Article Discussion and Startup News – Startup Security Weekly #67

December 27, 2017
In our article discussion, we talk about management principles for highly functioning teams, how to pitch your app to investors, and calculating your total addressable market and making a great TAM slide! In the news, Thales acquires Gemalto for $4.8B, Amazon rumored to acquire Sqrrl for $40M, Convercent raised $25M in equity/unattributed, and ADT filing for IPO!

Article Discussion on Leadership, Innovation, and Startup Success

Disagree And Commit - A Management Principle For Highly Functioning Teams
  • First - expect and demand colleagues voice their disagreement
  • Second - once a decision is made, everyone commits to its success
  • If you don’t have both, you create toxicity

The Startups Most Likely to Succeed Have Technical Founders Who Quickly Hire Businesspeople
  • This applies to security teams, too. We can teach security. Or we can teach business. The key is the blend. What problem are you trying to solve?
  • Consider investors (and executives) routinely citing the importance of the team
  • “Technical skills are typically required to implement a new business idea, while business skills are required for conducting market research and finding a promising niche or for securing financing during research and development stages.”
  • “One theory for why technical skills seem to matter more for a founder is simply that the average technical founder has better business skills than the average business-trained founder has technical skills.”
  • “With respect to innovation, it seems desirable for technically-trained founders to augment their firms’ knowledge bases by hiring employees who are trained in business.”
  • This applies to your security team, too.

5 CTAs Secretly Sabotaging Your Sales Emails (& What to Use Instead)
  • CTA = call to action; what do you want someone to do after reading your email (or listening to your presentation)?
  • Worst is no call to action
  • Also unhelpful is the unfocused CTA with too many options

How to Pitch Your App to Investors
  • Love the detailed breakdown here
  • Lists 10 essentials - starting with problem and value
  • This works for internal teams, too, when ‘raising funds’ for the team and project
  • Breaks down 3 phases: pitch deck, establishing communication, live presentation

How to calculate your total addressable market and make a great TAM slide
  • The importance of TAM is to understand if the potential outcome is big enough to invest in
  • Founders need to know this to demonstrate they understand the market, and how they fit
  • Three basic ways to calculate TAM: top-down, bottom-up, and value theory

Startup & Security News You Need to Know

Steve Case’s $150M Rise of the Rest seed fund launches with an impressive roster of investors
  • This underscores our common point: build it where you are
  • This backs up the tour and pitch competition
  • Promises funding and mentorship

Thales (not Atos) acquired Gemalto for $4.8B

RUMOR: Amazon to acquire Sqrrl for $40M

Convercent raised $25M in equity/unattributed

ADT Files for IPO

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