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Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

Harvard inn...
Hi
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

Harvard inn...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Harvard innovation lab :

Hi

#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecre...
Hi
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

Harvard inn...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Harvard innovation lab :

Hi

#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecre...
Hi
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

Harvard inn...
Hi

Harvard innovation lab :

Startup Secrets :

wrap up session

@mjskok

#innovationlab

Michael J Skok :

#startupsecre...
Harvard innovation lab :

Hi

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecrets

www.startups...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Hi
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

Harvard inn...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Harvard innovation lab :

Hi

#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecre...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Hi
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

Harvard inn...
Hi

Harvard innovation lab :

Startup Secrets :

wrap up session

@mjskok

#innovationlab

Michael J Skok :

#startupsecre...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Hi
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

Harvard inn...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Hi
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

Harvard inn...
Harvard innovation lab :

Hi

#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecre...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

Product to Company

@mjskok

#startupsec...
Inventing and almost
commercializing 3-D
displays:
When “tech looking for a market”
goes from awesome, to painful, to a
pa...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecrets

w...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Hi
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

Harvard inn...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

#startupsecret...
Hi
Hi

Harvard innovation lab :
#innovationlab

Michael J Skok :

Startup Secrets :

wrap up session

@mjskok

Harvard inn...
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Startup Secrets Overview

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This presentation is designed to give you a high-level overview of the Startup Secrets series (including topics and case studies). Held in conjunction with Harvard innovation lab, the Startup Secrets series was created to provide a framework for entrepreneurs and innovators to think through some of the key steps that could accelerate their success in starting a business.

For more Startup Secrets, visit: http://www.mjskok.com/resources/introduction

Veröffentlicht in: Business, Wirtschaft & Finanzen
  • Hi Michael. I've enjoyed your video lectures. The only real complaint I have about your "SLIPPERY product" framework is that it's very difficult to google! Have you written about the ideas online? I'd like to explore them in a bit more detail than the video lecture. Thanks.
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  • thought provoking.
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  • Thank you for your presentation Michael
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Startup Secrets Overview

  1. Hi Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok Harvard innovation lab #startupsecrets www.startupsecrets.com START UP SECRETS An insider’s guide to unfair competitive advantage MICHAEL J SKOK North Bridge Venture Partners twitter: @mjskok startupsecrets.com 1
  2. Hi Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok Harvard innovation lab #startupsecrets www.startupsecrets.com START UP SECRETS An insider’s guide to unfair competitive advantage Startup Secrets Overview MICHAEL J SKOK North Bridge Venture Partners twitter: @mjskok startupsecrets.com 2
  3. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Please note • What follows are highlighted excerpts from 5 of the “Startup Secrets” workshops • Full versions of the workshops and the complete series can be found on the next page 3 3
  4. Harvard innovation lab : Hi #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com The Startup Secrets curriculum • • • • • • • • Overview Getting Behind the Perfect Pitch Building a Compelling Value Proposition Company Formation: Culture and Hiring Disruptive Business Models Go-To-Market: Strategy & Tactics Turning Products into Companies Funding to go the distance 4
  5. Hi Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok Harvard innovation lab #startupsecrets www.startupsecrets.com START UP SECRETS An insider’s guide to unfair competitive advantage Getting behind the Perfect Pitch MICHAEL J SKOK North Bridge Venture Partners twitter: @mjskok startupsecrets.com 5
  6. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Market opportunity 6
  7. Harvard innovation lab : Hi #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Incomplete stand outs are better than complete stand ups! • We looking for outstanding: – People – Technology or other disruption – Market opportunity • One outstanding of the above literally stands out vs. all good, but none great • We don’t expect complete – – – – – • Team Product Value prop GTM plan Business Model Entrepreneurs don’t need all the answers! – Self aware, listening, leaders… 7
  8. Hi Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok Harvard innovation lab #startupsecrets www.startupsecrets.com START UP SECRETS An insider’s guide to unfair competitive advantage Building a Compelling Value Proposition MICHAEL J SKOK North Bridge Venture Partners twitter: @mjskok mjskok.com 8
  9. Hi Harvard innovation lab : Startup Secrets : wrap up session @mjskok #innovationlab Michael J Skok : #startupsecrets www.startupsecrets.com Agenda - Problem Problem Ideas Solution Define Gain Pain Evaluate Value Prop Build 9
  10. Harvard innovation lab : Hi Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com #innovationlab Gain/Pain ratio • • • • • • • Revenue Cost savings Time People Competitive advantage Reputation Etc.. • • • • • • Inertia Switching costs? Default = do nothing Alternatives? Good enough = good enough! RISK on a startup • • • • • • Find (See) Try Buy Implement Deploy Own – eg TCO Pain Inertia, RISK Gain >10 10
  11. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Video Matt Johnston, CMO, uTest 11
  12. Hi Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok Harvard innovation lab #startupsecrets www.startupsecrets.com START UP SECRETS An insider’s guide to unfair competitive advantage Company Formation: Building an Enduring Company MICHAEL J SKOK North Bridge Venture Partners twitter: @mjskok startupsecrets.com 12
  13. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Building an enduring company: Roadmap… Vision Execution Value Prop Startup People Culture Enduring Company 13
  14. Harvard innovation lab : Hi #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Startup Secret: Culture • • • • Comes from YOU Comes from the top Is modeled Is valued by CONSISTENCY Startup Cultural Consistency Enduring Company 14
  15. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Video Tom Erickson, CEO, Acquia 15
  16. Hi Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok Harvard innovation lab #startupsecrets www.startupsecrets.com START UP SECRETS An insider’s guide to unfair competitive advantage Going To Market (GTM) MICHAEL J SKOK North Bridge Venture Partners twitter: @mjskok mjskok.com 16
  17. Hi Harvard innovation lab : Startup Secrets : wrap up session @mjskok #innovationlab Michael J Skok : #startupsecrets www.startupsecrets.com A Startup GTM Framework Marketing & Sales Cycle Strategies Tactics Awareness Understanding Engagement Trial OUTbound / INboound Interest Brand Positioning Messaging Social Media PR Services Audience Channel Direct vs. Channel Targeting, Segmentation Channel Development, Management, Etc. Personas Actors/Scenes Strategic Partners References Purchase • • Results Oriented, Metrics, Execution Driven Continuous Iteration & Improvement 17
  18. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com The Web: Changes (nearly) everything Negatives: Positives: • One click away • Measure everything  Competitors • Closed loop  Distractions • Lower cost Closed Loop via Web Virtual Sales, Marketing, Services  Webinars  Video  Podcasts Don’t forget the human factors  Personal touch  Relationships – better real than virtual!  Experiential learning is invaluable 18
  19. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Video Brian Halligan, CEO & Founder, Hubspot 19
  20. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Video Mark Lorion, VP Marketing, Spotfire Analytics 20
  21. Hi Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok Harvard innovation lab #startupsecrets www.startupsecrets.com START UP SECRETS An insider’s guide to unfair competitive advantage Disruptive Business Models to build Value MICHAEL J SKOK North Bridge Venture Partners twitter: @mjskok mjskok.com 21
  22. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com How can your Business Model… • Change the game? • Rewrite the rules? • Cause an innovator’s dilemma New Game New playing field New boundaries • Be as disruptive as your technology? New rules YOU choose players 22
  23. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Video Dan Dodge, Developer Advocate, Google Disrupting Leaders 23
  24. Hi Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok Harvard innovation lab #startupsecrets www.startupsecrets.com START UP SECRETS An insider’s guide to unfair competitive advantage Turning Products into Companies by Design & Architecture MICHAEL J SKOK North Bridge Venture Partners twitter: @mjskok startupsecrets.com 24
  25. Harvard innovation lab : Hi #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Friction Free, SLIPPERY products • • • • • • • Simple Low to no initial cost Installs easily Proves value quickly Plays well with others Easy to use ROI is obvious • Your customers can’t live without it – it’s stickY 25
  26. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : Product to Company @mjskok #startupsecrets www.mjskok.com Cases • Gregg Favalora, Principal, Optics for Hire – Founder Actuality Systems – @gfavalora • John McEleney, CEO Belmont Systems – Previously CEO Solidworks – @johnmceleney 26
  27. Inventing and almost commercializing 3-D displays: When “tech looking for a market” goes from awesome, to painful, to a patent sale 12 years later April 2013 Gregg Favalora Principal, Optics for Hire * Founder, Actuality Systems (1997 – 2009) gregg@opticsforhire.com Client Confidential
  28. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Video Gregg Favalora, Principal, Optics for Hire 28
  29. Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com CAD is the Basis of Every Product 4/1/13 Hi 29
  30. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Does anyone know what this is? 1-5-0-3 30
  31. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Where to sell? 11+ # Units 1 2 6-10 3 1-5 0-3 4-6 # Months 31
  32. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Video John McEleney, Former CEO, SolidWorks 32
  33. Hi Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok Harvard innovation lab #startupsecrets www.startupsecrets.com START UP SECRETS An insider’s guide to unfair competitive advantage Funding strategies to go the distance MICHAEL J SKOK North Bridge Venture Partners twitter: @mjskok startupsecrets.com 33
  34. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com The 2 best times to raise capital • With all the POTENTIAL… – Or • Plenty of PROOF ! 34
  35. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Video Steve Papa, Former CEO, Endeca 35
  36. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com NUMBER ONE Startup Secret Don’t be afraid to FOCUS! • Narrow as possible to start! – Think small targets to dominate • Which would you rather… – Expand on success? – Contract on failure? • Balance Vision vs. Execution – See post on mjskok.com #1 36
  37. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Case Studies 37
  38. Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok #startupsecrets www.startupsecrets.com Visit Startup Secrets at http://mjskok.com/resources/startup-secrets Thank you! 38
  39. Hi Hi Harvard innovation lab : #innovationlab Michael J Skok : Startup Secrets : wrap up session @mjskok Harvard innovation lab #startupsecrets www.startupsecrets.com START UP SECRETS An insider’s guide to unfair competitive advantage MICHAEL J SKOK North Bridge Venture Partners twitter: @mjskok startupsecrets.com 39

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