Tampa bay tech forum dave parker

Copyright DKParker, LLC 2013

Top 10 Fails in Fundraising Dave Parker

@DaveParkerSEA

[email protected]

mailto:[email protected]


Agenda

About Dave

10 Fatal Flaws

Additional Resources

Workshop Sales Models Business Models Your Key Metrics


About Dave

Serial Entrepreneur

EIR at Mitsui Venture Capital

Director Founder Institute Seattle

Board member for four mid-market, handful of startups and advisory board for over 50 startup companies

Husband, Dad


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#2

More to follow!


#1


Resources

Markets - http://goo.gl/5bpIU

Benchmark Data – http://goo.gl/b7R3K

Product Pricing - http://goo.gl/ohKWZ

Unrealistic Growth: http://goo.gl/NVOgh

http://goo.gl/5bpIU

http://goo.gl/b7R3K

http://goo.gl/ohKWZ

http://goo.gl/NVOgh


General Sales Models

Direct – internal sales people (Inside or Outside), # of deals/Month, salary + commissions

Distribution/Channel Sales – Indirect or external, <# of deals/Month, no Salary, just commission <Mindshare. Fulfill demand, don’t create demand

White Label Sales/Licensing – infrastructure or license sales, long sales cycle, few but targeted customers

Web Direct – Advertising and conversion based sales, sales support?, requires customers to search

Retail – store shelves, physical goods


13 B2C Business Models

1. New Media Twitter, Quora Virality, K-factor

2. Social Pinterest Virality, K-factor

3. Search Google, Bing Uniques (U), Queries, $ per

4. Gaming Zynga, Z2 In App purchase, ads, aps

5. Marketplace Ebay, Etsy Transaction $, Comm

6. Video YouTube U, ads, sell through

7. Commerce Groupon U, Spend, GM, Acquisition (A)

The World According to Carp

http://en.wikipedia.org/wiki/K-factor


http://worldaccordingtocarp.wordpress.com/



1. New Media Twitter, Quora Virality, K-factor

2. Social Pinterest Virality, K-factor

3. Search Google, Bing Uniques (U), Queries, $ per

4. Gaming Zynga, Z2 In App purchase, ads, aps

5. Marketplace Ebay, Etsy Transaction $, Comm

6. Video YouTube U, ads, sell through

7. Commerce Groupon U, Spend, GM, Acquisition (A)

The World According to Carp



http://worldaccordingtocarp.wordpress.com/



8. Rental Chegg U, conv, avg rental, A

9. Subscription Dropbox U, conv, A, Churn, LTV

10. Audio Pandora U, Ad Imp, CPM, conv, upsel

11. Lead Gen Mint U, offers viewed, conv, affil

12. Hardware KNO Units sold, GM, marketing

13. Payments Zong U, avg payment, trans fee

14. Crowd Kickstarter Projects, Total $, % of funds

http://en.wikipedia.org/wiki/Lifetime_value


6 “Scalable” B2B Business Models

1. Commerce – Physical Goods- Wholesale, cost of goods, retail, average margin, physical good

2. Subscription – Box.net – cost of customer acquisition, lifetime value and churn

3. Lead Generation – AllStarDirectories – traffic, form data, price per lead,

http://www.allstardirectories.com/


6 “Scalable” B2B Business Models

4. Market Place – Alibaba – average transaction, commission on transaction

But start with one side

5. Transaction Fees – Flattr, KickStarter – average transaction fee, commission

6. Combinations – Multisided markets – hardware sensors, software services with data analytics

Scalable doesn’t include services – Others?

http://www.alibaba.com/

http://www.flattr.com/

http://www.kickstarter.com/


Workshop – Your Key Metrics

Tampa bay tech forum dave parker

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