Sajad Ghanizada Kabul Founders Institute presentation on Startup Sales and Traction (Growth Marketing) Outline of strategy and mindset to scale products from 1 customer to millions focusing on Paul Grahams of Y-Combinator's strategy of Doing Things That Don't Scale and providing a concierge service to your initial customers to grow.

1. Startup Sales &
Traction
Sajad Ghanizada | me@sajad.co | www.sajad.co

2. Startup sales & traction

3. Find a niche

4. Solve a problem

5. Total Addressable Market
Small problem -> Large TAM
Medium problem -> Medium TAM
Large problem -> Small TAM

6. Identify your users
Create user personas
Where they are online (FB, Twitter, LinkedIn)
How you can get your product in front of them

7. Lead generation

8. Startup Pirate Metrics

9. Do things that don’t scale
DO NOT focus on finding millions of users
Find your 1’st user
Find your next 10 users
Find your next 50 users
REPEAT…

10. How much should you charge?
Whatever you believe your product is worth
BUT
If you’re going to charge, charge from Day 1

11. | 75,000 users, $3 million in events, 1 major license deal |

12. Then what?

13. Tracking sales
Use a CRM
Personal Choice
Multitude of options
Salesforce
Pipedrive
Pipeliner
OnePageCRM
ZohoCRM
SugarCRM
Microsoft Dynamic CRM
Infusionsoft
Base CRM
Insightly
RelateIQ
Podio
DON’T START A CRM COMPANY!!

14. It takes time...
12 months to get your first 10 users | MVP
+
12 months to get your next 1000 users | v2.0
+
12 months to build a repeatable sales process
YOU NOW HAVE A COMPANY

15. References & further reading
Startup Metrics for Pirates - Dave McClure
Do Things That Don’t Scale - Paul Graham
Predictable Revenue - Aaron Ross
Market Size - Jason Calacanis