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STARTUP HERE 
STARTUP MEOW 
VITALY M. GOLOMB - @VITALYG
#SLIDESHAREOFTHEYEAR
+Investor
cccstartups.com 
@cccstartups
corporate 
CATS 
startup 
CATS 
P experts in one area 
P years climbing ladder 
P stable lifestyle 
P real responsibilities 
P life balance 
P generalists 
P early start 
P cheap lifestyle 
P nothing to lose 
P nothing else matters
Startup Here, Startup Meow #StartupAddVenture @ #ICTSummitPL (Warsaw, Poland)
SO WHAT THE F*** 
IS A STARTUP?
A STARTUP IS... 
an experiment in search 
of a business model 
- steve blank
SCALABLE 
STARTUP 
TRANSITION COMPANY 
business model found 
product/market fit 
repeatable sales model 
managers hired 
break-even 
profitable 
rapid scale 
new senior management 
~150 people 
“a startup is not a smaller 
version of a large company” 
- steve blank
A STARTUP IS A COMPANY 
THAT IS CONFUSED ABOUT: 
1. WHAT ITS PRODUCT IS, 
2. WHO ITS CUSTOMERS ARE, 
3. HOW TO MAKE MONEY 
- DAVE MCCLURE
“A STARTUP’S DEFAULT 
STATE IS #FAILURE. AS A 
FOUNDER, YOU HAVE TO 
WORK TO UNFAIL IT.” 
- VITALY M. GOLOMB
why would you want to 
start a company?
retire, play golf, die 
get regular promotions 
get in a good company 
go to a good college 
get good grades 
normal career
startup career 
if successful 
what people think 
it looks like 
what it really 
looks like
entrepreneurship 
is a mental disorder
but it takes a 
little crazy… 
to change 
the world
so, why are you doing it?
for the 
money?
for the IPO money?
250 
200 
150 
100 
50 
number of tech 
ipos since 1999 
26 
<50 
1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014
funded startup 
success rate 
30% 
unprofitable 
30% fail 
30% 
somewhat 
profitable 
10% big 
success
BY THE WAY... 
#FAILURE IN 
STARTUPS IS 
OVERGLORIFIED
FAILURE IS 
a hard lesson
the odds are against you 
1st time founder 18% 
repeat failed founder 20% 
repeat successful founder 30%
you’ll get 
acquired 
if you are 
lucky & good
freedom?
normal job: 
one boss
startup: 
every user 
is your boss
have a family? 
they will suffer
“as a startup ceo, i slept 
like a baby. i woke up 
every 2 hours and cried.” 
- ben horowitz
feeling 
defeated 
yet?
founder and team morale 
jess lee - “why startup founders are always unhappy”
good news: 
you can improve 
your chances
find a problem 
you can’t live 
without solving
don’t build technology 
looking for a problem to solve 
solve a painful problem
what is all this lean bullshit?
lean = quick iterations
more chances to 
solve the problem
more chances to #unfail
so what’s a good startup?
NOTHING MATTERS 
MORE THAN TRACTION
solves a 
painful 
problem 
for a 
specific 
customer
how can you be sure 
you’re solving a problem?
HOW IS IT CURRENTLY 
BEING SOLVED?
no competitors 
= 
no problem 
= 
no market
stop coding 
get out of the building 
talk to your customers 
face your fears 
validate assumptions
HARD? EXPENSIVE? SUCKS? 
HOW ARE YOU DIFFERENT 
AND BETTER?
F’IN
A RISING TIDE 
LIFTS ALL BOATS
what’s your business model?
symmetric 
customer pays 
for experience
asymmetric 
3rd party pays 
for customer
DOES IT scale?
$4,000,000 
$3,000,000 
$2,000,000 
$1,000,000 
revenue 
per employee $3.6M 
$2.15M 
$1.25M 
$1.1M 
$691K 
$64K 
Craigslist Apple Google Facebook Amazon McDonalds
don’t forget: 
you are building a 
repeatable business
measure everything
main ingredient: team
hiring is hard
O much money 
O stability 
O support structure 
O a long-term plan 
P stock 
P flexibility 
P chance to make 
a difference 
what you 
don’t have 
what you 
do have
BUSINESS 
with domain expertise 
DESIGN ENGINEERING 
balanced startup team
what is your 
unfair advantage?
ACCOMPLISHMENTS 
MONEY RAISED? 
PARTNERSHIPS? 
GROWTH?
THE SILICON VALLEY FUNDING STACK 
circa 2014 
M&A / IPO 
GROWTH EQUITY 
$100M+ VC FUNDS 
ANGELS/SEED VCs 
ACCELERATORS 
BOOTSTRAP/Friends Family & Fools
EUROPEAN FUNDING STACKcirca 2014 
M&A / IPO 
GROWTH EQUITY 
$100M+ VC FUNDS 
ANGELS / SEED VCs 
ACCELERATORS 
BOOTSTRAP 
/ FFF
2001 DOT COM CRASH 
US VC FUNDS RAN AWAY FROM EUROPE 
few, STRONG EUROPEAN VC FUNDS SURVIVED
IT IS EASIER TO STARTUP 
ANYWHERE NOW THEN IN 
SILICON VALLEY IN 1999
Startup Here, Startup Meow #StartupAddVenture @ #ICTSummitPL (Warsaw, Poland)
the new tools 
of the trade
Startup Here, Startup Meow #StartupAddVenture @ #ICTSummitPL (Warsaw, Poland)
VENTURE 
CAPITAL 
IS CHANGING
SOURCE: STEVE BLANK
MEDIAN EXIT = $20M 
SOURCE: SEED DB
WHY HERE? 
WHY NOW?
EUROPE PRODUCES HIGHER 
VENTURE EXIT MULTIPLES THAN U.S.
EUROPEAN EXIT ARE 25% SMALLER, BUT… 
ENTRY VALUATIONS ARE 3-4X LOWER
EUROPE PRODUCES 
1/2 AS MANY EXITS AS U.S. 
AND 1/3 OF $100M+ EXITS 
WITH ONLY 20% OF U.S. VC
MEDIAN CASH-ON-CASH 
$100M+ EXIT MULTIPLE 
4.5X 
US 
7.2X 
EUROPE 
2005-2011 SOURCE: EARLYBIRD, DOW JONES VENTURE SOURCE
EUROPEAN INVESTED 
CAPITAL UP OVER 35% 
IN 2014 ALONE SOURCE: PITCHBOOK
BRACE YOURSELVES 
INVESTORS ARE COMING
THE FUTURE FOR 
EUROPEAN STARTUPS 
IS BRIGHT
LOOKING FORWARD
WIN YOUR HOME 
1MARKET FIRST
support/mentor 
2the next generation
help build 
the ecosystem 
www.goo.gl/Y2nOL2 
3 
source:
want theSE slides? 
follow @vitalyg
COMING IN 2015 
download 
1ST CHAPTER 
free now 
www.founderco.com 
@vitalyg

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