Principles and Strategies for Technology Startups. A summary from Tom\'s book Pro Excel Financial Modeling Building Models for Technology Startups

1. PRINCIPLES AND STRATEGIES FOR TECHNOLOGY STARTUP COMPANIES October 9, 2009 http://www.linkedin.com/in/tomysawyer http://www.tomysawyer.com [email_address] 970-210-1024

2. Pro Excel Financial Modeling – Building Models for Technology Startups Smart business strategies for creating successful Technology Startups Step by Step instructions for how to build a Financial Model of your startup company. Expert guidance and practical tools to help you acquire the resources you need to bring your idea to market.

3. Hybrid Agency [email_address] [email_address]

8. Get there fast , have a sense of urgency. Quickly develop market intelligence sufficient to guide you through key decisions Use feedback loops and respond rapidly . Develop ability to parse clues from the field and respond rapidly with enhancements and improvements. Use prototypes for simultaneous research and selling. Be agile with technology and development. A company’s ability to rapidly, and with agility, develop products is a key indicator of its ability to perform and execute. Remember that CASH IS KING . Have the wits and creativity to operate without much of it. Keep good books . Principles

10. Principles – Use Feedback Loops - Relationship Marketing

12. Principles - Skin in the Game When it’s time for breakfast……….. INVOLVED COMMITTED Sweat Equity ?

14. Principles – Control and Ownership - Never Outsource the Family Jewels The Family Jewels are the people, components, processes, capabilities, intellectual property and trade secrets that differentiate you from the pack and make your company unique!

17. Principle – Four Primary Value Events Each Value Event Achieved Increases the Real or Perceived Value or your Company

18. NOTE – The MOST COMMON PLACE that Technology Companies get STUCK (The Phantom Zone) The Phantom Zone

23. Feasibility Study – Caution! HAPPY EARS ! This technology entrepreneur is doing a feasibility study. He is HEARING WHAT HE WANTS TO HEAR (not what he is being told) Feasibility studies must be conducted with brutal honesty. Happy Ears

26. Product Definition and Profit - Components

27. Product Definition – Sales Forecast

29. Value Proposition and Sales Strategy 3 Types of Value Proposition

33. Value Proposition and Sales Strategy Classic Technology ROI Curve

34. Sales Strategy Caution: Ever pushed string though molasses? Caution: Happy Ears Sales Channels

35. Building the Team – The Right Team at the Right Time Visionaries - imagine going out west and organizing the resources for a wagon train Pathfinders – are scouts and wagon train leaders that lead and manage the wagon train over rough terrain and snowy passes to the goal Homesteaders - settle the land at the destination and create thriving enterprises

50. Cash Flow and Valuation - Valuation 101 Q: How do you know how much cash is needed and how do I derive company value? A: Your financial model will answer these questions.

51. The Company Business Model Break the business idea into basic functional and operational components that can be modeled. The resulting model describes the business in quantitative terms and generates operational scenarios and financial projections that are needed to assess the value of the proposed enterprise.

53. Profit and Loss and Cash Flow

54. Cash Forecast derived from Profit & Loss and Cash Flow Model – Investment Required is - $2.6M

56. Optimized Investment Strategy based on Value Events

57. Cash Forecast considering Investment Strategy - $2.6M raised

58. PRINCIPLES AND STRATEGIES FOR TECHNOLOGY STARTUP COMPANIES October 9, 2009 http://www.linkedin.com/in/tomysawyer [email_address] 970-210-1024 Recommended Reading

59. PRINCIPLES AND STRATEGIES FOR TECHNOLOGY STARTUP COMPANIES October 9, 2009 Thank You !