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How to build a startup
NICOLAS SASSOLI
AlmaCube, Startup Incubation Program
nicolas.sassoli@almacube.com
@ Nicolas Sassoli
The reason why startups can succed
So.. why startups can succed?
A 10X improvement idea
A 10X improvement idea
And..
“The reason startups have a
chance to overtake industry
titans is that it starts in small
market niches that nobody
cares about.”
Clayton Christensen, 1997
Start from a Blue ocean
Start from a Blue lake
Start from a Blue lake
From every one
From every one To <<1% of population
Startup
Mature Company
Startup
Mature Company
Think big, start small, move fast
Startup VS Company
Startup VS Company
From 0 to 1 VS From 100 to 110
Startup VS Company
Make something people want VS Sell what people whant
Company VS Startup
Company VS Startup
Company VS Startup
Company VS Startup
Company VS Startup
Company VS Startup
Company VS Startup
Company VS Startup
Mature
CompanyGood Business
Model
Business model
under
construction
Founder
How to create a performing engine?
How to create Something people love?
Just:
Just:
1. Talk to your users
Just:
1. Talk to your users
2. Build what they need
Just:
1. Talk to your users
2. Build what they need
3. Iterate quickly
Talk to your users
Build what they need
Iterate quickly
Something people love
=
People tell other people about it
The Startup Life
The Startup Life
1. Build something people love
The Startup Life
1. Build something people love
2. Acquire a lot of users
The Startup Life
1. Build something people love
2. Acquire a lot of users
Let’s see the process in detail
1. Define your early adopters
Find someone who has the
problem you want to solve as
his main one in life.
Here the idea is:
start selling today a provisory solution for desperate
people
Here the idea is:
start selling today a provisory solution for desperate
people
How to define your early adopters?
1. They have the problem you want to solve
2. They know they have it
3. They are actively searching for an ad-hoc solution
2. Get to know them
1. Find them
2. Contact them
3. Talk with them
2. Get to know them
2.1 Find them: Linkedin, social direct message, off-
line, cold call, cold mail, hunter.io + mail extractor, ecc.
2.1 Find them: Linkedin, social direct message, off-
line, cold call, cold mail, hunter.io + mail extractor, ecc.
 Prepare yourself for low success rate!
2.2 Contact them
2.2 Contact them [script example]
Good evening [name of people y],
My name is [your name] and I am part of a team that is developing a
solution to solve [problem x].
At the moment we are in a phase of research and development and to
better address the work we are interacting with [type of person y]. Are you
available for a quick chat at 2 p.m tomorrow or the day after?
Thank you and best regards,
[your name]
2.3 Talk with them
Your first goal is to learn.
2.3 Talk with them
Your first goal is to learn.
• Have I understood the problem?
• Who are my early adopters?
• Is my value proposition really valuable?
2.3 Talk with them
1st rule: talk first about the problem, not about your idea
2.3 Talk with them
3. Test your value proposition prototyping it
3. Test your value proposition prototyping it
1st prototype: e.g. just words
3. Test your value proposition prototyping it
1st prototype: e.g. just words
2nd prototype: e.g. something visual
3. Test your value proposition prototyping it
1st prototype: e.g. just words
2nd prototype: e.g. something visual
3rd prototype: e.g. only manual backhand sw,
assembling something using existing solutions, ecc.
3. Test your value proposition prototyping it
1st prototype: e.g. just words
2nd prototype: e.g. something visual
3rd prototype: e.g. only manual backhand sw,
assembling something using existing solutions, ecc.
N° prototype: e.g. a working app in Apple store
4. Measure it
Do they buy/pre-order?
Do they come back and rebuy?
Do they talk about it to their peers?
5. Iterate the process
Optimize for:
 Learning
 Cycle time
 Frequency
5. Iterate the process
Summarizing How to build something people love
Summarizing How to build something people love
1. Talk to your customers
Summarizing How to build something people love
1. Talk to your customers
2. Build what they need
Summarizing How to build something people love
1. Talk to your customers
2. Build what they need
3. Test the solution with them
Summarizing How to build something people love
1. Talk to your customers
2. Build what they need
3. Test the solution with them
4. Does it works? If false go to step 1
Summarizing How to build something people love
1. Talk to your customers
2. Build what they need
3. Test the solution with them
4. Does it works? If false go to step 1
5. Try it with 10x more users
Summarizing How to build something people love
1. Talk to your customers
2. Build what they need
3. Test the solution with them
4. Does it works? If false go to step 1
5. Try it with 10x more users
By the time you’ve reached the 4th step you have likely
looped – 27 times
When I know if it works?
PR
PR
Weebly road to product/market fit
PR
PR
PR
Weebly road to product/market fit
After 1 year+ of work
COMPANY GROWTH
Time
UNCERTAINTY PREVALENCE PREDICTABILITY PREVALENCE
COMPANY GROWTH
Time
UNCERTAINTY PREVALENCE PREDICTABILITY PREVALENCE
DEVELOPMENT  LEAN STARTUP, ECC.
COMPANY GROWTH
Time
UNCERTAINTY PREVALENCE PREDICTABILITY PREVALENCE
DEVELOPMENT  LEAN STARTUP, ECC.
CLASSIC MANAGEMENT  B. PLANNING ETC.
COMPANY GROWTH
Time
UNCERTAINTY PREVALENCE PREDICTABILITY PREVALENCE
DEVELOPMENT  LEAN STARTUP, ECC.
CLASSIC MANAGEMENT  B. PLANNING ETC.
COMPANY GROWTH
P-M fit
Time
UNCERTAINTY PREVALENCE PREDICTABILITY PREVALENCE
DEVELOPMENT  LEAN STARTUP, ECC.
CLASSIC MANAGEMENT  B. PLANNING ETC.
COMPANY GROWTH
P-M fit
Time
Some other essentials
Mediocre teams do not build great companies.
Look for unsoppability and determination.
At the start is all about sales, not marketing.
Start by doing unscalable things.
At your stage you have <3% probability to be succsessfull.
Startups suck! And it is not a liquid investment.
Don’t do it for money, there are better options for that.
It’s 20x more difficult than you think.
Find the fastest way for build revenues
today.
It’s 20x more difficult than you think.
Find the fastest way for build revenues
today.
Focus is 90% of execution.
Useful resouces:
- YC startup playbook: playbook.samaltman.com
- Almacube training program: bit.ly/almacubetraining
But at the end of the story..
But at the end of the story..
Almost all is about making something people love.
NICOLAS SASSOLI
AlmaCube, Startup Incubation Program
nicolas.sassoli@almacube.com
@ Nicolas Sassoli
Thanks.
NICOLAS SASSOLI
AlmaCube, Startup Incubation Program
nicolas.sassoli@almacube.com
@ Nicolas Sassoli
Thanks.
Q&A
(FREE YOUR DOUBTS. ONLY BY DEBATING WE CAN IMPROVE EACH OTHER :)
NICOLAS SASSOLI
AlmaCube, Startup Incubation Program
nicolas.sassoli@almacube.com
@ Nicolas Sassoli
Q&A
(FREE YOUR DOUBTS. ONLY BY DEBATING WE CAN IMPROVE EACH OTHER :)
NICOLAS SASSOLI
AlmaCube, Startup Incubation Program
nicolas.sassoli@almacube.com
@ Nicolas Sassoli
LTV-CAC > 0
Price x Retention > Costo lead x Conversion rate
Low price and low retention, high cost x lead e min conversion
Loose target
Nice to have problem
LTV-CAC > 0
Price x Retention > Costo lead x Conversion rate
Impact on price and retention, minimizing costo lead e max
conversion
Making something people really want =
Right target
1° problem
From uncertainty
From uncertainty
To Clarity
To Clarity
A company designed to grow fast
Big potential market + LTV-CAC > 0

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How to build startups