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VITALYM.GOLOMB @VITALYG
VITALYM.GOLOMB//SANFRANCISCO&THEWORLD
golomb.net // @vitalyg
✓ BORNINUKRAINE,GREWUPINCUPERTINO-STARTUPSSINCEAGEOF13
✓ SPEA...
www.startupaddventure.co
FROMSILICONVALLEYTOTHEWORLD
“TheTEDofStartups”
www.cccstartups.com
@cccstartups
UNLOCKINGGEOGRAPH...
corporate
people
startup
people
P expertsinonearea
P yearsclimbingladder
P stablelifestyle
P realresponsibilities
P lifeba...
SOWHATTHEF***
ISASTARTUP?
ASTARTUPIS...
anexperimentinsearch
ofabusinessmodel-steveblank
SCALABLE

STARTUP TRANSITION COMPANY
businessmodelfound
product/marketfit
repeatablesalesmodel
managershired
break-even
pr...
ASTARTUPISACOMPANY
THATISCONFUSEDABOUT:
1.WHATITSPRODUCTIS,
2.WHOITSCUSTOMERSARE,
3.HOWTOMAKEMONEY
-DAVEMCCLURE
“ASTARTUP’SDEFAULT
STATEIS#FAILURE.ASA
FOUNDER,YOUHAVETO
WORKTOUNFAILIT.”
-VITALYM.GOLOMB
whywouldyouwantto
startacompany?
getgoodgrades
gotoagoodcollege
getinagoodcompany
getregularpromotions
retire,playgolf,die
normalcareer
startupcareer
ifsuccessful
whatpeoplethink
itlookslike
whatitreally
lookslike
entrepreneurship
isamentaldisorder
butittakesa
littlecrazy...
tochange
theworld
so,whyareyoudoingit?
forthe
money?
fortheIPOmoney?
50
100
150
200
250
1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014
numberoftech
ipossince1...
fundedstartup
successrate
30%fail
30%
unprofitable
30%
somewhat
profitable
10%big
success
BYTHEWAY...
#FAILUREIN
STARTUPSIS
OVERGLORIFIED
FAILUREIS
ahardlesson
1sttimefounder18%
repeatfailedfounder20%
repeatsuccessfulfounder30%
theoddsareagainstyou
you’llgetacquiredif
youareluckyandgood
freedom?
normaljob:
oneboss
startup:
everyuser
isyourboss
haveafamily?
theywillsuffer
“asastartupceo,islept
likeababy. iwokeup
every2hoursandcried.”
-benhorowitz
DEPRESSIONISNOTAJOKEINARECENTSURVEYOF242U.S.ENTREPRENEURS
30%DEPRESSION
29%ADHD
27%ANXIETY
yourcompanyisnotyou
don’tbeasha...
ALESSONINTEAMMORALE
jess lee - “why startup founders are always unhappy”
feeling
defeated
yet?
goodnews:
youcanimprove
yourchances
findaproblem
youcan’tlive
withoutsolving
don’tbuildtechnology
lookingforaproblemtosolve
solveapainfulproblem
whatisallthisleanbullshit?
lean=quickiterations
morechancesto
solvetheproblem
morechancesto#unfail
sowhat’sagoodstartup?
firstthingsfirst
NOTHINGMATTERS
MORETHANTRACTION
solvesapainfulproblem
foraspecificcustomer
howcanyoubesure
you’resolvingaproblem?
stopcoding
getoutofthebuilding
talktoyourcustomers
faceyourfears
validateassumptions
HOWAREYOUDIFFERENT
ANDBETTER?
HARD?EXPENSIVE?SUCKS?
F’IN
DOESITscale?
$2,000,000
$4,000,000
$6,000,000
$8,000,000
Craigslist Apple Facebook Google Amazon McDonalds
revenueperemployee$7.4M
$1.8...
don’tforget:
youarebuildinga
repeatablebusiness
measureeverything
internet-driven
customeracquisition
mainingredient:team
hiringishard
O much money
O stability
O support structure
O a long-term plan
P stock
P flexibility
P chance to make
a difference
whatyo...
BUSINESSwithdomainexpertise
DESIGN ENGINEERING
balancedstartupteam
whatisyour
unfairadvantage?
ITISEASIERTOSTARTUP
ANYWHERENOWTHENIN
SILICONVALLEYIN1999
thenewtools
ofthetrade
VENTURE
CAPITAL
ISCHANGING
SEEDSELLADREAMSERIESABETTERHAVETRACTION
SOURCE: STEVE BLANK
SOURCE: SEED DB
MEDIANEXIT=$20M
ANDNOW…LET’SPITCH
boss=confidence
why/whoareyoupitching?
whatdoyouwantthemtodo?
calltoaction
90SECONDELEVATORPITCH
getthemeeting
standoutgetthemeeting
3minute
publicpitch
20MINUTEPRESENTATION
getthedeal
content
firstthingsfirst
nothinG matters
more than traction
so if you have traction
lead with traction!
WHATISTHEPROBLEM?
WHOISTHECUSTOMER?
PAINKILLER
NOTVITAMIN
MAKEITOBVIOUS
ANDSHOWEVIDENCE
how is it currently
being solved?
no competitors
=
no problem
=
no market
HOWAREYOUDIFFERENT
ANDBETTER?
HARD?EXPENSIVE?SUCKS?
NOWTHESOLUTION
BETTER,FASTER,CHEAPER,NEW
MINIDEMO
1
2
3
F’IN
ARISINGTIDE
LIFTSALLBOATS
what’s your business model?
symmetric
customer pays
for experience
asymmetric
3rd party pays
for customer
HOW WILL YOU FIND YOUR
CUSTOMERS/USERS?
main ingredient: team
BUSINESSwith domain expertise
DESIGN ENGINEERING
balanced startup team
what is your
unfair advantage?
ACCOMPLISHMENTS
MONEY RAISED?
PARTNERSHIPS?
GROWTH?
YOUR
DECK
BODY LANGUAGE
IS CRUCIAL
CONFIDENTSTANCE
OPENHANDGESTURES
SPEAKLOUD&CLEAR
DON’TREADSLIDES
ONLYTALKTOEYES
ASERIESOF1-ON-1

CONVERSATIONS
SMILE:)
YOUR90SECONDELEVATORPITCH
1.WHOISTHECUSTOMER?WHATISTHEIRPROBLEM?
2.HOWARETHEYCURRENTLYSOLVINGIT?
3.WHATISYOURSOLUTION?HOWI...
BRACEYOURSELVES
INVESTORSARECOMING
EUROPEANINVESTED
CAPITALUPOVER35%
IN2014ALONE
SOURCE:PITCHBOOK
LOOKINGFORWARD
WINYOURHOME
MARKETFIRST1
support/mentor
thenextgeneration2
helpbuild
theecosystem
www.goo.gl/Y2nOL2
3
source:
acceleratedstartup
PRE-ORDER:
WWW.GOLOMB.NET/BOOK
@VITALYG
Accelerated Startup & Pitching Like a Boss - Chasopys, Kyiv
Accelerated Startup & Pitching Like a Boss - Chasopys, Kyiv
Accelerated Startup & Pitching Like a Boss - Chasopys, Kyiv
Accelerated Startup & Pitching Like a Boss - Chasopys, Kyiv
Accelerated Startup & Pitching Like a Boss - Chasopys, Kyiv
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Accelerated Startup & Pitching Like a Boss - Chasopys, Kyiv

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Presented in Kyiv, Ukraine - July 3rd, 2015

Accelerated Startup & Pitching Like a Boss - Chasopys, Kyiv

  1. VITALYM.GOLOMB @VITALYG
  2. VITALYM.GOLOMB//SANFRANCISCO&THEWORLD golomb.net // @vitalyg ✓ BORNINUKRAINE,GREWUPINCUPERTINO-STARTUPSSINCEAGEOF13 ✓ SPEAKER&MENTORIN20+COUNTRIESANNUALLY ✓ FOUNDEDDESIGNFIRMINUSANDEUROPE ✓ FOUNDEDKEENSYSTEMS-ECOMMERCEFOR$700BPRINTINDUSTRY ✓ EXECUTIVEPRODUCER“STARTUPADDVENTURE”EVENTS ✓ CO-FOUNDEDCCCSTARTUPSTOFUNDTOPEMEASTARTUPS ✓ DEGREEINCOMPUTERANDVIDEOIMAGING ✓ GUESTLECTUREDATSTANFORD,UCBERKELEY,ANDOTHERS ✓ CONTRIBUTEDARTICLESTOTECHCRUNCHANDOTHERS ✓ PUBLISHING“ACCELERATEDSTARTUP”IN2015 ✓ DIRECTEDDOCUMENTARY“STARTUPSPRING”-FALL2015
  3. www.startupaddventure.co FROMSILICONVALLEYTOTHEWORLD “TheTEDofStartups” www.cccstartups.com @cccstartups UNLOCKINGGEOGRAPHIES ENABLINGEXCEPTIONALFOUNDERS
  4. corporate people startup people P expertsinonearea P yearsclimbingladder P stablelifestyle P realresponsibilities P lifebalance P generalists P earlystart P cheaplifestyle P nothingtolose P nothingelsematters
  5. SOWHATTHEF*** ISASTARTUP?
  6. ASTARTUPIS... anexperimentinsearch ofabusinessmodel-steveblank
  7. SCALABLE
 STARTUP TRANSITION COMPANY businessmodelfound product/marketfit repeatablesalesmodel managershired break-even profitable rapidscale newseniormanagement ~150people “astartupisnotasmaller versionofalargecompany”-steveblank
  8. ASTARTUPISACOMPANY THATISCONFUSEDABOUT: 1.WHATITSPRODUCTIS, 2.WHOITSCUSTOMERSARE, 3.HOWTOMAKEMONEY -DAVEMCCLURE
  9. “ASTARTUP’SDEFAULT STATEIS#FAILURE.ASA FOUNDER,YOUHAVETO WORKTOUNFAILIT.” -VITALYM.GOLOMB
  10. whywouldyouwantto startacompany?
  11. getgoodgrades gotoagoodcollege getinagoodcompany getregularpromotions retire,playgolf,die normalcareer
  12. startupcareer ifsuccessful whatpeoplethink itlookslike whatitreally lookslike
  13. entrepreneurship isamentaldisorder
  14. butittakesa littlecrazy... tochange theworld
  15. so,whyareyoudoingit?
  16. forthe money?
  17. fortheIPOmoney?
  18. 50 100 150 200 250 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 numberoftech ipossince1999 26 <50
  19. fundedstartup successrate 30%fail 30% unprofitable 30% somewhat profitable 10%big success
  20. BYTHEWAY... #FAILUREIN STARTUPSIS OVERGLORIFIED
  21. FAILUREIS ahardlesson
  22. 1sttimefounder18% repeatfailedfounder20% repeatsuccessfulfounder30% theoddsareagainstyou
  23. you’llgetacquiredif youareluckyandgood
  24. freedom?
  25. normaljob: oneboss
  26. startup: everyuser isyourboss
  27. haveafamily? theywillsuffer
  28. “asastartupceo,islept likeababy. iwokeup every2hoursandcried.” -benhorowitz
  29. DEPRESSIONISNOTAJOKEINARECENTSURVEYOF242U.S.ENTREPRENEURS 30%DEPRESSION 29%ADHD 27%ANXIETY yourcompanyisnotyou don’tbeashamedtotalkaboutyourfeelings goo.gl/ItX20d
  30. ALESSONINTEAMMORALE jess lee - “why startup founders are always unhappy”
  31. feeling defeated yet?
  32. goodnews: youcanimprove yourchances
  33. findaproblem youcan’tlive withoutsolving
  34. don’tbuildtechnology lookingforaproblemtosolve solveapainfulproblem
  35. whatisallthisleanbullshit?
  36. lean=quickiterations
  37. morechancesto solvetheproblem
  38. morechancesto#unfail
  39. sowhat’sagoodstartup?
  40. firstthingsfirst
  41. NOTHINGMATTERS MORETHANTRACTION
  42. solvesapainfulproblem foraspecificcustomer
  43. howcanyoubesure you’resolvingaproblem?
  44. stopcoding getoutofthebuilding talktoyourcustomers faceyourfears validateassumptions
  45. HOWAREYOUDIFFERENT ANDBETTER? HARD?EXPENSIVE?SUCKS?
  46. F’IN
  47. DOESITscale?
  48. $2,000,000 $4,000,000 $6,000,000 $8,000,000 Craigslist Apple Facebook Google Amazon McDonalds revenueperemployee$7.4M $1.87M $1.23M$1.24M $578K >$15K
  49. don’tforget: youarebuildinga repeatablebusiness
  50. measureeverything
  51. internet-driven customeracquisition
  52. mainingredient:team
  53. hiringishard
  54. O much money O stability O support structure O a long-term plan P stock P flexibility P chance to make a difference whatyou don’thave whatyou dohave
  55. BUSINESSwithdomainexpertise DESIGN ENGINEERING balancedstartupteam
  56. whatisyour unfairadvantage?
  57. ITISEASIERTOSTARTUP ANYWHERENOWTHENIN SILICONVALLEYIN1999
  58. thenewtools ofthetrade
  59. VENTURE CAPITAL ISCHANGING
  60. SEEDSELLADREAMSERIESABETTERHAVETRACTION
  61. SOURCE: STEVE BLANK
  62. SOURCE: SEED DB MEDIANEXIT=$20M
  63. ANDNOW…LET’SPITCH
  64. boss=confidence
  65. why/whoareyoupitching?
  66. whatdoyouwantthemtodo? calltoaction
  67. 90SECONDELEVATORPITCH getthemeeting
  68. standoutgetthemeeting 3minute publicpitch
  69. 20MINUTEPRESENTATION getthedeal
  70. content
  71. firstthingsfirst
  72. nothinG matters more than traction
  73. so if you have traction lead with traction!
  74. WHATISTHEPROBLEM? WHOISTHECUSTOMER?
  75. PAINKILLER NOTVITAMIN
  76. MAKEITOBVIOUS ANDSHOWEVIDENCE
  77. how is it currently being solved?
  78. no competitors = no problem = no market
  79. HOWAREYOUDIFFERENT ANDBETTER? HARD?EXPENSIVE?SUCKS?
  80. NOWTHESOLUTION
  81. BETTER,FASTER,CHEAPER,NEW
  82. MINIDEMO 1 2 3
  83. F’IN
  84. ARISINGTIDE LIFTSALLBOATS
  85. what’s your business model?
  86. symmetric customer pays for experience
  87. asymmetric 3rd party pays for customer
  88. HOW WILL YOU FIND YOUR CUSTOMERS/USERS?
  89. main ingredient: team
  90. BUSINESSwith domain expertise DESIGN ENGINEERING balanced startup team
  91. what is your unfair advantage?
  92. ACCOMPLISHMENTS MONEY RAISED? PARTNERSHIPS? GROWTH?
  93. YOUR DECK
  94. BODY LANGUAGE IS CRUCIAL
  95. CONFIDENTSTANCE OPENHANDGESTURES SPEAKLOUD&CLEAR DON’TREADSLIDES ONLYTALKTOEYES ASERIESOF1-ON-1
 CONVERSATIONS SMILE:)
  96. YOUR90SECONDELEVATORPITCH 1.WHOISTHECUSTOMER?WHATISTHEIRPROBLEM? 2.HOWARETHEYCURRENTLYSOLVINGIT? 3.WHATISYOURSOLUTION?HOWISITBETTER? 4.WHYAREYOUSPECIAL? 5.WHATDOYOUWANT?
  97. BRACEYOURSELVES INVESTORSARECOMING
  98. EUROPEANINVESTED CAPITALUPOVER35% IN2014ALONE SOURCE:PITCHBOOK
  99. LOOKINGFORWARD
  100. WINYOURHOME MARKETFIRST1
  101. support/mentor thenextgeneration2
  102. helpbuild theecosystem www.goo.gl/Y2nOL2 3 source:
  103. acceleratedstartup PRE-ORDER: WWW.GOLOMB.NET/BOOK @VITALYG

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