GeekCamp.id – 2015.10.24

1. Scaling Up Your Startups
Anggriawan Sugianto
Chief Technology & Operations, Suitmedia
GeekCamp.id – 24 Oct 2015
@anggriawan in/anggriawan

2. Where are the customers?
Product Development
2
Product
Concept
Product
Development
Alpha/Beta
Test
Product
Launch

3. Customer Development
3
Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building
Get outside the building!

4. Customer
Discovery
Customer Discovery
4
Verify or Pivot
Test the Solution
Test the Problem
State the Hypothesis
Customer
Validation

5. Customer
Discovery
Customer Validation
5
Verify or Pivot
Develop Positioning
Sell to Visionary Customers
Get Ready to Sell
Customer
Validation

6. Customer Creation
Customer
Creation
6
Create Demand
Launch the Product
Position Company & Product
Get Ready to Launch
Company
Building

7. Company Building
7
Fast-Response Departments
Entrepreneurial à Mission à Process
Review Management
Sell to Mainstream Customers
Customer
Creation
Company
Building

8. Scale Up?
Key Partners Key Activities Value Propositions Customer
Relationships
Customer Segments
Key Resources Channels
Cost Structures Revenue Streams
8
CUSTOMER
INFRA
STRUCTURE
FINANCE
USP

9. 4P for Scale Up
• Build a good
place to work
• Train your
employees
PEOPLE
• Develop SOP
• Improve business
process mgt.
PROCESS
• Technical
Scalability
• Quality
management
PRODUCT
PROFIT
9

10. #1 People
Attraction
Recruitment
Onboarding
Development
Retention
Separation
10
“Taking care of the people means that your
company is a good place to work. Most workplaces
are far from good. As organizations grow large,
important work can go unnoticed, the hardest
workers can get passed over by the best politicians,
and bureaucratic processes can choke out the
creativity and remove all the joy.”
– Ben Horowitz
Employee
Lifecycle

11. #1 People
11

12. #2 Process
12
Design
Modeling
ExecutionMonitoring
Optimization
Business Process
Management (BPM)
Lifecycle
Customer Relationship Model

13. #3 Product
13
“It's not a skill you learn in school or pick up
from a magazine article on a plane flight home.
No, building scalable systems is a body of
knowledge slowly built up over time from hard
won experience and many failed battles.”
- HighScalability.com

14. SEARCH EXECUTION
Start Up vs. Scale Up
Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building
14

15. 4P for Scale Up
• Build a good
place to work
• Train your
employees
PEOPLE
• Develop SOP
• Improve business
process mgt.
PROCESS
• Technical
Scalability
• Quality
management
PRODUCT
PROFIT
15
Take care of your people, process, product, profit... in that order.

16. Anggriawan Sugianto
anggriawan@suitmedia.com
@anggriawan
in/anggriawan
let’s discuss