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DKParker.com/Blog @DaveParkerSEA Dave Parker - CEO Code Fellows Launch vs. Scale How not to fool yourself with your idea.

Startup Launch vs. Scale

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DKParker.com/Blog @DaveParkerSEA

Dave Parker - CEO Code Fellows

Launch vs. Scale How not to fool yourself with your idea.

DKParker.com/Blog @DaveParkerSEA

About Dave ❖ CEO, Code Fellows - Software Development Training

Program, based in Seattle, Chicago, Portland - coming soon to Brasil

❖ 5X Founder. 9 Deals, 6 sell side 3 buy side

❖ Entrepreneur in Resident for Mitsui Capital

❖ SVP Program at UP Global (Startup Weekend) Now Techstars

❖ Startup Founder, Mentor, Board Member

DKParker.com/Blog @DaveParkerSEA

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Both Ideas and Execution Matter

DKParker.com/Blog @DaveParkerSEA

Launch vs. Scale

❖ Your product vision is likely to reflect your scale solution

❖ The launch solution will be smaller, less features

❖ At Launch you get one business model - not multiple!

❖ Goal: Survive!

DKParker.com/Blog @DaveParkerSEA

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DKParker.com/Blog @DaveParkerSEA

Know Your Market - Really!

❖ Total Addressable Market (TAM)

❖ Serviceable Addressable Market (SAM)

❖ Launch Addressable Market (LAM) - the first customer segment you can sell

❖ Tightly define your first 10 - 100 - 1000 customers

DKParker.com/Blog @DaveParkerSEA

Go To Market❖ Methodology

❖ Target Customer hypothesis

❖ Yes/No are they or aren’t they

❖ What questions to ask

❖ Do they have the pain?

❖ Will they pay for it? How much or how often

❖ If not, why not?

❖ What data to gather

DKParker.com/Blog @DaveParkerSEA

Data Trumps Opinion

❖ If you talk to an investor and you have data, it trumps their market opinion

❖ Data also trumps your opinion

❖ Go out and get the data

DKParker.com/Blog @DaveParkerSEA

Get Out of the Building

❖ Ideas die from lack of exposure - not over exposure

❖ Go interview 50 potential customers

❖ Test you hypothesis

❖ Be willing to be wrong

❖ If it’s the right market, but wrong idea you can pivot

DKParker.com/Blog @DaveParkerSEA

Pre-Mortem

❖ Prevent a Post-Mortem

❖ If your idea is going to die… Why?

❖ Lack of sales comes before lack of capital?

❖ Customer Acceptance?

❖ Founder conflict?

❖ Flawed hypothesis?

DKParker.com/Blog @DaveParkerSEA

Vanity Metrics

DKParker.com/Blog @DaveParkerSEA

Q&A