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Scaling the $ in $tartupSebastien de Halleux – Playfish co-founder

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BelgianCivil EngineerTech EntrepreneurAngelGlu Mobile: nasdaq IPO ($337m)Playfish: sold to EA ($400m)Samasource, Vittana, UWC + ‘X’

facebook.com/sdehalleux

money & metricspath to profitabilityinvestor viewpoint

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money & metrics

Productacid test

Define yourcustomers

5

Define your

funnel

Companyvaluation

Why making money matters

idea

$$$

6

Understanding your funnel

time

+$$

-$$

Choosing metrics: product

Success = F (P, Q)price quantity

time

+$$

-$$

Choosing metrics: service

Success = F(α, β, γ)virality, engagement, monetization

9

Scaling: track your bottlenecks

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path to profitability

Define your scale challenge

gameclient

gameserver

socialgraph

canvaspage

Fast CDN

Secureprotocol

RestAPI

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variable exp = secret of unlimited scaling

The nimble ninja

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the cloud

Apple – Dell - Google – Skype – Ikea – Aeron – Payroll – Accounting - etc

Employee service stack

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blue ocean scalingCreate a new utilityFun from playing with friends

Eliminatedistribution costsDesign for viral distribution

Reduce development costsRelease early, run as service

Raise monetization ceilingMicro-transactions & advertising

Make mistakes, and iterateMeasure Nurtur

eEvolve

Think: what will your feedback loop consist of?Build: a product & team capable of adapting quickly to feedback

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investors viewpoint

“No battle plan ever survives contact with the ennemy” – von Moltke

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Forecasts are usually (dramatically) wrongKeep your plan shortPrototyping is key to test your ideasTimebox your developmentHelp us visualise / experience your solution

Planning: www.sequoiacap.com/ideasBuilding: must be able to hand prototype over to a test user

Build don’t plan

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When traction, think BIG, think FAST

Ensure cash is not a limiting factorGo global early – new growth modelHire the very best people you can affordCreate constant feedback loopsChange the world

Show revenue potential

0

Show scale potential accessbarriers

audience50m 100m 1Bn500m10m

PS3

Xbox360

WiiiPhone / mobileFree-to-play / online / social

Lower cost

More real

More social

More immediate

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Show moneymetrics

path to profitability

Deliver revenue model (5y)

income statementcash flow

projection

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questions & answers