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VITALYM.GOLOMB @VITALYG
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
www.startupaddventure.co
FROMSILICONVALLEYTOTHEWORLD
“TheTEDofStartups”
www.cccstartups.com
@cccstartups
UNLOCKINGGEOGRAPHIES
ENABLINGEXCEPTIONALFOUNDERS
corporate
people
startup
people
P expertsinonearea
P yearsclimbingladder
P stablelifestyle
P realresponsibilities
P lifebalance
P generalists
P earlystart
P cheaplifestyle
P nothingtolose
P nothingelsematters
Accelerated Startup & Pitching Like a Boss - Chasopys, Kyiv
SOWHATTHEF***
ISASTARTUP?
ASTARTUPIS...
anexperimentinsearch
ofabusinessmodel-steveblank
SCALABLE

STARTUP TRANSITION COMPANY
businessmodelfound
product/marketfit
repeatablesalesmodel
managershired
break-even
profitable
rapidscale
newseniormanagement
~150people
“astartupisnotasmaller
versionofalargecompany”-steveblank
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
ipossince1999
26
<50
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’tbeashamedtotalkaboutyourfeelings goo.gl/ItX20d
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
$1.87M
$1.23M$1.24M
$578K >$15K
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
whatyou
don’thave
whatyou
dohave
BUSINESSwithdomainexpertise
DESIGN ENGINEERING
balancedstartupteam
whatisyour
unfairadvantage?
ITISEASIERTOSTARTUP
ANYWHERENOWTHENIN
SILICONVALLEYIN1999
Accelerated Startup & Pitching Like a Boss - Chasopys, Kyiv
thenewtools
ofthetrade
VENTURE
CAPITAL
ISCHANGING
SEEDSELLADREAMSERIESABETTERHAVETRACTION
SOURCE: STEVE BLANK
SOURCE: SEED DB
MEDIANEXIT=$20M
ANDNOW…LET’SPITCH
boss=confidence
Accelerated Startup & Pitching Like a Boss - Chasopys, Kyiv
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?
Accelerated Startup & Pitching Like a Boss - Chasopys, Kyiv
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?HOWISITBETTER?
4.WHYAREYOUSPECIAL?
5.WHATDOYOUWANT?
BRACEYOURSELVES
INVESTORSARECOMING
EUROPEANINVESTED
CAPITALUPOVER35%
IN2014ALONE
SOURCE:PITCHBOOK
LOOKINGFORWARD
WINYOURHOME
MARKETFIRST1
support/mentor
thenextgeneration2
helpbuild
theecosystem
www.goo.gl/Y2nOL2
3
source:
Accelerated Startup & Pitching Like a Boss - Chasopys, Kyiv
acceleratedstartup
PRE-ORDER:
WWW.GOLOMB.NET/BOOK
@VITALYG

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Accelerated Startup & Pitching Like a Boss - Chasopys, Kyiv