This presentation is designed to give you a high-level overview of the Startup Secrets series (including topics and case studies). Held in conjunction with Harvard innovation lab, the Startup Secrets series was created to provide a framework for entrepreneurs and innovators to think through some of the key steps that could accelerate their success in starting a business.
For more Startup Secrets, visit: http://www.mjskok.com/resources/introduction
Harvard Innovation Lab Workshop on developing the Perfect Pitch, by Michael Skok.
Michael is an entrepreneur turned venture capitalist, who has seen both sides of this. He spent 21 years as a CEO, building companies and raising over 100 million to build a number of software businesses. And then has spent the last decade as a VC seeing thousands of pitches from entrepreneurs raising money, and invested in companies that have generated over a billion dollars in value.
So with that in mind, the idea here is to give you an insider's checklist for your own pitch,
Driving to Market - How to "Drive" Competitive Advantage in your Go To Market...Michael Skok
Developed for the Harvard Innovation Lab workshop series on Startup Secrets.
This is part 4 of the 5 part series by Michael J Skok on how to get competitive advantage as a startup.
Michael's slides are the agenda for the workshop, and are NOT self contained. For fuller coverage of the slides, visit Michael's website http://mjskok.com/
Startup Secrets - Getting Behind the Perfect Investor PitchMichael Skok
This document provides an insider's guide to pitching startups for investment. It outlines the typical structure of a pitch, including discussing the problem being solved, market opportunity, value proposition, team, financials, and request for funding. Key aspects to focus on are uniquely differentiating the solution, barriers to entry for competitors, and milestones and metrics that demonstrate how the business will succeed. The overall goal is to convince investors that the team has an unfair competitive advantage to build a disruptive, game-changing business in a large market.
The document discusses go-to-market strategies versus marketing strategies. It notes that go-to-market strategies specifically focus on product launches, while marketing strategies can apply to ongoing activities. Go-to-market strategies involve additional components to coordinate with product development. Once launched, the go-to-market strategy evolves into an overall marketing strategy. The document then provides details on developing effective go-to-market strategies, including defining target markets, sales processes, distribution channels, and product roadmaps.
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...Michael Skok
New version 2 - including case examples from Spotfire, Demandware, Hubspot and David Skok.
Developed for the Harvard Innovation Lab workshop series on Startup Secrets.
This is part 4 of the 5 part series by Michael J Skok on how to get competitive advantage as a startup.
Michael's slides are the agenda for the workshop, and are NOT self contained. For fuller coverage of the slides, visit Michael's website http://mjskok.com/
This document provides an overview of funding strategies for startups to sustain long-term growth. It discusses various funding sources like angels, accelerators, venture capital and alternatives. The key stages in raising funds from VCs are outlined, from initial research and connecting with investors to diligence and negotiations. Important questions for startups to consider around their funding needs, wants and optimal raise amount are also covered. Valuation factors and the importance of proving milestones to support higher valuations are emphasized. The overall message is that startups need a strategic approach to securing adequate capital on favorable terms.
Startup Secrets: Building a Compelling Value PropositionMichael Skok
The document provides guidance on building a compelling value proposition for a startup. It discusses evaluating problems that are unworkable, unavoidable, urgent and underserved. It also discusses defining solutions that are discontinuous, defensible and disruptive. The document emphasizes building the startup around the founder's unique understanding of problems and ability to deliver solutions. It stresses that the customer gain/pain ratio should be greater than 10 to overcome inertia and risk. Examples are provided of startups like Disqus, uTest (Applause) and Diagnostics for All that demonstrated high gain/pain ratios for customers.
Startup Secrets Case Study: Actuality SystemsMichael Skok
Actuality Systems was founded in 1997 to develop and commercialize 3D display technology. It raised $15 million total in venture funding and had 20 customers and $1 million in government grants at its peak. However, the company struggled to find a large sustainable market and laid off its remaining employees in 2009. Its patents were acquired by Optics for Hire in late 2009. One of the patents was eventually sold in 2011, providing an exit for the founders.
Harvard Innovation Lab Workshop on developing the Perfect Pitch, by Michael Skok.
Michael is an entrepreneur turned venture capitalist, who has seen both sides of this. He spent 21 years as a CEO, building companies and raising over 100 million to build a number of software businesses. And then has spent the last decade as a VC seeing thousands of pitches from entrepreneurs raising money, and invested in companies that have generated over a billion dollars in value.
So with that in mind, the idea here is to give you an insider's checklist for your own pitch,
Driving to Market - How to "Drive" Competitive Advantage in your Go To Market...Michael Skok
Developed for the Harvard Innovation Lab workshop series on Startup Secrets.
This is part 4 of the 5 part series by Michael J Skok on how to get competitive advantage as a startup.
Michael's slides are the agenda for the workshop, and are NOT self contained. For fuller coverage of the slides, visit Michael's website http://mjskok.com/
Startup Secrets - Getting Behind the Perfect Investor PitchMichael Skok
This document provides an insider's guide to pitching startups for investment. It outlines the typical structure of a pitch, including discussing the problem being solved, market opportunity, value proposition, team, financials, and request for funding. Key aspects to focus on are uniquely differentiating the solution, barriers to entry for competitors, and milestones and metrics that demonstrate how the business will succeed. The overall goal is to convince investors that the team has an unfair competitive advantage to build a disruptive, game-changing business in a large market.
The document discusses go-to-market strategies versus marketing strategies. It notes that go-to-market strategies specifically focus on product launches, while marketing strategies can apply to ongoing activities. Go-to-market strategies involve additional components to coordinate with product development. Once launched, the go-to-market strategy evolves into an overall marketing strategy. The document then provides details on developing effective go-to-market strategies, including defining target markets, sales processes, distribution channels, and product roadmaps.
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...Michael Skok
New version 2 - including case examples from Spotfire, Demandware, Hubspot and David Skok.
Developed for the Harvard Innovation Lab workshop series on Startup Secrets.
This is part 4 of the 5 part series by Michael J Skok on how to get competitive advantage as a startup.
Michael's slides are the agenda for the workshop, and are NOT self contained. For fuller coverage of the slides, visit Michael's website http://mjskok.com/
This document provides an overview of funding strategies for startups to sustain long-term growth. It discusses various funding sources like angels, accelerators, venture capital and alternatives. The key stages in raising funds from VCs are outlined, from initial research and connecting with investors to diligence and negotiations. Important questions for startups to consider around their funding needs, wants and optimal raise amount are also covered. Valuation factors and the importance of proving milestones to support higher valuations are emphasized. The overall message is that startups need a strategic approach to securing adequate capital on favorable terms.
Startup Secrets: Building a Compelling Value PropositionMichael Skok
The document provides guidance on building a compelling value proposition for a startup. It discusses evaluating problems that are unworkable, unavoidable, urgent and underserved. It also discusses defining solutions that are discontinuous, defensible and disruptive. The document emphasizes building the startup around the founder's unique understanding of problems and ability to deliver solutions. It stresses that the customer gain/pain ratio should be greater than 10 to overcome inertia and risk. Examples are provided of startups like Disqus, uTest (Applause) and Diagnostics for All that demonstrated high gain/pain ratios for customers.
Startup Secrets Case Study: Actuality SystemsMichael Skok
Actuality Systems was founded in 1997 to develop and commercialize 3D display technology. It raised $15 million total in venture funding and had 20 customers and $1 million in government grants at its peak. However, the company struggled to find a large sustainable market and laid off its remaining employees in 2009. Its patents were acquired by Optics for Hire in late 2009. One of the patents was eventually sold in 2011, providing an exit for the founders.
This document provides an overview of how to design products to achieve product-market fit and turn products into companies. It discusses designing for minimum viable products, minimum viable segments, and minimum repeatable products to iteratively test product-market fit. It also covers making "slippery" products that are simple, have low costs, integrate easily, prove value quickly, and are sticky for customers. The goal is to focus products on specific customer needs to facilitate growth.
This document summarizes a mentorship workshop focused on mutual mentorship between startup founders and experienced mentors. The workshop covered topics like asking for questions instead of answers from mentors to drive learning, testing ideas quickly through prototypes and customer feedback, and setting objectives for mentor-mentee partnerships over the next 8 weeks. Mentors were encouraged to develop curiosity and confidence in mentees rather than just providing answers. The goal of the program is to help founders and support the Boston startup ecosystem.
Ideas are worth very little without a culture to guide the selection of talent and a big, bold vision to attract and unify the team. Human capital is what separates great from good companies – which is why establishing a strong culture to attract and retain the right people, while unifying them behind an inspiring vision and mission is essential to any significant venture.
Startup Secrets - Game Changing Business ModelsMichael Skok
In our industry, it’s not uncommon for entrepreneurs to become so mono-focused on the novelty of their product that they forget to innovate sufficiently around their business model. A disruptive business model can be at least as important as a discontinuous innovation.
Mentorship is a seemingly simple concept. Get some help from someone more experienced than you. So why do we bother teaching a class on it? Because, like anything else, it’s a skill to mentor and be mentored. And if we can learn that skill it can be a real gift, both to give and receive.
The document discusses an insider's guide to unfair competitive advantage in startups called "Startup Secrets". It addresses frequently asked questions about what is involved in starting a company and questions around ideas, fundraising and pitching. It outlines a roadmap for startup success moving from ideation to profitability, reducing risk and increasing value. It encourages attendees to assess what is missing from their plans and provides a list of workshop topics to help startups.
Startup Secrets - Funding Strategies to Go the DistanceMichael Skok
The document provides an overview of funding strategies for startups. It discusses various funding options including equity from angels, accelerators, and venture capital at different stages. It emphasizes the importance of developing a funding strategy that matches expectations and outcomes. The document also discusses factors to consider when raising funds such as valuation, timing, investor fit, and amount of capital needed.
Startup Secrets - Turning Products into CompaniesMichael Skok
This document provides an overview of turning products into companies by closing the "product company GAP." It discusses designing products for market fit by focusing on a primary value proposition for a single audience. It introduces the concepts of minimum viable product, minimum viable segment, and minimum repeatable product to test market fit in smaller segments. The document also discusses architecting business models, including designing "slippery" products, and using Russian doll pricing and packaging strategies. The goal is to help startups transition from developing products to building successful companies by considering business model, go-to-market strategy, and how the product will influence these from the beginning.
Startup Secrets - Building a Compelling Value PropositionMichael Skok
This document provides guidance on building a compelling value proposition for a startup. It discusses evaluating problems to solve, defining ideas and solutions, and building the value proposition around what the founders understand and can deliver uniquely well. The document emphasizes that the problem should be unworkable, unavoidable, urgent and underserved, and the solution should be discontinuous, defensible and disruptive. It also stresses that the customer gain from the solution should be an order of magnitude greater than the pain of adoption. Examples are provided for clarification.
Startup Secrets - Have you got what it takes?Michael Skok
There is a belief in the business world that founders can’t scale. Put another way, a company’s growth curve will eventually outstrip the capabilities of its founder’s ability to remain CEO.
Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...Michael Skok
Endeca was acquired by Oracle in 2011 for $1.1 billion. In the below presentation, Endeca Founder Steve Papa discusses his path to securing the funding that helped make the company a success. Steve also shares key lessons learned, such as the significance of macroeconomics and how fundraising efforts start long before you are actually pitching to investors.
2016 Innovation Roundtable Keynote by Michael SkokMichael Skok
Michael Skok, Co-Founder and Partner of Underscore.VC was invited to give the keynote presentation at the 2016 Innovation Roundtable Summit in Copenhagen.
This document discusses how to scale a business by focusing on one customer at a time through a customer lifecycle of "Addiction, Adoption, Absorption, Adaptation" (the 4A's). It describes each stage of the lifecycle in detail, emphasizing measurement of customer usage and engagement. Maintaining the lifecycle leads to reduced customer acquisition and retention costs while increasing lifetime customer value. Teams should be organized accordingly to focus on trialing, landing, expanding, renewing, and upselling customers through the 4A stages. This approach can deliver significant leverage and impact on business models.
Ask these basic questions: How much capital does your growth require? What will be your cost of capital over the growth of your venture? Can you afford to grow at all costs? When will growth not be the basis for valuation? What if factors beyond your control impact growth?
What is needed to build a startup? What are the milestones along the way? And how to do you pull that pitch together to get the venture attention and funding your idea deserves. This Slideshare was given at the Harvard iLab and offered:
-- The holistic checklist to think through your venture in a business like plan
-- What matters to a VC/Investor
-- How to think about your roadmap from startup to public company
3 Skills to Master the gift of Mutual MentorshipMichael Skok
Mentorship is a seemingly simple concept. Get some help from someone more experienced than you. So why do we bother teaching a class on it? Because like anything else it's a skill to mentor and be mentored. And if we can learn that skill it can be a real gift, both to give and receive.
But first of all you've got to know what you're looking for in mentorship. Is it a handout or real help? Do you want answers or are you really looking to learn? For those looking to learn and build not just knowledge but skills for self sufficiency, mentoring can be a mutually rewarding gift.
Think of the process of being mentored as a game of chess. You can easily ask for the next move, but wouldn't you rather learn to master the game?
See the presentation to learn 3 skills to get you going on that path:-
The 2014 Future of Cloud Computing Survey was conducted in partnership with 72 Collaborators. The survey is the most widely endorsed survey of its kind in the industry. To tweet individual slides, please note the banner on the upper right hand corner of each page. Visit the Blog on http://mjskok.com/resource/2014-future-cloud-computing-4th-annual-survey-results and follow us @futureofcloud #futureofcloud to join the conversation.
2014 Future of Open Source - 8th Annual Survey resultsMichael Skok
The annual Future of Open Source Survey provides a report on the state of the open source industry and analysis of future trends. Now in its eighth year, this annual survey was supported by with over 45 collaborators, open source software industry leaders, and collaborating organizations, and compiles results from hundreds of respondents from the open source community.
Andy Jassy Illuminates Amazon Web ServicesMichael Skok
Andy Jassy, senior vice president of Amazon Web Services, provides an overview of AWS at the May 8, 2013 Startup Secrets session at Harvard innovation lab.
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This document provides an overview of how to design products to achieve product-market fit and turn products into companies. It discusses designing for minimum viable products, minimum viable segments, and minimum repeatable products to iteratively test product-market fit. It also covers making "slippery" products that are simple, have low costs, integrate easily, prove value quickly, and are sticky for customers. The goal is to focus products on specific customer needs to facilitate growth.
This document summarizes a mentorship workshop focused on mutual mentorship between startup founders and experienced mentors. The workshop covered topics like asking for questions instead of answers from mentors to drive learning, testing ideas quickly through prototypes and customer feedback, and setting objectives for mentor-mentee partnerships over the next 8 weeks. Mentors were encouraged to develop curiosity and confidence in mentees rather than just providing answers. The goal of the program is to help founders and support the Boston startup ecosystem.
Ideas are worth very little without a culture to guide the selection of talent and a big, bold vision to attract and unify the team. Human capital is what separates great from good companies – which is why establishing a strong culture to attract and retain the right people, while unifying them behind an inspiring vision and mission is essential to any significant venture.
Startup Secrets - Game Changing Business ModelsMichael Skok
In our industry, it’s not uncommon for entrepreneurs to become so mono-focused on the novelty of their product that they forget to innovate sufficiently around their business model. A disruptive business model can be at least as important as a discontinuous innovation.
Mentorship is a seemingly simple concept. Get some help from someone more experienced than you. So why do we bother teaching a class on it? Because, like anything else, it’s a skill to mentor and be mentored. And if we can learn that skill it can be a real gift, both to give and receive.
The document discusses an insider's guide to unfair competitive advantage in startups called "Startup Secrets". It addresses frequently asked questions about what is involved in starting a company and questions around ideas, fundraising and pitching. It outlines a roadmap for startup success moving from ideation to profitability, reducing risk and increasing value. It encourages attendees to assess what is missing from their plans and provides a list of workshop topics to help startups.
Startup Secrets - Funding Strategies to Go the DistanceMichael Skok
The document provides an overview of funding strategies for startups. It discusses various funding options including equity from angels, accelerators, and venture capital at different stages. It emphasizes the importance of developing a funding strategy that matches expectations and outcomes. The document also discusses factors to consider when raising funds such as valuation, timing, investor fit, and amount of capital needed.
Startup Secrets - Turning Products into CompaniesMichael Skok
This document provides an overview of turning products into companies by closing the "product company GAP." It discusses designing products for market fit by focusing on a primary value proposition for a single audience. It introduces the concepts of minimum viable product, minimum viable segment, and minimum repeatable product to test market fit in smaller segments. The document also discusses architecting business models, including designing "slippery" products, and using Russian doll pricing and packaging strategies. The goal is to help startups transition from developing products to building successful companies by considering business model, go-to-market strategy, and how the product will influence these from the beginning.
Startup Secrets - Building a Compelling Value PropositionMichael Skok
This document provides guidance on building a compelling value proposition for a startup. It discusses evaluating problems to solve, defining ideas and solutions, and building the value proposition around what the founders understand and can deliver uniquely well. The document emphasizes that the problem should be unworkable, unavoidable, urgent and underserved, and the solution should be discontinuous, defensible and disruptive. It also stresses that the customer gain from the solution should be an order of magnitude greater than the pain of adoption. Examples are provided for clarification.
Startup Secrets - Have you got what it takes?Michael Skok
There is a belief in the business world that founders can’t scale. Put another way, a company’s growth curve will eventually outstrip the capabilities of its founder’s ability to remain CEO.
Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...Michael Skok
Endeca was acquired by Oracle in 2011 for $1.1 billion. In the below presentation, Endeca Founder Steve Papa discusses his path to securing the funding that helped make the company a success. Steve also shares key lessons learned, such as the significance of macroeconomics and how fundraising efforts start long before you are actually pitching to investors.
2016 Innovation Roundtable Keynote by Michael SkokMichael Skok
Michael Skok, Co-Founder and Partner of Underscore.VC was invited to give the keynote presentation at the 2016 Innovation Roundtable Summit in Copenhagen.
This document discusses how to scale a business by focusing on one customer at a time through a customer lifecycle of "Addiction, Adoption, Absorption, Adaptation" (the 4A's). It describes each stage of the lifecycle in detail, emphasizing measurement of customer usage and engagement. Maintaining the lifecycle leads to reduced customer acquisition and retention costs while increasing lifetime customer value. Teams should be organized accordingly to focus on trialing, landing, expanding, renewing, and upselling customers through the 4A stages. This approach can deliver significant leverage and impact on business models.
Ask these basic questions: How much capital does your growth require? What will be your cost of capital over the growth of your venture? Can you afford to grow at all costs? When will growth not be the basis for valuation? What if factors beyond your control impact growth?
What is needed to build a startup? What are the milestones along the way? And how to do you pull that pitch together to get the venture attention and funding your idea deserves. This Slideshare was given at the Harvard iLab and offered:
-- The holistic checklist to think through your venture in a business like plan
-- What matters to a VC/Investor
-- How to think about your roadmap from startup to public company
3 Skills to Master the gift of Mutual MentorshipMichael Skok
Mentorship is a seemingly simple concept. Get some help from someone more experienced than you. So why do we bother teaching a class on it? Because like anything else it's a skill to mentor and be mentored. And if we can learn that skill it can be a real gift, both to give and receive.
But first of all you've got to know what you're looking for in mentorship. Is it a handout or real help? Do you want answers or are you really looking to learn? For those looking to learn and build not just knowledge but skills for self sufficiency, mentoring can be a mutually rewarding gift.
Think of the process of being mentored as a game of chess. You can easily ask for the next move, but wouldn't you rather learn to master the game?
See the presentation to learn 3 skills to get you going on that path:-
The 2014 Future of Cloud Computing Survey was conducted in partnership with 72 Collaborators. The survey is the most widely endorsed survey of its kind in the industry. To tweet individual slides, please note the banner on the upper right hand corner of each page. Visit the Blog on http://mjskok.com/resource/2014-future-cloud-computing-4th-annual-survey-results and follow us @futureofcloud #futureofcloud to join the conversation.
2014 Future of Open Source - 8th Annual Survey resultsMichael Skok
The annual Future of Open Source Survey provides a report on the state of the open source industry and analysis of future trends. Now in its eighth year, this annual survey was supported by with over 45 collaborators, open source software industry leaders, and collaborating organizations, and compiles results from hundreds of respondents from the open source community.
Andy Jassy Illuminates Amazon Web ServicesMichael Skok
Andy Jassy, senior vice president of Amazon Web Services, provides an overview of AWS at the May 8, 2013 Startup Secrets session at Harvard innovation lab.
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Startup Secrets Overview
1. Hi
Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
Harvard innovation lab
#startupsecrets
www.startupsecrets.com
START UP
SECRETS
An insider’s guide to unfair competitive advantage
MICHAEL J SKOK
North Bridge Venture Partners
twitter: @mjskok startupsecrets.com
1
2. Hi
Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
Harvard innovation lab
#startupsecrets
www.startupsecrets.com
START UP
SECRETS
An insider’s guide to unfair competitive advantage
Startup Secrets Overview
MICHAEL J SKOK
North Bridge Venture Partners
twitter: @mjskok startupsecrets.com
2
3. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Please note
• What follows are highlighted excerpts from 5
of the “Startup Secrets” workshops
• Full versions of the workshops and the
complete series can be found on the next
page
3
3
4. Harvard innovation lab :
Hi
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
The Startup Secrets curriculum
•
•
•
•
•
•
•
•
Overview
Getting Behind the Perfect Pitch
Building a Compelling Value Proposition
Company Formation: Culture and Hiring
Disruptive Business Models
Go-To-Market: Strategy & Tactics
Turning Products into Companies
Funding to go the distance
4
5. Hi
Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
Harvard innovation lab
#startupsecrets
www.startupsecrets.com
START UP
SECRETS
An insider’s guide to unfair competitive advantage
Getting behind the Perfect Pitch
MICHAEL J SKOK
North Bridge Venture Partners
twitter: @mjskok startupsecrets.com
5
6. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Market opportunity
6
7. Harvard innovation lab :
Hi
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Incomplete stand outs are better than
complete stand ups!
•
We looking for outstanding:
– People
– Technology or other disruption
– Market opportunity
•
One outstanding of the above literally stands out vs. all good, but none
great
•
We don’t expect complete
–
–
–
–
–
•
Team
Product
Value prop
GTM plan
Business Model
Entrepreneurs don’t need all the answers!
– Self aware, listening, leaders…
7
8. Hi
Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
Harvard innovation lab
#startupsecrets
www.startupsecrets.com
START UP
SECRETS
An insider’s guide to unfair competitive advantage
Building a Compelling
Value Proposition
MICHAEL J SKOK
North Bridge Venture Partners
twitter: @mjskok mjskok.com
8
9. Hi
Harvard innovation lab :
Startup Secrets :
wrap up session
@mjskok
#innovationlab
Michael J Skok :
#startupsecrets
www.startupsecrets.com
Agenda - Problem
Problem
Ideas
Solution
Define
Gain
Pain
Evaluate
Value
Prop
Build
9
10. Harvard innovation lab :
Hi
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
#innovationlab
Gain/Pain ratio
•
•
•
•
•
•
•
Revenue
Cost savings
Time
People
Competitive advantage
Reputation
Etc..
•
•
•
•
•
•
Inertia
Switching costs?
Default = do nothing
Alternatives?
Good enough =
good enough!
RISK on a startup
•
•
•
•
•
•
Find (See)
Try
Buy
Implement
Deploy
Own – eg TCO
Pain
Inertia,
RISK
Gain
>10
10
11. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Video
Matt Johnston, CMO, uTest
11
12. Hi
Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
Harvard innovation lab
#startupsecrets
www.startupsecrets.com
START UP
SECRETS
An insider’s guide to unfair competitive advantage
Company Formation:
Building an Enduring Company
MICHAEL J SKOK
North Bridge Venture Partners
twitter: @mjskok startupsecrets.com
12
13. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Building an enduring company:
Roadmap…
Vision
Execution
Value
Prop
Startup
People
Culture
Enduring
Company
13
14. Harvard innovation lab :
Hi
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Startup Secret: Culture
•
•
•
•
Comes from YOU
Comes from the top
Is modeled
Is valued by CONSISTENCY
Startup
Cultural Consistency
Enduring
Company
14
15. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Video
Tom Erickson, CEO, Acquia
15
16. Hi
Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
Harvard innovation lab
#startupsecrets
www.startupsecrets.com
START UP
SECRETS
An insider’s guide to unfair competitive advantage
Going To Market (GTM)
MICHAEL J SKOK
North Bridge Venture Partners
twitter: @mjskok mjskok.com
16
17. Hi
Harvard innovation lab :
Startup Secrets :
wrap up session
@mjskok
#innovationlab
Michael J Skok :
#startupsecrets
www.startupsecrets.com
A Startup GTM Framework
Marketing & Sales
Cycle
Strategies
Tactics
Awareness
Understanding
Engagement
Trial
OUTbound / INboound
Interest
Brand
Positioning
Messaging
Social
Media
PR
Services
Audience
Channel
Direct vs.
Channel
Targeting,
Segmentation
Channel
Development,
Management,
Etc.
Personas
Actors/Scenes
Strategic
Partners
References
Purchase
•
•
Results Oriented, Metrics, Execution
Driven
Continuous Iteration & Improvement
17
18. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
The Web: Changes (nearly) everything
Negatives:
Positives:
• One click away
• Measure everything
Competitors
• Closed loop
Distractions
• Lower cost
Closed Loop
via Web
Virtual Sales, Marketing, Services
Webinars
Video
Podcasts
Don’t forget the human factors
Personal touch
Relationships – better real than
virtual!
Experiential learning is
invaluable
18
19. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Video
Brian Halligan, CEO & Founder,
Hubspot
19
20. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Video
Mark Lorion, VP Marketing,
Spotfire Analytics
20
21. Hi
Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
Harvard innovation lab
#startupsecrets
www.startupsecrets.com
START UP
SECRETS
An insider’s guide to unfair competitive advantage
Disruptive Business Models to build Value
MICHAEL J SKOK
North Bridge Venture Partners
twitter: @mjskok mjskok.com
21
22. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
How can your Business Model…
• Change the game?
• Rewrite the rules?
• Cause an innovator’s dilemma
New Game
New playing field
New boundaries
• Be as disruptive
as your technology?
New rules
YOU choose players
22
23. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Video
Dan Dodge, Developer Advocate,
Google
Disrupting Leaders
23
24. Hi
Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
Harvard innovation lab
#startupsecrets
www.startupsecrets.com
START UP
SECRETS
An insider’s guide to unfair competitive advantage
Turning Products into Companies
by Design & Architecture
MICHAEL J SKOK
North Bridge Venture Partners
twitter: @mjskok startupsecrets.com
24
25. Harvard innovation lab :
Hi
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Friction Free, SLIPPERY products
•
•
•
•
•
•
•
Simple
Low to no initial cost
Installs easily
Proves value quickly
Plays well with others
Easy to use
ROI is obvious
• Your customers can’t live without it – it’s stickY
25
26. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
Product to Company
@mjskok
#startupsecrets
www.mjskok.com
Cases
• Gregg
Favalora, Principal, Optics for
Hire
– Founder Actuality Systems
– @gfavalora
• John McEleney, CEO Belmont
Systems
– Previously CEO Solidworks
– @johnmceleney
26
27. Inventing and almost
commercializing 3-D
displays:
When “tech looking for a market”
goes from awesome, to painful, to a
patent sale 12 years later
April 2013
Gregg Favalora
Principal, Optics for Hire
* Founder, Actuality Systems (1997 – 2009)
gregg@opticsforhire.com
Client Confidential
28. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Video
Gregg Favalora, Principal, Optics
for Hire
28
29. Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
CAD is the Basis of Every Product
4/1/13
Hi
29
30. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Does anyone know what this is?
1-5-0-3
30
31. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Where to sell?
11+
# Units
1
2
6-10
3
1-5
0-3
4-6
# Months
31
32. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Video
John McEleney, Former
CEO, SolidWorks
32
33. Hi
Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
Harvard innovation lab
#startupsecrets
www.startupsecrets.com
START UP
SECRETS
An insider’s guide to unfair competitive advantage
Funding strategies to go the distance
MICHAEL J SKOK
North Bridge Venture Partners
twitter: @mjskok startupsecrets.com
33
34. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
The 2 best times to raise capital
• With all the POTENTIAL…
– Or
• Plenty of PROOF !
34
35. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Video
Steve Papa, Former CEO,
Endeca
35
36. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
NUMBER ONE Startup Secret
Don’t be afraid to FOCUS!
• Narrow as possible to start!
– Think small targets to dominate
• Which would you rather…
– Expand on success?
– Contract on failure?
• Balance Vision vs. Execution
– See post on mjskok.com
#1
36
37. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Case Studies
37
38. Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
#startupsecrets
www.startupsecrets.com
Visit Startup Secrets at
http://mjskok.com/resources/startup-secrets
Thank you!
38
39. Hi
Hi
Harvard innovation lab :
#innovationlab
Michael J Skok :
Startup Secrets :
wrap up session
@mjskok
Harvard innovation lab
#startupsecrets
www.startupsecrets.com
START UP
SECRETS
An insider’s guide to unfair competitive advantage
MICHAEL J SKOK
North Bridge Venture Partners
twitter: @mjskok startupsecrets.com
39
Editor's Notes
As I looked down the wall, I imagined the immense vision one must’ve had to have even started the wall. As I took this photo, I began thinking about how many bricks must’ve been used to build it. I subsequently learned that in fact before the use of bricks the Great Wall was mainly built from rammed earth stones and wood. It was only during the Ming Dynasty that bricks and other new materials such as bricks and tiles came to be used and helped quicken the pace of construction.