Alex Giannikoulis, General Partner at Graphene Ventures Sales for Start Ups - Reaching Revenue

cc: the justified sinner - https://www.flickr.com/photos/54799099@N00

Agenda1. Who is this guy?2. Entrepreneurial Challenge:

Reaching Revenue3. Customer Development Process4. Pricing5. Managing The Floodgates6. Surviving

cc: Fotos GOVBA - https://www.flickr.com/photos/37885263@N05

Who is this guy?• 15 years Entrepreneurial Experience

• Sales Expert(ise) - B2C, B2B, B2BC International Sales [EMEA]

• Past 3 companies were acquired

• Founded & Sold the Apex Group to Level 3 (NYSE: LVL3)

• Econ & Communications from Northwestern University

cc: PhotKing - https://www.flickr.com/photos/36766427@N05♛

What am I doing now? .

• Building Graphene Ventures• VC investing in US high-

growth tech companies• Value add around defining

and implementing growth strategy (Sales, Mkting, BD)

• Helping scale revenuecc: fatboyke (Luc) - https://www.flickr.com/photos/8264376@N03

How ToReach Consistent a Revenue Stream 

cc: bob august - https://www.flickr.com/photos/8677133@N02

Challenge: Reaching Revenue• Start-up company with:

* Great product idea & infinite possible features* Limited resources* Few, if any, customers* Need cash flow / investment ASAP

cc: DarrelBirkett - https://www.flickr.com/photos/34459996@N04

REACHING REVENUE - FRAMEWORKS

1. Customer Development Process

2. Pricing Model3. Managing Demand4. Surviving

cc: LifeSupercharger - https://www.flickr.com/photos/8047705@N02

Customer Development Process

1. Deeply understand your target customers

2. Ask for advice and you’ll get money

3. Listen. Adapt. Repeat.4. Be a passionate domain expert

cc: rachaelvoorhees - https://www.flickr.com/photos/17237319@N00

Pricing1.Choose Your Positioning Vector 2.Remember the other 3 Ps3.Benchmark across

Competition, Value, & Cost4. Price Higher5. Remove All Friction to Buying

cc: Magic Robot - https://www.flickr.com/photos/54723260@N00

Managing the Floodgates

1. Create a Waiting List2. Sequential MVPs with Hard

Delivery Dates3. Grow Following4. Build Customer Steering

Committeecc: MasterBi Photography - https://www.flickr.com/photos/117677525@N06

Surviving1. Bootstrapping2. Pre-payments & Annual

Contracts3. Service-Based Revenues4. Scheduled Patience5. External Investments

cc: Grant MacDonald - https://www.flickr.com/photos/28801512@N00

Alex GiannikoulisGeneral Partner, Graphene Ventureswww.graphene.vc

@giannikouliscc: mag3737 - https://www.flickr.com/photos/50318388@N00