The document discusses the changing landscape of startup culture, particularly focusing on the case of Juicero, which is criticized for its unsustainable business model. It suggests that the market is shifting away from high burn rates towards companies that create competitive advantages and effective go-to-market strategies. Additionally, it emphasizes the importance of agility, market positioning, and optimized growth strategies for B2B startups.

1. Milano, 25-26 Ottobre 2017
#explore

2. Start-ups in B2B
Harder. Better. Faster. Stronger
EXPLORE, 25/10/2017, Milano
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BEATS FROM THE VALLEY
“JUICERO’S BUSINESS PLAN READS LIKE A PITCH-PERFECT PARODY
OF CONTEMPORARY STARTUP CULTURE.
ONE INVESTOR TOLD BLOOMBERG THAT JUICERO WAS BUILDING A
“PLATFORM” FOR A NEW MODEL OF FOOD DELIVERY […] AND OF
COURSE THE COMPANY HAS A SLEEK, WIFI-CONNECTED GADGET TO
SQUEEZE THE JUICE.”
“OUR PRESS […] PROVIDES CONSISTENT PRESSING OF OUR PRODUCE
PACKS CALIBRATED BY FLAVOR TO DELIVER THE BEST COMBINATION OF
TASTE AND NUTRITION EVERY TIME.”
JUICERO’S FORMER CEO
EXITSFIRST FINANCINGAMOUNTSDEALS

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BEATS FROM THE VALLEY
“THE MARKET WILL NO LONGER TOLERATE GROWTH AT ALL COSTS AND COMPANIES WITH
HIGH BURN RATES. BUT THE MARKET WILL REWARD COMPANIES WHO BUILD
COMPETITIVE MOATS, USING CASH STRATEGICALLY, AND EXECUTE AN EFFECTIVE GO-TO-
MARKET BUSINESS MODEL.”

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B2B SHIFT

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INDUSTRY SPECIALISTS

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YOU
BUSINESS
FUNCTION
BUSINESS LINE
IT
THE DEAL

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MANY CHANNELS, MORE RELATIONSHIPS

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INIMITABLE

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CLIENT

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UNTIL YOU

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BREAK-EVEN
FASTER

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LESS DILUTION,
MORE FOCUS
LICENSE, RENEW,
REPEAT
ROOM TO LEARN

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How do we get to run?
Valuation
Teams are incomplete.
Get over it.
Dreams of unicorns, reality of
stallions

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How do we get to run?
Growth
Go to market maniac
Say no to distracting services
Product is not your baby

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RAZIE
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TOOLS &
PROCESSES
NETWORK &
CHANNELS
AGILE + MARKET
POSITIONING
START-UPS JOINT GO
TO MARKET

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razie
Con il patrocinio di
Un evento di Design e
organizzazione
Presentato insieme a Main Partner
Media Partner
Community Partner
Con il patrocinio di
Technical Partner
Partner
Michele Giordani
michele.giordani@gellify.com
www.gellify.com
www.linkedin.com/in/michele-giordani-53b2783/