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Raffael Marty, CEO
iEntrepreneurs
iTech Gulf, Kingdom of Bahrain
April 10th, 2014
Security. Analytics. Insight.2
Raffael (Raffy) Marty
Security. Analytics. Insight.3
Starting Your Own Company
Don’t Do It
Security. Analytics. Insight.4
If You Are Still Here
it starts with passion
There is no such thing as an “Entrepreneur’s” profession
Security. Analytics. Insight.5
Problem
• Deep problem understanding
• What’s the solution?
• Can you build the solution?
• In time
• At reasonable cost?
Security. Analytics. Insight.6
• Is there a market for your solution?
• How well do you know the market?
• Will people pay for your solution?
!
• Can you sell your solution?
• How will you sell it? At what price?
• Do you know the buyer / budgets / …?
• How do prospects buy? What’s the sales cycle? How do they
spend money?
Market
Security. Analytics. Insight.7
• Do you have a business model?
• Pricing
• Financial model
• What’s the way to profitability?
• When to hire who?
• When do you sell product? to who?
• Don’t write a long business plan - safe the time and think about
the business itself
The Business Model
Security. Analytics. Insight.8
Average sale: $250 / month Profit margin: 50%
Staff cost: $10k / month
Staff: 10 employees
—> 800 customers
The Cloud SaaS Example
Hang on, we need more staff to operate the cloud 

service and support customers
—> more customers
How do you acquire these customers?
Security. Analytics. Insight.9
• How will you fund your company?
• Self funded
• Friends and family (careful)
• Outside Investors (getting $500k is easy!)
• What do you do with that money?
• Always think of the next funding round - you will need it!
• Founders are too optimistic on getting profitable!
• Where does that money get you to?
• What do you do once you spent that money
Funding
Security. Analytics. Insight.10
Institutional Investment - The Series A
• Team
• Customers / Traction (Market)
• Product
Only for 1% of companies
$1bn market
Security. Analytics. Insight.11
Why is the Silicon Valley Different?
”… rich people and nerds” 

- Paul Graham
Security. Analytics. Insight.12
• Team
• Who is in control?
• Clear roles and responsibilities!
• Get ready for the long haul! Don’t take
“No” for an answer
• Technology is only a small piece!
• Pay it forward - advice / help /
network
Miscellaneous Tips
• Relationships!
• Relationships!
• Never cold-call investors
• Get warm intros
• From credible people
• Build a pitch deck, not a business plan
13
raffael.marty@pixlcloud.com

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Entrepreneurism - Why Not To Start Your Own Company

  • 1. Raffael Marty, CEO iEntrepreneurs iTech Gulf, Kingdom of Bahrain April 10th, 2014
  • 3. Security. Analytics. Insight.3 Starting Your Own Company Don’t Do It
  • 4. Security. Analytics. Insight.4 If You Are Still Here it starts with passion There is no such thing as an “Entrepreneur’s” profession
  • 5. Security. Analytics. Insight.5 Problem • Deep problem understanding • What’s the solution? • Can you build the solution? • In time • At reasonable cost?
  • 6. Security. Analytics. Insight.6 • Is there a market for your solution? • How well do you know the market? • Will people pay for your solution? ! • Can you sell your solution? • How will you sell it? At what price? • Do you know the buyer / budgets / …? • How do prospects buy? What’s the sales cycle? How do they spend money? Market
  • 7. Security. Analytics. Insight.7 • Do you have a business model? • Pricing • Financial model • What’s the way to profitability? • When to hire who? • When do you sell product? to who? • Don’t write a long business plan - safe the time and think about the business itself The Business Model
  • 8. Security. Analytics. Insight.8 Average sale: $250 / month Profit margin: 50% Staff cost: $10k / month Staff: 10 employees —> 800 customers The Cloud SaaS Example Hang on, we need more staff to operate the cloud 
 service and support customers —> more customers How do you acquire these customers?
  • 9. Security. Analytics. Insight.9 • How will you fund your company? • Self funded • Friends and family (careful) • Outside Investors (getting $500k is easy!) • What do you do with that money? • Always think of the next funding round - you will need it! • Founders are too optimistic on getting profitable! • Where does that money get you to? • What do you do once you spent that money Funding
  • 10. Security. Analytics. Insight.10 Institutional Investment - The Series A • Team • Customers / Traction (Market) • Product Only for 1% of companies $1bn market
  • 11. Security. Analytics. Insight.11 Why is the Silicon Valley Different? ”… rich people and nerds” 
 - Paul Graham
  • 12. Security. Analytics. Insight.12 • Team • Who is in control? • Clear roles and responsibilities! • Get ready for the long haul! Don’t take “No” for an answer • Technology is only a small piece! • Pay it forward - advice / help / network Miscellaneous Tips • Relationships! • Relationships! • Never cold-call investors • Get warm intros • From credible people • Build a pitch deck, not a business plan