INDEX 10x rule 122 angel investments 168–9, 172, 387 42patents.com 412 angel investors 135, 168–70, 185 70:30 rule 74 angel round 169–70 99designs 151, 411, 412 AngelList 169, 414 116, 179 AngelPad 116 anti-dilution clause 228–9 accelerators 154, 177–9 aperiodic discounting 393 accounting system 149 Apollo 274, 416 accruing dividends clause 230 Apple 25, 27, 30, 124, 149, 150, add-on business model 392 305, 308, 333 ADHD 23 arbitrage 400 Adobe Fill & Sign 49 ArcelorMittal 400 advertising 7, 338 as-a-service models 393 advisory board 267–8 ask-me-anything (AMA) session 73 adwords.google.com 421 assuming the sale 98 affiliate marketing 120, 398 atlassian.com 412 after-sales 99 attitude, positive 51–2 agencyanalytics.com 422 attorneys 154 age of entrepreneurs 27–31 auction pricing 393 aggregation strategy 331 Audible 40 agile business development 306–7, 309 audible.com 67, 415 AgoraPulse 53, 418 audio blogs 67 Airbnb 8, 30, 121, 124, 132, 333, 398, 400 audiobooks 40, 67, 414 airport test 251–2 audit, legal 201 Alchemist 116 automatic personal website generators 46 alcohol 38–9 aweber.com 421 Ali, Muhammad 333 Alibaba 27 backdoor reference 280 Allen & Company 181 back-of-the-envelope calculation alliances 345 13, 125, 344 all-or-nothing 342 backstop 248 AltaVista 210 Balachandra, Lakshmi 216 Amazon 1-Click Ordering 391 barriers to entry 123 Amazon 27, 65, 124, 150, 153, 160, 246, 331, Beckman, Finn Paavo 341 334, 343, 396, 414 Bentley cars 128, 401 Amazon AssociatesCOPYRIGHTED 398 Berkus MATERIAL method 223 Amazon Cloud Drive 45 Berkus, Dave 223 anchoring 105–6 Bessemer Venture Partners 182 Andreessen Horowitz 116, 148, Best Alternative To a Negotiated 154, 174, 181 Agreement (BATNA) 102, 105, Andreessen, Marc 300 220, 367 angel groups 169 Bethnal Green Ventures 116

Index 447

bindex.indd 447 7/27/2018 12:33:18 PM Bezos, Jeff 27, 153 business angels 168–9, 170 bipolar personality deviation 23 business canvas 157, 315–17 Bitcoin 135, 172, 173 Business Card Land 152 Biz Card Creator 152 business cards 152 Blank, Steve 268 business.linkedin.com 421, 423 blockbuster model 390 business model cloning 121, 400 Blockchain 136 business plans 315–17 blog 40, 69, 338 business-to-business (B2B) markets 89, content 84 324, 331, 337 filler posts 84 B2G 331, 337 massive value posts 84 business-to-consumer (B2C) timing and frequency of posts of 72 ­markets 324, 331 Bloomberg 151 Bussgang 271 Bloomberg, Michael 150–1 Buterin, Vitalik 173, 174 boards 263–5 buy-back rights clause 230 advisory board 267–8 buy-out 365 coaches 267–8 committees 264–5 Calliper Test 277 cooperation with 265 CamCard 46, 423 meetings 265 Camp, Garrett 25 meetings, number of 228 canned 76 mentors 267–8 Canva 70, 418, 421 Boeing 126 cap table 200–1 BofA Merrill Lynch 376 Capital Factory 116 bond capital 161 capital funds 271 bonuses 284–6 need for 32–3 Boomerang 48, 421 sources of 160–2 bootstrapping 32, 158–60 capitalization table 200–1 Bootup Labs 116 carry 180 Boston Consulting Group Matrix 335–6 carve-out 363 bplans.com 41, 154, 417 cash flow 222 brand building 120, 396 ‘category king’ 333–4, 402 brand extensions 128 Cayenne Consulting 224 branding 125 CB Insights 66, 148, 222, 415 brandit.com 412 central aggregator 390 Branson, Richard 10, 25, 126, 153, 295 charity work 388 breaking point 101 Chesky, Brian 30 Breitling watches 128, 401 chief executive officer (CEO) bridge 164, 167 co-founders 262–3 Brin, Sergey 27 replacing 292–4 British & chief financial officer (CFO) 233 Association 226 chief human resources officer (CHRO) 291 BT 187 chief operating officer(COO) 291 Buffer 53, 68, 418 Christensen, Clayton 129 build to be bought 121, 399 Cirque du Soleil 119 burn 160 Citibank 396

448 Index

bindex.indd 448 7/27/2018 12:33:19 PM ClickToTweet.com 71 contingent investments clause 230–1 closer 90 continuous improvement 19 closing the deal 98–9 contracts 129 cloud computing 7 control as motivator 249–50 Cloud data storage 45 convertible notes 161, 171–2 cluvio.com 422 cooperation 21 coaches 296 co-packaging 104, 398 co-branding 104, 398 co-pricing, 104, 398 coffee 38–9 co-promotion 104, 398 co-founders 244–7 copyright 129, 153, 154, 313 CEOs 262–3 core competency 125, 126, 345 differences between 254–5 core team 243–4 discussion with 247–8 core technology 124 dynamic vs static equity allocation corporate earn-out model 364 261–2, 263 corporate finance house 373–4, 375 equity 259–60 corporate VC funds 187–8 ideal 251–2 Correlation Ventures 216 ideal team 256 cost of capital 124 ideas and shares 260–1 counter-trend 391 mutual understanding 254 Cowan, David 182 relevant work experience 252–3, 259 Craigslist 132, 398 salaries 259 Creative Artists Agency (CAA) 181 Cohen, David 310–11 creativecommons.org 154, 274, 413 cold contact 198 Credit Suisse 376 commercial buyer, sale to 366 critical scaling 400 commercial-alliance strategies 398–9 cross-selling 399, 400–1 commun.it 68, 418 40, 135–6, 175–6 communication 337–40 crowdio.com 413, 418 communities of practice 66 crowdsourcing 7, 117, 151–2, 273–4, 401 company name 149–51 Crunchbase.com 196, 198, 222, 416 company valuation 221–5 cryptocurrency 172 comparables 222 C-suite 246, 287, 377 Compare App 274, 419 customer acquisition cost (CAC) 207 CompareAsiaGroup 282 customer as king 391 competition 344–5 customer care 340 head-to-head 342–3 customer development competitive advantages 127 during discovery phase 312–13 competitor assessment 327 customer differentiation 393 complementary pricing (loss leader customer discovery loop 306 pricing) 393 customer lifetime value (CLV) 207 concept tests 326 confidentiality agreements 199 Danish Growth Fund 209 Confluence 47, 412 Darwin 114 Conley, Chip 25 dead capital 258 consolidation play 121, 400 debt token 172 consumer panel 326 decision-making unit 89, 93, 96, 102

Index 449

bindex.indd 449 7/27/2018 12:33:19 PM decoy effect 311 Dropbox 45, 200, 265, 423 delegation 36, 42 Due 423 Dell 391 due diligence 196, 200, 220, 377–8 Deloitte 373 Due Payments app 41 demo reel 208 dumb money 165, 167 depression 23 dynamicbusinessplan.com 417 DesignCrowd 151, 401, 411, 413 dynamic pricing 393 detail specification 306 Detroit Red Wings 297 earned media 340 Deutsche Bank 376 earn-out 365 Deutsche Telekom 187, 251 eBay 132, 134, 398 development phases 156–8 Ecamm 421 discovery 156–7 Ecamm Call Recorder 45 efficiency 157 ecommerce 11, 322, 343 maintenance 158 Economist, The 66 scaling 158 edenmccallum.com 413 validation 157 Edison, Thomas 242, 243 dictation.io 423 education in entrepreneurship 25 differentiation strategy 331 efficiency phase 319–20 digital marketplace 397 Ek, Daniel 27 diluted valuation 226 Elance 274 direct selling 120, 397 elevator pitch 202–4 discount coupons 393 Ellis, Sean 304 discounted cash flows 222 email 45, 47–8, 77, 197, 198–9 discovery phase 312–17 pitch 204–6 customer development during 312–13 Email Hunter 48, 198 skipping 308–10 employee stock ownership plans disputes, internal 351–2 (ESOPs) 286, 287 disrupting 122 employees disruptive innovation 128–9 company culture and 296–301 distribution and promotion ideas 396–7 firing 291–2 distribution studies 326 introduction material for 290 distribution, changes in 324–5 purpose, virtuosity, culture and distributors 337 autonomy 294–6 dividend tax 143 starting work 288–9 dlvr.it 418 see also recruitment DocSend 194, 212 empty shell 368 dominance strategy 122, 350 end users 337 dominating network 397 Engadget 116 dotcom bubble 130 Enloop 417 down round 229, 233 enterprise resource management software drag-along rights 231 (ERM) 342–3 DreamIt Ventures 116 Entrepreneur First 116 dress entrepreneur.com 41, 413, 417 at interview 78 entrepreneurial life, paths to at pitch meetings 218 14–16

450 Index

bindex.indd 450 7/27/2018 12:33:19 PM entrepreneurs Facebook Messenger 45 independent lifestyle entrepreneur 16 timing and frequency of posts of 72 intrapreneur/spin-off entrepreneur 15 FaceTime 45 kinds of 6–7, 9–10 factoring products 234 lifestyle to growth entrepreneur 16 failure rates 10, 11–12 reasons for becoming 5–6 failure to try 19 risks 10–11 failure, success after 17–18 environment, quality of 143–4 fair value 258, 286 equity of founders 259–60 fairs 64–5 equity token 172 fair-weather friend 247 escape clause 200 fake door 309, 315 escrow 233, 423 Falcon 53 e-signature 49 Falcon Social Media 339 Ethereum 135, 136, 173 166 Ethereum Foundation 173 FAST 209 Ethereum Switzerland GmbH 173 FastCompany 8, 414 Ethereum token 172 feed aggregators 66–7 evangelizers 53 feedly.com 67, 415 Evernote 40, 410 Feld, Brad 268 Excel 206–8 Ferrari 151 exclusivity clause 227 Ferrari, Enzo 151 executive summary 344 field research 315, 329 exercise 37–8 file sharing 45 exhibitions 64–5 Filecoin 136, 173–4 exit processes 370–80 financial advisor 373 exit routes 360–9 financial success 26–7 exit strategies 361–9 FindThatLead 48, 410 post-sale role 369 first-mover advantage 120, 395 selling assets 363–4 five why method 117 selling shares on secondary markets 364 Fiverr 273, 411, 412 selling shares to the public 368 Flint, Charles 27 selling to strategic partners 364–7 flipboard.com 67, 415 exit value, increasing 370–1 Flipbook 148 expansion 321–3 Flippa 410 strategies 402–3 Florida, Richard 142 experience goods 124 focus groups 325 experience selling 121, 397 follow-up 346 expertise 25–6 forentrepreneurs.com 415 external financing, pros and cons 189–92 Fortune Magazine Term Sheet 222, 413, 415 forward-looking 20 Facebook 8, 27, 30, 45, 46, 52, 53, 65, 68, 69, founder board member clause 228 70, 73, 121, 130, 134, 222, 276, 331, 332, founder friendliness 181–2 338, 340, 418 Founder Institute, The 116 Facebook Ads 314 ‘Founder, The’ (movie) 9 Facebook Analytics 73 founders see co-founders Facebook Insights 73 fractional ownership 393

Index 451

bindex.indd 451 7/27/2018 12:33:19 PM franchise 14 grants, business 161, 235–6 franchisee 348 green-shoe option 378 franchising 120, 397 grit, success and 24 free products 393 Groupon 290, 307, 400 freedom as motivator 5 growth entrepreneurs 9 freemium 393 growth funds 185–6 frequent-user benefits 393 Growth Science 216 frequent-user discounts 393 guaranteed availability 392 frequent-user exclusives 393 guerrilla marketing 340–1 Fring 45 gust.com 416 front-door reference 279–80 full ratchet 229 Hangouts 45 functionality specification 306 hard assets 363 funding 8–9 Hastings, Reed 27 failure rates and 10–12 Hawkins, Jeff 313 in growth phases 159–60 Hayek, Nicolas 123 fundraising guide 196–201 heads of agreement 99–100 funnel.io 422 health 35 fusion product 390 help desk 340 futurity.org 67, 415 Hemingway bridge 118 heydesk.com 414 Gates, Bill 26, 27, 30, 315, 316 hey.press 410 geckoboard.com 422 hidden revenues 394 gengo.com 274, 413 high-speed work 20 geographical price differentiation 394 highway builders 282–4 getabstract.com 67, 415 HipChat 47 Ghosh, Shikhar 10 HiveDesk 47, 412 Gizmodo 116 Hootsuite 53, 68, 73, 418 Glympse 44, 424 Horowitz, Ben 300 Godin, Seth 268 horse trading 104–6 Goldman Sachs 281, 373, 376 hotjar.com 415 Goodreads 65 Hugo, Victor 122 Goodson, Bob 215 human resources (HR) 263, 270–1, 353 Google 4, 27, 40, 71, 121, 124, 210, 333, 340 humour 251 Google AdWords 74, 421 hunter.io 410 Google Alerts 68, 339, 416, 419 hyperlinks 71 Google Analytics 309, 318, 420 Google Chrome 421, 423 IBM 27, 94, 332 Google Docs 200 iCloud 45 Google Drive 45, 423 176 Google Hangouts 423 ideas Google Keep 40, 410 distribution and promotion 396–7 Google Scholar 67, 314 generation 113–14, 115–19 Google Trends 214, 314, 416 marketing 120–1 GoPro 392 mental tools 126–8 Graham, Paul 268 need for 33

452 Index

bindex.indd 452 7/27/2018 12:33:19 PM practical considerations 121–5 radio and TV 78, 80–1 product 119–20 repeat 79–80 profit and 125–6 reputation and 82–3 speed and timing 120 staff 280–2 Ignite Talks 58 truth and 79 ignition 133–4 intrapreneur 348 IKEA 124, 333, 396 inversion 368 Illuminate Content 314, 419 investment lead 169 Imo Free 45 investment rounds 163–4 impatience to see end result 20 investments incubators (seed accelerators) 10, 154, angel 168–9, 172, 387 176–7 financial 386–7 indiegogo.com 414 poor 237 Infoseek 209 see also venture capital ingredient branding 392 investor funds 196 in-house team 274–5 investors Initial Coin Offerings (ICOs) 134–6, 160, founder 167 161, 172–4 friends and family 167–8 initial public offering 163, 188–9, 366, 368 groups of 165–6 phases 376–7 lead 166 reverse 368 presenting to 237–8 initiative, showing 19 returns and 162–5 Inktomi 209 types of 166–7 InnoCentive 25, 401 invitations 43 innovator’s dilemma 129 Involver 53, 419 Instagram 45, 53, 65, 73, 222, 338, 418 iPad 41 timing and frequency of posts of 72 iPassword 424 Intel 187, 301 iPhone 41 intellectual property rights (IP) 43, 129, Ironstone 204 153, 363 sales of 162 job titles 290–1 Intercom 421 Jobs, Steve 25, 27, 30, 123–4, 249, 305, 333 internal development 321, 402 Joie de Vivre Hospitality 25 internal rate of return (IRR) 146 joint marketing campaigns 104 internal venture 322, 402 joint marketing organization 104, 399 interview joint product development 104, 399 dress 78 joint production 104, 399 email 77 joint selling logistics 399 filming 82 joint venture 322, 402 finishing 78 companies 399 informal 325 divestment right 365 introduction 78 Jones, Miles 333 key 325 journalists, agreement with 77–8 pitfalls in 81–2 JPMorgan 181, 376 practising for 78–9 judging 22 questioning 81–2 Just Eat 132

Index 453

bindex.indd 453 7/27/2018 12:33:19 PM Kalanick, Travis 25 loan capital 161, 234 Kawasaki, Guy 236, 268 location 138–43 Keirsey Temperament Sorter 277, 282, 384 labour and 141–2 key performance indicators (KPIs) 261 local cost of living 142 Kickstarter 40, 116, 136, 414 taxation 142–3 Kindle 40, 68 venture capital and 139–41 Kirch Group 187 Lockheed Martin 16 KISS (Keep It Simple, Stupid) 48 lock-in model 401 know-how exchange 399 lock-up clauses 227–8 knowledge-oriented acquisitions 322, 402 lock-up period 378 Kroc, Ray 9 logistics services 7 logo 151–2 labour, free 158 long list method 117 Lakhani, Karim 25 long tail strategy 331 last-minute discounts 394 long-tail product assortment 392 LastPass 424 Loral Space & Communications 187 Launch-Box 116 low-cost business design 391 launchpadcentral.com 317, 417 Lucent 187 layer player 121, 401 luxury products 391 lead investor 166 Lycos 210 lean start-up 8 leasing 394 Ma, Jack 27 letter of intent (heads of agreement) 99–100 Magellan 209 Levensohn, Pascal 267 Magento 152, 423 leveraging a brand 128 MailChimp 152, 421 Levi Strauss 391 Maître 419, 422 Li & Fung 272 management buy-out 365 licence 322, 394 management experience, need for 32 obtaining 402 market 344 selling 402 mainstream, transition to 354–6 lifestyle entrepreneur 9 product fit, poor 349–51 lifestyle projects 385–6 market analysis 328 lifestyle, optimal 36–7 desk research 314–15 Likealyzer 73 field research 315, 329 LinkedIn 45, 46, 47, 48, 50, 53, 65, 68, 198, market development, phases of 323–4 214, 216, 276, 338, 412 market disruption 122 influencer 67 market penetration 321 timing and frequency of posts of 72 market research agency brief 329 liquidation preference clause 229–30 market segment 202, 204 liquidity event 190 marketing 345 list prices 394 marketing alliance 322, 402 listening, effective 40 marketing cascade 306 live due diligence 196, 220 marketing ideas 396–7 liveplan.com 41, 154, 413, 417 marketing mix 104, 330–45 Living Essentials 42 marketing plan 344–6

454 Index

bindex.indd 454 7/27/2018 12:33:19 PM market-oriented acquisitions 322, 402 Moore, Geoffrey, E.: Crossing the Marmer phases 156, 270, 304 Chasm 355–6 Marmer, Max 156, 157 Morgan Stanley 376 Marriott 397 motivation 249–50 Mashable 116 M-PESA 134 mass customer data mining 401 MSNTV 308 mass customization 332, 391 mturk.com 413 Mastercoin 135, 173 multi-sided platforms 132–3 max drawdown 160 Musk, Elon 25, 27, 52 McClure, Dave 268 My Unique Bag 391 McDonald’s 9, 14, 120, 318, 333, 397 MyDials 318 McKinsey & Co. 93, 251 Myers-Briggs Type Indicator Test 22, Mechanical Turk 274 277, 282, 384 media coverage 74–5 media interview 75–7 nacdonline.com 416 medium.com 69, 415, 418 NASDAQ 398 meetings National Venture Capital Association 226 board meetings 265 negotiation number of 228 agenda 101 organizing 50–1 partnership development 103–4 pitch 213–14, 216–20 requirements and deadlines 106–8 pricing 379 sales and 100 sales 88, 90–3 scripted, advance 100–3 membership offers 394 time pressure 102–3 Merceedees Production 341 Netflix 25, 27, 122, 124, 333, 392 mergers and acquisition (M&A) 367 NetJets 392 merger with divestment right 365 Netscape 300 meta-organization 345 network effects 130, 131, 132, 397 me-too start-ups 27 token 136 MetricWire 314, 419 network orchestration 272 mezzanine 164, 167 networking 46–7 micro-multinational 8, 273 networking-related strategy 397–8 Microsoft 27, 30, 300, 301, 315 newsletters 152 plug and play 391 NeXT 25 microwork 274, 401 Nicereply 274, 421 minimum prices 394 niche dominance 400 minimum viable product (MVP) 157 niche strategy 331 Mischel, Walter 21 no shop/no talk agreement 367 mission statement 204 non-disclosure agreements (NDAs) 129 mistakes, initial 153 non-participating preferred 229 MIT Technology Review 66 non-solicit agreement 375 Mobility Carsharing 396 Nova Founders Capital 290 money as motivator 5, 249–50 nvca.org 154, 413, 416 money only investors 165 monitorbacklinks.com 420 oDesk 273, 274 monkeys on the shoulder 297–8 off-the-shelf 318

Index 455

bindex.indd 455 7/27/2018 12:33:19 PM Oki, Scott 315 perceiving 22 Olguin, Daniel 217 performance-based contracting 394 Oliver, James 9 periodic discounting 394 OneDrive 45 persistence 21 one-night stand 309, 311–12, 315 personalities 19–23 open business model 132, 398 personality tests 277 open platform 399 photo libraries 78 open source software 132, 398 physical working demo 208 OpenTable 133 Pilatus 386 OpenText 209 Pinocchio approach 313, 315 opinion leaders 337 Pinterest 53, 338 Optimal Workshop’s Chalkmark 313 pitch days (demo days) 179 optimism 22 pitch deck 208–13 option schemes/ESOPs (employee stock pitch emails 204–6 ownership plans) 286–8 pitch meeting 213–14 orchestrator 402 beginning 219–20 organization, company 345 presenters at 216–17 original equipment manufacturer (OEM) running 218–19 agreements 399 pitchbook.com 148, 196, 198, 415 Osterwalder, Alex 268 PivotLink 318 outsider entrepreneurs 25 pivots 157 outsourcing 42, 43, 129, 271–3 Pixar 25 Overdrive 40 platform companies 181 overoptimism 236 platform VCs 181 platform/standard 397–8 Page, Larry 27 Play Bigger 333 paid media 340 plecto.com 422 Palm Pilot 313 plug-and-play tools 7 PandaDoc 49, 423 Pocket Casts 40, 414 Paper.li 67 podcasts 67 Pareto Principle 37 poison pill 201 part-closings 96–8 poker chip method 117 partnership development 103–4 politics, company 298–9 pascalsview.com 417 poor, targeting 390 passion for a project 19 post-money 225 passwords 48–9 PowerPoint 61–2, 63, 91, 151, 170, 197, patents 129, 153 208, 211, 265 pay per use 394 pre-emption/first right of refusal 231 pay what you want 394 preferential voting 232–3 PayPal 25, 134, 150, 343 pre-IPO financing 186 PechaKucha 58 premature scaling 352–4 Peecho 175 premium pricing 395 peers 222 pre-money valuation 225 peer-to-peer (P2P) networks 132, 398 pre-seed round 163–4 penetration pricing 394 press kit 337 Pentland, Sandy 217 PressPort 420

456 Index

bindex.indd 456 7/27/2018 12:33:19 PM Presswire 420 red herring 377–8 Prestashop 423 red team 198 price bundling 395 Reed Hastings 25 price signalling 395 references 279–80 pricing meeting 379 remuneration, employee 284–6 pricing of shares 380 Renren 53 pricing policies 393–5 resistance to adversity 20 pricing strategies 336–7 retail panels 326 pride, professional 20 return on investment (RoI) 338 priming 51 Reuters 187 private equity funds 14, 185–6 revenue sharing 396 product and product portfolio reverse engineering 400 strategies 390–3 revolutionary invention 392 product need 123 rewards, postponing 21 product policy 334–6 Ries, Eric 268 product/market fit 349–51 right sales 363 product-centred development 305 risk 10–11 Producteev 47 reducing 13–14 profit multiplier 392 relative 18 profit pool 124 Risk Factor Summation Method 224 promotion 325, 337–40 roadshow 379 private equity fund, sale to 365–6 Rocket Internet 17 public, general 337 role storming 117 public relations 337 roll-up 400 pundit 53 Rometty, Ginni 332 purchasing cooperative 400 Rule of Thirds 223 Pure Software 25 Ryanair 391 PwC 373 Pygmalion effect 51 Sahlman, William 223 salaries of founders 259 quantitative level 346 sale-and-lease-back 363 QuickTapSurvey 314, 419 sales Quid 215 complex 99–100 quiet period 379 negotiation and 100 organization knowledge 93–4 radar 326 process, planning 89 Rand, Ayn 297 process, running 86–7 Rapportive 47 techniques 87 reading, effective 40 sales compass 87, 94–6 real-time pricing 395 sales crutch 91–2 RebelMouse 67 sales funnel 87–8 recruiter 278–9 sales meeting 88 recruitment 274–5, 276–7 practising for 93 recruitment agencies 276–7, 278–9 preparation for 90–1 recycle capacity 400 sales crutches in 91–2 reddit.com 414, 416 sales opening 88, 90

Index 457

bindex.indd 457 7/27/2018 12:33:19 PM sales potential, overestimation of 350–1 shareholders’ agreement 14, 149, 200, Salesforce.com 124, 333 226–7, 257–9 salestools.io 410 Shopify 152, 422 Samlino.dk 290 shop-in-shop 396 Samsung 41 shotgun clause 258 Sandbox 8 shouting employee 278 Saxo Bank 297 shouting talent 278 sba.gov 41, 413, 417 SignalFire 216 scaling phase 321–3 Silicon Valley 144, 179 scaling 121–2 Silicon Valley Bank 188 premature 351–2 Silicon Valley investors 174 unbalanced 349, 353–4 Simplero.com 69 Scanner Pro 41, 424 Singapore Press Holdings 187 scholar.google.com 415 Sirius 308 Schumpeter, Joseph 128 skimming pricing 395 Scoop.it 67 skunk works 16, 283, 348 Score.org 41, 414, 417 Skype 45, 46, 65, 69, 122, 199, 412 Scorecard Method 224 Slack 8, 45–6, 412 search engine marketing (SEM) 74 slack.com, 412 search engine optimization (SEO) 74 sleep 39, 44 second market discounting 395 SlideShare 65, 418 secondary sale 392 sloganslingers.com 152, 411, 413 second-mover advantage 120, 396 smart money 165, 166 seed rounds 163, 164, 166, 170 smartphone 7, 41, 44 Seedcamp 116 Snapchat 8, 47, 53, 417 seed-db.com 416 social ecosystem 52–4 Seek–Sense–Share framework 66 social life in the workplace 39 segmentation 330–2 social media 338 segment-of-one marketing 332 compelling posts 70–1, 83 self-employment 4 at corporate events 73 self-motivation 19 employee accounts on 65 self-ordering 120, 343, 396 frequency of posts 71–3 self-service 120, 396 launch teams 74 self-supply 133 multimedia posting, equipment for selling the business 361 69–70 sensing personality 22 promoting presence on 68–9 Sequoia Capital 174 setting up on 65–6 serial entrepreneur 10, 384–5 use of 66–7 series A round 159, 178, 183, 184, 194, 264 see also under names seriesseed.com 154, 414, 416, 417 social media management served available market (SAM) 350 software (SMMS) 53 Shakelaw 41, 414 Social Mention 68 share ownership, majority 232 SocialBooster 53, 419 share subscription 233–4 SocialBro 73 share/equity capital 161 SocialClout 53, 419 shared incentive network 136 software development kits (SDKs) 399

458 Index

bindex.indd 458 7/27/2018 12:33:19 PM SolarCity 25 Suster, Mark 195 solo supplier discount 395 Swatch Group 123, 400 solutions provider 392 sweat equity 16 solvrgroup.com 411 Swensen, David F. 387 SpaceX 25, 27 Swiss knives 203 speeches switching costs 123, 342–3 illustrations 61–3 SWOT analysis 126, 127 invitations to give 57–8 Sync.com 45 preparation 58–9 syndication 166 structuring 59–60 system integrator 399 speed and timing strategies 395–6 system sales 90, 263 spinoff companies 363–4 split releases 309, 315 tablets 7 Spotify 27 tag-along rights 231 spring cleaning 372–3 take-back clause 258 Sprout Social 53, 68, 418 Tango 45, 412 squadhelp.com 152, 411, 413 target market 123, 330, 331, 350 Squarespace 152, 420 TaskRabbit 132, 398 stand-alone solution 323 Tattoodo 134 Starbucks 397 taxation 142–3 Startup Genome project 28, 143, 157, 254, team 241–2 268, 307, 309, 318 co-founders 256 Startup Owner’s Manual, The (Steve Blank core 243–4 and Bob Dorf) 327 failure due to 243 Startupbootcamp 116 launch 74 stakeholders, direct 337 red 198 statistics 328 TechCrunch 116, 415 story, company 371–2 TechRadar 116 strategic alliances 343 116, 179, 310 stress 36 TED Talks 58, 67, 415 StrictlyVC 222, 416 TED.com 67, 415 stride.com 412 Template Stash 151, 412 Stripe.com 69 Teoma 209 subscription 395 term sheet 200, 226–33 subscription form 200 term sheet battles 201 substance abuse 23 Tesla 25 success, personality and 23–4 Testimonial Monkey 274 summary 197, 202–4 The Name App 412 written 204 The Next Web 116 sumo.com 421 The Verge 116 super angels 168 thefunded.com 416 supermarket model 396 themeforest.net 151, 420 supply mapping 326 thinking people 22 SurveyMonkey 314, 411, 420, 422 ticket size 196 SurveySwipe 274, 411, 418, 420, 422 time management 42 Survtapp 314, 413 token pricing 395

Index 459

bindex.indd 459 7/27/2018 12:33:19 PM token sale 172–3 vacations, need for 36 tokens 161 validation phase 317–19 Tongal 151, 274, 411 valuation calculations 225–6 Topcoder 273, 413 value capture/business structure total addressable market (TAM) 350 ­strategies 399–402 trade sale value proposition 316 role after 375–6 value-added reseller 399 stages in 373–5 vanity URLs 68–9 trademarks 129, 153, 154 venture capital 8 training 295 board positions 236 trash-to-cash 390 European market 146 travel 43–4 European vs USA earnings from 147–8 Trello 40, 317, 411, 412 failure rates and 10–12 trends.google.com 416 investments 322, 402 trendspotting 396 location of investment 139–41, 144 trojan horse 134 success and 144–5 truegether.com 421 venture capital funds 180–1, 182 try.wrike.com 422 returns from 182–5 Tumblr 53 Venture Capital Method (VC Method) 223 turbo-business model 120, 396 venture debt 188 TV interview 78, 80–1 VentureBeat 116 Twitter 45, 53, 65, 71, 73, 418 vesting 227–8 timing and frequency of posts of 72 video conferencing 45, 199 two-sided network 398 Vimeo 65, 71, 418 typeform.com 418 vintage, venture industry and 193 viral coefficients 131 viral effects 131, 132, 397 Uber 8, 25, 44, 121, 132, 400 viral factor 131 Ulrich’s International Periodicals Viralheat 53 Directory 314 Virgin 25, 153 unbalanced scaling 349, 353–4 Virgin Air 126 unicorn companies 7 Vista 308 unicorn exits 144, 147–8 Vista Cards 152 unicorn hunters 184 vistaprint.com 411 Unilever 390 voice recognition 41 Union Square Ventures 174 volume discounts 395 upcall.com 413 voting preference clause 228 up-front pricing 395 Upfront Ventures 195 Wallet 44 Upwork 273, 413 Walmart 272, 396 US GAAP 149 Wang, Ted 154 UsabilityHub 420, 421 Wayra 116 user stories 313 web domain 149–51 Usertesting 274, 420 WebEngage 274, 422 UserVoice 274, 411, 419 webflow.com 420 uxtesting.io 420 webinar 69, 338

460 Index

bindex.indd 460 7/27/2018 12:33:19 PM webinarjam.com 69, 415 work experience, relevant 252–3 webshop 152–3 Workday 318 website, creating 151–2 working capital WebTV 308 optimization 162 Webvan 308, 309 streamlining 234–5 WeChat 45 wsgr.com 154, 413, 416 Wechsler Adult Intelligence Scale 277, 282, 384 Xerox 124, 333 WhatsApp 45, 412 Xing 53 whispering employee 278 XPRIZE 401 whispering talent 278 white label 395 116, 177, 246 white papers 134–5, 173, 267, 337–8, 340 Yale Endowment 387 whitespace 123–4 Yoast 422 wikijobs.com 281, 423 Young Upstarts 8, 415 Wikipedia 65, 338, 401, 415 YourStory 8 Wilson Sonsini Goodrich & Rosati 154 YouTube 53, 65, 71, 90, 131, 133, 395, 418 Wilson, Fred 268 Winklevoss Capital 174 Zappos 289, 308 Wired 116 Zencastr 45, 419, 421 wix.com 46, 420 Zip2 25 WooCommerce 152, 422 Zoom 45, 419, 422 WordPress 69, 152, 420 Zopim 419 work effort 26 Zuckerberg, Mark 27, 30

Index 461

bindex.indd 461 7/27/2018 12:33:19 PM bindex.indd 462 7/27/2018 12:33:19 PM bindex.indd 463 7/27/2018 12:33:19 PM bindex.indd 464 7/27/2018 12:33:19 PM