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Join code: 643 472 URL: tophat.com/e/643472
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Pick a random number between 1 and 10
Join code: 643 472 URL: tophat.com/e/643472
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• Education technology startup
• Founded 2009
• $20M VC raised
• $8M in revenue
• 100 employees
Top Hat
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What is Top Hat?A mobile first student engagement system
Join code: 643 472 URL: tophat.com/e/643472
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Enterprise sales:
• Painfully long sales cycles
• Impenetrable bureaucracy
• Low risk-tolerance
Business Model v1
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Business Model v2
Grassroots:
• Go via profs and students
• Single decision maker
• Fast adoption cycle
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Land and expand?
• Is this land-and-expand?
• Principal-agent problem
• Can be good and bad
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Similar models
Pharma selling via doctors
Car mechanics
Approved vendors model
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Other similar models?
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Questions?
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Mike [email protected]