ryan allis-03 business-all that i've learned-allis

= =ALL THAT I’ve LEARNED

RYAN ALLIS

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= =All that I've learned 28 by

BUSINESS

PART 3

ABOUT

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The presentation

826 slides COVERing What I’ve learned so far about

TOPICS COVERED

LIFE

1

2

3

THE WORLD BUSINESS

THE PRESENTATION TOPICS COVERED

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GOALS VALUES MENTORS NETWORKS

ABOUT THIS VIDEO PART I TOPICS

PART 1 “ABOUT LIFE” INCLUDES 337 Slides and SECTIONS ON

INVESTING COMMUNICATION INTERNAL SELF LESSONS

The presentation PART 1 TOPICS THE PRESENTATION PART 1 TOPICS

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SYSTEMS HUMAN RIGHTS GLOBAL KPIS WORLD 2050


PART 2 “ABOUT THE WORLD” INCLUDES 210 slides and SECTIONS ON


GEN Y CLIMATE CHANGE INNOVATION

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ENTREPRENEURSHIP MOTIVATION PLANNING INCORPORATION RAISING CAPITAL PRODUCT DEVELOPMENT MARKETING


PART 3 “ABOUT BUSINESS” INCLUDES 269 slides and SECTIONS ON


BUILDING A TEAM BUILDING SYSTEMS LEADERSHip STRATEGY EXECUTION BUSINESS LESSONS MY MISSION


ENTREPRENURSHIP ABOUT

ENTREPRENEURSHIP HOW TO START A BUSINESS

HERE ARE TEN STEPS TO BUILDING YOUR COMPANY TO

$1M In Sales"

ENTREPRENEURSHIP TEN STEPS to $1M

1.  KNOW YOUR ROLE 2.  UNDERSTAND THE SYSTEM 3.  KNOW YOUR MOTIVATION 4.  BUILD YOUR PLAN 5.  INCORPORATE 6.  RAISE FUNDING OR BOOTSTRAP 7.  DEVELOP YOUR PRODUCT 8.  Execute YOUR MARKETING PLAN 9.  BUILD YOUR TEAM 10.  BUILD SCALABLE SYSTEMS

ENTREPRENEURSHIP KNOW YOUR ROLE

IT IS THE ENTREPRENEUR WHO ORGANIZES & ARRANGES THE USE OF LAND, LABOR, & CAPITAL TO CREATE AN OUTPUT DEMANDED BY HUMANs

1

INDIVIDUALs WHO BUILD ORGANIZATIONS

TO PRODUCE & DISTRIBUTE GOODS

ENTREPRENEURSHIP WHAT IS AN ENTREPRENUER?

Entrepreneurs (n.)

WHICH ARRANGE PEOPLE, CAPITAL & MACHINES

WHICH CREATE VALUE FOR HUMANITY

KNOW YOUR ROLE 1 KNOW YOUR ROLE 1

1. BUILD ORGANIZATIONS

3. PRODUCE & DISTRIBUTE GOODS

ENTREPRENEURSHIP WHAT DO ENTREPRENEURS DO?

Entrepreneurs:

2. ARRANGE PEOPLE, CAPITAL & MACHINES

4. CREATE VALUE FOR HUMANITY

KNOW YOUR ROLE 1 KNOW YOUR ROLE 1


“Both a sparkplug & CATALYST THE ENTREPRENEUR IS AT ONCE THE DRIVING FORCE BEHIND PRODUCTION AND THE AGENT WHO COMBINES THE OTHER RESOURCES IN WHAT IS HOPED WILL BE A PROFITABLE VENTURE”

1

- McConnell and Brue in Economics

KNOW YOUR ROLE 1


“A person who organizes, Operates, and assumes THE RISK FOR A BUSINESS VENTURE”

1

- The American Heritage dictionary

KNOW YOUR ROLE 1


TRAITS OF AN ENTREPRENEUR:

1 KNOW YOUR ROLE 1

Initiative DRIVE TOWARD EFFICIENCY BIAS TOWARD ACTION ABILITY TO TAKE FEEDBACK TOLERANCE FOR STRESS DETERMINATION DECISIVeNESS COURAGE ABILITY TO DEAL WITH FAILURE

CREATIVITY ABILITY TO LEARN QUICKLY PERSERVERENCE ABILITY TO DELAY GRATIFICATION DRIVE TO ACHIEVE ABILITY TO PLAN ABILITY TO BUILD A TEAM ABILITY TO INSPIRE & LEAD ABILITY TO PRIORITIZE


ENTREPRENEURS ARE SOMETIMES GOOD CEOS AND SOMETIMES REALLY BAD CEOS. FIND OUT WHAT you’re good At and do that. You don’t have to

1 KNOW YOUR ROLE 1

BE THE CEO.


A CEO’S ROLE IN A STARTUP IS THE

1 KNOW YOUR ROLE 1

CHIEF EVERYTHING OFFICER


A START-uP CEO’S ROLE INCLUDES:

1 KNOW YOUR ROLE 1

VISION STRATEGY PRODUCT CREATION FINANCING MEDIA RELATIONS

CULTURE LEADERSHIP TEAM RECRUITING OPERATIONS BOARD RELATIONS

LATER ON THE CEO’s ROLE IS TO

1. Set Strategy & VIsion 2. RECRUIT & lead SENIOR TEAM 3. OVERSEE RESOURCE ALLOCATION 4. COMMUNICATE TO STAKEHOLDERS 5. BUILD A GREAT CULTURE

KNOW YOUR ROLE 1 KNOW YOUR ROLE 1ENTREPRENEURSHIP

LEADERSHIP THE CEO ROLE

YOUR ROLE AS CEO IS NOT TO MICROMANAGE It’s to hire people EXPERIENCED THAN YOU IN THEIR AREAS AND PROVIDE THE BIG PICTURE


LEADERSHIP THE CEO ROLE

GREAT CEO’s ARE GOOD AT PUBLIC SPEAKING CONNECTING DEEPLY WITH TEAM SHARING THEIR PASSION RAISING FUNDING UNDERSTANDING THE CUSTOMER



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THE ENTREPRENEURIAL

SYSTEM

ABOUT

ENTREPRENEURSHIP KNOW YOUR ROLE 1 UNDERSTAND THE SYSTEM 2

THERE IS AN ENTIRELY DIFFERENT WORLD OUT THERE—A WORLD OF PROSPERITY & UNLIMITED WEALTH You can enter this world IF YOU ARE AWARE IT EXISTS AND YOU WORK HARD


TO ENTER THIS WORLD YOU MUST UNDERSTAND HOW THE SYSTEM OF ENTREPRENEURSHIP

WORKS


THERE ARE THREE WAYS TO BUILD WEALTH THROUGH ENTREPRENEURSHIP THROUGH A SALARY, THROUGH DIVIDENDS, and through THE SALE OF

STOCK YOU OWN


THE SUCCESSFUL ENTREPRENEUR CAN EARN TENS OF MILLIONS OF DOLLARS FOR CHANGING AN INDUSTRY AND BRINGING IMMENSE VALUE TO A LARGE USER OR CUSTOMER BASE


TO DO THIS, you’ll have to •  DEVELOP A NOVEL PRODUCT •  PROTECT YOUR IP •  GET CUSTOMERS •  BUILD A GREAT TEAM •  RAISE CAPITAL •  BUILD SCALABLE SYSTEMS


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ENTREPRENEURIALMOTIVATION

ABOUT

ENTREPRENEURSHIP KNOW YOUR ROLE 1 FIND YOUR MOTIVATION 3

HERE’S MY MOTIVATION: CREATE A SUSTAINABLE WORLD IN WHICH EVERY HUMAN BEING HAS ACCESS TO OPPORTUNITY


HERE’S WHAT I WANT MY EPITAPH TO SAY:

Now I’m working on making this a reality

GREAT MAN, HUSBAND AND FATHER ENTREPRENEUR, LEADER & HUMANITARIAN LED ORGANIZATIONS & BUILT TECHNOLOGIES THAT AdVANCED EQUALITY OF OPPORTUNITY GLOBALLY


I’m building a company Whose purpose is to CONNECT HUMANS GLOBALLY ON TABLETS & SMARTPHONES


OUR MISSION IS TO BUILD A PLATFORM TO ORGANIZE HUMAN RELATIONSHIPS FOR THE TOUCH GENERATION MAKING THE WORLD MORE OPEN AND CONNECTED


FIND A MISSION THAT YOU ARE DEEPLY PASSIONATE ABOUT AND BUILD A BUSINESS TO PURSUE THE SHIT OUT OF IT


FINDING MY CORE MOTIVATION AT 18 HAS BEEN CRITICAL TO GETTING ME THROUGH THE DIFFICULT AND CHALLENGING TIMES AND FINDING THE STRENGTH FROM WITHIN TO PERSERVERE IN THE FACE OF GENERALLY INSURMOUNTABLE ODDS


SPEND TIME THINKING AND MEDITATING ON YOUR RAISON D’ETRE AND FIGURE OUT WHAT CONSTITUTES THE CORE MOTIVATIONS FOR WHAT YOU DO AND

WHO YOU ARE


Know who you want to become AND YOU CAN BEGIN TO DIRECT YOUR LIFE RATHER THAN LETTING OUTSIDE FACTORS CONTROL YOU. DIRECT YOUR LIFE TOWARD YOUR DEFINITE CHIEF AIM.


LET WHO YOU ARE AND WHAT YOU BELIEVE COME OUT IN

ALL THAT YOU CREATE


FIGURE OUT WHAT YOU’RE PASSIONATE ABOUT WRITE DOWN YOUR GOALS & PRINT THEM WRITE DOWN YOUR LIFE PURPOSE DETERMINE THE CHANGE YOU SEEK THEN START A COMPANY TO MAKE THAT CHANGE REAL


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BUSINESS PLANNING

ABOUT

ENTREPRENEURSHIP UNDERSTAND THE SYSTEM

TODAY, MOST PLANS ARE SLIDE DECKS WHICH INCLUDE:

BUILD YOUR PLAN 4

1.  TEAM 2.  PROBLEM 3.  PRODUCT & TECHNOLOGY 4.  MARKET & COMPETITION 5.  revenue model 6.  FINANCIAL PROJECTIONS

ENTREPRENEURSHIP KNOW YOUR ROLE 1 BUILD YOUR PLAN – THE TEAM 4

BUSINESS IDEAS ARE A DIME A DOZEN WHAT REALLY MATTERS IS THE OPERATIONAL EXECUTION AND THE QUALITY OF

THE TEAM

ENTREPRENEURSHIP KNOW YOUR ROLE 1 BUILD YOUR PLAN – THE PROBLEM 4

CLEARLY ILLUSTRATE THE PROBLEM YOU ARE SOLVING HOW YOU ARE SOLVING IT

AND FOR WHOM

ENTREPRENEURSHIP KNOW YOUR ROLE 1 BUILD YOUR PLAN – THE PRODUCT 4

SHOW PICTURES OF A PROTOTYPE OR WIREFRAMES & MOCKUPS MAKE YOUR SPECIFIC SOLUTION

EASILY VISUALIZED

ENTREPRENEURSHIP KNOW YOUR ROLE 1 BUILD YOUR PLAN – THE PRODUCT 4

SHARE YOUR PRODUCTION TIMELINE AND KEY MILESTONES TOWARD INITIAL PRODUCT DELIVERY AND DISCUSS FUTURE PRODUCTS AND SERVICES

ENTREPRENEURSHIP KNOW YOUR ROLE 1 BUILD YOUR PLAN – THE MARKET 4

ADDRESS THE FOLLOWING ABOUT YOUR MARKET

SUPPLIERS BARRIERS TO ENTRY INTELLECTUAL PROPERTY MARKET SIZE MARKET TIMING DIRECT COMPETITORS POTENTIAL PARTNERS

ENTREPRENEURSHIP KNOW YOUR ROLE 1 BUILD YOUR PLAN – REVENUE MODEL 4

ADDRESS THE FOLLOWING IN YOUR REVENUE SECTION

B2B or B2c DISTRIBUTION CHANNELS WHOLESALE VS. RETAIL REVENUE ONE TIME VS. SUBSCRIPTION REVENUE USER & CUSTOMER GROWTH ASSUMPTIONS UNIT COSTS AT SCALE UNIT REVENUE AT SCALE

ENTREPRENEURSHIP KNOW YOUR ROLE 1 BUILD YOUR PLAN—FINANCIALS 4

ADDRESS THE FOLLOWING IN YOUR FINANCIAL PROJECTIONS

REVENUE ASSUMPTIONS COST ASSUMPTIONS Revenue by Month COST BY MONTH BY CATEGORY NET INCOME BY MONTH BY CATEGORY TIME TO BREAKEVEN FUNDS NEEDED TO REACH NEXT MILESTONE TOTAL EXPECTED FUNDS NEEDED

ENTREPRENEURSHIP KNOW YOUR ROLE 1 BUILD YOUR PLAN—FINANCIALS 4

EXAMPLE 60 Month PRO FORMA P&L PROJECTIONS

($2,500,000)"

($2,000,000)"

($1,500,000)"

($1,000,000)"

($500,000)"

$0""

$500,000""

$1,000,000""

$1,500,000""

0" 6" 12" 18" 24" 30" 36" 42" 48" 54" 60"

Revenue Expenses Aggregate Net Income

ENTREPRENEURSHIP KNOW YOUR ROLE 1 BUILD YOUR PLAN—CHECKLIST 4

MAKE SURE YOUR DECK ANSWERS ALL THESE QUESTIONS

! Who’s on your team? ! What is their background? ! WHAT IS THE NEED FOR THE PRODUCT? ! HOW WILL THE PRODUCT BE PRICED? ! WHAT IS THE SIZE OF THE MARKET? !  IS THE MARKET READY FOR THE PRoDUCT? ! WHAT WILL IT COST TO PRODUCE THE PRODUCT? ! WHAT IS THE TOTAL START-up COST?

ENTREPRENEURSHIP KNOW YOUR ROLE 1 BUILD YOUR PLAN—CHECKLIST 4

MAKE SURE YOUR DECK ANSWERS ALL THESE QUESTIONS

! HOW MUCH IS NEEDED TO REACH BREAKEVEN? ! WILL YOU NEED TO ACQUIRE ANY IP? ! WHO IS YOUR TARGET CUSTOMER? ! WHAT ROLES WILL YOU FILL IN THE FUTURE? ! WHAT ARE YOUR FUTURE PRODUCTS? ! WHAT ARE YOUR ANNUAL Revenue PROJECTIONS? ! WHAT ARE YOUR ANNUAL COST PROJECTIONS? ! WHAT ARE YOUR ANNUAL PROFIT PROJECTIONS?


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INCORPORATING ABOUT

ENTREPRENEURSHIP

NOW THAT YOU HAVE YOUR PLAN It’s time to become official

INCORPORATE 5

AND INCORPORATE

RAISING CAPITAL NEGOTIATING POWER BASED ON

MUCH LOWER TAXES LIABILITY PROTECTION BEING TAKEN SERIOUSLY

ABILITY TO OPEN A BANK ACCOUNT ABILITY TO HIRE EMPLOYEES ABILITY TO RAISE INVESTMENT

ABILITY TO GAIN CORPORATE CREDIT

ENTREPRENEURSHIP INCORPORATE 5

THE BENEFITS OF INCORPORATING

ENTREPRENEURSHIP

TO INCORPORATE YOURSELF YOU JUST NEED TO KNOW

INCORPORATE 5

THE NAME OF THE COMPANy THE STATE YOU WISH TO INCORPORATE IN THE NUMBER OF SHARES TO CREATE THE INITIAL OWNERSHIP OF THOSE SHARES

ENTREPRENEURSHIP

YOU CAN INCORPORATE VIA

INCORPORATE 5

LEGALZOOM.com INCORPORATE.COm OR VIA ANY CORPORATE LAW FIRM

ENTREPRENEURSHIP

IN THE U.S. you can start a

INCORPORATE 5

S Corp C Corp

LLC BENEFIT CORP

Most firms that plan on r a i s i n g c a p i ta l a r e Delaware C Corporations

ENTREPRENEURSHIP

IN CHOOSING A LAW FIRM LOOK AT

INCORPORATE 5

REPUTATION & REFERENCES START-up EXPERIENCE INTRODUCTION TO INVESTORS IPO EXPERIENCE PARTNER CHEMISTRY

ENTREPRENEURSHIP

ONCE INCORPORATED YOU’ll RECEIVE YOUR

INCORPORATE 5

ARTICLES OF INCORPORATION SET OF BYLAWS SET OF STOCK CERTIFICATES

ENTREPRENEURSHIP

THEN YOU CAN GET AN EMPLOYER IDENTIFICATION NUMBER FROM THE IRS (YIPEE!) AND OPEN A BANK ACCOUNT

INCORPORATE 5


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RAISING CAPITAL

ABOUT

ENTREPRENEURSHIP

IF POSSIBLE TRY TO GET AS FAR AS YOU CAN WITHOUT RAISING OUTSIDE CAPITAL

RAISE FUNDING OR BOOTSTRAP 6

ENTREPRENEURSHIP

AT ICONTACT WE BOOTSTRAPPED FOR THE FIRST 3 years


ENTREPRENEURSHIP

IN THE BEGINNING DO WHATEVER IT TAKES

TO KEEP COSTS LOW


ENTREPRENEURSHIP

WHERE TO LOOK DEPENDS ON HOW MUCH YOU NEED AND HOW FAR ALONG YOU ARE


ENTREPRENEURSHIP RAISE FUNDING OR BOOTSTRAP 6

<$25k $25k-$500k $500k to $5M $5m to $25m $25m to $50m >$50M CREDIT CARDS Yes

YOUR SAVINGS YES Yes if PRUDENT

Friends & Family Yes Yes if available

P2p FUNDING Yes Yes if available Yes

BANKS Yes if COLLATERAL YES IF PROFITABLE YES IF PROFITABLE

Angel investors Yes YES

SUPER ANGELS YES YES

EARLY STAGE VC YES

Growth StAGE VC YES

Mezzanine debt YES

LATE Stage VC YES

PRIVATE EQUITY YES YES

PUBLIC MARKETS YES

PIPES YES

CORPORATE BONDS YES

WELCOME TO THE MATRIX OF GREEN

RAISING CAPITAL HOW MUCH TO RAISE

DO YOUR BEST TO AVOID RAISING MORE

THAN 1x your current ANNUALIZED REVENUE

RAISING CAPITAL FACTORS IN SELECTING YOUR INVESTORS ENTREPRENEURSHIP RAISE FUNDING OR BOOTSTRAP 6

RAISING CAPITAL NEGOTIATING POWER BASED ON

LEVEL OF NEED FOR THE MONEY YOUR EXPERIENCE YOUR TEAM

PRODUCT & TECHnOLOGY COMPETITION OTHER TERM SHEETS

QUALITY OF YOUR ADVISORS


YOUR NEGOTIATING POWER BASED ON

RAISING CAPITAL MOST IMPORTANT TERMS

VALUATION OPTION POOL SIZE LIQUIDATION PREFERENCES

FOUNDER REVESTING PREFERRED VETO RIGHTS TYPE OF PREFERRED STOCK

BOARD SEATS

" THE HIGHEST VALUATION Isn’T ALWAYS BEST


THE MOST IMPORTANT INVESTMENT TERMS

RAISING CAPITAL FACTORS IN SELECTING YOUR INVESTORS

CHEMISTRY WITH THE PARTNER OPERATIONAL EXPERIENCE CURRENT PORTFOLIO ALIGNMENT

PARTNER/FIRM EXIT RESULTS EXECUTIVE RECRUITING ABILITY TERMS OF INVESTMENT


FACTORS IN SELECTING YOUR INVESTORS


$1m to $25m PMV depending on Factors like

•  CEO Past exits

•  TEAM EXPERIENCE

•  NUMBER OF USERS

•  NUMBER OF ENGINEERS

•  LOCATION OF COMPANY


TECH PRE-REVENUE VALUATION GUIDELINES

X2 if you’re in silicon valley


INCORPORATED b2c tech COMPANY RUN BY FIRST TIME

ENTREPRENEUR with 1 engineer


PRE-REVENUE VALUATION EXAMPLE

Pre-Money Valuation: $1m-$2m


INCORPORATED b2c tech COMPANY RUN BY FIRST TIME

ENTREPRENEURS who have been through y

combinator with a good idea AND 2 engineers



Pre-Money Valuation: $4m-8m


INCORPORATED tech COMPANY run By experienced CEO

with 10 years c-level experience, $100m prior Exit,

& 5 engineers



Pre-Money Valuation: $10m-20m


1x to 12x revenue based on factors like


TECH POST-REVENUE VALUATION GUIDELINES

•  AMOUNT OF REVENUE •  REVENUE GROWTH RATE •  NUMBER OF USERs/customers •  TYPE OF REVENUE •  CEO/TEAM EXPERIENCE •  COMPANY MARKET •  LOCATION OF COMPANY

RAISING CAPITAL TERM SHEETS

AS YOU GO ABOUT FUNDRAISING

YOU USUALLY WANT TO CREATE

A COMPETITIVE PROCESS



BUILD YOUR FUNDING PROCESS TO ENSURE YOU RECEIVE

MULTIPLE TERM SHEETS



HAVE ACCESSIBLE IN YOUR HEAD VALUATION COMPARABLES


• RECENT SIMILAR Venture Deals • Recent SIMILAR M&A deals • Public comparables


RAISE MONEY ONLY FROM SMART PEOPLE YOU REALLY LIKE You’LL BE MARRIED to Them FOR THE NEXT 3-10 years

RAISING CAPITAL TERM SHEETS RAISING CAPITAL FACTORS IN SELECTING YOUR INVESTORS ENTREPRENEURSHIP RAISE FUNDING OR BOOTSTRAP 6


WAIT TO RAISE Your series A UNTIL You HAVE PROVEN MATHEMATICALLY THAT X DOLLARS SPENT BRINGS Y DOLLARS BACK


RAISING CAPITAL WHEN TO RAISE

Don’t raise MONEY UNTIL You know what You’ll Use it for



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PRODUCT DEVELOPMENT

ABOUT


GREAT PRODUCTs FULFILL ONE OR MORE OF THE FOLLOWING

RAISING CAPITAL TERM SHEETS RAISING CAPITAL FACTORS IN SELECTING YOUR INVESTORS ENTREPRENEURSHIP BUILD YOUR PRODUCT 7

12 KEY HUMAN DESIRES HUMAN CONNECTION making money HELPING OTHERS FINDING A PARTNER NEW EXPERIENCES SAFETY

HUMAN EXPRESSION TAKING CARE OF FAMILY LEARNING HEALTH & SURVIVAL IMPRESSING OTHERS COMFORT & RELAXATION


GREAT PRODUCTs BRING JOY AND SMILES


TO THEIR USERS’ FACES


GREAT PRODUCTs ARE SIMPLE ON THE OUTSIDE


AND POWERFUL ON THE

INSIDE


GREAT PRODUCTs HAVE THE FOLLOWING CHARACTERISTICS


1.  FULFILLS CORE HUMAN DESIRE 2.  A 4x+ Markup OVER PRODUCTION COSTS 3.  RECURRING PURCHASE NEEDED 4.  EASILY UPSOLD & CROSS SOLD 5.  QUALITY CONSTRUCTION 6.  BEAUTIFUL DESIGN 7.  HIGHLY EFFECTIVE AT ITS STATED PURPOSE 8.  AN EASY TO REMEMBER NAME


PRODUCT MANAGEMENT IS THE PROCESS OF DEFINING WHAT You’RE BUILDING ASSEMBLING THE TEAM AND BUILDING IT



THERE ARE TWO BAD EXTREMES IN PRODUCT DEVELOPMENT 1)  MANiACAL DICTATORIAL PRODUCT DESIGN

2)  DESIGN BY COMMITTEE



YOUR GOAL IS TO BE HERE ON THE SPECTRUM OF PRODUCT MANAGERS


Design By Committee HELL

MANIACAL DICTATOR DESIGN

FOCUSED LEADERSHIP & VISION WITH FEEDBACK

FROM SELECT PERSONAS

“THE GREEN ZONE”

THE SPECTRUM OF PRODUCT MANAGERS

TOO UNFOCUSED TOO LITTLE PERSPECTIVE


YOU WANT TO BE SLIGHTLY RIGHT OF CENTER WITH DESIGN


IT IS BETTER TO HAVE A STRONG VISION AND BE SLIGHTLY MANIACAL THEN BE UNSURE ABOUT THE CHANGE YOU WISH TO CREATE IN THE WORLD


GREAT PRODUCT OWNERS ARE ABSOLUTELY PASSIONATE


ABOUT THE CHANGE THEY WISH TO MANIFEST IN THE WORLD


BUT WHAT IN THE WORLD

IS A PERSONA?



GREAT SOFTWARE IS BUILT USING AGILE DEVELOPMENT TEST-DRIVEN CODE OBJECT ORIENTED PROGRAMMING A TEAM THAT UNDERCOMMITS CLEAR MARKUP & STANDARDS



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MARKETING ABOUT

MARKETING BRANDING

GOOD MARKETING IS JUST GOOD STORYTELLING ACROSS MULTIPLE MEDIA IN A TRACKABLE AND FINANCIALLY

ENTREPRENEURSHIP EXECUTE YOUR MARKETGING PLAN 8

SCALABLE MANNER

MARKETING BRANDING

MARKETING IS ENSURING THAT THE RIGHT PEOPLE HAVE HEARD THE RIGHT THINGS ABOUT YOUR PRODUCT AND ORGANIZATION

ENTREPRENEURSHIP EXECUTE YOUR MARKETING PLAN 8

MARKETING BRANDING

A BRAND IS SIMPLY THE AGGREGATEd SUM TOTAL OF EVERY Human BEING’S EXPERIENCE WITH YOUR COMPANY & PRODUCTs


MARKETING BRANDING

MARKETING IS GENERATING AN INTERESTED LEAD SALES IS TURNING THE LEAD INTO A CUSTOMER ACCOUNT MANAGEMENT IS TURNING A CUSTOMER INTO


A LIFETIME EVANGELIZER

MARKETING BRANDING

IN TODAY’s WORLD MARKETING STARTS WITH PRODUCT DEVELOPMENT


MARKETING BRANDING

YOU Can’T SUCCEED MARKETING A CRAPPY PRODUCT FOR LONG


MARKETING BRANDING

SO IF You’re marketing A CRAPPY PRODUCT STOP


MARKETING BRANDING

AND PUT YOUR FUNDS INTO BUILDING A GREAT PRODUCT


MARKETING BRANDING

THEN WHEN YOU HAVE A GREAT PRODUCT START STORYTELLING


MARKETING BRANDING

THE 6 KEYs TO SUCEESS WITH MARKETING ARE


1.  AMAZING WORD OF MOUTH FROM A GREAT PRODUCT 2.  KNOWING THE FINANCIAL LIFETIME VALUE OF A CUSTOMER 3.  A TRACKING SYSTEM THAT CAN TELL YOU COST PER LEAD PER

CHANNEL 4.  A TRACKING SYSTEM THAT CAN TELL YOU CONVERSION RATE

PER CHANNEL 5.  CONSTANT TESTING OF NEW CHANNELS, CREATIVE, AND FUNNEL

PROCESSES 6.  GREAT STORYTELLING

MARKETING ADVERTISING

10% of your MONTHLY Advertising budget

Should be spent on TESTING NEW CHANNELS


MARKETING CUSTOMER ACQUISITION COST

You don’t KNOW YOUR CUSTOMER ACQUISITION COST? ARE YOU SERIOUS?


MARKETING LIFE TIME VALUE

You don’t KNOW YOUR Customer LTV? ARE YOU SERIOUS?


MARKETING RECURRING CAC & LTV EXAMPLE

Monthly Revenue Average Customer Life Lifetime Revenue

What You Can Spend to Acquire a New

Customer

Recurring Customer $50 48 Months $2400 Up to $800

ROUGH EXAMPLE DETERMINING WHAT YOU CAN SPEND TO ACQUIRE A NEW RECURRING CUSTomER


MARKETING Non-RECURRING CAC & LTV EXAMPLE

Average Purchase Price

Average Number of Purchases

Within 3 Years

3 Year Revenue Estimate

What You Can Spend to Acquire a

New Customer

Non-recurring Billed Customer $50 6 $300 Up to $100

ANOTHER ROUGH EXAMPLE DETERMINING WHAT YOU CAN SPEND TO ACQUIRE A NEW CUSTomER


MARKETING BRANDING

SCALE YOUR AD BUDGET SCIENTIFICALLY BY TRACKING LEAD

ACQUSITION COST & CONVERSION RATE

BY ADVERTISING CHANNEL


MARKETING BRANDING

ONLINE MARKETING CHANNELS

SEO – GOOGLE, YAHOO, BING PPC - GOOGLE Adwords / BING ADCENTER SOCIAL PRESENCE – FACEBOoK, TWITTER, youTUBE SOCIAL ADS – FACEBOOK, TWITTER, Youtube ADS DISPLAY – BANNER ADVERTISING AFFILIATES – CJ & LINKSHARE Review SITES – YELP, CITYSEARCH, GOOGLE LOCAL DAILY DEALS – GROUPon & LIVING SOCIAL EMAIL FOLLOWUP – iCOntact & MAILCHIMP


MARKETING BRANDING

OFFLINE MARKETING CHANNELS

TELEVISION PRINT ADVERTISING RADIO YELLOW PAGES DIRECT MAIL TRADESHOWS EVENT SPONSORSHIPS BILLBOARDS CAMPUS REPS


MARKETING BRANDING

THE KEY IS TO TEST ALL OF THE CHANNELS AND TRACK

THE ACTUAL RESULTS FROM

EACH ONE


MARKETING BRANDING ENTREPRENEURSHIP EXECUTE YOUR MARKETING PLAN 8

TO GROW YOUR SALES CALCULATE CPL & COnVERSION RATE BY CHANNEL

DETERMINE WHAT YOU CAN PAY PER NEW CUSTOMER TEST NEW ADVERTISING CHANNELS SCIENTIFICALLY CREATE A PREMIUM VERSION OF YOUR PRODUCt TEST DOUBLING YOUR PRICE AND SEE WHAT HAPPENS GET MORE AFFILIATES/DISTRIBUTORS OPEN UP MORE SALES OFFICES OPEN UP MORE RETAIL LOCATIONS BUILD ADDITIONAL PRODUCTS HIRE MORE SALES PEOPLE HIRE SOMEONE TO SELL MORE TO EXISTING CUSTOMERS RAISe CAPITAL AND EXPAND YOUR ADVERTISING


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BUILDING A TEAM

ABOUT

MARKETING BRANDING ENTREPRENEURSHIP BUILD YOUR TEAM 9

You’ve spent months GETTING YOUR BUSINESS TO THE POINT WHEN You’re READY TO MAKE THE FIRST

SALE


NOW IT’s TIME TO BUILD YOUR TEAM AS SOON AS YOU CAN AFFORD TO BRING ON YOUR FIRST TEAM MEMBER

DO IT


MY FAVORITE INTERVIEW QUESTIONS TO ASK:

WHAT ARE YOU PASSIONATE ABOUT? TALK ABOUT SOME OF THE EXPERIENCES IN LIFE THAT HAVE BEEN VERY CHALLENGING WHAT CHANGE DO YOU WANT TO MAKE IN THE WORLD IN YOUR LIFE TIME? IF YOU MET AN ALIEN, HOW WOULD YOU DESCRIBE YOURSELF? TELL ME ABOUT YOUR FAILURES TELL ME ABOUT THE GOALS YOU HAVE


YOU CAN RECRUIT VIA EXISTING EMPLOYEE REFERRALS

COMPETITORS DICE/MONSTER/CAREERBUILDer LINKEDIN/THE LADDERS TECHCRUNCH JOBS YOUR INVESTORs’ CONTACTS CORPORATE RECRUITERS PRESS PICKUPS


THE BEST TEAM MEMBERS ARE OFTEN THE ONES WHO ARE CURRENTLY EMPLOYED


Your c-level team SHOULD BE EXCLUSIVELY MADE UP OF JEDIS


MAKE GOALS QUANTITATIVE

AND GIVE FREQUENT FEEDBACK

TO YOUR TEAM


IF SOMEONE ISN’T WORKING OUT LET THEM GO AND FREE THEM UP TO DO SOMETHING THEY

ARE GOOD AT


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Building systems

ABOUT


SYSTEMS ARE A COLLECTION OF PROCESSES THAT RUN

9 BUILD SCALABLE SYSTEMS 10

WITHOUT YOU

MARKETING BRANDING ENTREPRENEURSHIP BUILD SCALABLE SYSTEMS 10

“Achievement comes to someone when he is able to do great things for himself. Success comes when he empowers followers to do great things with him. Significance comes when he develops leaders to do great things for him. But legacy is created only when a person puts his organization into the position to do great things without him.”

-JOHN C. MAXWELL

MARKETING ENTREPRENEURSHIP BUILD YOUR TEAM 9

Examples of systems PERFORMANCE REVIEWS

OFFICE FOOD DELIVERY NEW EMPLOYEE TRAINING DOWNTIME NOTIFICATION OPERATIONS REVIEWS PRODUCT FEEDBACK PURCHASE ORDERS FINANCIAL PLANNING PAYROLL CLIENT SATISFACTION VACATION REQUESTS

BUILD SCALABLE SYSTEMS 10

MARKETING TESTING RFP MANAGEMENT EXPENSE REIMBURSEMENT HARDWARE SETUP TAX DOCUMENTATION LEGAL CONTRACTS 360 FEEDBACK JOB DESCRIPTIONS EXTERNAL COMMUNICATIONS INTERNAL COMMUNCIATIONS ACCOUNTING

SYSTEMS PEOPLE

AFTER THE FIRST year Your success is DETERMINED MORE BY THE PEOPLE YOU HIRE THAN BY YOU SO STOP TRYING TO DO

EVERYTHING

ENTREPRENEURSHIP BUILD YOUR TEAM 9 BUILD SCALABLE SYSTEMS 10


FOR A BASIC ACCOUNTING SYSTEM WE USE QUICKBOOKS ONLINE



BE SURE TO TRACK YOUR BOOKS ACCURATELY FROM THE BEGINNING



AND ALWAYS SEPARATE PERSONAL AND BUSINESS EXPENSES



WAY TOO MUCH TIME IS SPENT in MEETINGS



ADOPT a MAKERS’ SCHEDULE



HAVE A DAILY STANDUP



RYAN ALLIS

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= =

STEPS to $1M

All that I've learned

ABOUT THE

28 by

MARKETING ENTREPRENEURSHIP 100 STEPS in REVIEW

1.  FIGURE OUT WHAT CHANGE you WANT TO MAKE IN

THE WORLD

2.  BEGIN RESEARCHING THE INDUSTRY AND

COMPETITORs

3.  DETERMINE HOW TO CREATE YOUR PRODUCT

4.  TALK TO POTENTIAL CUSTOMERS FOR FEEDBACK

5.  COME UP WITH NAME FOR YOUR COMPANY/PRODUCT


6.  BUILD YOUR PITCH DECK

7.  CREATE PRO FORMA FINANCIAL PROJECTIONS

8.  DETERMINE CAPITAL NECESSARY TO GET TO CASH

FLOW POSITIVE

9.  GET FEEDBACK ON PITCH DECK FROM ADVISORS

10. FIND A CO-FOUNDER IF NEEDED


11.  SELECT A QUALITY CORPORATE LAW FIRM IN YOUR

AREA

12.  INCORPORATE & OBTAIN AN EIN

13.  OPEN A COMPANY BANK ACCOUNT

14.  TALK TO YOUR ATTORNEY ABOUT MAKING an 83b

election

15.  BUILD BASIC PRODUCT PROTOTYPE/Minimum

viable product


16.  CREATE EMPLOYEE AGREEMNTS FOR EVERYONE

17.  CREATE CONFIDENTIALITY AGREEMENTS FOR

EVERYONE

18.  HOLD INITIAL BOARD OF DIRECTORS MEETING

19.  CREATE YOUR RSU/STOck options plan

20.  ISSUE STOCK CERTIFICATES


21.  FUND YOUR BANK ACCOUNT AND ORDER CHECKS

22.  DETERMINE IF YOU NEED OUTSIDE CAPITAL TO

START

23.  RAISE ANY INITIAL STARTUp CAPITAL NEEDED

24.  GET A COMPANY DEBIT/CREDIT CARD

25.  SET UP YOUR ACCOUNTING SOFTWARE


26.  SELECT YOUR PAYROLL PROVIDER

27.  TRADEMARK THE NAME(S) of your company /

Product

28.  DESIGN YOUR LOGO

29.  CREATE BUSINESS CARDS

30.  FIND OFFICE SPACE TO WORK OUT OF


31. FURNISH YOUR OFFICE AS NEEDED

32. PURCHASE ANY SOFTWARE/HARDWARE YOU WILL

NEED

33. GET WIRELESS INTERNET ACCESS SETUP AS NEEDED

34. OBTAIN A UPC IF YOUR PRODUCT WILL BE SOLD IN

STORES

35. DESIGN LABELING/PACKAGING IF NECESSARY


36.  FINISH PRODUCT ALpHa/PROTOTYPE

37.  GET INITIAL USER/CUSTOMER FEEDBACK

38.  ORDER INITIAL INVENTORY OF PRODUCTS IF NEEDED

39.  REGISTER YOUR DOMAIN NAME

40.  DESIGN YOUR COMPANY WEB SITE


41.  INSTALL GOOGLE ANALYTICS ON YOUR WEB SITE

42.  IF NEEDED, INSTALL SHOPPING CART ON WEB SITE

43.  APPLY FOR MERCHANT ACCOUNT TO ACCEPT CREDIT

CARDS

44.  SIGN UP FOR EMAIL LIST TOOL like icontact or

mailchimp

45.  Optimize your web site for search engines &

ADD BLOG


46.  INSTALL A CRM SYSTEM

47.  HIRE INITIAL STAFF AS NEEDED

48.  CREATE COMPANYV ALUES & MISSION STATEMENT

49.  ANNOUNCE PROCUCT LAUNCH TO LOCAL/RELEVENT

MEDIA

50.  HOLD LAUNCH EVENT & START SELLING


51.  HIRE A TEAM TO FULFILL ORDERS & PROVIDE

CUSTOMER SERVICE

52.  START An AFFILIATE OR DISTRIBUTOR PROGRAM

53.  BUILD UP AFFILIATES & DISTRIBUTORS

54.  SET UP An AD TRACKING SYSTEM

55.  TRY CPC ADVERTiSING WITH TEST BUDGET


56.  GET RESULTS FROM THIS ADVERTISING

57.  OPTIMIZE AND SCALE AS NEEDED

58.  DETERMINE COST OF ACQUISITION A LEAD FOR EACH

CHANNEL

59.  DETERMINE CONVERSION RATE FOR EACH CHANNEL

60.  DETERMINE LIFETIME VALUE OF A CUSTOMER


61.  Test CPC with bigger budget now that you know LTV

62.  TEST SOCIAL ADS & DISPLAY ADS & CALCLATE ROI BY CHANNEL

63.  SCALE ADVERTISING UNTIL MARGINAL COST = MARGINAL RETURN

64.  OPTIMIZE ADVERTISING to bring down CAC 65.  COLLECT TESTIMONIALS FROM INITIAL USERS/

CUSTOMERS


66.  CREATE SOCIAL WORD OF MOUTH FOR YOUR

PRODUCT

67.  CREATE youtube video promoting your product

68.  ATTEND AN INDUSTRY TRADE SHOW

69.  CONSIDER SELLING YOUR PRODUCT in BULK AT

WHOLESALE

70.  BRING ON A BOOKKEEPER TO AUTOMATE

ACCOUNTING


71.  CREATE AN EMPLOYEE DIRECTORY

72.  REVIEW YOUR P&L & balance sheet monthly

73.  COMPARE INITIAL FORECAST WITH ACTUAL RESULTS

74.  HIRE A SALESPERSON

75.  CREATE A SALES COMPENSATION PLAN


76.  SET UP A COMPANY HEALTH CARE PROGRAM

77.  ESTABLISH YOUR VACATION POLICY

78.  TEST OFFLINE ADVERTISING CAREFULLY

79.  CREATE A COMPANY INTERNAL INTRANET

80.  CREATE a digital company handbook


81.  OPEN UP A CREDIT LINE WITH YOUR BANK

82.  CREATE AN OFFSITE WORK POLICY

83.  ONCE YOU CAN SHOW $1 in means $4 in revenue,

raise capital

84.  CREATE A LIST OF FIRMS TO RAISE INITIAL GROWTH

FUNDING

85.  UPDATE YOUR PITCH DECK


86.  BUILD RELATIONSHIPS WITH INDUSTRY BLOGGERS

87.  SEEK PRODUCT REVIEWS

88.  HIRE AN EXECUTIVE ASSISTANT/OFFICE MANAGER

89.  HOLD YOUR FIRST COMPANY RETREAT

90.  TAKE CUSTOMER FEEDBACK AND IMPROVE YOUR

PRODUCT


91.  GET CONNECTED TO INVESTORS FROM PEOPLE YOU KNOW

92.  HAVE INITIAL GET TO KNOW YOU MEETINGS FOR

FEEDBACK

93.  UNDERPROMISE AND OVER DELIVER ON RESULTS FOR

NEXT 90 DAYS

94.  DETERMINE HOW MUCH CAPITAL TO RAISE

95.  RETURN TO FIRMS YOU LIKE FOR PARTNER PRESENTATION


96.  DO 20 partner presentations in 2 weeks

97.  Get 2 term sheets

98.  NEGOTIATE & SIGN TERM SHEETS

99.  COMPLETE DILIGENCE

100.  CLOSE ON CAPITAL


CELEBRATE!


BEYOND $1M


RYAN ALLIS

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= =

LEADERSHIP


ABOUT

28 by

LEADERSHIP 25 Leadership LESSONS

HERE ARE 25 LEADERSHIP LESSONS I HAVE LEARNED OVER THE YEARS

LEADERSHIP LEADERSHIP LESSONS LEARNED

Make sure you’re PASSIONATE ABOUT WHAT YOU ARE LEADING YOUR TEAM TOWARD ACCOMPLISHING. IF You’RE NOT PASSIONATE ABOUT ACHIEVING THIS GOAL YOU ARE LEADING THE

WRONG ORGANIZATION

1


SURROUND YOURSELF WITH PEOPLE SMARTER THAN YOURSELF PEOPLE WHO HAVE HIGH INTEGRITY AND PEOPLE PASSIONATE ABOUT ACHIEVING THE SAME GOAL YOU

ARE PASSIONATE ABOUT

2


ONLY HIRE SOMEONE AS A DIRECT REPORT IF HE OR SHE CAN DO THEIR JOB 2x BETTER THAN YOU COULD

3

NEVER HAVE MORE THAN

FIVE DIRECT REPORTS

LEADERSHIP HAVE FEW DIRECT REPORTS 4

FOUR if you have to manage the Board of Directors as well


MAKE SURE YOU AND YOUR TEAM ARE COMPLETELY CLEAR ON WHAT YOU ARE TRYING TO ACHIEVE, BY WHEN, the definition of success, and why WHAT you’re trying to achieve

MATTERS IN THE WORLD

5


PAINT A CLEAR VISION AND COMMUNICATE IT SUCCINTLY, VISUALLY, BROADlY, and REPEATEDLY. KNOW WHERE YOU ARE GOING AND THEN

LEAD PEOPLE THERE

6


YOUR JOB IS TO DEFINE OBJECTIVE SUCCESS FOR EACH OF YOUR DIRECT REPORTS AND THEIR JOB IS TO DEFINE SUCCESS FOR EACH OF THEIR

7

DIRECT REPORTS


INTEGRATE SUCCESS FOR THE INDIVIDUAL TOWARD HIS OR HER OWN LIFE GOALS WITH SUCCESS FOR THE PROJECT

8

AND THE COMPANY


DEFINE SUCCESS QUANTITATIVELY THEN TRACK IT ON A REALLY BIG MONITOR

9

LEADERSHIP GET TRUE COMMITMENT

MAKE SURE YOUR TEAM KNOWS THAT TRUE LEADERS

MAKE A COMMITMENT TO ENSURING THAT THE PERSON

WHO FOLLOWS THEM IS BETTER THAN THEY WERE

ASK EACH TEAM MEMBER TO IDENTIFY AND TRAIN THEIR

BEFORE EVER LEAVING THE TEAM and in exchange

YOU WILL NEVER SURPRISE THEM WITH TERMINATION

10

ASK YOUR TEAM TO NEVER LET SOMETHING IMPORTANT

GO UNSAID

LEADERSHIP LEADERSHIP LESSONS LEARNED 11


LISTEN & ACTIVELY SEEK OUT INFORMATION FROM YOUR

TEAM

12

ALWAYS TAKE THE TIME TO EXPLAIN THE MENTAL MATH BEHIND

YOUR DECISIONS


GOOD LEADERS SEEK OUT & ASK FOR UNPOPULAR OPINIONS FROM THEIR TEAM


IF YOU WANT TO ACHIVE A DIFFICULT GOAL CREATE An INCENTIVE PRIZE WITH CLEAR GUIDELINES AND PUBLICIZE IT


WHY HACKATHONS & XPRIZES WORK SO WELL

15


EVERY MEMBER OF YOUR TEAM SHOULD HAVE A SIGNIFICANT PORTION OF THEIR COMPENSATION TIED TO pre-DEFINED COMPANY SUCCESS METRICS

16


EVERY MEMBER OF YOUR TEAM SHOULD HAVE

EQUITY OWNERSHIP

17

LEADERSHIP EQUITY FORMULA RULE OF THUMB

TIME PREFOUNDING Year 1 Year 2 Year 3 Year 4 Year 5+

Funding StaGE Pre-Seed Post-SEED Post-Series a POST-SERIES B

CEO 65% 40% 20% 10% 5% 4%

COO 20% 15% 10% 5% 3% 2.5%

CFO 12% 10% 7% 4% 2.5% 1.5%

CTO 12% 10% 7% 4% 2.5% 1.5%

SVP Level 10% 7.5% 5% 3% 2% 1%

VP Level 5% 4% 3% 2% 1% 0.5%

Manager 2% 1.5% 1% 0.5% .25% .1%

SR. Engineer 2% 1.5% 1% 0.5% .25% .1%

Engineer 1% 0.75% 0.5% 0.25% 0.1% 0.05%

Staff Member 0.4% 0.3% 0.2% 0.1% 0.05% 0.025%

AS TIME CONTINUES, RISK REDUCES, CAPITAL IS RAISED & VALUE IS CREATED THUS LESS EQUITY iS PROVIDED THE LATER YOU JOIN


HAVE A VISION AND COMMUNICATE IT

18


TREAT PEOPLE WITH RESPECT

AT ALL TIMES

19


DON’t be

TOO SERIOUS

20


WORK HARD & ALONGSIDE

YOUR TEAM

21


MAKE SURE EVERYONE KNOWS THEY CAN TALK TO YOU

ANYTIME

22


BUILD CARING RELATIONSHIPS WITH YOUR DIRECT REPORTS

23


COMMEND MORE THAN

YOU CRITICIZE

24


CONsCIOUSLY BUILD AN AMAZING CULTURE

25


RYAN ALLIS

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STRATEGY


ABOUT

28 by

STRATEGY STRATEGY

Your strategy SHOULD BE TO BE THE BEST IN THE WORLD AT ONE THING

CHOOSE CAREFULLY

STRATEGY ALIGN WITH A SMALL GROUP FIRST

NEVER CREATE STRATEGY IN A ROOM OF MORE THAN FOUR PEOPLE

CEO Head of Product Head of Technology Head of Sales Head of Service Head of Marketing Head of OPERATIONS

CHOOSE FOUR

STRATEGY STRATEGY IN A LARGE ORGANIZATION

ONCE YOU ALIGN THE CORE ALIGN THE NEXT LAYER THEN THE NEXT THEN THE NEXT

THEN THE NEXT

BUSINESS WHAT IS STRATEGY?

STRATEGY IS THE COLLECTION OF UNIQUE PROCESSES THAT WORK IN UNISON TO ENABLE YOUR FIRM TO BE THE BEST IN THE WORLD

AT ONE THING


STRATEGY IS ABOUT

TRADEOFFS YOU MUST CHOOSE WHAT NOT TO DO


STRATEGY INVOLVES CHOOSING TO PERFORM ACTIVITIES DIFFERENTLY

THAN RIVALS


RYAN ALLIS

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EXECUTION


ABOUT

28 by

EXECUTION COMMUNICATE CLEARLY & REPETITIVELY

ONCE YOU AND YOUR TEAM HAVE YOUR PLAN COMMUNICATE IT in A MEMORABLE WAY WITH VISUAL AND NUMERICAL REINFORCEMENT TO THE FULL TEAM THEN FOCUS ON EXECUTING WITH FANATIC DISCIPLINE & RECOMMUNICATE AND REINFORCE AT LEAST

MONTHLY

EXECUTION HOLD PEOPLE ACCOUNTABLE TO PRE-DEFINED RESULTS

HOLD PEOPLE ACCOUNTABLE TO PRE-DEFINED MEASURABLE RESULTS NOT TO THEIR METHODOLOGy AS LONG AS THEY ARE TREATING

PEOPLE WELL

EXECUTION HAVE AN OPERATIONAL PARTNER

ONCE YOUR COMPANY GETS BEYOND 50 EMPLOYEES ALWAYS HAVE A COO TO KEEP THE TRAINS RUNNING ON TIME AND FOCUS ON CROSS DEPARTMENTAL METRICS & PROJECTS

EXECUTION OPERATIONALIZE THE PLAN

ONCE YOU’RE CLEAR ON STRATEGY DON’T SKIMP ON OPERATIONALIZING THE STRATEGY PLAN TEAMS IN LARGER COMPANIES GET OFF TRACK HERE FIGURE OUT WHAT RESOURCES ARE NEEDED TO ACHIEVE TEAM GOALS AND FIGURE OUT THE METRICS THAT ENABLE THE FOCUS NECESSARY AND TRACK

THEM VISUALLY

EXECUTION RECALIBRATE QUARTERLY ON EXECUTION

DURING THE YEAR HOLD FOUR 1 DAY PLANNING SESSIONS DURING THE LAST WEEK OF EACH QUARTER HAVE NO MORE THAN 5 COMPANY OBJECTIVES PER 6 MOS COMMUNICATE THESE BEFORE THE START OF THE PERIOD MOST COMPANIES DON’T FINISH THEIR ANNUAL PLANNING UNTIL THE END OF JANUARY YOU’LL MISS THE MONTH THAT IS MOST IMPORTANT

FOR EXECUTION

EXECUTION MAKE RESULTS VISIBLE

SHOW PROGRESS AGAINST THE 5 COMPANY OBJECTIVES IN REAL TIME AND ON A MOUNTED AND VISIBLE MONITOR MAKE YOUR RESULTS AND KPIS VISIBLE AND CLEAR BE TRANSPARENT AND MEASURE ALL THAT MATTERS MAKE PERFORMANCE OBJECTED BY USING R/Y/G/SG

AND REVIEWING ALL METRICS WEEKLY

EXECUTION ALWAYS BE TESTING

CONSTANTLY TEST FIRE BULLETS TO FIND WHAT WORKS GET DATA, SEE WHAT WORKS THEN FIRE

CANNONBALLS

EXECUTION KEY EXECUTION LESSONS LEARNED

HIRE A CFO at $1M in REVENUE HIRE A COO at $5M in REVENUE DETERMINE YOUR UNIT ECONOMICS

CALCULATE CUSTOMER LEVEL PROFITS CREATE SYSTEM FOR PRAISE & AWARDS CONsCIOUSLY BUILD A GREAT CULTURE

DO ONE THING THE BEST IN THE WORLD INVEST A LOT IN DESIGN CREATE STOCK OPTION PLAN EARLY

EXECUTION FAVORITE BOOKS on STRATRGY & EXECUTION

GOOD TO GREAT BY JIM COLLINS BUILT TO LAST BY JIM COLLINS GREAT BY CHOICE BY JIM COLLINS FIVE HABITS OF A HIGHLY EFFETIVE TEAM BY LENCIONI MASTERING THE ROCKEFELLER HABITS BY HARNISH EXECUTION BY RAM CHARAN PEAK BY CHIP CONLEY THE FUTURE OF MANAGEMENT by GARY HAMEL


RYAN ALLIS

by 28

= =

Business Lessons

All that I've learned 28 by

BUSINESS LESSONS LESSONS LEARNED

Don’t get stuck In analsis paralysis

Take action NOW"

ENTREPRENEURSHIP TEN TIPS FOR FIRST TIME ENTREPRENEURS

It is UP TO YOU to GET OUT THERE, DO IT &

TAKE THE INITiATIVE

BUSINESS LESSONS 2012 LESSONS LEARNED

LIFE LESSONS 2005

Investors don’t Invest in systems

That go home at night"


LIFE LESSONS 2005

Don’t be Afraid to

FAIL"


LIFE LESSONS 2005

RECOGNITION & PRAISE CAN BE BIGGER MOTIVATORS THAN

Salary & BONUSES"


LIFE LESSONS 2005

ALWAYS COMMUNICATE FREQUENTLY & OPENLY TO CUSTOMERS & STAKEHOLDERS DURING NEGATIVE EVENTS


LIFE LESSONS 2005

ONCE YOU HAVE 80% OF THE NEEDED INFORMATION MAKE THE CALL. You’ll be right faster By ACTING QUICKLY & LEARNING.


LIFE LESSONS 2005

WHEN THINGS ARE GOING WELL IT IS TIME TO PREPARE FOR THE WORST


LIFE LESSONS 2005

BUILDING A BUSINESS IS LIKE MOVING SOMETHING HEAVY. IT TAKES TIME TO GET INERTIA GOING. BUT ONCE YOU DO, THINGS CAN MOVE QUICKLY.


LIFE LESSONS 2005

PART OF THE CEO’s JOB IS TO FIND & HIRE PEOPLE WHO CAN DO THEIR ROLES MUCH BETTER THAN THE CEO COULD


LIFE LESSONS 2006

BUILD CONSENSUS WITH A SMALL CORE

BEFORE YOU SHARE WIDELY


LIFE LESSONS 2007

WHEN YOU SEE SOMEONE DOING A GOOD JOB

TELL THEM"


LIFE LESSONS 2008

THERE IS GREAT POWER IN DEADLINES CREATE SOME"


LIFE LESSONS 2008

To create a great Organization You must Build a system to CULTIVATE GREATNESS In others


GIVE IMMEDIATE AND SPECIFIC FEEDBACK

MORE OFTEN

LIFE LESSONS 2010 BUSINESS LESSONS 2010 LESSONS LEARNED

LIFE LESSONS 2009

MAKE SURE YOUR INCENTIVE STRUCTURE INCENTS THE RIGHT GOALS


LIFE LESSONS 2009

ONCE YOU GET pAST 20 EMPLOYEES CONDUCT ANNUAL ONLINE 360° Reviews

LESSONS LEARNED BUSINESS LESSONS LESSONS LEARNED

LIFE LESSONS 2009

HAVE ALL TEAM MEMBERS SHARE THEIR PERSONAL GOALS AND DREAMS WITH THE TEAM

BUSINESS LESSONS 2009 BUSINESS LESSONS LESSONS LEARNED

LIFE LESSONS 2009

WHEN YOU GET TO 50 EMPLOYEES HIRE A COO


ENTREPRENEURSHIP IS DOING SOMETHING OTHERS WON’T FOR TEN YEARS SO YOU CAN DO WHAT OTHERS CAN’T FOR THE REST OF YOUR LIFE

ENTREPRENEURSHIP WHAT DO ENTREPRENEURS DO? BUSINESS LESSONS 2012 BUSINESS LESSONS LESSONS LEARNED

ENTREPRENEURSHIP IS ABOUT

FOLLOWING A DREAM

ENTREPRENEURSHIP WHAT IS ENTREPRENEURSHIp ABOUT?

PASSIOn

AND CHANGING THE WORLD WITH PLENTY OF CRAZINESS ALONG THE WAY

- JEFFREY BUSSGANG"



BECOME A SUCCESSFUL ENTREPRENEUR IS NOT EASY YOU MUST HAVE PERSISTENCE DEDICATED, TENACITY & THE ABILITY

TO DEAL WITH ADVERSITY



BEING AN ENTREPRENEUR IS NOT FOR EVERYBODY. BUT IF YOU FIND IT’S FOR YOU AND YOU CAN FIND A WAY TO SUCCEED, it can be

EXTREMELY REWARDING.



YOU MAY NOT BE ABLE TO DO EVERYTHING AT ONCE TAKE A LONG-RUN APPROACH & PLAY LIFE LIKE A

LONG-TERM GAME



IF YOU PRESENTLY DON’T HAVE THE FINANCIAl RESOURCES, THE EXPERIENCE, OR A GOOD BUSINESS IDEA, INTERN OR GET A JOB AT A COMPANY YOU ARE PASSIONATE ABOUT AND START BUILDING YOUR NETWORK &

GAINING EXPERIENCE



ALWAYS FOCUS ON BUILDING QUALITY & GIVING RELATIONSHIPS WITH

GOOD PEOPLE



REGARDLESS OF WHAT You’RE DOING MAKE SURE You’RE CONSTANTLY

LEARNING



TAKE A PROACTIVE ROLE IN PLANNING, GOAL SETTING, &

PERSONAL EVALUATION



Don’t be afraid to ask for help People are often very willing to HELP YOU IF YOU ASK

GENUINELY



GET Experience however you can Build your network Have confidence And BE IN IT TO

Help Others



IF AND WHEN YOU SUCCEED

GIVE BACK There are many brothers & sisters

Who have not been as fortunate


MISSION

= =All that I've learned

MY

28 by

><

&

OUR DREAM

EVERY HUMAN BEING HAS ACCESS TO EQUAL STATUS & RIGHTS

FOOD

WATER

SHELTER

EDUCATION

MEDICINE

ELECTRICITY

UNDER INTERNATIONALLY ACCEPTED AND ENFORCED LAW

AN

ENVIRONMENTALLY SUSTAINABLE WORLD To LIVE IN

THIS IS THE WAY THE WORLD SHOULD BE. & WE CAN CREATE THIS WORLD IN OUR LIFETIME. THE CLOUD

><

MY MISSION

CREATE A WORLD IN WHICH EVERY HUMAN BEING HAS

EQUAL STATUS AND RIGHTS UNDER INTERNATIONALLY ACCEPTED AND ENFORCED LAW

ACCESS TO FOOD, WATER, SHELTER, EDUCATIon, MEDICINE, ELECTRICITY, & THE CLOUD

AN ENVIRONMENTALLY SUSTAINABLE WORLD TO LIVE IN

1

2

3

><


IN THE YEARS AHEAD I HOPE TO WORK THROUGH BUSINESS, TECHNOLOGy, and public service To be part of creating

A better world

MY MISSION THE FUTURE

><


I hope we can WORK TOGETHER AS A GENERATION TO CREATE A SUSTAINBLE WORLD IN WHICH ALL PEOPLE HAVE ACCESS TO BASIC HUMAN NEEDS AND EVERYONE Can

Realize their potential

MY MISSION THE FUTURE

><

Nothing(in(this(presenta.on(is(intended(to(be(legal(or(medical(advice.(Please(use(your(own(careful(judgment(and(seek(the(counsel(of(qualified(professionals(in(making(all(legal(and(medical(decisions.(The(advice(in(this(presenta.on(is(given(freely.(This(presenta.on(may(be(distributed(free(of(charge.(

ryan allis-03 business-all that i've learned-allis

Education