Month 1 Agenda Overview
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This document provides an agenda and materials for a startup accelerator program called OHUB KC – Month 1. The agenda includes introductions, an overview of the instructor Dave Parker's background, discussions on venture-ready companies, storytelling, research, markets, co-founder discussions, and deliverables. The document outlines program outcomes, rules, and mechanics. It also includes templates for participant pitches and exercises on evaluating problems, markets, and potential reasons for startup failure. The goal of the program appears to be helping startups become venture-ready over the course of several months.
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Month 1 Agenda Overview
- 1. Copyright DKParker, LLC 2019 OHUB KC – Month 1 Dave Parker @DaveParkerSEA www.dkparker.com/blog Dave@dkparker.com @DaveParkerSEA
- 2. Copyright DKParker, LLC 2019 Month 1 Agenda ¤ Intro ¤ About Dave ¤ Venture Scale Companies ¤ Venture Ready ¤ Telling your story – Madlibs version ¤ Your Gaps ¤ Research & Competitive Analysis ¤ Markets ¤ Awkward Co-Founder Discussions ¤ Deliverables & Resources
- 3. Copyright DKParker, LLC 2019 About Dave ¤ 5X founder, Board Member, former SVP Programs at UP Global (Startup Weekend + Startup America) ¤ Startup Next creator ¤ Startup Week ¤ Author – soon to launch “6 Month Startup – Ideation to Revenue” ¤ 8 transactions – 6 sell side, 2 buy side ¤ VC/Investor
- 4. Copyright DKParker, LLC 2019 Program Outcomes ¤ Strong Opinions – held loosely ¤ Solid Story ¤ For Customers & Co-Founders ¤ Investor Presentation – 11 Slides ¤ Backed by DATA ¤ Product Roadmap ¤ Quarterly Milestones ¤ Go-To-Market Plan
- 5. Copyright DKParker, LLC 2019 Rules of the Road ¤ #GiveFirst – you have complimentary skills around you ¤ Don’t Ramble – I’ll interrupt ¤ Network – you need to build you network for the future starting today ¤ Ask questions as we go
- 6. Copyright DKParker, LLC 2019 Monthly Mechanics ¤ Your work/Mentor Feedback – during first hour ¤ 1:Many Meeting with Mentors – starting next month ¤ Deliverables – your company, your work! ¤ Monthly Content - what you need to be venture ready
- 7. Copyright DKParker, LLC 2019 Introduce yourself & Q&A ¤ Before breaks, we’ll pause for Q&A ¤ Ask your questions ¤ Introduce your company ¤ Follow the prompt
- 8. Copyright DKParker, LLC 2019 Dave’s Madlibs Pitch Hi, I’m <your name here>, and my company <your Company name here> the problem I’m solving is <insert problem here>. Our product <insert product info here> is designed for our target customer of <insert target customer here>. We make money by <insert method here> and our team is the right team because <insert why you’re awesome here>. I need help with <insert help needed here>.
- 9. Copyright DKParker, LLC 2019 Score Yourself 1-4 Team: Why you, balanced team (talents, diversity), domain experts, serially successful founders, great company experience Idea: Are you solving a problem? New or existing problem, big category (vs tool), early/late continuum, technical achievable, pain pill or vitamin Product: do you have a product, how mature, customer first, solid design, clear roadmap to scale Market/Customer: big market (TAM/SOM), cash available, new or nascent market? Competition: How many incumbents, funding status, are you incremental better or 10X better? Traction: Customer validation, revenue, improving unit economics? Timing: Why now? Are you late, early, too early? Revenue Model/Finance: How will you monetize your idea? Do you have a basic budget on spending, big or small economics IP/Moat: Is your idea defensible? Can you build a moat over time? Clear Ask: What do you need help with? Advice, funding, introduction, help finding staff? Total out of 40
- 10. Copyright DKParker, LLC 2019 Venture Ready Fast NO ¤ Market ¤ Team ¤ Product ¤ Traction Slow Yes ¤ Idea ¤ Competition ¤ Business Model/Finance ¤ Timing ¤ Intellectual Property/Moat ¤ Clear Ask
- 11. Copyright DKParker, LLC 2019 ¤ Responses – 22 of 52 companies ¤ 72% like/loved their IP/Moat ¤ 59% love their big idea ¤ 54% love their market ¤ 50% love their product ¤ 36% like their traction
- 12. Copyright DKParker, LLC 2019 Improving Weaknesses ¤ Where were you weak ¤ How would you answer differently ¤ What can you change now
- 15. Copyright DKParker, LLC 2019 Capturing Value: Reasonable to Exceptional Returns – Traction & Idea Business Model
- 17. Copyright DKParker, LLC 2019 Creating Value: Product Delivering Value: Price, Economics, S&M Capturing Value Reasonable to Exceptional Returns Defining Business Model
- 18. Copyright DKParker, LLC 2019 Creating Value: Product Delivering Value: Marketing and Sales Capturing Value Reasonable to Exceptional Returns Defining Business Model
- 19. Copyright DKParker, LLC 2019 Creating Value: Product Delivering Value: Marketing and Sales Capturing Value Reasonable to Exceptional Returns Defining Business Model
- 20. Copyright DKParker, LLC 2019 Launch & Survive
- 21. Copyright DKParker, LLC 2019 Judging a Startup – Bill Gross Ultimate success – AT SCALE – Assumes good market
- 22. Copyright DKParker, LLC 2019 Founder Investor Two Perspectives
- 24. Copyright DKParker, LLC 2019 Epochs ¤ BC ¤ Pre Internet ¤ Pre Game of Thrones ¤ Pre Product-Market Fit ¤ AD ¤ Post Internet ¤ Post Game of Thrones ¤ Post Product-Market Fit
- 26. Copyright DKParker, LLC 2019 Product Market Fit ¤ Forecastable and predictable revenue ¤ A level of accuracy to future revenue ¤ Shift discussion on valuation from Trailing 12 to Future 12
- 28. Copyright DKParker, LLC 2019 Ideation – Vectors of Idea ¤ What is a Vector ¤ Direction ¤ Magnitude ¤ Type of Vectors (not all inclusive) ¤ Power to the People ¤ Latent Need ¤ Frustration ¤ Market or Industry Trend – when the internet launched, when Bitcoin launched, space travel ¤ Does the vector get you where you want to go?
- 29. Copyright DKParker, LLC 2019 Surfing Analogy ¤ The Wave ¤ The Board ¤ The Surfer ¤ The Trend ¤ The Product ¤ The Leader/Team Market timing = bad waves Small waves are bad Bad product Wrong person/team for the market Are all three lined up for you?
- 32. Copyright DKParker, LLC 2019 Dave’s Madlibs Pitch Hi, I’m <your name here>, and my company <your Company name here> the problem I’m solving is <insert problem here>. Our product <insert product info here> is designed for our target customer of <insert target customer here>. We make money by <insert method here> and our team is the right team because <insert why you’re awesome here>. I need help with <insert help needed here>.
- 34. Copyright DKParker, LLC 2019 Categorizing your Solution Product Service B2B Salesforce Consulting B2C Games For profit school
- 35. Copyright DKParker, LLC 2019 Hard Problems – start at the base
- 36. Copyright DKParker, LLC 2019 What problem/opportunity ¤ What’s the problem ¤ Pain Pill ¤ Vitamin ¤ What’s the opportunity ¤ Solving for who? ¤ Can you create and capture value? ¤ Who will pay?
- 37. Copyright DKParker, LLC 2019 Product & Companies ¤ Products aren’t fundable – Companies are fundable ¤ Lifestyle businesses – won’t funded ¤ Local vs. Scalable businesses Which one will you be? ¤ Services vs Product ¤ Exit multiples
- 38. Copyright DKParker, LLC 2019 Should you build it?
- 39. Copyright DKParker, LLC 2019 And than there’s this ($120M)
- 41. Copyright DKParker, LLC 2019 Research ¤ You are not the customer ¤ Methods of Research ¤ Blue Ocean ¤ Gartner Magic Quadrant ¤ Documentation and Analysis ¤ Google Search – what are the keywords someone would type to find your solution ¤ Crunchbase Search – funding, timing, categories ¤ Competitive Product/Service pricing
- 42. Copyright DKParker, LLC 2019 Pattern Matching ¤ Stage ¤ Customer Type ¤ Categories
- 43. Copyright DKParker, LLC 2019 Research Project ¤ “Can I have your financial model?” ¤ 6 Year – 2,650 Funded Companies ¤ Results ¤ 16 Revenue Models – increasing level of complexity ¤ 4 Basic Sales Models ¤ Time from Seed to B Round
- 44. Copyright DKParker, LLC 2019 Research Deliverable ¤ Create a Google Sheet with your research ¤ One tab for research, one for competitors (next section) ¤ Who has written about your market ¤ Professionals, bloggers, others ¤ Who has raised capital in this market ¤ What’s the state of the “Wave?”
- 46. Copyright DKParker, LLC 2019 Specific Competitors ¤ Feature List ¤ Product positioning ¤ Gaps ¤ Pricing ¤ Target customer/profile ¤ Marketing approach
- 47. Copyright DKParker, LLC 2019 Competitor List & Notes Competitor URL Crunchbase Link Amount Funded Team Features Notes
- 48. Copyright DKParker, LLC 2019 Getting Data ¤ Right Mouse click ¤ Keywords, meta data ¤ Pull keywords for competitors – Google Sheet ¤ Tools ¤ https://www.semrush.com/ ¤ https://topics.seomonitor.com/query ¤ Google Keyword tool ¤ Social ¤ https://www.rivaliq.com/
- 49. Copyright DKParker, LLC 2019 Who has tried this before? ¤ What about Analyst report? ¤ Why did they fail? ¤ Use Wayback Machine to look back
- 50. Copyright DKParker, LLC 2019 Looking Back ¤ Feature List – then and now ¤ Product Positioning ¤ Pricing changes over time
- 51. Copyright DKParker, LLC 2019 A Note Regarding Biases
- 52. Copyright DKParker, LLC 2019 Questions? Where to source your data for your research?
- 53. Copyright DKParker, LLC 2019 Dave’s Madlibs Pitch Hi, I’m <your name here>, and my company <your Company name here> the problem I’m solving is <insert problem here>. Our product <insert product info here> is designed for our target customer of <insert target customer here>. We make money by <insert method here> and our team is the right team because <insert why you’re awesome here>. I need help with <insert help needed here>.
- 56. Copyright DKParker, LLC 2019 Who is the Market & Customer
- 57. Copyright DKParker, LLC 2019 Total Addressable Market ¤ Also called Total Available Market ¤ Think global – launch local ¤ The Upside ¤ Calculating – bottom up, Total number of customers X Annual Revenue for your product ¤ Direct Data ¤ Explicate data ¤ Indirect Data ¤ Implicit data ¤ Triangulation Data ¤ A combination of different data sources
- 58. Copyright DKParker, LLC 2019 Service Addressable Market ¤ Or Serviceable Available Market ¤ The part of the market that can actually be reached ¤ Sales and Marketing driven ¤ With the features you have now ¤ With the product roadmap you have ¤ Competition ¤ Not everyone that might use it, if they found it, if it was in their language and currency
- 59. Copyright DKParker, LLC 2019 Service Obtainable Market ¤ The subset of the market you can capture ¤ A proxy for short term upside ¤ Not Aspirational
- 60. Copyright DKParker, LLC 2019 Who is the Market & Customer
- 61. Copyright DKParker, LLC 2019 Launch Addressable Market ¤ Given you TAM, SAM and SOM – WHO is the customer? ¤ And limited features ¤ Who can you sell to today? ¤ B2B ¤ B2C ¤ Buyer profile ¤ What features will you need to launch to expand your market and price?
- 62. Copyright DKParker, LLC 2019 10, 100, 1000 Customers ¤ Have a plan for how you get your first customers ¤ 10 – it’s you and your co-founder ¤ 100 – still you, maybe one insides sales person, forming a process to scale ¤ 1000 – not you, scalable processs
- 63. Copyright DKParker, LLC 2019 Market Conditions ¤ Nascent/New market ¤ Uber, AirBnB ¤ Large markets - >$100M or $1B ¤ Large market provide “at bat” opportunities ¤ Small markets suck ¤ Headwinds or tailwinds?
- 64. Copyright DKParker, LLC 2019 Who is your customer? ¤ Product vs. Services ¤ Product is something you can deliver or ship – can you make $$ while you sleep ¤ Services require people to deliver on the value and promise – consulting or a restaurant ¤ Who pays the bill? ¤ A business ¤ The Consumer ¤ The product user and who pays can be different as in Facebook or Google that make money on advertising
- 65. Copyright DKParker, LLC 2019 Why/How do they buy? ¤ Make Money vs. Save Money? ¤ Searching for product ¤ Needs to be sold ¤ More on this in Month 4
- 66. Copyright DKParker, LLC 2019 Exercise - How Big is Your Market
- 67. Copyright DKParker, LLC 2019 Awkward Co-Founder Discussions
- 68. Copyright DKParker, LLC 2019 Everyone Has Expectations ¤ Set up a process to get the expectations out in the open ¤ Pre-Incorporation ¤ Meeting 1 of 2 ¤ Why do you want to do this ¤ Capital in vs out ¤ Timing of life ¤ Passion ¤ Go to Startup Equity Calculator
- 69. Copyright DKParker, LLC 2019 Co-Founders – Part 1
- 70. Copyright DKParker, LLC 2019 Co-founders, part 2 ¤ Meeting 2 of 2 ¤ Print out a copy- bring it to the meeting ¤ How far off are you? What responsibilities? ¤ At Incorporation ¤ Reverse vesting schedule ¤ What happens when someone leaves? ¤ Option pool 20% ¤ Why 50/50 is the only wrong decision
- 71. Copyright DKParker, LLC 2019 Post Incorporation ¤ Milestones/Deliverables ¤ Slicing Pie ¤ Market rates ¤ Don’t over inflate ¤ Track time and contribution ¤ Regular meeting ¤ Weekly standups ¤ Make HR changes fast – they won’t get easier
- 73. Copyright DKParker, LLC 2019 If Your Startup was to Fail, Why? ¤ What’s the number one reason ¤ Product ¤ Customer Acquisition ¤ Competition ¤ Lack of funding ¤ Rank
- 74. Copyright DKParker, LLC 2019 Dave’s Madlibs Pitch Hi, I’m <your name here>, and my company <your Company name here> the problem I’m solving is <insert problem here>. Our product <insert product info here> is designed for our target customer of <insert target customer here>. We make money by <insert method here> and our team is the right team because <insert why you’re awesome here>. I need help with <insert help needed here>.
- 75. Copyright DKParker, LLC 2019 Next Session – October 26 Value Props, Customer Development & How Startup make Money
- 76. Copyright DKParker, LLC 2019 Month 1 Resources ¤ Books ¤ Creative Confidence – Tom Kelley & David Kelley ¤ Crossing the Chasm – Geoffrey Moore ¤ Four Steps of an Epiphany – Steve Blank ¤ A Curious Mind – Brian Grazer and Charles Fishman ¤ Industries of the Future – Alec Ross ¤ Blog ¤ Tom Tunguz, Redpoint http://tomtunguz.com/ SaaS and MRR ¤ Brad Feld, Foundry Group http://www.feld.com/ ¤ Fred Wilson, Union Square http://avc.com/
- 77. Copyright DKParker, LLC 2019 ¤ Pitch Resources ¤ Startup Weekend ¤ Best Startup Pitch decks ¤ Guy Kawasaki “10 Slides”
- 78. Copyright DKParker, LLC 2019 Month 1Deliverables ¤ Track your Venture Ready Score Before/After ¤ What can you do over the next 90 days to improve ¤ List your research and sources ¤ Build your Competitive landscape ¤ Subscribe to Google Alerts for all competitors ¤ Write is your pre-mortum – if you were to fail, why would you fail ¤ Schedule both co-founders meetings ¤ Print out the Foundrs.com results ¤ Setup Slicing Pie ¤ Document – what I thought, what I learned, what I’m doing about it