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THE FOUNDER HANDBOOK

THE HOW-TO GUIDE FOR GETTING YOUR FIRST TEN ENTERPRISE CUSTOMERS

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Why does this book matter?

There are no set rules on how to succeed in building and then scaling your startup.

However, we believe that there are universal lessons that every successful founder has to learn.

This wisdom is usually accumulated the hard way – doing something, failing at it, learning from it and then repeating the cycle.

In this book we share these experiences so that you can get a head start!

The founder handbook in the news

Barclays Eagle Labs

We are very proud and grateful for being featured on Barclays Eagle Labs suggested reading list by Steven Drost, CSO of CodeBase.

#5 Launchpad: the energy-focused unicorn factory

Amazing shout-out by Launchpad newsletter #5, “The energy-focused unicorn factory”, as a recommended reading for the week!

The woman behind The Founder Handbook

The University of Manchester, Alliance Manchester Business School featured Siobhan Clarke in their MBA Guest Post.

Launchpad Frankly Podcast

Siobhan and Andrius discuss the how-to guide for getting your first 10 enterprise customers part of Launchpad Frankly podcast series.

Posts and essays

Company funding types

CrunchBase: Glossary of Funding Types (crunchbase.com link) Cover art by: https://www.challenge.org/resources/different-funding-types-for-businesses/

It’s not the best product, but best execution, that wins

A classic example of not the best product but best execution winning is the Betamax vs VHS format war. Betamax was, in theory, a technically […]

Know the right incentives for sales

Jason Lemkin: A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (saastr.com link) Cover art by: http://www.thestaffingstream.com/2019/09/13/creating-a-comp-plan-that-works/

Why brand familiarity matters

Be Familiar: Why brand familiarity is the key to becoming a powerful brand (linkedin.com link) Econsultancy study: 82% of searchers choose a familiar brand for […]

Focus on building trust with investors first

Ray Walia of LaunchVC: How to Hack Your Way into Getting an Investment Deal with an Investor (medium.com link) Cover art by: https://www.marxentlabs.com/culture/how-to-build-trust/

Most startups fail

Investopedia: How Many Startups Fail and Why? (investopedia.com link) Cover art by: https://www.freepik.com/premium-vector/startup-rocket-crash_4144214.htm

The alliance framework

The Alliance: A New Framework For Managing Today’s Employees (theallianceframework.com link) Cover art by: http://www.theallianceframework.com/

Problem analysis with five whys

Five whys (or 5 whys) is an iterative interrogative technique used to explore the cause-and-effect relationships underlying a particular problem. The primary goal of the technique is to determine the root cause of a defect or problem by […]

When to stop

In mathematics, the theory of optimal stopping or early stopping is concerned with the problem of choosing a time to take a particular action, in order to maximise an expected reward […]

Doing things that do not scale

Do Things That Don’t Scale: a crowdsourced collection of unscalable startup hacks and stories (dothingsthatdontscale.com link) Also see: Cover art by: https://www.mashauri.org/mastering-scale-doing-things-that-dont-scale/

Praise for the founder handbook

A must read for anyone thinking about starting a B2B SaaS company targeting enterprise customers. And frankly anyone considering investing in one. It’s packed with quality, very honest & matter of fact advice.

David Corthorn, co-founder and CPO at 2DA Analytics

The great thing Siobhan and Andrius are offering founders with this book is lessons that work in practice – this is not theoretical, it’s from the school of hard knocks.

Paul mcnabb, Co Managing Partner at Episode 1 Ventures

In 10 years of B2B investing every initial conversation with a startup entrepreneur distils down to the belief that “if we build a better product they will come” – they don’t. When this reality becomes general knowledge inside of the startup team then this is where this book steps in – a practical, grounded and structured grand insight on how to get the sales traction to the A round.

John Straw, Senior Advisor – McKinsey and Company

This book is an engaging and entertaining read – and one that packs a huge amount of hard-won wisdom into a relatively small space. Any founder will find their daunting journey a little easier having read this. One of the most valuable gifts to give anyone charting a course through uncertainty is a set of great questions to ask of yourself and others – Siobhan and Andrius more than deliver on this front.

Stephen Cook, Managing Partner at Bp launchpad

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Authors who have done it themselves

Andrius SutasFounder

Andrius is one of the founders and CEO of AimBrain, acquired by the market leader in the space at that time. Over the years, he tried many approaches to starting and scaling a startup that didn’t work and, with Siobhan’s help, a few that did.

Siobhan ClarkeInvestor, Sales Executive

Siobhan is an operating partner at BP Launchpad, investing in and scaling energy companies. She has past experience in sales and strategy roles in startups and big tech. Her expertise lies in finding the value exchange and getting the right things done.

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