EV Electric Vehicle Startup Pitch Deck- StartupSprouts.in
Top 10 Things I Learned While Taking My Startup through a Silicon Valley Accelerator
1. Top 10 Things I Learned While
Taking My Startup through a
Silicon Valley Accelerator
Scott Salkin
Founder & CEO
ALLBOUND
2. Who I was Six
Months Ago:
CEO & Founder
IDS Technology Marketing
President, Phoenix Chapter
Business Marketing Association
Committee Co-Chair
Arizona Technology Council
Startup & Entrepreneurship Committee
Playworks Arizona
Arizona Education Foundation
Big Brothers/Big Sisters of Arizona
Tavan Elementary School
Vistage CEO Network
4. • Not cruise control…entrepreneur can never
be on cruise control…but let’s just say that I
had my “collision avoidance” activated.
Not Cruise Control…
Collision Avoidance
5. I’ve always thrived
off taking risks…
• 1998 – San Diego
• 2004 – Cisco
• 2005 – Arizona
• 2007 – IDS/Colorado
• 2008 – Back to AZ
6.
7. There is painful misalignment between
go-to-market strategy and sales execution...
90%of content & training
never used by sales
(AMA/Forrester)
35+ hoursper month spent searching
for tools and training
(IDC Sales Enablement Study)
Millionsspent on content, but
no way to track/report
(Content Marketing Institute)
8. Marketing
Simple organization,
delivery, tracking of content.
Sales & Channels
Real-time knowledge and tools
where/when they need them.
Executives
Built-in visibility,
analytics and reports.
The right content. Right now.
9. How it all happened…
2010
v1.0
“MarketHub”
v1.1
2 Customers
2011
“PaaSPlay”
6 Customers
June
2014
July
2014
Enterprise
Opportunity
Thursday
August
7
Demo for
Anthony
Friday
August
8
Intro to
Acceleprise
Tuesday
August
12
Pitch/Demo to
Acceleprise
Meh…
Product/Market Fit?
Maybe we have something…
Cool!
But no time
14. Had an idea of
what I didn’t know…
Had NO idea
what I didn’t know…
Product +
Leadership/Resume +
Revenue
≠
15. For the next 4.5 months…
• Co-worked, surrounded by
startups and founders
• Learned from industry leaders
and “2nd-timers”
• Networked at startup events
and conferences
• Hung out in Silicon Valley, ie
Palo Alto and Mountain View
• Pitched and went to pitch events
• Met with VCs and Angels
• Started looking at real estate
24. But it’s the NEXT
GENERATION who is
paving the way…
25. Hayley
Barna
Ka+a
Beauchamp
Birchbox
Patrick
Collison
Stripe
Aaron
Bell
Adroll
Steven
Huffman
ReddiA
Aaron
Levie
Box.com
Nick
Mehta
Gainsight
Tien
Tzuo
Zuora
Lawrence
Coburn
DoubleDutch
Clara
Shih
Hearsay
Karen
Naio
NesIo
Marissa
Mayer
Yahoo
Mark
Zuckerberg
Facebook
Mikkel
Svane
Zendesk
Sarah
Leary
NextDoor
26. Density helps, but it’s about more
than money and convenience.
(Have you seen the traffic,
BART, Muni and UBER?)
28. We are in the third generation
of SaaS companies:
• 1st Generation: Salesforce, Netsuite, Webex
• 2nd Generation: leveraged Salesforce or other web
platforms to scale.
• Now…every business process is being SaaSified.
• No market is too small (e.g., search-as-a-service)
• More buyers have SaaS budgets (e.g., HR,
Procurement, Finance, etc.)
29. Nick
Mehta
CEO,
Gainsight
First
Startup…
LiveOffice
Josh
James
CEO,
Domo
First
Startup…
Omniture
Mark
Organ
CEO,
Influi+ve
First
Startup…
Eloqua
Kris
Duggan
CEO,
BeNerWorks
First
Startup…
Badgeville
2nd Timers to Watch…
30. Once you have product-market fit and
hit initial traction, it’s all a playbook.
For a given ACV, basically you scale
everything the same way.
They know not just the playbook for this year, but how the
playbook plays out 2-3-5 years down the road.
36. San Francisco/Silicon Valley
• 1,390 Deals
• $23.82 BILLION
• $17.5 Million per deal
Phoenix
• 28 Deals
• $243 MILLION
• $8.7 Million per deal
Tucson
• 3 Deals
• $13 Million
• $4.3 Million per deal
40. SaaS
Quick
RaIo
=
Added
MRR
/
Lost
MRR
Number
should
be
ABOVE
4.0
WHAT
YOU
WANT:
• Maintain
a
quick
ra+o
>
4
• Net
new
MRR
increasing
quarter
over
quarter
• Get
to
$1M
ARR
in
about
12
months
aUer
launch
WHAT
TO
WATCH
OUT
FOR:
• A
Quick
Ra+o
<
2
=
churn
is
too
high
and
sales
isn’t
working
• Net
new
MRR
is
flat
or
down
Q/Q
• As
a
result,
it
takes
18+
months
to
get
to
$1M
ARR
One VC’s Formula...
41. They couldn’t CARE LESS
about what we think.
(As long as we keep hacking)
42. “Why
Silicon
Valley
must
focus
on
plain
old
business”
“Why I no longer want to move to Silicon Valley.”
“Disregard for ‘business’ in the
technology business.”
“All the startups that define the bro culture .”
“Women Shouldn't Code.”
“The mythos
that is today's
Silicon Valley.”
“Uber is…floundering on the business side of things.”
“Marissa Mayer…hasn't really
got the business skills to form
relationships.
“Twitter…hasn't made of a use case for itself.
“The bro culture is on
the engineering side.”
“They’re the 1 percent vs. the rest of us.”
“The themes we all know about:
lack of diversity, misogyny, greed,
and envy.”
“Bitch and moan about…how we ought to
bring things from that city to Phoenix.”
43.
44. “Apple’s $2B command center
is just part of Phoenix’s back-
office economy.”
“I can hire phone-based SDRs and CSMs for way less
in Phoenix and most of them will kick the behinds of
my team in San Francisco.”
“My best simply won’t go there.”
“It’s not as much the lack of talent as it is the drive.”
“They define ‘one step
forward, two steps back.’”
45. They are early adopters,
they embrace change
and they vote.
49. Greater Phoenix
• 36% turnout in 2014
• 71% were ages 55+
San Francisco
• 53% turnout in 2014
• 49% were ages 18-29
• Petitioning to Drop Voting
Age to 16
50. We will likely never,
ever be Silicon Valley.
(Unless we build a Hyperloop terminal)
53. Some takeaways…
1. We work together and build a community
2. We go all-in on STEM
3. We get the next generation involved
4. We push our corporations to contribute
5. We change - starting with our mindset
6. We learn from those who’ve done it
7. We stop trying to position ourselves as the
“next Silicon Valley”
55. San Francisco, CA
25 Taylor Street
3rd Floor
San Francisco, CA
94102
Scottsdale, AZ
14811 N. Kierland Blvd.
Suite 300
Scottsdale, AZ
85254
Scott Salkin
CEO, Founder
602.881.1718
ssalkin@allbound.com
@scottsalkin
Sales knows no boundaries…
ALLBOUND