NYU Lean Launchpad class

1. 4 60
INTERVIEWS
Today
TOTAL
We automate the boring back-end busywork for small professional
service firms so they can focus on their passion & core competency.

2. Consultants &
Growth coaches
MARKET SIZE:
21,000
$20B
MARKET SIZE:
111,660
$100B
MARKET SIZE:
45,000
$173B
MARKET SIZE:
??
MARKET SIZE:
780,000
$201B

3. PR
digital COO
Key Partnerships Key Activities Value Propositions
Key Resources
Cost Structure Revenue Streams
Customer Relationships
Channels
Customer Segments
Accounting
Firm(s)
Consultants
Small Business Owners
• 5-25 Employees
• NO DIY’ers
• NO Curmudgeons
• Women?
• Ages 25-45?
Consulting Fees
Seeking Balance
Digital
Marketing
Remove
Busywork
Dedicated
Personal
Assistance
High Switching
Costs
Seeking Growth
In House Work
Ancillary Service
Providers
Partner
Commissions
PEO/ASO
Service
Providers
Human
Resources
Relationships
&
Partnerships
Sales &
Customer
Service
Marketing
Problem Solving
Marketing
digital COO
Referrals
Up-Sell Over
Time
Dedicated
Account
Managers
Customer
Service
Website
Staffing /
Recruiting
Marketing / New
Business
Partner
Companies
Web Dev
Analytics
Reduce Costs
Web Dev
Web App Web App
Partnership
Relationship
Managers
Renewed Focus
Growth Strategy
& Tools
Day 1 Canvas

4. Day 1 Takeaway
• Validated that there was a need - small business owners
are lacking time to handle all of their operations.
• They would be willing to outsource operations but only to a
trustworthy party who understands their business.
• All interviewees excited to schedule a free consultation

5. PR
digital COO
Key Partnerships Key Activities Value Propositions
Key Resources
Cost Structure Revenue Streams
Customer Relationships
Channels
Customer Segments
Accounting
Firm(s)
Consultants
Small Business Owners
• 5-1-25 Employees
• NO DIY’ers
• NO Curmudgeons
• Women?
• Ages 25-45? (not tested)
Consulting Fees
Lacking
Focus/Time
Digital
Marketing
Dedicated
Personal
Assistance
High Switching
Costs
Lacking
Knowledge/Strategy
In House Work
Ancillary Service
Providers
PEO/ASO
Service
Providers
Human
Resources
Relationships
&
Partnerships
Sales &
Customer
Service
Marketing
Problem Solving
Marketing
Day 2
Referrals
Up-Sell Over
Time
Dedicated
Account
Managers
Customer
Service
Website
Staffing /
Recruiting
Marketing / New
Business
Partner Companies
Partnership
Relationship
Managers
Community/
network
Turn-key
Execution
Strategic Advice
Partner
Commissions

6. Day 2 Takeaway
• Start the $500 consulting fees
• Refine value prop.
• Discovered small biz owners are more willing to work with
other small biz owners, because of (1) personalized
services and (2) supporting the community
• CAC would be higher as trust may be gained over several
appointments
• Had a second thought about the right customers

7. PR
digital COO
Key Partnerships Key Activities Value Propositions
Key Resources
Cost Structure Revenue Streams
Customer Relationships
Channels
Customer Segments
Accounting
Firm(s)
Consultants
Small Business Owners
• 1-25 Employees
• No Diy’ers or
Curmudgeons
• 25-45 years old?
• Seeking
- Time
- Peace of Mind
- Social Responsibility
Consulting Fees
● Initial Plan
● On-going analysis
Digital
Marketing
Dedicated
Personal
Assistance
High Switching
Costs
In House Work
Ancillary Service
Providers
PEO/ASO
Service
Providers
Human
Resources
Relationships
&
Partnerships
Sales &
Customer
Service
Marketing
Problem Solving
Marketing
Day 3
Referrals
Up-Sell Over
Time
Dedicated
Account
Managers
Customer
Service
Website
Staffing /
Recruiting
Marketing / New
Business
Small Biz
Partner
Companies
Partnership
Relationship
Managers
Community/
network
Turn-key
Execution
Strategic
Advice
Partner
Commissions
Small Biz
Community
Lacking TimeLacking Knowledge
Peace of
Mind
Time

8. Day 3 Takeaway
• No techies
• Nail down to PA/NY
• Who exactly are our partners? What is our value
proposition to them? Can we create an ecosystem?
• Seriously, how are we going to make money? How much
is it going to cost to acquire customers?

9. PR
digital COO
Key Partnerships Key Activities Value Propositions
Key Resources
Cost Structure Revenue Streams
Customer Relationships
Channels
Customer Segments
Accounting
Firm(s)
Consultants
Small Business Owners
• 1-25 Employees
- Not tech savvy
- No Diy’ers
- No Curmudgeons
• 25-45 years old?
• PA/NY
• Seeking
- Time
- Peace of Mind
- Social Responsibility
Consulting Fees
● Initial Plan
● On-going analysis
Digital
Marketing
Dedicated
Personal
Assistance
High Switching
Costs
In House Work
Ancillary Service
Providers
PEO/ASO
Service
Providers
Human
Resources
Relationships
&
Partnerships
Sales &
Customer
Service
Marketing
Problem Solving
Marketing
Day 4
Referrals
Up-Sell Over
Time
Dedicated
Account
Managers
Customer
Service
Website
Staffing /
Recruiting
Marketing /
New Business
Small Biz
Partner
Companies
Partnership
Relationship
Managers
Community/
network
Partner
Commissions
Small Biz
Community
Peace of Mind Time
Reduce overhead
- CAC
- Cust Service Costs
Pricing
Strategy

10. Day 4 Takeaway
• Laser focus to professional services
• Can estimate LTV but not CAC. Think we have a lifestyle
business but don’t know if it can scale

11. High Switching
Costs
Dedicated
Personal
Assistance
digital COO
Key Partnerships Key Activities Value Propositions
Key Resources
Cost Structure Revenue Streams
Customer Relationships
Channels
Customer Segments
Accounting
Firm(s)
Consultants
Small Business Owners
Small Professional
Service Providers
- Law Firms
- Accounting Firms
• 1-25 Employees
- No Diy’ers
- No Curmudgeons
• 25-45 years old?
• PA/NY
• Seeking
- Time
- Peace of Mind
- Social Responsibility
Consulting Fees
● Initial Plan
● On-going analysis
● Law Firm Strategy
In House Work
Ancillary Service
Providers
PEO/ASO
Service
Providers
Human
Resources
Relationships
&
Partnerships
Sales &
Customer
Service
Marketing
Problem Solving
Marketing
Day 5
Up-Sell Over
Time
Dedicated
Account
Managers
Customer
Service
Website
Staffing /
Recruiting
Marketing /
New Business
Small Biz Partner
Companies
Partnership
Relationship
Managers
Community/
network
Partner
Commissions
Small Biz
Community
Peace of Mind Time
Reduce overhead
- CAC
- Cust Service Costs
Pricing
Strategy
Trust
Capital
Digital
Marketing
PR
Referrals

12. Day 0
Day 1-4
Day 5
=
=
= ???

13. Step 1 - Test the revenue model: Multiple signed long-term contracts
with key strategic partners include commissions > 20%, and evidence a
pattern that it won’t be overly difficult to churn out many more similar
relationships, or we’re just another consulting firm.
Step 2 - Hack the Growth Strategy:
• Explore potential of partnership with Growth Coaches
• Start fixing & partnering with law firms
• Start partnering with accounting firms & other “influencers” &
“recommenders”

14. The 100 Million Dollar Question????
Assuming revenue model can scale (big
assumption), can we hack a viral growth
strategy within the small business market?
YES NO