Presented in Kyiv, Ukraine - July 3rd, 2015

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

6. SOWHATTHEF***
ISASTARTUP?

7. ASTARTUPIS...
anexperimentinsearch
ofabusinessmodel-steveblank

8. SCALABLE
STARTUP TRANSITION COMPANY
businessmodelfound
product/marketfit
repeatablesalesmodel
managershired
break-even
profitable
rapidscale
newseniormanagement
~150people
“astartupisnotasmaller
versionofalargecompany”-steveblank

9. ASTARTUPISACOMPANY
THATISCONFUSEDABOUT:
1.WHATITSPRODUCTIS,
2.WHOITSCUSTOMERSARE,
3.HOWTOMAKEMONEY
-DAVEMCCLURE

10. “ASTARTUP’SDEFAULT
STATEIS#FAILURE.ASA
FOUNDER,YOUHAVETO
WORKTOUNFAILIT.”
-VITALYM.GOLOMB

11. whywouldyouwantto
startacompany?

12. getgoodgrades
gotoagoodcollege
getinagoodcompany
getregularpromotions
retire,playgolf,die
normalcareer

13. startupcareer
ifsuccessful
whatpeoplethink
itlookslike
whatitreally
lookslike

14. entrepreneurship
isamentaldisorder

15. butittakesa
littlecrazy...
tochange
theworld

16. so,whyareyoudoingit?

17. forthe
money?

18. fortheIPOmoney?

19. 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

20. fundedstartup
successrate
30%fail
30%
unprofitable
30%
somewhat
profitable
10%big
success

21. BYTHEWAY...
#FAILUREIN
STARTUPSIS
OVERGLORIFIED

22. FAILUREIS
ahardlesson

23. 1sttimefounder18%
repeatfailedfounder20%
repeatsuccessfulfounder30%
theoddsareagainstyou

24. you’llgetacquiredif
youareluckyandgood

25. freedom?

26. normaljob:
oneboss

27. startup:
everyuser
isyourboss

28. haveafamily?
theywillsuffer

29. “asastartupceo,islept
likeababy. iwokeup
every2hoursandcried.”
-benhorowitz

30. DEPRESSIONISNOTAJOKEINARECENTSURVEYOF242U.S.ENTREPRENEURS
30%DEPRESSION
29%ADHD
27%ANXIETY
yourcompanyisnotyou
don’tbeashamedtotalkaboutyourfeelings goo.gl/ItX20d

31. ALESSONINTEAMMORALE
jess lee - “why startup founders are always unhappy”

32. feeling
defeated
yet?

33. goodnews:
youcanimprove
yourchances

34. findaproblem
youcan’tlive
withoutsolving

35. don’tbuildtechnology
lookingforaproblemtosolve
solveapainfulproblem

36. whatisallthisleanbullshit?

37. lean=quickiterations

38. morechancesto
solvetheproblem

39. morechancesto#unfail

40. sowhat’sagoodstartup?

41. firstthingsfirst

42. NOTHINGMATTERS
MORETHANTRACTION

43. solvesapainfulproblem
foraspecificcustomer

44. howcanyoubesure
you’resolvingaproblem?

45. stopcoding
getoutofthebuilding
talktoyourcustomers
faceyourfears
validateassumptions

46. HOWAREYOUDIFFERENT
ANDBETTER?
HARD?EXPENSIVE?SUCKS?

47. F’IN

48. DOESITscale?

49. $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

50. don’tforget:
youarebuildinga
repeatablebusiness

51. measureeverything

52. internet-driven
customeracquisition

53. mainingredient:team

54. hiringishard

55. 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

56. BUSINESSwithdomainexpertise
DESIGN ENGINEERING
balancedstartupteam

57. whatisyour
unfairadvantage?

58. ITISEASIERTOSTARTUP
ANYWHERENOWTHENIN
SILICONVALLEYIN1999

60. thenewtools
ofthetrade

61. VENTURE
CAPITAL
ISCHANGING

62. SEEDSELLADREAMSERIESABETTERHAVETRACTION

63. SOURCE: STEVE BLANK

64. SOURCE: SEED DB
MEDIANEXIT=$20M

65. ANDNOW…LET’SPITCH

66. boss=confidence

68. why/whoareyoupitching?

69. whatdoyouwantthemtodo?
calltoaction

70. 90SECONDELEVATORPITCH
getthemeeting

71. standoutgetthemeeting
3minute
publicpitch

72. 20MINUTEPRESENTATION
getthedeal

73. content

74. firstthingsfirst

75. nothinG matters
more than traction

76. so if you have traction
lead with traction!

77. WHATISTHEPROBLEM?
WHOISTHECUSTOMER?

78. PAINKILLER
NOTVITAMIN

79. MAKEITOBVIOUS
ANDSHOWEVIDENCE

80. how is it currently
being solved?

81. no competitors
=
no problem
=
no market

82. HOWAREYOUDIFFERENT
ANDBETTER?
HARD?EXPENSIVE?SUCKS?

83. NOWTHESOLUTION

84. BETTER,FASTER,CHEAPER,NEW

85. MINIDEMO
1
2
3

86. F’IN

87. ARISINGTIDE
LIFTSALLBOATS

88. what’s your business model?

89. symmetric
customer pays
for experience

90. asymmetric
3rd party pays
for customer

91. HOW WILL YOU FIND YOUR
CUSTOMERS/USERS?

92. main ingredient: team

93. BUSINESSwith domain expertise
DESIGN ENGINEERING
balanced startup team

94. what is your
unfair advantage?

95. ACCOMPLISHMENTS
MONEY RAISED?
PARTNERSHIPS?
GROWTH?

97. YOUR
DECK

98. BODY LANGUAGE
IS CRUCIAL

99. CONFIDENTSTANCE
OPENHANDGESTURES
SPEAKLOUD&CLEAR
DON’TREADSLIDES
ONLYTALKTOEYES
ASERIESOF1-ON-1
CONVERSATIONS
SMILE:)

100. YOUR90SECONDELEVATORPITCH
1.WHOISTHECUSTOMER?WHATISTHEIRPROBLEM?
2.HOWARETHEYCURRENTLYSOLVINGIT?
3.WHATISYOURSOLUTION?HOWISITBETTER?
4.WHYAREYOUSPECIAL?
5.WHATDOYOUWANT?

101. BRACEYOURSELVES
INVESTORSARECOMING

102. EUROPEANINVESTED
CAPITALUPOVER35%
IN2014ALONE
SOURCE:PITCHBOOK

103. LOOKINGFORWARD

104. WINYOURHOME
MARKETFIRST1

105. support/mentor
thenextgeneration2

106. helpbuild
theecosystem
www.goo.gl/Y2nOL2
3
source:

108. acceleratedstartup
PRE-ORDER:
WWW.GOLOMB.NET/BOOK
@VITALYG