Four years ago, Orrick asked me to present to an audience of mostly-technical entrepreneurs on how to build a go-to-market strategy.
While the presentation h
This presentation was delivered to a group of 40 Founders/CEO's and a few salespeople who want to know what they should be thinking about before they hire salespeople.
Broad address of the prevailing thought processes, techniques and methodologies for early adopter sales.
What You Need To Know About Raising Venture Capital (By Mark Davis, DFJ Gotham)Mark Davis
A brief presentation on some of the key factors entrepreneurs should consider when seeking to raise venture capital. A detailed manual on raising venture capital can be found at www.markpeterdavis.com.
Entrepreneurs who understand the funding landscape and are diligent about internal company planning are better at attracting capital. There's a lot to learn before you start asking for investment. Know what you are getting into. Start here. This presentation is for the early stage founder who isn't sure what kind of capital they will need.
Startup ShowCase is a unique platform to showcase, market and raise your business through crowd funding,events, investor, social networking & marketplace
This presentation was delivered to a group of 40 Founders/CEO's and a few salespeople who want to know what they should be thinking about before they hire salespeople.
Broad address of the prevailing thought processes, techniques and methodologies for early adopter sales.
What You Need To Know About Raising Venture Capital (By Mark Davis, DFJ Gotham)Mark Davis
A brief presentation on some of the key factors entrepreneurs should consider when seeking to raise venture capital. A detailed manual on raising venture capital can be found at www.markpeterdavis.com.
Entrepreneurs who understand the funding landscape and are diligent about internal company planning are better at attracting capital. There's a lot to learn before you start asking for investment. Know what you are getting into. Start here. This presentation is for the early stage founder who isn't sure what kind of capital they will need.
Startup ShowCase is a unique platform to showcase, market and raise your business through crowd funding,events, investor, social networking & marketplace
Different types of startups, markets and whysBlaz Kos
This presentation is about various types of startup companies, markets and core competencies.
In the presentation you will learn why market trends are important, why markets always win, how to calculate market size and why you have to start with the strong why.
You will also learn the fundamental difference between established companies and startups. Startups are designed to search and established companies to execute.
SAP / SOHO HOUSE / SILICON BEACH : Building For Large EnterprisesJames Sinclair
Why the large enterprise market is ripe for disruption and is welcoming startups to innovate. The advantages of building on the SAP platform.
A monthly gathering at SoHo House Los Angeles of LA tech entrepreneurs.
Lead generation for real estate brokersManaan Choksi
how to build a never ending pipeline of leads for your real estate business. Learn from time tested techniques of international trainers on how to cost effectively generate leads.
Joanna Lord, CMO at BigDoor, shared her lessons learned from a few BPMFs (before product/market fits), a few APMF (after product/market fits) and some NFPMFs (never found product/market fits).
Lesson #1: The market wins
Lesson #2: Realize your product is not the product
Lesson #3: Start at the pain point
Lesson #4: Ask all the questions
Lesson #5: Be skeptical
Lesson #6: Minimum sellable product
Lesson #7: Double back…a dozen times
Lesson #8: Repeat after me: activation & retention
Lesson #9: Architect for speed
Lesson #10: Validate qualitatively, verify quantitatively
Joanna shared this presentation at the NEXT Program in Seattle (swnext.co)
How Does COVID-19 Change The Future of Work?saastr
How is COVID19 currently changing and will change the way people work in the future? Hear it from an investor point of view with Lan Xuezhao of Basis Set Ventures.
International Marketing Demystified: The What, How and WhenCecile Thirion
A presentation I gave at the Content Marketing Meetup in Dec 2018.
You’re growing domestically at a fast pace and getting some traction abroad.
You’ve decided to enter new markets and wonder where to start with your international marketing efforts. It sounds a daunting task for your marketing team, but it doesn’t have to be.
- You don’t need to boil the ocean with your international marketing to make an impact quickly!
Choosing your technology stack is one of many decisions you’ll have to make when creating a company from scratch. Along with this, you’ll need to figure out who you should found a company with, who you should take money from, what the company culture should be, management processes, and who to hire when. Joe will be covering basic technology stack choices (cloud v. hosted, frameworks, etc.) as well as other critical decisions one faces when starting a startup.
Show Me The Money - The Ying and Yang of Entrepreneurial FinanceJohn Landry
Presentation of 12-time CTO/Entrepreneur and Entrepreneur-in-Residence John Landry (https://www.linkedin.com/in/leaddogvc) to Babson College Alumni and Students on the ins-and-outs of financing (or bootstrapping!) entrepreneurial ventures.
Created: 4/17/19 - Landry Babson Speaker Series #4
Different types of startups, markets and whysBlaz Kos
This presentation is about various types of startup companies, markets and core competencies.
In the presentation you will learn why market trends are important, why markets always win, how to calculate market size and why you have to start with the strong why.
You will also learn the fundamental difference between established companies and startups. Startups are designed to search and established companies to execute.
SAP / SOHO HOUSE / SILICON BEACH : Building For Large EnterprisesJames Sinclair
Why the large enterprise market is ripe for disruption and is welcoming startups to innovate. The advantages of building on the SAP platform.
A monthly gathering at SoHo House Los Angeles of LA tech entrepreneurs.
Lead generation for real estate brokersManaan Choksi
how to build a never ending pipeline of leads for your real estate business. Learn from time tested techniques of international trainers on how to cost effectively generate leads.
Joanna Lord, CMO at BigDoor, shared her lessons learned from a few BPMFs (before product/market fits), a few APMF (after product/market fits) and some NFPMFs (never found product/market fits).
Lesson #1: The market wins
Lesson #2: Realize your product is not the product
Lesson #3: Start at the pain point
Lesson #4: Ask all the questions
Lesson #5: Be skeptical
Lesson #6: Minimum sellable product
Lesson #7: Double back…a dozen times
Lesson #8: Repeat after me: activation & retention
Lesson #9: Architect for speed
Lesson #10: Validate qualitatively, verify quantitatively
Joanna shared this presentation at the NEXT Program in Seattle (swnext.co)
How Does COVID-19 Change The Future of Work?saastr
How is COVID19 currently changing and will change the way people work in the future? Hear it from an investor point of view with Lan Xuezhao of Basis Set Ventures.
International Marketing Demystified: The What, How and WhenCecile Thirion
A presentation I gave at the Content Marketing Meetup in Dec 2018.
You’re growing domestically at a fast pace and getting some traction abroad.
You’ve decided to enter new markets and wonder where to start with your international marketing efforts. It sounds a daunting task for your marketing team, but it doesn’t have to be.
- You don’t need to boil the ocean with your international marketing to make an impact quickly!
Choosing your technology stack is one of many decisions you’ll have to make when creating a company from scratch. Along with this, you’ll need to figure out who you should found a company with, who you should take money from, what the company culture should be, management processes, and who to hire when. Joe will be covering basic technology stack choices (cloud v. hosted, frameworks, etc.) as well as other critical decisions one faces when starting a startup.
Show Me The Money - The Ying and Yang of Entrepreneurial FinanceJohn Landry
Presentation of 12-time CTO/Entrepreneur and Entrepreneur-in-Residence John Landry (https://www.linkedin.com/in/leaddogvc) to Babson College Alumni and Students on the ins-and-outs of financing (or bootstrapping!) entrepreneurial ventures.
Created: 4/17/19 - Landry Babson Speaker Series #4
7 Secrets To Attract Your Perfect CustomerJesse Stoddard
The Little-Known Target Marketing Techniques That The Richest Entrepreneurs Hope Their Competitors Never Discover
https://jessestoddard.com/7-secrets-to-attract-your-perfect-customer/
Building the Structure and Mechanics of a professional sales organizationJeremiah Fellows
In this talk delivered during Denver Startup Week 2013 I discuss the structure and mechanics necessary for predictability in sales.
The one thing a company needs as much as sales is predictability. In this talk I cover some strategies for understanding a sales process such as persona building and customer journey mapping. I explain how to use this information to document and track the sales process with a focus on using agile methods to evolve an effective and predictable sales process.
how to build a never ending pipeline of leads for your real estate business. Learn from time tested techniques of international trainers on how to cost effectively generate leads.
Seminar on developing a digital start-up PPT given at Menta as part of the "Deeper into Digital" course, as part of the Digital Enterprise Engagement Programme (DEEP). DEEP is a pioneering new programme offering local businesses and those who are self-employed, access to a wealth of free digital courses, has been launched by the Menta - Enterprise Engagement Programme (EEP), funded by new Anglia Local Enterprise Partnership (LEP), as part of the Regional Growth fund Programme.
After almost a decade in marketing, I realized what made the difference between thriving clients and struggling clients. If you're having a hard time scale your small service business, this is for you.
I had the pleasure of mentoring the 2012 class of entrepreneurs at Founder Institute Chicago. Here is the presentation I delivered on "Market Research for Startups". The lesson provides high level guidance on: (i) what types of markets to pursue; (ii) how to find data on your market; (iii) how to define your competitors; (iv) how to cost-effectively do market research; and (v) how to determine if you can win, or if you should walk away. This lesson helps entrepreneurs with learning how to do the necessary market research upfront, before wasting a ton of money on a bad idea.
Here is a link to the matching video for the audio part of the presentation: http://redrocketvc.blogspot.com/2012/06/video-george-deeb-teaches-market.html.
For more lessons, read my 101 Startup Lessons on the Red Rocket website (www.RedRocketVC.com) or follow me on Twitter (www.twitter.com/georgedeeb).
This morning, I gave a talk on the Silicon Valley ecosystem for guests of Startup Monthly. It was a good talk with GPs from incubator/accelerators from around the world (Ukraine, Russia, Poland, Israel, etc.).
Chris Yeh covers the basics of creating a go-to-market strategy for startups, with a special focus on demystifying sales and marketing for technical founders.
These slides were used at Orrick's Total Access event for startups, October 16, 2009.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
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.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
The key differences between the MDR and IVDR in the EUAllensmith572606
In the European Union (EU), two significant regulations have been introduced to enhance the safety and effectiveness of medical devices – the In Vitro Diagnostic Regulation (IVDR) and the Medical Device Regulation (MDR).
https://mavenprofserv.com/comparison-and-highlighting-of-the-key-differences-between-the-mdr-and-ivdr-in-the-eu/
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.
3. Why is it important?
• The only way to raise a Series A is to
demonstrate traction
• “Praying” is not an attractive go-to-market
strategy
– VCs know that 1-word answers are praying!
• Appstore
• Freemium
• Viral
4. Where do I begin?
• Identify your target market
• If you can’t do this, get a new business.
5. What is a target market?
• A sufficiently large…
• …Group of similar users or buyers…
• …Who have the same set of…
– Needs
– Buying behaviors
– Influencers
– Channels
• “To mine for gold, find a vein.”
6. The only goal worth pursuing
• Users and revenues*
– * These can be future revenues
• That’s how you measure success
– TechCrunch/Mashable/etc. stories are
useless unless they also drive users and
revenues within your target market
– They can attract VC attention, but without
traction, you won’t close a Series A
9. You Can’t Avoid Sales
• Distribution Catch-22
– The channel only sells what’s already selling
• The World of Warcraft Fallacy
– Salesmen can’t tell you what to sell
• (and they can’t sell what they can’t understand)
• Talking To Customers Is A Good Thing
– Sale/No Sale doesn’t provide enough info
– Customer contact is too valuable to abdicate
10. Founders Must Learn To Sell
• Talk to real potential customers
• Understand their need *before* you try to
solve it
– “What problem are you trying to solve?”
– “What are you doing about it right now?”
– “What would you like to happen?”
• Demonstrate the product and listen to
their feedback (instead of arguing)
• Ask for the order!
11. The Four Types of Sales
• Field Sales (“The Bag Man”)
– 6-figure deals, 6-month sales cycles
– In-person wining & dining
– On-site pilots & sales engineers
• Outbound Telesales (“The Boiler Room”)
– 4- or 5-figure deals, 0-3 month sales cycles
– Web demos & pilot programs
• Inbound Telesales (“The Order Taker”)
– The human touch to help freemium hand-raisers
• Direct Marketing
12. Growth Hacking
• Direct marketing is a numbers game
• Your goal is to prove the math works
– End-to-end transaction funnel
– Scalable front end
– The one metric to watch:
• LTV / CPA
• You don’t need to hire a specialist—this is
the one part of GTM that is up your alley
14. Money Is Not The Answer
• If you tell a VC, “We need the money for
marketing,” you won’t get the money.
– Exception: 1999
• You have to generate traction before you
ask for money
– Exception: Andreesen, Zuckerberg, Williams
15. Marketing On A Budget
• The old way:
– $15K/month for a PR firm
– Brief analysts, brief press, wire release
– It’s all about relationships & unwritten rules
• The new way:
– Do your own PR
– Friend/Retweet influencers, speak at
conferences, content marketing
– It’s all about relationships & unwritten rules
16. Turn Weakness Into Strength
• You’re unknown
– Give folks the chance to “discover” you and take
credit (e.g. “Show HN”)
• You’re playing David & Goliath
– Use “retail politics” to reinforce the friendly, accessible
nature of your company
• Blogs, Twitter, Facebook are your friends
• You don’t know what you’re doing
– Ask for advice and get people to buy in
– Write compelling content about your space
17. Price: Necessary, Not Sufficient
• Pricing can hurt the business, but rarely
helps (at least for startups)
– Price based on value, not cost
– Price based on how the market likes to buy
• License vs. Subscription
• Unit pricing vs. Flat rate
• Up front vs. In product
– It’s always easier to reduce prices
– For self-service products, always test
• eBay, Craigslist, AdWords, Facebook, LinkedIn...
20. Last Thoughts
• Don’t strategize, iterate!
• There is no magic formula and every
business is different.
• Product alone isn’t enough
• You can do more of this than you think…
• …But don’t get too cocky—the market is
smarter than all of us.
21. How To Reach Chris
• Chris Yeh
– chris.yeh@pbworks.com
– http://chrisyeh.blogspot.com
– http://www.asktheharvardmba.com
– http://twitter.com/chrisyeh