Practical tips on how to grow and scale your startup and turn it into a successful scale-up by Tony de Bree. An experienced startup- and scale-up reviewer, advisor, trainer and mentor since 1997. On scaling, growth, tractionmodels, businessmodels and making money online.

1. From Lean startup to successful
scale-up
Tony de Bree
1
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.
11-7-2018

2. Content
• Introduction
• My personal journey.
• From idea to successful scale-up
• What are the biggest hurdles?
• How to build your traction model?
• How to review your business model?
• How to get paying customers?
• How to finance and fund your growth?
• Tony’s personal tips
• Thank you and questions?
211-7-2018
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

3. 3
Introduction
International ‘banker’, ICT,
business & corporate venturing
@AMRO and @ABNAMRO
(1985-2011).
Parttime online entrepreneur
& digital marketeer as my
‘plan b’ (2001-).
Evaluating, advising, training
and mentoring starters, startups
& scale-ups since 1997.
Speaker, business consultant, advisor, Internet entrepreneur, video marketeer,
facilitator, mentor and a serial writer….working on my 5th book.
11-7-2018
From SME-background, father
bankrupt.
Member Dutch, European and
local startup & pitch-juries.
Member of Boards of Advisors
and Boards of Trustees.Dr Tony de Bree EEP MBA
Mob: 06-34387806
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

4. 4
Introduction
11-7-2018
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.
Click here.Click here. Click here. Click here.
‘How-to-books’ for corporates, starters, startups and
scale-ups: for intrapreneurs & entrepreneurs.
??
151 days in the top-100 at
managementboek.nl!

5. My personal journey
511-7-2018
Some of the companies I spotted at Corporate IT Strategy at ABN
Amro Bank between 1997 and 2001:
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

6. My personal journey
• Off the beaten track
• ‘Living on the edge’
• Curious
• Always seeing opportunities
• ‘Every day is a new day’
• Grateful
• ‘Reading situations and people’
611-7-2018
• Streetwise (The Hague)
• ‘Calculated risks’
• Not interested in power nor status
• Hating b.s.
• ‘Actor’
• Storyteller
• ‘Entrepreneur’.
‘Feel like doing it…..cha cha! (Herman Brood)’
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

7. 7
Who are you?
11-7-2018
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

8. From idea to successful scale-up
Three phases:
• Pre-startup phase
• Lean startup phase
• Scale-up phase
811-7-2018
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

9. • You and/or (members of) your team
• Your homework
• Your tractionmodel
• Your revenuemodel
• Your business model
• Your marketing
• Your funding & financing
911-7-2018
What are the biggest hurdles?
Today:
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

10. 1011-7-2018
‘Traction is the output of a successful
business model: paying customers’
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

11. Review from the previous phase:
• Your homework
• Your value proposition
• Your solution
• Yourself and your ecosystem
• Your revenuemodel
• Your business model
• Your marketing
• Your funding & financing
1111-7-2018
How to build your traction model?
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

12. 1211-7-2018
What is the difference between your
revenue model and your business model?
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

13. • How am I different/special?
• Why do customers buy from me?
• What do they value?
• What should I do myself?
• What should others do?
• Where is the money?
• How can I maximize speed & minimize costs?
• How am I going to get the money for all of
this?
1311-7-2018
© 2018 Tony de Bree
How to review your business model?
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

14. Know-Your-Customer = Key
1411-7-2018
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

15. How to get paying customers?
• A Unique Value proposition
• Happy loyal customers
• Ambassadors
• Word of mouth
• Focused marketing campaigns
• Continuously doing your homework
• Continuously innovating everything
• Personal development & team development
 Make them happy and keep them happy!
1511-7-2018
© 2018, Tony de Bree
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

16. How to finance and fund your growth?
• Happy paying customers
• Maximum revenues per phase
• Minimal costs (time, energy and money)
including organizational costs and opportunity
costs per phase
• The right partners
• The right suppliers
• The right financial instruments
• The right investors
1611-7-2018
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.
© 2018 Tony de Bree

17. Tony’s personal tips
• The idea is 1%, execution is 99%
• Look at yourself
• Do your homework
• Be coachable
• Make your own choices
• Focus on paying customers
• Go for ‘blue oceans, not red oceans’
• Keep innovating…..and be quick
• Choose the right partners, suppliers & investors
1711-7-2018
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

18. 1811-7-2018
Time and energy are more
important than money!
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

19. 1911-7-2018
Critical: who do you
believe and who can you
trust?
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

20. 7/11/2018
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory
Afterwork, 5-7-2018, The Hague, All Rights Reserved © 2018. 20

21. How quick are YOU?
• Take your mobile.
• And connect with me on LinkedIn.
• The winner gets a free hour Q&A with me in
The Hague and a copy of my 2 bestselling
books (in Dutch) and my new book.
DO IT NOW!
2111-7-2018
Click here. Click here.
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.

22. 22
Dr Tony de Bree EEP MBA
Mob: 0634387806 (WA)
Website: www.tonydebree.com
LinkedIn: www.linkedin.com/in/tonydebree
Email: tony.de.bree@gmail.com
Funding & financing: here.
Thank you and questions?
11-7-2018
Thanks for the invitation and your time!
Tony de Bree, ‘From Lean startup to successful scale-up’, World Startup Factory Afterwork, 5-7-2018,
The Hague, All Rights Reserved © 2018.