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Validating Your Business Idea

Adam Moalla adam@amoalla.com


Founder & CEO
ABOUT ME

Previously
Technical Background
Head of International Product at Bonial Group
Founder & CEO of teambay (exited)

Today
Serial Entrepreneur
Startups Mentor
Blockchain Nerd
The Secure & Private Bay for Your Team
OUR SOLUTION

Employee submits anonymous Management benchmarks the


feedback on one organizational results, plan actions and reply to the
topic chosen by teambay. people behind the anonymous
Weekly, monthly or quarterly. qualitative feedback.
What would it take to execute an idea?
STAKEHOLDERS

Your
Growth
You Can Control: You Founding
Strategy
Team

The
You Can Not Control: Market Success
Prosperity

You Big Business


Growth

Survive
Team
Study
Idea
Observe

Corporate Money Mental Sh*t Bankruptcy Swamp

Adam Ahmad Moalla - @amdmala The Founder Institute Berlin


Managing Director - Teambay UG 10 July, 2014
How To
Find A
Team

IDEA COMPANY

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The difference between YOU and your BIGGEST competitor is a team.

Adam Ahmad Moalla - @amdmala The Founder Institute


Managing Director - Teambay UG Berlin
STAKEHOLDERS

Your
Growth
You Can Control: You Founding
Strategy
Team

The
You Can Not Control: Market
IDEA VALIDATION

Problem X

Your Idea
+ Solution X

+ Financial Goal X

Market
Imagine what would be your business idea KPIs?

Problem/Solution KPIs Financial KPIs

Number of people with this problem Signups / Demos


Viability of a fitting solution Length of Sales Cycle
USP New paying customers
Number of problems your product MRR Development
could solve MRR Growth Rate
Users rating of your solution ARPU Development
For your solution: Paying Customers Growth
Engagement rate Churn rate overtime
Value per user CLTV, CAC, & CAC Recovery
How are your competitors performing on this
KPIs?
Problem/Solution KPIs Financial KPIs

Number of people with this problem Signups / Demos


Viability of a fitting the solution Length of Sales Cycle
USP New paying customers
Number of problems your product MRR Development
could solve MRR Growth Rate
Users rating of your solution ARPU Development
For your solution: Paying Customers Growth
Engagement rate Churn rate overtime
Price per user CLTV, CAC, & CAC Recovery
teambay Story : Pivoting

Problem X
+ 1st Solution
+ Financial Goal X

Employee New Employee 2M+ in


Retention Onboarding valuation for
& the first round
Employee Onboard and train
Satisfaction your employees in
a cloud platofrm,
with data analysis
and extentive
content.
What went wrong for 1st solution

Problem/Solution KPIs Financial KPIs

Number of people with this problem Signups / Demos


Viability of a fitting solution Length of Sales Cycle
USP New paying customers
Number of problems your product MRR Development
could solve MRR Growth Rate
Users rating of your solution ARPU Development
For your solution: Paying Customers Growth
Engagement rate Churn rate overtime
Price per user CLTV, CAC, & CAC Recovery
teambay Story : Pivoting

Problem X
+ 2nd Solution
+ Financial Goal X

Employee Employee 2M+ in


Retention Engagement valuation for
& Analytics the first round
Employee
Satisfaction
Difference in 2nd solution

Problem/Solution KPIs Financial KPIs

Number of people with this problem Signups / Demos


Viability of a fitting solution Length of Sales Cycle
USP New paying customers
Number of problems your product MRR Development
could solve MRR Growth Rate
Users rating of your solution ARPU Development
For your solution: Paying Customers Growth
Engagement rate Churn rate overtime
Price per user CLTV, CAC, & CAC Recovery
IDEA VALIDATION

Problem X

Your Idea
+ Solution X

+ Financial Goal X

Market
Talk IN PERSON to as many potential customers
as you can!

KPIs understood? Competitors performance understood?

Then:

From your KPIs, develop questions and ask it to your target customers.
As many of them as you can!
Ask The Right Questions That Fit Your KPIs
Number of people with this problem Signups / Demos
Viability of a fitting solution Length of Sales Cycle
USP New paying customers
Number of problems your product MRR Development
could solve MRR Growth Rate
Users rating of your solution ARPU Development
For your solution: Paying Customers Growth
Engagement rate Churn rate overtime
Price per user CLTV, CAC, & CAC Recovery

How much they would pay? Their opinion of existing practices?


Their budget? What would it take them to take decisions.. etc
Modify & Repeat
GROW SALES

Take It To A New Level!

You will need:

Sales
Leads List CRM
Materials
GROW SALES

Sneak peak into my favorite Sales Tools

Identify Find Automated Personalized Track and


companies decision Webinars bulk update CRM
with the makers emailing
problem
SALES FUNNEL

Imagine your Sales funnel


Sales Funnel - Organisations
Sales Funnel - Deals Value

Closed Deals 32
Closed Deals 203.233,40

Demo Done 82
Demo Done 520.785,58

Interested 256 Interested 1.625.867,16

Cotacted 380 Cotacted 2.413.396,57

Qualified Prospects 1074 Qualified Prospects 6.821.020,83

Prospects 3290 Prospects 20.894.933,46

0 1000 2000 3000 4000

3,25 Weeks 6,34 Weeks 11,05 Weeks

First Contact Demo Done Start Trial Invoice Paid


EMAIL CAMPAIGN

Cold Emailing Results Oct 2016


SUMMARY

IDEA Business

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Thank you!

Questions?

Adam Moalla
Managing Director

Moalla Ventures
adam@amoalla.com
Simply Tasks
Teambay twitter: amdmala
SingDeutsch
MaBelleEcole