Download - Startup Turkey 2017 - Sam Mallikarjunan
historyWe live in the one of the most
of commerce.
interesting periods in the
“May you live in interesting times.”
We are in a mass extinction of businesses.
7
new within the last decade
1000 are >70%
of businesses on the US Fortune
01 NEW
02 NEW
03 NEW
04 OLD
75% of the companies on the
Fortune 500 list will be companies we’ve never even
heard of
2020
That means that 375 slots on the Fortune 500 are up for grabs!
375UP
GRABSFOR
The lifespan was 75 years
Fortune 500 company.
Fortune 500 company.
Fortune 500 company
Fortune 500 company.
Now that lifespan is just 15 yearsAnd soon, it’ll be only 5 years
The Fortune 500
You can no longer just buy your industry’s Uber.
You have to be your industry’s Uber.
This is because the fundamental nature of how we work
is changing.
Here’s why:
If you’re not trying to put yourself out of business,
someone else is
High
Value
LowStart 5 Years
Rate of Knowledge Depreciation
20th Century
21st Century
Innovators Early Adopters Early Majority Late Majority Laggards
Trial usersVastMajority
Big BangMarket segments
Startup to Scale-up
1Getting Product Market FitSTART-UP:
Jobs-to-be-done
Step 0: Define the User
Assumption“As an x I want
to y so that I can z.”
It’s tempting (but wrong) to look at this chart for P/M fit.
Product B Does NOT Have P/M
Fit
Product A
Product A HasProduct/Market
Fit
% Active
Time
Product B
0%
25%
50%
75%
100%
Adoption is only half of P/M FitRetention is the other half
You can only grow so far without P/M fit
2Getting the Math to WorkSTART-UP:
Start with the customer, and work your way back.
“My CLTV is $1,200 and I want a COCA:CLTV of 1:3”
CoCA: $400
CoLA: $40
CoVA: $2
5% Visit-to-lead
10% Lead-to-customer
Average CLTV: $14,099
3Getting the Math to ScaleSCALE-UP:
It’s not interesting to me to give you $1 and get $3 back. I want to give you $1M and get $3M back.
Raise hand: Any Terminator fans in here?
“Bots will never replace real people. This is a
colossal waste of time.”
When you’re really good at keeping customers, you can spend more on getting customers.
Disc
ount
ed ca
sh
Time
Max Cash Consumed
Investment Period
PaybackPeriod
ProfitPeriod
Growth Leverage
Self funding point Break even point
Managers may be hurting adaptability.
A 90% scholarship for seed stage startups
www.HubSpot.com/startups
Thank You!