Posts Tagged ‘entrepreneurship’

How much money do you need to get started?

Tuesday, February 23rd, 2010

… You want to raise just enough money to solve a small problem for even a smaller set of customers to start with.

A lot of ventures start with a dream, a vision; to solve a problem in a specific Ruby Throated Hummingbirdway. The dream could be a INR 100 crore product or something as complex as an ERP on the web to a even more complicated, a Hospital Information Systems (.. search engines? they are easier to build these days).

The vision cannot be achieved in 6 months or even 2 years — Takes 5-7 years on an average to build an INR 100 crore company. So you want to start now, and want to start small, chiseling your idea, refining as you go, adding feathers in your cap and changing gears and accelerating as you move.

First, zero in on a handful of customers and a specific problem the customer may have. Do not worry if others mock you for building a feature & not a product. You know your destiny. You know where you want to reach. Validate what you have built. Give the customer something useful so that he can pay for what you have built. Iterate on your product.

There are a lot of examples where the companies started small and began by solving just one small problem and then morphed into gorillas; from companies selling PCs — to cloth merchants now with fully backward integrated perto-products chain.

A large amount of money spoils you, ties you up with your own experiments and forces you to deliver a product which does not have any takers outside your laboratory — You are forced to linger with the experiment because now you have a large amount of an external investor’s money and do not have guts to tell him that it is not working out. There are numerous examples. There are only a few brave entrepreneurs who took $5m only to tell the board in less than a month about change in the business model.

When you are starting out, you are building something and proving your hypothesis. The moment someone starts paying for what you are building, a part of the hypothesis gets proved. You continue to iterate.

Think 6 months, 3 people’s expenses.

Think 6 months, 2 people’s expenses.

Think the amount of first tranche you need to deliver to your first customer.

Think about knowing the sales process yourself before hiring a sales expert.

Think doing zero dollar marketing before doing SEM campaigns.

Think writing the code yourself before hiring a developer.

… start thinking about raising big money after your customer trusts you with his money.

(The thumbnail is of a Ruby-throated hummingbird. These are solitary. Have one of the highest metabolism, and as part of their migration, they fly non-stop across the Gulf of Mexico, a distance of at least 500 miles. Pic courtesy)

Poet Kabir on mentorship

Tuesday, February 2nd, 2010

I was reading some Hindi literature over the weekend. Found this doha (a kind of verse) from the great Indian poet Kabir on mentorship.

Kabirdas-ji says:

तारा मंडल वैसि करि, चंद बड़ाई खाई |

उदए भया जब सूर का, स्यूं तारां छिपि जाई ||

Shall update with the translation sometime later. Why don’t you attempt translating this in the comment section?

Your sales 101 begins with an email

Monday, February 1st, 2010

Downy WoodpeckerAs a Founder, CEO, whatever of the startup — one thing you would be doing in your journey would be Selling. Selling to customers, employees, partners, investors, family members, competitors. And selling 24×7. Pestering. Following up. Closing. The code you write, the product you build, the team you hire is given. People worry about the actual tangible later, but you need to sell it first. Sell the concept. Sell the features. Sell your vision.

The Sales 1:1 101 begins with an email you send to someone — be it the pitch about the company, a proposal for partnership, or looking for some help.

So you send an email and then … days pass and the email silently gets buried down under. As an entrepreneur what do you do? You have two choices (a) Assume the recipient is not interested and never follow up and move on (b) Do a soft reminder and follow up.

People are distracted. Your customers are distracted. Your potential investors are distracted. There is an overdose. Marketing messages. Sales pitches. Attention is short. It is okay to remind. It is okay to do 2-3 follow ups before getting an answer or giving it up (for 6 months!). You double the interval between each follow up. 1st contact –> 7 days –> 14 days –> 28 days.

Which option you choose makes the kind of entrepreneur you will become! (a) The entrepreneur who follows up; who tries to get his attention and makes an attempt to close the deal OR (b) someone who makes an assumption that customer is not interested in “buying”.

Update: Updated the title…dunno why I wrote 101 as 1:1. Ha.

Like everybody else, I also get a fair share of daily dose in our inbox; some get labelled, others get instant attention, some are read/unread. I wish if emails followed the sentence strategy. This is the reality of information overload and the reason for change in our normal behavior of answering the phone on few rings.

The bird is the Downy woodpecker. Pic courtesy

Is it possible to do a venture when you do not have money?

Monday, January 18th, 2010

… that was the question from a IXth grader after a talk I gave to the students of IX-XII grade at a recently held event called Disha 2010. The event is an initiative to apprise the students of the potential in alternate career streams. Engineer, MBA, MBBS, LLB are typically the first choice and “viable” (read, monetizable) options for a “normal” career.

After I did my sales pitch of becoming an entrepreneur (slides below); another student asked about finding the information related to venture funding, grants, incentives, seed capital! (Wow, I thought we already talk a lot!) So much so there is a chatter around all of these things, they are mostly targeted around the “grads” and above. We at Morpheus Venture Partners are thinking to do something about it (if you wanna join hands, drop me a note).

So what do you tell a 9th grader to do when he is eager to start and doesn’t have money? “Take the Plunge!”, I said.

Laptop to Loadbalancer: Is your LAMP hardware infrastructure growing like this?

Wednesday, January 13th, 2010
Lamp Growth Plan

Lamp Growth Plan

The visual image conveys the thoughts. The data legends represent a hypothetical configuration using Webservers, Database Master and/or slave or DRBD, Memcached nodes, etc. The size of the circle represents the relative amount of money spent on monthly hardware lease.

How did your web presence grow?

Disclaimer: The above does not include security, disaster recovery, backup and other attachments which are a must.

A step by step guide to a Happy Holiday season

Saturday, December 26th, 2009
A step by step guide to a Happy Holiday season

A step by step guide to a Happy Holiday season!

Click here for High resolution 1024 x 768 image

Thank you Anish for the great design.

No remorse compensation: Bring friends to work with you, but don’t part as enemies

Friday, November 27th, 2009

Two people get together and start developing a product. You are one of the founders. Few more common friends join. Everybody starts working towards a goal. Six months out, the product is still taking shape; Few people who contributed move-on to other things. This is a usual startup story.

In the above scenario a formal agreement or a compensation is the last thing in everybody’s mind (or like-minded people) when people start working together.FriendsMoreover, working together for some time helps people gauge the ‘mutual fit’ before signing each other up for 4-5 years. It is quite possible that after sometime a few members of the team decide to mutually part way and move-on. The question pops — what/how much would be the compensation if things do not move forward into a formal agreement? How much should be the compensation for the person who has worked his ass off but now thinks that he needs to move on?

People leave because of several reasons; personal, financial, etc. 100% possible that they come back a year later when they have sorted things out.

You as a founder of the company need to worry about people joining your startup — at the same time you also need to think through of compensating people who came trusting you for shorter stints. You have to decide this upfront when the person starts working using a simple math.

No Remorse Compensation is a way of rewarding people (esp. friends) who plan to contribute in building your startup but may move on later to do something else. To keep things simple you agree on a compensation before writing things on stone say 6 months later. Here’s a simple math:

1. 2 people team, started, now looking for a seasoned techie to manage the codebase and developers while the two of you do sales/marketing/product as well.

2. The 2 founders decide that the techie would get 10% of the equity (and some salary, if any, but for now, none) — however, the techie says “lets work together before making a decision.” You don’t want to leave things hanging without making any decision on that. Assume that the techie would work 4 years (48 months). So the techie would “earn” 10% / 48 = 0.2% equity every month.

3. Most probably you are not paying any salary to him — so add 25% – 50% more equity. So the number becomes 0.3%. Assuming you have 1,000,000 shares outstanding, that becomes 3,000 shares every month.

4. The techie earns 3,000 per month until you come with a formal agreement which maybe in line with the 10% equity or maybe less. Make sure to arrive at a decision point in 3-6 months and convert this into a formal agreement.

5. If ok, you can sign a simple consulting agreement with the numbers mentioned.

The above idea is simple — You bring friends to work with you but don’t wanna part with them as enemies, if it did not work out. You may meet him again at beer in the evening!

Mine is a SaaS startup. We do…

Tuesday, September 15th, 2009

Scratch that. Delete that title.

Start with “Mine is a <insert product here like, finance, healthcare, etc> startup.” The only time you are a SaaS startup when you are solving a fundamental SaaS need like billing, metering, security, auditing, etc. It has become a fashion to use the latest technology to pitch your business and has been successful like, “We are <Java/Web2.0/SaaS/cloud/blah startup”.

Don’t move with fads.  India does not need fads.  India needs products.

The average consumer does not understand the technology stack. They need a solution. Whether the product uses cloud, SaaS, Java, Visual Basic — the consumer hardly cares. If it solves a need and must be on the internet then it does not matter whether it’s SaaS or BaaP or cloud.