Start-up Series Part 4: From First Customers To Scale & Growth
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This webinar will show you how to scale and grow your business once you’ve taken your product to market. -Look at practical examples and case studies. -Discover key growth resources provided by the University of Utah and Technology & Venture Commercialization and Fluid Advertising.
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Start-up Series Part 4: From First Customers To Scale & Growth
- 1. Start-up Series P a r t 4 : F i r s t C u s t o m e r t o S c a l e
- 2. Dustin Cederholm Digital Conversion Manger, Fluid Phil Case Managing Director/Partner, Fluid Dustin Cederholm has been engaged in conversion optimization professionally for more than 7 years. His experience has helped companies as small as 25 employees with less than $1 million revenue and as large as 2,500 employees with >$1 billion revenue. He uses advanced CRO techniques to turn client’s site traffic into revenue. Phil leads Fluid in its quest to become the most innovative and cutting-edge advertising agency, emphasizing brand strategy and creativity. His strengths include identifying problems and opportunities for businesses and developing cost-effective solutions that are in concert with bottom-line business objectives. @DustinCederholm @GetFluid
- 3. Taylor Bench Director, Economic Development, TVC Spencer Walker Software Development Center, TVC Spencer creates business opportunities from University- derived software. Prior to working at the University of Utah he built a successful business brokerage firm and closed over $3M in the first 12 months. Spencer volunteers his time as a city planning commissioner, economic development committee member, and self-reliance guru. He earned B.S. and MBA degrees from the University of Utah. Taylor manages vetting, de-risking, and business model development for over 150 new inventions each year. He was a micro-cap fund Sr. Associate at BayHill Capital and raised over $26 million for clients as a New York investment banker. Taylor built an early stage, seed investment program of $750K per year. He holds a B.S. degree in Electronics Engineering from BYU and an MBA from the University of Utah.
- 5. 5 4-Part Series Outline Pa r t 1 : S u c c e e d w i t h t h e L e a n M o d e l Pa r t 2 : F r o m C o n c e p t t o P r o d u c t Pa r t 3 : F r o m P r o d u c t t o F i r s t C u s t o m e r Pa r t 4 : F r o m F i r s t C u s t o m e r t o S c a l e
- 6. 6 Why we’re doing this- A n d w h y y o u s h o u l d s t i c k a r o u n d .
- 7. 7
- 9. Discussion topics: Recognizable TVC companies that are at scale
- 11. Case Study A v a n S c i B i o
- 12. Visual 2 Wait for it…
- 13. Visual 2
- 15. Visual 4
- 16. 16 Wait for it…
- 17. 17
- 18. Bridging Sales and Marketing F l u i d t a l k s h o w t o g o fr o m c u s t o m e r # 1 t o s c a l e .
- 19. First Customer
- 20. First Customer • E x p e r i e n c e • O n - s i t e • O ff- s i t e • C u s t o m e r S e r v i c e • P r o d u c t / S e r v i c e e x p e r i e n c e • C r o s s - s e l l i n g a n d u p - s e l l i n g • C e n t e r o f I n f l u e n c e ( C O I ) • Re v i e w • U s e r g e n e ra t e d • C o r p. g e n e ra t e d • N u r t u r e
- 21. First Customer
- 22. Placeholder
- 24. Test, Test, Test
- 26. Return On Ad Spend ROAS
- 27. Performance Based Marketing Performance-based advertising, also known as Pay for performance advertising is a form of advertising in which the purchaser pays only when there are measurable results. Performance-based advertising is becoming more common with the spread of electronic media, notably the Internet, where it is possible to measure user actions resulting from advertisement. • Affiliate marketing • Programmatic advertising • Influencers • Referral program
- 28. Fluid Case Study
- 30. Pluralsight Storyboard • Affiliate marketing • Programmatic advertising • Influencers • Referral program
- 33. IN SUMMARY • Connect your departments and find transparency between them • Walk through your own process. Can you find any hiccups? Let others do it as well • There is no one solution for all • Right people, right tools, right process
- 34. 34 Resources • Fluid webinars, whitepapers, and business intelligence assets • http://getfluid.com/resources/ • Fluid blog: Get beginner, intermediate, and expert articles to improve your marketing and stay up to date with the latest marketing trends • http://getfluid.com/blog/ • TVC Grants Page: The SBIR/STTR programs provide over $2.3 billion annually in grants and contracts to small businesses and start-up companies for the development of new products and services. • http://tvc.utah.edu/tco/sbir.php • TVC Software Development Center: The Software Development Center has worked on a wide range of projects from professional industrial algorithms, university medical tools and student intern directed applications. • http://tvc.utah.edu/sdc2/index.php
- 36. Questions?
Notas do Editor
- How to participate
- Some well known startups
- BMC iterations Continual learning
- http://www.avansci-bio.com/uploads/CDP-26_MilliSect_Flyer.pdf http://www.avansci-bio.com/uploads/CDP-07_2iD_Flyer_Rev_E.pdf
- In December 2014, the world’s largest biotech company, Roche Diagnostics, acquired all products associated with U-spinout AvanSci Bio’s microdissection technologies. This transaction includes its Millisect™ instrument, a device for removing tissue samples from microscope slides, along with all of its associated instrumentation, software, and consumable resources. Katherine Geiersbach, M.D., assistant professor of pathology, developed the original technology behind Millisect™ at the U. While working in molecular oncology, Geiersbach became frustrated by the need for a device that could be more precise than scraping slides by hand. With applications in clinical and research pathology as well as histology laboratories, the technology’s primary use is to bolster precision in genetic testing for cancer mutations.