Sch gi u cho Startup

TC GI: SAM ALTMAN | NH MINH HO: GREGORY KOBERGER

(DCH: L HUY, MINH PHNG)

Ti Y Combinator, chng ti dnh nhiu thi gian a ra nhng li khuyn cho cc startups.
D rng cc li khuyn trong nhng bui 1:1 l rt quan trng, chng ti cho rng chng ti c
th pht trin Y Combinator nu c th cht lc nhng li khuyn tng qut nht vo mt quyn
sch m chng ti c th a cho YC v cc cng ty YC.
Sau , chng ti quyt nh l s chia s quyn sch ny cho tt c mi ngi.
Quyn sch ny c vit cho nhng bn mi bit n th gii ca startups. Phn ln quyn
sch khng phi l mi vi nhng bn theo di nhng bi vit ca cc YC Partners - mc
ch l gom tt c bi vit li vo mt ch.
C th sau ny s c phn 2 v Lm sao scale mt startup - quyn sch ny ch yu v
lm sao bt u mt startup.
Mc ch ca mt startup l to ra iu g m ngi khc tht s YU THCH. Nu bn lm
c iu , bc tip theo l bn s phi tm cch c nhiu ngi dng hn na. Nhng
phn u ny l rt quan trng - hy quan st nhng cng ty cc k thnh cng hm nay. Tt
c bn h u bt u t mt sn phm m nhng ngi dng u tin ca h yu n mc
nhng ngi phi li ko v d d bn b ca h s dng chng. Nu bn khng lm
c iu ny, bn s tht bi. Nu bn t la di bn thn v ngh ngi dng ca bn yu
sn phm ca bn (trong khi thc t l h khng thch n), bn cng s tht bi.
Ngha trang ca nhng startups cht y nhng ngi ngh h c th b qua bc ny.
To ra mt sn phm m t ngi YU tt hn rt nhiu so vi to ra mt sn phm m ch vi
ngi THCH. D nghe c v ging nhau, thc t l tm thm ngi dng th d hn rt nhiu
(nu h yu bn) so vi vic bin ngi dng t thch sang yu.
Li khuyn u cho nhng bn chn startup: N rt kh! Mt trong nhng phn hi chng ti
nhn nhiu nht t cc founders ca YC l startup kh hn h tng tng rt nhiu, v h
khng nh hnh c lng cng vic v kh d di ca startup n ln n th no. Gia
nhp vo mt startup thi k u, sau khi n i vo qu o thng l s tt hn v d
dng hn v kinh t.

Mt khc, bt u mt startup thc t khng phi l qu mo him cho s nghip ca bn Nu bn rt gii v cng ngh, s c rt nhiu c hi ngh nghip cho bn nu bn tht bi vi
startup ca mnh. Phn ln ngi ta rt t trong vic nhn nh ri ro. C nhn ti cho rng nu
bn c mt tng hay d n mnh cc k tm huyt nhng li chn lm vic cho mt ch an
ton, n gin, v nh nhng th cn ri ro hn nhiu.
khi nghip thnh cng, bn cn: mt tng tuyt vi (cng vi mt th trng ln), mt
team tuyt vi, mt sn phm tuyt vi, v kh nng iu hnh tuyt vi.

Phn mt: tng

Mt trong nhng iu u tin chng ti hi nhng cng ty ti YC l h ang xy ci g v ti

sao.
Chng ti tm kim nhng cu tr li r rng v sc tch. iu ny nh gi c bn thn
ngi founder v tng. Ngi founder cn phi c kh nng ngh v trnh by vn mt
cch r rng - bn s cn n tuyn dng, gi vn, bn hng, vn vn. tng nhn chung
phi r rng trnh by, v tng qu phc tp lun l mt du hiu ca suy ngh ln xn
hoc l mt vn khng c thc. tng phi t nht lm mt vi ngi nghe cm thy hng
phn, nu khng, n l mt tng ti.
Mt cu hi khc chng ti thng hi l Ai ang thc s cn sn phm ny?
Kch bn tt nht l bn thn ngi founder l mt ngi dng. Kch bn tt th hai, founder
phi hiu i tng khch hng cc k tt.
Nu mt cng ty c ngi dng, chng ti hi c bao nhiu v lng ngi dng ang tng
nhanh th no. Chng ti tm cch l gii ti sao n khng pht trin nhanh hn, v c bit l
ngi dng c yu thch sn phm ny hay khng. Nu c, thng th h s ni cho bn b

ca h v sn phm m khng cn cng ty phi xi gic. Chng ti cng hi v doanh thu ca

cng ty, nu khng c doanh thu, ti sao li khng.
Nu cng ty cha c ngi dng, chng ti mun bit iu g l ti thiu c th kim nghim
nhng gi thit. C ngha l, nu phi i ngc t tri nghim hon ho, chng ta s bt u
t u.
Cch kim tra mt tng l phi launch v xem th chuyn g xy ra, hoc l th bn n
(v d nh ly mt th xc nhn nh mun mua t khch hng, trc khi bt u vit code).
Cch u tin s tt hn vi nhng tng tiu dng (ngi dng c th ni vi bn h s
dng n, nhng thc t c th khc) v cch th hai s tt hn cho nhng tng cho doanh
nghip (nu mt cng ty ni vi bn h s mua, hy to sn phm ngay lp tc). C th
hn, nu bn bn sn phm cho doanh nghip, mt trong s nhng cu hi chng ti s hi
bn l bn c th ca cng ty no ni h mun mua sn phm ca bn cha. Vi nhng
cng ty cng ngh sinh hc hoc phn cng, cch tt nht kim tra l ni chuyn vi khch
hng tim nng v xem th phn nh nht ca cng ngh bn c th lm trc l g.
iu rt quan trng l cho tng ca bn pht trin sau khi nhn c phn hi t ngi
dng. V cc k quan trng l bn phi thc s hiu ngi dng ca mnh - bn s cn iu
ny nh gi mt tng, to ra sn phm, v dng nn mt cng ty tt.
Nh trn ni, startups rt rt kh. Cn rt nhiu thi gian v m hi cng sc. Founder v
nhn vin cn chia s chung mt mc ch c th vt qua ht nhng kh khn. Vy nn
chng ti hi founder ti sao h li mun lm cng ty ny.
Chng ti cng hi lm sao mt ngy no , cng ty bn s tr thnh monopoly (c
quyn, ngi thng lnh th trng). C rt nhiu thut ng cho khi nim ny, chng ti dng
thut ng monopoly t Peter Thiel. D nhin, chng ti khng mun cng ty ca bn cnh tranh
khng lnh mnh. Thay vo chng ti tm nhng cng ty m cng pht trin cng mnh m
hn v kh b bt chc.
Cui cng, chng ti hi v th trng. Th trng ang ln n mc no, ang pht trin
nhanh th no, v ti sao 10 nm na n s rt ln. Chng ti mun hiu ti sao th trng ca
bn s pht trin nhanh, v ti sao n l mt th trng tt startup. Chng ti thch nhng
thi im mt s t ph trong cng ngh bt u m a s ngi ta khng nhn ra - nhng
cng ty ln rt km trong vic pht hin ra nhng thi im ny. V nghe c v hi v l,
nhng cu tr li tt nht l bn ang theo ui tr thnh mt cng ty ln trong mt th
trng nh.

Mt vi iu v tng:
Chng ti thch nhng tng mi hn nhng tng pht sinh. a s nhng cng ty ln bt
u vi nhng th hon ton mi (mt nh ngha c th c dng ca mi l tt hn gp 10
ln). Nu c 10 cng ty bt u ging nhau vo cng mt thi im, v n nghe rt ging mt
ci g ang c mt trn th trng, chng ti s nghi hoc.
Mt l do nghe c v hi ngc i cho iu ny: lm mt th hon ton mi th s d hn lm
mt ci g tng t ngi khc. Ngi ta s mun gip bn v lm cng bn nu bn lm
ci g mi.
Nhng tng tt nht nghe c v rt t, nhng thc ra li l tt. Vy nn chng cn phi qu
b mt v tng ca mnh - nu n thc s l mt tng tt, thng th nghe n khng c
v ng cp u. M ngay c khi nghe c v ng cp, s ngi m c tng tt
phi gp hn 1000 ln s ngi sn sng b cng sc ra bin tng tt thnh mt cng
ty ln. V nu bn ni cho ngi khc bn ang mun lm g, h c th gip bn.
V chuyn ni cho ngi khc tng ca bn - Mc d vic c vi ngi phn khch vi
tng l quan trng, gn nh tt c mi ngi s ni vi bn tng ca bn rt t. C th h
ng. C th h khng bit cch nh gi startups. Hoc cng c th h ang ghen t. D l l
do no, vic ny cng s din ra thng xuyn. N s nh hng n bn, d mun hay
khng. Bn cn phi pht trin nim tin vo bn thn khng b nh hng t ngi khc
cng sm cng tt. D bn c thnh cng n th no i na, s lun c nhng ngi ght
bn.
Cn nu bn khng c mt tng nhng vn mun lm startup th sao? C l l bn khng
nn startup. N tt hn rt nhiu nu bn c tng trc v startup l cch bn mang
tng n vi th gii.
c ln chng ti th nghim cch u t cho mt nhm nhng founders ti nng ngay c
khi h cha c tng vi hy vng h s tm ra nhng tng tt sau khi chng ti u t
cho h.
Tt c h u tht bi. Ti ngh mt phn ca vn l nhng founders tt thng c rt nhiu
tng tt (thng l qu nhiu). Nhng mt vn cn ln hn l mt khi bn c mt
startup, bn thng vi vng tm cch ngh ra tng, v v bn thnh lp mt cng ty, bn
s khng mun tng ca mnh qu in r. Kt cc l bn s chn mt tng nghe c v
kh thi nhng thc ra l pht sinh ra t nhng tng khc. y l mt him ho pivots
(Tm dch l thay i - Nu bn ang tm hiu v startup th mnh khuyn bn nn tm hiu
ngha ca khi nim ny, n cc k quan trng).

Vy nn thng l bn ng c p bn thn vo vic ngh ra mt tng. Thay vo , hy

hc hi nhiu iu khc nhau trong cuc sng. Luyn tp tm kim nhng vn , nhng th
ang hot ng km hiu qu, v nhng thay i ln trong cng ngh. Tp trung vo nhng d
n m bn thy th v. Tm cch tip cn v lm quen vi nhng ngi thng minh, th v. n
mt lc no y, tng s n vi bn.

Phn hai: Mt team tuyt vi

Nhng team bnh thng khng th no to nn nhng cng ty tuyt vi. Mt trong nhng th
chng ti quan tm nht l im mnh ca ngi founder. Khi ti cn u t vo cc startup
tng i trng thnh (later-stage startups: nhng startups nhn c nhiu vn u t)
ti n im mnh ca c founders v cc nhn vin c founders tuyn vo.
iu g lm nn mt founder tuyt vi? Nhng tnh cch quan trng nht l khng nn ch, kin
nh, mnh m, v tho vt. Thng minh v nhit huyt cng ng thi v cng quan trng.
Nhng tnh cch ny u quan trng hn rt nhiu so vi kinh nghim hoc l chuyn gia
trong ngn ng lp trnh X hay Y.
Chng ti nhn ra rng nhng founders thnh cng nht l nhng ngi m d lm vic cng,
v bn s tin anh y/c y s lm c, d c kh khn n th no i na. i khi bn c th
thnh cng ch nh ch st .
Nhng founders tt c mt s c im kh l ngc nhau. Mt v d quan trng l cng
rn v linh hot. Bn cn phi c nim tin mnh lit vo nhng gi tr ct li ca cng ty v s
mnh ca n, nhng bn cng phi cc k linh hot v sn sng hc hi nhng iu mi vi
gn nh tt c nhng th khc.
Nhng founder gii nht thng l nhng ngi t tr li, p li nht. y th hin cho s
quyt on, tp trung cao , v kh nng hon thnh cng vic.

Founders m kh ni chuyn gn nh lc no cng l t. K nng giao tip l mt th cc k

quan trng vi founders - thc t, ti ngh n l iu quan trng nht m t khi c nhc n
trong k nng ca founders.
Tech Startup (Startup cng ngh) cn t nht mt founder c kh nng xy nn sn phm hoc
dch v, v t nht mt founder c kh nng (hoc c th tr thnh) mt ngi bn hng (sale)
tt v c kh nng ni chuyn vi ngi dng. Hai ngi ny c th l mt.
Tnh n nhng tiu chun ny khi bn chn tm cofounder (ngi cng khi nghip) - n s l
mt trong nhng quyt nh quan trng nht bn phi a ra, v n thng c chn kh l
ngu nhin. Bn mun tm mt ngi bn hiu r, khng phi nhng ngi bn gp trong
nhng bui founder gp g hay ghp i. bn c th nh gi mt ngi bn c th lm vic
cng tt hn vi nhiu d liu v thng tin, v chc chn l bn khng mun chn sai ngi.
ng thi, mt lc no , gi tr ca startup c th s xung cc thp. V nu bn bit
nhng ngi cng khi nghip ca mnh trc , khng ai trong s bn s mun ngi kia
bun, v tt c s cng c gng. Mu thun gia cofounder l mt trong s nhng nguyn
nhn chnh khin startup tht bi, v chng ti tng chng kin rt nhiu trng hp founder
gp nhau ch c gng lm startup vi nhau (v ri tht bi cng nhau).
Tt nht l c mt cofounder tt. Th hai l t khi nghip mt mnh. Trng hp xu nht m
ti tng thy l c mt cofounder ti t. Nu tnh hnh khng tt. bn nn chia tay sm.
Mt lu nh v c phn: cuc ni chuyn v cch chia c phn s khng d dng i theo thi
gian - tt hn l nn lm sm. Hai ngi c chia gn bng nhau l tt nht, d c th l nu
2 founders, mt ngi nn c hn 1 c phiu c th a ra quyt nh khi bt ng kin.

Phn ba: Mt sn phm tuyt vi

y l b quyt thnh cng: hy to ra mt sn phm tuyt vi. y l im chung duy nht

ca tt c nhng cng ty ln.

Nu bn khng to nn mt sn phm m ngi dng yu, cui cng bn cng s tht bi. Vy
nhng founder lun lun tm kim nhng th thut hoc chiu tr. Startup l thi im trong i
bn m tt c nhng chiu tr s khng hot ng.
Mt sn phm tuyt vi l cch duy nht pht trin lu di. n mt lc no th cng ty
bn cng s ln n mc tt c nhng chiu tr (v growth hacks) s mt tc dng v bn s
phi pht trin bng vic khch hng thc s mun dng sn phm ca bn. y l iu quan
trng nht bn phi hiu v nhng cng ty v cng thnh cng. Khng cn mt cch no khc.
Hy ngh v tt c nhng cng ty cc k thnh cng, h u lm th ny. To ra mt sn phm
m ngi dng yu thch.
Bn mun to nn mt c my hon thin sn phm trong cng ty ca bn. Bn nn ni
chuyn vi ngi dng ca mnh v quan st h s dng sn phm ca bn, tm xem phn
no trong sn phm l khng cn thit, v ri lm cho sn phm tt hn. Ri li tip tc nh
th. Chu k ny nn l trng tm s 1 ca cng ty, v n nn l phng hng cho tt c
nhng vic khc. Nu bn c th ci tin sn phm 5% mi tun, hiu qu ca n s cng dn
rt nhanh chng.
Chu k ny c lp li nhanh bao nhiu th cng ty ca bn s tt hn by nhiu. YC,
chng ti khuyn founders nn tp trung vo pht trin sn phm, ni chuyn vi ngi dng,
bn cnh n, ng, tp th dc, v dnh thi gian cho gia nh th khng cn g khc.
lm c chu k ny, bn cn phi tip cn tht gn ngi dng ca mnh. Tht s xem h
s dng sn phm ca mnh. Ngi ngay trong vn phng h nu bn c php. Hy nh gi
c nhng iu h ni v nhng iu h tht s lm. Ngi founder nn lm vic trc tip vi
khch hng, khng nn c ai gia c, ngha l founder s lm sale, h tr khch hng, vn
vn.
Hiu khch hng tt nht c th. Tht s tm xem h cn g, lm sao tm h, v iu g lm
h hi lng.
Do things that dont scale (tm dich: lm nhng vic m khng nhn rng ra c) ng
ng chnh chnh tr thnh cu thn ch cho startups. Thng th bn cn phi tm khch
hng tng ngi mt (Ben Silbermann - Founder ca Pinterest- dng cch tip cn ngi l
trong qun c ph Palo Alto v mi h dng Pinterest) v ri chnh sa sn phm theo
nhng g ngi dng yu cu. Rt nhiu founder cm ght phi lm nhng vic ny, v h ch
mun tung sn phm ra trn truyn thng. Nhng cch gn nh khng bao gi hiu qu.
Tm ngi dng tng ngi mt, v to ra mt sn phm tt ti mc nhng ngi s ni
vi bn b h dng n.

Bn cng cn phi chia nh vic ra tng mnh nh, lp li v thay i trong qu trnh lm.
ng c lp k hoch qu xa vi, v d nhin l ng c gom ht li trong mt bui ra mt
truyn thng. Bn mun bt u bng nhng th cc n gin, cng n gin cng tt, v
launch n cng sm cng tt. Thc t l n gin lun lun tt, v bn nn lun gi cho sn
phm v cng ty ca mnh cng n gin cng tt.
Mt vi cu hi chng ti thng hi startups: Ngi dng ca bn c dng sn phm hn mt
ln khng? Ngi dng ca bn c cung sn phm ca bn khng? H c thc s kh chu
nu cng ty bn bin mt khng? H c khuyn ngi khc dng sn phm ca bn cho d
bn khng p h lm vy khng? Nu bn l B2B, bn c trn 10 khch hng khng?
Nu khng, thng l vn , v chng ti khuyn nhng startups nn ci thin sn phm
ca h. Ti rt hoi nghi v tt c nhng l do v bin minh ti sao mt cng ty ang khng pht
trin - thng thng l do lun l v sn phm khng tt.
Khi m startups khng bit tip n phi lm g vi sn phm ca mnh, hoc l khi sn phm
ca h khng tt, chng ti gi h i ni chuyn vi khch hng. Cch ny khng phi bao
gi cng hu hiu - d nhin l ngi ta s mun c nhng con nga chy nhanh hn khi
c Ford hi - nhng bn s ngc nhin v s trng hp n s thnh cng. Thc t, ni
chung hn, bt c khi no cc bn bt ng kin v bt c iu g trong cng ty, hy ni
chuyn vi khch hng ca mnh.
Nhng founder tt nht thng quan tm qu nhiu n cht lng ca sn phm - ngay c
nhng tiu tit khng quan trng. Nhng iu ny li c v hu ch. Nhn tin, sn phm bao
gm tt c nhng trao i v giao tip ca ngi dng vi cng ty. Bn cn phi h tr khch
hng, giao tip tt vi h, vn vn.
Nh l, nu bn cha lm ra mt sn phm tuyt vi, khng g c th cu vn bn.

Phn bn: iu hnh tuyt vi

Mc d rt cn thit phi lm ra nhng sn phm tuyt vi, bn vn cha hon thnh sau .
Bn cn phi bin n thnh mt cng ty tuyt vi, v chnh bn phi lm iu - o tng l
bn c th thu mt ngi c kinh nghim lm vic ny l rt thng thy v n l mt m
chn rt nhiu cng ty tht bi. Bn khng th y vic ny cho ngi khc trong thi gian di.
Nghe th c v qu hin nhin, nhng m bn phi lm ra tin. y c th l thi im tt
ngh lm sao lm c iu .
Vic ca tt c cc CEO trn th gii l m bo cng ty s thng. Bn c th lm vic ny
ngay c khi bn c nhiu thiu xt khin bn khng tiu chun thnh CEO, min l bn c
th tuyn c nhng ngi c th b sung v hon thin nhng k nng bn cn thiu. Ci
anh CEO y kinh nghim vi tm bng MBA c th c nhiu k nng bn cn thiu, nhng
anh y s khng hiu ngi dng tt bng bn, s khng hiu r v sn phm, v s khng
quan tm n s thnh cng ca cng ty bng bn.

Tng trng

tng trng l cha kho pht trin cng ty. Tng trng (min l bn ng bn t 1
ng ly 90 cent) s gii quyt mi vn , v khng c cch no gii quyt c vic
khng tng trng. Nu bn ang tng trng, bn s cm gic nh bn ang thng, v tt c
mi ngi u hnh phc. Nu bn tng trng, s c thm trng trch v trch nhim mi lc,
v mi ngi s cm gic l h ang thng tin. Nu bn khng tng trng, s cm gic nh
bn ang thua, v nhn vin s tht vng v b i. Nu bn khng tng trng, nhn vin s
ginh nhau cc v tr v li cho nhau.
Founder v nhn vin cm thy qu ti gn nh lun lm vic cho nhng startups khng c
tng trng. Mt startup m khng tng trng th rt d lm nn lng nhn vin.
Kim ch nam trong iu hnh mt startup l Khng c lm mt tng trng.Nhng lm
sao bn c th lm c iu ?
iu quan trng nht l bin n thnh u tin s mt ca bn. Mt cng ty lun lm ci m
CEO nh gi. Lun lun tt nu c mt thng s m cng ty c ti u, v n ng thi gian
tm ra mt con s th hin tng trng. Nu bn quan tm n tng trng, v bn to ra
tiu chun tin hnh, phn cn li ca cng ty s tp trung vo n.
Sau y l mt vi v d.
Founders ca Airbnb v mt th tng lai cho mc tng trng m h mun t c. H
treo n khp ni - trn t lnh, trn bn lm vic, v trn gng trong phng tm. Nu h t
c mc tiu trong tun, tuyt vi. Nu khng, h s dnh ton thi gian ni v n.

Mark Zuckerberg tng ni sng kin quan trng nht ca Facebook l vic to ra mt Nhm
tng trng mi khi tng trng b chm li. Nhm nhy tng l (v c th vn l) mt trong s
nhng nhm c trng vng nht trong cng ty - tt c mi ngi u bit n quan trng nh
th no.
To mt danh sch nhng th ang ngn chn s tng trng. Ni chuyn trong c cng ty,
lm sao bn c th tng trng nhanh hn. Nu bn bit iu g ang ngn cn tng
trng, bn s ngh v gii php cho cc vt cn .
Vi tt c nhng iu bn cn nhc, hi bn thn mnh y c phi cch tt nht ti u
tng trng? V d, i n mt hi tho thng khng phi l cch tt nht ti u tng
trng, tr khi bn mong i bn c rt nhiu sn phm .
Cc k minh bch v nhng s liu (v ti chnh) trong cng ty l mt iu tt. V mt vi l do,
founder lun cm thy s iu ny. Nhng s rt tuyt vi nu c cng ty tp trung vo tng
trng. tp trung ca nhn vin vo mt s liu tng trng thng t l thun vi pht
trin ca cng ty. Nu bn che giu nhng con s ny, rt kh h c th tp trung vo n.
Ni v s liu, ng la di bn thn vi nhng vanity metrics (s ngi ng k, s lt view,
s lt ti, nhng con s d b tc ng v cha chc thc s th hin nhng s liu quan
trng nht ca cng ty: s ngi dng thc, tng trng, doanh s v li nhun). Li
thng gp nht l tp trung vo s lt signups v b qua duy tr. Nhng vic duy tr
ngi dng c th cng quan trng vi tng trng nh vic tm thm ngi dng mi.
Vic to ra mt cch gi nhp trong cng ty cng quan trng gi tng trng. Bn
mun c mt nhp trng cho mng cho mi s thng tin - chc nng mi, thm khch
hng, nhn vin mi, ct mc doanh thu, i tc, vn vn..m bn c th tho lun trong v
ngoi cng ty.
Bn nn nhm n nhng mc tiu cao nhng vn trong mc gii hn t c v nn xem
xt li tin trnh mi thng. n mng nhng thng li. Tho lun v chin lc trong cng ty
mi lc mi ni. Truyn t li cho nhn vin nhng g m bn ni vi khch hng. Cng trao
i nhiu thng tin vi nhn vin (c tt v xu) th bn s cng tt ln.
C mt vi ci by m founders thng ri vo. Mt l cng ty ang tng trng cc nhanh
nhng m tt c u c v hon ton v vn v khng hiu qu, tt c mi ngi lo lng l s
c nhng iu xu sp xy ra. Thc t l rt him khi xy ra chuyn ny. (Friendster l v d
gn nht cht v vn k thut). Tri vi trc gic ca bn, thng th n l du hiu tt nu
bn tng trng nhanh nhng khng c g c ti u - bn ch cn sa n tng trng tt
hn. Nhng cng ty m ti thch u t vo nht l nhng cng ty tng trng cc nhanh
nhng li cha c ti u - h thng c nh gi rt r.

Mt ci by khc l ngh n nhng vn qu xa trong tng lai. Lm sao chng ta c th

p dng iu ny cho tt c mi ngi? cu tr li l bn s tm ra cch khi bn c thc nhiu
ngi dng. S nhng startup cht khi tranh lun cu hi ny nhiu hn rt nhiu so vi s
startups cht v h khng ngh v n. Mt quy tc vng l ch ngh v nhng g s xy ra
nu bn c doanh thu gp 10 ln by gi. Startups trong thi k u nn cu Do things that
dont scale ngay trn tng v sng vi n. Mt v d, mt startups tuyt vi lun c dch v
h tr khch hng cc tt vo thi gian u, v nhng startups ti thng lo lng v tc ng
khi h qu ln v khng th duy tr cht lng h tr dch v. Nhng h tr khch hng l
dnh cho nhng ngi khch cc k nhit huyt v yu thch sn phm ca bn trong thi k
u, v khi sn phm tt ln th cn t hn h tr. Bi v bn s bit khch hng thng gp
kh khn nhng vn g v ci thin sn phm trong nhng lnh vc ny. (Nhn tin, y
cng l mt v d rt quan trng - hy xy dng dch v h tr khch hng thc s tt).
C mt im hi phc tp - Do things that dont scale s khng bo cha cho vic cui cng
th bn phi lm ra tin. Thi gian u th khng sao, nhng bn phi c l do tt cho vic ti
sao ngi dng ca bn c th mang li tin cho bn sau ny.
Mt ci by khc l cm thy chn v tng trng thp mc d phn trm tng trng tt. Trc
gic ngi ta rt km khi ngh v tng trng lu tin. Lun nhc nh team ca bn rng tt c
nhng cng ty khng l ngoi kia u bt u t nhng con s rt nh.
Nhng ci by ln nht l nhng th founders tin rng s mang li tng trng nhng thc t
li gn nh khng bao gi hiu qu v ht mt lng ln thi gian ca cng ty. V d in hnh
l nhng hp ng ln vi nhng cng ty khc hoc l nhng bui thng co bo ch ln. Cn
thn vi nhng iu ny v nh l n s khng bao gi hiu qu. Thay v , hy tng trng
theo cch m tt c nhng cng ty v i tng lm - bng cch to ra mt sn phm khch
hng yu thch, tm kim tng khch hng mt cch th cng, v th nghim nhiu chin lc
tng trng khc nhau (qung co, chng trnh gii thiu, bn hng v qung co, vn vn)
Hy hi khch hng ca bn t u bn c th tm c nhng khch hng ging h.
Nh l bn hng v qung co khng phi l nhng t xu. D l chng khng th cu bn
nu bn khng c sn phm tt, chng c th gip bn t t tng trng bn vng. Nu
sn phm ca bn l cho doanh nghip, iu kin cn thit l bn phi gii c 2 iu trn.
ng s vic bn hng. t nht mt founder phi gii trong vic thuyt phc khch hng s
dng sn phm ca bn v tr tin cho cng ty.
Alex Schultz tng c mt bi ging v tng trng cho sn phm tiu dng rt ng xem.
Cho nhng sn phm B2B, ti ngh cu tr li gn nh lc no cng l theo di tng trng

hng thng, v lun nh l chu k bn hng di ngha l vi thng u nhn s rt t (d l

thnh thong, bn hng cho startups c th gii quyt vn ny.)

Tp trung v Nhit huyt

Nu ti phi tm tt nhng li khuyn ca mnh trong 2 t, ti s chn tp trung v nhit

huyt. 2 t ny p dng cho tt c nhng founders tt nht m ti bit.
H tp trung vo sn phm v tng trng ca mnh khng ngng ngh. H khng m m tht ra, h phi ni khng rt nhiu (y thc ra rt kh, v nhng ngi mun khi nghip l
nhng ngi rt mun lm nhng ci mi).
C mt quy tc l, ng bao gi cng ty ca bn lm mt ci g mi cho n khi bn tht s
thng tr lnh vc bn ang lm. Khng c mt cng ty ln no m ti bit bt u bng cch
lm nhiu th cng mt lc - h bt u bng mt lng tin vng chc v mt th, v theo ui
n n cng. Bn c th lm t hn bn tng. Mt li rt hay thng gp startups l lm
qu nhiu th sai. Sp xp th t l cc kh v cc quan trng. (Bn cn phi sp xp th t
u tin cho c cng ty cng nh cho chnh bn thn bn. Mt gii php hiu qu cho ti l vit
ln mt t giy 3 nhim v quan trng v 30 nhim v nh khc mi ngy, v mt danh sch
vic phi lm cho c nm.)
Nhng founders thnh cng khng lm qu nhiu d n ln, bt c g h lm h cng lm vi
mt lng say m mnh lit. H lm xong vic v cng nhanh. H cc k quyt on, iu ny
thng rt kh khi bn ang lm startups - bn s nhn rt nhiu li khuyn tri chiu, khng
ch v c nhiu cch lm cng mt vic m cn v c rt nhiu li khuyn khng tt ngoi kia.
Founders tt lng nghe tt c nhng li khuyn v nhanh chng a ra quyt nh cho ring
mnh.
Xin lu l iu ny khng c ngha l lm tt c mi th qu d di - y l khng th. Bn
phi la chn ng n. Nh Paul Buchheit ni, tm cch m t c 90% gi tr ch vi
10% cng sc. Th trng s khng quan tm bn lm vic chm ch n mc no, n ch
quan tm bn c ang lm nhng th ng n hay khng.

Cc kh va b m nh vi cht lng sn phm m li va hnh ng nhanh. Nhng

li chnh l mt trong nhng iu d thy nht nhng founders tuyt vi.
Ti cha bao gi, d ch mt ln, nhn thy mt founder hnh ng chm chp m li thc s
thnh cng.
Ging nh nhng startups khc, bn phi tp trung v hnh ng nhanh. Thm ch n nhng
cng ty ch to tn la hay u n ht nhn cng phi hnh ng nhanh. Tt c nhng cng
ty tht bi u c thanh minh ti sao h khc bit v h khng cn phi ng nhanh.
Khi bn nhn thy ci g hot ng hiu qu, tip tc. ng b phn tm v th nhng
th khc. Tip tc p ga.
ng nhng thnh cng ban u lm m mt - bn s chng i n u bng cch i ti
nhiu s kin networking v tr thnh khch mi trong cc bui to m. Startup founders m
c thnh cng bn u thng chia lm 2 hng: h c th tip tc tp trung vo startups ca
mnh, hoc h c th tp trung xy dng thng hiu bn thn v tn hng cm gic l mt
founder ca startup.
Kh m t chi nhng li mi hi tho hay bo ch - bn thy vui, v bn s kh chu khi
thy nhng founders i th ca mnh c ch . Nhng iu ny s khng ko di mi mi.
T t bo ch s nhn ra ai ang thc s pht trin, v nu cng ty ca bn thc s thnh
cng, bn s c ch nhiu hn bn mun. Trng hp xu nht m bn thy trn TV thc
s c th xy ra trong i thc.
Tp trung v nhit huyt s thng v lu v di.

Cng vic ca mt CEO

Trong phn trc ti c ni cng vic duy nht m CEO phi lm l m bo cng ty lun
thng. D iu l ng ri, nhng ti mun ni thm mt cht thm c th v cch m
CEO nn s dng thi gian ca mnh.
Mt CEO phi:
1/ Lp nn tm nhn v chin lc cho ton cng ty;
2/ Truyn b thng tin ca cng ty n mi ngi;
3/ Tuyn dng v qun l nhm khi nghip, ch trng vo nhng v tr khng phi th mnh
ca mnh;
4/ Gi vn v m bo cng ty ca bn khng cn ngun tin v
5/ To tiu chun qun l cht lng iu hnh.
Thm vo l tm ra nhng phn ca cng vic kinh doanh m bn yu thch nht, v dnh
ht thi gian vo .
Nh ti cp ngay t u, l mt cng vic c cng rt mnh. Nu bn thnh
cng, cng vic ny s nng bn ln mt cuc sng m chnh bn cng khng th tng
tng c- cng ty s trong tm tr bn mi lc mi ni. Tp trung n nh im v
cng cao n nh im ngha l khng phi s la chn tt nht cho vic cn bng
gia cng vic v i sng c nhn. Bn vn c th c mt iu quan trng khc,, gia nh ca
bn, tham gia nhng b mn th thao kt hp, hoc bt c iu g- nhng c th l n cng
khng ln hn bao nhiu. Bn phi lun ch ang hot ng, v s c rt nhiu quyt
nh m ch c bn mi thc hin c, cho d bn y thc gii n my.
Bn nn nhm n vic lun c trch nhim cc k cao i vi ng i ca mnh v c th
gii bn ngoi, lun lun nm r nhng chin lc v nhng u tin, lun hin din trong mi

vic quan trng, v thc hin nhanh chng (c bit nhng khi ra nhng quyt nh m ngi
khc u hng). Bn cng nn n nhn thi c ra sao cng lm - v s c rt nhiu
nhng ngi rch vic. Nu i nhm bn thy c nhng iu bn ang lm, h cng s
lm theo y.
Qun l tinh thn ca chnh bn l iu thc s va kh va quan trng. y c th cho l li
so rng, nhng n tht s ng n - nhng thng trm cm xc s n vi bn cng mt
cng cao, v nu bn khng tm ra cch gi c mc nng lng cn c, bn s kh
s y. L CEO tht c n. Vic bn c mi quan h tt vi nhng CEO khc l rt quan
trng, nhng ngi m bn c th gi cho khi mi vic gp rc ri (mt trong nhng pht hin
ngu nhin v quan trng ca YC th y l mt cch nh sng lp lun c nhng ngi
ng ch tng ng.)
Mt start up thnh cng cn rt nhiu thi gian - chc chn nhiu hn thi gian m hu ht cc
nh sng lp tng ngh khi mi bt u. Bn khng th xem n nh mt vic lm thu m.
Bn cn n ng hp l v tp th dc u n na. Bn phi dnh thi gian cho gia nh v
bn b. Bn cng cn lm vic lnh vc m mnh tht s am m- s khng c vic no khc
lm cho bn thch th n tn 10 nm u.
Mi th s c cm gic nh v mi lc- s a dng v khng l ca nhng thm ha s
lm bn bt ng. Cng vic ca bn chnh l sa cha li nhng th y vi n ci thng
trc v trn an ng i rng ri mi th s n thi. Thng th cc vic ny khng t nh bn
ngh, nhng i lc s tht l chng rt t, Trong bt k trng hp no, bn hy c tin ln
pha trc, hy tip tc vn ln, tip tc tng trng.
Ngi CEO khng bao gi lng trnh hay li. Rt nhiu nhng iu ti t v khng cng
bng s xy ra. Nhng ng bn thn bn ni, v ng nhin khng phi ni vi i nhm
ca mnh rng gi nh chng ta c nhiu tin hn hay gi nh chng ta c thm mt k s.
D l vic bn tm ra cch iu na xy ra hay tm cch tip tc m khng c iu .
Nhng ngi bn thn to nhiu l do nhng b, lng trnh thng gp tht bi chung
cuc, v nhng ngi CEO ca cng ty khi nghip nu lm nh vy li cng d tht bi hn,
hu nh l lun lun tht bi. mnh cm thy bun nn trong vng 1 pht, v sau nhn ra
rng vic ny hon ton do bn lm ch- tm ra mt gii php. Vn ti ngng m mi ngi
u cho rng X lun c mt cch no lm mi th xong xui, n tha khi ni v bn.
S khng c ngi ln-u-sng-lp no s bit r mnh ang lm g. n bn hiu vic
k cng, v xin gip sc, bn s kh hn rt nhiu. Thi gian m bn u t hc cch tr
thnh ngi lnh o hay qun l gii l hon ton xng ng. Cch tt nht cho vic ny l
tm mentor - mt ngi tn tm hng dn bn - c sch c v nh cng chng gip ch
bng.

Bt ng rng mt lng ln li khuyn ti YC u c khuyn di dng c i hi h hoc

c lm i. Nhng ngi ln-u-sng-lp ngh rng chc chn phi c mt vi b quyt cho
nhng lc bn cn mt vi th t ngi khc cng nh vic bn mun lm vic g mi.
Nhng mt ln na, i vi khi nghip th mu mo khng gip chng ta lm c vic. Ch
cn bn trc tip, thng thn v chn tht khi hi v nhng th bn mun v ng l mt g
ngc.
Quan trng rng bn b cong s tht cho nhng ngi khc ngoi tr chnh bn. Bn phi
lm cho ngi khc tin rng cng ty mnh ang chun b tr thnh mt startup quan trng ca
thp k, nhng bn thn bn th nn lun nhc nh mnh rng mi th c th i sai hng.
Hy kin tr. Hu ht cc nh sng lp u t b qu nhanh hoc tin ti mt sn phm khc
qu vi. Nu mi th nhn chung khng kh quan, th hy tm ra nguyn nhn ct li ca vn
v m bo rng bn c th x l n. Mt phn ln ca vic tr thnh mt ngi CEO ca
cng ty startup thnh cng chnh l khng b cuc (mc d bn khng mun tr nn bo th,
cng nhc vt ln khi mi l do - y qu thc l mt s i nghch r rng, v nhng nhn
nh kh khn s cn phi a ra.)
Hy tch cc v lc quan. Mc d vn c kh nng rng c mt ngi CEO tiu cc nhng v
i trn th gii ny, ti vn cha gp c ngi nh vy. Mt nim tin rng tng lai s tt
p hn, v cng ty ca mnh s ng phn quan trng trong vic lm tng lai tt hn, l rt
quan trng ngi CEO nm gi v lan truyn cho ton b cng ty ca mnh. iu ny th d
trong l thuyt nhng li kh thc hin trong thc ti ni vi nhng th thch ngn hn. ng
mt i tm nhn di hn ca mnh, v lun tin rng nhng th thch gp phi hng ngy n
mt ngy no s b qun lng v b thay th bi nhng k nim v s tin trin qua tng
nm ca cng ty.
Nhng cng vic quan trng nht ca bn chnh l xc nh s mnh v nhng gi tr ca cng
ty. iu ny c th cm thy hi gi to, nhng n li ng c thc hin sm. Bt k iu g
bn xc lp ngay t ban u thng s c a vo thc hin nhng nm sau , v khi
bn dn pht trin, mi con ngi mi vo cn trn ht l ghi nh v bn cho nhng ngi
khc v s mnh v nhng gi tr ca cng ty. Vy nn hy sm ghi xung nhng gi tr v vn
ha cng nh s mnh cng ty bn.
Mt iu so rng khc m ti ngh n ng c lp i lp li chnh l: Xy dng mt cng ty
th cng nh kin to mt nn tn gio. Nu con ngi khng kt ni c vi nhng g h
lm ngy ny qua ngy khc vi mt mc ch cao ln hn m h quan tm, th h s khng
lm cng vic mt cch tuyt vi c. Ti ngh AirBnB hon thnh xut sc nht vic
ny trong ton cng ng YC, v ti mun ngh cc bn xem qua nhng gi tr vn ha ca
h.

Mt sai lm m cc CEO thng mc phi l vic cch tn nhng lnh vc qu quen

thuc v nhiu ngi thc hin trong kinh doanh, thay v nn ci tin nhng sn phm mi v
gii php mi. V d nh, nhiu nh sng lp ngh rng h nn dnh thi gian cho vic khm
ph nhng cch mi hn lm HR, Marketing, Bn hng, Ti chnh, PR...vv. iu ny lun ti
t. Hy lm nhng iu c hiu qu cho nhng b phn thnh lp vng vng, v tp
trung nng lng sng to ca mnh vo sn phm hay dch v m bn ang dng nn.

TUYN DNG V QUN L

Tuyn dng l mt trong nhng cng vic quan trng nht v l cha kha xy dng mt
cng ty ln.
Li khuyn u tin ca ti v vic tuyn dng l ng lm iu . Cc cng ty thnh cng
nht m chng ti tng lm vic ch i mt khong thi gian tng i di mi bt u
thu nhn vin. Thu nhn vin kh l tn km. Cc nhn vin mi khin cho t chc thm
phc tp v tn thm chi ph thng tin lin lc. C nhng iu bn c th ni vi ng sng lp
ca bn m bn khng th ni vi cc nhn vin trong phng. Nhn vin mi cng mang thm
sc cho cng ty-vic thay i nh hng ca team cng tr nn kh hn gp bi khi c nhiu
ngi.
Nhng ngi gii thng c rt nhiu c hi. H mun i trn nhng con tu tn la. Nu bn
khng c g, tht kh tuyn dng h. Khi bn c li th mt cch r rng, h s mun n
gia nhp vi bn.
Khng tha nu lp li rng nhng ngi gii c rt nhiu la chn, v bn cn nhng con
ngi tuyt vi xy dng mt cng ty ln. Hy tr nn rng lng vi s cng bng, tin
tng v trch nhim. Sn sng i sau nhng ngi bn khng ngh rng bn c th tuyn
dng c. Hy nh rng nhng loi ngi m bn mun tuyn dng c th bt u xy dng
cng ty ring ca h nu h mun.
Khi cng ty bn ang trong thi gian tuyn dng, bn nn dnh khong 25% thi gian ca bn
cho vic . t nht 1 founder, thng cng l CEO, cn phi dnh s quan tm ln vo vic

tuyn dng. Mi ngi ni rng CEO nn dnh rt nhiu thi gian cho vic tuyn dng, nhng
trong thc t khng hon ton nh vy.
ng bao gi tha hip vi cht lng ca nhn vin m bn tuyn dng. Mi ngi u bit
iu ny, nhng i khi li chp nhn tha hip v nhu cu cp thit. Chng ta s tip tc hi
tic, v i khi iu ny li l th git cht mt cng ty. Tnh tt hoc tnh xu ca con ngi th
rt d ly nhim, nu cng ty bn khi u vi nhng con ngi bnh thng, th mt bng
chung cng s khng c xu hng i ln. Cc cng ty khi u vi nhng nhn vin bnh
thng s khng bao gi khi phc li c. Tin vo linh cm ca bn, nu bn hoi nghi, th
cu tr li l khng.
Khng tuyn dng nhng ngi b bnh tiu cc kinh nin. H khng ph hp vi nhng nhu
cu ca giai on u start-up. Phn cn li ca th gii s d bo v s sp ca cng ty
bn hng ngy, v vy, cc cng ty cng cn phi thng nht c nim tin trong ni b cng ty.
Trong hu ht cc vai tr, tim nng c nh gi cao hn kinh nghim. Tm kim nhng vin
ngc th ti nng v mt h s theo di cc cng vic thc hin. Tm kim nhng ngi
bn mun - nhng ngi m bn s dnh nhiu thi gian lm vic cng v thng xuyn
trong cc tnh hung cng thng. i vi nhng ngi m bn khng bit nhiu v h, c gng
lm vic cng nhau mt d n trc khi h tham gia ton thi gian.
u t trong vic tr thnh mt ngi qun l gii. y l vn kh khn i vi hu ht
nhng ngi sng lp, nhng lm tt iu ny l rt quan trng. Tm kim nhng ngi
mentor tt gip bn. Nu bn khng lm tt vic ny, bn s mt i cc nhn vin mt
cch nhanh chng, v nu bn khng gi chn c nhn vin - ngoi tr vic bn l nh
tuyn dng gii nht trn th gii - th n s l vn ln. Hu ht cc nguyn tc v vic tr
thnh mt manager gii th c cp rt nhiu, nhng iu m ti cha bao gi thy
c tho lun l "ng c gng tr thnh anh hng". Hu ht nhng ngi ln u lm
manager tr thnh nn nhn v im ny v h c gng t bn thn mnh lm mi th v tr
nn lc lng vi cc nhn vin. iu ny thng kt thc bng mt cuc khng hong. Kim
ch mi cm d tr nn nh vy, v sn sng gp vo cui cc d n c mt i ng hot
ng tt.
Ni v vic qun l, c gng ht sc tt c mi ngi u c mt trong cng mt vn phng.
V mt s l do, Start-up lun d tha hip v vn ny. Nhng gn nh tt c cc Start-up
thnh cng nht thng bt u bng vic tt c mi ngi ngi li vi nhau. Ti ngh rng vi
cc cng ty ln, lm vic t xa c th tt hn, nhng n khng phi l mt cng thc cho s
thnh cng ca start-up.
Cui cng, sa thi tht nhanh . Mi ngi u bit n nguyn tc ny nhng khng ai thc
hin n. Nhng ti ngh ti phi ni v iu ny d nh th no i na. Ngoi ra, sa thi nhng

ngi c th gy hi n vn ha cng ty cho d h gii nh th no i na. Vn ha l nhng

g bn tuyn dng, sa thi v thng cp.

I TH CNH TRANH
Ni mt cch ngn gn v i th cnh tranh: i th cnh tranh chnh l cu chuyn ma ca
khi nghip. Nhng ngi ln-u-sng-lp ngh rng i th l th git cht 99% cc cng
ty khi nghip. Tuy nhin 99% cng ty startup cht do t st, ch khng v b mu st. Lo lng
thay v quan tm gii quyt nhng vn ni ti. Nu bn tht bi, rt d l bi v bn tht bi
trong vic lm nn mt sn phm tuyt vi v/hoc xy dng nn mt cng ty tuyt vi.
99% thi gian ca bn, nn dnh cho vic pht l cc i th ca mnh. c bit l pht l khi
h gi c mt s vn ln hay to c ting vang truyn thng. ng bn tm v i th
cho n khi h ang u li bn bng mt sn phm tht. Cc bi bo chc chn d vit hn
nhng on code, vn d hn vic to nn mt sn phm tt. Henry Ford tng ni: Ngi i
th ng s chnh l ngi khng bao gi lm phin bn v nhng iu nh nht, m bng
vic tin ln pht trin cng vic kinh doanh ca ring ngi y mi lc.
Mi cng ty khng l u i mt vi nhng e da khng khip nht t i th cnh tranh,
hn nhng g bn ang i mt ti thi im hin ti khi h cn l cng ty nh, v h u
bc ra khi s cnh tranh tht n. lun c bc di chuyn i lp.

KIM TIN

Oh yes, kim tin. Bn phi tm ra cch lm iu ny.

Ni mt cch ngn gn, bn phi cho ngi dng tr tin nhiu hn chi ph bn b ra cung
cp hng ha/dch v. V mt vi l do, chng ta thng qun a vo ti khon ca mnh
phn chi ph s dng cung cp n.
Nu bn c mt sn phm min ph, ng ln k hoch pht trin n bng ngi mua. Tht s
rt kh cho cc doanh nghip ch sng da vo qung co. Bn cn lm th g m m
ng c th chia s vi nhng ngi bn ca h.
Nu bn c mt sn phm tr tin c vng i gi tr khch hng thp hn1 $1,000 th nhn
chung bn khng kh nng bn hng. Th nghim vi cc phng php tm kim ngi
dng khc nhau nh SEO/SEM, qung co, mail, v.v nhng phi hon li chi ph trung bnh
c c mt khch hng trong vng 3 thng. Nhng nu bn c mt sn phm tr tin c
vng i gi tr khch hng cao hn $1,000, bn c kh nng bn hng trc tip nu sn
phm ca ca bn d bn. Nhng nhn chung tr phi vng i gi tr khch hng ca bn trn
$5,000, cn khng th khng kh quan lm. C gng t mnh bn sn phm hiu hn cch
thc hot ng. Hacking Sales l mt cun sch hu ch c.

Trong mi trng hp, hy c gng t c kh nng sinh li- v d nh kim tin

cc founder c th sng da vo n- cng nhanh cng tt. Khi bn t c iu ny, bn
t kim sot c s phn ca mnh v khng cn ph thuc vo nhng nh u t hoc th
trng ti chnh.
Theo di dng tin ca bn mt cch cht ch. Mc d c v kh tin, chng ti tng chng
kin nhiu founder ht tin m khng nhn ra rng iu xy ra nhiu ln.

gi tr i din cho dng tin tng lai c tnh cho khch hng trong sut thi gian h gn kt vi
cng ty

GI VN

Hu ht cc startup u cn kim tin ti mt vi thi im.

Bn cn kim tin khi bn cn n hay khi bn ang c nhng iu kin ph hp lm iu
. Nhng hy cn thn ng mt cnh gic v gii quyt vn bng cch nm tin.
Khng c tin c th l xu, nhng c qu nhiu tin th lun lun ti t.
B mt ca vic kim tin thnh cng l phi c mt cng ty tt. Tt c nhng th khc m
cc nh sng lp lm c gng ti u ha quy trnh th ch c ngha khong 5% tng thi
gian. Cc nh u t ang tm kim nhng cng ty m s tht thnh cng d h c u t hay
khng, nhng vn c th tng trng nhanh vi cc ngun tin khc. Cm tht thnh cng
kh quan trng- v s quay li ca cc nh u t chi phi bi nhng thnh cng vang di, nu
mt nh u t tin rng bn nm chc 100% c hi to c mt cng ty nh gi 10 triu
nhng hu nh khng c c hi xy dng mt cng ty ln hn, ngi vn s khng u
t vo d l mc nh gi thp nht. Lun lun gii thch c ti sao mnh s thnh cng
rc r cho h.
Cc nh u t b chi phi bi hai ni s v vic l mt Google tip theo, v s mt tin cho
th g m khi nhn li r rng l ngu ngc (i vi nhng cng ty tt nht, h cng s hai
iu ny cng mt lc)
tng ti chnh l c gng gi vn khi cng ty bn cha c hnh th tt hp dn vn.
Bn chc chn s thiu ri ting tm v lc ph thi gian ca mnh.
ng b nn ch nu bn ang phi vt v gi vn. Rt nhiu cng ty hng u trn tr vi
iu ny, v nhng cng ty tuyt vi nht thng trng kh thm giai on u (v h hu
nh lun trng khng hp thi trang)
Khi cc nh u t ni khng, hy tin vo ci khng ch khng phi l do. V nh rng mi
iu tr Yes - ng th u l khng- cc nh u t c kh nng xut chng trong vic
ni khng theo mt cch m nghe nh c l c.

N thc s rt quan trng cho vic c nhng cuc i thoi v gi vn song song cng lc ng lin tc i ht mt danh sch cc nh u t yu thch ca bn . Cch lm cho nh
u t hnh ng chnh l t ni s rng cc nh u t khc ang ly i c hi ca h.
Hy nhn vic gi vn nh mt vic ng ght cn thit v mt vic cn lm cng nhanh cng
tt. Mt vi nh sng lp ri vo tnh yu vi vic gi vn, iu ny lun khng tt, tt nht l
ch c mt ngi sng lp tp trung lm vic ny cng ty khng ri vo tnh trng ch, tr
tr.
Nh rng hu ht cc VCs khng bit nhiu v gn nh mi ngnh. Cc chun o lun lun c
nhiu tnh thuyt phc nht.
iu ny ang bt u thay i, nhng hu ht cc nh u t (Y Combinator l mt ngoi l
ng ch ) khng may vn yu cu s gii thiu t nhng ngi m c hai bn cng bit v
cng nghim tc vi nhau.
Gi vng nhng iu khon r rng (nhng iu khon phc tp s tch hp v cng phc tp
hn sau mi vng) nhng cng ng qu lc quan, c bit l v nh gi. nh gi l mt iu
thin v lng v rt cnh tranh, v v vy cc nh sng lp rt thch thi ua c c nh
gi cao nht. Nhng nh gi trung cp th chng c ngha g my.
T sc u tin l t sc kh ly nht, vy nn tp trung nng lng ca bn c c n,
iu m thng c ngha l tp trung s ch ca bn vo nhng ai yu thch hng th vi
bn nht. Lun c nhiu k hoch, mt trong s s l khng gi c ng vn no, v hy
linh hot da trn li sut - nu bn c th dnh nhiu tin cho nhng mc ch tt, v n c
sn trong nhng iu khon hp l, m lng v n ly n nh!
Mt yu t ch cht c th pitching tt l lm r cu chuyn ca bn v lm n cng d hiu
cng tt. ng nhin l, yu t quan trng nht vn phi l c mt cng ty tt. C rt nhiu
tng khc nhau v nhng iu nn c trong mt bi pitch, nhng ti thiu nhng iu bn
cn c l: s mnh, vn thy c, sn phm/ dch v, m hnh kinh doanh, i nhm, th
trng v mc tng trng ca th trng, v nhng ch s ti chnh.
Nn nh rng mi vng ca gi vn s i km vi tng tin v mc u t. Nu bn ch dng
li vic pitching tht hp dn vng ht ging (seed round), ng ngc nhin khi bi thuyt
trnh ca bn khng cn hiu qu vng Series A.
Nhng nh u t gii tht s thm vo cho bn rt nhiu tr tr. Nh u t ti s em n
iu ngc li. Hu ht mi nh u t u ri vo khong trung gian c ngha l khng ng
gp thm nhiu gi tr ng thi cng khng lm tnh hnh cng ty bn xu i. Cc nh u t
nh git thng s khng gip thm iu g cho cng ty bn.

Hi ng qun tr tuyt vi l mt trong nhng b phn to lc tc ng bn ngoi tt nht

hn c ngi dng, v nhng b phn ny gi tr hn rt nhiu so vi nhng g m hu ht
cc nh sng lp tng. Hy m lng n nhn mt mc nh gi thp hn c c mt c
ng qun tr tt - ngi s sn sng tham gia ht mnh.
Ti ngh rng phn sch do Paul Graham vit ny chnh l nhng iu cht lc nht v gi vn.
Ti mt thi im chin lc, bn s thng cn tr thnh mt cng ty Delaware C gi vn
t cc qu u t, vy nn tt nht l ch nn thc hin theo cch nh vy.

LI KT

Lun nh rng c t nht c ngn ngi c nhng tng rt hay ngoi kia. Mt trong s
nhng tng s tr nn thnh cng. S khc bit n t cch thc hin ha tng. N
l mt cuc c xt, v mi ngi u c mong mun l s c nhng cch bin tng
thnh thnh cng, nhng cha ai tm ra c cch nh vy.
Vy nn tt c nhng g bn cn l mt tng tuyt vi, mt i nhm tuyt vi, sn phm
tuyt v cch hot ng tuyt vi lun. D m! ;)

Chn thnh cm n Paul Buchheit, Erica Carpenter, Brian Chesky, Adam DAngelo, Paul
Graham, Drew Houston, Justin Kan, Matt Krisiloff, Aaron Levie, Gabriel Leydon, Jessica
Livingston, Dustin Moskovitz, David Rusenko v Colleen Taylor v nhng ng gp cho cun
sch nh ny.