Founder's Grit by Gaper.io (2020)

JOHN ESPEY

MAGNUS GRIMELAND

SEPTEMBER 2020

FOUNDER'S GRIT BY

MICAH MINARIK

JOHN FRANKEL

JASON DORFMAN TESS MICHAELS

EDITOR'S NOTE As the business world and global economies begin to reopen, albeit partially in most locations, Gaper also turns its attention to looking at elements beyond the COVID-afflicted times. We catch up with startup founders and investors in various fields and discuss how they dealt with challenges during the past few months but also how they see the future panning out.

Global and local challenges bring with them an opportunity for innovations, problemsolving ideas, and new markets.

While infrastructural disparities across geographies may create an uneven landscape for such endeavors, it is ultimately the perseverance, vision and determination that outshine those who lack them.

In any case, every professional we conducted interviews with was resolute about one thing.

Being resilient and agile during such times. Building a startup, nurturing it, securing funding and other various steps involved in the process require a lot of hardwork, tenacity, selfreflection and consistent adaptations.

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CONTENTS

07. JOHN FRANKEL - ADVICE AND INSIGHTS FROM AN INVESTING ICON 09. SEED FUNDING:AN ENTREPRENEURIAL ART 12. BEFORE AND BEYOND -Â A VC DIFFERENT FROM THE REST 15. STRIDES TOWARDS MAKING STUDENT LOANS EASIER- DISCUSSION WITH TESS MICHAELS 18. HOW TO BUILD AN EFFECTIVE TEAM OF SOFTWARE ENGINEERS 21. BEATING THE ODDS;JOHN ESPEY IN CONVERSATION WITH GAPER AND STARTING A COMPANY DURING A GLOBAL PANDEMIC 24. ORUM:HOW ONE COMPANY IS SAVING BUSINESSES BY OPTIMIZING WASTEFUL TASKS

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FEATURED INVESTOR

JOHN FRANKEL - ADVICE AND INSIGHTS FROM AN INVESTING ICON John Frankel needs no introduction. He is a prolific early-stage investor with a career spanning over two decades. John is a founding partner at ff Venture Capital which is a New York-based, seed stage investment firm. Gaper caught up with John and had a very enlightening conversation. Some snippets of the insights are shared in this article.

IMPORTANCE OF INVESTOR TRAINING

The nature of this work necessitates the

John’s experiences equip him perfectly to

you can begin to appraise yourself or

talk about the way this profession is

know if you are any good. It is therefore

viewed and contrast that with how it

better to do it in the latter part of your

really is. The work and profession of a VC

career than its nascent stages. There is a

takes a fair amount of time to understand.

compounding effect of sorts; especially

It is different from private equity. In the

since you’re trying to bring experience to

world of VC, performance is a peculiar

the table.

thing. You don’t know how you did last

For most people, a VC is an emotionally

year or even two years before. Your

attractive prospect as far as their

performance as an investor is based on

professional lives are concerned, but it

the outcome of companies you have

may not be a good fit for many. Having

continuous accrual of experience over at least two, ideally three decades before

invested in over the past several years.

Good companies are talked about often; poor performers get forgotten. VC is a business in which you are not measured in any meaningful way.

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said that, if one has been an angel investor for a decade or more and has a decent amount of investments under their belt, a VC may be the way to go.

ENTREPRENEURIAL DNA ACROSS THE WORLD For John, the world is flat in terms of the opportunities available and talented people present. But it is unevenly distributed. Some ‘hubs’ have distinct

- John Fraknel

advantages that may come from the infrastructure, local industries, educational institutions, past start-ups in the space, political and business ideologies and even culture.

For these reasons, it is tricky to fairly gauge entrepreneurial aptitude across different geographies without risking the involvement of so many confounding variables.

ADVICE FOR ASPIRING INVESTORS… For aspiring investors, John has two brief pieces of advice that actually hold more wisdom than their succintness let on: Start investing. There are many angel networks open for investors.

It’s a marathon, not a sprint. Pace yourself.

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Seed Funding:

An Entrepreneurial Art

If you are a business founder in New York and haven’t yet considered raising funding for your company, you need to start right now. Probably the most crucial thing founders in New York will have to take their business through, after setting it up, is securing enough investment to propel it forwards into and perhaps beyond their target market. For New York startups, this involves starting by a seed round of funding (bigger companies can jump to Series A) by presenting their business to Venture Capitalists or Angel Investors. These parties will then decide whether or not to invest thousands of dollars into your business. And in the current age, where entrepreneurship is encouraged and investors are eager to invest, the competitiveness surrounding raising seed funds in New York is the most inflated it has ever been.So, how does a new business in New York go about preparing once they decide to raise a seed round of funding? The following pointers can be helpful aids for founders.

BUILD YOUR NETWORK

beforehand. It is crucial to connect with

Start building your network today. Your pitch day

other startups in your respective field. They will

should not be the first time you have an interaction with your peers. Remember, these are extremely competitive territories you are setting foot in. Your peers will be as goal-oriented as you are and they will, without a doubt, have come prepared. It would be naive and completely futile to go into pitching without receiving hands-on, expert guidance Founder's Grit | 9

investors who understand and have worked with not only have a significantly better grasp on your business ideas but will also put you in touch with peers and other startups in your industry. They can also help point out specific areas for improvement that you or anyone else wouldn't have thought of before.

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NYC startups, particularly tech companies in New

ground to learn from. Even the Brooklyn Public Library has

York, are strongly advised to attend workshops and

an incubator to support early-stage businesses and

conferences like Ascent or Brooklyn Startups. Such

entrepreneurs.The importance of building these

conferences provide you with a readymade platform

connections cannot be stressed enough. Doing it alone will

to engage with investors, fellow business owners,

take you nowhere in the world of businessmen, VCs, and

and one on one meetings with experts in the industry.

funding.

Other investor groups/events in NYC like # Startup,

ACCELERATORS

also provide you with invaluable knowledge and experiences prior to the big stage. Don’t fail to make

Evaluate your team and your business honestly. If you are

use of these events to gather information about the

at a nascent stage and struggling to make things work, it is

investors and their investment process. If you have

highly suggested you apply for reputable seed accelerators

faced rejection by a VC before, make it a point to get

in New York.These programs coach you through building

detailed feedback through such events and use it to

the business, the team, the product, sales, connections

fuel your progress.

with investors among imparting other invaluable guidance.

These programs will end with a pitch/demo day.

If you are not already part of a network of founders in NYC, it is advisable that you consider setting up

Accelerators like Founders’ Institute make use of a very

your daily work in workspaces like AlleyNYC, Bat

comprehensive and thorough curriculum to guide early-

Haus, or Brooklyn Innovation Center. This will help

stage businesses through training and assignments over a

you build connections with other entrepreneurs

14-week period. If you are a founder of a young business in

based in these spaces and give you a premade

NYC, you will be better off

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than your peers if you apply to such Accelerators first. Let them guide you through the onerous journey of getting your business set up and ready for an investor pitch. Other seed accelerators you are highly encouraged to check out are NYC Seed, Techstars, 500 Startups, and Antler. Your chances of securing a round of seed funding are drastically boosted if you have approached it through an accelerator.

THE PRESENTATION Keep your presentation no longer than 20 minutes (unless otherwise specified) while maintaining comprehensiveness. Introduce your business, the problem it addresses, its aims, and the team you work with. Highlight the competence and adeptness of your team. Then focus on getting the more vital information across, especially financial data and data on future growth projections and outlook.

MARKET VS. TRENDS VCs and investors will be gauging some of your startup’s future potential by studying the market you are targeting. You, therefore, need to conduct adequate research into proving that not only a sizeable market for your product or service exists but that you’re taking effective steps to build your presence there.Keep up to date with the trends that shape these markets. VCs also want to see how productively you are capitalizing on these relevant trends. An obvious example is AI, a rapidly growing concept in every other industry.

BE PREPARED ABOUT DUE DILIGENCE QUESTIONS Your presentation will likely culminate in having to answer questions pertaining to due diligence. Make sure you are well versed about your business’ past and future financial plans, legal issues, customer acquisition strategies, team competency, future growth projections, and other aspects that are slightly trickier to answer.Overall, you need to be very aware of every aspect of your startup’s past, present, and future. Be ready to answer any difficult questions, with confidence. Financial data relating to your company’s past and future should be presented in the most comprehensive manner possible. Building a network of other startups and investors alike will open avenues of guidance that need to be leveraged in preparing an exceptional pitch to the VCs when you wish to raise a seed round of funding.

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FEATURED ACCELERATOR

BEFORE AND BEYONDÂ -Â A VC DIFFERENT FROM THE REST A CHAT WITH MAGNUS AND TYLER FROM ANTLER Antler is an early-stage venture capital firm that invests in technology companies and has made 190 portfolio company investments across 30 industries in the past two years alone. Antler contributes to the development of innovative technology startups by helping them put together strong co-founder teams, deep business model validation, build connections with global advisors and scale through the global platform they are able to provide. They essentially help build companies from scratch. Gaper caught up with the visionary behind Antler, Magnus Grimeland who is the founder and CEO at the VC. We also chatted with co-founder and partner, Tyler Norwood, and gleaned some valuable insights for the business community.

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CREATING OPPORTUNITIES GLOBALLY Tyler explains how Antler’s model differs from traditional accelerator models. Antler has identified the gap of talent matching in the startup arena and aims to address that.

Democratization of various technologies and the straightforward nature of raising funding in the past decade or so has shifted Antler’s focus towards building an infrastructure that helps talented and driven founders meet appropriate co-founders and a robust team.

This is done with the objective that these startups will then be able to scale and raise capital.

Because Antler aids and invests in companies on a global scale, they are able to catalyse the growth of businesses from other countries that address real problems in their localities.

This in turn, also contributes to creating jobs in these areas.

Magnus finds that a few fundamental pointers hold uniform importance for businesses anywhere in the world. In this he includes a strong shareholder agreement, strong subscription agreement and founders’ documentation that accounts for what happens if a founder decides to do something different later. At the start of a company’s life, valuation differences aren’t that apparent. But once a business entity starts to gain momentum and begins reaching new heights, its valuation also adjusts accordingly. Mainly this depends on the strength of the founder team and the potential of their business model - two facets Magnus believes hold a huge significance in raising the valuation of companies regardless of what sector they operate in.

Magnus also highlights that it is not just entrepreneurs with a strong educational background that get backing from Antler, but also individuals who are self-taught in their business skills, coding, product developing etc. They just need to have the drive needed to make a change.

DIVERSE EQUITY MODELS While companies differ in their valuations, Founder's Grit | 13

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DIVERSE TEAMS - A KEY FEATURE OF SUCCESSFUL TEAMS The opportunity to build great businesses exists in abundance everywhere. What Magnus observes is that highly diverse teams perform much better than those that are not. It is less about where someone comes from and more about who you are building it with. One should therefore spend time finding a co-founder with a diverse set of skills and rich experiences.

He finds it unfortunate that entrepreneurs look for co-founders that are similar to themselves. That is not beneficial to either party. Your chances to succeed and thrive increase manifold if you are working with a diverse team with people of different backgrounds and experiences.

CLARITY Magnus also highlighted a few crucial elements that founders and relevant eam members should develop a clarity about: KPIs Smart and efficient capital use Being updated and clear about

company data to make the right decisions Following regulations such as taxes.

Far too many companies have seen their end because of large tax bills incurred. Companies are often unaware that they are going beyond rules and regulations.

SOME ADVICE...

Creating businesses is an amazing journey rife with opportunities to create value for the market local to you or even international ones. There are always very real global problems that await a new innovative venture to address it. Antler looks for startups that exhibit such a drive and energy.

Startups whose founders actively get things moving forward.Founders also need to have tenacity. No business builds easily. Going through the accompanying ups and downs is part of the game but giving up without giving it your best shot doesn’t help anyone. It is okay to fail, but fail for the right reasons. Don’t give up.

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FEATURED FOUNDER

STRIDES TOWARDS MAKING STUDENT LOANS EASIER

DISCUSSION WITH TESS MICHAELS

The traditional way that student loans work entails students meeting fixed payment terms regardless of whether they’re earning little income or none. These payments need to be made on a regular basis except in cases where a student has grounds to defer it. Obviously this puts the borrowers in a rather disadvantageous and sometimes, highly harrowing situations. Some even end up defaulting on their student loans. Stride Funding sets itself apart from this system by structuring its services in a way that does not require any fixed payments to be made.

To meet ISA (Income Share Agreement) requirements, graduate students pay an income share during the payback period. Therefore, their monthly income determines the amount they are obliged to pay. Owing to this, Stride’s system is far more equitable and convenient for graduate students in debt. Recently, Gaper got chatting with Tess Michaels, the founder and CEO of Stride Funding. We share some illuminating insights from Tess inour article below. Tess began her career in a software company’s analytical space but then transitioned into the realm of finance, working at Goldman Sachs as an investment banker. She also enjoyed doing software investing at Best Equity Partners, but found a natural calling in building her own startup, Stride Funding. As a graduate student at Harvard, she realized that for a university student, tuition, housing, books and other sundry expenses added up to an exorbitant amount of money. She began exploring different student funding options and came across Income Share Agreements (ISAs). ISAs were a a very new concept back then and did not have a mainstream presence. Thus, Tess set out to develop a service that was more accessible by involving direct student channels and partnerships with schools.

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CREATING EASE FOR STUDENTS DURING A PANDEMIC Stride’s product is highly pertinent for students in the present times.

Educational institutions have debated at length about the feasibility and merits of an on-campus and online teaching setups. Some have considered hybrid systems that try and cater to more variables present in the system.

Amidst all this, students are suddenly faced with the dilemma of paying for online semesters which have now, more than ever before, put a question mark on the tuition fee being charged, or taking a gap year.

MOVING INTO ALTERNATIVE EDUCATION In their quest to find more product-market fits, Stride Funding has also delved into alternative education. This helps students who look towards gap years and other means to upscale or rescale in more costeffective ways.

“Being an entrepreneur, you wear a lot of hats...”

Stride Funding has therefore found the pandemic to be a catalytic event in boosting the market interest for their product. Their services don’t incur fixed payment obligations on students and so are a better product for students during a period where stable employment is tricky to find. This is a remarkably flexible way of education funding when juxtaposed with traditional means of doing the same. Such a convenience also helps students stay focused and resilient when times are unpredictable and uncertain.

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TEAMWORK AT STRIDE Stride has made significant efforts to maintain a team bond even during the lock-down period.

Every week, they have an all-hands meeting which is used to conduct team-building sessions through activities like game nights and trivia nights. Tess also signifies the importance of ensuring that all members of the team feel acknowledged and cared for. Finally, a very crucial yet understated point, the firm embraced the fact that remote was the new normal for a decent length of foreseeable future. During the lock-down period, they shifted their focus towards raising more ISA funding to fund more students. Tess believes in staying resilient during such uncertain times but also advocates changing and rethinking firm strategies even if it means giving up a certain, previously normal, way of doing work.

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HOW TO BUILD AN EFFECTIVE TEAM OF

SOFTWARE ENGINEERS Finding the perfect candidate for any job is hard, but creating a great team of remote engineers that work effectively and efficiently is strenuous work.

In this fast-growing world, it is necessary to adapt to the progressive ways of the digital era.

Everything you see online is carefully created and processed by a team of engineers sitting in different parts of the world, combining their collective efforts to provide us with a certain product or service. Choosing remote engineers can save you from a lot of financial headaches and it eliminates the geographical boundaries which open the doors for the best engineers worldwide.

With no physical hurdles, the talent pool becomes massive allowing you to access the best.

REMOTE INTERVIEWS AND CODING TESTS Hiring remote comes with its set of challenges. Should you entirely change your interview process? Maybe not. But adapt it to recruiting someone virtually. A good way to do this would be to structure your interview process such that you include important assessing points. Does the candidate arrive on time? Is he open to discussions? Setting up group interviews is also a great way to initially assess someone.This will also be a great opportunity to assess if the candidate fits the culture of your team. Remember, team dynamics remain the same whether you are remote or not so its crucial you judge a candidate from all aspects.

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SET UP CODING TESTS: These can be executed in multiple ways. Coding tests often test multiple traits including speed, optimization, or functionality. So be specific on what you are testing the candidate on. Give them a time estimate as well. Tasks like these will allow you to assess technical skills but can also be adapted to test soft skills.

Think group tasks. A common type of interview that most software developers are familiar with is the “pair and programme” interview. Pair the candidate with a peer to test communication, coordination and teamwork.

AMPING UP COMMUNICATION: To ensure that your team works at the utmost efficient level, strong communication is required. The majority of remote working relies on intentional and productive communication to avoid miscommunication, therefore, hindering efficiency.

You need to build effective communication channels between the members of your team to build strong working relationships between them.

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TEAM COLLABORATION TOOLS WILL BE YOUR BEST FRIEND. GAPER ENCOURAGES THE USE OF CONVO, A TEAM COMMUNICATION APPLICATION FOR WORK CONVERSATIONS. The app lets Gaper’s employees easily communicate while providing enough inquiring freedom to ask about anything. It is built in such a way that lets you post, comment, and chat privately. So if one doesn’t understand something they can ask by posting in any form. The answers/corrections are then posted by another group member. It is a user-friendly app that saves you a lot of time and hassle. The most important advantage that Convo has is that it saves you a lot of time. Time, as we all know, is the most valuable thing, and banking some extra by working smart is just a cherry on top. Good communication leads to a lot of saved time, and keeping track of time is essential in every case. Convo helps maintain accountability by reminding the employees about when and what they have to deliver which leads to increased productivity. Gaper teams use another application called “Notion”. Notion claims to be an “all in one workplace”. It is a free tool where you can manage your notes, deliverable details, work plans, schedules, etc. Gaper uses it to let their employees know about their tasks assigned to them and also when to deliver. The biggest struggle your team could face is the lack of in-person interaction between one another which excludes them from building a sense of team culture. Being confined in an office creates an environment where employees get to know each other and have small talk. But now, due to being miles apart, this is hard to do so. To keep your team motivated, you need to encourage a sense of camaraderie where your team members interact with each other on a more intimate level. This makes the team more cohesive and gives them a sense of reliability on one another.

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BEATING THE ODDS;

JOHN ESPEY IN CONVERSATION WITH GAPER AND STARTING A COMPANY DURING A GLOBAL PANDEMIC BUILDING THE FUTURE

Defiance Ventures is a Venture builder firm that launches and acquires B2B enterprise technology companies, joint ventures, etc. and its launch was announced in March of 2020.

John Espey is the CEO and co-founder of Defiance Ventures. A software developer by profession, John says he started like any other developer, keyboard first, writing Java code for a few companies.

He then later went on to join a startup ‘Amentra’, a company he helped build from 8 employees to over 100.

He ventured into consulting with Nexgrid soon after and that paved the way to Defiance Ventures eventually.

Defiance, believe it or not, started just around the time Covid-19 was starting to unfold and no one really knew what the future entailed.

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lot easier than having this muscle memory of offices, meetings and being face to face….it’s been very easy for us; with the perspective that we are already used to doing everything remotely at this time”John runs a series of successful podcasts at Defiance Ventures where he interviews founders, investors, and fellow entrepreneurs. In conversation with Gaper, he talked about the impact that Covid-19 has had on the service industry.“We have a core group of companies in our portfolio that are service providers that serve both the portfolio businesses and thirdparty clients…. A lot of our projects were put on hold with these clients. With clients that had revenue shares with municipalities, they were affected adversely but on the flip side our agency has clients that were deemed as essential businesses and are now flourishing”John also believes that things have changed exponentially since his time at Amentra.

Talking about the transition of his development teams he stated that a decade ago the focus was always on the clientside and consultants were expected to travel to clients to get things done. Moving forward, by 2010 things changed and so did the way development teams functioned. Covid-19 has forced a lot of businesses to go remote and the transition has not been smooth for many, but for Defiance using cloudnative technology was not something new.“We have moved to public clouds, Slack for messaging, Zoom, GitHub; these tools were designed to be cloud-native which eliminates the need to do things in-person. So the transition of our developer teams was pretty easy “Adding on to the conversation John also mentioned that the clients that had not updated to the current technology stack suffered a lot more, so it’s important to gauge the ecosystem and grow with it.

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FUTURE OF YOUNG ENTREPRENEURS MANEUVERING THEIR VENTURES DURING THE GLOBAL PANDEMIC? The key takeaways from John’s conversation with Gaper for young entrepreneurs are that as counter-intuitive as it is, this is the best time to start because some of the more successful businesses have all emerged during times of economic recession. The key is to think about where the opportunity is.

Many big businesses will fail to operate during this time because they carry with them certain baggage.

The biggest piece of financial advice is to control your costs and not raise funds during this time.

For John and Defiance, the future seems bright. Funded entirely by him and his partner, they want to change the way people run their businesses and prove that it can be done sustainably before moving on to getting funds for bigger acquisitions.

“Right now it’s about finding the right opportunities, utilizing our skills and expertise in optimizing businesses by taking over certain aspects that the founder of that business might not be so good at….so even though they get a smaller chunk of ownership compared to before, it still is more lucrative”

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FEATURED STARTUP

O R U M : HOW ONE COMPANY IS SAVING BUSINESSES BY OPTIMIZING WASTEFUL TASKS AI and automation have increasingly become popular with many business processes including sales development. The misconception that there has to be a set headcount of resources for efficiency is outdated. Mixing automation with human resources not only improves efficiency but also reduces business costs. Of course, the first step is to hire the right people. The biggest mistake that founders and CEOs make is of not being involved in the recruiting process. Hiring the wrong people costs more than you might think, be it engineers, SDRs, executives, etc. Whether you are hiring for an office-based job or for remote teams, the biggest advice to any fellow entrepreneur will be to get involved.

GRUNT WORK CAN KILL PRODUCTIVITY (QUITE LITERALLY!)

Orum focuses on optimizing sales development

CEO and founder of ORUM, Jason Dorfman,

lot of business processes and that going remote

knows the importance of “Recruiting the right

allows businesses to expand to places they

people”. He emphasizes this and believes that if

otherwise would not think about. Jason says that

there is one thing he would recommend people

going remote has also expanded the talent pool

to change about their business, this will be it.

for them.

by automating the redundant processes with outbound calling. Being in the tech industry made him realize that automation can optimize a

While in conversation with the Growth Director of One of the biggest mistakes that businesses make is in cutting costs on automation tools and Gaper, he spoke about his experience working with remote teams as well.

“compensating” by increasing the headcount.

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“Orum has been remote from the very start. We do not believe in restricting people to a certain location in order to retain their jobs. We want to be flexible in terms of our employees' lifestyles.”

In an article titled “Re-thinking Sales Development,” Jason perfectly explains this by saying that the time an SDR (sales development representative) spends on the floor should not be consumed by mindless data entry and pre-call research. Instead, that time is better utilized by engaging in live conversations with clients and possible leads.

This is where automation comes in and makes optimization possible. Another way that automation helps is by allowing companies and businesses to invest more in training. This also presents a great opportunity to collaborate with training partners such as Gaper to customize training programs.

When you take the grunt work out of the equation you will be amazed at how well your resources perform, says Jason. This is one of the many benefits of automation. When you allow your resources the opportunity to deal with intimidating tasks, that is where real growth stems from.

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THE POWER OF AI Most businesses if not all, are powered by sales. The process is long and on average, 8 - 15 contact touchpoints are to be accomplished before a prospect converts to a lead. This combined with active conversations, entering and managing data, follow-ups becomes quite intimidating especially as the list grows. ORUM utilizes the power of AI to automate sales development for businesses and startups. It integrates with your existing CRM, allows you to filter and sort through data, prioritize active conversations and free up time spent in history checks on prospects. Orum also allows you to utilize data to optimize your sales team. Calls can be recorded and monitored for quality checks, the best ones can be shared amongst peers and also used to train new hires; the possibilities are endless.

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