5. Penser chiffres, outils, questionnements !
A quoi servent les outils ?
- Parler le même langage
- Gagner du temps
- Travailler ensemble
Outils de toutes sortes:
Accounting, strategie, HR, organ
isation, finance, time
management,…
des CENTAINES d’OUTILS !!!
http://www.wordle.net
6. Must 2 : outils de base : XL; Cash Flow
XL:
-Absolu / relatif
-Nom
-What If analysis
Faire un business plan ?
• Stabilité des hypothèses : taux impots
• Cash Flow ? (2/3 faillites)
• ROI ? tenir les hypothèses et les mesurer
7. 50% of IT today did not exist 3 years ago !
• Business = transaction, added value
• From
– 1-1
– Value Chain
(software, integrator, hoster, customer)
– Distributed / Clouds
• How do you gain money ?
– Software
– Service
– INfrastructure
– Web
• Subscription
• Adverstising
• % transaction
• How do you go to market (G2M) ?
– B2B, B2C, B2Web
– Direct, Indirect ?
• How do you finance your cashflow ?
8. What can we learn from all this ?
1. Time to market is more important than features
2. Inventing the appropriate business model
(you can copycat, danger of being the first one,…)
3. Control the key forces of your business : s
1. Service : rate, %
2. Software : distribution
4. Marketing is sales costs today: e-Reputation
5. Don’t he$itate to partner if time 2 market is in
danger : VC, Bank, public funds*, sales
partner, distribution, production, implementation,
hosting,…
Make or buy question ?
6. Position yourself clearly (Michael Porter XXI):
best, cheapest or the other one
9. Lessons:
- Flow of activities
On possible way for a Belgian IT startup -
-
Fast
Exit strategy
- Do what you like
- Create 1st value
Idea : 4 weeks
POC : max 6 months
Clear Proposal Value
Where is the money First run = max 1 year
Pre-activity funds
Business plan
(12.500€) 2nd run :
Build or buy max 24 months
Build a technical POC FFF + Find 150k€
2 persons 3rd run : max 36
Show this to 2 early
Find 250k€ months
adopter customers Distribution Channels
Partner model (PAM vs Direct Sales) 10 persons
Find 1Mio€
Web 2.0 branding Indirect
20 peoples
Target : Target
•3 distributors, •5 distributors Indirect
•25 customers •100 customers Target
•500k€ •2 moi€
•10 distributors
•300 customers
•10 Mioi€
Sell ?
Sell ?
No Revenue Sell ?
True business
