Many startups make the mistake of focusing too late on paying customers and their earningsmodel. In this masterclass Tony explains how he discovered Amazon.com, Bol.com and PayPal a long time ago and how you can find paying customers quickly.

1. How to attract paying customers for
your startup and scale-up.....fast!
Tony de Bree
1
Tony de Bree, ‘How to attract paying customers for your startup and scale-up…..fast!’, Venture Café,
12-7-2018, Rotterdam, All Rights Reserved © 2018.
10-8-2018

2. Content
• Introduction
• My personal journey.
• From idea to successful scale-up
• What are the biggest hurdles?
• How to build your traction model?
• How to get paying customers?
• Tony’s personal tips
• Thank you and questions?
210-8-2018
Tony de Bree, ‘How to attract paying customers for your startup and scale-up…..fast!’, Venture Café,
12-7-2018, Rotterdam, All Rights Reserved © 2018.

3. 3
Introduction
International ‘banker’, ICT,
business & corporate venturing
@AMRO and @ABNAMRO
(1985-2011).
Making money online as
Internet entrepreneur as my
‘plan b’ (2001-).
Evaluating, advising, training
and mentoring starters, startups
& scale-ups since 1997.
High-energy speaker & storyteller, advisor, Internet entrepreneur, mobile, social and
video marketeer, facilitator, mentor and a serial writer….working on my 5th book.
10-8-2018
From SME-background, father
bankrupt.
Member Dutch, European and
local startup & pitch-juries.
Member of Boards of Advisors
and Boards of Trustees.Dr Tony de Bree EEP MBA
Mob: 06-34387806
Tony de Bree, ‘How to attract paying customers for your startup and scale-up…..fast!’, Venture Café,
12-7-2018, Rotterdam, All Rights Reserved © 2018.

4. My personal journey
410-8-2018
Some of the companies I spotted at Corporate IT Strategy at ABN
Amro Bank between 1997 and 2001:
Tony de Bree, ‘How to attract paying customers for your startup and scale-up…..fast!’, Venture Café,
12-7-2018, Rotterdam, All Rights Reserved © 2018.

5. From idea to successful scale-up
Three phases:
• Pre-startup phase
• Lean startup phase
• Scale-up phase
510-8-2018
Tony de Bree, ‘How to attract paying customers for your startup and scale-up…..fast!’, Venture Café,
12-7-2018, Rotterdam, All Rights Reserved © 2018.

6. 6
When do you start ‘selling’?
10-8-2018
Tony de Bree, ‘How to attract paying customers for your startup and scale-up…..fast!’, Venture Café,
12-7-2018, Rotterdam, All Rights Reserved © 2018.

7. • You and/or (members of) your team
• Your homework
• Your tractionmodel
• Your revenuemodel
• Your business model
• Your sales & marketing
• Your funding & financing
 Focus on customers instead of on your
‘great idea’ and financing
710-8-2018
What are the biggest hurdles?
Tony de Bree, ‘How to attract paying customers for your startup and scale-up…..fast!’, Venture Café,
12-7-2018, Rotterdam, All Rights Reserved © 2018.

8. 810-8-2018
‘Traction is the output of a successful
business model: paying customers’
Tony de Bree, ‘How to attract paying customers for your startup and scale-up…..fast!’, Venture Café,
12-7-2018, Rotterdam, All Rights Reserved © 2018.

9. Focus on paying customers in every phase:
• Your homework
• Your value proposition
• Your solution
• Yourself and your ecosystem
• Your revenuemodel
• Your business model
• Your sales & marketing
• Your funding & financing
910-8-2018
How to build your traction model?
Tony de Bree, ‘How to attract paying customers for your startup and scale-up…..fast!’, Venture Café,
12-7-2018, Rotterdam, All Rights Reserved © 2018.

10. 1010-8-2018
What is the difference between your
revenue model and your business model?
Tony de Bree, ‘How to attract paying customers for your startup and scale-up…..fast!’, Venture Café,
12-7-2018, Rotterdam, All Rights Reserved © 2018.

11. Know-Your-Customer = Key
1110-8-2018
Tony de Bree, ‘How to attract paying customers for your startup and scale-up…..fast!’, Venture Café,
12-7-2018, Rotterdam, All Rights Reserved © 2018.

12. How to get paying customers?
• Start with sales & marketing from day 1
• A Unique Value Proposition
• Happy loyal customers (KYC)
• Ambassadors
• Word of mouth
• Focused online & offline marketing campaigns
• Continuously doing your homework
• Innovate customer value continuously
 Make them happy and keep them happy!
1210-8-2018
Tony de Bree, ‘How to attract paying customers for your startup and scale-up…..fast!’, Venture Café,
12-7-2018, Rotterdam, All Rights Reserved © 2018.

13. 10-8-2018
Tony de Bree, ‘How to attract paying customers for your startup and scale-
up…..fast!’, Venture Café, 12-7-2018, Rotterdam, All Rights Reserved © 2018. 13

14. Tony’s personal tips
• The idea is 1%, execution is 99%
• Focus on scalable solutions
• Develop your personal brand & be coachable
• Do your homework continuously
• Forget elevator pitching
• Focus on your sales & marketing and engagement
• Focus on your revenue model and cash
• Automate as much as possible
 ‘Be yourself no matter what they say’.
1410-8-2018
Tony de Bree, ‘How to attract paying customers for your startup and scale-up…..fast!’, Venture Café,
12-7-2018, Rotterdam, All Rights Reserved © 2018.

15. 15
Dr Tony de Bree EEP MBA
Mob: 0634387806 (WA)
Website: www.tonydebree.com
LinkedIn: www.linkedin.com/in/tonydebree
Email: tony.de.bree@gmail.com
Funding & financing: here.
Thank you and questions?
10-8-2018
Thanks for the invitation and your time!
Tony de Bree, ‘How to attract paying customers for your startup and scale-up…..fast!’, Venture Café,
12-7-2018, Rotterdam, All Rights Reserved © 2018.