7-step to a successful startup zafar (berkeley)
Post on 19-Feb-2018
223 Views
Preview:
TRANSCRIPT
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
1/36
7 Steps to a7 Steps to a
SuccessfulSuccessful
StartupStartupNaeem ZafarProfessor of the Practice, Deans
Teaching FellowUniversity of California Berkeley, Brown
University
Twitter: @naeem
All rights reserved Naeem Zafar 1Startup Workshop
www.Startup-Advisor.com
http://www.startup-advisor.com/http://www.startup-advisor.com/http://www.startup-advisor.com/ -
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
2/36
Personal Background
All rights reserved Naeem Zafar 2Startup Workshop
Faculty member at Univ of California Berkeley (College of
Engineering, Center of Entrepreneursip ! Tecnology ! "aasbusiness scool# an$ UC%F
Foun$er www&%tartup'$vior&com ) a$visory to entrepreneurs
%erve$ as te CE* of +ve startup companies
orke$ in engineering, researc, marketing ! sales
E-perience at one large multinational ! 7 startups
*ne ./* (.nitial /ublic *0ering#
%ol$ Bit1er 2obile (co'foun$er ! CE*# to *racle in 3456
7aise$ over 8942 in multiple ways (C, asset sale, $ebt, angel#
Travele$ to 9; countries, live$ in 6
Brown University engineering 5 %
$vise$ or mentore$ over 5,444 entrepreneurs
http://www.startup-advior.com/http://www.startup-advior.com/ -
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
3/36
www.startup-advisor.com All rights reserved Naeem Zafar
www.FiveMountainPress.com
http://www.fivemountainpress.com/http://www.fivemountainpress.com/ -
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
4/36
Entrepreneurship
/ursuit of business opportunity witte resources tat you currently $onot control
Startup Workshop All rights reserved Naeem Zafar !
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
5/36
Startup vs. argeBusiness
Startup Workshop All rights reserved Naeem Zafar "
search execute #$ow$ %i& model #$ow$ customers'
cha$$els' pro%lems
($k$ow$ %i& model ($k$ow$ customers'
cha$$el
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
6/36
Pre-!deation
.ntersectionof tese 6forces yiel$
initial i$eas
)N*N 1+1+ S+ All rights reserved Naeem Zafar 2+1" ,
2acrotec
tren$s
Foun$er?sskills !
motivations
eepinsigts oncustomer?s
nee$s
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
7/36
"he Business Plan
at problem are you solvingA
o as tis problemA
Startup Workshop All rights reserved Naeem Zafar
Your business plan is this clarity in your mind that comes after
extensive market research & talking to your customers
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
8/36
7-Step Process# StartingScala$le Business
5& re you really an entrepreneurA3& .$entify a big unmet nee$
6& 2arket researc' vali$ate
assumptions& Customer $iscovery: wo nee$s
me moreA
& e+ne uniDue positioning
;& Con+rm scalable business mo$el
9& .nspire te rigt team
Startup Workshop All rights reserved Naeem Zafar
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
9/36
Steps for Starting %p
&ind unmet need
'alidate need
www.startup-advisor.com All rights reserved Naeem Zafar /
0i$d team
Marketresearch
evelop i& 3la$
CreateInvestorMaterials
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
10/36
Scali$g 4our 5ompa$6 All rights reserved Naeem Zafar 1+
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
11/36
(# Personal )larit*
/ro+le of an entrepreneur7 7esilience, $etermination,
perseverance
7 Creative ! resourceful
7 mis+t? of society
Gour reasons for starting
Startup Workshop All rights reserved Naeem Zafar 11
"ave clarity on wy youwant to be anentrepreneur
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
12/36
+ake up of anEntrepreneur
5& %trong convictions but He-ible ine-ecution
3& ble to work in te IfogJ
6& Knows ow to network,communicate ! sell
& Coice of life partner is crucial
Startup Workshop All rights reserved Naeem Zafar 12
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
13/36
,# !dentif* Bigpportunit*
.s tere an unmet nee$A7Most important homework
7>ot Lust a solution looking for aproblem
7*bserve people wo claim tere is
a nee$
Startup Workshop All rights reserved Naeem Zafar 1
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
14/36
Siing the pportunit*
ill tis be wort your timeA
ill tis i$ea be easy to raisemoney forA
at is wrong wit smallermarketsA
Startup Workshop All rights reserved Naeem Zafar 1!
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
15/36
Sie "he pportunit*
2arket si1e M N of people wo canbuy
OpriceON of times tey will buy
per year
Startup Workshop All rights reserved Naeem Zafar 1"
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
16/36
/# 0esearch to 'alidateAssumptions
%urveys, talk to people, groupsessions to $iscover:
7 o is intereste$ in my pro$uct orserviceA
7 "ow many suc people are tere
7 y $o tey nee$ me
7 y will tey buy from me
7 "ow many can we reac easily
7 ere are tey looking
Startup Workshop All rights reserved Naeem Zafar 1,
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
17/36
1# 2ho Needs +e +ore32arket %egmentation
Startup Workshop All rights reserved Naeem Zafar 1
%tart by intense$omain ! customer
knowle$ge rticulate pain users
ave
o as more painnow
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
18/36
4uestions .s tere a real unmet nee$ in tis area (were your pro$ucts a$$ress te
problem#A
"ow $oes ePse want to see tis problem solve$A
y ave tey not solve$ tis until now ) wat issues are preventing teproblem from being solve$A
.f a solution (or a pro$uct# e-iste$, wat woul$ it look likeA
o will use tis pro$uct (or service# ) wat are tese users looking forA"ow ba$ly $o tey want itA
at is te buying process (in oter wor$s, wo nee$s to approve tispurcase#A
at are usually te selection criteriaA
at price point will make tis $ecision a no'brainerA t wat price pointare we likely to +n$ resistanceA
at are te reasons somebo$y woul$ $eci$e not to buyA y asn?t te customer bougt tis solution from someone else until
nowA
o else may be intereste$ in solving tis problemA
o in te organi1ation is te most likely to campion solving tis problem) can . get an intro$uction to temA
Startup Workshop All rights reserved Naeem Zafar 1
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
19/36
5oing nline 0esearch
www&Qoomerang&com
www&%urvey2onkey&com
Startup Workshop All rights reserved Naeem Zafar 1/
rive traRc tolan$ing page
anding Page
Surve*
nline
)ollect
contact
www&constantContact&com
www&aweber&com
Sites.Google.com
8ell them 9alue 3rop :
;i$k to take surve6
*oogle Adwords 0ace%ook Ads
)mails to targets
http://www.zoomerang.com/http://www.surveymonkey.com/http://www.constantcontact.com/http://www.aweber.com/http://www.aweber.com/http://www.constantcontact.com/http://www.surveymonkey.com/http://www.zoomerang.com/ -
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
20/36
"arget +arket
"
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
21/36
)ustomer 5iscover*+ethod
Create a Ipro$uct brocureJ7 %ee wat people?s reaction
7 Soogle $or$s to gauge customer interest
Startup Workshop All rights reserved Naeem Zafar 21
Yo shol! have an e"tremely goo! i!ea why
yor cstomers wol! #y yor pro!ct#efore yo even start the company
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
22/36
6ow to Pick our (st)ustomer3
"
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
23/36
8#)reating 5i9erentiatedPositioning
/ositioning M $what !o yo !o%&
o else is $oing anyting close towat you are trying to $o an$
"ow $o you appear $i0erent tocustomers tat tey $oA
Startup Workshop All rights reserved Naeem Zafar 2
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
24/36
Positioning
/ositioning statement must besimple ! self e-planatory
2ake it speci+c
7Ba$: Iincrease website securityJ7Soo$: Icuts frau$ in online
transactions for commercial banksJ
2ust connect wit corecompetency
Startup Workshop All rights reserved Naeem Zafar 2!
ow ou ppear
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
25/36
ow ou ppear5i9erent to our
)ustomers
Startup Workshop All rights reserved Naeem Zafar 2"
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
26/36
:# Business +odel
"ow $o you make moneyA
7wo pays you
7wat cannels7wat gross margins
Startup Workshop All rights reserved Naeem Zafar 2,
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
27/36
Business +odel 5rives)larit*
GourCompany
icensingfee
User
Customer
2
$3
$2 $
Soogle
$
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
28/36
7# 2h* us# "he "eam
ere notto +n$ a teamA o is on a teamA
7>ot Lust your foun$ers
www.startup-advisor.com All rights reserved Naeem Zafar 2
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
29/36
2hat +akes a ;ood"eam3
at is a goo$ teamA
7Te only common trea$ amongsuccessful teams: $eep mutual
respect7 /eople wo sare your vision
7 /eople wom you ave worke$
wit7 Complementary skills
Startup Workshop All rights reserved Naeem Zafar 2/
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
30/36
"eam
Co'foun$ers
$visory boar$ members
%trategic consultants /rofessional service provi$ers
7 (aw +rm, accounting +rms, /rofessors#
www.startup-advisor.com All rights reserved Naeem Zafar +
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
31/36
2hat !nvestors ook &or3
5& Team
7 /assionate, committe$, smart, mis+ts
3& eep customer knowle$ge ! insigts
7 n unfair a$vantage
6& Traction7 /roof tat users want tis
Accelerators )=its : 0u$di$g All rights reserved Naeem Zafar 2+1" 1
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
32/36
)ulture 5i9erences
/lanning vs& $oing
Setting out of te buil$ing
Customer empaty Vnot tra$itional
market researcW
>g$iti$g >$$ovatio$? (5 erkele6 All rights reserved Naeem Zafar 2+1" 2
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
33/36
g$iti$g >$$ovatio$? (5 erkele6 All rights reserved Naeem Zafar 2+1"
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
34/36
2h* Startups !nnovate
%tartups know tat tey $on?t know
%o tey look, pivot, cange ! notworry about killing sacre$ cows
Tey innovate out of survival
>g$iti$g >$$ovatio$? (5 erkele6 All rights reserved Naeem Zafar 2+1" !
Summar*# Essential
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
35/36
Summar*# Essential6omework
Startup Workshop All rights reserved Naeem Zafar "
Many ideas
Good ideas
($met $eed
iffere$tiated 3ositio$i$g
@arket si&e
Scala%le i& @odel
Wh6 us : wh6 $ow
-
7/23/2019 7-Step to a Successful Startup ZAFAR (Berkeley)
36/36
7 Steps to a Successful7 Steps to a Successful
StartupStartupSignup =
download this$ook for free
All rights reserved Naeem Zafar ,Startup Workshop
www.NaeemZafar.co
m>free
top related