1. Mikhail Kudinov
1.1. went to university at 15
1.2. CCO Veeroute
1.2.1. had 65 employees
1.2.1.1. now 30
1.2.1.2. had to pivot in "death valley"
1.2.1.3. hired new CEO
1.3. "first ensure positive ca$h flow, then change the world."
1.4. "I won't teach you to be successful, I'll teach you not to lose money"
1.4.1. all poker books: not lose money
2. Intro
2.1. Entrepreneurship
2.1.1. calling
2.1.2. hard
2.1.3. 95% fail within 5 years
2.1.4. difficult to learn from successful companies
2.1.4.1. better to learn from failures
3. Sales
3.1. hard
4. What is Revenue? Roadmap from idea to cash
4.1. reverse engineering B2B
4.1.1. cash
4.1.2. debt collection
4.1.3. invoicing & accounting
4.1.4. client satisfaction
4.1.4.1. 1. how to use?
4.1.4.2. 2. how to configure?
4.1.4.3. 3. how to redesign?
4.1.5. implementation
4.1.6. procurement at customers
4.1.6.1. lawyers
4.1.6.2. IT
4.1.6.3. security
4.1.6.4. financial service
4.1.7. final approval at customer
4.1.8. sales funnel
4.1.8.1. collect basic information
4.1.8.2. business requirement
4.1.8.3. building a solution
4.1.8.4. demo/trial
4.1.8.5. sell
4.1.8.6. procurement
4.1.8.7. success story
4.1.9. PR & marketing
4.1.9.1. PR
4.1.9.1.1. tell everyone
4.1.9.2. marketing
4.1.9.2.1. tell the prospect
4.1.10. Product
4.1.10.1. 2
4.1.11. product development
4.1.12. super team
4.1.13. idea
5. Build Super Team
5.1. When?
5.2. Who?
5.2.1. hiring
5.2.1.1. T-shaped people
5.2.1.2. interesting hobbies
5.2.2. 3Fs
5.2.3. Founders
5.2.4. Meetings
5.2.4.1. One on one meetings
5.2.4.1.1. 2h/e/month
5.2.4.2. Tactical meeting
5.2.4.2.1. 1-1,5h/week
5.2.4.3. Strategic meeting
5.2.4.3.1. Every 1-2 d
5.2.4.4. P&L progress report
5.2.4.4.1. Every 3-5 d
6. Business Model
6.1. SPACE model
6.1.1. SPACE
6.1.1.1. Supplier
6.1.1.1.1. 2
6.1.1.2. Product
6.1.1.2.1. 2
6.1.1.3. Average Deal Size
6.1.1.3.1. 2
6.1.1.4. Customer Audience
6.1.1.4.1. 2
6.1.1.5. Evaluation
6.1.1.5.1. 2
6.1.2. Goal
6.1.2.1. have all on the same of the three levels