Marcin Szeląg - Startup Risk Model - Exea Smart Space Toruń 2014

Marcin SzelągPartner at Innovation Nest

MarcinSzelag

Szukamy liderów, którzy dziś zaczynają kształtować przyszłość biznesów jutra.

Zakręty w startupie, gdzie coś może pójść nie tak.

RISK = RETURN = IMPACT

Znajdujemy się w trendzie przedsiębiorczości technologicznej

TECH STARS ARE THE NEW ROCK STARS

• Startup is a temporary organisation focused on finding a repeatable and scalable business model.

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• To achieve success, founders and investors have to take risk in order to capitalize on a market opportunity they have identified.

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• Turning a Startup into a sustainable and monumental company is a long term process. In this process there are several steps (areas of risk) a startup has to take.

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• There is no formula for achieving success, but there is a model for identifying and addressing areas of risk.

Startup Risk Model

Disclaimer• Luck, defined as a set of favourable circumstances might be the sole

reason we have monumental companies in the social and gaming space.

• Counting only on luck, might significantly limit the chances of our startup achieving success. There are only that many Facebooks, Whatsups, Instagrams and Rovios of this world.

• The probability of building a $100M company are much greater than chasing a $1B unicorn.

• Business models focused on software are constantly producing sustainable companies which are growing as information technology expands to new industries and market segments.

Dlaczego SaaS?• 220M businesses worldwide

• $17B in current revenues

• 20% annual growth

• 6% of the software market ($326B)

• USA makes $10B of the total SaaS revenue

• EU makes $3,5B of the total SaaS revenue

• The decision • The idea • Founding team • Market hypothesis • First sale funding • MVP • First paying customers

• Customer acquisition

• Seed funding • Team building • Growth model • Round A • Scaling • Profit

Czy naprawdę chcesz zaryzykować?

1. You should have some level of experience

2. You should have an extensive network of contacts

3. You should have some money You can invest

4. You should have the full support of your family

5. You should feel comfortable leading

Jak wpadłeś na swój pomysł?

1. You have identified a market opportunity

2. You know enough about the market You are about to enter

3. Your experience and skillset is desired in this market

4. You know how You will make money in the short term

5. You will be happy working on this idea

6. You have prepared a compelling vision backed by solid

milestones

Kto pomoże Ci zamienić wizję w biznes?

1. You were able to convince others of my vision and milestones

2. Your cofounders bring complementary skillsets to the table

3. Your cofounders are A players

4. You like spending time with your cofounders

5. Your cofounders have also made the decision they want to

start a startup

6. Your cofounders are equally motivated as You

Czy muszisz taki rynek stworzyć?

Czy jest już

rynek?

1. The Minimal Viable Segment is big enough to get your company

to ramen profitability

2. The market is big enough, there is room for the company to grow

3. You have a strong hypothesis of a repeatable and sustainable

business model which is plausible

4. You have researched the market in terms of competition, market

trends, customer acquisition, customer budgets and the data you

gathered supports your business model hypothesis

Kto zainwestuje pierwsze pięniądze?

1. You have created a budget which will bring you to

your first sale

2. Your budget will give you enough time to get to

ramen profitability

3. You were able to convince outside investors (4F)

4. You managed to bring on board mentors or advisors

Czy potrafisz zbudować coś, co pozwoli Ci na testowanie?

1. You have clearly identified the minimum viable feature set which

delivers value to your customers

2. If you are entering a market with competitors - the differentiators of

your product are distinct

3. The time needed to build your MVP is well within your budget

4. Your team has the necessary skills to build what you have planned

5. The quality of your product is very high

6. You will be able to charge your customers for the value delivered by

your MVP

Czy są klienci, którzy chcą kupić Twój produkt?

1. You know where your first sale will come from

2. Your customers will be happy after buying your product

3. You will get repeated business from your first customers

4. You have a process in place to close the feedback loop

5. You know why your first customers are buying your

product

Co wiesz o sprzedaży i marketingu?

1. You have various customer acquisition hypotheses you are able to test

2. Revenue - $10 000 per month

3. You are able to build initial traction with early adopters of your product

4. You don’t have a churn problem

5. LTV>CAC

6. Scalability of your customer acquisition model is plausible

7. You have reached ramen profitability

Zassało! Kto dostarczy więcej kapitału?

1. You are able to pitch

2. You have identified investors aligned with the vision and

business model of your startup

3. You are not at a point where your are under financing pressure

4. You are able to show how this financing will help validate the

growth model

5. You are somehow different or better than everyone else

Za technologią stoją zawsze ludzie.

1. You have secured enough funding

2. You have an appealing story and vision

3. There is enough local talent

4. Great people are expensive

5. Hire only people better than you

Najważniejsze słowo to WZROST.

1. You have found a way to grow in a consistent way

2. Your growth model has a significant organic

component

3. Your are growing at 20% M/M

4. You are growing your revenue, without increasing

churn

Na wzrost, potrzebujesz jeszcze więcej pieniędzy.

1. Silicon Valley as the VC capital

2. Are you willing to move

3. Valley of death

4. It is a competition

5. Traction solves all problems

Budowanie startupów zajmuje cholernie dużo czasu.

Jak mogę Ci pomóc?marcin.szelag@innovationnest.co