دانلود کتاب The Startup Players Handbook: A Roadmap to Building SaaS and Software Companies

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Table of Contents\nAbout the Authors\nChapter 1: The Mission\n The Campaign\n What Kind of a Startup?\n Define the Mission\n Write the Mission Statement\n The Big Idea\n The Bad Idea\n Commercialization Options for Intellectual Property\n Open Source\n Copyright\n Patents\n Do Nothing\n Standardization\n Consortiums\n Blurred Lines\n Let Creators Create\n Translate the Mission into a Vision\n The Values That Help Achieve the Mission\n Validate the Mission with a Scorecard\n Key Performance Indicators and Frequency\n Goals\n Purpose\n Key Performance Indicators (KPIs)\n The Four Box\n Conclusion\nChapter 2: The Philosophy\n Customers, Organization, and Employees\n Transparency\n Decision Making\n People\n Win-Win-Win\n Planning Matters\n Communication Matters\n Clarity Matters\n Culture Matters\n Culture: What Are the Behaviors?\n Cultural Contribution vs. Cultural Fit\n Conclusion\nChapter 3: Found the Company\n Balance a Job and a Business\n What Type of Corporation to Create\n The LLC\n S Corporation\n C Corporation\n Nonprofit\n Keep Distractions at a Minimum\n Great Skills for Founders\n Lead Through Service\n Take Care of Ourselves\n Be a Great Listener\n Engage More People in Meetings\n Political Capital\n Scalable Inspiration Is Perspiration\n How Political Capital Changes As We Grow\n Office Space or the Internet?\n The Evolution of the Founder and CEO Roles\n Accelerate with Intent\n The Cost to Grow Faster (Equity)\n Conclusion\nChapter 4: Product\n The Evolution of Product Management in Startups\n Analyze Market Conditions\n Solve a Problem\n Why Initiatives Fail\n Pricing\n Understand Margins\n Define a Currency\n Freemium\n Pricing and Return on Investment\n Cost Savings\n Revenue\n Margins\n Reach\n Telemetry and Agility\n Surveys\n Case Studies\n Competitive Analysis\n The Value\n Market and Market Fit\n Personas\n Parts of a Persona\n Continuous Discovery\n Build a Plan\n The Roadmap\n Product Management as a Discipline\n Build a Portfolio\n When to Pull the Plug\n Conclusion\nChapter 5: Leadership\n Leadership Styles Through Television\n Continual Improvement of the Leadership Skill\n Learn to Agree Even When We Disagree\n Accept Evolution, Not Revolution\n Revolution Through Evolutions\n Centralize All the Things!\n Mentorship\n Being a Mentor\n Creating Mentorship Programs\n Finding a Mentor\n Conclusion\nChapter 6: Management\n Leveling Up Our Management Game\n Managing Managers\n Hiring Managers\n Training Managers\n People Management vs. Task Management\n Historical Perspectives on Work Management\n Kanban\n One-on-Ones\n How We Know When Management Is Broken\n Improving Our Teams (and Engagement)\n Individualized Learning Plans\n Management vs. Leadership\n Conclusion\nChapter 7: Humans\n The Adventuring Party: Unique Skills, Perspectives, and Abilities\n Roles, Goals, and Expectations\n Build a Different Place to Work\n Buy, Borrow, or Build Talent\n Buy Talent\n Expected Compensation\n Borrow Talent\n Build Talent\n Clarity: Goals, Roles, and Behaviors\n Start with Organizational Goals\n Confirm the Key Behaviors That Matter Most\n Talent Foundations: Art and Science\n Virtual and In-Person\n Total Rewards and Motivations\n Recruiting Workflow and Candidate Experience\n Define Recruiting Roles, Goals, and Expectations\n Planning, Preparation, and Talent Attraction\n Planning and Prep\n Bias Is Real\n Confirm What We Value, What We Have, and What We Need\n Talent Attraction\n Job/Position Description\n Behaviors (They Matter More Than Most Think)\n Talent Branding vs. Company Branding\n Pipeline Development and Management\n Active or Passive Candidate Sourcing\n Qualification, Flow, and Talent Selection\n Phases\n Reviewing Resumes\n Candidate Evaluation\n Example: Screening, Phases, and Final Interviews\n Talent Selection\n Cultural Contribution\n Making the Offer\n Onboarding Employees\n The Purpose of Onboarding\n Day One Onboarding\n Organizational Onboarding\n Team or Departmental Onboarding\n Role Onboarding\n Performance Conversations: Aligning Performance, Growth, and Priorities\n Talking About Performance\n Growth Conversations\n Engagement, Motivations, Rewards, and Recognition\n Employee Reviews\n Improving Performance\n Help Employees Find a Better Fit\n Building Feedback Loops\n Compensation Structures\n HR Tools and Technology\n Mindset and Approach\n Conclusion\nChapter 8: Technology\n Leveling Up the Technology\n Technical Roadmaps\n Data Access\n Code Maturity Level\n Data Center Operations\n Compliance and Security\n User Experience\n Product Management\n Create a Platform\n API Strategies\n Why We Need an API\n API Strategies\n The API-First Strategy\n The Workflow-Based API Strategy\n The Data API Strategy\n Graph APIs\n Additional Considerations\n Marketing the Platform\n Create Value with Machine Learning\n A Rough Look at Implementation Strategies\n Sentiment Analysis\n Categorization\n Tagging\n Similar Items\n Sentiment Analysis\n How Sentiment Analysis Works\n A Quick Sentiment Analysis Win\n Drawbacks of Sentiment Analysis\n Advantages of Using Sentiment Analysis\n Sentiment Analysis Implementation Strategies\n Recommending Tags and Categories\n K-Nearest Neighbors Implementation Strategies\n Keep Going with Machine Learning\n Machine Learning on the Edge\n Machine Learning as a Threat\n Scan Products for Vulnerabilities\n Types of Scanning\n Bring New Vendors on with Intention\n Why Having a Vendor Management Playbook Is Important\n A Software Vendor Onboarding Checklist\n Internal Considerations for Onboarding New Vendors\n External Considerations for Onboarding New Vendors\n Conclusion\nChapter 9: Accounting and Finance\n Leveling the Accounting Team\n Basic Accounting Terminology\n The Balance Sheet\n The P&L\n The Cash Flow Statement\n Taxes\n Pro Forma Projections\n Accounting Software\n Accrual- vs. Cash-Based Accounting\n Hire an Accountant\n Taxes\n Insurance\n Don’t Look Too Far Ahead: Cash Flow and Burn Rates\n Awesome Charts and Graphs\n Conclusion\nChapter 10: Sales\n Levels in Sales Organizations\n Founder-Led Sales\n Seller Onboarding\n Customer Relationship Management (CRM) Software\n What We Need in a CRM\n Looking to the Future\n Popular CRMs\n Customers\n Sales Cycles\n Map the Customer Journey\n Inbound\n Transacting\n Working with Big Companies\n Contract Negotiations\n Developing Sellers\n Methodologies\n Target Account Selling\n SPIN Selling\n SNAP Selling\n The Challenger Sales\n Value Selling Framework\n Solution Selling\n Conceptual Selling\n The Sandler Selling System\n MEDDIC\n CustomerCentric Selling\n Select and Customize\n Methodology Implementation\n Conclusion\nChapter 11: Marketing and Advertising\n Marketing Levels\n Evolving Marketing Channels\n Types of Marketing\n Customers\n Marketing Channels\n Email Marketing\n Content Marketing\n Blogs\n Webinars\n Company Podcasts\n Preparing\n Recording\n Editing\n Posting\n Marketing\n Content\n YouTube\n Set Expectations\n Strategy and Tactics\n Execution\n Post the First Videos\n Communicate the Content\n Keep Getting Better\n Search Engine Optimization\n Content and Links\n Define the Audience\n Define the Goal\n The Call to Action\n Crawlers\n SERPs\n Research the Competition\n Find an SEO Consultant\n Content Is King\n Getting Links\n The Long Tail\n Advertising\n Paid Search\n Social Media\n Dark Social: Old-School Paid Advertising\n Buy Ads on Podcasts\n Radio\n Print\n Coupons, Sales, and Specials\n The Wrong Calls\n Marketing Development Funds\n Measure, Measure, Measure\n Customer Advocacy\n What’s an Advocacy Program?\n Define Personas\n Start with a Spreadsheet\n A Word of Caution About Customer Advocacy\n A Simple Implementation\n Make the Ask\n Collect, Analyze, Repeat\n Add More Structure\n Turnover\n Conclusion\nChapter 12: Public Relations\n Levels in Public Relations\n The Level 1 Illusionist (Founder-Led PR)\n HARO\n When to Get a Firm\n Hire a PR Firm\n How They Work\n When PR Doesn’t Work\n Press Releases\n Press Release Tips\n Headline\n Header\n Dateline and Lead\n Body\n General Information\n Failures in Public Relations\n Conclusion\nChapter 13: Support\n Leveling Up the Support Organization\n Continued Success\n Renewal Business\n The Organizational Chart\n Staying Relevant\n Ticketing Systems\n The CRM as the Ticketing System\n Stand-Alone Ticketing Systems\n Hiring for Support\n Customer-to-Customer Support\n Parlay Great Support into Referrals\n The Value Proposition\n Get Products and Initiatives to Market Faster\n Uncover the Hidden Connections in Our Data\n Save Cycles\n Never Lose Valuable Information\n Increase Trust in a Discipline\n A Product Saves Money for a Budget Holder\n Provide Transparency to Leadership\n Understanding the Needs of Leadership\n Conclusion\nChapter 14: Scale\n Scale Happens After Success (Most of the Time)\n The Organizational Structure\n Team Bandwidth\n Empower Teams to Innovate\n Scale = Intentional, Deliberate, and Repeatable Actions\n Systems and Repeatable Processes\n The Impact of Process to Culture\n Operate and Automate the Business\n Diversity and Inclusivity\n Build a Leadership Team\n Business Development\n CFO\n COO\n CTO\n Corporate Development\n The Politics of a Growing Organization\n Reorganizations\n Conclusion\nChapter 15: Services\n Leveling Up a Services Organization\n The Mix of Services Revenue\n Outsource Everything, Right?!\n Services Can Be Necessary\n De-risking Services\n Bootstrap with Services\n Operationalize Services\n The Services Portfolio\n Monthly Recurring Revenue and Services\n Master Service Agreements\n The Mix of Services\n Staff a Professional Services Team\n Conclusion\nChapter 16: Capital\n Leveling Up the Organization\n Raise Capital from Investors?\n Lawyers, Money, and Guns\n Noncompetes and Covenants\n Methodologies to Calculate the Value of a Company\n Assets\n Valuation by Comparison\n Discounted Cash Flow Valuation\n Replacement or Startup Value\n Multiples\n Choosing a Methodology\n EBITD, Rule of 40, and All the Finance Buzzwords\n Profitability Margin\n Other Vital Signs\n Investor Management\n Build a Board of Directors\n Board Composition\n Recruiting a Board\n Board Compensation\n The Role of the Board Chair\n Expectations\n Responsibilities\n CEO Coaching\n Going Further (or Not)\n Partnering for Success\n Basics of Board Meetings\n Raising Capital\n The Funding Hamster Wheel\n Accelerators, Incubators, and Studios\n Angels and Seed Rounds\n Series A\n Series B\n Series C–Z\n Financial Instruments\n A Lifestyle Business Can Lead to a Great Lifestyle\n When to Stop Growing\n Communication\n Leadership After Growth Slows\n Financial Calculus Post-growth\n Sell the Company?\n Define an Acquirer\n Inform Teams\n Will Founders Stay at the Company?\n Conclusion\nIndex