Kyiv Outsourcing Forum 2018

1. How could outsourcing
build REAL product
startups?
Ragnar Sass

2. Founder / Angel
✔ Coder by heart, marketing & manager by title
✔ Garage48 - 70 hackathons
✔ Pipedrive - CRM for SMBs
✔ LIFT99 - skill sharing platform from founders to founders
✔ Angel investor 5 global startups

3. Pipedrive

4. 2016 - 14th fastest growing
software company in US!

5. 2016: best private sector employer
in Estonia

6. Pipedrive tower - 2018

7. Bad news
✔ Selling hours is not scalable. NO
✔ + India, Pakistan & Africa is on the rise
✔ THE BEST product companies don't use outsourcing
✔ Does Outsourcing have any glorious future ?

8. Good news
✔ Outsourcing companies has HUGE talent pool
✔ Many are very experienced building great product
✔ Some of them can be great founders
✔ so … potential is huge

9. Startup ???
✔ Startup is a company designed to grow fast!
✔ FAST means every week! Monthly 10% min!
✔ Global ambitions with scalable product
✔ Super motivated founders & team

10. TOGGL

11. Fundable startup?
✔ Founders team has at least 65% before serious A
round
✔ At least 10% option pool for employers
✔ Strong KPIs about growth
✔ Delaware, UK or Estonian company

12. HOW TO KILL
STARTUP in first day ?
✔ Not giving enough equity to founders
✔ Weak founders team
✔ Focusing too small market
✔ Staying too long in Ukraine
✔ Building product for Ukraine customers

14. HOW???
✔ Internal hackathons is great for finding great founders
✔ Investing & helping them up to 6 months
✔ Accepting failure rate 90%
✔ Success = REAL revenue or fundraising from
experienced investors

15. Founders
✔ Are RISK takers
✔ Super hardworking - ready for 24/7 marathons
✔ Learning fast. Every day.
✔ Leaders & team players to grow team

16. Elon Musk
Great companies are
built on great products

17. Client & problem
✔ WHAT IS REAL PROBLEM?
✔ Who is your real USER?
✔ WHY your client would hire you?
✔ Do you know EVERYTHING ABOUT client ?
✔ A person, not company!

18. Almost half (42%) CRM software
licenses go unused (Gartner)

19. Go & talk!
✔ How do you do X today ?
✔ What frustrates you about it?
✔ Why does it frustrate you?
✔ How will be your life different if you can do X differently?

21. CRM
System to help you
sell better

22. Eating your own dog food
✔ Pipedrive DNA is PRODUCT. From day 1
✔ Prototype was made in 2 months. 7 years love.
✔ Onboarding. Every single employee starts with product
✔ And one week of support. With real clients
✔ 2014 summer - everyone was salesman for 2 hours.

23. Rapid prototyping
✔ Started with weekend hackathons
✔ Design sprint is a good format
✔ Rough prototype - client - analyse
✔ Repeat. Repeat.
✔ Implement & polish.

24. Thank you!
linkedin.com/in/ragnarsass/
@ragnars