Portrite of a Modern Day Bootstrapper
- 1. Portrait of a Modern-day Bootstrapper How pre-funded entrepreneurs survive and thrive in the new age of technology startups Written by: Laurie Lumenti Garty With very little upfront capital, today’s startups can Managing Director research, build, test, iterate and market their products Entrepreneur Services Group SVB Capital before ever seeking outside funding. 650.233.4204 llumenti@svb.com “Bootstrapping” is a term people conjures up a quixotic image of some outside the entrepreneurial community of history’s most successful startups often hear but seldom experience. Even at their humble beginnings: two for those who understand the word’s guys or gals in a garage, surviving definition, its meaning can differ vastly on ramen noodles, living the dream from one person to the next. as they pioneer the future against all odds. In fact, that vision is not The term itself originates, obscurely, much different than the reality of from an 18th-century German story today’s bootstrapping entrepreneurs in which the main character extracts — founders who launch and operate himself from a swamp using his companies without outside capital or bootstraps. The illustrative concept has venture funding. survived the centuries as a phrase often used to praise heroes of capitalism, Driven by incredible vision and who “pull themselves up by their extraordinary passion, modern-day IT bootstraps” to become captains of bootstrappers are taking advantage of industry. a host of factors that enable them to get their companies off the ground For those who know anything about with minimal capital. Many can get to technology and entrepreneurship, a proof of concept, proving themselves the idea of bootstrapping often and their ideas before taking the time 1
- 2. to hit the funding trail. Others have struggled to find because bootstrapping founders are extremely disciplined investors in today’s challenging funding environment and, and prove themselves to be integral to running the rather than surrendering and returning to their day jobs, business. As bootstrapping becomes more commonplace, they are pushing ahead to make their ideas a reality. founders are growing personally and professionally from being simply the technological and creative brains behind When it comes to bootstrapping, the advantages today’s a new product into the business-savvy leaders of successful IT startups have over their predecessors are many. A new new companies. company 20 years ago may have spent several millions of dollars just getting to proof of concept. Now, thanks to Yet the realities of running a business still present challenges outsourcing, Moore’s Law, open source, cloud computing for entrepreneurs who don’t have a great deal of cash on and viral marketing, the cost of starting an IT company has hand, and they address these challenges in different ways. decreased significantly. In this article, we look at the traits and habits entrepreneurs in bootstrap mode often have in common, and we study With very little upfront capital, today’s startups can research, the specific challenges of IT bootstrappers, learning how build, test, iterate and market their products before ever they keep the dream alive — while keeping themselves alive seeking outside funding. Consequently, today’s entrepreneurs in the process. are able to take their cutting-edge ideas much further, without having to pause for fundraising. But the primary The Universal ProPerTies of a benefits of bootstrapping are that it helps founders to focus BooTsTraPPer on a single, attainable goal, it gets them closer to customers, IT bootstrappers are certainly diverse — they run the it puts them in solid control of their company’s future, gamut in tricks, techniques, attitudes and approaches. typically with more equity in hand. But across the board, bootstrapping entrepreneurs tend to demonstrate the same commitment, creativity and other “One of the advantages of funding bootstrapped companies characteristics necessary to keep them afloat. that have survived for many years without outside capital is that the entrepreneurs are totally committed to the ThEy haVE paSSion business,” says Ho Nam, general partner at Altos Ventures Not only do bootstrapping entrepreneurs have a great idea; in Menlo Park, Calif. As a consequence he tends not tobe they have a deep passion for the idea that can drive them as invlved in running previously bootstrapped companies far past the point where the average person would give up once he funds them. “They are owners of the business. and flee to the safety of a paying job. Passion often is the In many venture-backed companies, CEOs act more like main ingredient for a bootstrapped startup’s survival. It also employees working for VCs (the owners). It is subtle but happens to be a key trait that investors search for when the difference in mentality makes a huge difference in the companies begin fundraising. way companies operate.” “When I first sit down with a company that’s seeking In fact, Nam says, the tendency for a founder to depart a seed funding, I ask, ‘OK, what’s your story?’” says Jeff company once it has been funded is on the decline, largely Clavier, founder and managing partner of SoftTech VC, 2
- 3. a seed-stage investment firm in Palo Alto, Calif. “What ThEy arE WiLLinG To TaLk aBouT ThEir are they doing, how did they get to it, and why are they iDEaS passionate about this idea? I like it when founders have a Many founders and inventors are reluctant to share their deep, personal connection or experience that leads them to ideas with others until they are ready to pitch VCs, but start this company. It tells me whether the people working bootstrappers are unanimous in their openness to share, nights and weekends on this project will ultimately decide finding it necessary to shed light on their ideas. They to leave or stay and build the company they dream of.” actively share with people who can provide feedback, recommendations, resources and help, understanding that ThEy arE rESourCEfuL the value of what they get far outweighs the risk of airing There are hundreds, even thousands, of existing resources their precious idea. “If your idea can be copied by listening to help startup entrepreneurs, and just as many people who to you for a few minutes, it deserves to die anyway,” says can lend a hand with information or expertise. The trick Clavier. is finding them exactly when you need them. Successful IT bootstrappers become highly skilled at navigating their “Oftentimes entrepreneurs get caught up in their own networks and learning where to find resources and leverage thoughts, so being able to bounce ideas off of good so they can get to key milestones. sounding boards is critical in the early days of a startup” says Trevor Cornwell, two-time entrepreneur and founder “Necessity is the mother of invention,” says David Adams, and CEO of Embarkons in Palo Alto, Calif. co-founder of Rallypoint, a software company focusing on the HDTV market, and himself a former venture capitalist. ThEy SurrounD ThEMSELVES WiTh GrEaT “Entrepreneurs will come across times when they need money pEopLE and don’t know where to turn. It’s always helpful to have a Many successful entrepreneurs have been there before — repository of information and people that can help you.” and founders of new startups are wise to seek the sage advice and recommendations of those who have blazed the trail before them. “When I first sit down with a company that’s seeking seed funding, I ask, “One critical piece of advice I would offer entrepreneurs ‘OK, what’s your story? … I like it is don’t try and reinvent the wheel,” says Clavier. “When when founders have a deep, personal 20 other companies have faced it, try to understand connection or experience that leads them what other people have done and analyze their mistakes.” to start this company. It tells me whether He recommends building advisory boards that include successful entrepreneurs who will be involved in your the people working nights and weekends venture and whose wisdom you can benefit from to avoid on this project will ultimately decide to making radical mistakes. leave or stay and build the company they dream of.” “There is a class of entrepreneurs that have figured out — Jeff Clavier, SoftTech VC things on their own and are getting help from their 3
- 4. respective communities,” he says. “Others will find it helpful service. We actually found bartering a way to build better having the support of organizations like Y Combinator or relationships.” TechStars which take promising entrepreneurs and turn them into something fundable.” ThEy arE WiLLinG To MakE GrEaT SaCrifiCES ThEy apprECiaTE ThE VaLuE of Bootstrappers are almost perpetually understaffed, so nETWorkinG they are setting themselves up for months and potentially Pre-funded bootstrapped entrepreneurs congregate at years of working long nights and weekends, oftentimes conferences, entrepreneurial events, cocktail hours — with little to no pay. Above and beyond the long anywhere there they can meet like-minded individuals. hours, bootstrappers talk about the many other personal And they’re willing to give as good as they get. sacrifices they make — from their houses and cars to their relationships with partners, friends and family. “The Valley is very small,” says Sol Lipman, CEO of 12seconds.tv in Santa Cruz, Calif., echoing a sentiment “I was actually homeless for two months last year,” says shared across thriving tech communities nationwide. White, who stored all of his belongings in a car and couch- “Everybody knows everybody to some extent. It’s how you surfed in the early days of UserVoice. work with those relationships that counts. I’m happy when I make an introduction: it makes people happy, and people For many of them, the promise of success keeps them going like to connect with other people.” through in spite of those difficulties. Entrepreneurs say that their personal sacrifice makes them stronger and more Part of networking is relationship-building — and some disciplined as they build their companies, helping them successful bootstrappers have found value in trading stay focused as they grow. To remain upbeat and motivated, services and cross-promoting with other companies. “We bootstrappers say they try to celebrate each small win as bartered for a lot of things in the early days” says Richard they progress. White, co-founder and CEO of UserVoice in San Francisco. “We would put logos of our vendors up on our Web site BooTsTraPPing The Balance sheeT and promoted them in return for discounted, or free, Passion and hard work can take entrepreneurs quite a long way — maybe even further than most would expect. However, there comes a point where bootstrapping “We bartered for a lot of things in the entrepreneurs are forced to confront the practicalities of early days. We put logos of our vendors running a business. Material goods and services that an up on our Web site and promoted them established business with cash flow may take for granted in return for discounted, or free, service. are harder to attain for bootstrappers — and that’s We actually found bartering a way to where creativity and resourcefulness come in to play. The following are ideas and approaches from a handful of build better relationships.” successful bootstrappers to help fellow startups. — Richard White, UserVoice 4
- 5. WorkforCE screen shots of the workers’ screens every few minutes and • Rally people around your idea. The biggest expense post them for review. As an employer, the screen shots tell in a startup is human capital, and you have to pay you whether or you’re your people are working and exactly the people who work for you — sometimes. “We’ve what they are working on and that is key in managing gathered a group of people together who wanted to see contractors,” says Mike Scanlin, former Partner at Battery this thing built,” says Sol Lipman. “These are people Ventures and CEO of a stealth mode startup. who think of doing it for more than money or glory.” • When you do hire, hire the best value. If you decide When you are passionate about an idea and you are to bring on a full-time employee, invest your money able to build a community that is devoted to seeing the wisely. “Don’t hire in the middle,” says Richard White. idea take off and willing to donate time, often you can “Hire a proven rock star who has ability, or hire a get a great deal of work done early on for little money newbie with something to prove who’s undervalued.” upfront. And people that are passionate about your idea • Get people who will work for free. Besides finding are typically going to outperform people who are just people who are passionate for your idea, try using passionate about a paycheck. college interns, or ask people to “try out” for positions • Outsource strategically. Overseas outsourcing can to prove their ability, entrepreneurs say. be an inexpensive way to build your software — but there are challenges, and it is important to understand profESSionaL SErViCES those challenges upfront and to find a company you • Do it yourself until you no longer can. Learn enough trust. “We had an outsourcing partner in India that about what needs to be done so you can do much of the took our technology, repackaged it and put it on the upfront work yourself, then hand the project off to the market,” says David Adams. “Now we work with professional when absolutely necessary. “We don’t use an engineering company in Vietnam. We know our a lawyer until right before we’re ready to seal the deal,” engineers personally, we fly out there, and we consider says David Adams. “We’ve gotten good at negotiating them part of our team.” all the little details ourselves, and we can read through • Use contractors. Bootstrapped companies often most documents ourselves. But in the end we need have only one or two true employees — the rest are somebody who really understands the law and has to contractors, who the founders bring in as needed. By look at everything.” using contractors, companies don’t have to worry • Find professional service companies who love working about making payroll every week. They will have with startups. Especially in geographic regions where better control over cash flow because they can turn startup communities thrive, bootstrappers say it’s easy to contractors on and off as needed, or hire them for very find lawyers and other professional service companies like specific short-term projects. SVB who enjoy working with startups and may be willing • Use services to find talent. Online communities such as to work around traditional fee structures — deferring fees Elance and oDesk can help you find the right fit for your for a time or rolling up their sleeves to help. project at the right price on short notice. You can post a job • Be careful about paying in equity. Bootstrapping and receive multiple bids from qualified providers within entrepreneurs say they tend to be very careful about hours of posting an opportunity, and both sites allow wielding stock as payment too early in the game. Try companies to hire contractors and pay via fixed bid or by to negotiate lower fees or defer payment as much as the hour. “These sites give employers confidence that their you can, advises Richard White, or before you know it remote workers are actually working because they can take you’ll have given away too much of your company. 5
- 6. • Barter for as much as possible. Finding creative ways proDuCT DEVELopMEnT to trade services may not only save you money, it can • Use open source. Open source code opens the door for help you build closer ties with the people you work anyone with a great idea and development expertise to with. “Not paying for services makes the vendor lack build a technology product well before they secure VC commitment to your project and quality suffers,” says funding. “With open source, it’s unbelievably cheap to White. “So you have to find a way give something back, develop and test products,” says Jeff Clavier. “You can and avoid using equity if you can.” fire up a software product for just a few bucks.” • Host offsite. Compared to even just a few years ago, it offiCE SpaCE now is much more cost-effective to build things in the • Remote-office for as long as you can. With all the cloud and use outsourced servers rather than hosting collaboration tools available today, your team can get in-house. “I would say 90 percent of companies these away with living and working in separate places — until days use outside resources. If they have their own cages, you can’t anymore. “You can go without an office for I ask what the heck they’re thinking,” says Clavier. awhile, but in the end it’s not the best thing for the “The cost of software is down to zero, and operating team’s morale,” says Richard White. environments are down to a few bucks.” • Find creative places to have meetings. When you need • Be savvy about using online tools. A number of to meet with the client, try meeting at the client’s office, online tools and sites allow developers to test and scale a hotel or a coffee shop — anywhere but at your home their products, troubleshoot and QA, conduct market office. “I always tell clients that it would be much better research, and gain customer feedback — many for free to meet at the local Best Buy so they can see our product or minimal costs. Other sites enable entrepreneurs to in action and on the shelf,” says David Adams. “It helps outsource services such as language translation, IT and with the sales process.” design to the lowest bidder. • Get a room. When it is time to move from remote • Put feedback loops in place. Bootstrapping startups offices to office space, consider a temporary work-live usually don’t have the cash to conduct extensive market situation. “Think about how cheaply you can live,” research and test products formally. Using online forums, White says. “At one point we had four adults, two kids social media, Web-based market research services, and and a dog in one small Santa Cruz house.” other free or inexpensive tools lets you gather feedback • Find donated space. Tap into your community of and test products with users as you develop and iterate, supporters to see if there is a way to find donated office keeping your initial development costs to a minimum. space until you can afford your own. (See sidebar, Bootstrapper’s Toolbox, on page 10). • Find subsidized space. Incubators — such as The Enterprise Network in Santa Clara, Calif., the San Jose BioCenter and the Software Business Cluster in Using online forums, social media, San Jose, Dogpatch labs in San Francisco and Boston Web-based market research services, and and Emerging Technology Centers in Baltimore — other free or inexpensive tools lets you provide subsidized space in addition to much-needed gather feedback and test products with mentoring and support. For a more comprehensive list, visit www.nbia.org. users as you develop, keeping your initial development costs to a minimum. 6
- 7. MarkETinG anD aDVErTiSinG be a major win for a startup — and determined entrepreneurs • Use social media liberally. “Marketing and advertising will do everything they can to make partnership work and the dot-com way meant dropping bundles of cash on an deliver what they promise. Startups, however, are often in ad in Red Herring or for a spot during the Super Bowl. a position of having to make themselves appear larger than Nowadays, it means getting smart about social media and developing a strategy upfront and before they go to they actually are. Large corporations are often risk-averse market,” says Jeff Clavier. Bootstrappers have discovered and are typically reluctant to do business with a partner they that tools such as Twitter and the blogosphere can be do not think will survive. The key to winning this shell game instrumental in building a community and strong word- is to create a product the partner cannot live without. of-mouth. And they cost nothing but an investment of time to build up your social media presence. “A ‘nice to have’ doesn’t work,” says Ho Nam of Altos • Find hungry talent. Similar to product development, Ventures. “If a customer wants to do financial due online freelancer “bid” sites help you find excellent diligence on you, it will be very difficult to overcome designers, copywriters, marketing consultants and other concerns. With a ‘must have’ product, the amount talent who are eager to work for you and will compete of funding you have is not important. They need with low fees. “I recently put up a design project on your product. As a bootstrapper, you need to develop CrowdSpring for $500 and got 161 submissions,” says credibility with the client and it doesn’t come from a fat Clavier, who adds that the people who respond are often balance sheet. You have to solve a critical problem. You talented and professional and are eager for work. will get their attention.” • Be judicious about where you spend your money. In the early days of your company, only spend money on marketing tactics you know will result in direct results. This may sound easier said then done, but there is a “I just flew to Orlando on a holiday weekend for a whole movement around Steve Blank’s book The Four conference, which was expensive — but I was able to Steps to Epiphany and Eric Reis’s model of the “Lean train 250 store salespeople on my product, and I got a Startup” where entrepreneurs are encouraged to focus on lot out of that,” says David Adams. “I always have to customer development and testing their product early look at it as if this is my last dollar, and ask myself: do I on in the product development cycle to validate key really want to spend it on this?” assumptions about what they are building. “We live in a capital-efficient world and we build companies based The BooTsTraPPer’s Dilemma on what they can achieve in milestones” says Clavier. Bootstrappers have ingenuity, persistence and passion in “Entrepreneurs today can test key assumptions very common. But they also have many obstacles to face and cheaply so they don’t build products that no one wants individual problems to solve. Pre-funded entrepreneurs to use.” shared with us some of the ways they address the challenges they face in building their businesses. hirinG a CoMMuniTy When an entrepreneur is deeply passionate about an MakinG yourSELf irrESiSTiBLE idea, that passion can spread — and the modern-day Securing a business partner, especially one with the brand bootstrapper can use that to his or her advantage when it name and economies of scale to help a product take off, can comes to attracting talent. 7
- 8. “The old way of thinking about startups is that you go to Stanford business school, have an idea, build a demo, “I see a lot of failed startups. Sometimes and then go raise enough money to move forward,” I feel they didn’t listen to the customer says Sol Lipman of 12seconds.tv. Certainly, it is much the way I had to. (W)hen you have easier for an entrepreneur to attract top talent when you have significant funding. But as Lipman points out, venture capital sometimes entrepreneurs “People get too discouraged when they go off without feel they are empowered to execute their getting funding. I think that gives the VC community vision, often at the cost of not listening more credit than they deserve. If you have passion and to their customers.” ingenuity, you can take your idea far without raising — Frank Peters, Tech Coast Angels money. I think it’s time for entrepreneurs to rethink how we do this. Why don’t we just do it, and get a bunch of founder of the popular podcast “The Frank Peters Show.” people together who are passionate about the idea to “My customers loved my enterprise software, so I made help us? them pay for it upfront. These were Wall Street firms and I had the hula-hoop product, so they agreed to my terms. Lipman, who in his younger years ran a summer camp, I never raised any third-party funds, bootstrapping it all compares bootstrapping to that experience. “You have to the way.” inspire the camp counselors to protect the kids even though you’re not paying them much money. You have to create Knowing customers is essential. “Today as an angel investor, magic where it doesn’t exist,” he says. “Startups are a lot I see a lot of failed startups,” Peters says. “Sometimes I feel like summer camp. It’s about participating and being there they didn’t listen to the customer the way I had to. If I — the emotions and the journey. Every entrepreneur who didn’t listen I would starve, but when you have venture was in it for the money, never made money. So you have to capital sometimes entrepreneurs feel they are empowered build a community of people who are excited to work on to execute their vision, often at the cost of not listening to something together.” their customers.” GETTinG To knoW your CuSToMErS kEEpinG your finGEr on ThE puLSE of ThE Generating revenue as quickly as possible is one of the keys to MarkET bootstrapping a company, and customers are consequently One area startups tend to misjudge is how markets develop the ticket. Entrepreneurs must be extraordinarily in tune and customers adopt. with their customers’ needs, and at the same time build enough credibility that customers are willing to pay for “It can take a lot longer for markets to come together than what they offer. most entrepreneurs realize,” says Ho Nam. “When a market is ready, you will see it in terms of orders coming in. If a “I love to tell entrepreneurs how I bootstrapped my company isn’t able to keep up with demand, the company software company in the ’80s,” says Frank Peters, chairman should raise capital to keep up. But you should hear that emeritus at Tech Coast Angels in Southern California and large sucking sound before ramping up aggressively.” The 8
- 9. savvy entrepreneur who has done the groundwork to BooTSTrappinG: ThE nEW understand what product the customer wants and needs, EnTrEprEnEuriaL MoDEL and who is prepared to deliver and service that product, The landscape for technology entrepreneurs has changed can move quickly to take advantage of shifting market dramatically in a relatively short time — and today’s demands. By delivering the right product at the right time startup founders are taking control of their destinies and and at the price point, with the requisite service model, an are building smart products and strong companies on entrepreneur can position their company to dominate the shoestring budgets. market. In many respects, bootstrapping is like a game of chess Often, entrepreneurs will worry that if a competitor raises — entrepreneurs are forced to think carefully about each funds, they need to raise funds as well to stay in the game. dollar they spend, each resource they bring on and each Nam recommends that entrepreneurs keep their eyes on initiative they focus on. At a time when venture funding the ball. “Instead of worrying about another company is more difficult to obtain, bootstrapped IT startups raising $30 million in funding and beating you to the are establishing distinct advantages by demonstrating punch, keep your head down and focus on executing,” he their passion in real time; staying focused on their ideas; says. “Many companies end up spending too quickly ahead gathering the resources, advice and expertise needed to of the market and either go out of business or have to be avoid mistakes; and building an enthusiastic community recapped. Companies that get a lot of funding early on do of partners and customers who give life to their ideas. In not necessarily win. Google and Facebook were both late to today’s environment, bootstrapping is no longer the Plan their markets. Google was nothing when many other search B for companies that fail to secure early-stage funding. engines had huge funding and resources. Friendster had Instead, it is a precursor to funding — and for many more funding from big VCs when Facebook was nothing. entrepreneurs it is becoming a preferred path for building It’s not about who raises more, faster. It is about figuring strong and successful technology startups. out a model that works.” “If a company isn’t able to keep up with demand, the company should raise capital to keep up. But you should hear that large sucking sound before ramping up aggressively.” — Ho Nam, Altos Ventures 9
- 10. BooTsTraPPer’s ToolBoX The following is a list of valuable resources utilized Linkedin (www.linkedin.com) by successful bootstrappers — letting start-ups do Monetization (www.monetization.com) what they do without the overhead costs. SEo Companies (see SEoMoZ.org for a list) 12 Seconds.tv (www.12seconds.tv) freelance services (Design, marketing, iT, MyprGenie (www.myprgenie.com) Translation, copywriting) pr newswire (www.prnewswire.com) oDesk (www.odesk.com) Elance (www.elance.com) hr CrowdSpring (www.crowdspring.com) Salesconx (www.salesconx.com) 99 Designs (www.99designs.com) Jobnob (www.Jobnob.com) market research and User Testing other resources in addition to svB accelerator userVoice (www.uservoice.com) (www.svb.com/services/svb-accelerator.asp) SurveyMonkey (www.surveymonkey.com) Get Satisfaction (www.getsatisfaction.com) Loop11 (www.loop11.com) pBworks (www.pbworks.com) Craigslist (www.craigslist.com) outright (www.outright.com) Social Media Groups (yahoo!, Google. Linkedin, Mixpanel (www.mixpanel.com) facebook) planhQ (www.planhq.com) independent bloggers 37signals (www.37signals.com) The Lean Startup (Eric ries) communications (www.startuplessonslearned.com) Skype (www.skype.com) Jason Calacanis’ bootstrapping blog WebEx (www.webex.com) (www.calacanis.com) Microsoft Live Meeting (www.livemeeting.com) Balsamiq’s bootstrapping blog (www.balsamiq.com/blog) Development and Testing Microsoft BizSpark (www.microsoft.com/BizSpark) amazon (www.amazon.com) Engine yard (www.engineyard.com) EDiTor’S noTE u Test (www.utest.com) open Source Libraries (Sourceforge.net contains a We would like to extend our sincere thanks to the following directory of open source libraries) individuals who contributed to this article. Without their Balsamiq Studios (www.balsamiq.com) insight the article would not have been possible: David userTesting (www.usertesting.com) Adams (Rallypoint), Jeff Clavier (SoftTech VC), Trevor Cromwell (Embarkons), Ryan Donahue (BookFresh), marketing, Pr and awareness Twitter (www.twitter.com) Sol Lipman (12seconds.tv), Ho Nam (Altos Ventures), facebook (www.facebook.com) Frank Peters (Tech Coast Angels) and Richard White (UserVoice). 10
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