Dave Danielson’s Winter 2023 Stanford Climate Ventures lecture on Best Practices for Customer Discovery.
Credit: David Danielson, Stanford Climate Ventures
Click Here to Watch: https://www.emersoncollective.com/persons/grayson-zulauf
This presentation by Steve Blank, the thought leader behind the Lean Startup approach, walks through the pitfalls of developing a business as startup, and specifically highlights how startup operations and purpose differ from those of a large corporation in that startups are searching for a new business model while corporations are executing known plans. The deck also includes a range of examples from a hard tech startup to corporate initiatives.
Credit: Steve Blank
These Lean Launchpad video lectures cover the importance, value, and methodology of customer discovery.
Credit: Lean Launchpad Customer Discovery
In the Mom Test, entrepreneur Rob Fitz provides an honest guide on how to engage customers savvily and meaningfully in the path of Customer Discovery and Customer Development. The title's namesake example, the 'Mom test' highlights a simple situation of conversing with a prospective customer with the goal of focusing on their pain and perceived solutions, to learn about their process and priorities. The book goes on to highlight questions that provide valuable insights and rather than those that simply encourage your interviewee to reinforce your own beliefs about your market and product.
Credit: Rob Fitzpatrick
This example of a product spec sheet by power equipment Cummins is a detailed walk through of relevant product details of one of its diesel generators including certifications, output and input power and other capacity metrics. This sheet can act as guide to what information customers in industry will look for when being approached by a potential vendor.
Credit: Cummins
This presentation by Confianzys walks readers through the crucial difference between a Market Requirement Document (MRD), which communicates the requirements you would like your product to address based on your market and customer research, and the Product Requirement Document (PRD) which communicates what product actually does in the context of the market needs.
Credit: Confianzys
This guide by Silicon Valley Product Group provides an unambiguous method of creating a product requirement document (PRD), differentiating it from a product strategy document, and a market requirement document.
Credit: Martin Cagan
This detailed Product Requirement Document (PRD) template by Cyclotron Road provides a structure and information to include when defining a PRD to communicate the value of your product.
Credit: Cyclotron Road
This article provides deep analysis and insights into the concept of learning processes, particularly within manufacturing and sales. This article also highlights the importance of the sales learning curve as a framework for helping managers and investors develop thoughtful launch strategies, plan resource allocation more accurately, set appropriate expectations, avoid disastrous cash shortfalls, and reduce both the time and money required to achieve a profit.
Credit: Harvard Business Review
Founding Sales is a book on startup sales for founders and other first-time sales staff. Written by Pete Kazanjy, founder of Atrium Sales Analytics and the Modern Sales Leadership and Operations Community, the book’s goal is to accelerate the learning and success of those who find themselves in a similar spot Pete did in early 2011—don’t know much about B2B sales, and need to figure it out in a hurry.
Credit: Founding Sales - The Early Stage Go-to-Market Handbook
This deck by Dev Gavaskar, Techno-Economic Modeling Principal at True North Venture Partners, provides an overview of the value of techno-economic modeling as a tool in quantitatively understanding whether a technology can be scaled up to be profitable and what risk factors need to be addressed on the path to get there. These metrics include sensitivity, scale, applicable markets, and cost extremes.
The presentation includes some in-depth examples, including one on assessing a new chemical process technology, and another on determining an optimal factory flow process using this framework.
Credit: Dev Gavaskar, PhD
This presentation by MIT Professor Yet-Ming Chiang and Ryan Boas, both affiliated with 24M, highlights the importance of shifting from thinking purely about technology to using a robust cost model to tune the direction of your R&D when commercializing technology for impact.
The presentation walks through the elements of a good cost model and argues that this approach will help avoid the 4 pitfalls of developing technology without a guiding model.
Credit: Prof. Yet-Ming Chiang Ryan Boas
This resource by Nico Pinkowski and Sean Cassady provides a brief overview of techno-economic modeling (TEM) for electrochemical systems to help assess the economic viability of certain electrochemical processes.
The document takes you from thermodynamic analysis, stoichiometric and flow rate modeling through electrochemical reactor modeling, generating system-level schematics and costing, and finally ends by synthesizing the analysis to conclude the feasibility of the technology in question.
This edition of ARPA-E University contains helpful advice for performers on an introduction to cost modeling and templates.
The video provides a structure by which to think through the process of analyzing and modeling cost and introduces how to use the attached spreadsheet template.
Credit: ARPA-E University
Example of a simple techno-economic model.
TEA videos for this model can be found here.
Credit: Beth Zotter and Chris Burk, Cyclotron Road
Example of simple techno-economic model.
TEA videos for this model can be found here.
Credit: Beth Zotter and Chris Burk, Cyclotron Road
Download this example of techno-economic modeling for hydrogen production.
Credit: Ahmad Mayyas, Mark Ruth, Bryan Pivovar, Guido Bender and Keith Wipke, NREL
This presentation by Beth Zotter provides an introduction to techno-economic analysis and points the reader to other TEA resources from Cyclotron Road. As mentioned in the slides, not many journal papers provide a TEA analysis. Click here for an example.
Credit: Beth Zotter
There is a lot to consider when building a robust IP strategy. Deciding whether to seek patent protection is a crucial decision for an inventor. Do you know whether your invention is patentable? If so, how do you balance the cost of filing with the breadth of coverage around the world?
Credit: ARPA-E University
Cleantech San Diego and Southern California Energy Innovation Network teamed up with law firm Procopio to provide the cleantech startup community with a series of workshops led by Miku Mehta, a leading patent attorney with energy sector experience.
Credit: Cleantech San Diego
Halotechnics - This example of patent portfolio shows how to categorize and document all patents held under a given entity.
Credit: Halotechnics, Inc.
This quick one pager by Heliotrope provides advice on how to prioritize markets of relative value before filing expensive patent applications. Definition of 3 Tiers based on the commercial importance of the invention in question and the markets it which one intends to operate.
Dr. Edmonds reviews the impact of the America Invents Act on licensing, what to expect in a license agreement and their typical monetary terms, and how to meet the licensing needs of start-ups and academics. This session builds on the Energy Innovation and IP Strategy session of ARPA-E University that was held in December 2012.
Credit: Karina Edmonds, PhD
A discussion about lessons learned from starting a company while in a university setting, with entrepreneur and Dartmouth College Professor Lee Lynd. Moderated by ARPA-E Technology-to-Market Advisor Josh Gould, this edition of ARPA-E University focuses on how academics build businesses from the ground up, navigating the complexities of the relationship between their intellectual property, their universities, and their financial backers.
Credit: ARPA-E University
This tech transfer overview of moving technology from the LBNL lab into a startup environment also details resources within the lab to help with IP protection, and how to collaborate with the lab to improve future research.
Credit: Cheryl Fragiadakis
A worthy read. The author takes many tried and tested ideas, and ties them together in a cohesive manner allowing for a more robust analysis of fascinating case studies, namely Intel.
Credit: Chris Stoneman
In this lecture at Stanford Peter Thiel addresses his belief that when starting a venture, you should go after total market share i.e. be a monopoly business and in doing so shares his advice on beating out competitors and finding the right market.
Credit: Peter Thiel
Derek Sivers offers a very quick set of key inisghts out of the book by Peter Thiel and Blake Masters, Zero to One. Highlights include the need to target becoming a monopoly business, how propretary technology is at the heart of most such companies these days, and planning out the future of a new venture with macro scale thinking.
Credit: Derek Sivers
Renowned investor Vinod Khosla details how technology-driven entrepreneurship can reinvent out society.
Credit: Vinod Khosla
Renowned investor Vinod Khosla gives his thoughts on using accepting failure and using it to your advantage in his keynote speech at the 2013 Khosla Ventures Summit.
Credit: Vinod Khosla
Ben Horowitz on why Andreesen Horowitz prefers to fund companies whose founder will run the company as its CEO. The article explores Founder vs Professional CEOs more broadly.
Credit: Ben Horowitz, a16z
A business moat is a key competitive advantage that sets a company apart from its competitors. From Amazon to Tesla to Starbucks and Coinbase, here is how 25 of the world's biggest companies have built and defended their moat.
Credit: CB Insights
● What you need to know about a good board meeting.
This desk template provides insights into the importance of having a good board meeting and the value it provides to the audience. You can read the full presentation about this here.
Credit: Grayson Zulauf
● Startup boards, getting the most out of your board of directors
The board is a group of people, including the founder, CEO, and investors, that represents all shareholders’ interests. This presentation provides insights into why startups need boards, how to compose a board, how to run an effective board meeting, and how to change your board as the company changes and transitions.
Credit: Sila Kiliccote
● What you need to know about startup boards
This colloquially written techCrunch article on the ins and outs of startup boards, gives a basic overview of key considerations for founders starting out. Tips include how to maintain control of your venture at different stages and after funding, and how to navigate managing different stakeholders on your board.
Credit: Samer Hamadeh Adam Dinow
● Sequoia Board Deck Structure
This guide by Sequoia Capital provides an overview of how to structure a startup deck for the board.
Credit: Bryan Schreier
● NextView Board Deck Template
Credit: NextView Ventures
● Role of the Board Observer
High-value perspective on the role of a Board of Directors Observer, including information rights, opportunities to speak up, and best practices for negotiating for observation seats.
Credit: O'Melveny & Myers
● The Psychology of Startup Teams
This presentation by Lindy Greer of the Stanford Graduate School of Business focuses on emphasizing the importance of diversity and working with new recruits to maintain your valuable team culture in building your startup team. She also points out pitfalls of hiring such as hiring a homogenous team, and hiring only when you need to fill a gap.
Credit: Prof. Lindred L. Greer
● Team 101
This presentation by the Cleantech to Market(C2M) program highlights a set of tips and guidelines to solve interpersonal and team dynamics issues to have a successful working team.
Credit: C2M, Haas School of Business
● Team Survival Kit
This guide from Haas School of Business at UC Berkeley highlights methods to work with a team
Credit: The Berkeley MBA
● High Hit Rate Hiring
This guide to hiring a great team by Ilan Gur of Cyclotron Road, lays out a set of tips and steps by which to attract, screen, and bring on great team members for your growing startup, while keeping your culture, vision, and quality in mind.
Credit: Ilan Gur, PhD
● Gene Pool Engineering for Entrepreneurs
● What Silicon Valley Can Learn from Bill Walsh’s The Score Takes Care of Itself
Sachin Rekhi provides a summary of the book The Score Takes Care of Itself by Bill Walsh, the legendary football coach of the San Francisco 49ers. The book illustrates how to focus on process, rather than outcome, to run successful organizations.
Credit: Sachin Rekhi
● Netflix Culture Deck
This presentation highlights the cultural elements that Netflix management sees as valuable within members making up a dynamic, effective organization: Judgement, Communication, Impact, Curiosity, Innovation, Courage, Passion, Honesty, Selflessness
Credit: Netflix
● eShares Team Culture
eShares provides some guidelines and suggestions around how to create an inclusive, productive work culture, with individual suggestions for managing work relationships, including being honest, checking in regularly, and creating an open environment.
Credit: eShares
● KV - People + Development Ground Rules
This set of tips around creating a productive, open, adaptive work exerience with a supportive team by David Weiden puts emphasis on honesty, personal relationships, and flexibility as cornerstones to a healthy work space.
Credit: David Weiden
● Bias In Venture Capital
This presentation from Kapor Capital helps to increase understanding of the current state of diversity in VC, how unintentional bias can seep into hiring and deal sourcing, practical steps to mitigate individual and firm-level bias, and successful strategies. (c) Kapor Capital 2021: please contact for permission.
Credit: Kapor Capital
● Advisor Agreements
The FAST Agreement is used by tens of thousands of entrepreneurs and advisors per year to establish productive working relationships, trading advice and support for a standardized amount of equity.
Credit: Founder Institute
● HR Issues in a Startup
Credit: Robert Siegel
● Greentown Labs - Paid Parental Leave Policy
This Parental Leave Policy by Greentown Labs provides an example as to how to structure policy for new parents, touching on percentage of base pay and the period of time for which these benefits are supported.
Credit: Greentown Labs
This presentation by Partner Kristine di Bacco at Fenwick and West provides considerations for a startup on the incorporation process and the seed fundraising process.
Credit: Fenwick & West LLP
The Lawyers for a Sustainable Economy Initiative matches non-profits and start-ups working in the field of environmental sustainability with law firms providing pro bono legal services. The initiative continues to grow, with 17 law firms collectively providing over $55 million in pro bono services over the past three years to support sustainability efforts both inside and outside of the initiative.
Credit: Stanford Law School
Taking technology to the next level means navigating a confusing range of financing options: venture capital, angel investors, government grants, bank loans, and many more. Matthew Nordan explains the different types of capital available to early stage technologists, what each looks for to make an investment decision, and what they want in return.
Credit: Matthew M. Nordan
This video by Venture Hacks walks through how to fill in and use the Venture Hacks Cap Table Template, which you can also find among the resources on the Founder's Playbook.
Credit: Venture Hacks
Angelcalc helps small companies calculate their cap tables using standard financing documents like SAFEs, including Y Combinator's new Post-Money SAFE.
Credit: Geoff Ralston
YC Partner Kirsty Nathoo gives the lowdown on several different ways to capitalize your company and how those impact founder equity and cap tables overall. Watch if you are raising money or you aren't sure how startup investment documents like SAFEs work.
Credit: Y Combinator
This web article describes the unique benefits of a SAFE (simple agreement for future equity), a funding mechanism sharing similarities to a convertible note that was created and pioneered by YCombinator. A SAFE is supposed to be easier to execute, due to a simple legal structure, does not saddle the startup with debt with a time limit, unlike a convertible note, and converts into preferred stock at the first priced round. The article provides links to 4 different types of SAFEs that can also be found as resources in the Founder's Playbook.
Credit: YCombinator
This example spreadsheet developed by Charlie Tillett provides a template for companies to list and track financial details for functions like sales, product development and deployment (capex, and opex), staffing, and profit and loss statements.
Credit: Created by Charlie Tillett for MIT
This spreadsheet template by Matthew Nordan with descriptive comments shows the expected returns for a model venture capital firm for a particular investment, using inputs such as revenue, investment made, total investment raised by the startup and ownership and provides metrics such as absolute return in dollars based on a given valuation.
Credit: Matthew M. Nordan
This spreadsheet template by Matthew Nordan with descriptive comments shows the expected returns for a model venture capital firm for a particular investment, using inputs such as revenue, investment made, total investment raised by the startup and ownership and provides metrics such as absolute return in dollars based on a given valuation.
Credit: Matthew M. Nordan
Credit: Pivotal 180
This is an extract from pre-course videos about renewable energy and infrastructure project finance modeling courses.
Credit: Pivotal 180
This article is about demystifying tax equity investments and IRA’s clean tax credit bonanza. Taxes may make your eyes glaze over, but the Inflation Reduction Act’s (IRA) promise of a whole pot of gold at the end of the green rainbow is reason enough not to sleep on tax credits.
Credit: Grace Donnelly
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