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Startup - From Zero to Done

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A talk on startup life cycle from start to 'done'. Covering all key concepts along the way.

The title was a shout out to Peter Thiel books, Zero To One, which is one of top books on the topic of startup especially on innovation and distruptive tech.

Publié dans : Business
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Startup - From Zero to Done

  1. 1. Business Model Canvas Izwan Wahab
  2. 2. Business Model Canvas Izwan Wahab
  3. 3. Business Model Canvas Izwan Wahab Zero to Done
  4. 4. Mission ● To understand how business was built, in real world
  5. 5. Mission ● To understand how business was built, in real world ● Hint: not in a day
  6. 6. Mission ● To understand how business was built, in real world ● Hint: not in a day ● Another hint: with blood, sweat and tears, and a lot of luck
  7. 7. Why Me? ● 3 Startup ● 1 dead meat and quit another one (long story) ● Currently work as senior programmer in a well funded startup ● Still experimenting with so many things (none unprofitable, some has paid for my house downpayment)
  8. 8. Lets Talk Business...
  9. 9. The Flow What phases do business goes from zero to 'done' ?
  10. 10. The Flow Preparation Start Iterate Take Off Repair Fuel Growth Done
  11. 11. Preparation Win the game before it even started. How?
  12. 12. Preparation Win the game before it even started. How? By only play the game you can win!
  13. 13. Preparation Win the game before it even started. How? By only play the game you can win! Can win = the rules are to your advantage!
  14. 14. Preparation ● Body ● Mind ● Spirit
  15. 15. Preparation ● Body ● Mind ● Spirit
  16. 16. Preparation: Body ● Eat well (cooked, not processed) ● Drink Enough Plain water (25% of body weight) ● Enough Sleep (don't depend on caffeine) ● Get Sweat, Run some miles
  17. 17. Preparation: Mind ● Be In Control of your thoughts ● Practice Meditation (Khusyu`) ● Read ● Play Hard
  18. 18. Preparation: Spirit ● Give (any resources, anytime, without being asked for) ● Get a calm Hobby ● Dhuha and Qiyam ● Parents Blessing
  19. 19. Preparation: Spirit ● Take care of yourself, no body else will.
  20. 20. Preparation: Spirit ● Take care of yourself, no body else will. ● Because you need to be in top condition, so that you can take care of your TEAM
  21. 21. Preparation ● Ready?
  22. 22. ● Ready? Lets Do this!
  23. 23. START ● First step: most important step ● “The seed will determine the fruit”
  24. 24. START ● First step: most important step ● “The seed will determine the fruit” ● Customer Development
  25. 25. START: Customer Dev. ● Never start with what you wanna sell ● Always start with “who has a dire problem” ● Business is about “solving problem for a fee” ● Not about “Do you want to buy this?”
  26. 26. START: Customer Dev. ● List Down 10 name who you can have their 'time' ● Make sure they have 'buying power' ● Set time to have a chat at THEIR PLACE ● Stick to the schedule
  27. 27. START: Customer Dev. ● To ask: ● What are you 'thinking' about right now? ● Any pressing problem? I can help find a solution, for free ● Anybody else you like me to help them?
  28. 28. START: Customer Dev. ● Focus on “exploring their day-to- day challenge” ● Help them solve that, what ever it may be. ● Decide if it is worth to explore more AFTER helping them solve it.
  29. 29. START: Customer Dev. ● Keep exploring with more people that been referred. ● When to stop? When that very people throw money at you BEFORE you help them
  30. 30. START: Customer Dev. ● That is the que to move to next phase --->
  31. 31. ITERATE ● The 'fun' part: develop an awesome and profitable PRODUCT / SERVICE 'PACKAGE' ● Focus on: “Solve their problem as cheap as possible”
  32. 32. ITERATE: The Cycle ● Like an Experiment: ● Idea – Test – Learn – Idea – Test – Learn …. you got the drill.
  33. 33. ITERATE: The Cycle ● Never actually 'ends' ● Just put on backburner after done ● When is done?
  34. 34. ITERATE: The Cycle ● When new user count start to take off! ● Which is the next phase --->
  35. 35. TAKE OFF ● When product so awesome it goes viral ● New user adoption be like the legendary 'hockey stick'
  36. 36. TAKE OFF: Viral
  37. 37. TAKE OFF: Extremely Viral
  38. 38. TAKE OFF: What Really Happens
  39. 39. TAKE OFF: WARNING ● Be warned:
  40. 40. TAKE OFF: WARNING ● Be warned: ● The ride can be crazy!
  41. 41. TAKE OFF: WARNING ● Be warned: ● The ride can be crazy!
  42. 42. TAKE OFF: WARNING II ● The 2nd biggest startup killer is in this exact phase:
  43. 43. TAKE OFF: WARNING II ● The 2nd biggest startup killer is in this exact phase: ● Expense shot up, and not enough money to pay for it.
  44. 44. TAKE OFF: WARNING II ● 2nd ? What is the first one?
  45. 45. TAKE OFF: WARNING II ● 2nd ? What is the 1st one? ● 1st one: Run out of money, BEFORE Take Off.
  46. 46. TAKE OFF: END ● This phase should be quick ● After celebrate for a day, quickly enter next phase ---->
  47. 47. REPAIR ● Where we patch all problems:
  48. 48. REPAIR ● Where we patch all problems: ● Product Wise
  49. 49. REPAIR ● Where we patch all problems: ● Product Wise ● Support
  50. 50. REPAIR ● Where we patch all problems: ● Product Wise ● Support ● Business wise
  51. 51. REPAIR ● Where we patch all problems: ● Product Wise ● Support ● Business wise ● To achieve: CAC < LTV
  52. 52. REPAIR ● Where we patch all problems: ● Product Wise ● Support ● Business wise ● To achieve: CAC < LTV
  53. 53. REPAIR
  54. 54. REPAIR
  55. 55. REPAIR
  56. 56. REPAIR
  57. 57. REPAIR
  58. 58. REPAIR ● How to repair? ● Decrease CAC ● Increase LTV
  59. 59. REPAIR: CAC ● Decrease CAC ● “Get A Customer as cheap as possible” ● Cheap Prospect source ● Or Efficient Conversion
  60. 60. REPAIR: CAC ● Decrease CAC ● Copywriting ● Growth Hack ● Viral Engine ● Content Marketing ● Engineering Marketing
  61. 61. REPAIR: LTV ● Increase LTV ● Sell more item with higher price to more people in less time
  62. 62. REPAIR: LTV ● Increase LTV ● Upsell ● Cross Sell ● Down Sell ● Gamification ● Discount
  63. 63. REPAIR ● Got CAC < LTV ? Our Business Model was done! Yay! ● Next phase --->
  64. 64. FUEL GROWTH ● The 'Money' phase
  65. 65. FUEL GROWTH ● The 'Money' phase ● 1 dolar into sales engine, 2 dolar come out of it
  66. 66. FUEL GROWTH ● The 'Money' phase ● 1 dolar into sales engine, 2 dolar come out of it ● The question: How much money we want to put in?
  67. 67. FUEL GROWTH AS MUCH AS POSSIBLE! When? YESTERDAY!
  68. 68. FUEL GROWTH ● 2 Way: ● Reinvest profit into sales engine ● Limited sum of money ● 100% ownership of company, ergo, profit
  69. 69. FUEL GROWTH ● 2 Way: ● Take investor money ● Unlimited supply of money ● Minor % ownership of company, ergo, profit
  70. 70. FUEL GROWTH ● Super Short course on How to Pitch to Investor: ● Show graph with new customer count, profit and expense line. ● Investor will throw money at you.
  71. 71. FUEL GROWTH ● Show this:
  72. 72. FUEL GROWTH ● Get this:
  73. 73. FUEL GROWTH ● Not guaranteed, but most likely ● (some investor are too misinformed / stupid to understand that graph anyway) ● (i`ve met some of them. stop arguing with me)
  74. 74. FUEL GROWTH ● When will the growth end? ● Untill we cannot grow anymore ● AKA: market saturation ● Where everybody in the market use our product
  75. 75. The Flow: Recap Preparation Start Iterate Take Off Repair Fuel Growth Done
  76. 76. READ THIS BOOKS
  77. 77. READ MY BOOK
  78. 78. SPECIAL FOR YOU GUYS: Get #NOTADUIT FOR FREE! SMS “KICT <NAME> <EMAIL>” to 0166611428

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