Don't Get Funded: How to Use Your Customers to Bootstrap

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The document discusses alternatives to raising funding for startups, including bootstrapping a business using customers. It recommends focusing on building a minimum viable product, validating the product with customers, and using customer payments to fund further development rather than seeking investors. Specifically, it suggests (1) focusing on a step-by-step process of building features, determining customer value, and setting pricing based on data; (2) outsourcing non-essential tasks; and (3) only raising funding once there is high customer demand, clear milestones are in place, and the business is already seeing traction.

Negócios Tecnologia

presents
Don’t Get Funded: How to Use
Customers to Bootstrap
Patrick Campbell
@Patticus

Price Intelligently | HOBSONS
AGENDA
• Quick overview of Price Intelligently and myself
• Why you need to rethink funding?
• When funding is necessary?
• Alternatives to Funding
• Building a business without funding
• Things to look for when raising cash

Price Intelligently | HOBSONS
A Caveat.
Investors can be superheroes,
you just need to raise right.

Price Intelligently | HOBSONS
LET’S TALK ABOUT

Price Intelligently | HOBSONS
Deep customer pricing intelligence for
software companies.

Price Intelligently | HOBSONS
PRICING AND
KEY MILESTONES:
• May 2012: Founded in Boston
• Nov. 2012: 50+ Customers
International Expansion to UK, Canada, & Australia
• Jan. 2013: Expanded Team to 10
• April 2013: Completed Over 100,000 Pricing Studies
LEADERSHIP:
• CEO/Co-Founder: Patrick Campbell
• Technologist/Co-Founder: Christopher O’Donnell
• Technologist/Co-Founder: Aaron White
Over 30+ Years of Economics & Technology Experience

Price Intelligently | HOBSONS
EXPERIENCE IN SOFTWARE

"The Price Intelligently team removed the
guesswork from our pricing strategy, providing
us with hard data from real people that ﬁt our
personas. Pricing is something we have to
get right; our business depends on it.
"We were incredibly pleased with Price
Intelligently. I would recommend them to
anyone who wants real data on the value
customers and prospective customers
place on your products and features.”
“Price Intelligently was able to collect and
compile more information than we ever could.
PriceIntel helped us quickly understand the
customer value of our product, which was data
that we couldn’t get anywhere else.”
"To me, pricing is the one area that marketers
need to consider ﬁrst and foremost. PriceIntel
makes the pricing process painless and
remarkably powerful with its extraordinary
ﬁndings and in-depth analysis.”
CEO – Nick Francis Director of Product – Chris Bulger
CEO – Chris Savage CMO – Jeanne Hopkins

Price Intelligently | HOBSONS
ACTIVITY #1:

Price Intelligently | HOBSONS
WHY YOU NEED TO

Price Intelligently | HOBSONS
THE
BUT,
ONLY 1%
OF
COMPAN
IES RAISE
MONEY

Price Intelligently | HOBSONS
SPEED ISN’T GOOD IF
YOU’RE RUNNING IN
THE WRONG
DIRECTION

Price Intelligently | HOBSONS
FUNDING IS

Price Intelligently | HOBSONS
1. HIGH CAPITAL

Price Intelligently | HOBSONS
2. WHEN YOU KNOW

Price Intelligently | HOBSONS
3. WHEN YOU’VE

Price Intelligently | HOBSONS
1. KICKSTARTER

Price Intelligently | HOBSONS
BUILDING A BUSINESS

Price Intelligently | HOBSONS
FOCUS ON A STEP-

Price Intelligently | HOBSONS
ACTIVITY #2:

Price Intelligently | HOBSONS
FOCUS ON WHAT

Price Intelligently | HOBSONS
YOUR BUSINESS
Product and Company
Persona 1
Features E,F,G,H
Value Proposition 1,2,3,4 Value Proposition 5,6,7,8
Pricing
Features A,B,C,D
Value Proposition 1,2,3,4
Price Sensitivity & Value Metrics
Features C,D,E,F
Value Proposition 5,6,7,8
Price Sensitivity & Value Metrics
Persona 2

Price Intelligently | HOBSONS
OUTSOURCE AND

Price Intelligently | HOBSONS
ACTIVITY #3:

Price Intelligently | HOBSONS
ACTIVITY #4:

Price Intelligently | HOBSONS
THINGS TO LOOK FOR

Price Intelligently | HOBSONS
GREAT VCS:

Price Intelligently | HOBSONS
QUESTIONS &

Course Title
Course Title
INSTRUCTOR NAME

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1. presents Don’t Get Funded: How to Use Customers to Bootstrap Patrick Campbell @Patticus

2. Price Intelligently | HOBSONS AGENDA • Quick overview of Price Intelligently and myself • Why you need to rethink funding? • When funding is necessary? • Alternatives to Funding • Building a business without funding • Things to look for when raising cash

3. Price Intelligently | HOBSONS A Caveat.

4. Price Intelligently | HOBSONS A Caveat. Investors can be superheroes, you just need to raise right.

5. Price Intelligently | HOBSONS LET’S TALK ABOUT

6. Price Intelligently | HOBSONS Deep customer pricing intelligence for software companies.

7. Price Intelligently | HOBSONS PRICING AND KEY MILESTONES: • May 2012: Founded in Boston • Nov. 2012: 50+ Customers International Expansion to UK, Canada, & Australia • Jan. 2013: Expanded Team to 10 • April 2013: Completed Over 100,000 Pricing Studies LEADERSHIP: • CEO/Co-Founder: Patrick Campbell • Technologist/Co-Founder: Christopher O’Donnell • Technologist/Co-Founder: Aaron White Over 30+ Years of Economics & Technology Experience

8. Price Intelligently | HOBSONS EXPERIENCE IN SOFTWARE "The Price Intelligently team removed the guesswork from our pricing strategy, providing us with hard data from real people that fit our personas. Pricing is something we have to get right; our business depends on it. "We were incredibly pleased with Price Intelligently. I would recommend them to anyone who wants real data on the value customers and prospective customers place on your products and features.” “Price Intelligently was able to collect and compile more information than we ever could. PriceIntel helped us quickly understand the customer value of our product, which was data that we couldn’t get anywhere else.” "To me, pricing is the one area that marketers need to consider first and foremost. PriceIntel makes the pricing process painless and remarkably powerful with its extraordinary findings and in-depth analysis.” CEO – Nick Francis Director of Product – Chris Bulger CEO – Chris Savage CMO – Jeanne Hopkins

9. Price Intelligently | HOBSONS ACTIVITY #1:

10. Price Intelligently | HOBSONS WHY YOU NEED TO

11. Price Intelligently | HOBSONS THE

12. Price Intelligently | HOBSONS THE BUT, ONLY 1% OF COMPAN IES RAISE MONEY

13. Price Intelligently | HOBSONS COSTS ARE

14. Price Intelligently | HOBSONS SPEED ISN’T GOOD IF YOU’RE RUNNING IN THE WRONG DIRECTION

15. Price Intelligently | HOBSONS FUNDING IS

16. Price Intelligently | HOBSONS 1. HIGH CAPITAL

17. Price Intelligently | HOBSONS 2. WHEN YOU KNOW

18. Price Intelligently | HOBSONS 3. WHEN YOU’VE

19. Price Intelligently | HOBSONS TONS OF

20. Price Intelligently | HOBSONS 1. KICKSTARTER

21. Price Intelligently | HOBSONS BUILDING A BUSINESS

22. Price Intelligently | HOBSONS FOCUS ON A STEP-

23. Price Intelligently | HOBSONS ACTIVITY #2:

24. Price Intelligently | HOBSONS FOCUS ON WHAT

25. Price Intelligently | HOBSONS YOUR BUSINESS Product and Company Persona 1 Features E,F,G,H Value Proposition 1,2,3,4 Value Proposition 5,6,7,8 Pricing Features A,B,C,D Value Proposition 1,2,3,4 Price Sensitivity & Value Metrics Features C,D,E,F Value Proposition 5,6,7,8 Price Sensitivity & Value Metrics Persona 2

26. Price Intelligently | HOBSONS OUTSOURCE AND

27. Price Intelligently | HOBSONS ACTIVITY #3:

28. Price Intelligently | HOBSONS OUTSOURCE AND

29. Price Intelligently | HOBSONS ACTIVITY #4:

30. Price Intelligently | HOBSONS THINGS TO LOOK FOR

31. Price Intelligently | HOBSONS DON’T:

32. Price Intelligently | HOBSONS DO:

33. Price Intelligently | HOBSONS GREAT VCS:

34. Price Intelligently | HOBSONS QUESTIONS &

35. Course Title Course Title INSTRUCTOR NAME

Don't Get Funded: How to Use Your Customers to Bootstrap

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