCekoDenmarkJermanYunaniInggrisSpanyolEstoniaFinlandiaPrancisHongariaItaliaJepangKoreaLituaniaLatviaNorwegiaBelandaPolandiaPortugisRomaniaRusiaSlowakiaSloveniaSwediaTurkiUkrainaMandarinArab
Jutaan orang menerjemahkan dengan DeepL setiap hari.
Populer: Jepang ke Inggris, Inggris ke Indonesia dan Indonesia ke Inggris.
Bahasa lainnya:BulgariaCekoDenmarkJermanYunaniInggrisSpanyolEstoniaFinlandiaPrancisHongariaItaliaJepangKoreaLituaniaLatviaNorwegiaBelandaPolandiaPortugisRomaniaRusiaSlowakiaSloveniaSwediaTurkiUkrainaMandarinArab
Jutaan orang menerjemahkan dengan DeepL setiap hari.
Populer: Jepang ke Inggris, Inggris ke Indonesia dan Indonesia ke Inggris.
Bahasa lainnya:BulgariaCekoDenmarkJermanYunaniInggrisSpanyolEstoniaFinlandiaPrancisHongariaItaliaJepangKoreaLituaniaLatviaNorwegiaBelandaPolandiaPortugisRomaniaRusiaSlowakiaSloveniaSwediaTurkiUkrainaMandarinArab
Jutaan orang menerjemahkan dengan DeepL setiap hari.
Populer: Jepang ke Inggris, Inggris ke Indonesia dan Indonesia ke Inggris.
Bahasa lainnya:BulgariaCekoDenmarkJermanYunaniInggrisSpanyolEstoniaFinlandiaPrancisHongariaItaliaJepangKoreaLituaniaLatviaNorwegiaBelandaPolandiaPortugisRomaniaRusiaSlowakiaSloveniaSwediaTurkiUkrainaMandarinArab
By Alison Eastaway, Head of People at Sqreen
Alison is a startup culture boss! She perfectly knows her way around implementing a culture & taking care of people especially in tech teams.
By Pierre-Camille Hamana (https://www.linkedin.com/in/pchamana/), CEO at Smartbnb (https://www.smartbnb.io/)
It’s fascinating watching Smartbnb grow. This solution for guests is a recipe for success: A fully remote team, with great culture & processes, extremely focused & super in terms of execution. What else? Oh yes, a super friendly & kind CEO, Pierre-Camille, who will be with us to describe the way they manage their team remotely. Good practices & learnings to expect from this one!
By Alice Zagury (https://twitter.com/alice_zag), CEO at The Family
During The Family Begins, our open-door to The Family, we met 20 ambitious entrepreneurs and spend 2 amazing days with them.
Brand, identity, style, swag... Many words for similar things: The emotions people will feel when they're coming across your company. Alice, our CEO, shared her best tips to create a coherent identity.
By Dimitri Farber (https://www.linkedin.com/in/dimitrifarber/), cofounder at Tiller Systems (https://www.tillersystems.com/en/)
Since Dimitri, Vincent & Josef founded Tiller, many things have changed: new products, new offices, a company acquisition & even the launch of an incubator for restaurateurs.
When people talk about them, they are still described as a cash register solution, just like back on the first day. And yet, Tiller is much more than that. They now define themselves as an ecosystem that brings together cash registration + delivery + reservation + pre-order + analysis + integrations. They are not only addressing shopkeepers, but also passionate local entrepreneurs.
By Hugo Michalski, CTPO at Side
D-code (https://www.d-code.thefamily.co/) is a media & series of events where the best startup CTOs & tech leaders talk about their entrepreneurial adventures: Tech challenges converted into clear stories.
Join our D-code private community of CTOs & future CTOs: https://thefamily.typeform.com/to/MpHmFQ
Building an insurance startup with Alan, Luko, Coverd & BaldertonTheFamily
Global overview of the sector & today’s insurance trends by Rob from Balderton
How to build insurance brand awareness
By Hugo Saias, CEO at Coverd
How to be an insurer without historical data & capital
By Léa Joussaume, Head of Marketing at Luko
Beyond product and coverage
By Mihaela Albu, Growth & Sales Strategy at Alan
Mixing Product & Tech by Jean Lebrument, CTO & CPO at BrigadTheFamily
Brigad connects hospitality businesses with qualified & flexible staff.
Jean is Brigad’s co-founder, CTO & CPO, managing four teams: Product, Engineering, Quality and Data. Yes, all at the same time :)
He will share both his experience from 3 years of handling these functions, what he learned in the process & his beliefs about the mix: Should all startups have a CPO & a CTO?
A new breed of CTO - Philippe Vimard, CTO & COO at DoctolibTheFamily
By Philippe Vimard (https://www.linkedin.com/in/philippev...), CTO & COO at Doctolib (https://www.doctolib.fr/)
There’s probably no need to introduce Doctolib, one of France’s newest unicorns after raising €150M a few months ago. Philippe has been their new COO & CTO for the past year after occupying a similar role at eDreams (GoVoyages, Opodo, Travellink, Liligo).
Get the maximum amount of knowledge out of this extremely experienced executive, who shared with us the why and how of mixing Tech & Ops! His approach is super business-centered, always looking for ways to be closer to other functions: A truly entrepreneurial & business CTO.
Building a logistics startup with Trusk, Totem & SpaceFillTheFamily
After a global overview of the sector & today’s logistics trends by Nicolas Colin (https://twitter.com/Nicolas_Colin), cofounder at The Family, we welcomed three startups on stage. Each one delivered a 15-min talk:
⛓️ (Re)designing the supply chain from scratch
By Maxime Huzar, CEO at SpaceFill (https://www.spacefill.fr/)
✅ Total quality & tracking from A to Z
By Julie Pathé, Head of Operations at Totem (https://thetotem.co/)
5 lessons from our journey to revolutionize last-mile delivery
By Sébastien Tronel, Cofounder at Trusk (https://trusk.com/)
Building an accounting startup with Fred de la compta, Acasi & ChaintrustTheFamily
Accounting changed the world forever both when it was “invented” in Mesopotamia & when it became a double-entry system 500 years ago. Today, the profession of accountant & the practice itself are again undergoing major revolutions - revolutions that startups are initiating ⏱️
Looking at what is currently happening in the accounting world, we may automatically think that the profession of “accountant” is dying: The number of accountants has decreased by 25% in just the last 15 years.
This “threat” is enabled by new technologies that are shifting everything within the space. Cloud, AI, blockchain & data are changing the game. But total automation is still very far away. And obviously, in such an ancient & symbolic sector, the opportunities are infinite. And we have a few examples of startups who are ready to seize them!
Onboarding developers and setting them up for successTheFamily
By Jean-Baptiste Aviat (https://twitter.com/jbaviat), CTO at Sqreen (https://www.sqreen.com/)
Hiring developers is definitely hard, but that's only the beginning of the journey - you’re far from being done. Your next job as an employer is to make sure they have all the keys in hand to make the most out of their jobs.
Jean-Baptiste knows this topic particularly well as his company, Sqreen, the tool democratizing security and making it easier to implement & use for developers, has a large tech team that represents a big part of Sqreen’s workforce. Let's find out together how to build that within a fast-moving organisation, with constantly evolving teams and complex technical products at stake!
Workshop animé par Maud Camus (https://twitter.com/maudcamus)
Vous voulez découvrir les astuces clés pour être au top de sa PR-forme ?! C'est par ici ☝️
Journalistes, storytelling, interviews, media : apprendre à naviguer ce milieu n'est pas forcément chose facile donc Maud a décidé de venir nous livrer ses meilleurs tips pour savoir comment raconter et sublimer son histoire entrepreneuriale sans non plus entrer dans le royaume du bullshit
Building Products On An Evolving Platform w/ Rahma Javed, Director Enginee...TheFamily
Often times, young founders are handling competing constraints and various challenges in parallel:
While building products, they are dealing with parallel challenges of changing infrastructure, scaling teams, regulatory constraints, external dependencies, and launch deadlines.
We are super excited to welcome mastermind Rahma Javed, Director of Engineering at Deliveroo (ex Wealthfront) at The Family!
In this video, she covers lessons learned from those particular situations during her time at tech startups in Silicon Valley and at Deliveroo.
She has dealt with multiple challenges -- building new consumer products with regulatory restraints, external dependencies, building a team from scratch, strict launch timelines, and doing this all while the underlying infrastructure was changing.
Rahma is the Director of Engineering for Restaurants group at Deliveroo where she focusses on helping Deliveroo becoming the best partner for its restaurants and driving growth and profitability for restaurants.
Prior to this, she was a senior engineering leader at Wealthfront where she led initial products which generated an alternate revenue stream and was the company’s first foray into cash products. Additionally, she’s also focussed on automation by building a risk platform from scratch.
Originally from Canada, she has worked at startups as well as at larger corporations like Microsoft (wherein she was working in the Windows team) as well as IBM Canada and Blackberry.
The new wave of coding schools Ada Tech School, O’clock & ColoriTheFamily
By Dario Spagnolo, CEO at O’clock (https://oclock.io/),
Chloé Hermary, CEO at Ada Tech School (https://ada-school.com/) &
Perrine Legal, Director at Colori (https://www.colori.education/)
Knowing how to code is probably the skill of the century. Still, today most developers are young males, which substantially impacts both how the cards are distributed in this age & how tech is built
Fortunately, there are new actors trying to reverse this by creating inventive learning paths. After the boom of Codecademy, Le Wagon, Iron Hack and 42, a new generation is coming: more inclusive, more accessible, so that anyone can learn how to code.
Representatives of this generation were with us for a unique event on coding schools. Each brought their own perspective and reveal their secrets on how to teach code online, to women or to kids.
Krish subramanian building & scaling a subscription businessTheFamily
Wouldn’t it be great if, instead of having to fight, hunt, and practically beg for each new sale, you could set up a business in such a way that all your customers paid you regularly, time and time again? Well, you can—that’s the beauty of offering a subscription service.
The subscription business model has grown hugely in popularity in recent years. Covering everything from music to meals, it seems like there is a subscription service for just about anything. But what are the do’s and the don’ts in B2B and B2C subscription based models?
To answer these questions, invited the incredible Krish Subramanian, Co-Founder and CEO of Chargebee, who joined us at The Family to share his expertise around subscription models!
Krish started Chargebee with three of his friends in a room in one of their apartments in Chennai, India in June 2011. Now they have 10,000 customers.
He shared some amazing insights into the B2B subscription world and how he had to continue to define Chargebee's product roadmap as they were trying to build a valuable billing system for the modern business users.
Video: https://youtu.be/1o16Ki041ts
How To Scale Your Product Through Experimentation w/ Milena Court, Product Ma...TheFamily
A detrimental mistake many startups do is neglecting product experimentation. They focus mainly on experimentation in marketing - optimising ads, copy, creatives, landing pages - because it's relatively easy to do. But this kind of negligence is extremely damaging for your success!
But why don't more startups do this then?
EARLY-STAGE - Specific challenges:
-No budget: “proper” testing tools quite expensive
-Little data to play with
-Not sure what to experiment on / what moves the metrics
massively?
-No time; need to focus on the business
GROWTH STAGE - Specific challenges:
-More budget now, but limited by free tools
-More data about what's happening but not really sure why it's
happening
-So many ideas and opportunities, how to prioritise?
SCALING STAGE - Specific challenges:
-All tools in place, but now constrained by tech time: experiments
need to be “bigger” to have impact + are competing with other
projects
-Harder to experiment with the core product, the company is
branching out on other products
-Experimentation becomes scarier: more users, more to lose,
users get used to things being a certain way (“Why did they
change the UI again?”)
Milena Court, Product Manager in the Growth Squad at Tails.com, joined us at The Family to share her incredible expertise and explain how to overcome the above challenges!
Prioritising Everything: Making Decisions When Nothing Makes Sense w/ John Si...TheFamily
The convention in startupland is that moving fast, putting in the energy, time and work are the guiding principles that yield results - and ultimately growth. While these are key factors in how we prioritise experiments and make decisions, there's one element missing - direction. What's often ignored in the prioritisation process are the vectors of velocity, momentum, and lift as they relate to how we decide what to do next.
Choosing the 'right' thing to experiment on
-Litmus tests for understanding the health of users
-Strategies for product scoping, and growth
-Arriving to the right metrics
Being comfortable with change
-Knowing team and what brings them energy
-The evolution of processes over time
-Growing product, team, culture, and community in flux
Coming to conclusions and the next choice
-Reflection and retrospectives
-Learning to say "No" or, "Not right now"
-Picking the next thing to work/experiment on
John Sirisuth, Head of Growth at OurPath, joined us at The Family to share his early insights on leading Growth, prioritising experiments, and creating a company culture where Growth is all-hands-on-deck.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
An introduction to the cryptocurrency investment platform Binance Savings.Any kyc Account
Learn how to use Binance Savings to expand your bitcoin holdings. Discover how to maximize your earnings on one of the most reliable cryptocurrency exchange platforms, as well as how to earn interest on your cryptocurrency holdings and the various savings choices available.
3. Confidential & Proprietary – Do Not Duplicate 3
c
How we invest
3
Where we have invested recently:
Who has invested with us: Stage & Style:
Day Zero Early Scaling
First Check Series A
Pre-Revenue Early Sales
$250K $1.5M
Prefer to lead (but ok to follow)
Prefer to take a board seat (but not always)
“hands-on advisors to founder-led companies”
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My personal sales journey: volume
4
4 years
1.2M kilometers flown
~600 actively engaged
1,395 prospects
~300 first meetings or calls
$41M raised
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My personal sales journey: value
5
Angular Ventures:
Distribution of LP Commitments
59 LPs in total; 28 of meaningful size
Largest LP is 40x the smallest LP
One LP took a twenty-minute meeting
Another LP took 3 years
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Lesson #1: You are either post-PMF or pre-PMF
7
Seeking product market fit
Founder-led sales
Experimentation & learning
“Product-
Market Fit”
“Natural” repeatable, scalableUn-natural sales
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Lesson #2: Embrace the chaos
8
Theory of Marketing & Sales Funnel Reality of Founder-led Sales
vs.
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Lesson #3: Work your way backwards up the funnel
9
Leads
move
down
through
the
sales
funnel
In general,
try to
build
capability
up from
the
“bottom”
of the
funnel to
the top
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Lesson #4: Process and tools help; invest in them early
• Tools can be very
helpful in managing the
chaos
• Invest in tools and
processes wherever you
can
• Customize them to your
needs
10
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Lesson #5: The “cavalry” will not save you
11
Don’t fall for the seductive idea that
“experienced” “American” “sales
professionals” will accelerate your early-
stage startups growth plan
Why not?
• They lack startup DNA
• Intercultural challenges
• Very expensive
• Accustomed to support you can’t
provide
• Motivated by cash, not equity (here to
make money, not to help you learn)
• Why are they talking to YOU?
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Lesson #6: Your pricing is probably wrong
12
• Understand the options
• Per seat
• Per customer/site
• Volume-based
• Value-based
• Open source/freemium
• Trials
• Ask your customers
• Think about TCO and ROI
• Don’t be afraid to experiment
• Raise your prices
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Lesson #7: Sometimes $1M is as easy/hard as $50K
13
• Don’t be afraid to go after big
deals– as long as they are not
too big/slow/complex/unique
• Don’t be afraid to raise prices–
as long as you are charging for
the right thing
• Early validation is great, but
there are no points for
“penetration pricing”
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Lesson #8: Your ARPA is your destiny…
14
Source: Nathan Latka Source: Christoph Janz (Point Nine)
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Lesson #9: …because unit economics are everything
15
By customer By sales resources
For you
For them
• How will accounts behave over time in terms
of churn and expansion?
• What are gross margins over time?
• Can you measure account quality and
profitability?
• Can we predict account behavior?
• Are your assumptions around the costs of sales
resources, account execs, success/support,
and marketing expenses reasonable?
• What is the fully-loaded cost of sales and
marketing per account?
• Can we predict sales resource performance?
• Is our pricing right?
• What is the ROI for a customer?
• Based on real TCO and proposed pricing
• Should be 10x+
• What is the time to value?
• Does it make economic sense for a salesperson
to work for the company?
• Do we have the right compensation plan?
• How easy will it be for them to hit their OTE?
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Lesson #10 Accept your role as Salesperson-in-Chief
16
• CEOs/founders are always
selling (product, roles, equity)
• Ability to sell = ability to survive
• If you can’t sell the product
yourself, how can you hire
someone to do that?
• This is a massive learning
opportunity for the company,
and a massive growth
opportunity for you
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Lesson #11: Discover the Buying (Selling) Process
17
• How do customers buy your
product?
• Are there identifiable
segments?
• Identify gateways, catalysts,
personas, blockers, obstacles…
• What can you do to impact
this process?
• Be thoughtful about where to
be original and where to copy
others
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Lesson #12: The “four V’s” of revenue quality
18
Volume
(how many
customers?)
Value
(how much could
they pay?)
Validation
(who is buying
and why?)
Velocity
(how fast is it
growing?)
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Lesson #13: Not all revenue created equal
19
License
Recurring
LicenseProf. Services
Recurring
license with
12-month
commitment
Recurring
license with
36-month
commitment;
10% discount
Recurring
license with
36-month
commitment;
20% discount;
cash up front
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Lesson #14: Repeatability > Revenue
20
• Smart investors will back a
great founder + clear vision
• Opportunity matters more
than current revenue
• Repeatability is a predictor of
growth
• Your activities are designed to
de-risk the risks that matter
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Lesson #15: Sales-driven product
21
• If your VP Sales were in charge
of product, what would she
change?
• Are you incorporating learnings
from the field into product
design? Feature prioritization?
Pricing?
• Where are the friction points
and can you eliminate them?
(onboarding? configuration?
adoption?)
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Lesson #16: Your “Series A” story will be about sales
22
Purpose
Problem
Why now
Solution
Market Size
pitch template has 10 suggested sections:
Competition
Product
Team
Business Model
Financials
By the Series A stage, this can be
framed in customer-facing terms
Providing examples of problems from
actual customers demonstrates
knowledge and opportunity
Show time to value, actual ROI,
customer quotes, price, and
willingness to pay
The efficiency of your sales cycle and
the velocity of sales growth help
prove this point
Again, the velocity of sales and the
price point you have achieved helps
prove this point
Credible reference customers will
have evaluated your competitors,
and their decision to go with a
startup proves a lot
All the other elements on this page
will combine to prove that you have
the right product
Given that you have real customers
paying a real price on a real pricing
model, your business model will
already be in sharper focus
VCs will judge two aspects: (1) ability
to succeed without professional sales
force and (2) ability to grow/recruit
a sales force
Ultimately, the whole “financial”
discussion is about $XM in financing
to raise ARR to given level and
further prove sales scalability