1. Bulletproof Your Startup
Be the 10% who succeed

2. Acknowledgements
This presentation uses ideas, theories and material from
Clayton Christensen about Theory of Disruption
Anthony Ulrick about Customer jobs
Alexander Osterwalder about Business Model Canvas
Roger Martin about 5 questions of strategy

3. The Startup Graveyard 90% startups close down in 3 years
997 of 2,281 startups launched in India after June 2014 were dead already, within two years
Inc.com Sept 2016
90% startups close down in 3 years
Date Source: market research firm Xeler8

4. The Startup Graveyard
Hyperlocal 6
Foodtech 5
Apps 3
Travel tech 2
Ed tech 2
32 of the 997 failed startups had succeeded in raising funding from investors.
Inc.com Sept 2016
Peppertap Hyperlocal $ 46 M
Local Baniya Hyperlocal $ 5 M
Gozoomo Lead Gen $ M
Fashionara ecommerce $ 2 M
Purple Squirrel Edtech $ 2 M
Date Source: market research firm Xeler8

5. The Startup Graveyard
Funding crunch for startups with no clear or a poor business model or no differentiation from rival ventures
Inc.com Sept 2016
Date Source: market research firm Xeler8

6. The Startup Graveyard
The average age of the failed ventures – 11.5 months  
The average age of the failed founders - 27 years 4 months.
More than ¾ of the failed entrepreneurs took up a job after their failure.
Only around 23% ventured to start up again. 
Perseverance, Passion, Experience was found wanting
Date Source: market research firm Xeler8

7. Does any of this sounds familiar?
Reasons for failure
Not serving a market need 42%
Running out of cash 26%
Ignoring the competition 19%
Flawed or weak/untested business model
Not a user-friendly product or a service
Starved of customer feedback
No attention to marketing
The wrong price
Too early to market
Not the right team –fear of diluting the equity
Too many copycats, not enough differentiation
Does any of this sounds familiar?
Source: CB Insights Survey

8. Why Bulletproofing Your Startup Workshops
Why are so many startups failing?
Should it be so difficult to do a startup?
How is it any different from a regular business?
Is it possible to create a model to understand the real nature of the problem and thereby better manage it?
Can we create a framework for improving probability of succeeding?
Developing a systemic rather than symptomatic response to ensure success

9. Be the 10% that Succeed
Follow a structured business evolution process leveraging conventional business frameworks
Existing business frameworks have been adapted and applied for startups to significantly reduce the risk of failure.
Mentoring alone is not sufficient. A coach needs to be fully familiar with these frameworks and embedded in the business working closely with the founders.

10. Startup Business Evolution Process
From an "Idea" to "Defining The Opportunity"
Anthony Ulwick’s Customer Centered innovations map to understand problem/ need in target market and identify the right opportunity.
Establishing the "Product market fit"
Leverage frameworks for establishing Minimum Viable Product (MVP) and doing customer development.
Creating a "Go To Market Strategy"
Develop a GTM strategy using the “7 questions for GTM strategy” framework
Discovering the "Business Model"
Using one of the 9 different established business models and Alexander Osterwalder’s Business Model Canvas framework discover and develop your startup’s business model
"Growing" the business
Convert discovered patterns into rules and processes, understand how to hire the right management team and set up a strong operations discipline in place to drive growth
"Scaling" the business
Implement strategy frameworks like the “Five Questions To Build A Strategy” by Roger Martin.

11. A Quick Look At What Makes Startups Successful and Sustainable
Right founding team
Understood Product Marketing as against Sales Or Marketing
Great at recognizing patterns and draw insights
Defined a differentiated value proposition
Achieved Product market fit
Developed a Business model
Have a Go To Market Strategy
Figured out Finance required at all stages and why
Understood, planned and built for execution
Established Processes, Systems and Infrastructure

12. How would you define a Startup?

13. What is a Startup?
As per Ministry of Commerce and Industry notification released on April 17, 2015.
An entity that is.
Up to five years from the date of incorporation.
Has turnover not exceeding 25 crores in the last five financial years.
innovating, developing, deploying, and commercializing new products, processes, or services driven by technology or intellectual property
or opening new geographies or customer segments.

14. What is a Startup? A temporary organization formed
to test & prove a bunch of hypothesis
and then designed to
search for
a scalable and a repeatable business model

15. What will you be innovating?
Products/Services
Business Processes or part thereof
Revenue model
What Will it be driven by?
New technology or
Intellectual property.
Will it be in new
Market Segment or
Geographies

16. Are you self aware enough to recognize your stories
The Narrative Fallacy
I can because….
Product of a premier institute
Coding whiz
Have business “genes”
Will take an year or two off before taking a job
My idea will get funded
Are you self aware enough to recognize your stories

17. END