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THE FOUNDER HANDBOOK

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

Paperback
eBook

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

Sunk cost and fallacy effect

People demonstrate “a greater tendency to continue an endeavor once an investment in money, effort, or time has been made.” This is the sunk cost fallacy, and […]

To cry wolf

The Boy Who Cried Wolf is one of Aesop’s Fables. From it is derived the English idiom “to cry wolf”, defined as “to give a false alarm” in Brewer’s […]

Body language is as important as words

Involuntary facial expressions can be hard to pick up and understand explicitly, and it is more of an implicit competence of the unconscious mind. Daniel Goleman created a […]

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/

How product market fit feels

There is no one-size-fits-all definition of how product market feels, but we tend to think about it as physics resonant frequency: When an oscillating force […]

Always praise good work

Inc: Study Says Pizza Works Better Than Cash to Motivate Employees. But 1 Thing Works Even Better And guess what? It won’t cost you a […]

Crossing the chasm

Geoffrey Moore is an author of Crossing the Chasm (1991), a marketing book that focuses on the specifics of marketing high tech products during the early start up period (geoffreyamoore.com link, wikipedia.org […]

Intellectual property in startups

Seedcamp: Understanding Intellectual Property: Ownership (seedcamp.com link) Techdirt: The art of taking down patent trolls (techdirt.com link) Cover art by: https://www.linkedin.com/pulse/protecting-your-intellectual-property-right-startup-small-oyetayo/

What is product market fit

Tren Griffin: 12 Things about Product-Market Fit (a16z.com link) Also see: Cover art by: https://productcoalition.com/5-signs-youve-achieved-product-market-fit-9e0b645e5452

Praise for the founder handbook

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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