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Entrepreneurshit

       The Real Story

Mark Suster

Seedcon – November 2012

@msuster
Me
                      Software Developer
                       (Accenture)

                      University of Chicago
                       alum (MBA)

                      2x Startup CEO / Founder
BothSidesoftheTable 
                      VP Products,
                       Salesforce.com

                      VC at GRP Partners in LA
So What It’s Really Like
What You Imagine When You Read
          TechCrunch
What It Really Feels Like
How You Imagine You Might Spend Your Days
How You Will Actually Spend Your Days
Raising Money After Y Combinator
You Raising Money
Founders You Know
Most Founders
Entrepreneurshit: All Joking Aside, It’s a
                Grind
We’re All Naked in the Mirror.
Don’t Think Everybody Else is “Killing It”
So What Does it Take to
      Succeed?
Tenacity
Resiliency
Street Smarts
Decisiveness
Ability to pivot (with a small “p”)
Inspiration
Perspiration
Risk Tolerance
Attention to Detail
Competitiveness
Domain Experience
Technical DNA
Some Suggestions to Make it
         Easier
Take 50 Coffee Meetings
Create a Sense of Urgency in Your Business
Ship Product
Manage What you Measure
Triangulate. Ask Lots of Opinions.
But In the End You Must
Trust Your Own Judgment
Solve Real Problems
On Fund Raising
You Need to Meet Investors Early
Otherwise They’re Just Judging Your
        Presentation Skills
When I First Meet you, You’re a Dot
Over Time I Start to See a Patterns
And It’s OK if it’s Not Always Moving Up. I Get to
                See Your Resiliency
ABR
It’s Part of the CEO’s Fulltime Job. Get
                Used to It

       Biz    Mktg
       Dev
                 Product
Recruiting        Mgmt
 HR
                                 Raising
  Customer                       Capital
                Acctng
             Tech
If Raising Angel / Seed, You Need an Anchor
If you show proof the rest usually follow
You Need to Create a Sense of Urgency
Cuz We All Still Act Like We Did in High School
All Too Often FOMO (Fear of Missing Out)
              Drives Deals
Too Many Entrepreneurs Try to Over Optimize

                                      Company
                                      Progress /
$                                     Valuation




                                       Dilution


                                         Time
When Markets Turn, Progress Might Not = Valuation

                                      Company
                                      Progress
$




                                       Valuation


                                        Time
And Some Good Companies Simply Don’t Get Funded

                                    Company
                                    Progress
$




                  Valuation            Time
So Get As Long of a Runway as You Can
           (within Reason)
And Finally
Startups Really Are Roller Coasters
It’s Not All Glamour But If you Love the Game
                – Have Fun With It
There Will Never Be a Better / Easier Time to Go
            For It. If Not Now, When?
Q&A

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