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How Young Companies Can Grow Faster, Smarter - Daniel Saks, AppDirect

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Daniel Saks, Co-founder & Co-CEO of AppDirect discusses his company’s build versus buy approach and how it has guided them to becoming a successful, fast-growing global startup. Traction Conf Vancouver 2015 - http://tractionconf.io.

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How Young Companies Can Grow Faster, Smarter - Daniel Saks, AppDirect

  1. 1. Accelerating Innovation Build vs. Buy
  2. 2. © 2014 AppDirect, Inc. Confidential Material 7/8/15 2 2009
  3. 3. © 2014 AppDirect, Inc. Confidential Material AppDirect: Helps businesses find, buy, and use software 7/8/15 3 20M+ Reach to end business users globally $135M Capital raised from seed to Series D 4 Acquisitions 300+ Team members §  Awards: §  Customers:§  Highlights: §  Investors:
  4. 4. © 2014 AppDirect, Inc. Confidential Material 7/8/15 4 Traction…
  5. 5. © 2014 AppDirect, Inc. Confidential Material 7/8/15 5 “How do you sustain growth beyond initial traction?”
  6. 6. © 2014 AppDirect, Inc. Confidential Material
  7. 7. © 2014 AppDirect, Inc. Confidential Material 7/8/15 7 1)  Establish a Growth Strategy 2)  Develop Network Effects 3)  Build an Innovation Framework (include M&A)
  8. 8. © 2014 AppDirect, Inc. Confidential Material #1
  9. 9. © 2014 AppDirect, Inc. Confidential Material 7/8/15 9 "Paradoxically, then, network effects businesses must start with especially small markets. Facebook started with just Harvard students. " — Peter Thiel (Zero to One: Notes on Start Ups, or How to Build the Future)
  10. 10. © 2014 AppDirect, Inc. Confidential Material 7/8/15 10 Segment Geography Capability Harvard Ivy League Colleges High school Everyone Cambridge MA East Coast USA Europe Global Profiles Photos Events Newsfeed Marketplace Demographic Language Device Harvard Undergrads Ivy League Students College Students All Students Everyone English Spanish Japanese Chinese All Web Mobile Tablet Virtual Reality All
  11. 11. © 2014 AppDirect, Inc. Confidential Material 7/8/15 11 Segment Geography Capability Telecom Retail XaaS VAR Everyone Canada North America Europe Asia Global App Listing Marketplace Manager Developer Center Billing Data Demographic Language Device SMBs Enterprise Consumer Education Government English French German Korean All Web Mobile Tablet Desktop All
  12. 12. © 2014 AppDirect, Inc. Confidential Material 7/8/15 12 1)  Establish a Growth Strategy 2)  Develop Network Effects 3)  Build an Innovation Framework (include M&A)
  13. 13. © 2014 AppDirect, Inc. Confidential Material #2
  14. 14. © 2014 AppDirect, Inc. Confidential Material 7/8/15 14
  15. 15. © 2014 AppDirect, Inc. Confidential Material Benefits of Magnetic Momentum 7/8/15 15 Growth Cost of Acquisition
  16. 16. © 2014 AppDirect, Inc. Confidential Material 7/8/15 16 But how do you grow even faster?
  17. 17. © 2014 AppDirect, Inc. Confidential Material 7/8/15 17 1)  Establish a Growth Strategy 2)  Develop Network Effects 3)  Build an Innovation Framework
  18. 18. © 2014 AppDirect, Inc. Confidential Material #3
  19. 19. © 2014 AppDirect, Inc. Confidential Material 7/8/15 19 S-Curve Time Revenue
  20. 20. © 2014 AppDirect, Inc. Confidential Material 7/8/15 20 S-Curve + Innovation Innovation Window New Innovation Original Innovation Time Revenue
  21. 21. © 2014 AppDirect, Inc. Confidential Material 7/8/15 21 Alpha Beta Scale Explore New Ideas Prove the Metrics Scale the business Innovation Strategy
  22. 22. © 2014 AppDirect, Inc. Confidential Material 7/8/15 22 Alpha Billing Innovation Strategy: Case Study – Billing BUILD PARTNER BUY Alpha
  23. 23. © 2014 AppDirect, Inc. Confidential Material Innovation Strategy: Case Study – Billing 7/8/15 23 Vision Alignment Culture Alignment Clarity of Execution
  24. 24. © 2014 AppDirect, Inc. Confidential Material #3
  25. 25. © 2014 AppDirect, Inc. Confidential Material 7/8/15 25 Alpha Data Visualization Innovation Strategy: Case Study BUILD PARTNER BUY Leftronic
  26. 26. © 2014 AppDirect, Inc. Confidential Material 7/8/15 26 Magnetic Momentum + Flywheel Innovation Time Revenue
  27. 27. © 2014 AppDirect, Inc. Confidential Material Recap: 7/8/15 27 1)  Have a Growth Strategy 2)  Establish Network Effects 3)  Develop an Innovation Framework (include M&A)
  28. 28. © 2014 AppDirect, Inc. Confidential Material Closing Thought…. 7/8/15 28 Is it too early for me to start thinking about growth strategy and M&A?
  29. 29. © 2014 AppDirect, Inc. Confidential Material
  30. 30. © 2014 AppDirect, Inc. Confidential Material www.appdirect.com @danielsaks

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