Live to Fight Another Day

Limited Life Experiences + Over-Generalization

Advice

- Paul Buchheit

Disclaimer

2008

:-o

Current Fundraising Environment

Source: http://tomtunguz.com/q12016-venture-market-trends/

Current Fundraising Environment

Seed -30%

Series A Flat

Series B -25%

Source: http://tomtunguz.com/q12016-venture-market-trends/

Current Fundraising Environment

Source: http://tomtunguz.com/q12016-venture-market-trends/

Seed -50% :-o

Current Fundraising Environment

:-\

Option Value and Volatility are Correlated

Option Value = Controlling Your Own Destiny

“controlling the path we are on as a company without having to depend on anyone but ourselves”

- Dan Siroker, CEO Optimizely

Source: https://blog.optimizely.com/2016/03/10/controlling-our-own-destiny/

Default Alive or Default Dead

Source: http://growth.tlb.org/#

Create a Lean Culture

Automatic Coffee Grinders are for Closers!

Reduce Costs

$0

$2,250

$4,500

$6,750

$9,000

San Francisco Portland Madison Brazil Russia

Change Your Metrics

Reckless Growth • Revenue Growth • User Growth • Website Visits • Brand Value • Number of Employees • Recruiting • Office locations

Responsible Growth • LTV - CTAC • Payback period • Sales Efficiency • Revenue per employee • Customer Churn • Customer Success • Runway

Customer Success -> Efficient CTAC

Efficiency Over Growth

• 5% increase in customer retention can increase a company’s profitability by 75%

• Attracting new customers will cost your company 4-10 times more than keeping an existing customer

Source: (http://www.forbes.com/sites/alexlawrence/2012/11/01/five-customer-retention-tips-for-entrepreneurs/#440e449717b0)

Two Highest Impact Fixes

1. Improve on-boarding

2. Reduce churn

Source: (http://www.forbes.com/sites/alexlawrence/2012/11/01/five-customer-retention-tips-for-entrepreneurs/#440e449717b0)

Make Low Cost Optimizations

Source: https://aircall.io/pricing

Open Sourcing = Content Marketing

Sell to Enterprise

Source: http://www.mailgun.com/pricing

Sell to Enterprise