SlideShare ist ein Scribd-Unternehmen logo
1 von 31
Downloaden Sie, um offline zu lesen
# interviews
this week:
0
Juhana Kangaspunta Ron Tidhar Erik Zahnlecker David Flatow
# total
interviews:
0
Machine Learning / Software
Engineering
Product / Strategy VC / Growth Equity AI / Data Science
Tracking billing hours automatically
Tracking billable hours is a frustrating, laborious, and inefficient process for the employee.
Using AI to track billable hours automatically
Providing managers with accurate, real-time insights for growing the bottom line.
# interviews
this week:
10
Juhana Kangaspunta Ron Tidhar Erik Zahnlecker David Flatow
# total
interviews:
100
Machine Learning / Software
Engineering
Product / Strategy VC / Growth Equity AI / Data Science
Team
3
Juhana Kangaspunta Ron Tidhar Erik Zahnlecker David Flatow
Machine Learning / Software
Engineering
Product / Strategy VC / Growth Equity AI / Data Science
Nick O'Connor Tom Bedecarre
Founder of
Launchpad Accelerate
Fresh Stanford student
(also co-founder of AKQA)
Mentors
Allocate
Day One
4
Initial idea:
Tracking billing hours automatically
Tracking billable hours is a frustrating, laborious, and inefficient process for the employee.
Market size
Week 1 Business Model Canvas
5
Key Original Hypotheses
6
Value Proposition
Saving time by filling out time sheet is the
biggest value proposition
Customer
Relationships
We can GET enterprise customers via
a ‘trojan horse’ strategy…
Customer Segments
Any professionals who bill clients by the
hour (consultants, lawyers, PR agents,
project managers, and accountants) all
experience this frustration
So Here’s What We Did…
7
• MVP (below), and tested hypotheses
Send daily report
Verified by customer
Collect Customer Data
(for a single day)
Process
manually
In the building
Out of the building
10
Interviews
Learning 1 - Customer Segment Focus
8
• Cluttered thinking - trying to boil the ocean
Lawyers
Accountants
PR
Consultants
Freelancers
Interior Des.
Advertising
• Narrowed our focus - PR and Advertising professionals
35
Interviews
• Why? PR/Ad are underserved, creative, multi-taskers, who are
younger, and more willing to adopt new technology
PR
Advertising
Further Ad. Validation - Market Size
9Source: LinkedIn,
Ibis
Employee Count
US PR Firms
Total: 4,901
2015 Revenue:
$13.8B
US
Advertising/Marketing
Firms
Total: 46,098
2015 Revenue:
$50.0B
Learning 1 - Business Model Canvas
10
Learning 1 - Business Model Canvas
11
Learning 2 - Customer Archetype
12
Position
Junior / Mid Level
Professional
CEO / Management IT / CIO / CFO
Age 22 - 30 30+ 30+
Value
Proposition
Time-saving, increase
productivity, avoid manager
emails asking for timesheets,
less time on non-vital tasks
Increase revenue, real-time
decisions, accuracy,
efficient resource allocation,
forecasting
Avoid shadow IT, adopt tech
built with enterprise in mind,
security
Channel
Organic, SEM, word
of mouth
Direct Sales Direct Sales
0
Interviews
Jennie
Learning 2 - Customer Archetype
13
Position
Junior / Mid Level
Professional
CEO / Management IT / CIO / CFO
Age 22 - 30 30+ 30+
Value
Proposition
Time-saving, increase
productivity, avoid manager
emails asking for timesheets,
less time on non-vital tasks
Increase revenue, real-time
decisions, accuracy,
efficient resource allocation,
forecasting
Avoid shadow IT, adopt tech
built with enterprise in mind,
security
Channel
Organic, SEM, word
of mouth
Direct Sales Direct Sales
50
Interviews
Jennie
Anna
Jennie’s Boss
Learning 2 - Customer Archetype
14
Position
Junior / Mid Level
Professional
CEO / Management IT / CIO / CFO
Age 22 - 30 30+ 30+
Value
Proposition
Time-saving, increase
productivity, avoid manager
emails asking for timesheets,
less time on non-vital tasks
Increase revenue, real-time
decisions, accuracy,
efficient resource allocation,
forecasting
Avoid shadow IT, adopt tech
built with enterprise in mind,
security
Channel
Organic, SEM, word
of mouth
Direct Sales Direct Sales
Jennie
Anna
Jennie’s Boss
Gaza
The Gatekeeper
75
Interviews
What Didn't Work
15
Hypothesis
Outcome A nice to have for employees
Tracking hours is tedious
and time consuming
Value Proposition
$2 CPC with little conversions
Market to users with
AdWords and SEO
Customer Relationships
• Do employees really care about timesheets? Or are they top-
down mandated tasks?
• Do people even know an automatic, AI-based solution exists?
Why?
Learning 3 - Employee to Manager Pivot
16
Hypothesis Managers at PR/Ad Agencies want Allocate
to help them understand their business
Experiments
1. Email/LinkedIn campaigns
2. A/B Prototype demos
3. Pilot proposals
Change
Pivot to sell to managers rather than
employees. Surprisingly managers are the
evangelist
1. Roughly 20% response rate
2. Very positive responses to dashboard
3. Eagerness to pilot
Results
80
Interviews
Learning 3 - Business Model Canvas
17
Learning 3 - Business Model Canvas
18
Learning 3 - Strategy Implications
19
Channel Need enterprise sales team for direct sales
Customer Relationships
Email campaigns and demos allow us to
GET managers at large agencies
Value Proposition
Managers need accurate and real-time
reports about their organizations allow
managers to make informed business decisions
Value Proposition Canvas - Junior Employee
20
• High output -
reading, creation,
coordination
• Multitaskers - many
clients
• Tech-savvy -
computer,
smartphone
• Communicators - in
person, emails
• Want to appear
organised, efficient,
valuable
• Working on time-consuming, mundane
activities
• Manual, unchallenging, non-vital
• Things that interrupt workflow and
ability to multitask, deliver high volume
output, etc.
• Using AI to
automatically
track a
person’s
billable hours
• Pre-filling of
timesheets
Time Saving
Savings:
• Time
• Effort
• Frustration
• Reliability
• Accuracy
• Manager scepticism
Time Saver
Value Proposition Canvas - Junior Employee
21
• High output -
reading, creation,
coordination
• Multitaskers - many
clients
• Tech-savvy -
computer,
smartphone
• Communicators - in
person, emails
• Want to appear
organised, efficient,
valuable
• Working on time-consuming, mundane
activities
• Manual, unchallenging, non-vital
• Things that interrupt workflow and
ability to multitask, deliver high volume
output, etc.
• Using AI to
automatically
track a
person’s
billable hours
• Pre-filling of
timesheets
Time Saving
Savings:
• Time
• Effort
• Frustration
• Reliability
• Accuracy
• Manager scepticism
Time Saver
Doing good work, and
satisfying their clients &
managers
Value Proposition Canvas - Manager
22
• Tech-savvy -
computer,
smartphone
• Communicators -
in person, emails
• Need to be
organised
• Staffing
• Project
Management,
Budgets (burn
rates), teams
• Projections and
forecasts
• Lack of knowledge or insight into employee’s
work and activities
• Chasing up employees to fill out timesheets
• Uncertainty with regards to employee
utilisation
• Budgetary constraints
• Poor forecasts
• Slow budgeting/staffing reaction times
(month-by-month planning)
• KPI metrics
dashboard based
on real-time,
accurate data
• Customisable,
searchable
dashboards
• Simple, beautiful
UI/UX
• Staffing,
budgeting, and
forecasting
dashboards
• Information
• Accuracy
• Budgeting,
Staffing, Projecting
• Revenue,
Efficiency
• Bottom Line
Savings:
• Time
• Effort
• Frustration (chasing
employees)
• Reliability
• Accuracy
• Money
Doing good work, and
satisfying clients
Payment Flows
23
Employee
Junior Account
Exec
PR Firm
CFO/COO
Client
Marketing /
Account Managers
Weekly Reports
$ 50K / year
Daily Timesheet
$ Retainer /
Hourly
Contract
$ Salary
Resource Mgmt
Market Map - Timekeeping
24
Market Leaders
Market Map - Resource Management
25
Where We Ended Up
26
Employee MVP Manager MVP
Using AI to track billable hours automatically
Providing managers with accurate, real-time insights for growing the bottom line
Investment Readiness
27
Idea
We use AI to automatically populate time
sheets and to provide accurate, real-time
insights to managers
Prototype Prototypes for different customer
segments and archetypes.
Product
MVP has given validation that technology
is feasible. Manager prototypes have
allowed us to refine key features.
Proven Product
Market Fit
Get 10+ paying, referenceable
customers
Have list of companies which are eager
to start early access.
Customer
Trials
Meta-Learnings
28
• Interviews - “We have two ears, and one mouth -
use them in the right proportions”
• Teamwork - find some faces you’re willing to look at
after 1am
• Sales - know your customer segments so well that
you can “wow” them by speaking their language
• Sales pt. 2 - always bring baked goods to meetings
What’s Next?
29
• Seed funding?
• Y-Combinator application for Summer 2016 batch
• Build high fidelity MVP with 80%+ automation
• Pilot program
By the Numbers
30
Notes Taken
(words)
39,080 (Animal Farm has 29,000)
Slack Messages 3,800
Emails Written 1,292
Lines of code 1,125
Slides 199
Interviews 100
Launchpad
(hours)
76
Prototypes 6
Special Thanks
31
•Teaching Staff
• For encouragement, and being relentlessly direct
•Jennie Chow & Monica Cho
• Dozens of PR agents interviews, and brave early guinea pigs
•Mark Zahnlecker
• Directing, filming, and editing Lessons Learned
•Our Mentors. Especially Tom Bedcarre, our adopted mentor
• 9 mentor meetings
• Came to almost all of our 3-hour long classes
• 14 Intros to senior management at the best Ad/PR firms in SF
• Including management at AKQA: CFO, CIO, Head of IT, Finance
Director…
•Our Interviewees, friends, families, and many more

Weitere ähnliche Inhalte

Andere mochten auch (15)

Innovation at 50x 031616
Innovation at 50x 031616Innovation at 50x 031616
Innovation at 50x 031616
 
E245 autonomow week6
E245 autonomow week6E245 autonomow week6
E245 autonomow week6
 
E245 autonomow-week5
E245 autonomow-week5E245 autonomow-week5
E245 autonomow-week5
 
E245 autonomow week4
E245 autonomow week4E245 autonomow week4
E245 autonomow week4
 
E245 autonomow.wk2
E245 autonomow.wk2 E245 autonomow.wk2
E245 autonomow.wk2
 
E245 autonomow-week3
E245 autonomow-week3E245 autonomow-week3
E245 autonomow-week3
 
E245 autonomow week7
E245 autonomow week7E245 autonomow week7
E245 autonomow week7
 
E245 autonomow week8
E245 autonomow week8E245 autonomow week8
E245 autonomow week8
 
Autonomow E245 final presentation
Autonomow E245 final presentationAutonomow E245 final presentation
Autonomow E245 final presentation
 
Affinity I-Corps@NIH 121014
Affinity I-Corps@NIH 121014Affinity I-Corps@NIH 121014
Affinity I-Corps@NIH 121014
 
Haro Pharmaceutical I-Corps@NIH 121014
Haro Pharmaceutical I-Corps@NIH 121014Haro Pharmaceutical I-Corps@NIH 121014
Haro Pharmaceutical I-Corps@NIH 121014
 
Clinacuity I-Corps@NIH 121014
Clinacuity I-Corps@NIH 121014Clinacuity I-Corps@NIH 121014
Clinacuity I-Corps@NIH 121014
 
Gammaglobulin I-Corps@NIH 121014
Gammaglobulin I-Corps@NIH 121014Gammaglobulin I-Corps@NIH 121014
Gammaglobulin I-Corps@NIH 121014
 
CardiaX I-Corps@NIH 121014
CardiaX I-Corps@NIH 121014CardiaX I-Corps@NIH 121014
CardiaX I-Corps@NIH 121014
 
BCN Biosciences I-corps@nih 121014
BCN Biosciences I-corps@nih 121014 BCN Biosciences I-corps@nih 121014
BCN Biosciences I-corps@nih 121014
 

Ähnlich wie Allocate Stanford 2016

Surge engr 245 lean launchpad stanford 2020
Surge engr 245 lean launchpad stanford 2020Surge engr 245 lean launchpad stanford 2020
Surge engr 245 lean launchpad stanford 2020Stanford University
 
Maximising likelihood of success: Applying Product Management to AI/ML/DS pr...
Maximising likelihood of success:  Applying Product Management to AI/ML/DS pr...Maximising likelihood of success:  Applying Product Management to AI/ML/DS pr...
Maximising likelihood of success: Applying Product Management to AI/ML/DS pr...Kevin Wong
 
Stephen Allott Growing Profitable Businesses in the Second Machine Age BoS2016
Stephen Allott Growing Profitable Businesses in the Second Machine Age BoS2016Stephen Allott Growing Profitable Businesses in the Second Machine Age BoS2016
Stephen Allott Growing Profitable Businesses in the Second Machine Age BoS2016Business of Software Conference
 
How to be a Digital Products Ninja by ServiceNow Sr. PM
How to be a Digital Products Ninja by ServiceNow Sr. PMHow to be a Digital Products Ninja by ServiceNow Sr. PM
How to be a Digital Products Ninja by ServiceNow Sr. PMProduct School
 
[Webinar] How To Be A Data-Driven Marketing Powerhouse With Predictive Analyt...
[Webinar] How To Be A Data-Driven Marketing Powerhouse With Predictive Analyt...[Webinar] How To Be A Data-Driven Marketing Powerhouse With Predictive Analyt...
[Webinar] How To Be A Data-Driven Marketing Powerhouse With Predictive Analyt...Mintigo1
 
Tech meetup interimarket
Tech meetup interimarketTech meetup interimarket
Tech meetup interimarketTechMeetups
 
I Love APIs Europe 2015: Business Sessions
I Love APIs Europe 2015: Business SessionsI Love APIs Europe 2015: Business Sessions
I Love APIs Europe 2015: Business SessionsApigee | Google Cloud
 
Digital insurance trends in Asia - Presentation to Allianz regional conferen...
Digital insurance trends in Asia  - Presentation to Allianz regional conferen...Digital insurance trends in Asia  - Presentation to Allianz regional conferen...
Digital insurance trends in Asia - Presentation to Allianz regional conferen...The Digital Insurer
 
Rethink it presentation apr2017v12
Rethink it presentation apr2017v12Rethink it presentation apr2017v12
Rethink it presentation apr2017v12Ben Grinnell
 
Action changes thinking: Transforming the innovation culture
Action changes thinking: Transforming the innovation cultureAction changes thinking: Transforming the innovation culture
Action changes thinking: Transforming the innovation cultureLaura Snellman-Junna
 
The future of the modern workplace and Office 365
The future of the modern workplace and Office 365The future of the modern workplace and Office 365
The future of the modern workplace and Office 365Sam Marshall
 
How Choice Hotels Aligned IT and Business Through Common Metrics - AppSphere16
How Choice Hotels Aligned IT and Business Through Common Metrics - AppSphere16How Choice Hotels Aligned IT and Business Through Common Metrics - AppSphere16
How Choice Hotels Aligned IT and Business Through Common Metrics - AppSphere16AppDynamics
 
D14 - Inspiring Digital Business - Fintech Studio Sessions
D14 - Inspiring Digital Business - Fintech Studio Sessions D14 - Inspiring Digital Business - Fintech Studio Sessions
D14 - Inspiring Digital Business - Fintech Studio Sessions Interactive Scotland
 
Design & Develop Disruptive Software
Design & Develop Disruptive SoftwareDesign & Develop Disruptive Software
Design & Develop Disruptive SoftwarePALO IT
 
Popcorn Technologies An Overview
Popcorn Technologies An OverviewPopcorn Technologies An Overview
Popcorn Technologies An OverviewDoug_Brost
 
How to build a startup new frontiers 2017
How to build a startup  new frontiers 2017How to build a startup  new frontiers 2017
How to build a startup new frontiers 2017Raomal Perera
 
IT Club GTA - Working with IT Recruiters: Top Strategies in 2015
IT Club GTA - Working with IT Recruiters: Top Strategies in 2015IT Club GTA - Working with IT Recruiters: Top Strategies in 2015
IT Club GTA - Working with IT Recruiters: Top Strategies in 2015IT Club GTA
 

Ähnlich wie Allocate Stanford 2016 (20)

Surge engr 245 lean launchpad stanford 2020
Surge engr 245 lean launchpad stanford 2020Surge engr 245 lean launchpad stanford 2020
Surge engr 245 lean launchpad stanford 2020
 
Maximising likelihood of success: Applying Product Management to AI/ML/DS pr...
Maximising likelihood of success:  Applying Product Management to AI/ML/DS pr...Maximising likelihood of success:  Applying Product Management to AI/ML/DS pr...
Maximising likelihood of success: Applying Product Management to AI/ML/DS pr...
 
Stephen Allott Growing Profitable Businesses in the Second Machine Age BoS2016
Stephen Allott Growing Profitable Businesses in the Second Machine Age BoS2016Stephen Allott Growing Profitable Businesses in the Second Machine Age BoS2016
Stephen Allott Growing Profitable Businesses in the Second Machine Age BoS2016
 
How to be a Digital Products Ninja by ServiceNow Sr. PM
How to be a Digital Products Ninja by ServiceNow Sr. PMHow to be a Digital Products Ninja by ServiceNow Sr. PM
How to be a Digital Products Ninja by ServiceNow Sr. PM
 
SalesStash Berkeley 2016
SalesStash Berkeley 2016SalesStash Berkeley 2016
SalesStash Berkeley 2016
 
[Webinar] How To Be A Data-Driven Marketing Powerhouse With Predictive Analyt...
[Webinar] How To Be A Data-Driven Marketing Powerhouse With Predictive Analyt...[Webinar] How To Be A Data-Driven Marketing Powerhouse With Predictive Analyt...
[Webinar] How To Be A Data-Driven Marketing Powerhouse With Predictive Analyt...
 
Tech meetup interimarket
Tech meetup interimarketTech meetup interimarket
Tech meetup interimarket
 
I Love APIs Europe 2015: Business Sessions
I Love APIs Europe 2015: Business SessionsI Love APIs Europe 2015: Business Sessions
I Love APIs Europe 2015: Business Sessions
 
Digital insurance trends in Asia - Presentation to Allianz regional conferen...
Digital insurance trends in Asia  - Presentation to Allianz regional conferen...Digital insurance trends in Asia  - Presentation to Allianz regional conferen...
Digital insurance trends in Asia - Presentation to Allianz regional conferen...
 
Rethink it presentation apr2017v12
Rethink it presentation apr2017v12Rethink it presentation apr2017v12
Rethink it presentation apr2017v12
 
Action changes thinking: Transforming the innovation culture
Action changes thinking: Transforming the innovation cultureAction changes thinking: Transforming the innovation culture
Action changes thinking: Transforming the innovation culture
 
The future of the modern workplace and Office 365
The future of the modern workplace and Office 365The future of the modern workplace and Office 365
The future of the modern workplace and Office 365
 
How Choice Hotels Aligned IT and Business Through Common Metrics - AppSphere16
How Choice Hotels Aligned IT and Business Through Common Metrics - AppSphere16How Choice Hotels Aligned IT and Business Through Common Metrics - AppSphere16
How Choice Hotels Aligned IT and Business Through Common Metrics - AppSphere16
 
D14 - Inspiring Digital Business - Fintech Studio Sessions
D14 - Inspiring Digital Business - Fintech Studio Sessions D14 - Inspiring Digital Business - Fintech Studio Sessions
D14 - Inspiring Digital Business - Fintech Studio Sessions
 
Design & Develop Disruptive Software
Design & Develop Disruptive SoftwareDesign & Develop Disruptive Software
Design & Develop Disruptive Software
 
2019 01-design thinking-for architects
2019 01-design thinking-for architects2019 01-design thinking-for architects
2019 01-design thinking-for architects
 
How to succeed
How to succeedHow to succeed
How to succeed
 
Popcorn Technologies An Overview
Popcorn Technologies An OverviewPopcorn Technologies An Overview
Popcorn Technologies An Overview
 
How to build a startup new frontiers 2017
How to build a startup  new frontiers 2017How to build a startup  new frontiers 2017
How to build a startup new frontiers 2017
 
IT Club GTA - Working with IT Recruiters: Top Strategies in 2015
IT Club GTA - Working with IT Recruiters: Top Strategies in 2015IT Club GTA - Working with IT Recruiters: Top Strategies in 2015
IT Club GTA - Working with IT Recruiters: Top Strategies in 2015
 

Mehr von Stanford University

Team Networks - 2022 Technology, Innovation & Great Power Competition
Team Networks  - 2022 Technology, Innovation & Great Power CompetitionTeam Networks  - 2022 Technology, Innovation & Great Power Competition
Team Networks - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries  - 2022 Technology, Innovation & Great Power CompetitionTeam LiOn Batteries  - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Quantum - 2022 Technology, Innovation & Great Power Competition
Team Quantum  - 2022 Technology, Innovation & Great Power CompetitionTeam Quantum  - 2022 Technology, Innovation & Great Power Competition
Team Quantum - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
Team Disinformation  - 2022 Technology, Innovation & Great Power CompetitionTeam Disinformation  - 2022 Technology, Innovation & Great Power Competition
Team Disinformation - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Wargames - 2022 Technology, Innovation & Great Power Competition
Team Wargames  - 2022 Technology, Innovation & Great Power CompetitionTeam Wargames  - 2022 Technology, Innovation & Great Power Competition
Team Wargames - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
Team Acquistion  - 2022 Technology, Innovation & Great Power Competition Team Acquistion  - 2022 Technology, Innovation & Great Power Competition
Team Acquistion - 2022 Technology, Innovation & Great Power Competition Stanford University
 
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Stanford University
 
Altuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedAltuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedStanford University
 
Invisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedInvisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedStanford University
 
ānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learnedānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons LearnedStanford University
 
Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Stanford University
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Stanford University
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Stanford University
 
Team Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionTeam Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionTeam Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionTeam Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionTeam Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionTeam Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Stanford University
 
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberLecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberStanford University
 

Mehr von Stanford University (20)

Team Networks - 2022 Technology, Innovation & Great Power Competition
Team Networks  - 2022 Technology, Innovation & Great Power CompetitionTeam Networks  - 2022 Technology, Innovation & Great Power Competition
Team Networks - 2022 Technology, Innovation & Great Power Competition
 
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries  - 2022 Technology, Innovation & Great Power CompetitionTeam LiOn Batteries  - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
 
Team Quantum - 2022 Technology, Innovation & Great Power Competition
Team Quantum  - 2022 Technology, Innovation & Great Power CompetitionTeam Quantum  - 2022 Technology, Innovation & Great Power Competition
Team Quantum - 2022 Technology, Innovation & Great Power Competition
 
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
Team Disinformation  - 2022 Technology, Innovation & Great Power CompetitionTeam Disinformation  - 2022 Technology, Innovation & Great Power Competition
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
 
Team Wargames - 2022 Technology, Innovation & Great Power Competition
Team Wargames  - 2022 Technology, Innovation & Great Power CompetitionTeam Wargames  - 2022 Technology, Innovation & Great Power Competition
Team Wargames - 2022 Technology, Innovation & Great Power Competition
 
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
Team Acquistion  - 2022 Technology, Innovation & Great Power Competition Team Acquistion  - 2022 Technology, Innovation & Great Power Competition
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
 
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
 
Altuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedAltuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons Learned
 
Invisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedInvisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons Learned
 
ānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learnedānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learned
 
Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
 
Team Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionTeam Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power Competition
 
Team Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionTeam Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power Competition
 
Team Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionTeam Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power Competition
 
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionTeam Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
 
Team Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionTeam Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power Competition
 
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
 
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberLecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
 

Kürzlich hochgeladen

Patient Counselling. Definition of patient counseling; steps involved in pati...
Patient Counselling. Definition of patient counseling; steps involved in pati...Patient Counselling. Definition of patient counseling; steps involved in pati...
Patient Counselling. Definition of patient counseling; steps involved in pati...raviapr7
 
ARTICULAR DISC OF TEMPOROMANDIBULAR JOINT
ARTICULAR DISC OF TEMPOROMANDIBULAR JOINTARTICULAR DISC OF TEMPOROMANDIBULAR JOINT
ARTICULAR DISC OF TEMPOROMANDIBULAR JOINTDR. SNEHA NAIR
 
Vani Magazine - Quarterly Magazine of Seshadripuram Educational Trust
Vani Magazine - Quarterly Magazine of Seshadripuram Educational TrustVani Magazine - Quarterly Magazine of Seshadripuram Educational Trust
Vani Magazine - Quarterly Magazine of Seshadripuram Educational TrustSavipriya Raghavendra
 
Education and training program in the hospital APR.pptx
Education and training program in the hospital APR.pptxEducation and training program in the hospital APR.pptx
Education and training program in the hospital APR.pptxraviapr7
 
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptxClinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptxraviapr7
 
CapTechU Doctoral Presentation -March 2024 slides.pptx
CapTechU Doctoral Presentation -March 2024 slides.pptxCapTechU Doctoral Presentation -March 2024 slides.pptx
CapTechU Doctoral Presentation -March 2024 slides.pptxCapitolTechU
 
How to Create a Toggle Button in Odoo 17
How to Create a Toggle Button in Odoo 17How to Create a Toggle Button in Odoo 17
How to Create a Toggle Button in Odoo 17Celine George
 
The Stolen Bacillus by Herbert George Wells
The Stolen Bacillus by Herbert George WellsThe Stolen Bacillus by Herbert George Wells
The Stolen Bacillus by Herbert George WellsEugene Lysak
 
Optical Fibre and It's Applications.pptx
Optical Fibre and It's Applications.pptxOptical Fibre and It's Applications.pptx
Optical Fibre and It's Applications.pptxPurva Nikam
 
Diploma in Nursing Admission Test Question Solution 2023.pdf
Diploma in Nursing Admission Test Question Solution 2023.pdfDiploma in Nursing Admission Test Question Solution 2023.pdf
Diploma in Nursing Admission Test Question Solution 2023.pdfMohonDas
 
How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17Celine George
 
10 Topics For MBA Project Report [HR].pdf
10 Topics For MBA Project Report [HR].pdf10 Topics For MBA Project Report [HR].pdf
10 Topics For MBA Project Report [HR].pdfJayanti Pande
 
3.26.24 Race, the Draft, and the Vietnam War.pptx
3.26.24 Race, the Draft, and the Vietnam War.pptx3.26.24 Race, the Draft, and the Vietnam War.pptx
3.26.24 Race, the Draft, and the Vietnam War.pptxmary850239
 
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...Nguyen Thanh Tu Collection
 
How to Add a New Field in Existing Kanban View in Odoo 17
How to Add a New Field in Existing Kanban View in Odoo 17How to Add a New Field in Existing Kanban View in Odoo 17
How to Add a New Field in Existing Kanban View in Odoo 17Celine George
 
Protein Structure - threading Protein modelling pptx
Protein Structure - threading Protein modelling pptxProtein Structure - threading Protein modelling pptx
Protein Structure - threading Protein modelling pptxvidhisharma994099
 
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdfP4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdfYu Kanazawa / Osaka University
 
Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...
Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...
Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...Dr. Asif Anas
 

Kürzlich hochgeladen (20)

Patient Counselling. Definition of patient counseling; steps involved in pati...
Patient Counselling. Definition of patient counseling; steps involved in pati...Patient Counselling. Definition of patient counseling; steps involved in pati...
Patient Counselling. Definition of patient counseling; steps involved in pati...
 
ARTICULAR DISC OF TEMPOROMANDIBULAR JOINT
ARTICULAR DISC OF TEMPOROMANDIBULAR JOINTARTICULAR DISC OF TEMPOROMANDIBULAR JOINT
ARTICULAR DISC OF TEMPOROMANDIBULAR JOINT
 
Vani Magazine - Quarterly Magazine of Seshadripuram Educational Trust
Vani Magazine - Quarterly Magazine of Seshadripuram Educational TrustVani Magazine - Quarterly Magazine of Seshadripuram Educational Trust
Vani Magazine - Quarterly Magazine of Seshadripuram Educational Trust
 
Education and training program in the hospital APR.pptx
Education and training program in the hospital APR.pptxEducation and training program in the hospital APR.pptx
Education and training program in the hospital APR.pptx
 
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptxClinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptx
 
CapTechU Doctoral Presentation -March 2024 slides.pptx
CapTechU Doctoral Presentation -March 2024 slides.pptxCapTechU Doctoral Presentation -March 2024 slides.pptx
CapTechU Doctoral Presentation -March 2024 slides.pptx
 
How to Create a Toggle Button in Odoo 17
How to Create a Toggle Button in Odoo 17How to Create a Toggle Button in Odoo 17
How to Create a Toggle Button in Odoo 17
 
The Stolen Bacillus by Herbert George Wells
The Stolen Bacillus by Herbert George WellsThe Stolen Bacillus by Herbert George Wells
The Stolen Bacillus by Herbert George Wells
 
Personal Resilience in Project Management 2 - TV Edit 1a.pdf
Personal Resilience in Project Management 2 - TV Edit 1a.pdfPersonal Resilience in Project Management 2 - TV Edit 1a.pdf
Personal Resilience in Project Management 2 - TV Edit 1a.pdf
 
Optical Fibre and It's Applications.pptx
Optical Fibre and It's Applications.pptxOptical Fibre and It's Applications.pptx
Optical Fibre and It's Applications.pptx
 
Diploma in Nursing Admission Test Question Solution 2023.pdf
Diploma in Nursing Admission Test Question Solution 2023.pdfDiploma in Nursing Admission Test Question Solution 2023.pdf
Diploma in Nursing Admission Test Question Solution 2023.pdf
 
How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17
 
10 Topics For MBA Project Report [HR].pdf
10 Topics For MBA Project Report [HR].pdf10 Topics For MBA Project Report [HR].pdf
10 Topics For MBA Project Report [HR].pdf
 
March 2024 Directors Meeting, Division of Student Affairs and Academic Support
March 2024 Directors Meeting, Division of Student Affairs and Academic SupportMarch 2024 Directors Meeting, Division of Student Affairs and Academic Support
March 2024 Directors Meeting, Division of Student Affairs and Academic Support
 
3.26.24 Race, the Draft, and the Vietnam War.pptx
3.26.24 Race, the Draft, and the Vietnam War.pptx3.26.24 Race, the Draft, and the Vietnam War.pptx
3.26.24 Race, the Draft, and the Vietnam War.pptx
 
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
 
How to Add a New Field in Existing Kanban View in Odoo 17
How to Add a New Field in Existing Kanban View in Odoo 17How to Add a New Field in Existing Kanban View in Odoo 17
How to Add a New Field in Existing Kanban View in Odoo 17
 
Protein Structure - threading Protein modelling pptx
Protein Structure - threading Protein modelling pptxProtein Structure - threading Protein modelling pptx
Protein Structure - threading Protein modelling pptx
 
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdfP4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
 
Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...
Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...
Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...
 

Allocate Stanford 2016

  • 1. # interviews this week: 0 Juhana Kangaspunta Ron Tidhar Erik Zahnlecker David Flatow # total interviews: 0 Machine Learning / Software Engineering Product / Strategy VC / Growth Equity AI / Data Science Tracking billing hours automatically Tracking billable hours is a frustrating, laborious, and inefficient process for the employee.
  • 2. Using AI to track billable hours automatically Providing managers with accurate, real-time insights for growing the bottom line. # interviews this week: 10 Juhana Kangaspunta Ron Tidhar Erik Zahnlecker David Flatow # total interviews: 100 Machine Learning / Software Engineering Product / Strategy VC / Growth Equity AI / Data Science
  • 3. Team 3 Juhana Kangaspunta Ron Tidhar Erik Zahnlecker David Flatow Machine Learning / Software Engineering Product / Strategy VC / Growth Equity AI / Data Science Nick O'Connor Tom Bedecarre Founder of Launchpad Accelerate Fresh Stanford student (also co-founder of AKQA) Mentors Allocate
  • 4. Day One 4 Initial idea: Tracking billing hours automatically Tracking billable hours is a frustrating, laborious, and inefficient process for the employee. Market size
  • 5. Week 1 Business Model Canvas 5
  • 6. Key Original Hypotheses 6 Value Proposition Saving time by filling out time sheet is the biggest value proposition Customer Relationships We can GET enterprise customers via a ‘trojan horse’ strategy… Customer Segments Any professionals who bill clients by the hour (consultants, lawyers, PR agents, project managers, and accountants) all experience this frustration
  • 7. So Here’s What We Did… 7 • MVP (below), and tested hypotheses Send daily report Verified by customer Collect Customer Data (for a single day) Process manually In the building Out of the building 10 Interviews
  • 8. Learning 1 - Customer Segment Focus 8 • Cluttered thinking - trying to boil the ocean Lawyers Accountants PR Consultants Freelancers Interior Des. Advertising • Narrowed our focus - PR and Advertising professionals 35 Interviews • Why? PR/Ad are underserved, creative, multi-taskers, who are younger, and more willing to adopt new technology PR Advertising
  • 9. Further Ad. Validation - Market Size 9Source: LinkedIn, Ibis Employee Count US PR Firms Total: 4,901 2015 Revenue: $13.8B US Advertising/Marketing Firms Total: 46,098 2015 Revenue: $50.0B
  • 10. Learning 1 - Business Model Canvas 10
  • 11. Learning 1 - Business Model Canvas 11
  • 12. Learning 2 - Customer Archetype 12 Position Junior / Mid Level Professional CEO / Management IT / CIO / CFO Age 22 - 30 30+ 30+ Value Proposition Time-saving, increase productivity, avoid manager emails asking for timesheets, less time on non-vital tasks Increase revenue, real-time decisions, accuracy, efficient resource allocation, forecasting Avoid shadow IT, adopt tech built with enterprise in mind, security Channel Organic, SEM, word of mouth Direct Sales Direct Sales 0 Interviews Jennie
  • 13. Learning 2 - Customer Archetype 13 Position Junior / Mid Level Professional CEO / Management IT / CIO / CFO Age 22 - 30 30+ 30+ Value Proposition Time-saving, increase productivity, avoid manager emails asking for timesheets, less time on non-vital tasks Increase revenue, real-time decisions, accuracy, efficient resource allocation, forecasting Avoid shadow IT, adopt tech built with enterprise in mind, security Channel Organic, SEM, word of mouth Direct Sales Direct Sales 50 Interviews Jennie Anna Jennie’s Boss
  • 14. Learning 2 - Customer Archetype 14 Position Junior / Mid Level Professional CEO / Management IT / CIO / CFO Age 22 - 30 30+ 30+ Value Proposition Time-saving, increase productivity, avoid manager emails asking for timesheets, less time on non-vital tasks Increase revenue, real-time decisions, accuracy, efficient resource allocation, forecasting Avoid shadow IT, adopt tech built with enterprise in mind, security Channel Organic, SEM, word of mouth Direct Sales Direct Sales Jennie Anna Jennie’s Boss Gaza The Gatekeeper 75 Interviews
  • 15. What Didn't Work 15 Hypothesis Outcome A nice to have for employees Tracking hours is tedious and time consuming Value Proposition $2 CPC with little conversions Market to users with AdWords and SEO Customer Relationships • Do employees really care about timesheets? Or are they top- down mandated tasks? • Do people even know an automatic, AI-based solution exists? Why?
  • 16. Learning 3 - Employee to Manager Pivot 16 Hypothesis Managers at PR/Ad Agencies want Allocate to help them understand their business Experiments 1. Email/LinkedIn campaigns 2. A/B Prototype demos 3. Pilot proposals Change Pivot to sell to managers rather than employees. Surprisingly managers are the evangelist 1. Roughly 20% response rate 2. Very positive responses to dashboard 3. Eagerness to pilot Results 80 Interviews
  • 17. Learning 3 - Business Model Canvas 17
  • 18. Learning 3 - Business Model Canvas 18
  • 19. Learning 3 - Strategy Implications 19 Channel Need enterprise sales team for direct sales Customer Relationships Email campaigns and demos allow us to GET managers at large agencies Value Proposition Managers need accurate and real-time reports about their organizations allow managers to make informed business decisions
  • 20. Value Proposition Canvas - Junior Employee 20 • High output - reading, creation, coordination • Multitaskers - many clients • Tech-savvy - computer, smartphone • Communicators - in person, emails • Want to appear organised, efficient, valuable • Working on time-consuming, mundane activities • Manual, unchallenging, non-vital • Things that interrupt workflow and ability to multitask, deliver high volume output, etc. • Using AI to automatically track a person’s billable hours • Pre-filling of timesheets Time Saving Savings: • Time • Effort • Frustration • Reliability • Accuracy • Manager scepticism Time Saver
  • 21. Value Proposition Canvas - Junior Employee 21 • High output - reading, creation, coordination • Multitaskers - many clients • Tech-savvy - computer, smartphone • Communicators - in person, emails • Want to appear organised, efficient, valuable • Working on time-consuming, mundane activities • Manual, unchallenging, non-vital • Things that interrupt workflow and ability to multitask, deliver high volume output, etc. • Using AI to automatically track a person’s billable hours • Pre-filling of timesheets Time Saving Savings: • Time • Effort • Frustration • Reliability • Accuracy • Manager scepticism Time Saver Doing good work, and satisfying their clients & managers
  • 22. Value Proposition Canvas - Manager 22 • Tech-savvy - computer, smartphone • Communicators - in person, emails • Need to be organised • Staffing • Project Management, Budgets (burn rates), teams • Projections and forecasts • Lack of knowledge or insight into employee’s work and activities • Chasing up employees to fill out timesheets • Uncertainty with regards to employee utilisation • Budgetary constraints • Poor forecasts • Slow budgeting/staffing reaction times (month-by-month planning) • KPI metrics dashboard based on real-time, accurate data • Customisable, searchable dashboards • Simple, beautiful UI/UX • Staffing, budgeting, and forecasting dashboards • Information • Accuracy • Budgeting, Staffing, Projecting • Revenue, Efficiency • Bottom Line Savings: • Time • Effort • Frustration (chasing employees) • Reliability • Accuracy • Money Doing good work, and satisfying clients
  • 23. Payment Flows 23 Employee Junior Account Exec PR Firm CFO/COO Client Marketing / Account Managers Weekly Reports $ 50K / year Daily Timesheet $ Retainer / Hourly Contract $ Salary Resource Mgmt
  • 24. Market Map - Timekeeping 24 Market Leaders
  • 25. Market Map - Resource Management 25
  • 26. Where We Ended Up 26 Employee MVP Manager MVP Using AI to track billable hours automatically Providing managers with accurate, real-time insights for growing the bottom line
  • 27. Investment Readiness 27 Idea We use AI to automatically populate time sheets and to provide accurate, real-time insights to managers Prototype Prototypes for different customer segments and archetypes. Product MVP has given validation that technology is feasible. Manager prototypes have allowed us to refine key features. Proven Product Market Fit Get 10+ paying, referenceable customers Have list of companies which are eager to start early access. Customer Trials
  • 28. Meta-Learnings 28 • Interviews - “We have two ears, and one mouth - use them in the right proportions” • Teamwork - find some faces you’re willing to look at after 1am • Sales - know your customer segments so well that you can “wow” them by speaking their language • Sales pt. 2 - always bring baked goods to meetings
  • 29. What’s Next? 29 • Seed funding? • Y-Combinator application for Summer 2016 batch • Build high fidelity MVP with 80%+ automation • Pilot program
  • 30. By the Numbers 30 Notes Taken (words) 39,080 (Animal Farm has 29,000) Slack Messages 3,800 Emails Written 1,292 Lines of code 1,125 Slides 199 Interviews 100 Launchpad (hours) 76 Prototypes 6
  • 31. Special Thanks 31 •Teaching Staff • For encouragement, and being relentlessly direct •Jennie Chow & Monica Cho • Dozens of PR agents interviews, and brave early guinea pigs •Mark Zahnlecker • Directing, filming, and editing Lessons Learned •Our Mentors. Especially Tom Bedcarre, our adopted mentor • 9 mentor meetings • Came to almost all of our 3-hour long classes • 14 Intros to senior management at the best Ad/PR firms in SF • Including management at AKQA: CFO, CIO, Head of IT, Finance Director… •Our Interviewees, friends, families, and many more