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Create Value Add
Not Value Ad(vertising)
How To:
P H I N B A R N E S
@ P H I N E A S B
Value Add
Market
it’s always competitive
L O T S O F C A S H F E W O P P O R T U N I T I E S S C A R C E C A S H F E W E R O P P O R T U N ...
My = Your$
$
$
$
$
$
$$$
$
$
$
$
$
$
$$$
Cash is a Commodity
Value
Add or…
You don’t need 

to advertise…
But you need

to add value.
To build & serve
the strongest
community of
entrepreneurs
O U R M I S S I O N
Portfolio
knowledge. shall. not. pass.
Community
pass it on!
We Can Build Better
Companies, Together
A Product for < 1%
How 

do I...
“Customer”
What do you mean by
“Marketing”
What do you mean by
73%of my referrals are
from other
founders.
The Customer
Journey
Founder
“There has never been a
company like my company.”
T H E F O U N D E R
“The reviews
were great
on Yelp…”
“You should be honored
by my lateness.”
T H E A C T U A L
E X P E R I E N C E
“Seriously?”
F O U N D E R S :
Fundraising Sucks
T H E P R O B L E M :
Buy Side Sell Side
T H E D I S C O N N E C T:
Your equity

is worth more
than my….$
$
$
$
$
$
$$$
“
”
—every investor, ever
We’re on
the sell
side
VC Founders
P R O D U C T C O N S U M E R
= =
Value their time.
P R O D U C T R E Q U I R E M E N T S
Just say “No.”
Show up prepared.
prepare, engage and follow through
P R O D U C T R E Q U I R E M E N T S
Have rhythm.
transparency communication
P R O D U C T R E Q U I R E M E N T S
Have soul.
your 1:30 may be their biggest meeting
P R O D U C T R E Q U I R E M E N T S
Yes, you
can.
Table
stakes.
Entrepreneur-Friendly
Trustworthy
Collaborative
Supportive
Experienced
Influential
Visionary
Strong Legacy
Th...
Don’t be
a douche.
T H E G O O D N E W S
Startups need
money.
(duh.)
T H E B A D N E W S
Startups don’t

need your money.
Embrace Sell Side
T H E
[PreMoney SF 2015] First Round >> Phin Barnes, "How to: Create Value Add, Not Value Ad(vertising)"
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[PreMoney SF 2015] First Round >> Phin Barnes, "How to: Create Value Add, Not Value Ad(vertising)"

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[PreMoney SF 2015] First Round >> Phin Barnes, "How to: Create Value Add, Not Value Ad(vertising)"

  1. Create Value Add Not Value Ad(vertising) How To: P H I N B A R N E S @ P H I N E A S B
  2. Value Add Market
  3. it’s always competitive L O T S O F C A S H F E W O P P O R T U N I T I E S S C A R C E C A S H F E W E R O P P O R T U N I T I E S VC VC VC VC VC VC VC VC VC VC VC VC VC VC V C V C VC VC VC V C VC VC VC VC VC V C VC C VC VC VC V C VC VC VC V C VC VC VC VC
  4. My = Your$ $ $ $ $ $ $$$ $ $ $ $ $ $ $$$ Cash is a Commodity
  5. Value Add or…
  6. You don’t need 
 to advertise… But you need
 to add value.
  7. To build & serve the strongest community of entrepreneurs O U R M I S S I O N
  8. Portfolio knowledge. shall. not. pass.
  9. Community pass it on!
  10. We Can Build Better Companies, Together
  11. A Product for < 1%
  12. How 
 do I...
  13. “Customer” What do you mean by
  14. “Marketing” What do you mean by 73%of my referrals are from other founders.
  15. The Customer Journey
  16. Founder “There has never been a company like my company.” T H E F O U N D E R
  17. “The reviews were great on Yelp…”
  18. “You should be honored by my lateness.” T H E A C T U A L E X P E R I E N C E
  19. “Seriously?” F O U N D E R S :
  20. Fundraising Sucks T H E P R O B L E M :
  21. Buy Side Sell Side T H E D I S C O N N E C T:
  22. Your equity
 is worth more than my….$ $ $ $ $ $ $$$ “ ” —every investor, ever
  23. We’re on the sell side
  24. VC Founders P R O D U C T C O N S U M E R = =
  25. Value their time. P R O D U C T R E Q U I R E M E N T S Just say “No.”
  26. Show up prepared. prepare, engage and follow through P R O D U C T R E Q U I R E M E N T S
  27. Have rhythm. transparency communication P R O D U C T R E Q U I R E M E N T S
  28. Have soul. your 1:30 may be their biggest meeting P R O D U C T R E Q U I R E M E N T S
  29. Yes, you can.
  30. Table stakes. Entrepreneur-Friendly Trustworthy Collaborative Supportive Experienced Influential Visionary Strong Legacy Thought Leader Risk-Taker Innovative Expert What do you look for in an investor? 58% 55% 35% 34% 32% 23% 12% 11% 9% 9% 6% 6%
  31. Don’t be a douche.
  32. T H E G O O D N E W S Startups need money. (duh.)
  33. T H E B A D N E W S Startups don’t
 need your money.
  34. Embrace Sell Side T H E

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