-
Introduction: idea is not enough and other most dangerous startup mistakes
This is the course for both fresh and experienced startupers among you. Read, practice & test your skills for the growth of that #NextUnicorn! When you feel ready take the final quiz to test your knowledge and be awarded with Startup Guide's certificate of completion signed by the Head of Startup Lithuania!
-
Section 1: Planning your business idea
How to brainstorm, discover and plan you next BIG idea and bring it to life.
- 1.1. The Essence: problem solving and value proposition
- Exercise 1.1.1 – Identify Problems, Jobs, and Gains
- Exercise 1.1.2 – Prioritize and Bundle the Solution
- Exercise 1.1.3 – Define Value Proposition
- 1.2. Alternative solutions & competitive analysis
- Exercise 1.2.1 – Google the Solution
- Exercise 1.2.2 – Talk to People
- Exercise 1.2.3 – Compare Offerings
- Exercise 1.2.4 – Find Blue Ocean
- Assignment/deliverable #1 – Value Proposition
- 1.3. Segmentation and potential market size
- Exercise 1.3.1 – Define Market Type
- Exercise 1.3.2 – Divide Market into Segments
- Exercise 1.3.3 – Create Scheme and Persona
- Exercise 1.3.4 – Choose Target Segments
- 1.4. Monetization Options and Financial Estimations
- Exercise 1.4.1 – Choose Revenue Model
- Exercise 1.4.2 – Calculate Your Costs
- Exercise 1.4.3 – Know Your Cash Burn Rate
- Exercise 1.4.4 – Evaluate Need for Investment
- 1.5. Business model
- Exercise 1.5.1 – Answer Key Questions
- Exercise 1.5.2 – Draft the Canvas
- Exercise 1.5.3 – Review and Clarify
- Assignment/deliverable #2 – LEAN Canvas
- 1.6. Market and business environment analysis
- Exercise 1.6.1 – Plan the Research
- Exercise 1.6.2 – Estimate Market Size and Growth
- Exercise 1.6.3 – Evaluate Your Business Environment
- Exercise 1.6.4 – Update Value Proposition
- Assignment/deliverable #3 – Market Size and Business Environment
- Self assessment quiz #1 – Business Model
-
Section 2: Testing your business idea
How to approach, validate and test your idea with potential users, customers, partners.
- 2.1. Get ready for hypotheses verification
- Exercise 2.1.1 – List all the Assumptions
- Exercise 2.1.2 – Complete Experiment Cards
- Assignment/deliverable #4 – Experiment Cards
- Exercise 2.1.3 – Find Potential Customers
- Exercise 2.1.4 – Choose the Type of Engagement
- 2.2. Creating minimal viable products: purposes and types
- Exercise 2.2.1 – Select the Type of MVP
- Exercise 2.2.2 – Create Your MVP and Run Experiments
- Exercise 2.2.3 – Make Decision: Pivot or Proceed
- 2.3. Validating problem-solution-market fit
- Exercise 2.3.1 – Validate the Problem
- Exercise 2.3.2 – Validate the Solution
- Exercise 2.3.3 – Validate the Price
- Exercise 2.3.4 – Validate the Target Segment
- Exercise 2.3.5 – Update Your Business Model
- 2.4. Testing communication and distribution channels
- Exercise 2.4.1 – Decide on Distribution Strategy
- Exercise 2.4.2 – Make a Draft of Your Sales Funnel
- Exercise 2.4.3 – List Possible Channels
- Exercise 2.4.4 – Test Channels in Small Batches
- Exercise 2.4.5 – Update Your Business Model
- Self assessment quiz #2 – Experiments and Validation
-
Section 3: Funding your business
How to attract initial and further investments to help your startup grow and prosper.
- 3.1. Startups challenges and the fundraising process
- Exercise 3.1.1 – Get Ready for the Process
- Exercise 3.1.2 – Turn on Fundraising Mindset
- Exercise 3.1.3 – Identify Key Milestones
- Exercise 3.1.4 – Estimate Your Financial Needs
- 3.2. Choosing the best funding source
- Exercise 3.2.1 – Personal Savings, Loan, and Other Sources
- Exercise 3.2.2 – Business Income in Advance
- Exercise 3.2.3 – Crowd Funding Platform
- Exercise 3.2.4 – Angel Investors and Seed Firms
- Exercise 3.2.5 – Accelerators and Incubators
- Exercise 3.2.6 – Venture Capital Funds
- Assignment/deliverable #5 – Milestones
- 3.3. Creating a pitch deck and other fundraising material
- Exercise 3.3.1 – Elevator Pitch and One-pager
- Exercise 3.3.3 – Investor Presentation and Pitch
- Exercise 3.3.4 – Detailed Pitch Deck
- Exercise 3.3.5 – Online Profiles and Media
- Exercise 3.3.6 – Financials and cap table
- Exercise 3.1.5 – Maximize Your Startup Valuation
- Assignment/deliverable #6 – Pitch Deck
- 3.4. Entering into an investment agreement
- Exercise 3.4.1. Is the investor a good fit for your startup
- Exercise 3.4.2. Investor-founder partnership expectations
- Exercise 3.4.3. Forms of the investment
- Self assesment quiz #3 – Fundraising
-
Section 4: Go to market
How to sell the product once it is tested and ready for the world markets.
- 4.1. Craft an irresistible offer
- Exercise 4.1.1 – Draft a High ROI Offer
- Exercise 4.1.2 – Create Unique Selling Proposition
- Exercise 4.1.3 – Make Your Offer Believable
- 4.2. Prepare your go to market strategy
- Exercise 4.2.1 – Product and market relationship
- Exercise 4.2.2 – Set Strategic Direction for Growth
- Exercise 4.2.3 – Define Marketing Strategy
- Exercise 4.2.4 – Have Alternative Marketing Strategy
- Exercise 4.2.5 – Update Your Business Model
- Assignment/deliverable #7 – Go-to-Market Strategy
- 4.3. Plan your marketing and sales actions
- Exercise 4.3.1 – Define the Main Goal
- Exercise 4.3.2 – Outline the Objectives
- Exercise 4.3.3 – Break Out Objectives Into Tasks
- Exercise 4.3.4 – Tie Tasks to Dates
- 4.4. Get ready to up-sell, cross-sell, and down-sell
- Exercise 4.4.1 – Create Up-Selling Offers
- Exercise 4.4.2 – Create Cross-Selling Offers
- Exercise 4.4.3 – Create Repeat Sales Business Model
- Exercise 4.4.4 – Consider Down-Sell Strategy
- Exercise 4.4.5 – Find Partners for Affiliate Sales
- 4.5. Foundations for startup branding
- Exercise 4.5.1 – Prepare for Brand Development
- Exercise 4.5.2 – Decide on Brand Characteristics
- Exercise 4.5.3 – Create Your Brand Identity
- Exercise 4.5.4 – Make Your Brand Alive
- Assignment/deliverable #8 – Marketing Plan
- Self assesment quiz #4 – Go-to-Market
-
Additional resources
-
Final Quiz
Exercise 3.4.2. Investor-founder partnership expectations
Investor-founder partnership expectations
After you know who your partner is, you give promises and you expect some in return. It’s important to know what usually are the main expectations from each side.
Investor expectations:
- Commitment period. It is expected that the founder will work on a startup for a certain period of time. This is indicated in investment documents and usually is 2-4 years.
- Vesting, good and bad leaver. These definitions are important and related to the shares held by the founders. Investors expect that the founders team will work for the company and will not will not leave while still having their shares. Vesting period means that if you leave the company earlier you will lose all your shares. Then the questions arises of how much you might get paid for those shares. The vesting period is usually is also 2-4 years.
- Devoted time. This concerns how much time the founders will spend during the day working on the startup. Usually it’s expected that founders will devote all their time but sometimes it can be agreed on giving some time for other activities of the founders such as giving lectures etc.
- Lock-in period. This is the time when the founders are not entitled to transfer the shares to another party or buyer. The period usually lasts around 3 years.
Founder expectations:
- Remuneration. Because founders are obliged to work at least three years for the company they want to know how much will they get for this work. Remuneration is approved in the company’s budget which is approved by the board of the company or in other forms where investors also participate.
- Remaining in the management team. Investors might wish to change some team members, so before entering into an investment agreement it’s important that both parties agree what each founder is responsible for and whether they will remain in the management team either as a director or in some other position.