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The European Startup Show
46 minutes | 3 days ago
Joyce Mackenzie Liu, Founder and CEO of Pegafund on: 3 Ingredients for a Successful Fundraise and Other Strategies for Predictable Growth
[01:05] Your journey to starting Pegafund [06:27] What problems do you solve for startups and scale-ups? [10:07] What are the key KPIs for SaaS companies in the early stages (zero to 1 million) and what does ‘good’ looks like at this stage. [18:07] What are some of the key metrics for the stage from two or five million to ten million? And also, what are some common mistakes that entrepreneurs make at this stage? [23:20] What are the systems that should be in place for tracking from zero to five million - and further - for entrepreneurs and founders to make decisions on? [25:46] When revenue operations should be brought in? [27:50] Are there specific metrics that help determine when expansion is right? What advice do you have for expanding within Europe versus expanding to the US based on metrics or best practices? [32:09] From a metrics perspective, how do VCs view European companies as opposed to US companies? [38:31] What are some of the biggest mistakes that start-ups make when they’re preparing for fundraising? Links:Pegafund
45 minutes | 10 days ago
April Dunford, Author and Positioning Expert, on: The Most Common Questions Founders Ask on Product Positioning.
[1:14] What is positioning? And how can you tell if a company needs to rethink its positioning? [5:12] How does company positioning and product positioning differ? [12:00] How does the “Obviously Awesome” positioning framework for B2B companies work? [21:08] - Who should be involved in positioning? April uses her framework to walk through a case study where she developed the positioning for a CRM product. [32:45 - How do you balance where you are today with the product against where you want to be? How do you position your product in that context? [34:23] When should you create a new category? [42:40] Where do companies and founders struggle the most when it comes to positioning and what is your advice for them?
48 minutes | 17 days ago
Rav Dhaliwal, ex-head of Slack’s EMEA Customer Success on: How to Measure, Align and Drive Value through Customer Success
[01:13] - What is customer success and what is it not? [06:32] - How do you align an organization to make customer success everyone’s business? [19:20] - When is the right time to introduce usage telemetry and analytics in an organization? [20:58] - How do you hire the customer success leader? [25:13] - What should your customer success organization should be based upon? [26:55] - How do you set up Customer success metrics or incentive system? [31:33] - How do you structure CS teams to align with the farming/account expansion vs purely engagement and customer satisfaction? [37:15] - What are the common mistakes companies make when it comes to customer success? Links:Rav DhaliwalRav’s blog on MediumResources recommendedThe InSide Scoop - Podcast on tools and technologyCreating Customer Success - Podcast by Daniel Cattini and Alex TrumanCustomer Success - Book by Dan Steinman, Nick Mehta and Lincoln Murphy
44 minutes | 24 days ago
Expert series: Chris Walker, CEO of Refine Labs on the New Demand Gen Playbook
[1:04] - What do you mean by creating demand and capturing demand? What should you do in the early stages of the startups when you don’t have a lot of money? [6:41] - How do you create content at scale, especially in the early stages? [15:10] - Can you give client examples of impact to demand gen in 30-60-90 days? [20:37] - How do you influence different personas in the buyer journey? [23:50] - How does demand generation strategy differ from SMB to enterprise segment? [28:13] - When should you use Linkedin vs Facebook ads as a paid channel? [30:46] - What is the difference in strategy for companies growing from $50 M to $100 M in revenues? [34:14] - What metric would you tell companies to look at? [35:37] - How do you see product-led growth model working together with the demand gen model? [37:13] - What are the common mistakes you have seen startups make when it comes to setting up demand gen? [39:26] - How important is demand gen experience in a VP Marketing hire? [41:32] - What should a founder expect in their 30-60-90 days from their VP of Marketing?
42 minutes | a month ago
Sujata Bhatia, COO of Monzo Bank on - Navigating the Pandemic; How She Thinks of Competition; Monzo’s OKR process; Diversity in Fintech.
[01:10] - What did you do in your first 30, 60, 90 days of joining Monzo given the timing of your joining (May 2020) [07:42] - How did you navigate the pandemic? What are some lessons learnt? [11:18] - How did you maintain the morale of the people in these turbulent times? [15:30] - Is there anything you would do differently if you had to do it again? [16:23] - How do you balance the need for structure with the need for agility and innovation? [18:45] - How do you hire for someone with the right balance of agility and structure? [20:42] - How do you define a path for success at Monzo? [24:16] - Why expand in the US knowing it is very competitive? Why not other emerging markets? [26:33] - How do you prioritize the conflicting goals of revenues, profits, market share and wallet share? [27:57] - Monzo’s framework or OKRs [30:54] - How can we change impact diversity in fintech sector? Links:MonzoOther:Favorite Book: The God of Small Things by Arundhati RoyProductivity App: Strides
36 minutes | a month ago
Marie Outtier, Director of Twitter and Co-Founder of Aiden.ai Which She Sold to Twitter
[01:11] Brief overview of what Aiden did and timeline of going from idea to sale to Twitter. [06:43] Do companies still need to relocate to get traction or to be noticed by potential acquirers? Has this changed post-pandemic? [08:22] Reflecting on your journey so far, if you had to write a book, what would you write about? [10:51] Is there any practical advice on how to hire diversely despite inclinations to hire those similar to you? [13:50] Having been an entrepreneur and now an angel investor, what should entrepreneurs (especially women entrepreneurs) do and not do when trying to raise angel funding? [20:34] What are your thoughts on women founders in Europe? And what could we do to increase the number of women founders? [24:48] What is the next big thing for you? [29:18] How does the product that Twitter has acquired fit their overall roadmap? Has it been integrated or is it a standalone product? [30:25] Closing thoughts and advice for other entrepreneurs Marie on Twitter:@MarieOuttierLinks:WHO - How to hire A playersZero to One by Peter Thiel
44 minutes | 2 months ago
Solveiga Pakštaitė, Founder of Mimica on: Going from Invention to Commercialisation and on her Decision to Hire a CEO to Lead her Company.
Her journey from invention to commercialization [01:19] How did you go from researching how visually impaired people use public transport to identifying the food expiry problem? [9:54] At what point does this go from being research to having commercialization potential? [13:28] Did you first get funded for your prototype by your grant and then raise a seed round of funding? Hiring [17:54] How did you think about building and scaling your team? [22:39] Recap of the key points when it comes to hiring. [24:18] What led you to hire a CEO? And how did you go about doing that and what did you learn from that process? [32:42] How does your and the hired Ceo’s relationship work on a day-to-day basis? LinksMimicaBooksZero to One by Peter Thiel
36 minutes | 2 months ago
Dr Olivia Ahn, Co-Founder and CEO of Planera on Creating Sustainable Products and the Role of FMCG
The business [01:00] What made you become an entrepreneur and how did you come up with this idea? [03:54] How is your product different from what other organic products are doing in the market? [05:00] Why aren’t any of the big FMCG brands doing anything like this? The process [07:55] What was your process from concept to production? [10:27] Did you do market validation whilst testing the product? [13:23] Why did you choose to sell directly to customers? The Insights [22:23] What has been the hardest part of the journey? [23:17] What were some of the biggest mistakes that you think you could have avoided? [24:26] What was your larger vision when you thought about creating this company? [29:06] - How did you go about building and engaging your early adopter community? [30:14] What stage is your company in right now? [31:46] How do you keep on top of what you need to do and ensure you don’t burn out? Company: PlaneraBooks:Traction
41 minutes | 2 months ago
Caroline Noublanche Co-founder and CEO of Apricity on: Why She Started Apricity; Advice from Balancing Being a Woman Entrepreneur and Family and Trends in Fertility Tech.
Caroline’s Journey [1:00] How did you go from founding a mobile development company to founding Apricity? [15:08] What were some of the challenges you faced when you started this company? Apricity [16:34] Do you cover the entire fertility process or only parts of it? [17:08] How do you measure success in a company like yours? [18:51] Where all is Apricity available? [22:18] What trends do you foresee for fertility that are hopeful for those wanting to have kids? [26:31] How did you establish trust? Being a women entrepreneur [28:30] What are some mistakes you’ve made and what have you learned from them? [31:43] Could you give some practical advice on how to balance being a CEO and having a family with kids? [33:53] How do you gain respect and equality when working with an older male colleague? [36:40] How did you bring about gender balance in your company? LinksApricityBooks:My Absolute Darling by Gabriel TallentBetty by Tiffany McDaniel
35 minutes | 2 months ago
Expert Series: Daniel Murphy on Product Marketing for Entrepreneurs: Role of Product Marketing in Different Stage of Startup; How to Recruit For It; His Top Tips on Product Launches, Customer Reviews, and Lead Generation.
Intro to Product marketing[1:26] What is product marketing?[4:51] How can product marketing and product management work better together?[6:57] What is the role of product marketing across the three stages of a company - early, growth and multi-product?Product marketing during the stages[10:15] Early Stage[10:23] What should product marketing at that stage look like - how many product marketers and what key responsibilities should they have?[13:20] Advice on how to create priority and focusContent[16:11] How do you organize content to be top, middle, or bottom of the funnel?[19:15] Metrics on the average number of content pieces that need to be producedHiring[20:40] What should you look for in a product marketing hire? How important is domain expertise?[22:37] Can someone with only domain expertise be trained to become a product marketer? And how can that be done?Product launches[24:28] What is your playbook for product launches?Customer reviews[28:51] How do you get customer reviews on sites like G2, Capterra etc.Lead generation[31:45] What is the product marketing manager’s role in lead generation?Advice for first-time founders and entrepreneurs[34:00] Product marketing advice and insights for entrepreneurs and first-time founders. Links:https://www.theproductlaunchmasterclass.com/home
38 minutes | 3 months ago
Kair Käsper and Martin Kõiva, the Co-Founders of Klaus on: The Importance of Community for Building Great Products Customers Actually Want; Brand Building and its Link to Culture; Customer Support and Key Trends
[1:34] - Background of how they came up with the idea. [3:48] - What does Klaus do [6:30] - What are the trends in the market you are trying to capitalize on and why now? [12:53] - What is your advice to founders who are not technical and need to find a technical founder? [14:46] - How do hackathons work? [15:17] - How did you get your funding? [16:47] - What was your growth strategy in the early days? [19:31] - What did you focus on in your early days and how did you prioritize product, community building, and brand building? [23:06] - How did you recruit in the early days to ensure you built a certain type of culture and balance that with the need to also be diverse? [25:35] - How did you set up your initial system of leads and what advice would you give other entrepreneurs. [30:20] - What are the trends in customer support and what is the future of Klaus LinksCompany: KlausBooks:The Hard Thing About Hard Things by Ben Horowitz Principals by Ray Dalio
49 minutes | 3 months ago
Daniel Epstein, Founder and CEO of The Unreasonable Group on: How Unreasonable Helps Growth Companies Scale Faster and The 3-Steps to Building Culture in Any Company
[1:45] - What were the events or people that shaped your journey to starting Unreasonable Group. [15:44] - What is Unreasonable Group and what is it not? [18:15] - What do you provide the entrepreneurs that their investors can’t? Can you share some examples of companies in your portfolio and how do you find them [31:16] - How has covid impacted your portfolio of companies and what are you doing to support them? [36:12] - How can entrepreneurs get in touch with your team, what is the application process? [36:59] - 3-steps to building culture in any company Company: Unreasonable GroupOther mentionsRiverSimple80 AcresClasscraft1MGMemphis MeatsBook: Let My People Go Surfing by Yvon Chouinard
53 minutes | 3 months ago
Tim Sadler, Co-Founder and CEO of Tessian on: What All Great Funding Pitches have; Creating A New Category and Why Human Layer Security is The Next Big Thing
Human Layer Security [1:7] - What was your journey going from being a financial analyst with no background in security to founding Tessian? [6:50] - What does Tessian do, how is it protecting people in the remote working environment and what are some of the top security threats your customers are worried about? [13:05] - How does Tessian and what it does for email security differ from what big security companies like Symantec offer? Go-To-Market Category Creation [17:53] - How did you come up with this “human security layer” and do you see this as a new category in security? [21:09] - How did you create this new category and get the industry to recognize it? [23:17] - How do you constantly differentiate yourself in the marketplace when marketing and what you say can be copied easily? Other questions [26:39] - What does Tessian stand for? [28:51] - Why wouldn’t security teams try to simplify their stack and go with the “good-enough” option from other big vendors? [32:08] - What was your customer acquisition channel in the beginning and how has that changed as you grew? [35:36] - How did you determine pricing for a new category product? [36:50] - Looking back at your go-to-market journey, what didn’t go so well and what did you learn from that? What all Great Pitches have[42:07] - What was your funding journey like? How did you manage to get Accel, Sequoia and Balderton as investors? LinksCompany: TessianBook: On Tyranny by Timothy D SnyderNew Podcast: RE Human Layer Security
33 minutes | 4 months ago
Tim Kraska, co-founder and CEO of Einblick on Key Considerations for an Entrepreneur Commercialising Research/IP from Academia
Back history of Einblick [1:28] - Your journey from professor to entrepreneurship [6:45] - At what point in your research did you feel you can commercialize your IP. What was the trigger for starting the company? [8:44] - What does Einblick’s product do? What need is it full filling in the market today? Process of commercializing academic research [14:47] - How did you go about taking research from your academic field to commercialization? What was the process like? [17:55] - What should other entrepreneurs using research from their time at academia be mindful of? What advice would you give them? [21:53] - What is the timeline for taking academic research and setting up a business to exploit it commercially? Future plans [25:58] - Future plans for Einblick [27:40] - How did you structure equity for your team? [29:48] - What are your personal goals? Do you think you will go back to academia? Links:EinblickMe:) Linkedin: Anita MoorthyTwitter: @anitamirchi, Email: firstname.lastname@example.org
38 minutes | 4 months ago
Zane Bojare, Head of Marketing for Startup Wise Guys accelerator on the small but might Baltic startup scene in Estonia, Latvia and Lithuania, home of 6 unicorns
[1:18] - Overview of the Baltic startup scene[10:14] - What are some of the interesting findings and highlights from the Baltic startup report that surprised you?[14:18] - Given much of the funding for the Baltics startups came from UK or US, what does that say about the Baltics funding scene?[16:21] - What are some of the trends or niches you see across the 3 countries?[21:17] - Diversity and inclusion. What is the scene like for women founders and what is holding them back still? Is it similar to the rest of Europe?[29:55] - How do you apply to the Startup Wise Guys Accelerator and what do you look for?Links shared:2020 Baltics Report: 2020 Baltics Startup ReportStartup Wise Guys website: Startup Wise Guys AcceleratorUpcoming event: Latitude 59
50 minutes | 4 months ago
Anthony Deighton, Chief Product Officer at Tamr on: Leadership and How it Differs From Management Based on his 20+ Years as a Leader at Siebel, Qlik, Celonis and Tamr.
[2:25] - What is leadership and how does it differ from management? [5:29] - How did you influence and get support for your ideas at Siebel where you were responsible for a product that made insignificant revenues compared to CRM, their flagship product? [12:02] - What is important - leadership or management for a founder? [16:25] - What is your philosophy on hiring and how do you hire for talent and cultural fit? [21:15] - You joined Qlik when it was a small unknown Swedish company and took it from that to a public company. Talk me through your journey there and how you evolved as a leader at different stages of the company. [32:20] - Having worked in different geos, is there a different leadership style in Europe vs America for example? [34:56] - What differentiates good leaders from bad leaders when it comes to performance management and nurturing talent? [38:30] - What advice on leadership would you give to entrepreneurs who are dealing with different needs of employees, customers, and businesses because of the pandemic? [40:28] - What advice would you give to your younger self on leadership? Productivity tool: tryshift.comBook: Power of One
38 minutes | 5 months ago
Jamie Crummie, Co-Founder of Too Good To Go on: The Problem of Global Food Waste and How Too Good To Go Is Solving This Problem.
[0.49] - Your journey to founding Too Good To Go? [2:19] - Background on the food wastage problem [9:06] - How can businesses be more sustainable? [11:59] - What is a B Corp, who can get it, and what is its value? [12:58] - What are the trends you see from one city to another based on app downloads and transactions? [18:27] - How does Too Good To Go work? [22:14] - Why did you scale so fast and what were the challenges you faced? [25:11] - What are the specific challenges you faced from scaling so quickly? [28:32] - How did you address the impact to your organization when the pandemic disrupted your business significantly? [32:09] - How big is this opportunity for VCs and what is the VC landscape like? [33:38] - How does food waste innovation in Europe compare to other geos? Links:Too Good to GoBook recommendation: The Ragged Trousered Philanthropists
51 minutes | 5 months ago
Ola Sars, Founder and CEO of Soundtrack Your Brand on: Partnering With A Giant in Your Industry and Pivoting When The Pandemic Kills Your Market.
[1:33] - Why did you get into music tech? Why are there so many music tech businesses coming out of Sweden? [5:05] - How has the transition from B2C to B2B business been for you given all your earlier startups were in the B2C space? [7:56] - What did you need to do to go from a field sales go-to-market model to a fully self serve model. What did you need to change in the organization or investment priorities? [17:21] - Some stores like M&S have stopped “piped music” completely in their stores. What are some trends you are seeing in the B2B streaming space? [25:55] - Is there any enforcement happening that educates businesses that streaming music from their personal accounts is illegal? [30:03] - How defensible is your technology and why can’t Spotify or Apple build this into their platform? [33:41] - Why did you decide to separate from Spotify and what advice would you give other entrepreneurs looking to partner with a large industry player in their space? [40:20] - How did the pandemic impact your business given you sell to businesses that were all shut down for months this year? How do you motivate yourself and your employees to keep going? [44:50] - How are you using the data collected on your platform? What are you doing with this data? LinksSoundtrack your brand
43 minutes | 5 months ago
Co-founders of Coinrule, Gabriele Musella and Oleg Giberstein on: Democratizing Crypto Trading Access; Raising Money on Seedrs, and Getting Your First 16k Users Without Any Marketing.
Market [2:45] - Why did you decide to build an automation solution for crypto trading? Why that asset class? [4:47] - What is the current state of crypto trading? [8:12] - What is the maturity of crypto trading today? [11:37] -What is the geographical landscape for crypto trading? On Coinrule [13:32] - Who is this platform for and what problem does it solve for them? [20:16] - Are you worried about the exchanges building the functionality you have? [22:24] - How do you make money? What fees does an investor incur? [24:02] - Can you comment on the state of legislation in regulating these virtual currencies? On Scaling [27:18] - Why did you decide to raise money through a crowdfunding platform? [29:38] - How did you get your first 16000 users? [32:59] - Biggest mistakes and advice for other entrepreneurs If you like the show, please leave a review on Apple or any other platform you listen too,LinksCoinruleBooksTraction by Gabriel Weinburg and Justin MaresOpen: An Autobiography by Andre AgassiAll the King’s Men by Robert Penn Warren
47 minutes | 6 months ago
(VC) Krishna Visvanathan, Co-Founder and Partner at Crane Venture Partners on The Three Pillars of Go-To-Market Playbook For Pre-Series A Startups.
On Crane [1:12] - What was the gap in the VC market you were addressing when you started Crane Venture Partners? [4:48] - Talk about a few of Crane’s portfolio of companies and why Crane invested in them. GTM [10:28] - How would you go about helping a company with their go-to-market strategy? [15:30] - The 3 pillars of go-to-market: CS, Marketing and Product Marketing [22:24] - What are some common mistakes you see founders make? [26:33] - What is the difference between deep tech product vs non-deep-tech in terms of go-to-market strategy? [29:12] - What are the key metrics you track in the pre-Series A stage to know that they are on track. [31:25] - What key metrics do Series A investors look for? [34:31] - What are the checklist of items you need to have ready before you go for Series A funding? Trends in European Tech[36:37] - What are the big trends you are seeing in Europe in enterprise tech?
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