AGENDA CROSSING THE POND: FINDING YOUR AMERICAN AUDIENCE Courtney Boyd Myers Founder, audience.io & 3460 Miles

INTRODUCTION Working with Fueled, Geckoboard, Makeshift, SHADOW, Transferwise, SecretEscapes, Percolate and Startup Institute Director of Audience Development at General Assembly London Writer at Wired UK, The Daily Beast & The Next Web Adviser at Second Home and Breadcrumbs Mentor at BBC WorldWideLabs, Seedcamp, Ignite100 Community Member of Sandbox, Summit Series & ICE COURTNEY BOYD MYERS @CBM FOUNDER, AUDIENCE.IO & 3460 MILES, HUSTLE & KALE

AGENDA Startup Landscape Picking Your City Logistics: The Nitty Gritty Funding Brand + Messaging Community Marketing PR + Media 10 Takeaway Tips for CEOs Q & A

CROSSING THE POND Mobile Ubiquity Changing Workforce (Messaging + Productivity) Data, Data, Data (+Analytics) P2P Economy Gen Y Hardware The Intertwingularity STARTUP LANDSCAPE Image: Shutterstock

CROSSING THE POND TO BUILD SUCCESSFUL PRODUCTS FOR TOMORROW, YOU MUST LIVE IN THE FUTURE TODAY. !

CROSSING THE POND BEING THE BEST, BEING AUDACIOUS & BEING COURAGEOUS IS A STATE OF MIND. ! FIND YOUR NICHE & SET YOUR SIGHTS ON BEING A WORLD LEADER.

7 BRIDGING THE ATLANTIC CROSSING THE POND What makes the U.S. a great target market? ! 316+ million people Digital ad spend of $110 billion in 2013 Greater amounts of venture capital Bigger exits ! Not bad Europe, but still a ways to go.

8 WHICH U.S. CITY IS RIGHT FOR YOUR BUSINESS? CROSSING THE POND ! ! Size of startup ecosystem, type of industries represented, access to talent, investors and media are just some of the factors to consider when deciding which city is right for you. ! (Also weather, restaurants, nightlife, babes and beach destinations, right?)

CROSSING THE POND NEW YORK CITY Silicon Alley ! Hyphen-Tech: Finance, Advertising, Fashion, Music and Media (sounds like London, ya?) ! About that Media... Image: Shutterstock

CROSSING THE POND AppNexus Artsy BarkBox Bitly Birchbox Etsy Fab Fueled NEW YORK CITY STARTUPS General Assembly Gilt GroupMe Foursquare Kickstarter MakerBot NewsCred OKCupid ! !* More extensive list can be found at: http://nytm.org/made-in-nyc Quirky SailThru SecondMarket Thrillist Tumblr Warby Parker Yipit ZocDoc

CROSSING THE POND GET INVOLVED: NEW YORK CITY New York Tech Meetup nytm.org We Are NY Tech wearenytech.com Hack NY hackny.org Internet Week internetweekny.com Social Media Week socialmediaweek.org 3460 Miles 3460miles.com Raised By Us raisedby.us NYC Digital nyc.gov/digital Made In NY wearemadeinny.com

CROSSING THE POND SAN FRANCISCO ! Epi-center, Mecca Mono-Culture The future is made here Tech-Tech About that Money... ! According to CrunchBase data, the amount of funding raised by start- ups in California in July 2013 was $1.4 billion Image: Shutterstock

CROSSING THE POND SAN FRANCISCO STARTUPS Airbnb AdRoll Asana Band Page Dropbox GitHub Good Eggs Gumroad ! ! Lyft Mixpanel NewHive New Relic Optimizely One Kings Lane Path Pinterest Quantcast Strongloop Square Stella & Dot TaskRabbit Tripit ZenDesk ZenPayroll

CROSSING THE POND GET INVOLVED: SAN FRANCISCO MEETUPS HACK WEEKENDS

15 HAVE YOU CONSIDERED? CROSSING THE POND ! Los Angeles Austin Boston Boulder Las Vegas Seattle Washington, D.C. Image: PandoDaily

16 ACCELERATORS + INCUBATORS CROSSING THE POND

CROSSING THE POND Lyst Conversocial Huddle Trigger.io Songkick One Fine Stay Summly Moo EUROPEAN STARTUPS IN THE U.S.A. Decoded SoundCloud Unruly Media YPlan MixCloud Hailo Qriously Skype Spotify SkimLinks 3Beards Mimecast Blippar Campalyst Neverbland Prezi

CROSSING THE POND LOGISTICS: THE NITTY GRITTY ! Taxes Legal: Contracts, LLC, S Corp, C Corp Hiring Banking, Payroll, Insurance Healthcare! Procurement Companies MoveGuides Visas... !

CROSSING THE POND VISAS 1. H1B (for large, established companies) 2. L1 (intra-company transfers) 3. E2 (closest to a startup visa) 4. O1 (alien of extraordinary ability)

CROSSING THE POND FUNDING Growing internationally is expensive You only get one shot at launching in a new city Tip: Raise money from connected angels or VCs in the city you want to launch in Get on AngelList Or have really thick bootstraps, thick skin and a rich uncle...

CROSSING THE POND TOP VC FIRMS + U.S. ANGEL INVESTORS

CROSSING THE POND MESSAGING ! Moms vs. Mums + a Jumble Sale? Jelly vs. Jam: Humor doesnt always translate! Does your startups name even translate?

CROSSING THE POND SEEKING COMMUNITY L Identify stakeholders: Target Demographics (Customers) Potential Partners (Marketing, Business, Talent, and Investors) Then seek those groups of people at local events, coworking spaces, online (Stalking, YES!) and in the media (read! Do your HW.)

CROSSING THE POND BUILDING COMMUNITY ! Send someone senior across the pond Hire locally Choose reputable local partners Seek government support Seek big brand support Establish ambassador programs and systems that support evangelists

CROSSING THE POND HIRE LOCALLY Hiring a local expert with industry street cred will help you: Tap into local insights, contacts and deal opportunities Avoid market pitfalls + no-nos Get your business plugged in faster Know the local competition To hire locally: Tap your networks and get personal recommendations Use startup built recruiting services like hired.com

CROSSING THE POND DIGITAL MARKETING Create a localized website or localize your product page in the App Store / Google Play Paid Advertising: Media, Social + Google AdWords + Retargeting Campaigns (AdRoll) Build Virality (also Vitality + Virility!) into your Product (a la Launchrock) Social Media Marketing: Facebook, Twitter, Linkedin, Pinterest, YouTube, Tumblr, Foursquare, Instagram, etc.

CROSSING THE POND MARKETING TRENDS Crowdfunding as a marketing tool ! Content Marketing ! Product Marketing ! Promotions ! Company Culture as a marketing tool ! Social Good as a marketing tool ! Sidenote Marketing

CROSSING THE POND 28 CONTENT MARKETING Content marketing is a cost effective, smart and scalable way to acquire customers ! Content should include educational, analytical industry-related blog posts mixed with fun, viral content like infographics ! Content marketing should be authentic and show your companys culture (culture marketing)

CROSSING THE POND CONTENT MARKETING Write brilliant blog posts showcasing your expertise ! Content marketing can be easily enhanced with social media marketing and content syndication ! Your content marketing should support your companys SEO efforts

CROSSING THE POND PRODUCT AS MARKETING! Hotmails growth was almost entirely due to a Get your free email at Hotmail sentence at the bottom of every email. ! Airbnb reverse-engineered Craigslist to let users post listings automatically despite no public Craigslist API. ! Allowing users to embed videos was key to the success of YouTube and Vimeo ! Slideshare included a plain-text link in their embed code, driving traffic back to their site to get an SEO boost to boot. ! Dropbox incentivized referrals by giving free extra storage space a strategy they claim accounted for 60% of their growth. Source

CROSSING THE POND PROMOTIONS ! Choose Partners with aligned demographics and big audiences ! Choose Promotion Channels and promote content on a steady drumbeat ! Collect email addresses and social information at every turn

CROSSING THE POND USING SOCIAL GOOD AS PR Your actions speak louder than words.

CROSSING THE POND SIDENOTE MARKETING

34 SOCIAL MEDIA: TOOLS OF THE TRADE ! CROSSING THE POND Facebook Twitter Pinterest Tumblr LinkedIn Foursquare YouTube Instagram ! SocialRank Edgar Mention Hootsuite Buffer

CROSSING THE POND NOTHING BEATS NETWORKING The single most effective way to get an article on any publication is to know someone at the publication. - @DavidSpinks

36 EVENTS + CONFERENCES CROSSING THE POND ! SXSW CES TED TechCrunch Disrupt The Next Web NYC AllThingsD Fortunes Brainstorm Big Omaha ! Summit Series Foo Camp Startup Weekend Catalyst Week YxYY WeWork Summer Camp Burning Man

CROSSING THE POND GET SOME PRESS! WAIT, WHY DO YOU NEED PRESS? 1. Users 2. SEO 3. Building Credibility + Trust 4. Raising Money 5. Testing Out a New Idea 6. Recruitment Source

CROSSING THE POND I NEED USERS! Common but often misguided Entrepreneurs tend to set expectations too high Viral and WOM marketing are usually more powerful channels for startups, but press is a great way to get the loop going. Target: Whatever your perspective customers or users read. A tool for small business might pitch Inc., while a sports app could target ESPN. Source

CROSSING THE POND SEO Getting wide press coverage across a variety of press outlets w/ PR 5+ scores is a great way to boost your SEO Source Target: Low-hanging fruit; smaller blogs, sometimes the ones no one has heard of! And PR newswires.

CROSSING THE POND BUILDING CREDIBILITY Source Target: Go for big names!

CROSSING THE POND RAISING MONEY This is repeatedly the number one benefit of getting press that startups mention to me To aim your story at investors mention impressive usage metrics or key hires Source Target: TechCrunch, The Next Web, GigaOm and the Wall Street Journal.

CROSSING THE POND TESTING OUT A NEW IDEA Without more than 100 users, how can you know if your MVP is right for the market? ! Its very tempting to use press to test an MVP but if its a total flop it will be burned permanently on the Internet Source

CROSSING THE POND WAKEFIELDS PAPER NAPKIN PITCH The Paper Napkin Pitch started because TechCrunch said theyd write about one of Wakefields events but needed a new angle other than just an event cover. So the Founders came up with the idea of having attendees write ideas on napkins and win prizes: The Paper Napkin Pitch. While they scrambled to set it up, its now their most desirable sponsorship package.

CROSSING THE POND SLIDEBEAN Scored blog posts on TechCrunch and The Next Web Took 3 months to plan in advance Took time to develop relationships Followed + interacted w/ journalists on social networks Took photos personalized for journalist in their travels around the world Kept pitch email short + sweet Submitted through Tips to TechCrunch Source

CROSSING THE POND AMPLIFY YOUR PR WITH SOCIAL MEDIA Improve your inbound ! Make more original content ! ENGAGE!- Like, Share, RT; Answer questions, tweets, comments, etc. ! Be opinionated ! Throw a Party (Get to know people IRL first) ! Make your details public + up to date !

CROSSING THE POND EXECUTING PR + MEDIA Hire a PR Firm to reach influencers and journalists To help you plan + execute your launch story For on-going press / mentions in the media For events + conferences ! Or take PR on yourself (not suggested for introverts + those with anti-social behavior!) Host events / Go on a roadshow Teach!

CROSSING THE POND PR AGENCY COSTS $3K - $30K per month Try negotiating a "success-based" PR package that gives you the security of knowing that you will only pay for PR if certain pre-determined goals for coverage are met. If those goals are not met, you wont have to pay. If the goals are reached, you will be happy to pay, because youre paying for actual results.

CROSSING THE POND WHATS THE STORY? Weve launched Funding Trend Stories Weve hit X # of users New features Acquiring Major, new hire Hint at future plans ......But first... Can you name at least 3 tech journalists in the U.S.? !

49 CROSSING THE POND AMERICAN MEDIA LANDSCAPE Follow: ! @Eldon @Alexia @ChrissyFarr @JennyDeluxe @Hamburger @ADRJeffries @ErinGriffith @HarrisonWeber @LanceUlanoff @GilbertJasonO @KaraSwisher

CROSSING THE POND ALSO READ... Blogs Fred Wilson (A VC) http://avc.com Chris Dixon http://cdixon.org Paul Grahams Essays http://paulgraham.com Hacker News http://news.ycombinator.com http://www.wework.com/magazine ! !Newsletters The Fetch http://thefetch.com 3460 Miles http://3460miles.com Startup Digest http://startupdigest.com

STARTUP BRANDS TO WATCH CROSSING THE POND

52 10 TIPS FOR CEOS CROSSING THE POND 1. Ask yourself: The What, Why and a little bit of How.

53 10 TIPS FOR CEOS CROSSING THE POND 1. Ask yourself: The What, Why and a little bit of how. 2. Identify competitive or similar companies that have failed and succeeded before

54 10 TIPS FOR CEOS CROSSING THE POND 1. Ask yourself: The What, Why and a little bit of how. 2. Identify competitive or similar companies that have failed and succeeded before in your target market and make sure you have a deep understanding of WHY. 3. Get used to doing business fast

55 10 TIPS FOR CEOS CROSSING THE POND 1. Ask yourself: The What, Why and a little bit of how. 2. Identify competitive or similar companies that have failed and succeeded before in your target market and make sure you have a deep understanding of WHY. 3. Get used to doing business fast 4. Read. For the love of god, read.

56 10 TIPS FOR CEOS CROSSING THE POND 1.Ask yourself: The What, Why and a little bit of how. 2. Identify competitive or similar companies that have failed and succeeded before in your target market and make sure you have a deep understanding of WHY. 3.Get used to doing business fast 4. Read. For the love of god, read. 5. Hire locally

57 10 TIPS FOR CEOS CROSSING THE POND 1. Ask yourself: The What, Why and a little bit of how. 2. Identify competitive or similar companies that have failed and succeeded before in your target market and make sure you have a deep understanding of WHY. 3. Get used to doing business fast 4. Read. For the love of god, read. 5. Hire locally 6. Pack Yourself! You need to meet with local partners, customers and make time for meetings with local media.

58 10 TIPS FOR CEOS CROSSING THE POND 1. Ask yourself: The What, Why and a little bit of how. 2. Identify competitive or similar companies that have failed and succeeded before in your target market and make sure you have a deep understanding of WHY. 3. Get used to doing business fast 4. Read. For the love of god, read. 5. Hire locally 6. Pack Yourself! You need to meet with local partners, customers and make time for meetings with local media. 7. Ask for help, guidance and introductions

59 10 TIPS FOR CEOS CROSSING THE POND 1. Ask yourself: The What, Why and a little bit of how. 2. Identify competitive or similar companies that have failed and succeeded before in your target market and make sure you have a deep understanding of WHY. 3. Get used to doing business fast 4. Read. For the love of god, read. 5. Hire locally 6. Pack Yourself! You need to meet with local partners, customers and make time for meetings with local media. 7. Ask for help, guidance and introductions 8. Be open-minded to new approaches and new ideas

60 10 TIPS FOR CEOS CROSSING THE POND 1. Ask yourself: The What, Why and a little bit of how. 2. Identify competitive or similar companies that have failed and succeeded before in your target market and make sure you have a deep understanding of WHY. 3. Get used to doing business fast 4. Read. For the love of god, read. 5. Hire locally 6. Pack Yourself! You need to meet with local partners, customers and make time for meetings with local media. 7. Ask for help, guidance and introductions 8. Be open-minded to new approaches and new ideas 9. Make Friends with Founders, Investors, Journalists, Wannapreneurs, Coworking Space Heads, the Cleaning Ladies and everyone in between!

61 10 TIPS FOR CEOS CROSSING THE POND 1. Ask yourself: The What, When and Why. 2. Identify competitive or similar companies that have failed and succeeded before in your target market and make sure you have a deep understanding of WHY. 3. Get used to doing business fast 4. Read. For the love of god, read. 5. Hire locally 6. Pack Yourself! You need to meet with local partners, customers and make time for meetings with local media. 7. Ask for help, guidance and introductions 8. Be open-minded to new approaches and new ideas 9.Make Friends with Founders, Investors, Journalists, Startup Wannabes, Coworking Space Heads, the Cleaning Ladies and everyone in between 10. Start now

CROSSING THE POND Thank you! ! Q&A ! cbm@audience.io ! @CBM