dutch entrepreneurs visiting twago in berlin
DESCRIPTION
Dutch startups and entrepreneurs visited twago office in November 2012. Gunnar Berning, Founder and CEO of Europe's largest marketplace for online work, gave insights about lessons learnt, growth of the twago startup, his vision and how twago is changing the world of working.TRANSCRIPT
07. Juli 2009 © 2009 twago 0 www.twago.com
twago – Teamwork Across Global Offices
Dutch entrepreneurs @twago Berlin, November 2012
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Very
warm
Welcome
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30 out of 100 working people will work online as freelancer.
They need jobs!
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twago = biggest pan-European marketplace for Online work
You will find
Programmers and Webdesigners
Designer and Creatives
Marketing / Online-Marketing experts
Translators, etc.
Local – Find the best local experts in your region
Global – Find the best per country, unique in world wide
Reputation – previous work history
Independent – Manage the hiring process yourself
Pillar 1: Premium Yellow Pages for Freelancer
Post a job – wait for offers
Find the best – intelligent matching
Manage – jobs and freelancers
safePay – guaranteed money, guaranteed work, unique in Europe
Easy – saves time and money
Pillar 2: Marketplace for Online Work
165.000+ experts, freelancers, agencies
1000+ jobs every month
Growth of 20-35% every month
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Our loyal fan base
Users from 177 countries
European coverage with 6 local versions in 4 languages
80% of twago users come from DACH, Italy, Spain other European countries
DACH
ITA ESP
GER, AUT, SWI 37%
ITA 19%
ESP 15%
Europe others
9%
Asia 9%
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twago is the Wirtschaftswunder for freelancers worldwide
More jobs
More income
Growth
Safety
Less admin hassle
It is time to pay attention to Germany’s new Wirtschaftswunder.
about the German economy
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For customers: Get results easier and faster for half of the costs - The twago way saves time and money
Before Today
Time savings: about -50%
Cost savings: up to -70%
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How we started...
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How we started...
• Understand your customers: Master thesis
• Be fast with a good version
• Learn from your customer as early as possible: Observe and ask
• Trial and error
• Start with SEO yesterday
• Create reference cases (e.g. big brands)
• Communication / PR: Easy wins with data mining, adapting to news
• Build your network immediately
• Focus:
• Become #1 in a niche, then expand
• Remember your key levers: optimizing your SEM-CTR from 0.75% to 1,5% lower your customer acquisition cost by 50%
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Building the product – We eat our own food
Product specification:
Spec. Homepage-Design:
Coding:
Translations:
Branding/Name:
Design of Webseite:
Design of Company Logo:
(Internally)
Germany
Russia
Switzerland
USA
Canada
Philipines
twago made use of outsourcing and offshoring:
twago successfully showed the „proof of concept“ – Huge chance for all startups
Which experts to choose depends on
your requirements
expertise
Savings roughly 60%
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Scaling is a mind game
• Manual work kills scale
• Invest in automation and processes (I know, I know)
• Working with templates (SEM landigpages, etc.)
• If you wonna go global, have the option to quickly add different languages
• Avoid local adaptions
and ...
Never lean back 1 3 5 7 9 11 13 15 17 19 21 23 25 27 29 31
Posted Projects / Month 1
2
3
4
5
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Stay flexible and ...
... adapt to customer needs and learnings
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We changed major topics
To... From...
Outsourcing Offshoring
Combined Marketplace and Memberships
Marketplace only
Focus on core countries All countries immediately
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Teambuilding Hire only team members which make you better, not bigger
• Hire only team members which make you better rather than bigger
• Use the methods of headhunters: LinkedIN and Xing
• Create entrepreneurs – make them responsible
• Enable them to take decisions!
• Keep your risk under control: Use interns and trainees
• Min. duration = 6 months
• Really good people = high salaries, compensate with equity,
• Make a cut if it doesn’t work
• Invest your time: Coaching, coaching, coaching
• Celebrate!
Start Now
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Create a unique company culture Your team must love to work with you and for you
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Have fun
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Friday lunch all together
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Measure Think
Analyze
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Analyze, analyze, analyze: Measure – think – change!
Key drivers
Traffic and customer behaviour
Conversion tests (A/B)
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Few words: Focus „Clean“ Build trust:
Verisign Logo, Phone number, green bulltes
Reduce exit-options
Improvements New Design Old Design
Quelle: twago
Landing Page Test optimized conversion rates and reduces user acquisition costs significantly
Landing Page A/B Test
3%* 20%*
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Raising Capital – Welcome to lemming country
• The right target group – VCs, Angels, Family offices, Strategic investors
• How much? Not 1.0 Mio.!
• If you have one, you have many
• Expect stupid VCs
• Contact them en-block – everybody at the same time, not sequentially
• Don‘t use „[email protected]“
• The market is setting your price, not the VC valuation method
• Create and show your BATNA (best alternative to negotiated agreement)
• You can be peer to everybody
• Everything takes longer, expect 6-9 months
• Don’t over optimize the percentages
• It’s over when it’s over
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Expect the unexpected
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Thanks and feel free to follow us...
.com
www.facebook.com/twago.com
www.twitter.com/gunnarberning
or email me: [email protected]
www.twitter.com/twago_inside
we change the world of working
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We change the world of working!