2. 2
Distro Team
Pre-Seed & Seed Stage
San Francisco &
Mountain View
Accelerator
Post-Seed
Regional & All over the
world
Distro Dojo
Post-Seed
Global Invesment
Distro Fund
27. 27
How do we make big target lists
when we can’t buy them?
28. 28
Targeting Coffee Shops
Coffee Shops working,
Needed a list, No
providers had that list
Observe
Yelp & Etsy had data,
structured already,
Web Scraping
Orient
Web scraping was
fastest & most efficient
Decide
Scraped categories &
gained new
observations about
total addressable
market
Act
30. 30
We need to sell more, do we hire
more sales people?
31. 31
Selling more Coffee Shops
Small team, keep burn
rate down, can’t hire a
ton of people
Observe
Sales automation
software being
created, one script,
many responses
Orient
Send out mass emails,
create snippets for
responses, hire virtual
assistants
Decide
Sent out 500 emails
per week, sales
people focus on
responses
Act
33. 33
How do we help customers
create listings faster?
34. 34
Delivering on Listings
Customers are
excited, dropping off
before listings are
created, listings aren’t
very good in many
cases
Observe
Data on best listings,
services exist to
outsource writing, help
customers sell more
Orient
Create mass listings
for big clients, use
virtual assistants to
collect info, outsource
the writing
Decide
Outsource creation of
listings in batches,
customers got on the
site faster and had
more requests
Act