"In The Indy 500, There's Nothing Better Than Recieving The Victory Bottle of Milk. What Happens Next?" David Wasilewski: Founder of WhatNext; Co-Founder and COO Spanx
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That's where David Wasilewski found himself. After co-founding women's apparel company Spanx and helping grow the brand to more than $150 million in sales, David set his sights on cancer research. Learn how this entrepreneur shifted from Spanx to founding WhatNext, the leading online source of firsthand insights to cancer treatments. David discusses how he built a brand and took his idea to market, as well as how to overcome the challenges of entrepreneurship.
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"In The Indy 500, There's Nothing Better Than Recieving The Victory Bottle of Milk. What Happens Next?" David Wasilewski: Founder of WhatNext; Co-Founder and COO Spanx
- 5. From $0 to $1 billion in 12 years 2000 2012 Revenue
- 6. The Product VPL – The dreaded enemy
- 7. Had to be different
- 9. Don’t let pride or fear get in your way Cold Calling
- 10. Oprah
- 11. 1 Year – 1 Style - $4 Million • Focused On –Perfecting product –Driving sales –Promotion –Operations Everything was easier because we had one style
- 12. Place product where people need it
- 13. Everyone loves a good story
- 15. Sara – It’s more fun having fun than being sexy than being sexy
- 16. Lessons learned Great products, stories and experiences can move people into action
- 17. Biggest wave of my life
- 18. Time to hang loose
- 19. What Next? (A journey with a lot more bumps)
- 20. DxJunction Think LinkedIn of Healthcare
- 21. Forgot to focus
- 23. Use Linked In
- 24. Don’t’ be afraid to ask for help. Thanks Mom!
- 25. Priority 1 – Drive traffic Search engine optimization Search engine marketing Social Media Content marketing Partners Public relations Advertising
- 26. Priority 2 – Sell, sell Business can’t survive without money
- 27. Creating a good sales pitch requires good listening and trial and error
- 28. Our customers’ customer is going online looking for information and… 61% of adults look online for health information 41% have read someone else’s commentary or experience about medical issues online 60% say the information found online affected a decision about how to treat an illness or condition Source: The Social Life of Health Information – Pew Internet 52% of all online health inquires are on behalf of someone else
- 29. Typical health care marketers’ challenge Health Systems need to engage online consumers, but… Capital Missed opportunity to increase revenue, awareness and satisfaction ToolsStaff Source: WhatNext customers Challenges
- 30. Support your consumers with WhatNext, a brandable online social health network • Breast cancer • Stage III • 70 • Just diagnosed Proprietary Matching Algorithms Peers Firsthand Insights Education & Resources Question & Answer www.whatnext.com/[clientname]
- 31. Contribution Margin 500,000 unique visitors Assuming nothing 75 Interact w/existing patients 15,000 unique visits (45,000 impressions and 845 hrs of engagement) Search 3% live in your market* .5 % call for help* 8% become patients* WhatNext marketing 6 New patients X $25,000 Average Revenue/P atient = $150,000 *Numbersbasedonhistoricaldata. WhatNext works with you to ensure large existing patient base and brand is well represented 5 to 1 ROI Middle market example “Our patients’ response to WhatNext has been great… a much more strategic buy than traditional billboards and radio spots.” Keith Jewell, Franciscan St. Francis, SVP Chief Operating Officer
- 32. WhatNext is well on its way to being the leading online cancer support community 10 minutes average time on site 50% of traffic returning Uniques growing 10% MOM (500k projected uniques in 2013) Development Partner Current clients (15 more in pipeline) 60% of WhatNexters newly diagnosed, currently going through treatment or recurrent
- 33. Guiding principles Starts with a great product that solves a pressing problem It’s all about the story Do one thing and be excellent Stay out of the weeds – Sell, Sell, Sell Listen, listen, listen
- 34. Questions?
Editor's Notes
- Life is like surfing – you are floating around in the water looking for waves and choosing which waves you are going to go after and which you will let pass all in search of the perfect wave. You start off riding small waves, finding your balance and learning to trust where the wave is going to take you. Like life waves you can’t control. Some are big and some are small, some are better than others and each time we get up and ride a way we learn something know that will help you while on your next wave, and we do this all the while hoping we aren’t going to get eaten by a shark or in the case of life being swallowed up by self doubt and insecurity.
- Life is like surfing – you are floating around in the water looking for waves and choosing which waves you are going to go after and which you will let pass all in search of the perfect wave. You start off riding small waves, finding your balance and learning to trust where the wave is going to take you. Like life waves you can’t control. Some are big and some are small, some are better than others and each time we get up and ride a way we learn something know that will help you while on your next wave, and we do this all the while hoping we aren’t going to get eaten by a shark or in the case of life being swallowed up by self doubt and insecurity.Perfect waveStart out small balance – trustSome are better than othersLearn to rely on your gut as it relates to which ones are the bestEvery time you do it you learn something
- My life has really been like swimming in the ocean. I have always known where I want to go but not exactly sure how I was going to get there.I grew up in a small island – go.
- So how do you do itOne Step at a time
- The ProductDesigning the productPricing the productSelling first account
- How came up with the namePricingFriend designed the packageTrademark, legal work.
- Two of usStarted selling before we quit our jobsMany people have an idea and feel like they always want to go all in with a product and they don’t – Pat MillerDon’t need to be fancy – quickbooks, phone lines throughout the houseTrademark, legal work.
- Power of the universe
- Make it easy for patients to love youBig employer – Big looserDo som
- ButterflyBranson- Every day miracles happen
- ProcessesGo slow to go fastSale of 1 -10Business plan
- Every business has a story, can have fun, product has to be right no matter what
- Appearl
- Advertising -> Not going to work
- Talk about developing a plan – constant tuning, getting clearer and never being satisfied. Talk about testing.
- Rate of experience growth and quality of growth