The lean launchpad - Entrepreneurship, research and innovation, Supelec 2014

The Lean LaunchpadEntrepreneurship, Research and Innovation - Supelec 2014

Daniel Jarjoura

112 slides

3 hours

Constant interactions

Q&A at your discretion

Ladies and gentlemen, this is your captain speaking

BS Telecommunications

MS Computer Science

Pre-sales Engineer

Product Manager

Innovation Manager Business Development Director

Entrepreneurship

About  me

Ninja Family

What  about  you?

What  are  your  expecta2ons  for  this  course?

Startups?

Net worth: $24 Billion each

Net worth: $67 Billion

Net worth: $19 Billion

What’s the main common point between these guys

Yes, they’re all technology experts…

…who understood how to be unique in their market…

…and made loads of money!

A bit like this guy

They uncovered the secrets of Marketing to sell their technology

What about France?

Net worth: €6 Billion

$600M

$6.8B

What’s a startup?

3 types of startups

Lifestyle Startups

Work to live their Passion

Serve know customer

with known product

No Exit potential

Small Business Startups

Work to Feed the

family

Serve know customer

with known product

Limited Exit potential

99,9% of French companies

Scalable Startups

Born to be BIG

Solution for unknown customer

with unknown features

Huge Exit potential

Total Available Market > €300M

Typically needs Venture Capital

Growth Potential > €50M

A startup is a temporary organization used to search

for a repeatable and scalable business model

Steve Blank - Author, Entrepreneur

Startups are Not small versions of big companies

Startups Big CompaniesSearch Execute

Metrics Accounting

Customer Validation Sales

Customer Development

Product Management

Agile Development Engineering

Startups SearchCompanies Execute

Entrepreneurship as a Management Science

E-School instead of B-School

The first business school

1819

1908

First MBA1957

First European MBA

2008

> 100,000 MBAs / year

Business as a Management Science

Business Schools TopicsExecution

Accounting

Strategy

Product Management

Engineering

Startups Big CompaniesSearch Execute

Metrics Accounting

Customer Validation Sales

Customer Development

Product Management

Agile Development Engineering

Business Schools Focus on Big Company Strategies

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

1959

1996

2005

2011

> 100 incubators globally

Incubators a Reaction to the lack of Practical University

Entrepreneurship

Startup Incubators

Experience vs. Theory

Goal: create a company and jobs

Curriculum: product development + best practices

What we used to believe !

Strategy

What we now know !

Strategy

Planning comes before the plan

Business Models

What we used to believe !

Process

Concept/ !Seed Round"

Product Dev."

Alpha/Beta Test"

Launch/"1st Ship"

Product Introduction Model

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

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

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

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

Waterfall Product ManagementExecution on Two “Knowns”

Requirements!

Design!

Implementation!

Verification!

Maintenance!Customer Problem: known

Product Features: known

What we now know !

Process

Most startups fail from a lack of customers than from a failure of

product development

Customer Development

Agile Development

+

What we used to believe !

Organization

Hire and build a Functional Organization

What we now know !

Organization

Startups run a Customer Development Team

No Sales, Business Development or Marketing

Value PropositionsWhat are you building? For who?

Customer SegmentsWho are they? Why would they buy?

Product Market FitDoes the Value Proposition match Customer

Segments?

ChannelsHow does your product get to your customer?

Customer RelationshipsHow do you get, keep and grow customers?

Revenue StreamsHow do you make money?

Key ResourcesWhat are your most important assets?

Key PartnersWho are your partners and suppliers?

Key ActivitiesWhat’s most important for the business?

Cost StructureWhat are the costs and expenses

Realize they are hypotheses

Guess! Guess!

Guess!Guess!

Guess!Guess!

Guess!

Guess!Guess!

The Minimum Viable Product

The Pivot

If you had to remember 3 things

1

You can be an Engineer and Start a Company

2

Startups are not Small Versions of Big Companies

3

There are 21st centurie Methodologies to Develop

Innovation

If you want to go further

Thanks so much for listening and let’s stay in touch!

@Djarjoura

h:p://www.linkedin.com/in/danieljarjoura

www.danieljarjoura.com

slideshare.net/djarjoura

[email protected]