A talk on startup life cycle from start to 'done'. Covering all key concepts along the way. The title was a shout out to Peter Thiel books, Zero To One, which is one of top books on the topic of startup especially on innovation and distruptive tech.

1. Business Model Canvas
Izwan Wahab

2. Business Model Canvas
Izwan Wahab

3. Business Model Canvas
Izwan Wahab
Zero to Done

5. Mission
● To understand how business
was built, in real world

6. Mission
● To understand how business
was built, in real world
● Hint: not in a day

7. Mission
● To understand how business
was built, in real world
● Hint: not in a day
● Another hint: with blood, sweat
and tears, and a lot of luck

8. Why Me?
● 3 Startup
● 1 dead meat and quit another one (long story)
● Currently work as senior programmer in a well
funded startup
● Still experimenting with so many things (none
unprofitable, some has paid for my house
downpayment)

9. Lets Talk Business...

10. The Flow
What phases do business goes
from zero to 'done' ?

11. The Flow
Preparation
Start
Iterate
Take Off
Repair
Fuel Growth
Done

12. Preparation
Win the game before it even
started. How?

13. Preparation
Win the game before it even
started. How?
By only play the game you can
win!

14. Preparation
Win the game before it even started.
How?
By only play the game you can win!
Can win = the rules are to your
advantage!

15. Preparation
● Body
● Mind
● Spirit

16. Preparation
● Body
● Mind
● Spirit

17. Preparation: Body
● Eat well (cooked, not processed)
● Drink Enough Plain water (25%
of body weight)
● Enough Sleep (don't depend on
caffeine)
● Get Sweat, Run some miles

18. Preparation: Mind
● Be In Control of your thoughts
● Practice Meditation (Khusyu`)
● Read
● Play Hard

19. Preparation: Spirit
● Give (any resources, anytime,
without being asked for)
● Get a calm Hobby
● Dhuha and Qiyam
● Parents Blessing

20. Preparation: Spirit
● Take care of yourself, no body
else will.

21. Preparation: Spirit
● Take care of yourself, no body
else will.
● Because you need to be in top
condition, so that you can take
care of your TEAM

22. Preparation
● Ready?

23. ● Ready? Lets Do this!

24. START
● First step: most important step
● “The seed will determine the
fruit”

25. START
● First step: most important step
● “The seed will determine the
fruit”
● Customer Development

26. START: Customer Dev.
● Never start with what you wanna sell
● Always start with “who has a dire
problem”
● Business is about “solving problem for
a fee”
● Not about “Do you want to buy this?”

27. START: Customer Dev.
● List Down 10 name who you can
have their 'time'
● Make sure they have 'buying
power'
● Set time to have a chat at THEIR
PLACE
● Stick to the schedule

28. START: Customer Dev.
● To ask:
● What are you 'thinking' about right
now?
● Any pressing problem? I can help
find a solution, for free
● Anybody else you like me to help
them?

29. START: Customer Dev.
● Focus on “exploring their day-to-
day challenge”
● Help them solve that, what ever
it may be.
● Decide if it is worth to explore
more AFTER helping them solve
it.

30. START: Customer Dev.
● Keep exploring with more people
that been referred.
● When to stop? When that very
people throw money at you
BEFORE you help them

32. START: Customer Dev.
● That is the que to move to next
phase --->

33. ITERATE
● The 'fun' part: develop an
awesome and profitable
PRODUCT / SERVICE
'PACKAGE'
● Focus on: “Solve their problem
as cheap as possible”

34. ITERATE: The Cycle
● Like an Experiment:
● Idea – Test – Learn – Idea – Test
– Learn …. you got the drill.

36. ITERATE: The Cycle
● Never actually 'ends'
● Just put on backburner after
done
● When is done?

37. ITERATE: The Cycle
● When new user count start to
take off!
● Which is the next phase --->

38. TAKE OFF
● When product so awesome it
goes viral
● New user adoption be like the
legendary 'hockey stick'

39. TAKE OFF: Viral

40. TAKE OFF: Extremely
Viral

41. TAKE OFF: What Really
Happens

42. TAKE OFF: WARNING
● Be warned:

43. TAKE OFF: WARNING
● Be warned:
● The ride can be crazy!

44. TAKE OFF: WARNING
● Be warned:
● The ride can be crazy!

45. TAKE OFF: WARNING II
●
The 2nd
biggest startup killer is in
this exact phase:

46. TAKE OFF: WARNING II
●
The 2nd
biggest startup killer is in
this exact phase:
● Expense shot up, and not
enough money to pay for it.

47. TAKE OFF: WARNING II
●
2nd
? What is the first one?

48. TAKE OFF: WARNING II
●
2nd
? What is the 1st
one?
●
1st
one: Run out of money,
BEFORE Take Off.

49. TAKE OFF: END
● This phase should be quick
● After celebrate for a day, quickly
enter next phase ---->

50. REPAIR
● Where we patch all problems:

51. REPAIR
● Where we patch all problems:
● Product Wise

52. REPAIR
● Where we patch all problems:
● Product Wise
● Support

53. REPAIR
● Where we patch all problems:
● Product Wise
● Support
● Business wise

54. REPAIR
● Where we patch all problems:
● Product Wise
● Support
● Business wise
● To achieve: CAC < LTV

55. REPAIR
● Where we patch all problems:
● Product Wise
● Support
● Business wise
● To achieve: CAC < LTV

56. REPAIR

57. REPAIR

58. REPAIR

59. REPAIR

60. REPAIR

61. REPAIR
● How to repair?
● Decrease CAC
● Increase LTV

62. REPAIR: CAC
● Decrease CAC
● “Get A Customer as cheap as
possible”
● Cheap Prospect source
● Or Efficient Conversion

63. REPAIR: CAC
● Decrease CAC
● Copywriting
● Growth Hack
● Viral Engine
● Content Marketing
● Engineering Marketing

64. REPAIR: LTV
● Increase LTV
● Sell more item with higher price
to more people in less time

65. REPAIR: LTV
● Increase LTV
● Upsell
● Cross Sell
● Down Sell
● Gamification
● Discount

66. REPAIR
● Got CAC < LTV ? Our Business
Model was done! Yay!
● Next phase --->

67. FUEL GROWTH
● The 'Money' phase

68. FUEL GROWTH
● The 'Money' phase
● 1 dolar into sales engine, 2 dolar
come out of it

69. FUEL GROWTH
● The 'Money' phase
● 1 dolar into sales engine, 2 dolar
come out of it
● The question: How much money
we want to put in?

70. FUEL GROWTH
AS MUCH AS POSSIBLE!
When?
YESTERDAY!

71. FUEL GROWTH
● 2 Way:
● Reinvest profit into sales engine
● Limited sum of money
● 100% ownership of company,
ergo, profit

72. FUEL GROWTH
● 2 Way:
● Take investor money
● Unlimited supply of money
● Minor % ownership of company,
ergo, profit

73. FUEL GROWTH
● Super Short course on How to
Pitch to Investor:
● Show graph with new customer
count, profit and expense line.
● Investor will throw money at you.

74. FUEL GROWTH
● Show this:

75. FUEL GROWTH
● Get this:

77. FUEL GROWTH
● Not guaranteed, but most likely
● (some investor are too
misinformed / stupid to
understand that graph anyway)
● (i`ve met some of them. stop
arguing with me)

78. FUEL GROWTH
● When will the growth end?
● Untill we cannot grow anymore
● AKA: market saturation
● Where everybody in the market
use our product

80. The Flow: Recap
Preparation
Start
Iterate
Take Off
Repair
Fuel Growth
Done

81. READ THIS BOOKS

82. READ MY BOOK

83. SPECIAL FOR YOU
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