Post on 11-Apr-2017
LeanBusinessBuildingByKatapult Group
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Aninteractivedayliesaheadofyou• 9-10:20:LeanBusinessBuilding• Principlesandbenefits• Internationalizationcase• VentureCreationcase• Groupwork
• 10:30-11:30GoogleGlass• About• Cases• Livedemonstration
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Areallifeexampletostarttheday• BrazilianERPgoingtoN.A.• Highcomplexitybusiness• Longsales cycles(>2years)• Owner=maindealmakertoday• Planforexpansion:• Sendteamof4BrazilianA-teammemberstoN.A.HewillstillstayinBrazilincludingtechnicalsupport, Acc.Mgt.,Sales
• ExecuteexistingsalesprocessfromBrazil• Setup company,admin,etc.• Expend ~USD500,000 peryear• “Calculates”tosellaproductwithin1-2years=revenue~500K
• Whatdoyouthinkaboutthisplan?(1-10intheapproach)?
• Whatisimportantforsurvival?
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LeanBusinessBuildingGrowingyourcompanywhileminimizingyourrisk
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LeanBusinessBuilding– Test,learn,iterate
Principles:• Defineriskiestassumptions• Testriskiestassumptions,primarilybyengagingcustomers• Definelearnings,i.e.assumptionresults• Iteratesolutionbasedonlearnings• Repeatcycleuntilnomoreriskiestassumptions…
• Doonlythemostnecessarytoachievetheabove
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BenefitsofLeanBusinessBuilding?
• Primarybenefits:• Buildbusinesseswithstrongercore• de-risksgrowthinitiatives• acceleratestimetocash-flowpositiveforgrowthinitiatives
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Internationalizationcase:BraziliansoftwarevendortoSME’sinN.A.• Background:• BrazilianbasedtotalsolutionforSME’s• HadrunlandingpagesintheUSAacrossmostallproductsinportfolio• Verylittlesuccesssofar• Whatwearedoing• Phase1:Uncovertruestrengths=theexistingwinningbizmodel• Phase2:AssessUSopportunityofbusinessmodel.• Phase3:Customerdiscovery• Phase4:Salesexecutionandscaling• Weeklysprints
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Case:InternalVCofUSD16Billioncompany
• Background:• Verylargefirmwantedtobuildnewsuccessful businesses• LimitedresourcesduetoVCfundstructuring• Companyhadspecsheetfortheirproductbutlittlecustomerinput• Whatwedid• Phase1:Uncoverorganizationalobjectivesandparametersandassesssolution• Phase2:Customerdiscoveryprocess• Phase3:Prototyping,testing,learnings,iteration,repeattomaturity• Phase4:Salesexecutionandscaling• Weeklysprints
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Groupwork
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OurBrazilianERPproviderneedsYOURhelp!• BrazilianERPgoingtoN.A.• Highcomplexitybusiness• Longsales cycles(>2years)• Owner=maindealmakertoday• Planforexpansion:• Sendteamof4BrazilianA-teammemberstoN.A.HewillstillstayinBrazilincludingtechnicalsupport, Acc.Mgt.,Sales
• ExecuteexistingsalesprocessfromBrazil• Setup company,admin,etc.• Expend ~USD500,000 peryear• “Calculates”tosellaproductwithin1-2years=revenue~500K
• HowwouldyoutellhimtoapproachN.A.usingLeanBusiness Building?
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Break
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GoogleGlasscc:giuseppe.costantino - https://www.flickr.com/ph ot os/69730 904@N03
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GoogleGlassExplorers– summerof2012
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Usecases
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Healthcare
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Livedemonstration
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Questionsfor@KatapultGroup?
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HowtocontactusViaphone:+1.844.528.2785Viaemail:hello@katapultgroup.comTwitter:@katapultgroup
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Wrap-up
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Individualcompanysessions
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Supportinginformation
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PitfallstosuccessintheUSA
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Biggestpitfalls• LackofExecutivebuy-inandsupport• Lackofsupportfromthehomeorganization(ex.Techsupport)• Lackoffocus• Everythingvsonesstrengths• Allsegmentsvsperfectcustomer• AllUSAvslogicalscope
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Biggestpitfalls• Emphasizingthewrongthingsatthewrongtime• Teamisdoingmanynon-importantthings• Non-competitiveprice/value• Thinkingtheproductwillsellitself• Forgettingthesoftaspects
NotetheSupportinginformationsectionforcharacteristicsonfirmsthatsucceedintheUSA
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CharacteristicsoffirmsthatsucceedintheUSA• Segments:• Understandswhotheirperfectcustomeris• Focusonnicheandexpandfromthere
• Product/Servicecharacteristics• Stronganddifferentiatedalongonerelevantcompetitivedimension• Strongprice-valuebalance• Focusisonsucceedingwithonesolutionbeforeexpandingtheportfolio
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CharacteristicsoffirmsthatsucceedintheUSA• Organisationandteam:• USAmarket isapriorityfortheCEOandBoardofDirectors• USAleadpersonisoneofthecompanyfounders oranexecutivewith5+yearshistoryatcompanyanddeepandtrusted rootsacrossthehomeorganization
• 24/7attitudewithanabilitytoexecuteontheplanbut learn,changeandadapttofindproductmarketfit
• SeestheUSmarketasamarathon,notasprint.LongtermtheUS-market isconsidered a“must”
• Dedicatedpersonchampioningandsupporting theUSAmission inthehomeofficeonadailybasis
• US-Founder =Heavilychargedwith customerengagement• Recruitshelp/Outsources lessvalueaddedactivities includingadmin,book keeping,etc.
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CharacteristicsoffirmsthatsucceedintheUSA• Financialsandfunding:• Wellfunded, financialrunwayfor24-36months
• Extremelyleanoperationuntilproduct-marketfithasbeenfoundandcansupportscaletheUSA
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Operationsandpeople:• USleadershipandtheoperationreceivesextraordinaryamountofvisibilityandpriorityathomeintheinitialyears• HigherdegreeofinteractionbetweenHQandUS-marketoffice,I.e.meetings,visits,calls,other• Emphasizecustomerengagementpre- marketentryandcontinueputtingsalesastheprimaryactivityduringgrowthofthefirm• Focusisonsmallandfrequentwinsthroughoutthecompanybuilding
CharacteristicsoffirmsthatsucceedintheUSA
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