Entrepreneurship, Research and Innovation - Supelec 2014
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Transcript of Entrepreneurship, Research and Innovation - Supelec 2014
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Journey to the Wonderful World of Startups
Entrepreneurship, Research and Innovation - Supélec 2014
Daniel Jarjoura
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112 slides
3 hours
Constant interactions
Q&A at your discretion
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Ladies and gentlemen, this is your captain speaking
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BS Telecommunications
MS Computer Science
Pre-sales Engineer
Product Manager
Innovation ManagerBusiness Development Director
Entrepreneurship
About me
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What about you?
What are your expecta0ons for this course?
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Startups?
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Net worth: $24 Billioneach
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Net worth: $67 Billion
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Net worth: $19 Billion
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What’s the main common point between these guys
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Yes, they’re all technology experts…
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…who understood how to be unique in their market…
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…and made loads of money!
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A bit like this guy
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They uncovered the secrets of Marketing to sell their technology
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What about France?
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Net worth: €6 Billion
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$600M
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$6.8B
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What’s a startup?
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3 types of startups
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Lifestyle Startups
Work to live their Passion
Serve know customer
with known product
No Exit potential
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Small Business Startups
Work to Feed the
family
Serve know customer
with known product
Limited Exit potential
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99,9% of French companies
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Scalable Startups
Born to be BIG
Solution for unknown customer
with unknown features
Huge Exit potential
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Total Available Market > €300M
Typically needs Venture Capital
Growth Potential > €50M
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A startup is a temporary organization used to search
for a repeatable and scalable business model
Steve Blank - Author, Entrepreneur
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Startups are Not small versions of big companies
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Startups Big CompaniesSearch Execute
Metrics Accounting
Customer Validation Sales
Customer Development
Product Management
Agile Development Engineering
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Startups SearchCompanies Execute
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Entrepreneurship as a Management Science
E-School instead of B-School
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The first business school
1819
1908
First MBA1957
First European MBA
2008
> 100,000 MBAs / year
Business as a Management Science
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Business Schools TopicsExecution
Accounting
Strategy
Product Management
Engineering
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Startups Big CompaniesSearch Execute
Metrics Accounting
Customer Validation Sales
Customer Development
Product Management
Agile Development Engineering
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Business Schools Focus on Big Company Strategies
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Business Schools Limitations?Most professors consult for large companies
Most believe startups are small versions of big companies
Most B-school entrepreneurship programs are side-shows
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1959
1996
2005
2011
> 100 incubators globally
Incubators a Reaction to the lack of Practical University
Entrepreneurship
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Startup Incubators
Experience vs. Theory
Goal: create a company and jobs
Curriculum: product development + best practices
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What we used to believe
Strategy
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What we now know
Strategy
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Planning comes before the plan
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Business Models
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What we used to believe
Process
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Concept/ !Seed Round"
Product Dev."
Alpha/Beta Test"
Launch/"1st Ship"
Product Introduction Model
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Concept/ !Seed Round"
Product Dev."
Alpha/Beta Test"
Launch/"1st Ship"
Marketing- Create com
materials- Create positioning
- Hire PR agency- Early buzz
- Create demand
- Launch event- Branding
Tradition - Hire Marketing
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Tradition - Hire Sales
Concept/ !Seed Round"
Product Dev."
Alpha/Beta Test"
Launch/"1st Ship"
Marketing- Create com
materials- Create positioning
- Hire PR agency- Early buzz
- Create demand
- Launch event- Branding
Sales - Hire Sales VP- Hire first sales staff
- Build Sales organization
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Concept/ !Seed Round"
Product Dev."
Alpha/Beta Test"
Launch/"1st Ship"
Marketing- Create com
materials- Create positioning
- Hire PR agency- Early buzz
- Create demand
- Launch event- Branding
Sales - Hire Sales VP- Hire first sales staff
- Build Sales organization
Business Development - Hire first Biz Dev - Do deals
Tradition - Hire Bus Development
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Concept/ !Seed Round"
Product Dev."
Alpha/Beta Test"
Launch/"1st Ship"
Marketing- Create com
materials- Create positioning
- Hire PR agency- Early buzz
- Create demand
- Launch event- Branding
Sales - Hire Sales VP- Hire first sales staff
- Build Sales organization
Business Development - Hire first Biz Dev - Do deals
Engineering - Write PRD - Waterfall PD - Testing
Tradition - Hire Engineers
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Waterfall Product ManagementExecution on Two “Knowns”
Requirements!
Design!
Implementation!
Verification!
Maintenance!Customer Problem: known
Product Features: known
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What we now know
Process
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Most startups fail from a lack of customers than from a failure of
product development
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Customer Development
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Agile Development
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+
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What we used to believe
Organization
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Hire and build a Functional Organization
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What we now know
Organization
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Startups run a Customer Development Team
No Sales, Business Development or Marketing
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Value PropositionsWhat are you building? For who?
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Customer SegmentsWho are they? Why would they buy?
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Product Market FitDoes the Value Proposition match Customer
Segments?
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ChannelsHow does your product get to your customer?
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Customer RelationshipsHow do you get, keep and grow customers?
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Revenue StreamsHow do you make money?
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Key ResourcesWhat are your most important assets?
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Key PartnersWho are your partners and suppliers?
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Key ActivitiesWhat’s most important for the business?
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Cost StructureWhat are the costs and expenses
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Realize they are hypotheses
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Guess! Guess!
Guess!Guess!
Guess!Guess!
Guess!
Guess!Guess!
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The Minimum Viable Product
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The Pivot
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If you had to remember 3 things
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1
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You can be an Engineer and Start a Company
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2
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Startups are not Small Versions of Big Companies
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3
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There are 21st centurie Methodologies to Develop
Innovation
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If you want to go further
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Thanks so much for listening and let’s stay in touch!
@Djarjoura
h8p://www.linkedin.com/in/danieljarjoura
www.danieljarjoura.com
slideshare.net/djarjoura