Startup Fundamentals

Table of Contents

1. Introduction to Startups

2. Finding Your Idea

3. Market Research & Validation

4. Building Your Team

5. Lean Startup Methodology

6. Fundraising Essentials

7. Growth & Scaling

8. Common Pitfalls

Introduction to Startups

A startup is a newly-formed business venture with high growth potential. This course covers the essentials for taking an idea from concept to sustainable business.

What Makes a Startup?

Characteristics:

• Solving a significant problem

• Rapid growth potential

• Innovation at core

• Uncertain, risky environment

• Constrained resources

• Mission-driven team

Startup Vs. Traditional Business

Aspect	Startup	Traditional Business
Growth	Rapid scaling focus	Steady, predictable
Risk	High uncertainty	Lower risk, proven model
Resources	Limited, creative use	Abundant, established budget
Innovation	Core to strategy	Incremental improvement
Culture	Experimental, fast	Stable, process-driven
Timeline	Urgent, compressed	Long-term horizon

Finding Your Idea

Common Startup Origins

1. Personal Problem: You experience the problem

2. Domain Expertise: Deep knowledge of industry

3. Technology Breakthrough: New capability enables solution

4. Market Gap: Unmet customer need

5. Combination: Existing ideas in new context

Brainstorming Techniques

Mind Mapping

Central Idea
├── Problem Category 1
│   ├── Sub-problem
│   └── Sub-problem
├── Problem Category 2
│   └── Potential Solutions
└── Opportunities

The 10x Rule

• Don't improve by 10%

• Aim for 10x better

• Creates defensible advantage

• Worth the effort to build

Evaluating Ideas

Score your idea (1-10):

Criteria	Score
Do you care about solving this?	___
Is it a large market?	___
Can this be built?	___
Are you the right person?	___
Is timing right?	___
Is there existing demand?	___

Target: 6+ average score to pursue further

Market Research & Validation

Understanding Your Market

Total Addressable Market (TAM)

• Entire market size for your solution

• If 1M businesses spend $1K/year = $1B TAM

Serviceable Addressable Market (SAM)

• Realistic segment you can serve

• Geographic or demographic focus

Serviceable Obtainable Market (SOM)

• Revenue you can realistically capture

• First 3-5 years typically

Customer Discovery Interviews

Process:

1. Find 20+ potential customers

2. Ask open-ended questions

3. Listen more than talk

4. Identify patterns

5. Document insights

Example Questions:

• How do you currently solve this problem?

• What's the biggest pain point?

• What would ideal solution look like?

• Would you pay for this? How much?

• When would you need this?

Validation Techniques

Smoke Test: Landing page with sign-ups MVP: Minimum viable product to test Pre-sales: Customers pay before launch Pilot Program: Small group uses product Surveys: Structured feedback collection

Building Your Team

Co-founder Selection

Critical qualities:

• Complementary skills

• Shared vision/values

• Ability to disagree constructively

• Commitment/reliability

• Similar work ethic

Common co-founder groups:

• School/university friends

• Former colleagues

• Online community connections

• Customers becoming partners

Hiring Early Team

First hires:

1. Technical co-founder or lead engineer: Build product

2. Sales/customer person: Get customers

3. Operations: Keep things organized

Hiring principles:

• Hire for attitude/culture fit

• Train skills

• Start part-time if possible

• Use equity to bridge salary gap

Equity Distribution

Typical equity splits:

CEO/Founder 1:        33%
CEO/Founder 2:        33%
Early Engineer:       20%
Advisor/Investor:     10-15%
Employee Option Pool: 10-20%

Vesting: 4 years with 1-year cliff (standard)

Lean Startup Methodology

Build-Measure-Learn Cycle

Product Idea
    ↓
Build MVP (Minimum Viable Product)
    ↓
Measure (Gather data on usage)
    ↓
Learn (Analyze what you learned)
    ↓
Pivot or Persevere Decision
    ↓
Repeat (Until Product-Market Fit)

MVP Definition

Minimum Viable Product:

• Core features only

• Just enough to solve problem

• Can be built/launched quickly

• Gathers real user feedback

MVP Examples:

• Landing page with pre-orders

• Manual process (no automation)

• Basic prototype

• Limited geographic launch

• Single use case focus

Metrics to Track

Actionable Metrics:

• Activation (users completing onboarding)

• Retention (return usage rate)

• Revenue (monthly recurring revenue)

• Referral (organic growth rate)

• Churn (percentage leaving)

Avoid Vanity Metrics:

• Total users (may be inflated)

• Downloads (doesn't indicate engagement)

• Page views (low barrier)

Fundraising Essentials

Funding Stages

Friends & Family ($25K-$250K)

• Early believers in you

• Less formal

• Demonstrate concept viability

Seed Round ($250K-$2M)

• Angel investors or seed funds

• Proof of concept needed

• Build MVP and get users

Series A ($2M-$15M)

• Early venture capital

• Product-market fit shown

• Ready to scale

Series B+ ($15M+)

• Growth and expansion

• Proven business model

• Path to profitability

Building Your Pitch Deck

Essential slides:

1. Title Slide: Company, tagline

2. Problem: What's broken?

3. Solution: Your solution

4. Market: TAM/SAM/SOM

5. Business Model: How you make money

6. Traction: Evidence it works

7. Team: Who's building this?

8. Competition: Who else is trying?

9. Financial Projections: 5-year outlook

10. Ask: How much you're raising

Elevator Pitch

30-60 second summary:

"We're building [solution] for [target customer]
who [have this problem]. Unlike [existing solution],
we [unique advantage]. We're looking for
[funding amount] to [use of funds]."

Example:
"We're building software for remote teams
who struggle with asynchronous collaboration.
Unlike Slack, we focus on deep work with AI-assisted
summarization. We're raising $1M to expand our
product and grow our team."

Growth & Scaling

Growth Loops

Self-reinforcing systems that drive growth:

Viral Loop: User brings friends

• Product value increases with users

• Organic invite mechanism

• Network effects

Paid Loop: Spend to acquire, monetize to reinvest

• Cost to acquire customer: $100

• Lifetime value per customer: $500

• Reinvest to acquire more

Content Loop: Create value, attract customers

• Publish useful content

• Drive organic traffic

• Convert some to customers

Unit Economics

Key metrics for sustainable growth:

Customer Acquisition Cost (CAC) = Marketing Spend / New Customers
Lifetime Value (LTV) = Revenue per Customer × Customer Lifespan
LTV:CAC Ratio = LTV / CAC (Target: 3:1 or better)

Monthly Churn Rate = Cancelled Users / Total Users
Churn directly reduces LTV

Scaling Challenges

Growing too fast: Burn through cash, team quality suffers Growing too slow: Competitors catch up, runway depletes Culture dilution: Early team's values may not scale Technical debt: Quick builds need refactoring

Common Pitfalls

Top Reasons Startups Fail

1. Wrong problem: Solving non-existent or too-small problem

2. No market need: Product doesn't address real pain

3. Ran out of money: Poor cash management

4. Lost focus: Trying to do too much

5. Bad team: Wrong people for the challenge

6. Product issues: Too complex, poorly designed

7. No business model: Can't figure out monetization

8. Outcompeted: Better-funded competitor arrives

Red Flags to Avoid

• Not talking to customers regularly

• Ignoring metrics/data

• Founders who can't disagree constructively

• Trying to build perfect product before launch

• Pivoting too frequently

• Spending excessively early

• Not understanding your unit economics

Conclusion

Starting a company is one of the most challenging and rewarding endeavors you can undertake. Success requires:

• Persistence: Most startups take 5-10 years to become successful

• Customer focus: Always validate assumptions with real users

• Team: Surround yourself with capable, trustworthy people

• Adaptability: Be willing to pivot when data suggests you should

• Resilience: Handle rejection and failure as learning opportunities

Study successful startup founders, learn from their experiences, and apply these principles to your own journey. The world needs more innovative solutions to important problems—you might be the one to build them.