Designing Successful Startups

SummaryAdam Packard, founder of Ninja Prospecting, discusses his journey from the golf business to starting his own marketing and business development company. He shares his experience with using LinkedIn for prospecting and explains his manual approach to avoid automation and LinkedIn restrictions. Packard also talks about his long-term vision for his business and the importance of coaching. The conversation touches on topics such as the challenges of selling advertising, the use of Sales Navigator, and the value of personalized outreach. In this conversation, Jothy Rosenberg and Adam Packard discuss the future plans for Adam's company, Ninja Prospecting. They explore the possibility of transitioning to a broader marketing focus and rebranding as Ninja Marketing. They also discuss the challenges of changing company names and the importance of long-term vision. Adam shares his source of grit as being inspired by his father's entrepreneurial success and his desire to provide a better life for his family. They also touch on the idea of slowly transitioning from the current business model to the new one and the importance of having a strong team.TakeawaysAdam Packard transitioned from the golf business to starting his own marketing and business development company, Ninja Prospecting.Ninja Prospecting takes a manual approach to prospecting on LinkedIn, avoiding automation and focusing on personalized outreach.The company uses Sales Navigator for prospecting, but also leverages other tools like Apollo and ZoomInfo for more specific targeting.Packard's long-term vision for Ninja Prospecting is to build a referral-based business and offer coaching to help clients maximize their marketing efforts. Consider the long-term vision when naming a company to avoid the need for future rebranding.Transitioning from one business model to another can be challenging, but starting fresh with a new company may be a more effective approach.Having a strong team is crucial for successfully navigating business changes and growth.Grit and determination are essential qualities for entrepreneurs, often fueled by a desire to provide a better life for their families.Balancing the current business while working on a new venture requires careful planning and management.Sound Bites"As a golfer, I had to get out West.""You never have to shovel sunshine.""Be good at marketing and have a team on the backend to be able to execute this and then, um, leverage that.""Eventually probably change it from Ninja prospecting to Ninja marketing and be more of a marketing company.”LinksAdam’s Ninja Prospecting: https://ninjaprospecting.com/ Please leave us a review: https://podchaser.com/AdventuresOnTheCanDoTech Startup Toolkit (book): https://www.manning.com/books/think-like-a-startup-founderJothy’s website: https://jothyrosenberg.comThe Who Says I Can’t Foundation: https://whosaysicant.orgJothy’s TEDx talk on disabilities: https://www.youtube.com/watch?v=PNtOawXAx5AChapters00:00 Introduction and Background03:12 The Manual Approach to LinkedIn Prospecting08:37 Using Sales Navigator and Other Tools14:43 Building a Referral-Based Business23:41 The Challenges of Changing Company Names27:56 Finding Grit and Inspiration in Family29:53 Building a Strong Team for Business Growth35:10 Balancing the Current Business with a New Venture38:11 Conclusion and Appreciation

SummaryAnnika Lundström, the founder of Reminded, a medical technology startup, discusses her journey and the development of a diagnostics tool for mental health. She talks about her experience participating in a Finnish entrepreneurship program in San Francisco and the challenges and opportunities she encountered. Annika explains the focus of her startup on non-invasive medical devices that detect hormones and biomarkers related to mental health issues. She also discusses the process of FDA approval and her plans for expanding into different markets. Throughout the conversation, Annika emphasizes the importance of perseverance and finding a supportive community of fellow founders.TakeawaysAnnika Lundström participated in a Finnish entrepreneurship program in San Francisco, which provided her with valuable opportunities and partnerships.Reminded is developing a non-invasive medical device that detects hormones and biomarkers related to mental health issues.FDA approval is required for Reminded's device, and the process can be expensive and time-consuming.Annika emphasizes the importance of perseverance and having a supportive community of fellow founders.Reminded plans to start in the US market and then expand to other geographies, such as Japan and China.Sound Bites"I'm currently running a medical technology startup named Reminded and why I was spending this past spring in San Francisco was due to me being selected to this kind of Finnish initiative called SILTA.""What we're currently developing is a non-invasive medical device detecting various hormones and biomarkers that have been clinically proven to have a strong correlation with mental health related issues.""We recently incorporated Reminded Inc as a Delaware C Corp now here in the US and that will be the parent company of our whole company basically and remaining reminded OE the Finnish entity as a subsidiary.”LinksAnnika’s Reminded startup: https://reminded.fi/Please leave us a review: https://podchaser.com/AdventuresOnTheCanDoThink Like a Startup Founder (book): https://www.manning.com/books/think-like-a-startup-founderJothy’s website: https://jothyrosenberg.comThe Who Says I Can’t Foundation: https://whosaysicant.orgJothy’s TEDx talk on disabilities: https://www.youtube.com/watch?v=PNtOawXAx5AChapters00:00 Introduction and Background02:29 Participating in the Finnish Entrepreneurship Program09:35 Incorporating Reminded Inc and Expanding to the US14:22 Navigating the Challenges and Opportunities in the US21:00 Timeline and Market Entry Strategy26:43 The Importance of Mental Health Assessment and Awareness

SummaryMorgan Templar, founder of First CDO Partners, shares her journey from starting as a secretary to becoming a successful entrepreneur. She discusses the importance of data governance and the role of a chief data officer (CDO) in organizations. Morgan emphasizes the need for good data management and governance, especially in the era of AI. She also opens up about the personal challenges she faced, including her daughter's health issues and her husband's medical condition. Despite the difficulties, Morgan's determination and resilience have propelled her career and led to the founding of her own company.TakeawaysData governance is crucial for organizations, especially in the age of AI.The role of a chief data officer (CDO) involves managing data strategy, bringing together business and technology teams, and ensuring data quality and governance.Personal challenges can shape one's career and provide the strength and determination to overcome obstacles.Resilience and a positive mindset are key to navigating difficult times and achieving success.Scaling a company requires careful planning and consideration, including potential funding rounds and an exit strategy.Sound Bites"We're seeing the downside of not having good governance, especially as all of a sudden AI is all anybody wants to talk about. You have to have good data to have good AI.""Life is to learn."LinksPlease leave us a review: https://podchaser.com/AdventuresOnTheCanDoThink Like a Startup Founder (book): https://www.manning.com/books/think-like-a-startup-founderJothy’s website: https://jothyrosenberg.comThe Who Says I Can’t Foundation: https://whosaysicant.orgJothy’s TEDx talk on disabilities: https://www.youtube.com/watch?v=PNtOawXAx5AMorgan’s books“Get Governed: Building World Class Data Governance Programs” by Morgan Templarhttps://www.amazon.com/Get-Governed-Building-Governance-Programs/dp/069295175X/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=1506495103&sr=8-1“A Culture of Governance” by Morgan Templarhttps://www.amazon.com/Culture-Governance-Morgan-Templar/dp/0692185100/ref=sr_1_6?dchild=1&keywords=a+culture+of+governance&qid=1616373445&sr=8-6Chapters00:00 Introduction and Small Talk01:39 Background and Current Work05:28 The Role of a Chief Data Officer07:26 Identifying an Unsolved Problem in the Market09:16 The Challenges of Being a Chief Data Officer10:02 Gaining Confidence to Start a Company12:09 Breaking Glass Ceilings and Overcoming Adversity14:36 The Impact of Personal Challenges on Career19:33 The Effect of Family Challenges on Career24:16 Balancing Work and Personal Life28:42 Medium and Long-Term Vision for the Company32:07 Expectation of Selling the Company35:49 Conclusion and Reflections

SummaryIn this conversation, Jothy Rosenberg and Marco discuss their backgrounds, their experiences working together at Dover, and their current endeavors. They touch on topics such as the importance of culture and communication in building a successful company, the challenges they faced at Dover, and the lessons they learned from those experiences. They also discuss the concept of grit and how it has shaped their careers. Marco shares his current role at Rebuild Manufacturing and the vision of reshoring American manufacturing.TakeawaysThe importance of culture and communication in building a successful companyThe challenges and lessons learned from working at DoverThe concept of grit and its impact on career successThe vision of reshoring American manufacturing at Rebuild ManufacturingSound Bites"I was doing things that I never imagined that I have to do.""We were so close to putting you in and then suddenly, you know, you pulled the plug because, well, you know, we'd run out of money.""My biggest struggle right now is really talent, getting talent.”LinksMarco’s Re:Build Manufacturing: https://rebuildmanufacturing.com/Please leave us a review: https://podchaser.com/DesigningSuccessfulStartupsThink Like a Startup Founder (book): https://www.manning.com/books/think-like-a-startup-founderJothy’s website: https://jothyrosenberg.comThe Who Says I Can’t Foundation: https://whosaysicant.orgJothy’s TEDx talk on disabilities: https://www.youtube.com/watch?v=PNtOawXAx5AChapters00:00 Introduction and Background05:47 Working Together at Dover09:42 Challenges and Lessons Learned at Dover23:05 Smooth Landing and Lessons from Dover27:57 Current Challenges and Talent Acquisition32:54 The Power of Grit36:39 Reshoring American Manufacturing

SummaryProfessor Frank shares his journey from growing up in Queens to working at Saturday Night Live and starting his own company, Laugh MD. He discusses how his love for comedy helped him navigate a tough neighborhood and how he found his passion for film and writing. He also talks about the challenges he faced in the entertainment industry and the inspiration behind Laugh MD, a platform that provides comedy videos for hospitals. LaughMD is a digital health platform that uses comedy to help patients manage pain and reduce stress. The app provides access to a library of comedy content that patients can watch during medical procedures or recovery. The laughter triggers the release of endorphins, serotonin, and dopamine, which lower pain perception and stress levels. LaughMD has conducted studies that show significant reductions in pain and stress among patients who use the app. The company is currently self-funded and is in talks with hospitals and oncology clinics to implement the app in their facilities.TakeawaysProfessor Frank's love for comedy helped him navigate a tough neighborhood and inspired his career in entertainment.He worked at Saturday Night Live as an intern and later as a writer, experiencing the challenges and tensions within the show.He started his own company, Laugh MD, which provides comedy videos for hospitals to bring laughter and joy to patients.Laugh MD has a team of world-class advisors and is focused on curating funny and uplifting content for healthcare settings. LaughMD is a digital health platform that uses comedy to help patients manage pain and reduce stress.The app provides access to a library of comedy content that patients can watch during medical procedures or recovery.Laughter triggers the release of endorphins, serotonin, and dopamine, which lower pain perception and stress levels.Studies have shown significant reductions in pain and stress among patients who use the LaughMD app.The company is currently self-funded and is in talks with hospitals and oncology clinics to implement the app in their facilities.Sound Bites"I had more comedy records than music records when I was a kid because I just couldn't get enough of comedy.""Laughter is the best medicine. Why do they show things that aren't comedy here?""Comedy has always been my hobby and maybe I can take a stab at that.""Of the 24 who watched the half an hour of comedy, I believe it was 8% of them had a second heart attack within six months and of those who did not watch comedy it was around 50%. So the difference was striking just from a half an hour of comedy.""If you're a doctor or a healthcare person, just write to info at laughMD and we'll send you a copy of the software for free.""Someday soon they're gonna say, and get some laughs. Laughter's good for you."LinksLaughMD: https://www.laughmd.com/Please leave us a review: https://podchaser.com/AdventuresOnTheCanDoThink Like a Startup Founder (book): https://www.manning.com/books/think-like-a-startup-founderJothy’s website: https://jothyrosenberg.comThe Who Says I Can’t Foundation: https://whosaysicant.orgJothy’s TEDx talk on disabilities: https://www.youtube.com/watch?v=PNtOawXAx5AChapters00:00 Introduction and Background02:55 Discovering a Love for Comedy09:05 Working at Saturday Night Live14:39 The Almost Cancellation of SNL22:58 Bringing Laughter to Hospitals26:26 Introduction to LaughMD and the Power of Comedy in Pain Management27:14 The Potential of Combining Comedy with Other Therapies28:39 Funding and Expansion Plans for LaughMD29:56 Implementation of LaughMD in Hospitals and Clinics30:45 Ease of Use and Accessibility of LaughMD31:15 The Role of Hospitals in Promoting LaughMD32:14 Personal Connection: Jothy Rosenberg's Experience with Pain and Comedy35:35 Exploring Other Activities that Help Occupy the Mind during Pain36:40 Research Studies on the Effects of Comedy on Pain and Health37:28 The Importance of Live Comedy and Shared Laughter40:32 The Role of Grit and Support in Entrepreneurship43:45 The Vision for LaughMD and the Future of Comedy in Healthcare

SummaryIn this conversation, Jothy Rosenberg interviews Mary Voss, an experienced HR professional, about the importance of human resources in startups. They discuss the factors that contribute to the success of early-stage companies, such as having the right talent, a cohesive leadership team, and a strong company culture. They also touch on the importance of behavioral interviewing and the value of experience in hiring decisions. Mary shares her philosophy of hiring no bozos and the significance of trust and efficiency in a small team. The conversation concludes with a discussion on the importance of dignity in the hiring and firing process.TakeawaysEarly-stage companies need to focus on having the right talent, a cohesive leadership team, and a strong company culture to succeed.Behavioral interviewing is an effective way to assess a candidate's values, motivations, and fit within the organization.Experience is important in the early days of a startup as it allows individuals to make informed decisions and navigate the fast-paced environment.Hiring no bozos and fostering trust within the team leads to efficiency and productivity.Dignity is crucial in both the hiring and firing process, ensuring respect and a positive experience for all individuals involved.Sound Bites"Caring about the people that you're bringing into the organization and spending a whole lot of time on the cultural fit.""You have to have fun, especially when you're working that hard.""Looking at motivation and the ability to learn and just the softer skills and how they're going to fit in with the team."LinksMary’s company: https://www.trivium.com/Please leave us a review: https://www.podchaser.com/AdventuresOnTheCanDoTech Startup Toolkit (book): https://www.manning.com/books/tech-startup-toolkitJothy’s website: https://jothyrosenberg.comThe Who Says I Can’t Foundation: https://whosaysicant.orgJothy’s TEDx talk on disability: https://www.youtube.com/watch?v=PNtOawXAx5AChapters00:00 Introduction and Background02:24 HR Factors for Startup Success07:08 The Importance of Having Fun08:08 The Value of Behavioral Interviewing14:04 Hiring No Bozos: Trust and Efficiency in Small Teams32:38 Experience and Hiring Decisions38:56 The Power of Grit and Optimism41:25 Closing Remarks

SummaryIn this conversation, Jothy Rosenberg interviews David Verrill about angel investing in startups. They discuss the role of angels, the evolution of angel investing, and the benefits of a fund structure. They also touch on the importance of supporting first-time CEOs and the criteria for making successful investments. David shares his passion for sports and spending time with family, and Jothy reflects on the importance of grit in the startup world.TakeawaysAngel investing has become a significant segment of the investment ecosystem in the last decade, with the number of angel groups and individual angel investors increasing.A fund structure for angel investing offers benefits such as shared ownership in portfolio companies, consistent access to capital, and the ability to provide ongoing support to companies.Supporting first-time CEOs involves helping with day-to-day decisions, providing strategic advice, and finding complementary mentors or board members.Grit is essential in the startup world, and it can be fueled by competitiveness, curiosity, and a desire to punch above one's weight.Investing in startups requires thorough due diligence, focusing on the leadership team, market potential, and revenue models.The COVID-19 pandemic has accelerated the acceptance of remote investing and virtual meetings, but location still plays a role in angel investing.Personal interests and family time are important for maintaining a balanced life outside of work.Sound Bites"The role of angels and what it used to be and what it is now.""If you're the entrepreneur and you've got 20 angels that each invest at $25,000, a fairly high percentage of them feel like they can email and call you."LinksPlease leave us a review: https://podchaser.com/DesigningSuccessfulStartupsDavid's HUB Angels: https://www.hubangels.com/The book Think Like a Tech Startup Toolkit: https://www.manning.com/books/tech-startup-toolkitJothy’s site for speaking, podcasting, and ruminating: https://jothyrosenberg.comJothy’s non-profit foundation The Who Says I Can’t Foundation: https://whosaysicant.orgJothy’s TEDx talk on why people with a disability over-achieve: https://www.youtube.com/watch?v=PNtOawXAx5AChapters00:00 The Evolution of Angel Investing09:38 The Role of Angels and Investor-Entrepreneur Communication14:28 Assessing Startup Success and Making Investments22:55 The Screening Process and Selecting Companies to Present27:07 Supporting First-Time CEOs and Navigating Leadership Transitions30:40 The Importance of Grit in the Startup World35:14 Investing in Technology-Driven Companies38:41 Personal Interests and Family Time

SummaryThe conversation explores the complexities of go-to-market strategy and the critical importance of product market fit. It delves into the stages of product development, the role of a lighthouse customer, and the significance of a well-orchestrated go-to-market plan. The discussion also highlights the pitfalls of not having a solid go-to-market strategy and the impact on company growth and success. The conversation delves into the concept of go-to-market (GTM) strategy, exploring the transition from an artisanal mode to a repeatable model, the importance of the initial GTM process, market analysis, target market definition, value proposition, messaging, demand generation, pricing, distribution, sales model, controlled experiments, and scaling. The speakers emphasize the significance of listening to early adopters, building an MVP, and carefully scaling the company.TakeawaysThe importance of product market fit in the success of a startupThe role of a lighthouse customer in the development of a minimum viable productThe impact of a well-orchestrated go-to-market plan on company growth and success Transition from artisanal mode to a repeatable model in GTM strategyImportance of listening to early adopters and building an MVPCritical components of GTM strategy: market analysis, target market definition, value proposition, messaging, demand generation, pricing, distribution, sales model, controlled experiments, and scalingSound Bites"Product market fit is absolutely essential. It's a major milestone when you've proven it, you definitely should do some high fives.""No startup who has not got a rock solid GTM is going to get a great exit or an IPO.""Transition from artisanal mode to a repeatable model in GTM strategy""Importance of listening to early adopters and building an MVP""Critical components of GTM strategy: market analysis, target market definition, value proposition, messaging, demand generation, pricing, distribution, sales model, controlled experiments, and scaling"LinksPlease leave us a review: https://podchaser.com/DesigningSuccessfulStartupsThe book Tech Startup Toolkit: https://www.manning.com/books/tech-startup-toolkitJothy’s site for speaking, podcasting, and ruminating: https://jothyrosenberg.comJothy’s non-profit foundation The Who Says I Can’t Foundation: https://whosaysicant.orgJothy’s TEDx talk on why people with a disability over-achieve: https://www.youtube.com/watch?v=PNtOawXAx5AChapters00:00 Understanding Go-to-Market Strategy03:09 The Role of a Lighthouse Customer08:24 The Pitfalls of Not Having a Solid Go-to-Market Strategy30:02 Listening to Early Adopters and Building an MVP57:39 Critical Components of GTM Strategy

SummaryIn part II of Jothy's story, he explains his theory on why people with disabilities tend to overachieve, highlighting traits such as insecurity, exceptionalism, and discipline. Jothy's motto, 'Who says I can't', has become a rallying cry for him and inspired a book, a TV show, and a non-profit organization. Jothy Rosenberg shares his experiences starting a production company and participating in various sports with athletes. He also discusses his foundation, The Who Says I Can’t Foundation, which helps disabled children participate in sports. Rosenberg then talks about his entrepreneurial journey, including starting multiple startups and the lessons he learned along the way. He also mentions his upcoming book, ‘Tech Startup Toolkit,' which shares anecdotes and advice for entrepreneurs. This podcast is aimed at startup founders, entrepreneurs, and those interested in hearing inspiring stories and practical advice.TakeawaysJothy Rosenberg's story has inspired a book, a TV show, and a non-profit organization. Jothy Rosenberg started a production company called Can Do Productions where participated in the guest’s sport with them.He founded the Who Says I Can't Foundation, which helps disabled children participate in sports by getting them adaptive equipment with the ultimate goal of restoring their self-esteem.Rosenberg shares his entrepreneurial journey, including starting multiple startups and the lessons he learned along the way.He has written a book called ‘Tech Startup Toolkit: How to launch strong and exit big,’ which provides anecdotes and advice for entrepreneurs.This podcast is aimed at startup founders, entrepreneurs, and those interested in hearing inspiring stories and practical advice.Sound Bites"Who says I can’t is my rallying cry. It’s not a question. It has an exclamation point.""I'll do [theTV show] on one condition. You have to do their sport with them."“The Who Says I Can’t Foundation sticks with the kids until they're full grown."“My book is a series of anecdotes — stories — that are short and to the point told in the first person.”Chapters25:25 Inspiring Others: 'Who Says I Can't' as a Motivator13:01 Starting a Production Company and Participating in Sports28:00 The Who Says I Can't Foundation: Helping Disabled Children in Sports39:18 An Entrepreneurial Journey: Lessons Learned from Multiple Startups50:45 Think Like a Startup Founder: Anecdotes and Advice for Entrepreneurs

SummaryIn Part I, Jothy shares his personal story of grit and resilience after losing his leg to bone cancer. He discusses how his grit developed through overcoming challenges and setbacks, such as learning to walk on crutches and eventually climb mountains on crutches. Then he had to deal with the other shoe dropping as the cancer spread three years later to his left lung which had to be removed. He had chemo and was told he had zero chance of survival. He did survive and went on to get a PhD in computer science from Duke where he then taught for five years.TakeawaysGrit and resilience can be developed through overcoming challenges and setbacks.People with disabilities often exhibit traits such as insecurity, exceptionalism, and discipline, which contribute to their overachievement.The motto 'Who says I can't' can serve as a powerful motivator and rallying cry.Sound Bites"I love talking about other people's grit, but I rarely get a chance to talk about how my grit came about.""If I just focused and worked hard on something, even something that seemed as simple as crutch walking, I could actually do better at it than anyone ever anticipated.""Who says I can’t is my rallying cry. It’s not a question. It has an exclamation point."Chapters00:00 Introduction: Jothy Rosenberg's Personal Story of Grit08:21 Overcoming Challenges: From Amputation to Crutch Walking