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TEN Classes Offer Entrepreneur Boot Camp Training

Derby Management instructing TEN Class 101 Boot Camp

TEN is a members-only program.

Interactive sessions for the best entrepreneurs selected to participate include four comprehensive boot camps:

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TEN Boot Camp #1

Two-Day Program: Building Blocks for a Business to be Profitable, Scalable and Sustainable


March 28 & 29


8:00 am
Networking & Check-in
8:30 am to 4:30 pm



Marketing, Finance & Leadership Led by Upstate's Best Business & Technical Experts

Branding – your competitive advantage (Marketing)

  • Strategic positioning to raise capital & secure partners, distribution channels, customers, & committed employees
  • What is a brand & why brand – fundamental elements
  • Best practices in naming, positioning & message development
  • The art & science of identifying & marketing a brand
  • How brand is critical to business & funding success


  • Understanding the basic "levers"which drive your financial model
  • Quick & dirty forecasts
  • Key concepts & issues
  • How sales affects all expenses & determines profitability
  • Methods of projecting sales estimates
  • Generate best-case/worst-case scenarios


  • Your values, your vision, Leadership RisingSM drivers/principles, High GainSM participating sheets, people & performance
  • Leadership coaching – tackle specific questions & issues with a professionally trained executive coach

TEN Boot Camp #2

Two-Day Program: Creating Successful Entrepreneurs


April 11 & 12


8:00 am
Networking & Check-in
8:30am to 4:30 pm



Led by National and Regional Experts

Five stages of growth

  • What is a business plan & why do I need one
  • How to move from vision - to strategy - to tactics - to action

Financial planning for your venture

  • Understanding business & sales models
  • Understanding gross margin
  • Creating & using metrics & scorecards
  • Creating bank & investor-ready financials
  • Understanding valuation

The role of sales in your business plan & financials

  • Understanding sales optimization
  • Hiring the best sales athletes
  • Performance metrics & follow up

Venture capital & angel group fundraising

  • Rules of the road
  • Who are they
  • How do they invest

Communicating effective value propositions

  • Tying competitive advantage to your customers’ ROI

TEN Boot Camp #3

Two-Day Program: Growth Strategy & Resources to Execute


May 9 & 10


8:00 am
Networking & Check-in
8:30 am to 4:30 pm


Growth Strategies and Resources to Execute

Goals for your venture - how to define and measure

  • Review the big picture and set a course for driving growth, considering team, product/service, markets, partners, profitability
  • How do you integrate your marketing strategy and sales strategy
  • The basics of funnel math, metrics, lead generation
  • Sales planning architecture
  • Sales territory, strategic business unit (SBU), key account plans
  • Pricing strategy and price optimization (competitive analysis, strategy differentiation)
  • Forecasting (why, what do you need, how to)
  • Why you must know ALL the numbers (bookings & revenue, #/account, growth rates, sales cycle times, pipeline size, close ratios)
  • What you can afford in sales and marketing
  • Can you prove that your sales model can “scale”

Sources of funding

  • Where do I fit in the funding continuum
  • “Investable” vs. “Lifestyle” businesses
  • Using federal grants to fund R&D (SBIR/STTR)
  • Monroe County Business Assistance
  • Bank Financing
  • City of Rochester Business Assistance
  • Rochester Angel Network
  • Insyte-Consulting & Western NY Venture Association

Negotiating Term Sheets

Legal, investor & entrepreneur perspectives

TEN Boot Camp #4

Three-Day Program: Developing and Delivering Effective Investor Presentations and Sales Presentations


May 23, June 6, June 20


8:00 am
Networking & Check-in
8:30 am to 4:30 pm


Led by Upstate's Best Business & Technical Experts

Provides real-time feedback from angels, VCs, bankers, strategic partners.

TEN alumni - new ventures and small businesses firms -always say this boot camp is a driving force to achieve goals. It serves as a "forcing function"to get entrepreneurs to move their growth strategy out of their own heads and into a format that could be communicated to their management team, potential customers, strategic partners and investors.

Creating Effective Sales Presentations and Investor Presentations

  • Learn why TEN wraps up each class by teaching you how to build and deliver effective sales and investor presentations – both are essential to your growth strategy.

Marketing: Getting in the Selection Set with a Strong Value Proposition

  • Learn the key elements of a good marketing plan
  • Learn how to use what you’ve learned to prioritize marketing tactics and budget to reach your targeted segment

Building and Delivering Effective Presentations

  • The ability to tell your story effectively can make or break a sales or investor presentation. Successful entrepreneurs master the “meat and potatoes” of strong content plus the ability to communicate clearly to elicit the desired response.
  • Communicating a customer focused strategy
  • Speaker self-awareness and audience awareness
  • Staging techniques
  • PowerPoint strategies

Introduction to the Sales Presentation Template and Working with Coaches

  • Applying SMART Selling strategies and content
  • Understanding your economic buyer and influencers
  • Responding to objections and closing the deal

Introduction to the Investor Presentation Template and Working with Coaches

  • How does the “meat” of my business plan measure up
  • Pitch to the right audience
  • Understand “business model” and “economic model”
  • Valuation – why you need to know for yourself
  • How to respond to investors

Day One - training & small group sessions

Day Two - Practice dry-run sessions

Day Three - expert judges give real-time feedback


Approved TEN applicants will be charged $350.00. This covers all instructors, program materials and meals for the 4 boot camps. TEN members save $$$ (thousands) in accessing national and Upstate experts. Only accepted applicants can participate and are required to pay this fee in order to complete the registration process.


TEN applications are reviewed and accepted on a rolling basis.
No payment is required until the new cohort of entrepreneurs is launched.

Apply now to reserve a seat with TEN Class XXVI.

It's easy to submit an online application. You must upload a Word document or pdf to complete your submission. This should be a brief (1-3 pages) non-confidential summary describing your business and your professional background. Seating is limited to allow for maximum interaction with TEN's national and upstate experts.

Applications reviewed on an ongoing basis. Only entrepreneurs accepted into the TEN program may participate.

Apply Now