Your First 60 Days - Speaker Deck

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BEEN HERE A WHILE

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BOARD MEETING KALZUMEUS SOFTWARE

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YOUR FIRST 60 DAYS PATRICK MCKENZIE

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40 YEARS

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DECISIONMAKING OVER THE LONG HAUL ▸Make more small bets. ▸Decide quickly on reversible things. ▸Do things which still matter in 40 years.

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GRINDING, DUH.

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WHAT SHOULD I BUILD?

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WHAT SHOULD I BUILD?

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WHO SHOULD I SERVE?

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PICK PEOPLE… ▸…who you’re energized in talking to. ▸… whose problems are tractable. ▸… with money.

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ςΩετ

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ςΩετ

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TALK TO PEOPLE

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PLATFORM BEFORE PRODUCT

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THE SUCCESS PATH ▸ 3 friendcatchers ▸ 5 emails ▸ ~45 days of grinding

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THE IDEAL FRIENDCATCHER FIXES A PROBLEM WHICH IS… Tractable Underserved Resonant

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FRIENDCATCHERS ▸ Stick-a-fork-in-it-and-it-is-done guide to one broadly applicable, tightly scoped problem. ▸ Calculator which replaces an Excel spreadsheet. ▸ Deﬁnitive curated list of resources. ▸ Cheatsheet.

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GET. THEIR. EMAIL.

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EMAIL. LITERALLY. EVERYONE.

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EVERYTHING ABOUT EMAIL COURSES IN ONE SLIDE ▸ Make a promise with every subject line. Keep it. ▸ 75% education; 25% sales. You need both. ▸ Frontload delivery. 3x in ﬁrst week is ﬁne. ▸ After end of course, email 1x every 2~4 weeks

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CHECKPOINTS ▸ 10 great conversations (25 for SaaS) ▸ 500 emails ▸ 10 commits to buy (in SaaS)

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OBJECTIVE EXTERNAL INDICIA OF PROGRESS

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BUILD THE ACTUAL THING

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ABUSE YOUR ADVANTAGES ▸ “This is what I do.” is an amazing sales message. ▸ Be irrationally responsive to customers, especially early. ▸ Move fast and make things.

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CHARGE MORE

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REASONABLE FLOORS, BUT NOT CEILINGS! ▸ E-book: $49 / $99 / $249 ▸ Video Course: $99 / $249 / $499 ▸ Online training (half day): $249 / $499 ▸ Online training (2 days): $499 / $999 ▸ B2B SaaS: $49 / $99 / $249 or call us ▸ One-off software: $49 / $99 ▸ Your time: $250 per hour; $10k per week

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A BIT ABOUT STRIPE ATLAS

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BORING BUSINESS ADVICE

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IMMEDIATELY IF NOT SOONER ▸ Get a new credit card. ▸ Business Gmail / Google Apps account. ▸ accounts@ alias ▸ receipts@ alias ▸ Password manager (OnePass, etc)

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MEDIUM TERM ▸ Get an accountant. ▸ Find a peer group to talk shop with. Meet regularly. ▸ Derisk your family life: ▸ Retirement savings ▸ Insurance (term life & long-term disability) ▸ Go to the gym like it is your job

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WE ARE HERE FOR YOU ▸ @patio11 or patrick@kalzumeus.com or patio11@stripe.com ▸ bit.ly/patio11-mc18 <— Don’t tweet it. ▸ See the MicroConf Slack for email addresses of every Stripe attending. We really and sincerely want to hear from you.

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FUNDING FOR THIS PROGRAM MADE POSSIBLE BY THE INTERNET PHOTO CREDITS ▸ Big Jigsaw: Alan Levine, by CC: https://flic.kr/p/mDYE ▸ Unfinished Jigsaw: a2gemma, by CC: https://flic.kr/p/wTUmk