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Top 10 Things I Learned While
Taking My Startup through a
Silicon Valley Accelerator
Scott Salkin
Founder & CEO
ALLBOUND
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
Harper Quinn Salkin Jackson Owen Salkin
•  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
I’ve always thrived
off taking risks…
• 1998 – San Diego
• 2004 – Cisco
• 2005 – Arizona
• 2007 – IDS/Colorado
• 2008 – Back to AZ
Top 10 Things I Learned While Taking My Startup through a Silicon Valley Accelerator
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)
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.
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
Oh
SH*T.
August 18, 2014
Hawaii(I take risks, I’m not stupid.)
August 25, 2014
Had an idea of
what I didn’t know…
Had NO idea
what I didn’t know…
Product +
Leadership/Resume +
Revenue
≠
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
And I started to see some key
lessons and trends…
It is not a master
planned community.
(It’s a community)
Top 10 Things I Learned While Taking My Startup through a Silicon Valley Accelerator
Top 10 Things I Learned While Taking My Startup through a Silicon Valley Accelerator
Us ≠ Vs
BIGcompanies help
drive the ecosystem.
Top 10 Things I Learned While Taking My Startup through a Silicon Valley Accelerator
Top 10 Things I Learned While Taking My Startup through a Silicon Valley Accelerator
But it’s the NEXT
GENERATION who is
paving the way…
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	
  
Density helps, but it’s about more
than money and convenience.
(Have you seen the traffic,
BART, Muni and UBER?)
It’s all about the RISE
OF THE 2ND TIMERS
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.)
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…
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.
They’re HACKING their way
towards changing the world.
(And building economies)
It’s a methodology, not a trend…
Fast.
Efficient.
Unconventional.
It’s WHEN.
Not IF.
(If you have numbers)
IT’S A GOLD RUSH.
They invest more $$,
in earlier rounds
and more often.
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
Top 10 Things I Learned While Taking My Startup through a Silicon Valley Accelerator
NUMBERS really do
mean everything.
(Well, that and leadership)
Annual
Recurring
Revenue
(ARR)
Annual
Contract
Value
(ACV)
Customer
Acquisition
Cost
(CAC)
Churn
Rate
Monthly
Recurring
Revenue
(MRR)
Average
Revenue per
Customer
Lead
Velocity
Rate
(LVR)
Engagement
Rate
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...
They couldn’t CARE LESS
about what we think.
(As long as we keep hacking)
“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.”
Top 10 Things I Learned While Taking My Startup through a Silicon Valley Accelerator
“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.’”
They are early adopters,
they embrace change
and they vote.
“All young people…
deserve a safe and
supportive
environment in
which to achieve
their full potential.”
Top 10 Things I Learned While Taking My Startup through a Silicon Valley Accelerator
Top 10 Things I Learned While Taking My Startup through a Silicon Valley Accelerator
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
We will likely never,
ever be Silicon Valley.
(Unless we build a Hyperloop terminal)
BUT WE CAN
STILL BE GREAT.
(2,000 People this Week??)
And all you
really need is
a HOOK.
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”
SaaStr.com SalesHacker.com Sales4Startups.org Launch.co
GrowthHackers.com KissMetrics.com SixteenVentures.com Pando.com
Angel.co CrunchBase.com B2BCamp.com Acceleprise.vc
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

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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
  • 3. Harper Quinn Salkin Jackson Owen Salkin
  • 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
  • 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
  • 12. Hawaii(I take risks, I’m not stupid.)
  • 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
  • 16. And I started to see some key lessons and trends…
  • 17. It is not a master planned community. (It’s a community)
  • 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?)
  • 27. It’s all about the RISE OF THE 2ND TIMERS
  • 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.
  • 31. They’re HACKING their way towards changing the world. (And building economies)
  • 32. It’s a methodology, not a trend… Fast. Efficient. Unconventional.
  • 33. It’s WHEN. Not IF. (If you have numbers)
  • 34. IT’S A GOLD RUSH.
  • 35. They invest more $$, in earlier rounds and more often.
  • 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
  • 38. NUMBERS really do mean everything. (Well, that and leadership)
  • 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.”
  • 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.
  • 46. “All young people… deserve a safe and supportive environment in which to achieve their full potential.”
  • 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)
  • 51. BUT WE CAN STILL BE GREAT. (2,000 People this Week??)
  • 52. And all you really need is a HOOK.
  • 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”
  • 54. SaaStr.com SalesHacker.com Sales4Startups.org Launch.co GrowthHackers.com KissMetrics.com SixteenVentures.com Pando.com Angel.co CrunchBase.com B2BCamp.com Acceleprise.vc
  • 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