SlideShare une entreprise Scribd logo
1  sur  70
Harvard innovation lab : Michael J Skok : Startup Secrets : Roadmap 
Roadmap to Success 
STARTUP 
An insider’s guide to unfair competitive advantage 
SECRETS 
#startupsecrets 
MICHAEL J SKOK 
Hi Harvard innovation lab 
startupsecrets.com 
@mjskok 
Tweet questions to:
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Why are we here? 
• Frequently asked questions: 
– What is involved in a startup? 
– What are the things I need to think about / learn to be 
successful? 
– Is my [idea / project / opportunity ] fundable? 
– How do I pitch it to raise money? 
And many more questions and frequently questioned answers! 
• Startup Secrets as a series is designed to bring these 
questions to life in practical frameworks and case 
studies… 
– So we designed this workshop as a Roadmap to Success 
• and in turn therefore to the Startup Secrets series as a whole
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Tonight’s Agenda – 3 things:- 
1. Startup Secrets Roadmap 
• Lead in to many Startup Secrets frameworks such as 
– Getting Behind The Perfect Pitch 
– Building a Compelling Value Proposition (next 
week’s class) 
2. Paula Long 
• Secrets Revealed: Story of Equallogic 
• If time, interview about Data Gravity 
3. VIP case study - Neoclosure 
• Class exercise to help them with their roadmap
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Macro: Building an enduring 
company… 
Vision / Mission 
Value 
Prop 
Enduring 
Company 
Startup 
… 
… 
… 
…
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Dots? 
Vision / Mission 
Value 
Prop … 
… 
… 
…
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Steps… 
Ideation Confirmation Creation Validation Repeatability Scalability Profitability 
Predictability
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
First step: roadmap 
Increasing VALUE 
But unlikely linear path! 
Decreasing RISK
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
The roadmap to success… 
• What will yours be ? 
Increasing VALUE 
Decreasing RISK 
Pivots? 
Ideation 
Repeatability? 
Predictability? 
Scalability? 
Validation? 
Profitability? 
Funding? 
Creation
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
The roadmap to success… 
• What will yours be ? 
• Expect the unexpected… 
Pivots? 
Outlier 
customers 
Business Model 
Reworking 
Iterations 
Funding 
Mirage 
The unexpected: 
“near death” 
experience 
Team 
Upgrades 
Startup 
Euphoria 
Growth vs 
Leverage? 
Increasing VALUE 
Decreasing RISK 
(see article on LinkedIN [here]) 
Ideation 
Repeatability? 
Predictability? 
Scalability? 
Validation? 
Profitability? 
Funding? 
Creation 
RE-Creation!
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
The roadmap to success… 
• What will yours be ? 
• Expect the unexpected… 
• Longer, harder, maybe ultimately, even bigger 
Outlier 
customers 
Business Model 
Reworking 
Iterations 
Funding 
Mirage 
The unexpected: 
“near death” 
experience 
Team 
Upgrades 
Startup 
Euphoria 
Growth vs 
Leverage? 
Increasing VALUE 
Decreasing RISK 
Pivots? 
Ideation 
Repeatability? 
Predictability? 
Scalability? 
Validation? 
Profitability? 
Funding? 
Creation 
RE-Creation!
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
A good first step… 
• Some kind of ROADMAP to execute from 
– Might take many forms for different audiences… 
11 
• like a Product Roadmap or Business Plan or Investor 
Pitch Deck or even a Napkin Sketch! 
– It will almost certainly be wrong! 
– But it can’t be mindless, it needs to be mindful! 
• So you have some straw man, or baseline to work from
Harvard innovation lab : Michael J Skok : Startup Secrets : Roadmap 
START UP 
An insider’s guide to unfair competitive advantage 
SECRETS 
MICHAEL J SKOK 
Hi Harvard innovation lab 
Getting Behind the Perfect Investor Pitch 
North Bridge Venture Partners 
twitter: @mjskok mjskok.com
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Perfect Pitch Checklist 
• Example: 
– Team 
– Value Proposition 
– Market Opportunity 
– Go To Market plan 
– Business Model 
– Financials 
13 
But how are you going to make this 
unforgettable and compelling?
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
What’s your story?
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
What’s your story? 
• Two important parts 
– You 
– Story 
• How they intersect 
– What opportunity have you uncovered? 
– Why are you uniquely suited to address it?
Example: Equallogic 
Lots of “great” ideas.. 
Settled on Storage - 
Since we were uniquely qualified to tackle the problem
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Introducing Paula Long… 
Paula’s story? 
17
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
My story… and score board so far 
Founder 
Post-A 
Founder 
Seed 
Post-B 
CEO 
VPP 
VPP 
Dir Eng 
Dir Eng 
Positive so 
far 
Traded in 
1st Inning 
Home Run 
Bought 
Called for Rain 
Single 
Sold
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Macro: Building an enduring 
company… 
Vision / Mission 
Value 
Prop 
Roadmap Enduring 
Company 
Startup 
… 
… 
… 
…
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
STARTUP 
An insider’s guide to unfair competitive advantage 
SECRETS 
Building A Compelling 
Value Proposition 
MICHAEL J SKOK 
North Bridge Venture Partners 
twitter: @mjskok startupsecrets.com
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Valueless Proposition 
Build Ideas 
Test 
“If you build it will they come?”
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Value Proposition 
Gain Pain 
Value 
Prop 
Evaluate Build 
Define 
Ideas 
Problem 
Solution 
“If you build it will they come?” vs “If they come, will you build it?!”
Example: Equallogic 
Lots of “great” ideas.. 
Settled on Storage - 
Since we were uniquely qualified to tackle the problem
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
EqualLogic – Value Proposition 
Lots of “great” ideas.. 
Settled on Storage - 
Since we were uniquely qualified to tackle the problem 
Gain Pain 
Value 
Prop 
Evaluate Build 
Define 
Ideas 
Problem 
Solution 
“If you build it will they come?” vs “If they come, will you build it?!”
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
MVP: Minimum viable product 
or Minimum Viable PROBLEM? 
25
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Problem?
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
If you want to build a billion dollar 
business… 
Start with a MULTI billion dollar problem
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Data Storage… 
Market: 
Mid-tier Storage: 
• $3B initial TAM 
• 60% CAGR 
Problem: 
“Storage is drowning 
under it’s own weight”. 
Complexity and 
business practices: 
• Required scare skills 
• Archean management 
• Complex and expensive 
to acquire
Storage Dilemma for Mid-Sized Enterprises 
Enterprise-Class Pain Compounded by Limited Budgets & IT Resources 
 Relentless storage demand 
growth; low server and storage 
utilization 
 Deployment and management is 
complex and disruptive 
 Data back-up and recovery is 
costly and error prone 
 Buying storage is downright 
painful; laden with professional 
services and hidden software 
license fees
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Value Prop 
For 
Small and Med size companies that need to get a handle on data 
storage management and growth 
Who are dissatisfied with 
Solutions that require huge amounts of time, money and Storage Gurus 
to make work. 
Our product is a 
New type of Storage Area Network (SAN), designed for the IT generalist 
That Provides 
Automated storage, to do the heavy lift of configuring, managing and 
growing storage. All features are include at no extra charge 
Unlike 
Traditional Storage Vendors who make money from complexity
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Value Proposition – as a story…
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
After Before
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Value proposition story 
• Before… 
– Deployment of SANs 
took weeks 
– With large cost 
overruns 
– Expensive skilled staff 
to maintain, administer 
– Ongoing management 
headaches 
• After… 
– All the benefits of SAN, 
with none of complexity or 
costs. 
– People feel in love with the 
demo 
– We setup a SAN during the 
sales call (!) 
– From box, to servicing data 
in 30minutes. 
– Any open with basic IT 
skills could be a SAN 
Administrator 
– Storage manages itself 
going forward 
33
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Examples, case studies 
• PROOF of what you do uniquely well 
• Articulate from customer viewpoint 
– Tangible benefits 
• Easily measured ROI? 
• Short Payback period? 
• Repeat purchase 
• Articulate from your viewpoint 
– How repeatable, scalable, sticky (low churn/high upsell) it is 
(leads up to how you will make money from it later) 
34
Dickinson Wright, PLLC 
Unlocking the Full EqualLogic Value Proposition
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Case Studies 
Submit one on startupsecrets.com - feedback
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Market opportunity
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Market opportunity 
• Broadening of problem statement to general market 
– Business Pain 
– Technology Need 
• Why NOW ? 
1. Market dislocations? 
2. Forcing events? 
3. Buyer Triggers? 
38
Rapidly Growing Market Opportunity 
iSCSI SAN is the Fastest Growing Storage Segment 
Source: IDC, May 2007
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Market opportunity 
• Broadening of problem statement to general market 
– Create a simple to deploy and buy Storage Area Network allowing 
companies to achieve the benefits of storage consolidation 
– Totally new storage architecture designed for storage automation 
and scaling. Designed for IT generalists 
• Why NOW ? 
1. Large desire to move to Storage Area Networks, road blocks to 
getting there 
2. Storage Growth, Microsoft and then VMWare pushing customers 
to SANs 
3. Storage refresh and new projects 
40
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Macro: Building an enduring 
company… 
Vision / Mission 
Value 
Prop 
Roadmap Enduring 
Company 
Startup 
… 
… 
… 
…
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
STARTUP 
An insider’s guide to unfair competitive advantage 
SECRETS 
Company Formation Part I: 
Culture, Vision & Mission 
MICHAEL J SKOK 
North Bridge Venture Partners 
twitter: @mjskok startupsecrets.com
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Vision & Mission 
• How the market will evolve? 
• How will you will lead it? 
• What is your mission? 
• SEE http://www.mjskok.com/event/vision-mission-culture 
(Leads from and consistent with Market Opportunity earlier) 
43
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Check: Vision or Hallucination? 
Visions and hallucinations look the same… 
...until you try to realize them 
Try to tell the difference early 
Big visions may not be much harder to achieve than 
smaller ones 
From Startup Secrets workshop on “Have you got what it takes?” 
Jon Hirschtick, founder Solidworks, Onshape
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Summary: A good first step… 
• Some kind of ROADMAP to execute from 
– Might take many forms for different audiences… 
• like a Product Roadmap or Business Plan or Investor 
Pitch Deck or even a Napkin Sketch! 
– It will almost certainly be wrong! 
– But it can’t be mindless, it needs to be mindful! 
• So you have some straw man, or baseline to work from 
• Startup Secret: How do you balance Vision & 
Execution? 
– See the post on this on www.mjskok.com at 
http://mjskok.com/resource/vision-vs-execution 
45
Replacing Grey with a Photo 
on Slides (in Slide Master): 
Insert and place photo, then 
change its “order” by clicking 
“send backward” multiple times 
until notch in lower left corner is 
visible. You will need to delete 
this grey block to view. 
If photo is larger than the 
slide’s live-area, reduce 
the size or crop the photo. Photo 
should bleed off right edge. 
Startup Secrets 
The EqualLogic’s 
Roadmap 
Paula Long 
Co-Founder and CEO of DataGravity 
Co-Founder and VP of Products and Strategy EqualLogic
An Entrepreneur’s and Investor’s Dream … 
From Attic to IPO $1.4B Acquisition in 6.5 Years 
November 5, 1007 
Dell To Buy EqualLogic For $1.4 Billion, 
Shakes Up Storage Virtualization Market 
Lots of “great” ideas, 
settled on Storage since 
we were uniquely qualified 
to tackle the problem 
April 1, 2001 
17 Purgatory Road 
Mont Vernon, NH
Prologue 
 First-time founders with limited executive experience 
 Founded in a gloomy economic environment 
 Challenging industry titans in a risk-averse industry 
 Contrarian market focus 
 Non-traditional approaches to product architecture 
and business model 
 Risky bet on an emerging standard
Most Experts Thought We’d Fail… 
 Building a box 
 Unproven Protocol (iSCSI) 
 Using SATA disks in a storage array 
 Storage moving to IB or 4GB FC 
 Automation in Storage was not possible 
 All-inclusive pricing model 
 Mid-market focus 
 Channel sales model 
 Customer loyalty
EqualLogic’s Roadmap 
2001 2002 2003 2004 2005 2006 2007 
Sell company 
NEWCO 
founded
EqualLogic’s Excellent Adventure 
Strongly positive 
user & VAR beta feedback 
Series A 
financing 
Series C 
financing 
2001 2002 2003 2004 2005 2006 2007 
Series B 
financing 
New CEO 
CEO replaced; Paula 
named interim CEO 
Paula 
quits 
100th 
customer 
Yet another 
new CEO 
FCS to Raytheon, 
Fidelity and Amherst 
Computer 
NEWCO 
founded
EqualLogic’s Excellent Adventure 
Strongly positive 
user & VAR beta feedback 
Series A 
financing 
Series C 
financing 
Sell company 
File S-1 
Storage Magazine 
2001 2002 2003 2004 2005 2006 2007 
Series B 
financing 
CEO replaced; Paula 
named interim CEO 
major customer 
crisis 
New CEO 
Paula 
quits 
100th 
customer 
Yet another 
new CEO 
Sales VP replaced 
CFO replaced 
2nd delay of major 
product release 
1st quarterly sales decline; 
don’t know why 
Paula agrees to 
stay on as VP of 
Products 
FCS to Raytheon, 
Fidelity and Amherst 
Computer 
NEWCO 
founded 
New CFO and 
Sales VP 
#1-ranked 
midrange array 
VPE quits
Ingredients to Build a Successful 
Enterprise Company 
Ingredients 
 Large Addressable 
Market 
 Radically Simplify or 
Remove High Value 
Tasks 
 Change the Business 
Model 
 Incent VARs to Sell 
Your Product 
 Happy Customers 
 Great Team 
• Multi-Billion dollar 
Market 
• Enabled IT Generalist 
to be SAN/Storage 
Experts. 
• Removed barriers to 
Scale Storage 
• All Inclusive Software 
Licensing. 
• No Array Left Behind 
• Excellent Margins 
• Protect Deals 
• 98% Customer 
Satisfaction 
• Multi-Billion dollar Market 
• Turning storage from a 
container to an assets 
• Enable IT Generalist to 
surface insights from their 
data 
• Tightly integrate the 
solution into a companies 
business processes 
• Allow Partners to have a 
business conversation with 
the buyer 
• Protect Deals 
• Enables Resellers 
• Goal : 98% Customer 
Satisfaction
You Own It… 
 Adherence to vision 
 Built what was necessary, not necessarily what would 
be fun 
 Unwavering commitment to customer and partner 
success 
 It is about making money 
 You must relentlessly and ruthlessly test, tune and 
(only then) scale your business model 
 Create a culture that doesn’t vibrate through the 
inevitable ups and downs
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Welcome Neoclosure 
55 
Grace Teo and Kavita Raghavendran
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Neoclosure: magnetic seams 
Value Proposition: 
• Very discreet & sleek function; Looks like a fabric seam 
• Faster than zippers, and requires less hand function 
• Quieter than Velcro, and self-aligning 
Mission: Give designers a new way to incorporate accessible 
fabric openings/closures into products without compromising 
aesthetics
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Let’s help Neoclosure with their 
Roadmap… 
• Value Prop? 
• Vision / Mission? 
• Describe the road you see ahead (market evolution) 
• How you imagine your journey? (milestones, tangible 
steps?) 
• Class: what do you think? 
57
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Neoclosure roadmap? 
Increasing VALUE 
Decreasing RISK
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
What are you missing? 
How much of this is incomplete or missing? 
• Team 
• Value Proposition 
• Product 
• Go-To-Market 
• Business Model 
… and many others
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Incomplete stand outs are better than 
complete stand ups! 
• We looking for outstanding: 
– People 
– Technology or other disruption 
– Market opportunity 
• One outstanding of the above literally stands out vs. all good, but 
none great 
• We don’t expect complete 
– Team 
– Product 
– Value prop 
– GTM plan 
– Business Model 
• Entrepreneurs don’t need all the answers! 
– Self aware, listening, leaders…
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Do you have the right questions?
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
What questions should 
Neoclosure be asking? 
How could he/she get help? 
(Not just answers?) 
63 
Mentorship article: Want the Gift of 
Mentorship? 3 Skills for Mastering the Art of 
Mentorship
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
What else are you missing?! 
How much of this is incomplete or missing? 
• Team 
• Value Proposition 
• Product 
• Go-To-Market 
• Business Model 
… and many others 
MONEY? See “Funding Strategies To Go The 
Distance”
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Stages - investment 
Ideation Confirmation Creation Validation Repeatability Scalability Profitability 
Predictability 
Increasing VALUE 
Decreasing RISK 
See: www.startupsecrets.com/resources/funding-strategies
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Complete Startup Secrets Workshops 
1. Startup Roadmap 
2. Building a Compelling Value Proposition 
3. Company Formation 1 - Vision, Mission, 
Culture 
4. Company Formation 2 - Hiring 
5. Game Changing Business Models 
6. Go To Market 1: Strategy 
7. Go To Market 2: Tactics 
8. Getting Behind the Perfect Investor Pitch 
9. Funding Strategies to go the Distance 
10. Turning Products into Companies 
11. Have You Got What It Takes? 
Full descriptions of all 
can be found at: 
www.startupsecrets.co 
m
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Upcoming Workshops 
See http://mjskok.com/events for details and sign up 
• 10/15 - How to Be Mentored DONE! 
• 10/30 - Startup Roadmap DONE! 
• 11/5 - Building a Compelling Value Proposition 
• 11/20 - Company Formation 1 - Vision, Mission, 
Culture
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Sign up at … 
www.startupsecrets.com 
mjskok.com 
@mjskok 
/mjskok 
linkedin.com/in/mjskok 
bit.ly/mjskok-google 
bit.ly/mjskok-youtube
Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap 
Thank you… 
Paula Long, Data Gravity 
69 
and Grace Teo and Kavita Raghavendran, Neoclosure
Harvard innovation lab : Michael J Skok : Startup Secrets : Roadmap 
Thank You! 
STARTUP 
SECRETS 
#startupsecrets 
MICHAEL J SKOK 
Hi Harvard innovation lab 
startupsecrets.com 
@mjskok

Contenu connexe

Tendances

Funding Strategies to Go the Distance
Funding Strategies to Go the DistanceFunding Strategies to Go the Distance
Funding Strategies to Go the DistanceMichael Skok
 
Turning Products into Companies
Turning Products into CompaniesTurning Products into Companies
Turning Products into CompaniesMichael Skok
 
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...Michael Skok
 
Startup Secrets - Turning Products into Companies
Startup Secrets - Turning Products into CompaniesStartup Secrets - Turning Products into Companies
Startup Secrets - Turning Products into CompaniesMichael Skok
 
Slash - the Startup Studio Playbook (13 dec2018)
Slash - the Startup Studio Playbook (13 dec2018)Slash - the Startup Studio Playbook (13 dec2018)
Slash - the Startup Studio Playbook (13 dec2018)Slash
 
Startup Secrets - Building a Compelling Value Proposition
Startup Secrets - Building a Compelling Value PropositionStartup Secrets - Building a Compelling Value Proposition
Startup Secrets - Building a Compelling Value PropositionMichael Skok
 
Game Changing Business Models - Case - Dries Drupal, Open Source, Co-Creation
Game Changing Business Models - Case - Dries Drupal, Open Source, Co-CreationGame Changing Business Models - Case - Dries Drupal, Open Source, Co-Creation
Game Changing Business Models - Case - Dries Drupal, Open Source, Co-CreationMichael Skok
 
Startup Secrets - Hiring A+ Talent
Startup Secrets - Hiring A+ TalentStartup Secrets - Hiring A+ Talent
Startup Secrets - Hiring A+ TalentMichael Skok
 
Startup Secrets - Vision, Mission, Culture
Startup Secrets - Vision, Mission, CultureStartup Secrets - Vision, Mission, Culture
Startup Secrets - Vision, Mission, CultureMichael Skok
 
Startup Secrets - Game Changing Business Models
Startup Secrets - Game Changing Business ModelsStartup Secrets - Game Changing Business Models
Startup Secrets - Game Changing Business ModelsMichael Skok
 
Startup Secrets: Building a Compelling Value Proposition
Startup Secrets: Building a Compelling Value PropositionStartup Secrets: Building a Compelling Value Proposition
Startup Secrets: Building a Compelling Value PropositionMichael Skok
 
Startup Secrets - Funding Strategies to Go the Distance
Startup Secrets - Funding Strategies to Go the DistanceStartup Secrets - Funding Strategies to Go the Distance
Startup Secrets - Funding Strategies to Go the DistanceMichael Skok
 
Startup Studio Playbook
Startup Studio PlaybookStartup Studio Playbook
Startup Studio PlaybookAttila Szigeti
 
Startup Secrets - Getting Behind the Perfect Investor Pitch
Startup Secrets - Getting Behind the Perfect Investor PitchStartup Secrets - Getting Behind the Perfect Investor Pitch
Startup Secrets - Getting Behind the Perfect Investor PitchMichael Skok
 
Building a compelling value proposition
Building a compelling value propositionBuilding a compelling value proposition
Building a compelling value propositionMichael Skok
 
Getting behind the Perfect Pitch - Harvard Innovation Lab Workshop
Getting behind the Perfect Pitch - Harvard Innovation Lab WorkshopGetting behind the Perfect Pitch - Harvard Innovation Lab Workshop
Getting behind the Perfect Pitch - Harvard Innovation Lab WorkshopMichael Skok
 
Venture Builder / Start-up Factory Model One-slider Infographic
Venture Builder / Start-up Factory Model One-slider Infographic Venture Builder / Start-up Factory Model One-slider Infographic
Venture Builder / Start-up Factory Model One-slider Infographic Floyd DCosta
 
Value Proposition – Case – Diagnostics for All
Value Proposition – Case – Diagnostics for AllValue Proposition – Case – Diagnostics for All
Value Proposition – Case – Diagnostics for AllMichael Skok
 
Mastering Mutual Mentorship
Mastering Mutual MentorshipMastering Mutual Mentorship
Mastering Mutual MentorshipMichael Skok
 

Tendances (20)

Funding Strategies to Go the Distance
Funding Strategies to Go the DistanceFunding Strategies to Go the Distance
Funding Strategies to Go the Distance
 
Turning Products into Companies
Turning Products into CompaniesTurning Products into Companies
Turning Products into Companies
 
Go to Market Strategies
Go to Market StrategiesGo to Market Strategies
Go to Market Strategies
 
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
 
Startup Secrets - Turning Products into Companies
Startup Secrets - Turning Products into CompaniesStartup Secrets - Turning Products into Companies
Startup Secrets - Turning Products into Companies
 
Slash - the Startup Studio Playbook (13 dec2018)
Slash - the Startup Studio Playbook (13 dec2018)Slash - the Startup Studio Playbook (13 dec2018)
Slash - the Startup Studio Playbook (13 dec2018)
 
Startup Secrets - Building a Compelling Value Proposition
Startup Secrets - Building a Compelling Value PropositionStartup Secrets - Building a Compelling Value Proposition
Startup Secrets - Building a Compelling Value Proposition
 
Game Changing Business Models - Case - Dries Drupal, Open Source, Co-Creation
Game Changing Business Models - Case - Dries Drupal, Open Source, Co-CreationGame Changing Business Models - Case - Dries Drupal, Open Source, Co-Creation
Game Changing Business Models - Case - Dries Drupal, Open Source, Co-Creation
 
Startup Secrets - Hiring A+ Talent
Startup Secrets - Hiring A+ TalentStartup Secrets - Hiring A+ Talent
Startup Secrets - Hiring A+ Talent
 
Startup Secrets - Vision, Mission, Culture
Startup Secrets - Vision, Mission, CultureStartup Secrets - Vision, Mission, Culture
Startup Secrets - Vision, Mission, Culture
 
Startup Secrets - Game Changing Business Models
Startup Secrets - Game Changing Business ModelsStartup Secrets - Game Changing Business Models
Startup Secrets - Game Changing Business Models
 
Startup Secrets: Building a Compelling Value Proposition
Startup Secrets: Building a Compelling Value PropositionStartup Secrets: Building a Compelling Value Proposition
Startup Secrets: Building a Compelling Value Proposition
 
Startup Secrets - Funding Strategies to Go the Distance
Startup Secrets - Funding Strategies to Go the DistanceStartup Secrets - Funding Strategies to Go the Distance
Startup Secrets - Funding Strategies to Go the Distance
 
Startup Studio Playbook
Startup Studio PlaybookStartup Studio Playbook
Startup Studio Playbook
 
Startup Secrets - Getting Behind the Perfect Investor Pitch
Startup Secrets - Getting Behind the Perfect Investor PitchStartup Secrets - Getting Behind the Perfect Investor Pitch
Startup Secrets - Getting Behind the Perfect Investor Pitch
 
Building a compelling value proposition
Building a compelling value propositionBuilding a compelling value proposition
Building a compelling value proposition
 
Getting behind the Perfect Pitch - Harvard Innovation Lab Workshop
Getting behind the Perfect Pitch - Harvard Innovation Lab WorkshopGetting behind the Perfect Pitch - Harvard Innovation Lab Workshop
Getting behind the Perfect Pitch - Harvard Innovation Lab Workshop
 
Venture Builder / Start-up Factory Model One-slider Infographic
Venture Builder / Start-up Factory Model One-slider Infographic Venture Builder / Start-up Factory Model One-slider Infographic
Venture Builder / Start-up Factory Model One-slider Infographic
 
Value Proposition – Case – Diagnostics for All
Value Proposition – Case – Diagnostics for AllValue Proposition – Case – Diagnostics for All
Value Proposition – Case – Diagnostics for All
 
Mastering Mutual Mentorship
Mastering Mutual MentorshipMastering Mutual Mentorship
Mastering Mutual Mentorship
 

Similaire à Startup Roadmap Workshop

Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...
Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...
Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...Business of Software Conference
 
Company Formation: Hiring
Company Formation: HiringCompany Formation: Hiring
Company Formation: HiringMichael Skok
 
How to build a startup SLASSSCOM Talk Aug 2015
How to build a startup SLASSSCOM Talk Aug 2015How to build a startup SLASSSCOM Talk Aug 2015
How to build a startup SLASSSCOM Talk Aug 2015Raomal Perera
 
2016 Innovation Roundtable Keynote by Michael Skok
2016 Innovation Roundtable Keynote by Michael Skok2016 Innovation Roundtable Keynote by Michael Skok
2016 Innovation Roundtable Keynote by Michael SkokMichael Skok
 
0a introduction.2013.q2
0a introduction.2013.q20a introduction.2013.q2
0a introduction.2013.q2iain.verigin
 
Turning Products into Companies - Case - SolidWorks
Turning Products into Companies - Case - SolidWorksTurning Products into Companies - Case - SolidWorks
Turning Products into Companies - Case - SolidWorksMichael Skok
 
2014 Product Camp Melbourne - Using Lean Canvas as a Communication Tool
2014 Product Camp Melbourne - Using Lean Canvas as a Communication Tool2014 Product Camp Melbourne - Using Lean Canvas as a Communication Tool
2014 Product Camp Melbourne - Using Lean Canvas as a Communication ToolHumphrey Laubscher
 
Nordic Life Science Challenge 2014 Business Plan Presentation
Nordic Life Science Challenge 2014 Business Plan PresentationNordic Life Science Challenge 2014 Business Plan Presentation
Nordic Life Science Challenge 2014 Business Plan PresentationPaul Beatus
 
Lean slides 2011 nciia v2
Lean slides 2011 nciia v2Lean slides 2011 nciia v2
Lean slides 2011 nciia v2Norris Krueger
 
Entrepreneurship Northwest - Accelerating ideas into reality - Open 2011
Entrepreneurship Northwest - Accelerating ideas into reality - Open 2011Entrepreneurship Northwest - Accelerating ideas into reality - Open 2011
Entrepreneurship Northwest - Accelerating ideas into reality - Open 2011the nciia
 
Berkeley Method of Innovation Leadership
Berkeley Method of Innovation LeadershipBerkeley Method of Innovation Leadership
Berkeley Method of Innovation LeadershipIkhlaq Sidhu
 
Lean Startup Inside a Big Company (with a Shark Tank Twist), Stephen Liguori,...
Lean Startup Inside a Big Company (with a Shark Tank Twist), Stephen Liguori,...Lean Startup Inside a Big Company (with a Shark Tank Twist), Stephen Liguori,...
Lean Startup Inside a Big Company (with a Shark Tank Twist), Stephen Liguori,...Lean Startup Co.
 
Tools For Lean Startup Wizards
Tools For Lean Startup WizardsTools For Lean Startup Wizards
Tools For Lean Startup WizardsPaul Walsh
 
Why The Lean Startup Changes Everything
Why The Lean Startup Changes EverythingWhy The Lean Startup Changes Everything
Why The Lean Startup Changes EverythingRicardo
 
3 Skills to Master the gift of Mutual Mentorship
3 Skills to Master the gift of Mutual Mentorship3 Skills to Master the gift of Mutual Mentorship
3 Skills to Master the gift of Mutual MentorshipMichael Skok
 
How to build a startup
How to build a startupHow to build a startup
How to build a startupRaomal Perera
 
Leadership of Open Innovation by Paul Sloane
Leadership of Open Innovation by Paul SloaneLeadership of Open Innovation by Paul Sloane
Leadership of Open Innovation by Paul Sloane★ Tony Karrer
 

Similaire à Startup Roadmap Workshop (20)

Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...
Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...
Startup Secrets - an insiders guide to unfair competitive advantage. Michael ...
 
Company Formation: Hiring
Company Formation: HiringCompany Formation: Hiring
Company Formation: Hiring
 
How to build a startup SLASSSCOM Talk Aug 2015
How to build a startup SLASSSCOM Talk Aug 2015How to build a startup SLASSSCOM Talk Aug 2015
How to build a startup SLASSSCOM Talk Aug 2015
 
2016 Innovation Roundtable Keynote by Michael Skok
2016 Innovation Roundtable Keynote by Michael Skok2016 Innovation Roundtable Keynote by Michael Skok
2016 Innovation Roundtable Keynote by Michael Skok
 
0a introduction.2013.q2
0a introduction.2013.q20a introduction.2013.q2
0a introduction.2013.q2
 
Turning Products into Companies - Case - SolidWorks
Turning Products into Companies - Case - SolidWorksTurning Products into Companies - Case - SolidWorks
Turning Products into Companies - Case - SolidWorks
 
Make Great Products
Make Great ProductsMake Great Products
Make Great Products
 
2014 Product Camp Melbourne - Using Lean Canvas as a Communication Tool
2014 Product Camp Melbourne - Using Lean Canvas as a Communication Tool2014 Product Camp Melbourne - Using Lean Canvas as a Communication Tool
2014 Product Camp Melbourne - Using Lean Canvas as a Communication Tool
 
How I Hire
How I HireHow I Hire
How I Hire
 
Nordic Life Science Challenge 2014 Business Plan Presentation
Nordic Life Science Challenge 2014 Business Plan PresentationNordic Life Science Challenge 2014 Business Plan Presentation
Nordic Life Science Challenge 2014 Business Plan Presentation
 
Lean slides 2011 nciia v2
Lean slides 2011 nciia v2Lean slides 2011 nciia v2
Lean slides 2011 nciia v2
 
Entrepreneurship Northwest - Accelerating ideas into reality - Open 2011
Entrepreneurship Northwest - Accelerating ideas into reality - Open 2011Entrepreneurship Northwest - Accelerating ideas into reality - Open 2011
Entrepreneurship Northwest - Accelerating ideas into reality - Open 2011
 
Berkeley Method of Innovation Leadership
Berkeley Method of Innovation LeadershipBerkeley Method of Innovation Leadership
Berkeley Method of Innovation Leadership
 
Lean Startup Inside a Big Company (with a Shark Tank Twist), Stephen Liguori,...
Lean Startup Inside a Big Company (with a Shark Tank Twist), Stephen Liguori,...Lean Startup Inside a Big Company (with a Shark Tank Twist), Stephen Liguori,...
Lean Startup Inside a Big Company (with a Shark Tank Twist), Stephen Liguori,...
 
Tools For Lean Startup Wizards
Tools For Lean Startup WizardsTools For Lean Startup Wizards
Tools For Lean Startup Wizards
 
Why The Lean Startup Changes Everything
Why The Lean Startup Changes EverythingWhy The Lean Startup Changes Everything
Why The Lean Startup Changes Everything
 
2018 agile innovation management (public)
2018 agile innovation management (public)2018 agile innovation management (public)
2018 agile innovation management (public)
 
3 Skills to Master the gift of Mutual Mentorship
3 Skills to Master the gift of Mutual Mentorship3 Skills to Master the gift of Mutual Mentorship
3 Skills to Master the gift of Mutual Mentorship
 
How to build a startup
How to build a startupHow to build a startup
How to build a startup
 
Leadership of Open Innovation by Paul Sloane
Leadership of Open Innovation by Paul SloaneLeadership of Open Innovation by Paul Sloane
Leadership of Open Innovation by Paul Sloane
 

Plus de Michael Skok

Startup Secrets - Mastering Mutual Mentorship
Startup Secrets - Mastering Mutual MentorshipStartup Secrets - Mastering Mutual Mentorship
Startup Secrets - Mastering Mutual MentorshipMichael Skok
 
Startup Secrets - Have you got what it takes?
Startup Secrets - Have you got what it takes?Startup Secrets - Have you got what it takes?
Startup Secrets - Have you got what it takes?Michael Skok
 
Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...
Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...
Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...Michael Skok
 
Re-evaluating growth...
Re-evaluating growth...Re-evaluating growth...
Re-evaluating growth...Michael Skok
 
2014 Future of Cloud Computing - 4th Annual Survey Results
2014 Future of Cloud Computing - 4th Annual Survey Results2014 Future of Cloud Computing - 4th Annual Survey Results
2014 Future of Cloud Computing - 4th Annual Survey ResultsMichael Skok
 
2014 Future of Open Source - 8th Annual Survey results
2014 Future of Open Source - 8th Annual Survey results2014 Future of Open Source - 8th Annual Survey results
2014 Future of Open Source - 8th Annual Survey resultsMichael Skok
 
Andy Jassy Illuminates Amazon Web Services
Andy Jassy Illuminates Amazon Web ServicesAndy Jassy Illuminates Amazon Web Services
Andy Jassy Illuminates Amazon Web ServicesMichael Skok
 
Value Proposition – Case – Disqus
Value Proposition – Case – DisqusValue Proposition – Case – Disqus
Value Proposition – Case – DisqusMichael Skok
 
Startup Secrets: Raising Funding - Case – Givology
Startup Secrets: Raising Funding - Case – GivologyStartup Secrets: Raising Funding - Case – Givology
Startup Secrets: Raising Funding - Case – GivologyMichael Skok
 

Plus de Michael Skok (9)

Startup Secrets - Mastering Mutual Mentorship
Startup Secrets - Mastering Mutual MentorshipStartup Secrets - Mastering Mutual Mentorship
Startup Secrets - Mastering Mutual Mentorship
 
Startup Secrets - Have you got what it takes?
Startup Secrets - Have you got what it takes?Startup Secrets - Have you got what it takes?
Startup Secrets - Have you got what it takes?
 
Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...
Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...
Funding Strategies to go the Distance – Case – Endeca: By Steve Papa, founder...
 
Re-evaluating growth...
Re-evaluating growth...Re-evaluating growth...
Re-evaluating growth...
 
2014 Future of Cloud Computing - 4th Annual Survey Results
2014 Future of Cloud Computing - 4th Annual Survey Results2014 Future of Cloud Computing - 4th Annual Survey Results
2014 Future of Cloud Computing - 4th Annual Survey Results
 
2014 Future of Open Source - 8th Annual Survey results
2014 Future of Open Source - 8th Annual Survey results2014 Future of Open Source - 8th Annual Survey results
2014 Future of Open Source - 8th Annual Survey results
 
Andy Jassy Illuminates Amazon Web Services
Andy Jassy Illuminates Amazon Web ServicesAndy Jassy Illuminates Amazon Web Services
Andy Jassy Illuminates Amazon Web Services
 
Value Proposition – Case – Disqus
Value Proposition – Case – DisqusValue Proposition – Case – Disqus
Value Proposition – Case – Disqus
 
Startup Secrets: Raising Funding - Case – Givology
Startup Secrets: Raising Funding - Case – GivologyStartup Secrets: Raising Funding - Case – Givology
Startup Secrets: Raising Funding - Case – Givology
 

Dernier

Path to Traditional Pub - BookFest 2024 presentation - 03-23-2024.pdf
Path to Traditional Pub - BookFest 2024 presentation - 03-23-2024.pdfPath to Traditional Pub - BookFest 2024 presentation - 03-23-2024.pdf
Path to Traditional Pub - BookFest 2024 presentation - 03-23-2024.pdfContent Strategy Inc.
 
Establishing An Enterprise and Project Management.pptx
Establishing An Enterprise and Project Management.pptxEstablishing An Enterprise and Project Management.pptx
Establishing An Enterprise and Project Management.pptxshrinivas kulkarni
 
Expense Management Maximizing Efficiency for Business Success
Expense Management Maximizing Efficiency for Business SuccessExpense Management Maximizing Efficiency for Business Success
Expense Management Maximizing Efficiency for Business SuccessManagry
 
How To Get Rich With Bitcoin Even If You Have No Clue About Technology
How To Get Rich With Bitcoin Even If You Have No Clue About TechnologyHow To Get Rich With Bitcoin Even If You Have No Clue About Technology
How To Get Rich With Bitcoin Even If You Have No Clue About Technologyzaidashadali00
 
Preventing Timesheet Fraud Strategies for Ensuring Accuracy and Compliance
Preventing Timesheet Fraud Strategies for Ensuring Accuracy and CompliancePreventing Timesheet Fraud Strategies for Ensuring Accuracy and Compliance
Preventing Timesheet Fraud Strategies for Ensuring Accuracy and ComplianceManagry
 
How to track billable hours - a step-by-step guide
How to track billable hours - a step-by-step guideHow to track billable hours - a step-by-step guide
How to track billable hours - a step-by-step guideManagry
 
HDPE Pipe Fittings Manufacturer and Supplier
HDPE Pipe Fittings Manufacturer and SupplierHDPE Pipe Fittings Manufacturer and Supplier
HDPE Pipe Fittings Manufacturer and SupplierBhavin Kanani
 
Analysis Of FaarmTech | BBA | Business Plan
Analysis Of FaarmTech | BBA | Business PlanAnalysis Of FaarmTech | BBA | Business Plan
Analysis Of FaarmTech | BBA | Business Planmohsinrai101
 
What is the Best Way to Track Employee Vacation Time?
What is the Best Way to Track Employee Vacation Time?What is the Best Way to Track Employee Vacation Time?
What is the Best Way to Track Employee Vacation Time?Managry
 
Institutions Supporting Small Business Enterprises.pptx
Institutions Supporting Small Business Enterprises.pptxInstitutions Supporting Small Business Enterprises.pptx
Institutions Supporting Small Business Enterprises.pptxshrinivas kulkarni
 

Dernier (10)

Path to Traditional Pub - BookFest 2024 presentation - 03-23-2024.pdf
Path to Traditional Pub - BookFest 2024 presentation - 03-23-2024.pdfPath to Traditional Pub - BookFest 2024 presentation - 03-23-2024.pdf
Path to Traditional Pub - BookFest 2024 presentation - 03-23-2024.pdf
 
Establishing An Enterprise and Project Management.pptx
Establishing An Enterprise and Project Management.pptxEstablishing An Enterprise and Project Management.pptx
Establishing An Enterprise and Project Management.pptx
 
Expense Management Maximizing Efficiency for Business Success
Expense Management Maximizing Efficiency for Business SuccessExpense Management Maximizing Efficiency for Business Success
Expense Management Maximizing Efficiency for Business Success
 
How To Get Rich With Bitcoin Even If You Have No Clue About Technology
How To Get Rich With Bitcoin Even If You Have No Clue About TechnologyHow To Get Rich With Bitcoin Even If You Have No Clue About Technology
How To Get Rich With Bitcoin Even If You Have No Clue About Technology
 
Preventing Timesheet Fraud Strategies for Ensuring Accuracy and Compliance
Preventing Timesheet Fraud Strategies for Ensuring Accuracy and CompliancePreventing Timesheet Fraud Strategies for Ensuring Accuracy and Compliance
Preventing Timesheet Fraud Strategies for Ensuring Accuracy and Compliance
 
How to track billable hours - a step-by-step guide
How to track billable hours - a step-by-step guideHow to track billable hours - a step-by-step guide
How to track billable hours - a step-by-step guide
 
HDPE Pipe Fittings Manufacturer and Supplier
HDPE Pipe Fittings Manufacturer and SupplierHDPE Pipe Fittings Manufacturer and Supplier
HDPE Pipe Fittings Manufacturer and Supplier
 
Analysis Of FaarmTech | BBA | Business Plan
Analysis Of FaarmTech | BBA | Business PlanAnalysis Of FaarmTech | BBA | Business Plan
Analysis Of FaarmTech | BBA | Business Plan
 
What is the Best Way to Track Employee Vacation Time?
What is the Best Way to Track Employee Vacation Time?What is the Best Way to Track Employee Vacation Time?
What is the Best Way to Track Employee Vacation Time?
 
Institutions Supporting Small Business Enterprises.pptx
Institutions Supporting Small Business Enterprises.pptxInstitutions Supporting Small Business Enterprises.pptx
Institutions Supporting Small Business Enterprises.pptx
 

Startup Roadmap Workshop

  • 1. Harvard innovation lab : Michael J Skok : Startup Secrets : Roadmap Roadmap to Success STARTUP An insider’s guide to unfair competitive advantage SECRETS #startupsecrets MICHAEL J SKOK Hi Harvard innovation lab startupsecrets.com @mjskok Tweet questions to:
  • 2. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Why are we here? • Frequently asked questions: – What is involved in a startup? – What are the things I need to think about / learn to be successful? – Is my [idea / project / opportunity ] fundable? – How do I pitch it to raise money? And many more questions and frequently questioned answers! • Startup Secrets as a series is designed to bring these questions to life in practical frameworks and case studies… – So we designed this workshop as a Roadmap to Success • and in turn therefore to the Startup Secrets series as a whole
  • 3. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Tonight’s Agenda – 3 things:- 1. Startup Secrets Roadmap • Lead in to many Startup Secrets frameworks such as – Getting Behind The Perfect Pitch – Building a Compelling Value Proposition (next week’s class) 2. Paula Long • Secrets Revealed: Story of Equallogic • If time, interview about Data Gravity 3. VIP case study - Neoclosure • Class exercise to help them with their roadmap
  • 4. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Macro: Building an enduring company… Vision / Mission Value Prop Enduring Company Startup … … … …
  • 5. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Dots? Vision / Mission Value Prop … … … …
  • 6. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Steps… Ideation Confirmation Creation Validation Repeatability Scalability Profitability Predictability
  • 7. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap First step: roadmap Increasing VALUE But unlikely linear path! Decreasing RISK
  • 8. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap The roadmap to success… • What will yours be ? Increasing VALUE Decreasing RISK Pivots? Ideation Repeatability? Predictability? Scalability? Validation? Profitability? Funding? Creation
  • 9. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap The roadmap to success… • What will yours be ? • Expect the unexpected… Pivots? Outlier customers Business Model Reworking Iterations Funding Mirage The unexpected: “near death” experience Team Upgrades Startup Euphoria Growth vs Leverage? Increasing VALUE Decreasing RISK (see article on LinkedIN [here]) Ideation Repeatability? Predictability? Scalability? Validation? Profitability? Funding? Creation RE-Creation!
  • 10. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap The roadmap to success… • What will yours be ? • Expect the unexpected… • Longer, harder, maybe ultimately, even bigger Outlier customers Business Model Reworking Iterations Funding Mirage The unexpected: “near death” experience Team Upgrades Startup Euphoria Growth vs Leverage? Increasing VALUE Decreasing RISK Pivots? Ideation Repeatability? Predictability? Scalability? Validation? Profitability? Funding? Creation RE-Creation!
  • 11. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap A good first step… • Some kind of ROADMAP to execute from – Might take many forms for different audiences… 11 • like a Product Roadmap or Business Plan or Investor Pitch Deck or even a Napkin Sketch! – It will almost certainly be wrong! – But it can’t be mindless, it needs to be mindful! • So you have some straw man, or baseline to work from
  • 12. Harvard innovation lab : Michael J Skok : Startup Secrets : Roadmap START UP An insider’s guide to unfair competitive advantage SECRETS MICHAEL J SKOK Hi Harvard innovation lab Getting Behind the Perfect Investor Pitch North Bridge Venture Partners twitter: @mjskok mjskok.com
  • 13. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Perfect Pitch Checklist • Example: – Team – Value Proposition – Market Opportunity – Go To Market plan – Business Model – Financials 13 But how are you going to make this unforgettable and compelling?
  • 14. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap What’s your story?
  • 15. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap What’s your story? • Two important parts – You – Story • How they intersect – What opportunity have you uncovered? – Why are you uniquely suited to address it?
  • 16. Example: Equallogic Lots of “great” ideas.. Settled on Storage - Since we were uniquely qualified to tackle the problem
  • 17. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Introducing Paula Long… Paula’s story? 17
  • 18. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap My story… and score board so far Founder Post-A Founder Seed Post-B CEO VPP VPP Dir Eng Dir Eng Positive so far Traded in 1st Inning Home Run Bought Called for Rain Single Sold
  • 19. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Macro: Building an enduring company… Vision / Mission Value Prop Roadmap Enduring Company Startup … … … …
  • 20. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap STARTUP An insider’s guide to unfair competitive advantage SECRETS Building A Compelling Value Proposition MICHAEL J SKOK North Bridge Venture Partners twitter: @mjskok startupsecrets.com
  • 21. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Valueless Proposition Build Ideas Test “If you build it will they come?”
  • 22. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Value Proposition Gain Pain Value Prop Evaluate Build Define Ideas Problem Solution “If you build it will they come?” vs “If they come, will you build it?!”
  • 23. Example: Equallogic Lots of “great” ideas.. Settled on Storage - Since we were uniquely qualified to tackle the problem
  • 24. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap EqualLogic – Value Proposition Lots of “great” ideas.. Settled on Storage - Since we were uniquely qualified to tackle the problem Gain Pain Value Prop Evaluate Build Define Ideas Problem Solution “If you build it will they come?” vs “If they come, will you build it?!”
  • 25. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap MVP: Minimum viable product or Minimum Viable PROBLEM? 25
  • 26. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Problem?
  • 27. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap If you want to build a billion dollar business… Start with a MULTI billion dollar problem
  • 28. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Data Storage… Market: Mid-tier Storage: • $3B initial TAM • 60% CAGR Problem: “Storage is drowning under it’s own weight”. Complexity and business practices: • Required scare skills • Archean management • Complex and expensive to acquire
  • 29. Storage Dilemma for Mid-Sized Enterprises Enterprise-Class Pain Compounded by Limited Budgets & IT Resources  Relentless storage demand growth; low server and storage utilization  Deployment and management is complex and disruptive  Data back-up and recovery is costly and error prone  Buying storage is downright painful; laden with professional services and hidden software license fees
  • 30. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Value Prop For Small and Med size companies that need to get a handle on data storage management and growth Who are dissatisfied with Solutions that require huge amounts of time, money and Storage Gurus to make work. Our product is a New type of Storage Area Network (SAN), designed for the IT generalist That Provides Automated storage, to do the heavy lift of configuring, managing and growing storage. All features are include at no extra charge Unlike Traditional Storage Vendors who make money from complexity
  • 31. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Value Proposition – as a story…
  • 32. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap After Before
  • 33. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Value proposition story • Before… – Deployment of SANs took weeks – With large cost overruns – Expensive skilled staff to maintain, administer – Ongoing management headaches • After… – All the benefits of SAN, with none of complexity or costs. – People feel in love with the demo – We setup a SAN during the sales call (!) – From box, to servicing data in 30minutes. – Any open with basic IT skills could be a SAN Administrator – Storage manages itself going forward 33
  • 34. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Examples, case studies • PROOF of what you do uniquely well • Articulate from customer viewpoint – Tangible benefits • Easily measured ROI? • Short Payback period? • Repeat purchase • Articulate from your viewpoint – How repeatable, scalable, sticky (low churn/high upsell) it is (leads up to how you will make money from it later) 34
  • 35. Dickinson Wright, PLLC Unlocking the Full EqualLogic Value Proposition
  • 36. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Case Studies Submit one on startupsecrets.com - feedback
  • 37. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Market opportunity
  • 38. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Market opportunity • Broadening of problem statement to general market – Business Pain – Technology Need • Why NOW ? 1. Market dislocations? 2. Forcing events? 3. Buyer Triggers? 38
  • 39. Rapidly Growing Market Opportunity iSCSI SAN is the Fastest Growing Storage Segment Source: IDC, May 2007
  • 40. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Market opportunity • Broadening of problem statement to general market – Create a simple to deploy and buy Storage Area Network allowing companies to achieve the benefits of storage consolidation – Totally new storage architecture designed for storage automation and scaling. Designed for IT generalists • Why NOW ? 1. Large desire to move to Storage Area Networks, road blocks to getting there 2. Storage Growth, Microsoft and then VMWare pushing customers to SANs 3. Storage refresh and new projects 40
  • 41. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Macro: Building an enduring company… Vision / Mission Value Prop Roadmap Enduring Company Startup … … … …
  • 42. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap STARTUP An insider’s guide to unfair competitive advantage SECRETS Company Formation Part I: Culture, Vision & Mission MICHAEL J SKOK North Bridge Venture Partners twitter: @mjskok startupsecrets.com
  • 43. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Vision & Mission • How the market will evolve? • How will you will lead it? • What is your mission? • SEE http://www.mjskok.com/event/vision-mission-culture (Leads from and consistent with Market Opportunity earlier) 43
  • 44. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Check: Vision or Hallucination? Visions and hallucinations look the same… ...until you try to realize them Try to tell the difference early Big visions may not be much harder to achieve than smaller ones From Startup Secrets workshop on “Have you got what it takes?” Jon Hirschtick, founder Solidworks, Onshape
  • 45. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Summary: A good first step… • Some kind of ROADMAP to execute from – Might take many forms for different audiences… • like a Product Roadmap or Business Plan or Investor Pitch Deck or even a Napkin Sketch! – It will almost certainly be wrong! – But it can’t be mindless, it needs to be mindful! • So you have some straw man, or baseline to work from • Startup Secret: How do you balance Vision & Execution? – See the post on this on www.mjskok.com at http://mjskok.com/resource/vision-vs-execution 45
  • 46. Replacing Grey with a Photo on Slides (in Slide Master): Insert and place photo, then change its “order” by clicking “send backward” multiple times until notch in lower left corner is visible. You will need to delete this grey block to view. If photo is larger than the slide’s live-area, reduce the size or crop the photo. Photo should bleed off right edge. Startup Secrets The EqualLogic’s Roadmap Paula Long Co-Founder and CEO of DataGravity Co-Founder and VP of Products and Strategy EqualLogic
  • 47. An Entrepreneur’s and Investor’s Dream … From Attic to IPO $1.4B Acquisition in 6.5 Years November 5, 1007 Dell To Buy EqualLogic For $1.4 Billion, Shakes Up Storage Virtualization Market Lots of “great” ideas, settled on Storage since we were uniquely qualified to tackle the problem April 1, 2001 17 Purgatory Road Mont Vernon, NH
  • 48. Prologue  First-time founders with limited executive experience  Founded in a gloomy economic environment  Challenging industry titans in a risk-averse industry  Contrarian market focus  Non-traditional approaches to product architecture and business model  Risky bet on an emerging standard
  • 49. Most Experts Thought We’d Fail…  Building a box  Unproven Protocol (iSCSI)  Using SATA disks in a storage array  Storage moving to IB or 4GB FC  Automation in Storage was not possible  All-inclusive pricing model  Mid-market focus  Channel sales model  Customer loyalty
  • 50. EqualLogic’s Roadmap 2001 2002 2003 2004 2005 2006 2007 Sell company NEWCO founded
  • 51. EqualLogic’s Excellent Adventure Strongly positive user & VAR beta feedback Series A financing Series C financing 2001 2002 2003 2004 2005 2006 2007 Series B financing New CEO CEO replaced; Paula named interim CEO Paula quits 100th customer Yet another new CEO FCS to Raytheon, Fidelity and Amherst Computer NEWCO founded
  • 52. EqualLogic’s Excellent Adventure Strongly positive user & VAR beta feedback Series A financing Series C financing Sell company File S-1 Storage Magazine 2001 2002 2003 2004 2005 2006 2007 Series B financing CEO replaced; Paula named interim CEO major customer crisis New CEO Paula quits 100th customer Yet another new CEO Sales VP replaced CFO replaced 2nd delay of major product release 1st quarterly sales decline; don’t know why Paula agrees to stay on as VP of Products FCS to Raytheon, Fidelity and Amherst Computer NEWCO founded New CFO and Sales VP #1-ranked midrange array VPE quits
  • 53. Ingredients to Build a Successful Enterprise Company Ingredients  Large Addressable Market  Radically Simplify or Remove High Value Tasks  Change the Business Model  Incent VARs to Sell Your Product  Happy Customers  Great Team • Multi-Billion dollar Market • Enabled IT Generalist to be SAN/Storage Experts. • Removed barriers to Scale Storage • All Inclusive Software Licensing. • No Array Left Behind • Excellent Margins • Protect Deals • 98% Customer Satisfaction • Multi-Billion dollar Market • Turning storage from a container to an assets • Enable IT Generalist to surface insights from their data • Tightly integrate the solution into a companies business processes • Allow Partners to have a business conversation with the buyer • Protect Deals • Enables Resellers • Goal : 98% Customer Satisfaction
  • 54. You Own It…  Adherence to vision  Built what was necessary, not necessarily what would be fun  Unwavering commitment to customer and partner success  It is about making money  You must relentlessly and ruthlessly test, tune and (only then) scale your business model  Create a culture that doesn’t vibrate through the inevitable ups and downs
  • 55. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Welcome Neoclosure 55 Grace Teo and Kavita Raghavendran
  • 56. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Neoclosure: magnetic seams Value Proposition: • Very discreet & sleek function; Looks like a fabric seam • Faster than zippers, and requires less hand function • Quieter than Velcro, and self-aligning Mission: Give designers a new way to incorporate accessible fabric openings/closures into products without compromising aesthetics
  • 57. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Let’s help Neoclosure with their Roadmap… • Value Prop? • Vision / Mission? • Describe the road you see ahead (market evolution) • How you imagine your journey? (milestones, tangible steps?) • Class: what do you think? 57
  • 58. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Neoclosure roadmap? Increasing VALUE Decreasing RISK
  • 59. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap What are you missing? How much of this is incomplete or missing? • Team • Value Proposition • Product • Go-To-Market • Business Model … and many others
  • 60. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Incomplete stand outs are better than complete stand ups! • We looking for outstanding: – People – Technology or other disruption – Market opportunity • One outstanding of the above literally stands out vs. all good, but none great • We don’t expect complete – Team – Product – Value prop – GTM plan – Business Model • Entrepreneurs don’t need all the answers! – Self aware, listening, leaders…
  • 61. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap
  • 62. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Do you have the right questions?
  • 63. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap What questions should Neoclosure be asking? How could he/she get help? (Not just answers?) 63 Mentorship article: Want the Gift of Mentorship? 3 Skills for Mastering the Art of Mentorship
  • 64. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap What else are you missing?! How much of this is incomplete or missing? • Team • Value Proposition • Product • Go-To-Market • Business Model … and many others MONEY? See “Funding Strategies To Go The Distance”
  • 65. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Stages - investment Ideation Confirmation Creation Validation Repeatability Scalability Profitability Predictability Increasing VALUE Decreasing RISK See: www.startupsecrets.com/resources/funding-strategies
  • 66. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Complete Startup Secrets Workshops 1. Startup Roadmap 2. Building a Compelling Value Proposition 3. Company Formation 1 - Vision, Mission, Culture 4. Company Formation 2 - Hiring 5. Game Changing Business Models 6. Go To Market 1: Strategy 7. Go To Market 2: Tactics 8. Getting Behind the Perfect Investor Pitch 9. Funding Strategies to go the Distance 10. Turning Products into Companies 11. Have You Got What It Takes? Full descriptions of all can be found at: www.startupsecrets.co m
  • 67. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Upcoming Workshops See http://mjskok.com/events for details and sign up • 10/15 - How to Be Mentored DONE! • 10/30 - Startup Roadmap DONE! • 11/5 - Building a Compelling Value Proposition • 11/20 - Company Formation 1 - Vision, Mission, Culture
  • 68. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Sign up at … www.startupsecrets.com mjskok.com @mjskok /mjskok linkedin.com/in/mjskok bit.ly/mjskok-google bit.ly/mjskok-youtube
  • 69. Harvard innovation lab : Michael Hi J Skok : Startup Secrets : Roadmap Thank you… Paula Long, Data Gravity 69 and Grace Teo and Kavita Raghavendran, Neoclosure
  • 70. Harvard innovation lab : Michael J Skok : Startup Secrets : Roadmap Thank You! STARTUP SECRETS #startupsecrets MICHAEL J SKOK Hi Harvard innovation lab startupsecrets.com @mjskok

Notes de l'éditeur

  1. But where should you start in your Pitch? Just like I did here, give an Agenda of what you’re going to cover, mainly to set expectations. What expectations you ask? Well, given my comment earlier that presentations often replace business plans, it’s important to set out your pitch. Is it a comprehensive coverage of your business that will go into detail covering your entire business plan, or is it brief introduction to your business to encourage your audience to learn more in person? Or is it something in between like an update to your current stakeholders on progress in the business with an interim capital raise? Whatever the case, present your agenda and set your audience’s expectations clearly so you can exceed them with that Steve Job’s like zeal for “one more thing” to put your audience over the top.
  2. To entertain you along the way, as this is  pretty dry subject, I will tell a story, as that is often a key element of any presentation. Usually it’s a story about you and how you came to decide to devote your working life to this new idea. In my case it is the story of a recent trip I made and you can try to guess where I was and then as you do I’ll tell you my story. It's in italics if you want to skip it during this read and just focus on the main slides So here is my starting point on that journey. It was a hazy morning. I really couldn’t see much except a few glimpses of the fall foliage. But I’ll tell you it wasn’t New England as you can probably tell from the terrain.
  3. Ash’s initial idea
  4. Ash’s initial idea
  5. Ash’s initial idea
  6. Amazon
  7. For (target customers—beachhead segment only)  Who are dissatisfied with (the current market alternative)  Our product is a (new product category)  That provides (key problem-solving capability).  Unlike (the product alternative),  We have assembled (key whole product features for your specific application). Moore, Geoffrey A. (2009-03-17). Crossing the Chasm: Marketing and Selling Technology Project (p. 154). Harper Collins, Inc.. Kindle Edition.
  8. For Great Wall of China, the value proposition was really quite simple, protect the Chinese from the northern nomadic invaders like the Mongols or risk losing their country. And as I walked along the Jinshangling section, I could not help but be struck by the domineering watchtowers, of which there were no less than 67 on this section alone.
  9. In this picture I capture a section of the wall where the contrast between the new bricks on the left and the old bricks on the right is clear. Your value proposition should be equally clear.
  10. However you describe your value proposition, ensure your audience really “gets it”, before proceeding.  And be careful not to make any assumptions here, that may come out of your familiarity with the opportunity. Instead be explicit about what could  simply not be done without the solution you are proposing and why that is so compelling.  (One other word of caution here. Many entrepreneurs, particularly technically driven thinkers spend too long on this section of the pitch. Just present it and don't try to describe every detail of the solution, no matter how proud you are of it! Present just enough to be clear as to why it is a breakthrough. And then use outside examples as proof points. See later on for more of this. ) You can test you value proposition without buiding a product by trying out this story and validating what customers are experiencing now, and what they would pay to get to the “after” scenario…
  11. Ultimately no matter what you claim, examples and case studies that proved from your customer’s viewpoint what you can deliver, are more credible than anything else. So if you have that proof try to explain the tangible benefits the customers are enjoying from your solution. And try to explain in terms of ROI and payback period.  As investors these mean more to us than random superlatives. But for you as an entrepreneur they should also help you in the pitch to your customers.  To state the obvious if you can walk in with a solution that takes just a few days to show results and thereafter provides a clear ROI, it will be much more successful than an offering that takes months to implement years to show a return and is not measurable in dollars and cents For extra credit articulate in these proof points how from your own viewpoint the solution was both easily and repeatedly sold and therefore represents a scalable business for you. This will help you lead up to your business model and how you will make money from it later in the presentation.
  12. As I looked down the wall,  I imagined the immense vision one must’ve had to have even started the wall.   As I took this photo, I began thinking about how many bricks must’ve been used to build it.  I subsequently learned that in fact before the use of bricks the Great Wall was mainly built from rammed earth stones and wood. It was only during the Ming Dynasty that bricks and other new materials such as  bricks and tiles came to be used and helped quicken the pace of construction. 
  13. People often don’t include the 3rd point around customer urgency. You could say it’s optional, but in uncertain economic times, the default option for any customer is to do nothing. It’s incumbent on you to make sure that your solution, is considered at the top of the list of other potential projects or priorities, as many vendors will no doubt be vying for dollars from your potential customer. And remember that as a startup, you will usually be seeking funds from an existing budget,  so you’re actually displacing planned spending priorities. Hence understanding customer urgency is very important.
  14. People often don’t include the 3rd point around customer urgency. You could say it’s optional, but in uncertain economic times, the default option for any customer is to do nothing. It’s incumbent on you to make sure that your solution, is considered at the top of the list of other potential projects or priorities, as many vendors will no doubt be vying for dollars from your potential customer. And remember that as a startup, you will usually be seeking funds from an existing budget,  so you’re actually displacing planned spending priorities. Hence understanding customer urgency is very important.
  15. This  should lead you up to describing your vision, for how the market will evolve and how you plan to lead it.   Vision is very important to us, because you will usually be looking at  markets that will emerge over many years.   And  because it will be important to be early  into a market to lead the  it, we look for entrepreneurs who have the vision to see how it will unfold into a big opportunity down the road. What are the possibilities opened up by your vision?
  16. NOTE: Hyperlink is in the diagram
  17. Insert this slide