PITCHES

PlayCallerIQ – Russell
When you attend a football game you see two things. Someone buried in their phone and the guy behind you calling out the next play.
We built a mobile phone app. It allows the user to call a play before the play happens. Run Left, Pass Short, Mid run etc.
We have iPhone and Android apps. Tweets are sent to the user when new plays are available. You can be sitting at home or the airport and use the app.
We use the Facebook API so you can get right in to it. We have a Facebook Challenge invitation that you can participate in. You can also Facebook post that shows you are the best.
Each Football team has their own twitter account and you can tweet your thought of what the play will be.
Our Light version is free.
We have a Competitive version that is 4.99 to download.
Beta for NFL post season games right now.
Advertising market is huge. 27.8 billion spent in 2011 in adverts.
NFL, College football and MLB. We want to tap in to the Fantasy Football groups.
ASK
Ways to monetize
Distribute the app
Recruiting beta testers, admins, and advisor with a passion for football.
Recruiting a CEO as well. I am still with Amber Alert GPS company full time. I am recruiting a CEO who is a sports fanatic. Needs to have good social and viral side of Facebook and Twitter.

?Q. You talk about offering location based. Suppose everyone is at UofU, then you can offer some snack stand advertising.
A. We have a location based app that I have produced on my Amber app so that is a great idea.
?Q. Advertising is 4.5 billion then give away for free.
?Q. Consider basketball since it is another sport
A. Haven’t found a good way to call plays with basketball. I would love to get more ideas on that.
?Q Do you have someone on the patent side?
A. I am looking for 32 admin fans. we have a lot of available times 25 times that people need to send out the notifications. we are recruiting individiauls that know their team.
?Q Adding gambling options?
A. We have wondered about how to do that in a good way. Everyone thinks that they are an expert but this will record and tell them their reality.
?Q. The advance in football explosion was site improvement? It has to look cool to be cool.
A. We would love your suggestions.
?Q. Game with levels that become more interactive. If I am not competing then I won’t use it. If I can compete against myself or the computer then I would do it.
?Q. Also provide additional user information as an insider like 80% accuracy in the pocket and 82% accuracy out of the pocket, those kind of hyper details.
A. Great idea. We want to be ready for next year to have the killer app.
?Q. Just offense or do you have defense?
A. If you are on the team you will be able to call either side of the ball.
?Q. If I have local feedback I might engage more?
A. We built the app very light.
?Q Give don’t sell. Let the games advertise and roll this out for you.
?Q For stadium access you can have WiFi interface then you can scale somewhat.
?Q Licensing?
A. We have not got anything for that.

AutoLime
“Zappos.com for cars.”
Alexander Kiss and Scott Putnam (speaking)
We have changed from building software for incredibly complex financial derivates to selling used cars.
We are a priceline.com for autos. You thought you could buy online but most of the sites are fishing to get you to a dealership. We want to provide a car dropped off at your home.
The wholesale auction market is completely automated. You can bid online on the car. We are grabbing that data and exposing that to consumers.
100,000 cars are available each day. We will manage those auction houses. We have someone monitor and place the bid and then, if you win, the shipping industry comes in. There are more than a dozen that I can give a VIN to with a zip code from and to and they give me a bid.
We don’t have an inventory then. We don’t touch the cars and we sell them before we purchase them. We are going to be transparent and on the side of the consumer. We will give price information from previous transactions. You have no idea what your care is worth. If you gave me a VIN and number of miles then I can tell you how much it is worth.
We have sold stuff a lot more complicated than cars.
The auction house already has all the information that is kept hidden by the dealers and we will make it available. When you look at all of the sites that say they are selling they are just dealer lead generators. Auto Trader is the worst.
Free shipping… we are working on the ability to even ship back.
Our Pitch

?Q Are you bidding right now with the auctions?
A. We are a licensed dealer and are using it but haven’t been hit by the industry. Our agreement as a dealer says that we are legally allowed to use it. If a commercial house like Mannheimer decides that they want to kick us out they can. In the end game we can actually go straight to leased vehicles and direct sell from companies.
?Q. What is the design?
A. All the sites look the same. They look terrible.
We put all the colors in RGB values and made the information cleaner so that you can look for Toyota Camry Red and find them.
?Q. Transaction fees with you?
A. A flat 100.00 fee. When you give us your zip their will be 125.00 auction and we will also estimate your shipping. So users will look at the bottom line.
?Q. 100.00 is your online revenue source?
A. If someone does bid 10,000 and it ends out winning at 9500.00 we also keep a difference.
?Q. Financing or money up front?
A. The user has to provide a $50 deposit. We require authorization from a loan company that we can trust them. With the auction houses we are able to put them back on the shelf at $125 as a re-stock if they don’t pay.
?Q. Do I have to give my bank account?
A. Similar to Amazon you have to be pre-approved. We will get a message back from the 3rd party. We have talked about maybe tying in to fantasy bidding so that people can see if they would have won.
?Q. What are you doing to attract people?
A. A large part of our pitch was wondering about cost of acquisition. Will people buy cars online? We want people to stumble upon this. We can grow slowly. We don’t want to alert the dealership yet because they are a huge part of the market and might turn against us.
?Q. Inventory management? If I have a favorite profile of a car I want to beat someone else out and want to see photos?
A. We load all the information in to the system. The auction house knows days in advance what is going to come up. All the cars come up with the conditions reports. We can alert you to a car coming up for auction.
Right now you have to place your bid on a day of the auction. If you place your bid you will find out sometime during the day that you won.
?Q. Would you alert someone that they have been out bid before hand?
A. We thought it was a very serious commitment and we don’t just want the last 10 second bid to come in like they do with Ebay. So we aren’t planning on doing last minute updates.
?Q Integration with financing companies so that the user just clicks to sign?
A. These shipping companies and finance companies are getting more online. Right now we want to make it as easy as possible. We want to make lending competitive and non-exclusive.
?Q. When are you launching? App plan?
A. We just got the design in December. We are doing friendly transactions right now. We haven’t built an App yet. We have thought about it and aren’t ready to go with an App at the moment.
?Q Are you just helping buyers and ignoring sellers?
A. Correct. We don’t allow private sellers. Dealers would start to put their cars on the system and use it badly. We have thought about a Jiffy Lube or Tunex who could help in that process. We are talking about it in the future.

FotoPunch.com – Patrick Burble
We are a SaaS company in Provo with 10 employees. This is the team All the founders are strong entrepresnuers.
We own modbod, undertease, iodevelopment, and superior countertops.
We are nationwide with our modbod products at Costco. We have to track Punch in/out times. We have about 1000 reps who work around the country. We need to track who is really clocking in, when are they clocking in and where. We can’t have supervisors with all those reps.
Our staffing company had them send manual faxes in to prove they were there and then the fax machine clogs up.
We need time theft avoidance. The idea we had is that we have PhotoBased Mobile Time Tracking. What we do is allow our reps to use their phone camera with our app. If they don’t have app they can still take a picture and can text the picture to fotopunch or use the app.
We geolocate the device, network date/time stamp and we have the patent on it. We clock employees in and out. We have not only employees having less hassle, but with the company they all love the biometric security without hardware costs. Everybody has a cell phone with a camera.
Home Healthcare is good. We are looking at Constuction, Staffing and Mobile service companies as well.
We have 9 companies beta testing right now with Private beta. Q2 will e an open beta.

?Q. Does the app remain open during the whole time?
A. We can ping your phone during your time that you are working. We can create a geofence to detect if you have left an area even with the dumb phones.
?Q. What kind of analytics for travel time etc.?
A. We have a ton of features that payroll and time and attendnace systems. The reporting with absence, leave, PTO. Efficiencies for multiple jobs is all in their now.
?Q High school attendance?
A. We are thinking about College.
?Q. I have a mobile service company. I can see how I would measure my employees. Does this offer notification to customer/job sites?
A. Yes we have it.
?Q. How about those who just leave behind a phone?
A. If they have 2 hpones we can’t stop them. We would normally register one phone. That is what they use to get text and phone calls etc. so it doesn’t make sense for them to leave it behind.
?Q. Outside of B2B my parents would have loved it to track me?
A. We want to focus on where the money is. I happen to be using this with my babysitters. I can pay from my PayPal account. This is not just the time in and out but also the payroll component.
?Q. Pricing structure?
A. There is volume discounts. From 2.49/user/month – 15.99/user/month depending on the features. We have other HR and payroll features. We have based the pricing on that. We have a free version for businesses up to 3 employees. Following Zoho model.
?Q. Patents?
A. Using a photo to “punch in and out.” Other than that I can not say.
?Q. How about when you don’t recognize the photo?
A. We create a review or exception report. We notify the user and the employer. Even if it is 95% recognition, the company saves when they only have to review 5% of report ins. The supervisor can go in where you manage exceptions versus the rule. We are working right now with the city of Hyderabad. They have 20,000 users they want to sign up where they need to only manage the exception and not the 20,000 workforce.
?Q. How are you protecting the personal data?
A. We are HIPAA compliant. Privacy as far as the photo is shown just to the employer. You can grant different rights to viewing of the different pictures.
ASK
Q1 beta round
Q2 open beta
Q3 national launch
Talent – Sales and Account management

?Q. Regular pings to the employee?
A. Yeah the check in at the place where they are supposed to show up. Security companies usually need a physical thing but now they can QR code it with the Phone GEO and the QR difference. A picture tells the whole story. Inside Costco there are certain dress codes. We had this problem with our staffing company a lot. Some of the clients were showing tattoos and the supervisor could take care of the problem immediately versus waiting for Costco to make the uncomfortable phone call to us about our sales rep.
With photo agregation you can have all the pictures and sort them here.
Restocking evidence for stores. The store can see that the “clock in” happened but the store shows a picture of the badly formed shelf. This is great for both sides.

AMP Session
Adam Hepler – cofounder with Jared Richards at Bluehouse Ski company. He has a business that is good that he has built since Bluehouse.
Adam:
I am not really comfortable at the mic but will share some things about some companies that I have started. I feel comfortable with the companies and it gets me excited. I ran a landscaping company working 6 months and then skied during the off season. We had over 100 landscaping accounts. I loved working the summers and we had good revenues for a college student.
Then I built some skis in my garage and a month before I got married I started up this ski company. We are five years in to it and sometimes it goes well. When I see pictures of the skis that I have designed and created like this picture, this is awesome. When you get to see what you made and people use it, then there is no better feeling. We have a team of sponsored riders that we take pictures of. We have won some awards on skis. We have some fun graphics on our skis too.

We were growing and it is a tough market now. For a while I was full time supported by the company. But at five years in to it it is a company that “sucks” because it doesn’t pay me full-time. I do keep connected though with something I love. When I go to do some “research” then it is great.

Last year I started to jump to something new. My wife found out about this new fingernail decal thing. We went about trying to find a place where you could buy them. They were $50.00 at just one place online. So I knew the production business and we went to an expo and did $4-5k in sales without any product. This is not just a random thing so we launched Jamberry nails. By October 2010 we launched and had $400k in revenue by December. Right now a lot of our customers want to sell nails for us.
Do you do nail parties? We hired some outside consultants and have begun to look at that. July of 2011 we launched the party plan model. We have this product that people love and it is consumable. It has been a crazy ride since then. We have not sold the company. Last month was our biggest month and we have been growing 60%. We sold 13,000 of our nails during the month. We expect to sell 300,000 this year. We have a market of all women. They all wear this versus skis which not everyone can afford so it has opened my eyes to getting the right market, model and then you get growth.

?Q. How do you assign the pricing?
A. We did some testing and checked our margins. We then asked our consumers and thy said $15. The alternative is $30.
?Q. The party model?
A. As far as producing we knew that we were not going to do big box. A lot of companies have gotten out there. We are still biggger, but this is the way that we can identify the niche and can present the product differently. When people get to try them then will buy a lot more.
?Q. just a company of product to an MLM did you get outside help?
A. There is a 3rd party that we hired. They told us how to structure. I wanted to make sure that we were profit focused on the direct sales model. I did not want it to be just opportunity. At our price point we are able to bring people in and build compensation plans. A lot of what the consultants said we have tuned.
?Q. How do you get the market?
A. It is a simple product. My wife and two sisters did the shows and made a ton of money. They got a lot of feedback and female exchange and we listen. It is still a work in progress.
?Q. How did you start production?
A. Initially we found a company in Salt Lake that sourced some materials but we have brought the production now inhouse. We have some large printers that do it. Then we add the adhesive etc. We have a finishing process that is somewhat secret. We are working on a lease for a place in Lehi where we can increase to 14-20k product per month.
?Q. Patents?
A. There isn’t any IP that we can get. Most of the materials are already classified. There are already some patents but there is no way to protect what we have.

In the Weeds – Steve Stauffer
I have never been an entrepreneur but I have seen a lot of startups. In 1999 I went to work in San Jose and worked with internet and software companies. I took one of the first companies public that raised $70 million and then they went bankrupt a year later. I was the senior manager on the Yahoo account when they were cool.
I have put somethings together to help the Financial people in your startup company:
Remember the metrics of Customer acquisition cost and customer
CAC Customer acquisition cost
CLV Customer lifetime value
Retention
Keep a bias towards change not status quo. Accountants don’t like change but small companies do. Don’t resist change. Your job is to advise the CEO as a CFO. The finance guy should be a coach and support the CEO
Any money you spend needs to increase value in the company. Also get great people by having incentives that don’t cost money but might cost time.
Never give a number without interpretation and color. 10% data 90% interpretation.
For 1 minute to prevent bad you need to spend 10 minutes doing something good.
Don’t just think about reducing expenses but making expenses more effective.
If you run IT use cloud-based solutions and let people choose their own equipment within reason.
Try to be as transparent and open as possible.

?Q How do you view the technology industry here in Utah versus when you were in CA?
A. I think software will continue to grow. We have seen a lot of new companies start up. We have seen companies in the area get investmnt and captial.

Announcements
The next LaunchUp will be a combined event with Startup Weekend:
saltlakecity.startupweekend.org Feb 2-4

In March our LaunchUp will begin our University tour at:
BYU Mar 1 6:30

PITCHES

LiftMedia
Politicit – Josh Light/ JohnJohnson
CityGro – Built pormgram for groups and organizationa dn individual for deals.

LiftMedia
iPHone app company in 2010. I thought about doing free versions of my apps. I set a bar too high for the ads. I didn’t want a crummy experience for my users. I didn’t want adverts for viagra and bikinis. So I wanted attractive ads. Mobile ads are so ugly.
These examples are so ugly! They are all over the place. We came up with this ad. This ad with a temple image and nice clean images work. So with lift media the users actually like the ads and it fits with the apps. Liftmedia is LDS apps and businesses. We are getting 3x the engagement of other mobile advertising. They hover around 0.5% and we are around 1.5%. Especially ads for mobile apps that do even better. The people are acting on them.
ASK
We want to reach out to Home Department and Gardening apps. Also for GPS and hiking. We also want to get in to other markets. Move in to Android
Children, Sporting and build a new server and Software Development Kit.
The LDS market is small and was good to start with but we need to expand to others. We started this in July and August of this year. We have got some advertisers who are paying some money but we want to make some more.

?Q. Who designs?
A. We do them usually midnight the night before. We sometimes redesign. Some of our advertisers give us assets.
?Q. What are you attributing the scale to?
A. Two things. 1) Design – 2) Fit the product with the niche. LDS Agents going to the right demographic.
?Q. Doing A/B testing of good looking versus ugly? What improves the click-thru?
A. We had this ad that I didn’t like and we put it in. But it had a 3% click thru. We are learning as we go. Sometimes we have to balance the aesthetics.
?Q. How is the pricing for mobile ad?
A. There are a couple of similar networks. There is one for the creative niche. The way we do is the tendency. We limit to 6 advertisers per month. They each get an equal percentage of the impressions. 2/CPM. We do not do CPA.
We like the tendency model. We are looking at improving the SDK in order to do that. I have twisted the option to fit on the phone but we don’t have conversions.
Advertisers are paying flat rate 3months ad revenue. We don’t ad until they pay us. We have been working on this pretty long but this is our fourth month with apps.
?Q. Build a new SDK may need to come off the list of like to do because you have to DO it.
?Q. LDS booksellers you said the market is billion dollar?
A. It is an interesting niche but it is a lot of small retailers. I believe in 80/20 rule. I can go to one company and charge them a lot of money and that is it. All the others as small companies just can’t get in to the payment.
What we have learned is that just like the advert has to be right for the user, then the product has to be purchasable from mobile. We haven’t seen a huge mobile market with LDS.

Politicit
Raise your hand if you like to watch sports live versus old. We want information now. Political polls are reflections of how people felt weeks ago. The problem is that they aren’t live. We provide realtime political polling based on what is happening now. If you look at the old world you looked at stats and samples – Stat 1.0. You have to use linear regression and other equations and it comes out late. Stat 2.0 world is where the CDC doesn’t need to find out disease via calling. They contact Google for whate diseases are being searched for now.
We have built out a neural network. We take all the information from old media and new media. We use genetic algorithms to determine what the polls are today. You have a one stop shop.
Right now I have to look at twenty different tabs and have to search. It is a pain. We have one place for all those inputs about the candidates. We built this like a month ago. This is our interface.
We look at InTrade fluctuations, Twitter, Facebook, YouTube etc. In the upper right we have the IT score which comes from our neural network. We will predict polls all the way down to Mayors. This is our interface of the one stop shop. We break out all the details on them.
Monetize:
Advertize
Politicit plus for more detail
Politicit politician to manage social media. They don’t know how to use it
Politicit consulting if things are going bad for them we can help them

We are working with UtahPolicy right now.
If we predict then people will pay attention
Iphone game in January to throw tomatoes at the White House, like “hope and change” or “end the fed.”
At our company we have real cool people who are different, video production and designers. It is great to work with. We want to take this across the world and provide this for Congressman and Senators and Mayors. What I want to see is something like this in Africa and Europe. There is too much interference right now from the wrong people. The internet is hard to control by governments.

?Q. You say you have a tool to analyze what is happening in network so do you have plugins for Hootsuite? Or do you plan on displacing?
A. We expect politicians will use something with us. We want to help the people who really don’t understand how to use this. They don’t have a social media expert.
?Q. Can we move things on the dashboard?
A. Yeah.
?Q. Is there a potential age bias on this thing?
A. We take input from campaign contributions and other inputs. Obviously we won’t get to the 80 plus. The IT score is forecasting the poll. The question is, how closely does the buzz fit? On November 6th we were ahead of the Newt curve.
?Q. Can you talk about your plans with consulting with politicians?
A. We are still exploring this area. For instance there were some that were sending out information in 1992 with flyers. We can actually do it today and break down the information today.
Another interesting factoid is that if you look at wikipedia then you will see what is the leading index. If you have a big surge there then you will see what is coming.
?Q. My question is which predictors are the most important?
A. Wikipedia is important. Fundraising is also. Twitter chatter as well. The followers, their fall off and growth. Michelle is in a free fall on Facebook.
?Q. Are you offering to help them overcome or help them along or what?
A. This just barely happened today. We have only been operating for the last month. We are on the intelligence side right now.
?Q. Have you thought about tracking legislation, they depend on letters from constitutents?
A. We are looking in to that . You will see more from what we are doing. We are talking with Utah Policy.
?Q. Have you met with politicians?
A. I met with one thus far and that is it. We are programming and not sleeping.

CityGro – Jon Parrish
I didn’t realize my wife was going to be here. Business owners want to send a guy to the street corner with a sign because location, inventory blowout, or no wait in line. This is a street sign that someone is holding and shaking. We are a social network between businesses and consumers.
We give consumers real-time deals and businesses can reach out to the consumers directly. We have 856 on our network now (businesses). If you like flowers rather than guns then sign up with that company.
We spoke with CEO Scott Anderson at Zion’s Bank and had a converstation, he said that people don’t know what products they have. So you “favorite” or follow your favorite store. Jamba Juice changed their deals on one rainy day and they had 200+ new members.
Utah State Housing gives out membership on our network to all their students so they can communicate with their students about campus activities.
Consumers get instant search and get everyday deals. No coupons.
Business owners love the real time use and changed their offering today/now. They have full control over what they offer.

?Q. Revenue?
A. We get B2B and B2C. Businesses for free. If they want analytics and text or top of list they pay more. Consumers pay like a Costco membership. Right now the University pays a site license. Then we have sponsors, like Dan’s grocery store.
?Q. I saw on the back of the new BYU?
A. The BYU trade was more than the cost of the membership.
?Q. Let’s say that you sign up a new business that I like?
A. You can set notify of businesses in area. We send a monthly email.
We started in Logan, BYU with Provo and we’ll be in St. George in January. We have a lot of businesses out of state.
?Q. Do you limit information out to individuals?
A. Businesses know that they will get unselected. We have “no flyzone” times. No sending after midnight etc.

?Q. ASK?
A. We are looking for postiive feedback.
We are looking for funding. We have 16,000 bought in to it. We just barely released iPhone and were too late. 25,000 initial investment and all the money goes back in to the company. We are going to continue to grow organically but want to grow quicker.

?Q. How many have actually paid?
A. Out of 16,000 that are members we have had around 2,000 that have paid for it like a fundraiser. The kids sells them a membership. The fee is annual.
?Q. Have you thought about digital shops and agencies?
A. It is hard to label. We want to provide a freemium model.
?Q. I would love to have notifications – not email or text but in the app?
A. We can do that now so we will sign you up today.

Amp Session – Jeremy Hanks

Defying gravity in 10 minutes. This is the perfect image. Entrepreneurs have to do the impossible. We have to do it every day.
FUD of 2008 (fear, uncertainty and doubt)
This is the worst economic downturn since the great depression. We have survived. FUD of 2011 is the same. The Economist magazine really has great art that shows depression. IBM has 425,000 employees and started in 1896 during the worst greed times. 1907 was the start of UPS. HP started in 1938 in deep recession. Hewlett and Packard. Disney started in 1923 by Disney who had declared bankruptcy earlier.
You have to ignore FUD.
Magnitude is important. Make sure that you know how big things really are smaller compared to other things. My phone does more work than the first Cray supercomputer. Magnitude equals opportunity.
7 tips
1) Luck is when preparation meets opportunity. You have to put yourself out there. There is a chance that you might get lucky.
2) Define your own success. Don’t just look at Techcrunch. You can do what you want
3a) Early momentum in startup is bad. The more momentum then the more energy it takes to move the object a different direction if you need to change.
3b) Raising money for the startup is the root of all evil since you get stuck in what you were doing.
4) Survival is what matters. Fail fast is garbage except for product innovation and learning.
5) Solutions do not find problems. You need to have a real and obvious problem.
6) No roadblocks there are only hurdles…you can move past them.
7) Success is largely a matter of who hangs on the longest. You have to stay in the game….but know when to quit. Don’t throw your friends or family whole farm on it. Sometimes you do have to be done and move on.

?Q. Tell about dropship?
A. Spinoff from DOBA. We are taking the IP that we have built over 9 years and we are taking 11 people and going to sell it to private retailers and suppliers. Let me know if you are interested, especially engineers.
?Q. At what point is a good point to get funded?
A. We never realized any huge money for building DOBA. What is wrong with what we did? I think what we did was successful being under $100 million company. You might put yourself on the wrong road. We failed on GearTrade fast because it took more time to develop. We didn’t have enough time because we hired too early. If you are a first time entrepreneur you have to show a lot of traction. I could do a few phone calls now but won’t.
?Q. Quickest ways to revenue?
A. Find another way to make revenue if you have to at the start. You Rob Peter to pay Paul so you can kill Peter. We did some sales to get DOBA built. The day DOBA started to work we gave every a 30 day notice. We were only making $300k / year. That is the day job. That is my advice. So, you have got to get other income that gets you the flexibility. I worked from 3pm – midnight at authorize.net so I could work on the business.

In The Weeds – Dr. Rachot Vacharathone
Runs some Urgent Care clinics in town. Wants to change the way ehlath care is sold.
We CAN fix the broken healthcare. The problems are 45 million people without insurance. Small companieds do not offer helath benejern. 1100/mth for family.
So more cost on the family. Employers are picking higher deductible plans. That makes a higher copay.
People in the country are becoming unhealthy – head cold -> pneumonia.
Hesitate in taking care of chronic issues until they become Emergencies.
After Hours Medical has 6 clinics. We have a gola of 15 clinics. We have a medical membership program.
Membership fees 30/moth per employee 100/month for family
5/visit all inclusive. 9am-9pm. 7 days per week.
Because monthly is so low and 5/vitis you don’t hesitate. You come to visit us.
When you pay 900/mth for 2000 deductible you won’t ever reach benefit.
Health insurance companies get lots o money.
Sore throat, cough, fever, phenumonia … 5/visit. The goal is for acess health care for you and your employees.
Let’s expand this model nationwide
Medical membership + High deductible for catastrophe. Move the money more directly to the doctors Use the insurance for unexpected loss.

Q? Locations?
A. 6 sites

Q? How do you decide what to treat?
A. The same as if you have insurance. We treat the same as if you have a plan. If we think you have a heat attack we will send you a hospital. We try a treatemnt and then escalate. We want to stay with Urgent care. We have moved to primary care. We are looking a an internist.

Q? Do you charge for additional tests?
A. We do everything and it is inclucded.

Q? Malpractice?
A. The same as we do with insured providers. If we don’t feel comfortable.
Q? A friend negotiated 5000, but I paid 12000 from insurance?
A. The cost is what the providers demand and hte insurance will pay. An OB/GHn makes a real amount of money.
We have a customer service department. We have over 200 small businesses?
Check out afterhoursmedical.com
?Q. How do you handle pre-existing condition and expensive drugs?
A. Drugs are different. We are just looking at insurance problem. The costs are not really that expensive. The raw cost is not that big. There are increasing number of vendors that war working on plans. Lipitor is now 4/month supply versus 8/pill.

Announcements
UVEF 12/8 12-1:30 Annual Awards
saltlakecity.startupweekend.org 2/2-2/4
3 days build a company and vote on which wins.
LaunchUp 1/5 Mountainland Applied Technology College

We are changing how our site works. Shout out to Tom Allen. We have been trying to support other LaunchUps in Las Vegas and we have figured out how to do it now.
In 2011 I had a goal of making LaunchUp become self funding and self directed. We should be okay if DOBA drops off now thanks to all the help we have gotten.
Thanks to Clark who is always the first here and last here and does it gratis.
Tom Allen with PressDev – web stuff.

PITCHES

Mobonics – Jenny Clawson
My partner Scott Lemon and I met at a LaunchUp event. There are lots of situations and reasons for being at a restaurant, ski resort or LaunchUp event where as a business owner you have no way of knowing what the customer is experiencing. If you order something then you get a receipt and they tell you to go to a website to get a sugar cookie for answering their survey you won’t do it. Most businesses redemption on these receipts is one percent or less.
I am logged in to mobonics.com and here are a list of questions I can ask my attendees. I can then pick the rewards I will give to the people that respond. I can then allow the person to forward the survey to a friend. While people are waiting they can text “survey” to the phone number. They receive a response with the survey.
Our Basic Plan lets companies do this basic survey and it is free. Our premium solution is for those who want to reach the customer AFTER they leave the restaurant. The technology is up and running and we presented at the Twilio conference and won. We were funded by 500 twilio startups.
ASK
If you have contacts with restaurants, stores or events we would love to see how we can partner on this. So text SURVEY to 801 701 2090. I have a treat for everyone who takes it and shows me the reward.

Q? What funding did you need to do this?
A. We didn’t need any. We self funded the development and are moving out with their funding. Right now we can talk about other funding options. We want to just sell the thing.
Q? How much market research?
A. One of the original partners spent some time doing research. He talked to them and then talked to us. We did not spend a huge amount of time but we have beta testing going on now. We have been surprised.
Q? Mindshare technologies?
A. We are competitors.
Q? What is the backend so what does the user and the business get?
A. This is the backend with the data that shows all the people who took the survey. You can even reach out to the specific customer that had a bad experience.
Q? Are you happy with the Twilio API?
A. I have really liked them. I don’t have any reason to move away from them. I have talked to others and I have been really happy with them. The API is a dream.
Q? As a user how do you introduce to your customers?
A. An email, on a card, or other marketing materials. With the browser based one we are about to create a QR Code as well.
Q? Consumer problem?
A. Some people want to find out about promotions and get specific information.
Q? How long did it take to build it?
A. We have iterated it now for about 6 months.
Q? I give my sales guys 15% commission. Do you have sales teams selling this?
A. Right now it is me and Scott. If you are interested let’s do something on a commission basis.

brainyacks.com – Matt Hoffman
How many of you know about convertible debt?
I am a lazy person with a short attention span. My goal is to find out why this idea stinks or what is good about it. This is not my first round on working with a company.
A crowd sourced learning website. Create a video of something you know or find something you want to learn about. This is a crowd sourcing learning opportunity.
There is a bit more to this about sharing and topics. If you don’t know what the terms are then we link the explanation of things together.
We have linked parts of the video with the concepts. If I introduce a new video like “prospecting”.
I built about 150 video programs with UofU. We have also sent some students out to get more videos. We are starting the process of assembling this library.
We have an ambition around curriculums. I was thinking about questions people would ask me and then I would answer the questions. I created a list of videos in to a curriculum. So if someone doesn’t know something or does know something that I send.
Wouldn’t it be nice if Jared could just email me a link to the videos he has created. Wouldn’t it be awesome if you had a library of videos when you get hired with a company. I work with a group called the Foundry and they talk about the same things over and over again. I can share a list of videos with people in the system and it goes in to their Queue.

?Q. Pricing do you pay to log in to advertising?
A. I have screwed around in the startup world enough to know that this is an educated guess. I believe corporations will pay for privacy. And they will pay for control.
You can use and steal/poach other peoples content. You can grab other peoples videos. So you can share existing YouTube videos that others have created.
?Q. Limited to video?
A. We have some textual descriptions.
?Q. I like how you can organize and I think that is good. I am familiar with Linda.com and khanacademy.com and it looks the same.
A. I helped start swarm builder. We did animated flash content and do A-B testing of what people learn and absorb. Anything after 8 minutes is rough. I have been learning about how people digest content.
People want content in small chunks so Khan validates this for us. he is trying to do K-12 education and is a dot org and is a huge inspiration.
?Q. I have my students access peer review information, do you have filtering?
A. We are creating a marketplace for teachers. We have ranks for teachers. There are some that are good and some that are crappy. We are looking for something like YouTube subscriptions or favorites.
?Q. What is the incentive to create a video?
A. Some people want to tell other people how to do things. No other incentive.
?Q. How do you make sure the content is really good quality, especially a lawyer friend?
A. Pay for content almost never works. This is really marketing and lead generation for the service providers.
?Q. How about the creation topic that I look up and one person is explaining against and another is for?
A. We don’t have an answer. There are sites that are doing good things. We plan on stealing that over time.
?Q. Can you request topics?
A. Good idea.
?Q. How about tracking back to where the video was before the user jumped?
A. We have it on the drawing board.
?Q. How are you doing bonding?
A. It is very hard. I have 3 super smart people working on this. One of the hardest parts is voice recognition. There are ways to speed this up. We only need to bond maybe 20 versions of each concept.

CupAds – Caleb
Matt Hoffman has helped tremendously with the Foundry. Coffee cup advertising on coffee cups. The amount of coffee – 110 adults drink coffee every morning. 25% are privately owned small white cups so approx. 10 million plain white cups.
We find an advertiser like Zagg, they pay us money, we print ads on cups and drop them to the small area stores. Advertising is 37 minutes to drink and then 6 people get to see the cups. Personal touch and they get the brand handed to them individually.
We have targeted demographics. You are co-branding with something that makes people happier. You are also right within the persons routine.
We have distributed 60,000 cups in CA, WA, UT, and OR. 130 distribution partners and 15,000 coffee shop leads in the US. 4 sales guys
ASK
We are looking for help and ideas on improving our sales training.

?Q. When you send the cups to the shops are they the same advertising everyday?
A. Depends on the advertiser. If they want to distribute out widely then they can.
?Q. Free cups?
A. Yeah, this is funded by the advertisers. The sleeve is built in to the cup. The printing is really nice.
?Q. Direct sales on website only?
A. We’ve been consulted by some smart people to build an ad network so that we don’t have to do the direct marketing.
?Q. Thought of working with cup manufacturers and splitting ad revenue?
A. Just distributors. Most of the manufactures don’t want to give up the branding.
?Q. What are you charging?
A. 20-30 cents/cup. We got 60 leads for one company. For Zagg it didn’t make as much sense since they are online electronic.
?Q. Sno-cone or others?
A. Pepsi and Coke own the space.
?Q. QR code?
A. We have a landing page.
?Q. Since you have 37 minutes have you thought about test marketing for the phones that can touch the cup?
A. Some phones don’t work.
?Q. Recyclable?
A. We are looking in to it. It is definitely more expensive.

Amp Session – Linda Muir
Westminster college loves entrepreneurs.
We are a private liberal arts college so we can do a lot of things.
Our students are not going to work for corporations for 25 years. MBA students (where we have our entrepreneurs). We are going to spread it to the undergrad in the future.
Some people would think that you go back to school to rise up the ladder in large companies. However we have many students who are going to start their own companies.
Thank you for coming. I never planned on being in Academia. I spent time in the corporate sector, then started my own business. It was the hardest thing of my life. But the key was independence and liberation and building equity in my own company. I am a recovering entrepreneur. I teach what not to do. We help develop skill sets to help be a better entrepreneur.
I want to tell you some tidbits from students that I have seen over and over.
This is one of the most important hings this evening. You are meeting people and it is not what you know but who you know. It is all about networking. You can’t believe what will lead where.
We did a networking event every month. We had a student that met at a monthly event and the investor put in one million dollars.
Always think money last. I chased money for 6 months versus sales. It was a good rejection lesson. Chase sales first and you get to own more of your business. When I ask new owners about their business and they haven’t been working the sales I tell them to work the sales more.
You have to be more innovative and creative. Partners are something you have to pay attention to. In your business get a partner but pay attention to it. It is always good in the beginning until the money gets tight.
Written contracts are golden. It always takes three times longer for revenue to come in. Some will say actually 5 times.
Be a market watchdog. Don’t just fall in love with your own idea. Be open-minded and look at the trends and what the market is doing. Opportunities come from the marketplace. I spent a lot of time working for Franklin Covey and we got too big and became the giant. We stopped watching the market.
My background is in marketing. You all have to be very good marketers. I have seen superior products fail. Skullcandy was a brilliant example of marketing.
Remember to ignore the nay sayers. If you have done your research and know what you have then move on. Your customers will tell you if you succeed or not.
We have a lecture in March and April for entrepreneurs for 7 weeks to tell their story. We open this to the public. I encourage you to come. We are looking for information I have a signup on the table.

?Q. You said to ignore the naysayers but when do we accept their feedback?
A. That is a very difficult decision. If there is not a market for it and consumers are not accepting then you know. You should get out your product in the prototype phase.
Time Westergen with Pandora. You have to make the call. He launched his business in 2000 and went through hell and back. He probably lost a lot of personal friendships. He invested his own money. Lawsuits and other things. In the case study we look at it as “Savage Beast” and most of the people say he should have given up. Through all of the sacrifice you can see where he is today.
It is not an easy decision. One might have to give up, but persistence is critical.
?Q. Where should I be networking strategically?
A. The best way is to follow the industry and find how to get them in to your team. Team is number one. Prepare and Plan as well. Business planning is in. There are a lot of good workshops you can attend.

In the Weeds – Chad Cannon
Pay per click
How many of you have used Googles paid search? How many think that you should use paid search?
So much of business takes place online. Paid search is a great way to get people to your site. I have worked with accounts that have $100/month. I have spent also > $200,000/month with some accounts. I will start with what is the most important thing and what I have seen as the biggest problems.
Some think keywords and ad copy are the key. I disagree since it is easy.
The hard part is structuring your campaign. If you don’t organize it well from the beginning it will not come out right.
Know your CPA – Cost per Action (acquisition, sale, lead, conversion etc). You need to know what your target is. You need to know that Conversion is. Google has provided you with tools that will help with this.
Go with a plan.
Know your networks. google.com, 2nd tier ask.com,
You can run google ads on your blog and you need to use the right display words and relevant content.
You should separate SEARCH campaigns from DISPLAY campaigns. Don’t just click on them all.
You can then determine which targeted campaign really worked and can invest in that.
Don’t worry about keywords. It is about Themes.
Consider separating out TRADEMARKS from generic word search campaigns.
?Q. Fairly new but is trademark company name required?
A. Yeah. BlueHouse skis should invest a separate campaign. It is a better link to the product.
?Q. Is the display ad ads with words next to it?
A. The ads you see in gmail are display type ads. Google parses your email and guesses at what ad to show.
?Q. How much money should you spend to get relevant decision making?
A. Once you are upside down 2 times ie. your target is $50/cpa and if you have spent $100 without conversion (2x) then decide no.
?Q. What do you recommend to do in order to keep up with this information?
A. Hire Chad. Google Ad Words has a blog and it is really pretty good. Dig around their blog. It is ever changing. Google Ad words help as well.
?Q. Google has lots of free credit coupons. $75 free etc. They will also let you one time call.
?Q. 150/day or 4500/mth. What is the bottom floor investment to start with?
A. It all depends on your business. If your CPA is $1.00 then 150.00 is a lot of units. I have worked with companies that have $50.00/click. It took forever to get help from Google. They didn’t call me until I was spending $75k/mth. Be smart up front though so plan.

PITCHES

Bloom Fire – Josh Little
I work at Bloomfire which is a movement that I started some years ago. I am a nooby to this area. What if you could clone your best employee? What would that be worth to your company? That is the problem that we are trying to solve.
How would you go about this? Behind every business problem is a learning problem. Sometimes missed deals, lost money or other things. Someone knows the answers. Behind these learning problems are also relationships.
There are people who have knowledge and those who don’t have knowledge. Those who have it don’t have a way to share or time to do it.
Those who need it can’t get in touch with them.
We have Social Learning Communities. Instead of a top-down learning model, this is a peer to peer model. The teacher, manager and professor can still share but it is also up to the learner.
Here is a Bloomfire community. You can learn from others, ask questions and get answers. You can follow a particular user, join a conversation about what Nancy was sharing in this video. You can check out her profile for the other things she has contributed. 6300 people served which could mean people or answers to questions.
Anyone in a community can ask a question. It goes out via mobile and email. In a few seconds people can come in and upload content or create content in Bloomfire. I can create a video with a screen recording tool as well. This is Just In Time learning for the people who can learn.
This is about the learner versus the top down approach. Managers can drill down on their activity. Activity equals ROI. If people are engaging then they are learning.
We charge $3 / user / month. Min 1000/account. Then we charge for White Label of our product for our customers $10,000.
Results
4 business models in months
Nailed 1
Located in Lehi (Nemo is our developer)
Baked product
30% Month Over Month growth
We believe What follows Why
ASK
Right capital partner
Perfecting the customer acquisition model – learning community
“Oh my heck” placement in the conversation

?Q. You talked about models. What did you nail?
A) Shiny things. 2 weeks after we launched we went to SXSW. We got kind of distracted and excited and got some good traction and built thousands of customers but they weren’t really the right margin.
Enterprise is a little easier to address with capital.
?Q. How do you address the guy that is in Sales and doesn’t know if they will get a good answer and how soon?
A) That will be dependent on your companies community. Within your organization you usually know who is trustworthy and the timing is the biggest concern. There is probably something we can do more with it.
?Q. Incentive to answer?
A) Nothing in a hokey game way. There is somewhat of a leader board. Again it boils down to culture since some companies are starting to measure these things now.
?Q. Finding the right partner? What was the concern?
A) Alignment on what the platform could be. I pitched Excel, Sand Hill road guys but I did not want to follow their “fast” rollout. I want us to look in to alignment on speed of growth and exit and looking to feel right. We are talking to a couple of groups lately that are good.
?Q. What are the universities doing?
A) Northwest is using it for Alumni group. Davenport is using for staff education. Tom Peterson entrepreneur is using it instead of blackboard. He is giving it to the students.

OrcaMD – Matt Berry
This was an accident. My dad is a surgeon and we were talking about the decreasing doctors and the increasing demands. He talks to his patients. I told him that tablets and mobile are the future of health care. We can create some answers and put them on the app store. It went to number one. We started getting email from around the world and US from medical students, patients and doctors who loved the app. I am presenting what we have done and where we are going.
This is a video with a rough beta of where we are going. Apple now has a vested interest in us. We have been working with their marketing team to get this right.
VIDEO
Treatment confusion in the market. Less doctors and more patients. The cost of the health care system amounts to about $238 billion / year. The question is not just how can we afford it, but how can we make it affordable around the world. The technology is being adopted. Orca can provide solutions that saves time and money.
Mobile health is changing the health experience. Doctors can prescribe apps. The apps help people learn about and find solutions to medical problems with beautiful anatomy and images. These apps are scalable.
All contributors are from schools right now. Specialist focus on the problems they know. We show the conditions and solutions based on best practices. A better informed patient will change the health care experience.
Health care systems have been owned by GE and Siemens for the last number of years. We have a real problem. Each of us has the problem or our family. We are looking to improve the health care outcome.
We have 15 applications for iOS. We have all of orthopedic, face, breast, cosmetic, eye, and heart. We have a whole set of plans for next year.
I will do a quick demo of our ENT (ears, nose, throat) app.
You can zoom in on the images. We can show the ear infection video animation.
Next year we will look at age related macular degeneration. We have 10 apps we are working on.

?Q. Most doctors want to get me out as soon as possible. But if I saw the diagrams I would ask questions.
A) But you would be prescribed an app to look at outside the office. Some of what our guys have done is that the patient gets a “prescription.”
?Q. I wish my wife had this. We have a baby that has a serious medical condition and then we just needed a decision tree and we couldn’t see the chart because the doctor didn’t have a decision option. We could have understood better something that we are deciding on now.
I don’t see a difference from giving this to medical students if they just had it clearly indexed like pages.
A) The doctor is now able to email the answer with beautiful images. What a doctor may refer to is WebMD which has more legal and less medical.
?Q. I can see usage of this for other fields in 3D modeling.
A) You can license the engine we have built for this. We have 3 artists.

NEXT)
Utility with the ENT app. When mom’s hearing aid goes out on Friday we want to help them re-calibrate remotely. Do some gamification with showing what I have done to myself based on 3 years of smoking and too overweight. Then see how it will impact the patient.

Clipmunk – Mark Walker
Print coupons don’t do a very good job but they are in our mailbox. I don’t want to manage the coupons. If you took every coupon worldwide you would be able to climb to the top of Mount Everest everyday for 10 years.
We built a platform where you can store all this in one place. On your mobile device you can see your coupon.
We take every coupon from every medium. This is a catalyst. This is on the iPhone and Android. This is a list of companies where I have saved my discounts.
You get a new coupon in the mail and you can take a picture of the QRCode and it will add to your account. On Arby’s you could send the phone number on their site and it will send to your phone.
4 ways: scan, online email, merchant sends to phone OR share with a friend.
We don’t change what happens at the POS (point of sale). We don’t want to have to change what they already doing. This is the equivalent of giving the print coupon.
The biggest weakness for the merchant is missing what happens between coupon clipping and buying. The company can pay us for the information.
The use of the app is free for everyone. The company pays for analytics.
Distributions to customers.
Comparison to competitors.
We are working with ValuePages the new coupon printer.
We are also working with JiffyLube, Pizza Pie Cafe etc…

ASK
Employees – motivation vs skill set
Those who are high value are high cost. Where is the happy medium for the technologists?
2 sided market – satisfying users and merchants: What is your methodology for resolving this?
Network – B2B, publishing, viral co-efficient and branding

?Q. First you cleared up my kitchen counter. I have never redeemed with my phone. Harmon’s might not take this? How about pictures?
A) Sometimes it is pretty normal and they usually say okay I’ll give it to you. You are our lead generation when you take pictures and send them. Bar codes have been scanned off my phone fine.
?Q. Expiration date?
A) We are working on notification for expiration and reminders.
?Q. You hear from those who really like and really don’t. Your money is made on the ones in the middle. Don’t pay too much attention to the noise.
A) Thanks.
We have some flyers, so come and get them to show you how it works.

AMP Session – Quint Randall
drumsontheband.com
joshuacreekriver.com – play with the band
Tips
1) when you make your hbby your living you lose your hobby. When you have a dream and then make it your day job, then it isn’t the same. It is a risk to do the same thing all day long.
2) Follow your vision and the money will follow. You can’t wait until you have money. You have to believe so much in yourself and what you are doing. You need to risk everything and then the money will follow.
Your wives are probably big mouths and talk a lot. My wife talks alot. We went in to talk to the bishop and she opens her mouth and talks about the magazine during an interview. After she goes in and then I go in and I walk out with a $50,000 line of credit and a business partner. You have to put your money where your mouth is. You have to put up your own thing and prove yourself.
3) Get a lawyer and get one early. $3,000 now can save $300,000 later. I am still dealing with a tradmark dispute from 10 years ago. And I just spent another $6,000 on this stupid problem again this year.
4) Eavesdropping is awesome. Great ideas come from eavesdropping. I like to listen to the next booth at restaurants. It must be like a game of hockey because the play develops away from the puck.
Things happen in the activity and static of life. I was talking to my wife about music at a movie theater and then I happen to meet John Pestana.
5) Consultants are bull. Every cent is a waste of money. Consultants are for the week hearted who fear to follow their own gut instinct.
6) Know when to give up and move on to the next thing. We have a passion and vision for somethings. Sometimes we are so emotionally attached that we don’t know how to give up and move on to the next thing. The next thing has an opportunity to be exponientially more successsful because of your experience.
7) Emotional payoffs are just as valuable as the monetary payoffs. I was looking at one of my orders on drums onthedemand. My hero now uses my drum “loops” in the background and I get to talk with him on the phone now. I got a call from a guy and he ended out being the music director for my favorite show “Modern Family.” He uses our product.
The biggest high is seeing some total stranger wearing your t-shirt or using your product.
My 9 year old daughter is the only kid at home now. My son now asks “what’s an entremanure?”
9) Embrace your ADHD or your differences. Realize your strengths. I am good at starting things but am not a very good finisher. I wish I had known when to bring the right person on who had the different capabilities. You may not have the abilities but can get someone who does.
4 businesses
3 magazines
2 software companies

?Q. First person?
A) I don’t lose interest in 3 months. I should bring someone on after 1 year. We have done 25 drum volumes and I am moving on to new products but I am not good at long term management.
?Q. What if I am a consultant?
A) Consultants are usually too little too late.
?Q. Entrepreneur but professor?
A) It drives me nuts. I get in to yelling matches at school. I just got my PHD for the fun of it. I got a call from BYU and I like to stay involved on the side. The Artists Way I read and I want to live a slightly slower life style for the long term. Being a professor is kid of bogus in some ways.

In The Weeds – Brian Ford
My father was an entrepreneur. I have never had benefits or a regular paycheck from a company where taxes are withheld. It is exciting to be among entrepreneurs.
We lost an icon called Steve Jobs. He created one of the strongest brands now. He has been compared to the Thomas Edison, Walt Disney and Henry Ford for of our time. You can’t overstate what he did. Of all the things he has been touted for but one of his greatest unsung attribute is his ability to sell.
I don’t know how many of you have seen his clips or in person. He is a master at giving the right amount of passion and visual aids to make us want to purchase his product. That is the lost art of sales.
I was at another event a while ago and there was a gentleman there that I respect and he is very intelligent. He said he is not good at sales. I told him to be careful in that self talk.
Some of the best CEOs are good at sales. As entrepreneurs you have to sell your product / service AND you have to sell people on what you are doing. You have to continually sell your vision. You have to be able to sell to those who have capital as well. We don’t talk about sales a lot. One of my favorite hats is sales guy.
I should get in to the nitty gritty of the sales. 8 pillars is my company. We help large companies engage their employees in financial education. I am in the B2B space. When it came to sales I needed to prove that this could be sold. After I proved it, I mastered it. I was selling more intuitively initially. If I wanted to take my company to the next level I needed to create a way to train and manage my new sales process and agents.
The first step in the process is lead generation. The goal of that step is to get a first appointment. We have a list of things and handouts during the first appointment. We then have a goal of proposal, then close business.
Because we documented the process we can train and duplicate it. We don’t have to manage the people because we know what we need to do to accomplish the first step. It is important that when you develop your process you have some detail. But you also need to be able to step back and realize that you need the process to move sales forward.
We have trained a couple of thousand employees at Clyde Companies, Ultradent, and Chamber of Commerce. After 5 weeks in our program their employees increase savings and reduce their debt. Ultimately we are making their lives better and saving marriages.
This is not a thing that I normally speak on since I prefer to talk about finance. In our companies we love being the founder and idea guy. Unless you are a decent sales guy not a lot of people will know about you. We don’t always talk about this.

?Q. When you were developed the process, how did you prioritize the contact techniques?
A. Lead generation is our first step with a goal to get an appointment. We measure where all our leads are coming from and seeing which one leads the most first appointments.
We have a seminar educational event 10/21 at Sundance. It is a non-sales approach. VP of HR at Vivint is speaking for us. We then get to show that we are the best.
Decision makers are invited to one of our training sessions. That is also very good because they can see what we do.
?Q. Pretty normal steps. Are you suggesting we need to get more details for our own companies?
A) I am suggesting that if you don’t have a process then get one and if you haven’t documented it then document it. Without that you won’t grow as fast as you could.

ANNOUNCEMENTS
UVEF “Nail it then Scale it”
Samll Business TEchnology Tour
LU 24 WestMinster College 11/3 at 6:30 pm

PITCHES

ForeUp – Joel
Tee times are perishable inventory. So, $475 million Tee times in untapped potential revenue is a huge opportunity for us.
We wanted to build a Priceline for Golf but there is no global Tee time network. Priceline uses Sabre so we are building the Sabre for golf.
The Tee sheet software is out of date – paper and pencil. They are using decade old technology as well and not SaaS. Less than 7% booked online.
We wanted to become SalesForce for Golf and we will give it away for free. SalesForce for golf meant we saw top 25 companies. The number one leader in technology is this thing as the number one leader in the industry.
We are working with 16 golf courses to build a quick drag and drop system. We are going to become the number one Tee sheet software.
We have significant adoption. We will start with ForeUp as TeeSheet and become the Sabre core system then Priceline
We are focusing on the 30% of golf courses that are using paper and pencil. We are also going after all their systems.
We make money based on green fees. If someone books through our system then we will have a revenue share of 10%. And the golfer will be given a discount.

ASK
1 Networking (twitter, facebook)
2 Fundraising
3 Sales

?Q. 200 courses are piloting in the next 60 days. Where are the courses generally?
A. 2 out of state using it right now.
?Q. What is the biggest barrier to get in the door at the golf course?
A. We have contracts with 4 courses but to get with them we usually speak with the club pro. We are talking to the wrong person. Golf managers leave at 2:00 pm usually.
?Q. Do you find the owner skeptical?
A. We have gotten a lot of excitement. We just finished some more development a couple of hours ago. Everything is online like a Gmail account.
?Q. What is your system for reconciling Tee Time with Pro Shop Point of Sale?
A. We have a reconciliation at reservation time.
?Q. Do they have technology to run your system?
A. It depends on the state. In Alabama they all use pencil and paper and don’t have a network. we have definitely failed a few times and are simplifying. It is more a location based problem. There is about $10-15k Setup fee for our competitors so we are a win.
?Q. Would your solution run on an iPad? If so then you can just get them an iPad contract?
AND
My suggestion is to give the iPad away.
Have you talked with Groups that own more than one golf course?
80% of the golf courses are owned by or associated with 5-10 companies?
A. The iPad was one of our ideas but the courses want to tie in to a POS.
?Q. When you first start how do you keep the course updating the data?
A. The system is a reservation system, so we are feeding in to it and they are able to do their reservations online through our system as well.

TaleSpring – Jason Izatt
We are a self publishing service for interactive books. You can create your book online and have it published in the iStore and make money.
You can choose graphics and drag and drop within timelines and can preview. We have published 15 books in the last 3 months. One from England and Turkey. We have signed up Hi-tech High.
We are moving to a new vertical of multimedia – scrapbooking. The scrapbooker can make their book and publish it so that we can make money. We have partnered with Digital Scrapbook Memories. We will be on KSL at 11:00 am. I am told my segment will be in the middle of the show.
The opportunity in 2009 was 1.6 billion. Right now they spend on average $150.00/year in supplies. A lot of our competitors are helping them move to online creation and hard copy. We will publish digitally. Mostly they are photo slide shows. With us you get audio, video and effects.
Free to signup and create books and up to 10 MB of storage. You then pay $10/month when you want 2GB.

ASK
- Introduction to partner companies – warm introductions to the other scrapbooking companies
- Like on Facebook and follow on Twitter

?Q. Is it only children’s books?
A. Its not novels as far as full text style. We have different genres. One has created instructional text books.
?Q. When people publish where is that?
A. Books publish through TaleSpring channel and Apple keeps 30%, we get 20% and they get 50%. We have a model where they can control cash flow.
?Q. With scrapbooking 3 million users how are you going to get to all the users with advertising?
A. Before we spend on that we will work with our partner companies. Digital Scrapbook Memories wants to push ours.
?Q. Proprietary reader? Can I send it to my grandma?
A. We are exploring the CD avenue and we would load a reader on to the CD with the book. You could do a printed copy.
?Q. You are reaching out to moms. My mom she is not savvy. Do you have tutorials to make it easier to get to them?
A. We are putting that together. We have 1 that is okay. There is a wide range of computer experience.
?Q. Can you easily edit after publishing?
A. Once published it is not editable. We create a new copy and they can do that at half price to the app store.
?Q. Can an author make a jib-jab template?
A. The system isn’t quite to that point. It is the kind of thing that we could contract on the side. We are looking in to dropping real kids photos in to the book.
?Q. Is this competing with blogging since my sister does?
A. It seems complementary. We are working with a lady on the east coast who is telling us to make our content shareable on blogs.

Inbounding – Dan Fellars
This is a new platform allowing marketers to innovate their marketing. I was with a Healthcare publishing company and I built a variety of websites to help the company grow its inbound content. We then had to convert the traffic that created leads. We had a number of sites and content creators who helped and I implemented this strategy with great return.
After our first, we had to implement this across a number of verticals of Family Practice, Pediatrics etc… 20 others.
So the solution is to provide a place that manages all this.
Integrate, Automate and Elevate marketing.
Our customers are:
Content Publishers – Event Expresso
We are building an app to help him manage his marketing.
We are also helping a Dental marketer who is managing SEO via a third party. Our model is Open Source and a commercial enterprise license.
ASK
- Founding sponsor companies who help fund use cases
- Developers

?Q. Why the price model like Magento?
A. The success will come from developers building on top of it. The majority of them are open source. In order to build the community.
?Q. Which flavor of open source?
A. Non-viral. We are working with the founding companies and trying to automate what they are doing. So we do not have the release yet. Leaning towards non-viral.
?Q. With this model you have two different markets. Developers and companies?
A. We are hoping there are some that fit in both categories. We are going to build out some initial apps. In order for it to really go you have to combine both.

Amp Session
Daniel Blake – CEO EcoScraps
Our company is 16 months old and still new. We love PR. We were on the cover of Inc. in May, Business Week in June, cover on Forbes in August. There will be a program on PBS narrated by Donald Trump next month. All this PR is not due to product but we know how to tell stories.
Everybody loves a story. 2 years ago I was at Magleby’s Fresh and I saw the food being thrown away. There are so few things that you pay for people to take away from you. How about if you had a product where people would pay you to take way the food. We throw out 300 million tons a day on food. $450 billion/year paid in disposing of our food.
As part of our story telling, we talk a lot about our failures. We take the food waste from produce companies and Walmart and we compost it and sell ti back to them 3 weeks later. They then sell it to their consumers.
With that we have taken the story to others. We talk about our failures. We came up with a compost that would kill plants in 48 hours. They like to see us try, fail and do things again. We have a very young and dynamic personality.
When we told our story Walmart was sold on the concept and wanted to work out the logistics. The same thing happened with Costco. What we are good at and what we do. People love startups.
Not everyone wants to BE a startup but they want to be near them. In our 16 month history we have been very bootstrapped. We are willing to tell our story. What we are good at and what we are bad at and where we need help.

Questions
?Q. With composting food, smell is an issue. Salts and oils and things. PR is a big question too?
A. Odors. Yeah, it was a huge issue and we got in a lot of trouble because of it. We have developed processes that other facilities are using to reduce their odors. I spent 4 months of visits with Salt Lake County Health Department. But now outside of 50 feet you don’t smell anything.
With Chinese food composting we were killing plants. We are the most selective in our composting. 90% fruits and vegetables. We have strict requirements.
We get all our PR and sales by telling people our story. We are going to conferences and people loved our Panda Express story. In the Bay Area we were laughing about it at a conference with a writer. And he got us on the cover of the magazine. You can tell your story better than anyone else.
Most PR firms that we found are good at promoting products. but they don’t make you human. If you don’t have a personality then its missing.

?Q. First customer?
A. Costco was a customer. Made a cold call to VP of Sustainability. He really liked the idea. We started a pilot at the Orem Costco. As soon as we got to Inc. then we were able to get in to everyone else.
A lot of companies didn’t want mistakes so they didn’t join. As soon as Costco was on board they were guilted in to it.
?Q. Employees then and now?
A. Me and two other people. To run the company we have 14 employees. During spring and fall we have 20-30 sales reps to help.
?Q. All their trash?
A. We require them to segregate all their waste.
?Q. Plans for expansion. Not going to ship around the country?
A. We are working with other composting facilities. We take only 3 weeks to compost which is better than anywhere else in the country.
?Q. Examples of feature articles?
A. Just getting to know people. Seeing what they were interested in. Inc magazine was the first piece. Discovery channel called us. We called Business Week. We look at the themes of the magazine and then call up the editors and try to get an introduction. We think we align with what they want to talk about.

In The Weeds
Scott Lemon – President Human Extensions
This last year we did clean up jobs for a lot of startups. We have been looking at what has happened all the time.
I started in tech a long time ago. I have no beef with MS, Linux or Mac. It is important that as a business person you pay attention to your tech team. There is no one language that is better than other languages. You have to think about whether you can hire someone later. The long term maintenance costs are a reality.
For MS and the .Net environment they are good.
Use Frameworks and Open Source. You need to use what has already been built. If they thought it was cool to build their version, that won’t pay off for you making their own.
If someone keeps whining about IE then I would fire them. You can get rid of them. It is not worth your time to ignore your customers who use IE.
Consider these Project requirements:
*Roles: Super Admin/Admin, Staff, Clients, Users
*User Stories – short descriptions of the roles and what they do
You have to remember that the Admins exist. They have to create content and do administration.
What are your staff going to do? You don’t want them messing up the system.
*Administration drill down:
how are users created, how does support provide support
*Analytics:
measure success, real-time dashboards – charts, numbers, or something, daily email reports
You may not even have a business if you don’t measure
*Source code control
versioning and control, free solutions, monitor progress through sync & diff
*Automated deployment
limit developer access to servers, need to be able to rollback with scripts
*Multiple servers
can be the same box, at least two (development, production)
*Backup and Disaster recovery
backup data, test backups, perform full site recovery

ANNOUNCEMENTS
Explorer.io contest for a camelback. Given away to recent hike and distance.
Utah Business Book club – look for on Facebook
Event for marriedtoanentrepreneur.com 9/8/2011 @ 730pm at The Chocolate
Social Commerce Exchange 9/8 at 5:30-9:00 pm at Miller Campus.
ProductCamp www.pcamputah.org 9/20/2011 sponsored by http://utahpma.com
API Hack Day 9/24 at Neumont University 9am-7pm

LaunchUp Vegas 9/14. You are all welcome to come. They have 150 people registered. They have convinced Zappos to be their sponsor. They won’t be streaming because they don’t have Clark.
BatemanIP is a new sponsor “Midnight Oil”
C7 Data Centers has come on as a Founding Member with DOBA

LaunchUp has officially filed for 501c3 status

PITCHES

Champion Village – David Romero
I’d like to start by talking about what is going on right now with kids. Our children have a lot of physical problems. 25% get 0 activity. 50% get low activity. 90% of schools have no extra curricular physical programs. This is an epidemic of inactivity.
Gaming has proven an effective to engage kids. 90% of kids participate in online games. We have spent a lot of time playing these games. We combine game mechanics and social interaction that gets kids to engage in offline activity.
“Kyle” is an 11 year old early adopter. He has been using the site for a few weeks now. When he logs in he sees his news feed of his friends. He gets to see where he ranks amongst these same friends. Kyle will now feel driven to make decisions. He earns badges for things like a healthy diet.
He has had some fruits and vegetables and didn’t have a soda. He is going to have a banana and get rewarded for it online. He has a chance to see what point values the activities have.
We encourage parents participate. They are required to check him off. Mom can manage her kids accounts from one page. She can confirm his recent activities and can create personal incentives for him.
Kyle can then log on to our virtual store and use his points.
We make money using subscriptions. Freemium model. Then $5.95/mth for premium access to compete for real world prizes. Also new portions of the site. They can also see more analytics.
28% of parents said they would pay $8/month for parent access.
37 million kids. A TAM of $2.6 billion.
Schools also have programs. The universities are trying to connect and can partner with us to be seen by kids on a daily basis. We can leverage the brand names of the schools as well as their athletes. They give us a lot of free stuff to events and posters. We can use these as incentives to get the kids to convert to paid memberships.
We launched a beta in July. We have a few 100 users. We have formed relationships with BYU, UofU and on the phone with Gators.
ASK
Someone strong in marketing and sales to work with elementary and university schools.
Frontend developer
HTML, CSS, Javascript, HTML5
Backend developer
MVC, PHP, Mysql
?Q. Competition?
A. No one online right now. Indirect is other online gaming sites. Other offline are sports. 200 private beta users.
?Q. Points?
A. Pending until parents confirm.
?Q. What are the kids doing that drives them to get on?
A. We pull from Club Penguin the incentives and rewards. We see they are coming back happily right now. We have a leader board. We are planning on doing more social and interactive points with their avatar.
The one thing we don’t use is a virtual world to keep them there for hours.
?Q. My kids like getting tickets and buying army guys and stuff. If I can drive them to do other activities and get something in the mail that would be great.
A. That would be for the premium membership.
?Q. Are you using this to track fitness level?
A. Monthly assessment they get rewarded to do. Height, growth. Times on mile etc. We are trying to track that and some of it is base level information and more on premium.
?Q. What is your target demo for age, sex and family income?
A. Age range appears to be 8-12. They seem to enjoy it as low as 6. Demographic is male more than girls. Lower to middle income family. A lot of the families that struggle with these issues don’t have a lot income. We are working on partnerships to make that possible.
?Q/Idea. Teacher approval as well.
?Q. COPPA regulation
A. Working with a company called Trustee who helps with that.
?Q. Game Mechanics
A. Through iActionable and they are awesome with their API.

fuzeNetwork – Dave Wilkes
We have learned a lot about Neumont tonight. I have been married for 25 years and been an entrepreneur since I was 6.
We transact Cash for Utility bills. We are targeting the cash based customer.
I started ProPay and Phil Skaggs, a good friends for a number of years, and I have started this company. We started in 2009 led by VSpring Capital with 1.2 million. We now have 20 employees. We also were backed by Metamorphic Ventures.
One lesson is that it is a lot easier to raise $3 million versus $1.2 million.
We innovate tech to transfer money via cash. 80 Million people deal just in cash. 6% of all bills are paid in cash, in person. 1 in 4 people in the US are unbanked. They have prepaid cards and the audience is growing.
MoneyGram, WesternUnion and CheckFree are servicing them right now.
AceCash Express is using us now as their backend.
Our products Where2Pay, Where2Load card, and Swipe2Pay. Swipe2Pay can make a cash payment to the card.
FuzeFlow (platform) allows the sending and receiving of the payment.
Go to fuzenetwork.com
(no ASK?)

?Q. How do you make money?
A. Fee for sending and paying. Our business model is a payment for every payment.
?Q. What percent is immigrant and do they have home internet?
A. 8% access account online. Some of these people are paying their phone before their groceries.
?Q. New round of fundraising?
A. Raising about 6 million for a Series A.
?Q. Is mobile payment going to hit your market?
A. The product we have built allows you to walk in and make a cash payment. Whether you use phone, card or number it doesn’t matter. Mobile payments top vendor right now is Starbucks. These payments will become more productive.
?Q. Regulation and audits?
A. There are a variety of PCI, SAAS and Personal information security we have to go through.

Explorer.io – John McCoy
We are one of the 10 Boomstartup companies. We are arming the outdoor industry with a social platform for companies. This grew out of my love for exploring and marketing. The point to marketing is to drive revenue. You need to send the right message, to the right person, at the right time.
Jake is passionate about the outdoors. He loves to camp, hike and fly fish. He wants better information from the web. There are websites and forums and he is all over the net. But it is like trying to find a needle in a haystack. The government websites are always out of date as well.
Jake can login to explorer.io from his phone. He can see who is out doing things. He can find others like him. Those who are passionate about outdoor activities. He can then follow some of them.
He can also hit his “nearby” button and see what is around him where he is at. He can post pictures and update. We have talked to a number of companies who are in the outdoor sphere and we can help them reach their customer.
We are working with the CMO at Sportsman Warehouse. Jake is sharing information with our platform which is seen by Karen from Sportsman Warehouse. She can now see her customer and better target the audience at the right place at the right time. She can time her campaigns more precisely. She can now work based on WHO Jake is, not just WHAT. She can match the product to the person specifically.
We are licensing our solution so that Karen can use this data and skin it for her website. This is a $45 billion industry. They will pay for the analytics.
?Q. At outdoor retailer today?
A. Yes. We had some great conversations.
?Q. Competitors?
A. Apps are out there. There are also forums. We believe ours is engaging and unique enough.
?Q. Using .io? It also looks like Dot10
A. Dot Com was way too expensive. We own OutdoorExplorer.net. We are talking about the domain.
?Q. Favorite hike in Utah?
A. Check it out on the website. We are building a community.
?Q. Social marketing versus company marketing?
A. The system will do both. You can tag products. People in the outdoors are really excited about some brands. I love Gerber and people will be able to tag that information and make recommendations.
?Q. How are you populating your recommendations?
A. Ask George in the Corner dive.
ASK
We have a beta site and need bugs to be found.
We want feedback. We are going to hold a drawing for a backpack. Login to the site. Post some places and reviews and we will give this away at the next LaunchUp.

Amp Session
Anna Stehrenberger, Founder MarriedToAnEntrepreneur.com.
You can only predict how your entrepreneur is feeling like the weather. 3 days out and 50% right.
There are lots of entrepreneurs out there now. Anyone who is a graduate student. Unemployed people.
It’s like waiting for a rebate, my return is always 6-8 weeks away. I married an entrepreneur and have learned very quickly some new things. I met him in college. I helped him screen print t-shirts for his company in his apartment. We have been married 8 years. I have learned some of the fine print.
He has great ideas and and is charismatic. I thought it could translate in to a good job and insurance and some vacation days. What started as t-shirts has gotten us to 3 different states, 2 kids and multiple startups. We have had some successes and some struggles.
About 50% in the room are married. 70% of entrepreneurs are married in the US. 90% of businesses fail in the first 5 years and 50% of first years end in divorce. Your spouse has a lot of influence on how you conduct and live in your business.
Whether you ask your spouse or close friend about startups or not, you will learn about it fast. My husband had friends and family who supported him but where was the spouse? I want you to get excited about entrepreneurial marriage.
Our site, marriedtoanentrepreneur.com. I blog about what has happened. We interview lots of people. We are planning on interveiwing 100 spouses in 100 days.
There are spouses who have nothing to do with it and some that are Copreneurs. When you talk to the entrepreneur they’ll talk about their website or product and their deals. Their spouses would like them to work somewhere other than the living room and say, “It would take a miracle to get the website working.”
We are asking questions like, were they are raised in a startup family. If you want to know how an entrepreneur is doing, ask the spouse. I believe that spouses play a vital role in fostering, inspiring and the ultimate success of the entrepreneur. “Would you do it again?” 100% have said, Yes.
Amidst all the hardships there are a lot of inspiring things as well.
This is a quick take home for you to your spouse. The biggest cause of failure of companies is undercapitalization. It is the same in marriages. So you need to increase the Emotional Capital of your spouse.
*You should Enter your Spouse’s Universe every once in a while.
*Give your spouse a seat at the table. Let them discuss it. No matter the final decision, they should at least be heard.
*Take Inventory and Acknowledge. Recognize they are staying at home with the kids or are helping support you financially.
I have been a fairly involved spouse. In some cases, I have wanted to invest more and he wanted out and vice versa in other cases.
I really love all the things I have learned. There is risk involved. I could have been more prepared. Cheers to the next million dollar idea and to the wives who stand beside them.
?Q. Were you able to gain a sense of married versus unmarried?
A. I haven’t. Others have done the studies and found that being married is better for the success of the company. It is actually a very good balance.
?Q. What effect does it have to marriage when spouse works in the business.
A. It takes a lot more work. There is a difference when you both work on it. When it is both of you working on the same idea there is sometimes more tension.
?Q. I am not married, so what should I look for in a future spouse?
A. Have they been exposed to it before. What is their risk tolerance. Being different though is a complement. You should find someone that wants to help you.

In the Weeds
Dave Stevenson, Founder, Stevenson Software.
A round of applause for all our wives and those watching. I have 40+ apps on the App store. Some months it pays the mortgage and other months my wife cries.
There are hundreds of millions of devices. Apple rolls 350k iOS devices every day. Over 425k apps. 250k Android apps.
Some people tell me, “I have the next Angry Birds idea.” Angry Birds cost over $500,000.00. The rate you pay for development is very expensive.
In the app store you can make money with:
Free and advertisement
In app buys
Buy the download
This is my Recipe for Developing Apps:
3 cups of programming
1 cup idea
2 cups design
1 tbsp pricing
2 tsp Social
1 cup Secret Sauce
—–
3 cups of programming
On the Apple platform, 99 annual fee, individual
1 cup idea
Market research, customers, pivoting, know limitations of the platform, be better not just unique
2 cups design
Don’t throw in the kitchen sink, simplicity is critical, Rule of 44, Don’t let your programmer do the Design
1 tbsp pricing
Aple takes 30% cut. It takes a lot of app sales to make a living on net 0.32.
2 tsp Social
Everyone loves to share. Make it easy, Leaderboards, email, Facebook and Twitter sharing
1 cup Secret Sauce
Get featured by Apple. You have got to make it a good app. Period!
FINAL
It’s not a gold-mine anymore. This takes work. Angry Bird’s was
Rovio’s 52nd game! Until the Apple feature they were not close.
?Q. Build app versus XCode or Website?
A. I have some personal feelings on this. You are missing out on distribution if you don’t take advantage of the app channel. Also, a native app performs better and has better abilities.
?Q. Any thoughts on the marketing channel?
A. I have had my apps profiled on NY TImes and Parenting magazine. It doesn’t make a difference. Facebook ads don’t make much for me either. Marketing is a tough thing because you can spend so much and not get anything. It will be scucessful if it is shared.
?Q. Favorite Apps?
A. Words with friends. I like Twitter app.

Announcements
New website!

September 14 new LaunchUp in Las Vegas.

Thanks to Josh Steimle and MWI who is our first Sponsor after DOBA.

Clark Winegar is an exmaple of someone who has spent hundreds of hours with out compensation.
UVEF Annual Event 8/11 at Thanksgiving Point – 12-1:30pm

Social Commerce Exchange being put on by WhiteHall Ventures 8/11 5:30-9:00pm

www.pcamputah.org
Product Camp to atalk about better products. This is put on by Utah Product management Association utahpma.com

Help iActionable win this SalesForce competition by clicking on this link and following the directions.
We want to really do well on this competition. Please help us out.

Next LaunchUp #22 is at UVU 9/1 6:30 pm

PITCHES

VuTherapy Joseph Morton
We are leading the way for online video therapy. Here is a quick video clip. 1/4 of people in the US suffer from a mental illness at some time of their life. 2/3 of them do not get treatment. There are over 400,000 searches on Google for therapy.
We provide a platform for online secure video therapy. Providers and clients can meet through our system. We give the provider some online tools to help.
On our home page we have people take a quick assessment so we can find the right provider. After they take the assessment we have an overview of disorder and give them suggestions. We give them different providers they can match up with.
We also have tools for the providers that pay a monthly fee. They can come here and find the right person for them. The provider can handle up to 6 frames at a time. We have talked to over 100 therapists. They have a hard time getting non-verbal cues, so we have made it possible with our video technology to be able to see that.
We have a whiteboard that we provide to the therapist as well as a document sharing window. They can see the responses and documents at the same time.
Brigham Arce is our CEO. He has started two companies.
Joseph Morton has a background in finance.
Here are some quotes from 2 members of our advisory board. We have talked to the therapists and they are interested in trying this out. The president of a national association spoke with us during our presentation here. He wants to be on the Board and help push this forward. He is helping us and it’s going awesome.
We help the client and provider meet together. We provide self-help and other diagnosis. We take a cut from every match that we make.
ASK
Mental health industry referrals
?Q. Providers pay monthly?
A. We are still working on it and will tier $100-$200/month
?Q. Mental health is very complex. How can you use technology to do that versus just lead generation?
A. We are not trying to solve the clients problems but we are trying to hook them up. What we have found is that people don’t act and we are trying to provide them a way to at least start. Or get more information.
We want to provide information.
?Q. Liability issues?
A. There is always liability. We are working closely for HIPAA compliance.
?Q. Process to vet or approve therapists?
A. We make them give us their license number and we verify.
?Q. Research shows it is not training and field of therapy, it’s whether there is a genuine connection. Do you have a mechanism within the platform that validates the match? And an after measure of satisfaction? And insurance reimbursement?
A. That is why we do the assessment so that we can lead them to the right person. We are looking in to personality testing for best match for what they are going to accept right now.
We can’t do a star rating. Therapists can’t ethically remove those marks.
?Q. Sales model?
There are a few different markets. States and other agencies. Our mental health – Greg Otis (National Councilors Association) we are going to go through their channels. It is tricky when you are trying to go thru different channels.
?Q. Great validation from providers and associations. How about patients?
A. It is hard to find the user, so we are relying on primary research about inhibitors. A professor at BYU is going to do some direct research for us. We don’t have the direct feedback yet.

Jumbas – Colton Hicks
Thanks for coming. I dedicate this to Robb Kunz who doesn’t believe we can do this.
Daily deals sites are popping up everywhere. There are too many sites and too many lists. We take all the sites and filter down to what the user wants. So a user says I want concerts and food.
We then send an email to them.
We are also creating a marketplace where you can sell your deal to others. If you have missed something then you can buy from someone else. So someone wants to post their Groupon from me.
We will keep this safe so that people can’t sell bad deals. Sellers get kicked out of the marketplace. Stubhub has been a big success.
Our sample webpage shows the deals in Salt Lake. There are a ton of deal websites. We think this is exciting because we are going to get people at cheaper deal.
Groupon pays $30/user. We have offline marketing tactics. We will talk to our users in the real world and drive them to our website. We can get a new user for 50 cents. We will create more engaging ability.
The revenue is simple. Our users buy on our site and we have an affiliate relationship with the websites and a slice.
ASK
We want to get from you users.
We want to know how you have gotten masses of people.
We want to build a war chest on how you have gotten to grow.
Also we need to improve FB presence. Want to see what you have done.

?Q. On the road, can I sign up and see what is in Austin and FL in a future time frame?
A. Set the cities and preferences. You can check DC versus Salt Lake. You can have multiple cities.

?Q. What is to stop Groupon from taking this idea and blowing you out?
A. They will when they acquire us. There are other sites that are doing this. I suppose they could do this except they would have to aggregate from other companies.
?Q. Groupon is an anchor store but they just shut down an affiliate. Does this look stable enough to be able to count on?
A. The major providers are trying to catch up. We are in 15 different affiliate programs. GroupOn and living social are special. We have not heard about shutdowns here in the US.
?Q. Your market segment is an aggregator and what makes this different?
A. The main thing is combining all the deals in to one place. All the daily deals can be marketplace sold. We also want to build in a Mint style application that will show you what you have bought in the past. With that kind of product we hope their will be interest.
?Q. You guys are here in SLC. Are you seeding multiple cities?
A. Most of these sites are nationwide. We have 35 cities right now. We plan on going by city.
?Q. My wife tends to do these things and we are trying to use things that she makes us use before expiring?
A. We should maybe provide and email reminder to allow you to post as reminders to use up the things you have bought.
?Q/Idea. To promo Facebook, if you can get a deal with one of these providers, if you can get a free deal a week for each of these locations. Just like my wife if there is a free one she might get she will go there. You can hit all the major cities and use 5 each?
?Q. What do you do when someone sells. Do they get money in pocket or on your site?
A. Paypal.

Get on and sign up tonight and give us feedback. We are stepping out of alpha.

Event Expresso – Seth Shoultes
Event registration. Some use EventBrite. We have taken WordPress with a plugin that has a customized registration system. We charge 89.95 for the plugin. They can run their own even registration.
We have over 1400 paying customers and 20% have repurchased our services. We have a ticketing add-on that they can print and scan with iPhone app. March revenue was $23,000 with 15% growth.
Potential market is 37,000 event plug in users.
We also have a Hosted solution with our plug in for running an EventBrite type service. We will charge a flat fee and we are about 40% less expensive than the leaders.
We are going to move people from hosting to a customized hosting solution. When they outgrow that solution and move to their own we can transfer that data.
Event market is around $350 million/year.
WordPress adoption is around 30,000 users daily. There are over 40 million users now. We allow small businesses to grow easily.
EventBrite made $250 million in sales in 2010.
Our hosted solutions will be high listed in Google. we are on the first page. We are advertising at Wordcamps. We are sponsoring the WordCamp in San Francisco.
EventBrite, CVent, RegOnline are the competitors and we beat them on WordPress. They are too expensive to get started and too hard to administer.

?Q. Do you have a discount for people here?
A. 30%
?Q. Do you have a channel sales incentive?
Thanks. Hotels, reception centers, and other event organizers.
?Q. Event aggregators?
We just got a call about that today. We are on WordPress and have a free version. We have over 25,000 downloads of that. We are about 60-70% conversion on our hosting.
?Q. Team?
Myself and my partner Garth Boyle. We have 4 developers around the world. I have two support techs. One is on the east coast and one here. Garth is mostly in charge of sales and marketing. I am in charge of development and managing team. I have done it all.
?Q. ASK?
Suggestions on how to market better and help us grow the business.
?Q. One site or multi-site license?
We have a single site support license. GPL. Our developer site costs $500.00. We have the ticketing service that is an add-on. We have shopping cart add-ons. We have multiple payment gateways. We have a payment gateway we are working on for Australia.
We are looking at providing a seating chart as well for venues.
?Q. What are you currently doing to market?
A. WordPress and our website. We don’t do anything else.
Maybe need to modify Facebook or Twitter page. Our Facebook hasn’t been updated in a while. We haven’t looked in to hiring someone on social yet. We have around $30,000 for marketing.

Phil Windley – Kynetx
Created platform, Imall to faciliatat eht commerce. Imall was a shaping strategy that sold for $500 million. Kynetx is a shaping strategy. It allows lots of consumers to interact.
A shaping strategy means you have multiple sets of customers.
It is harder to get funded.
You can look for someone elses shaping strategy that you can develop in. Read “Innovation Engine”, the book.

?Q. Some grew the tech in to a platform. Is that more common?
A. I wouldn’t be so sure that they started off without a vision of platform. Shaping strategies sometimes grow out. Imall started out as deals of the day. It was like the 1994 version of Overstock. But then it grew out.
Sometimes you have to start with making money. Enough that you can keep your seat at the table. You need some kind of product to create revenue.
?Q. The other example is Amazon and Ebay. Amazon started with books then built a platform. Ebay started with platform?
A. They are now both and make money from that. They both had ways to make money from the start.

In the Weeds
Protoven – Tyler Bye
Managing scope. I am doing two startups right now. There are 5 of us with a few developers. All the streaming media apps for Disney. We also are working on paying back streams on diferent platforms. You only have to create your content once and then we play it back.
Hindsight is 20×20. Here is my experience and where I have gone because of it. We got a call from Fox saying “Could you help us integrate” so they wanted to roll out our technology. We added a a person to the team and the customer’s Punch List grew because of a 20 member committee. The list was huge with lots of man hours. We had just one guy that was the Fox guy. He liked to stay up late and then we added more people, even the Chief Architect and we started to bend to their every whim.
Fox needed more resources and we needed more to handle what we couldn’t do. Then the customer demanded us to jump in and fix everything. Innovation stopped for us for some time. We didn’t have any more resources to take on more clients. We couldn’t pay all our bills with one client.
Some of the requests were legitimate road map matches. We felt like we were on the right path. They were paying us to do what we needed to do. It wasn’t until later that I could re-look at it.
80 / 20 rule of scope creep. 20% of requests from customers that are 80% of revenue. Those requests must also be usable by 80% of the customer base. That helped me move things to crucial on the customer list. “We hear you” so it goes on the list, but we control the output expectation.
We have seen this with other companies. “We are not announcing any new products at this time.” This is something that Apple says. I talked to them and they told me this and the conversation would end. Fox wanted us to do that with Apple as well. Apple dropped off the line as Fox would be denied in asking for something that we knew they would say no to. With our customers I allow myself to give the same answer.
At UpLink we
Release early and often.
A core set of features that is FINISHED
I help provide
Provide documentation
Dev kits, tools and examples
Quickstart
Ideal early customer
Know the domain
Hurt by competitor
Provide great feedback
Pays their bills

?Q. How do you manage two startups?
A. The second grew out of the first. We started with technology and went for patent. Now we have assigned the technology in to that one. The current company is consulting and paying some bills.
?Q. What is your suggestion when you have an out of hand customer and need to address that?
A. The customer is always right, sort of. We are putting our foot down this time around. We talk earlier. We talk about being straightforward. “We have big customers that represent this revenue, so we can’t do that. Here are some recommendations of people that can help you do that.”
We are very busy on the core set of features, so we have to say no.
?Q. Programming languages trend?
A. I am a huge python guy. My partner is the author of the Python Bible. A lot of our systems are Django based. We talk to the cloud and leverage it. We don’t want to own infrastructure. The IOS Objective C we do because we have to. We have PyPhone that we are creating which you can guess what it does.

Thought Jeff Moss
I think the three companies tonight are outstanding and I have been out in the Bay Area seeing other companies. I would stack them against these and Utah would come out ahead.

Announcements
New site!

LaunchUp wants additional sponsors.

whitehallventures.com – we are a holding company and have lots of businesses that need social. We are having a Social Commerce Exchange at Miller Campus 8/1/2011 5:30-9:00pm
We will be doing this every 4 weeks – 2nd Thursday every month.

Promo:
C7 4 years ago we were 4 employees. We have invested $7.5 million in infrastructure. Twitter, Answers and Seagate use us. We love what you are doing. We want to sponsor and be a part of this. We like the engineering and you are our ideal customers and we want to be your partner. C7 has grown with you guys.

OERGlue – Joel Duffin
1 hold all your meeting on the biking trail
2 talk to customers early
3 grant fund your startup
Justin Ball CTO been working on this for about 10 years. We have been working with customers through failure and successes.
Online learning, remixed
@oerglue
We allow you to do the same thing, remix the good things.
Our customers and companies have lots of training resources that they have produced.
We allow them to use and mash up the content. We have improved search technologies. We integrate with everyones websites that are best practice already.
We have a browser extension that allows our users to create a learning experience using existing web pages.
The widget framework is very extensive and we allow you to drag and drop items from all kinds of pages.
We let people reduce the cost of creating a course and reuse content.
If the content is updated then it gets updated in the course.

ASK
Follow on twitter and request a beta code if you are interested.

?Q. Does this work on any browser and OS?
A. Its all written in Javascript with JQuery. In Chrome and plan to port to FF and IE. We are looking at other extensions.
?Q. What happens if source site changes in a bad way?
A. The persistence problem is solved with our premium priced model to keep the information around.
?Q. Why not CMS?
A. This is an approach to using the copyright materials in place. If there is some material that exists you can use it.
Ease of authoring versus copy and paste.
?Q. Training do you offer for the product?
A. It depends. We have a single page mashup example. Our initial reaction is that it is simple enough. We may need some demo videos.
?Q. Why training as a market?
A. We are from online education and open education. There are a lot of resources available. But corporate training is something that has a need.
?Q. Specific verticals that you can resonate with the most?
A. We haven’t identified many. HR, Policies etc in corporate. No specific ones. License certification possibly.
?Q. Once the tool is used to create a course how about testing?
A. Analytics will be provided to show how these are used. We are working with Instructure to do some grading elements.
?Q. Is training a sunk cost since they have spent so much and so they won’t spend on you?
A. For those companies that are creating new training we think we can fit.

FindPROZ – Tyler Pack
1 don’t be afraid to share
2 customer delivery is key
3 you have to network. more names helps success
Web based services to help private instructors.
How do you connect someone who wants to learn guitar with a teacher?
Customer: Athletic, music, sports, education, hobbyist instructors
We need an education marketplace.
In April we launched beta findproz.com
100+ daily visitors
75 registered instructors
8% conversion rate
First revenue from students now
REVENUE
Instructor advertise for Free. First 3 students are free. Each after that is $2.00/student information. We don’t facilitate contracts. We charge for contacts.

ASK
Most cost efficient method to get instructors and students. We need one to get the other.
How do we get users to use all the tools? Instructors will only use half of what we offer.
How do we keep instructors coming back? Once they set up they don’t come back to update schedule.

?Q. You need a lot of users to do this?
A. Right we need 1 million instructors for 4 million users. We are working with the Music Associations.
?Q. Have you considered focusing on certain instructors?
A. We have looked at that. Our target focus has been geographic in this area and music and tutoring.
?Q. How are you going to get penetration vs local music store or other websites?
A. Piano lessons alone there are 210,000 lookups / month on Google. People are looking for them. That is the drive that we have.
?Q. Ratings tools?
A. We do have a Star Rating and review system. The student can see whether it is a quality instructor.
?Q. Once your teachers are over scheduled, then what?
A. We have looked at a couple of ways. Music the students last a few years. Tutoring is a few lessons. Skiing is even shorter sometimes. It is up to the instructor right now to say full.
?Q. Integrated with Facebook?
A. We don’t want to change the process. Most people ask their neighbors who they would recommend. We would like to integrate Facebook with ratings and reviews done by your friends. We are working on it.
?Q. Feedback from Instructors?
A. We have lists that we are calling. We have an email list that we listen to.
ASK
Senior .Net developer for equity and some $

iPad enclosures – Scott Paul
1 it is a lonely road
2 your spouse will endure hardship
3 don’t look at your personal bank account
August of 2010 we started. In January we incorporated. We made a box that goes around the iPad and then you can put it anywhere.
My sample story – I am headed to New York and land and get in Taxi and there is the iPad kiosk. Everywhere you go there is an iPad kiosk that you see at the building, conference, restaurant, museum exhibits.
ASK
Once we get a sale we don’t know how to build and ship this scale as fast as they are asking.
We own the web space for iPad Kiosk but we don’t have the back end operations to support our contracts.

?Q. Other tablets?
A. Armor active is a new brand we are working on HP touchpad. We are looking at mobile. Caterpillar wants to put one on every machine.
?Q. Patents?
A. We are working on Readers and other extensions on it that we will patent. We are making a dropbox for hotels when people drop off the kiosks.
?Q. Did Apple threaten yet?
A. They are a big partner. They are liking how much we are helping them to sell. 60,000+ units that the will sell. 8,000 taxis.
?Q. Pricing like?
A. Our common full metal jacket 200.00. There is room to go up.
?Q. Production now?
A. Minnesota, Salt Lake and next China. iPad 2 hurt us because it tripled out SKUs. I am not an operations guy. I am a sales guy.
There is money to buy. We are looking for more funding situations.
?Q. B2B really good, how about the home?
A. I am trying to avoid that space since there are too many companies there. We have some home automation companies that are using our stuff. Our aluminum one might go out, but we are B2B focused.
?Q. Orders?
A. Our biggest was St. Jude medical. 35-40. We are now pending with thousands. Utah State is looking at one. We are doing Beta tests where they are doing 20-30. Once they like it we want to deliver the best and the fastest.

Amp Session
Alex Lawrence – Vice Provost at Weber State, USTAR director
My presentation is based on this whiteboard of numbers.
**Bad numbers on left
27 months $0 paycheck
2 in-laws that wish I was a doctor
100+ approx bad ideas
140 most amount of hours worked in one week (7×20 hour days … 11 times)
6 People who have sworn they will hate me forever
500+ I have heard the word “No” (investors, customers, bankers etc)
180 nights of worry (didn’t sleep 1night/mth/15years)
**Good numbers
8 Exits for a profit
0 Number of family events missed (you work half days 12 hours before noon or after; you set the schedule)
0 Number of birthdays missed
0 Never sued or been sued (Entrepreneur magazine has threatened to sue me as of today)
1 Only one wife; if you have the right one then it is awesome
15 Really good friends that hate their jobs; I have never hated my job

?Q. Favorite company you have worked on?
A. Lendio is one of the coolest that I have been a part of. They are going to do good things. I am glad to have a small piece of it.
?Q. Businesses started did you have capital or ground up?
A. I was never given anything. I had to raise everything. Sell to customers, build some revenue, some borrowing sometimes.
?Q. Best financial suggestion. Something that really made the difference?
A. There is not just one. Finding the right partners. Get to know people who work hard and you trust.

In the Weeds
Brigham Tomco – CEO, Zylun
Almost 500 employees in the Phillipines. Do I outsource?
I own 3 companies right now. I have someone else running the other 2. I have had some good companies. Some highs and lows. I love being here. There are a lot of different factors and models for outsourcing.
Goals
1) What are you trying to build
Manpower
Capital
Growth rates
2) What benefits to you want from outsourcing?
Cost savings
Scalability
Increased productivity
3) DIY
At home offshore employee
Elance, O-Desk
Build your own offshore office
4) Hybrid
You manage workd product
Outsource recruiting HR IT
5) Traditional
Project based
Business function
6) People
Expertise
Buy In
On site presence vs remote
7) Process
Training
Reporting
Documentation
Communication
Metrics
Commitment level
Time
Financial
Resources
Management
9) Work Product
Project vs Long-term
Core business function
Control
10) Financial comparison
all-in (complete analysis) cost of current operations vs outsourcing

?Q. Specific startup company scenario could you recommend is good for outsourcing?
A. A lot of it has to do with vetting the outsourcing group. You might try some design. We frequently outsource onshore projects like design and you can try that.
I would be leery of outsourcing the key elements unless you can really manage well. New businesses are very ambiguous because they may not be clear. That is hard to send somewhere else.
?Q. Examples of management time costs?
A. Depends. My cost to have 1st world infrastructure in a 3rd world country is big.
If you are doing an update vs a new build it costs less or more.

Announcements
@2000
Rob Brazil – founding member at Overstock.com. Has raised a lot of money. He is now an advisor for Singularity Institute and would like to share an announcement.
THis is a network gathering of top scientists and technologist. Peter Thiel will come and talk about his 20 under 20.
singularitysummitslc.com
6/4 9am-5pm $100.00 but we will grant free for you.

June 9 at Noahs UVEF gathering
UVEF Top 25 Under 5 extended to June 14 deadline. Companies under 5 years old

UtahForums.org – put together by Scott Lemon. Bringing creative and tech people together. A community resource.

#UTlunch tomorrow 11-1pm

LaunchUp events in Las Vegas – Stewart
Met with Zappos who is ready to help sponsor us. The ecosystem is a lot younger. Looking for September.

LU20 7/7 at C7 data center 14944 Pony Express Rd. Bluffdale

PITCHES

Elearning brothers – Andrew Siveli
Before talking about the product or service I will tell a story. We have a classroom trainer who has materials that are offline. Then Bob decides to PDF his documents and puts it on the Intranet. Then Bob adds some buttons and and font changes. He then found Rapid Elearning Development tools which allows him to create even more bad products.
My background is training and my brother is a designer and we make your elearning look awesome. We have templates and interactions that Bob can now put in to his toolbox. We don’t want to do custom development.
VIDEO
Assets like maps, dials, stock photos, skins, Flash games, “progress running tracks”. 75 different layouts. If something doesn’t look good then we don’t think it is good.
We host as well as output SWF files for others to roll out whereh tey want. Long list of companies (ING, Chase, Marriortt etc)
ASK
Elearing is every where. We are two brothers with one more brother and we work from out of our basements. We only need one or two other people. We are small and want to be noticed. Everyone of the companies need this and we want to get noticed.

?Q. How did you generate sales so far?
A. Online site. Blogging and social media. We do 3-4 elearning conferences per year. DevCon is a great one that we will be at. We are online and have wonderful rankings for our keywords. No outbound sales team.
?Q. Is this plug and play or will you get with trainers?
A. They get the source files, so they buy those from us. We build the assets for them and sell them.
?Q. Generate more revenue due to someone doing it. I would want someone to do the custom development?
A. We decided not to do it.
?Q. Just files?
Collection of templates and assets. We also have elearninginteraction.com where they can create and kick out a flash file.
?Q. Would you work with other development shops. Long term partnerships?
A. We know a lot of the shops. I give them a project and I guild templates that we develop in house. If we get just swamped we have outsourced a bit with just the volume.

Gypsy Modular – Clark Davis
I have been a college student and I have lugged my desk around. I wanted to create a simple desk that was easy to move. I have a furniture line that is made of modular components. We have a connector system here that I can demo.
Here is a stool that we have fit together. Here is a chair with hooks and boards. It’s like a set of legos that you can piece together however you like. Right now we are primarily kid sized things. We want to expand in to the more mature market of entertainment systems etc.
ASK
Distribution channels and manufacture
kickstarter.com project
Recommend to friends and family
We will be on the Daily Herald this week
Ideas

?Q. Patent?
A. I have 2 provisionals and some have expressed interest in licensing.
?Q. Uniqueness?
I have found other systems but they don’t use friction and hooks.
?Q. What do you lack?
Sales or business and distribution.
?Q. Friction/twisting will warp over time?
A. I haven’t done the exhaustive testing because it could be a concern.
?Q. As a student I will buy things small for moves etc. but what about the price?
A. Some of that makes sense we will try and bring costs down.
?Q. Other materials?
A. I have thought about plastics and plywood is also possible. There is a green movement now though.
?Q. Military?
A. Most branches focus just on families that have to move all the time.
?Q/Idea. Millwork companies getting spare parts and excess for free. You don’t need large raw materials.
?Q. What do you need funding wise?
A. 35,000 could get us rolling enough
Q? Have you talked to other companies?
A. I have done the research and met with one company.

PROBLEM PITCH
Two people who see a problem for 1 minute each and 2 suggestions.
**Underutilized human capital you could teach others what you know. How do you convince people to entrepreneurs?
–Bribery with the right incentive (badge, level up)
–Google / YouTube does it. I get paid for my video that I set up on YouTube.
**In interior design it is all paper, fax and paper and I fill up binders. The customer wanted to receive a fax and the don’t use email. I got an email that wanted me to sign a contract and I couldn’t sign it. I had to email, print, sign and manually fax.
–Couple of Ipad apps to sign digitally.
–Docusign, Silanis, ContractVal do some of this
**Big problem biz guys and sales guys together with technical guys?
–Learn to code
–Pay someone in India
–I am a tech guy that has a bunch of ideas. But the biz guy who can’t sell me. Sometimes they want to offer equity but I was in a place where I needed to get paid. They have to be a believer and you need to offer good equity. Keep them involved in the company.

BoomStartup
Jeremy Hanks-Boomstartup was just ranked as one of the top 15 incubators in the country. I am excited to be one of their mentors.
Robb Kunz – Thank you. BTJD, Grant Thronton, Kimball, Craig.
Thank you all for applying as well. We are going to make 2 announcements. In order to run these programs we have to raise funds and get providers and mentors. I have been out raising funds. I am just like you with fundraising. It takes $250,000 to run and we oversubscribed and are ready for 2012 even. John Richards had to go out of state.
Jon Bradshaw and Andy White to come up.
We were down to the final wire after we selected the top ten. VentureBeat announced 50 minutes ago.
Andrew White – In alphabetical order
*Champion Village – Revolutionize fitness for kids with on online game platform. We just met with ASD today and they will be using the program this summer. If you have kids you can sign up on our site.
*CircleFive.me – The easiest way is to explain is foursquare in reverse. Your plumber, salesmen and pest control guys that come to you can get reviews and referrals. They can also get some intelligence to help them out.
*Explorer.io – John McCoy
The adventurers first stop and last stop. We are working with local companies and outdoorsman. The hunter planning his trip and family as well. Research plot, explore drag and share. Check in during the trip to show where they are.
*faceta.gs – Rob Johnson
You have all seen these tags and we want to improve the one2one relationship. You can associate facial recognition with the business tag.
*GolfCompete
A solutions for golf providers. We let you get the cheaper price and fill up their T times.
*Jumbas – I co-founded and there are over 500 daily deals sites. We consolidate those so that you don’t have to subscribe to all of them. We have one email to send. We will also help all the ones that have lost business to Groupon to come and have direct access.
*oerglue
We mash up the web for learning. We come from academia where teachers are trying to use resources of the web. We allow the teacher to just use what is on the web and allow you to embed and modify the page to teach with.
*Promokube
We are a promotion analytics company. We start out in the coupon plate. The redemption is less than 1.7%. We use scan technology to allow people to redeem the coupons.
*FindProz
Connecting professional private instructors and students. Music teachers, athletic trainers and hobbyists. We have a number of customers that are already on this site.
*VuTherapy
Online platform for mental health. We allow patients to talk with their therapists online. We are excited to be with BoomStartup and are launching our site this weekend.

August 19 Investor Day

Amp Session
Jay Bean Founder and CEO at Orange Soda
I founded a couple of companies and Orange Soda I founded four years ago. A couple of things I want to talk about is:
Change. As we are thinking of new ideas we start to think about how we can help other people and cause change. I haven’t created a Google or Groupon (should have taken 6 bill) but to see what you can do to change people lives is what I like. A couple of years ago we were struggling with some things at OrangeSoda.
There are lots of good books about business but there is no way to really simply say exactly what each company needs. You have to pass your own hurdles and find out what things are about.
Dave Needleman came to our company a while ago to talk with a few of us. The airline industry is a 100 year old industry. He believed he could change the industry. Adding some inches of legroom wasn’t going to do it. Airlines tried happy or funny, but he really changed the industry.
When they started a Brazilian airline there was an established system. Dave took and built an airline that has transformed the bus system now. He now has planes flying for the same price but lots less time there in Brazil.
Here in Utah we have a lot of labor pool and lots of entrepreneurs. We see a lot of good things out of Utah. Almost all of you are involved in technology startups. We have no greater opportunities than now.
A number of years back I started “Aha” and it was just a search engine. 15-20 years ago I had servers in the triad center and I needed all the cooling for my hard drive space. But now the world has changed. We have to change with it. Sometimes we have to quit our day job.
Our wife may not be happy with the time we spend. Sometimes we have to sacrifice. If there were a book out there with the ideas then everyone would be an entrepreneur. But they are not.
Every company is started by someone who wants to change something. Every business we pass as you drive around, every one was started by someone that took a risk to do something better. We have to start within our ourselves. Not everyone will quit their day job. You have to have desire. As we do that we have to pick the right people. You are not going to get along with all the people you are with. In my history I have about 20-25 people who have worked with me for the last 11 years.
I have also employed others that didn’t work out. If we are looking down the road and make sure we are going the right way and looking for opportunities. If we do these things we will be successful. I encourage my own employees to jump out there and get started. That is why the world is great, because someone takes a risk.
?Q. Roadblocks?
A. When you come to a roadblock, keep going. Aha had 9 lives. There was a “fire day” when we fired all of our employees and many of them returned the following Tuesday to keep going at it. You have to have a good vision and push that in to others. Get your spouse excited about it. Get the employees excited.

In the Weeds
John Boyd – J Curve Sales (he has a lot of sales experience and wrote a book about sales)
I have been involved with technology start ups for 20 years. I want to focus on one concept today. At the end I hope that you can internalize what I have to say. We shouldn’t just believe, but try.
I had a friend with a drinking problem. He found a group of people that were able to help him stop drinking. They told him that he had control over his behavior and habit. He decided to stop.
He had a business that was pretty dependent on the economy and when the economy fell, his company fell. I told him that the most important thing was making direct contacts. Some talk about using a network and partnering. But talking about our network doesn’t make a network. There is a flaw.
Our networks are finite and are not going to get us there. My friend called me a while ago. He talked to his group that helped him stop drinking and he actually believed and internalized the issue. He started calling directly to the guys that he wanted interviews with. He just needed to pick up the phone and make the call.
Another quick example is that I coach baseball. And the first game was a lot of butterflies for me and I love it. I was doing some pitches with my son because he wants to be pitcher. He only threw a couple of strikes when we practiced. He got sad. I told him to just do 100 pitches. I then said 10 strikes or 100 pitches. At about 53 pitches he started getting a 3 streak. He then broke through at the 60 plus pitches. At 10 in a row he wanted to pitch some more. He also realized that he needed to do more of it just to keep getting better.
I have made about 200,000 outbound B2B phone calls. I have never been disappointed with my calls. I have always gotten there within 100. Make the calls to the investor, VC, channel partner, perspective customer. Make the call and if you are in the middle of developing the product and get some feedback. I have been involved in a lot of startups and the market didn’t want what we had made. Get on the phone before the product is done.
If you want complete and total control over your startup the only way to do that is to take matters in to your own hands. Make the direct contact. I can guarantee you that you won’t be disappointed. I have been doing this as an outsource company and it works great.
?Q. No disappointments in 200,000 calls?
A. It almost doesn’t matter what the guy or lady says. It doesn’t matter. It’s not because you are bad it’s because you are not talking to the right person about the right thing. You need to test the market before you get the product done. Statistically in the long run I make 50 calls and make 2 discover and 1 will go in to the sales cycle. It’s not just smiling and dialing because you have to realize that you are like fly fishing you do the right things and you work everything perfectly. If your trout doesn’t bite you don’t get rejected you don’t give up you keep trying a different time of day, presentation, placement.
Value is dictated by the market. We only have business value if someone wants it. We need to figure out what its value is to the person.
?Q. Email, direct and other?
A. An email is excellent and is a direct contact. A call is a direct contact. Physical face to face is great. I went to a meeting with a client and they had a party and I met 5 more people. I wouldn’t just knock on doors because you want to be efficient.
?Q. How do you turn no to value for you?
A. If they say no don’t worry about it. A No is sometimes refreshing. You need to filter on your sales cycle. If you can get a little more time ask “Do you care about it?” or “What is the fit?” If they give you feedback you win. Don’t just assume you know the reason why they turned you down. Some of them say that they like a green button in the middle of the screen … Each of them can give you great value. It takes courage to get the feedback so you should get to it as fast as you can.

You have to make contact!

Announcements
Norm Wright – UVU
uvu.edu/businesswithchina
Reaching out to the business community. Trying to be here and listen to you. We have heard that you want to do do business with China. We are offering 5/12 conference at UVU. We will have Chinese Council VP there and they represent 250,000 businesses from China. We are finalizing confirmation of visa for some significant groups in China.
Manny Menendez from Honolulu will be with us too.
Call if you have a hard time registering. 8am – 1pm breakfast and lunch included.

Junto Partners training for entrepreneurs
June 2 – TBD on location

PITCHES

DeclareMedia Josh Steinley
I am a different entrepreneur. There are the stories that you hear from startup guys and then yours doesn’t go the same. I’m the guy that has been an entrepreneur for 10 years and has not been successful.
I started in 1999 and won a business plan competition at BYU. In 2003 I sold my design company to a NASDAQ firm. For half the time I didn’t get paid and lost $40,000 at the sale.
My next business is built and running because I am living above a garage with 10 employees. I was employee 23 at MyComputer and left when they offered me stock options and became Omniture. I am looking at those people with money and think that I did it all wrong. I have gained a great amount of education. If I don’t repeat my mistakes, then I will win. You can come talk to me and find out all the wrong things.
DeclareMedia is a side company under MWI, my parent company. We have a lot of small niche directories for professionals in different areas. Each directory has its own URL and website. We have 160 different business categories. Our directory comes up on SEO for Utah Web Design. The companies pay us money to get top listing. We provide unique URLs and that is what makes us different.
We sell to SEO professionals, small business owners direct and their consultants.
We bring the sites more traffic and the SMB doesn’t have to hire a firm. We depend on Google. Our directories rank VERY high. We focus on geography and service category. We buy keyword targets. I have over 4000 domains with GoDaddy. We have an SEO friendly template and unique content.
—
Minimal costs – domain name, hosting and time. $8/year
Revenue – $20/month basic
With the math we want to have
50,000 categories
3 listings / category
12 year * 20
Last month we made around $5000 total and $500/month

?Q. What will happen if you lose search?
A. We depend on Google but I finally got the right search elements so it works on others.
?Q. Do you provide metrics?
A. They get stats from us. We are building more stuff in to it.
?Q. What’s the ASK?
A. Do you have a checkbook?

CloudHarmony – Jason Read
Cloud computing benchmarking. Clouds allow companies to save because they only pay for what they use. They can then focus on their business. Large businesses are doing this.
There are a ton of providers and their virtualization is increasing. However, they don’t have similar metrics for charging based on performance. You don’t have a way to compare.
We provide an unbiased source of benchmarking analysis for comparison. We are transparent with our methods. We leverage industry standards. We publish our data on our blog.
We have been at this for 18 months. We are completely bootstrapped and are profitable. Our website covers 34 providers. We have benchmarked 235 configurations. We are the only ones doing this.
We are partners with Interop and other providers.
We have a great following on Twitter and have been presenting at conferences. We have very low overhead and generate revenue on reporting and consulting.
DEMO
We allow you to run 5 reports / day for free. Charge for others.
We manage 100 different providers and track outages and report on them.
Challenges
1 Getting past marketing departments that skew our data
2 More marketable data
3 Limited resources
4 !! Looking for developer
5 !! Business dev

?Q. How did you get all this tech?
A. We chose industry standard benchmarks and are storing them together. That is our real source.
?Q. How did you get the providers to work with you?
A. As we got more attention they started coming to us. They are setting us up free accounts.
?Q. Money?
A. Reports and consulting. We have one report that we publish monthly. Mostly consulting right now.
?Q. Which provider do you use?
A. We are spread across all the sites and we load balance across them . We are now on 50 servers.
?Q. Business development suggestions? It seems like you are in the right place.
A. Right
?Q. Do consumers come as well as business?
A. Consulting with companies. CloudSco had us compare their private to the public cloud so they could sell that. We have minor affiliate links.
?Q. Since you had to work with all the vendors have you figured out how to tweak to get the most of their services?
A. We haven’t done that. We have only done basic performance comparison.
!Q. IDEA – Build the forum for people to interact and discuss more openly.

Needle – Morgan Lynch
About 18 months ago my brother invited me to do a triathlon. He is 8 years younger than me and does it a lot. I started with Google to find my super suit secret weapon. I spent 6-8 hours trying to find this. I know that there are 20-30 guys who could tell me the right answer NOW.
Some of us want to look for a camera, tv, equipment or other things and want to find the right ones. We search and only get to call centers. This is so absurd that we now have a TV show for this “Outsourced.”
A retail store can size you up and explain what is right for you. We are adding this to our website. SkullCandy is a paying site. Someone gets to SkullCandy and interacts directly with Christian on the site. We help build the conversation.
There are only about 10 websites that provide real time product knowledge. You need analytics, social and reviews. You also need to get the right people. The right people are in the cloud and are willing to work at any time but anywhere. You need to have games. We give these people points so they can buy more products using points.
This is a huge call center market
We have 1.5M funding; 3 live clients; We have the right infrastructure and people.
ASK Hire
Case Studies
Online sites
Engineers
Marketeers
Press
?Q. Do you guys try and get clients who have products and you supply experts?
A. Yes we provide the experts. There are a lot of companies that sell tools. But we bring tools and people.
?Q. The concept is like wikipedia and Mechanical Turk. You know a lot and can make money at it.
A. It depends on what they are selling. You would expect customers to sell products. THey like to write reviews but can get paid for this service. We have tailored our site to provide the right point system.
?Q. How do you qualify the expert?
A. Different ways. We screen and check blogs. We also use referrals of those who know someone as well.
?Q. How would you mass scale these people?
A. That is what software is for. This is why this has not been done. We have done this before with LogoWorx. There are companies that do it.
?Q. Are all of the experts employees?
A. Independent contractors.
?Q. Company can choose?
A. We help them but they can.
?Q. Social expansion?
A. The first thing in the chat that you will see is a Facebook page. Our people come in using Facebook and we know who they are. Once you have done this as a support person, then we can offer a friends coupon. We then expand to their friends… which are referrals for more experts.

Amp Session – Ben Peterson
The latest venture I was involved in was MingleMatch. I am now working on BambooHR.
Startups are all about People, Product, Cash.
Telling a story is what got me hooked on business so I will tell a story here. I took the entrepreneur lecture series class. I listened to a guy talk about pools and his business and he was really smart. I figured that since I am a hard worker, if he can do it, then I can do it.
I took a class from Jo Alivier and worked with SuperStats that turned into Omniture. But then I left and did in 2000 YSite. It was a sports message site. I bought the website and wanted to sell ads. But I had to do more work for SuperStats. I noticed that there were over 4,500 names in the DB with LDSSingleMingle. I called LDS Singles.com to figure out what they were doing.
I got together with Josh to build LDSMingle.com and blasted an email to my DB. I also did Jewish and Catholic mingles. I did better advertising sales using what I knew from SuperStats. We grew really fast. In 2006 we were doing $1 million/year.
We spun out a new site and found a new demographic and it exploded. I sold the company and then worked on raising funds for a couple of companies who were selling bandwidth. I was approached by some guys to run Allegiance and did that for a while. Then Rick Farr asked me to make something out of an online dating site for him that was making $5k/month. I helped grow that venture as well.
In entrepreneurship you have those who do it and those who don’t.

• 1-Knowledge and experience in a specific area makes a difference.
• 2-Recognize an opportunity and how you can take advantage of it.
• 3-Dumb luck. There are more opportunities now and it costs less. Put the first 2 together and you can get there faster.
I took a couple of years off. My prior partner quit his day job and is now helping out. We came up with BambooHR with my new partner. He knew that he could apply a simple OpenSoftware solution to the SMB market which no one else was solving. So we have created a SAAS in 2008 to solve this problem. We have grown based on customers. We need sales guys if you know any.

In the Weeds – Garrett Gee
Entrepreneurial Design.
Design is different than math. I have chosen to Brand myself. Capital G Design and people have started paying me for what I am doing. I have 14-16 developers who work for me. Business Soccer League and QRCode City that won 2nd at BYU competition.
-Design helps you look bigger
-Improve marketing
-Create lasting value
Look Bigger:
Business Soccer League was formed to help my friend get a job. 95,000/summer and a year later we are bigger than just 2 kids out of high school.
Sales and marketing:
Oxygum is gum that helps athletes perform better. Designed and was able to sell to investors. But it doesn’t even exist.
…facebook “I got on because of a friend.” “My dad intro’d me”. Nobody gets to facebook because of an ad.
My iPhone developer says we just rolled to the top 50 iPhone apps. You can scan our app to download our app. We were just 3 young guys.
Create Lasting Value:
People are building these houses on sand at Point of the Mountain with a template/stamped house. Daybreak is different because they use design. They aren’t all just the same.
The creator of this site wheatgrasskit.com didn’t work on design, but Apple did.

Thought – Jeremy Hanks
The key to success is largely a matter of who hangs on the longest. You’ve got to know when to quit but keep hanging in there.

Announcements
Junto Partners opportunity on May 18.

Remember to give back and keep coming to these events.
LaunchUp 18 @ Thanksgiving Point – OneOnOne marketing 5/5 6:30

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