Entrepreneurs: Several Practical Tips to Help                    you with your BusinessBlaise Vignon / Bindi KariaMicrosof...
Agenda:1. Who are we?!2.   Why are we here?3.   Building your plan and lean approach4.   Raising Money5.   Effective Partn...
A little bit about Bindi
Bindi career to dateGraduate   1996-   1998 –   2001   2002   2002-   2004   2005 –  1996     1998    2001                ...
A little bit about Blaise                  Polytechnique   nVidia                  Stanford        BCG                  In...
Agenda:1. Who are we?!2. Why are we here?3.   Building your plan and lean approach4.   Raising Money5.   Effective Partner...
Microsoft   ♥’s   startups!
Why are we here?    Microsoft BizSpark is a program designed to provide software startups all the resources they need to b...
How BizSpark Works                   University                   incubators,                   government       Investors...
CASE STUDY: (France)Leader in European Social Gaming                   $1-2bn market in 2012                  Market Size ...
Global Social Games                                              Company OverviewWEBSITE:www.kobojo.com                   ...
Agenda:1. Who are we?!2. Why are we here?3. Building your plan and lean approach4. Raising Money5. Effective Partnering wi...
Lean Startup                                           In short, it is like many   Software engineering is                ...
A sad statisticProportion of New BusinessesFounded in 1992 Still Alive By           Most startup failures are due toYear. ...
The longer the project, the likelier thefailure
….because the less clear what success lookslike                                   60% of project requirement changes      ...
…but do we know why projects should be big?                                      Only 13% of                              ...
… and designing the wrong thing is easy…(We do not always know what the customer will look like)
Project (and startup) management can be likethis
Inefficient way of workingThe « break-down and specialize » management methodleads to much waste:Stock of useless function...
Agility proposes a different managementparadigm… Individuals and interactions over processes and tools Working software ov...
Important Agile Principles       Customer       satisfaction          Collective       is the main goal      commitment   ...
…so we should delay design decisions aslate as possible   Incremental     deliveries      Iterative     deliveries
Fail fast, fail earlyAs we are delivering fast, we can harvestpositive and negative feedbacksAs we accept changes, we can ...
Agile MarketingImagine and                                  Generate demandvalidate the MVPCu s t omer        Cu s t omer ...
Business Model Canvas
Some great books…         http://institut-agile.fr
Agenda:1. Who are we?!2. Why are we here?3. Building your plan and lean approach4. Raising Money – The “Perfect Pitch”5. E...
That Chance Meeting…..
ONE Minute….or four floors….
And if you are pitching on stage?
Three to five mins MAX
WHAT? HUH? HOW?!?!?!
A simple formulaic approach:      Value        The         Your   Proposition   Problem     Solution     The              ...
Your Value Proposition• Simple, short, memorable, no insider “jargon”• One-two simple sentences, that even “granny could u...
The Problem• What are you trying to solve for your future customer  base?• How many have that problem?
Your Solution / Technology                             • Unique? USP?                             • Concept / Alpha /     ...
Your Marketplace –• Market Size and Competition, your USPs
The Team           • Who are you? What have you             done before? Do you have             the right skills?        ...
Delivery Delivery Delivery!Core Business Metrics (i.e. acquisition, activation, retention,                  conversion, re...
Show me da money!!!• Direct:   »   SaaS   »   Freemium   »   Subscription   »   Licensing   »   Consulting• Indirect:   » ...
Maybe then, you will get that second meeting!
And, don’t forget….
Great Resources for Practice Practice!•   Pitching in the UK                      •   USA     »   UKTI Pitch Workshops    ...
Agenda:1.   Who are we?!2.   Why are we here?3.   Building your plan and lean approach4.   Raising Money5. Effective Partn...
Navigating the mysterious world of engagingwith large corporates “Swimming with Whales”  Who do you approach?  Understand ...
Desired outcome
Agenda:1.   Who are we?!2.   Why are we here?3.   Building your plan and lean approach4.   Raising Money5.   Effective Par...
Keith Ferrazzi – never eat alone
It’s not what you know, it’s *who* you know
Pay it forward!
The Genius Of Audacity…
Don’t be a Networking “Jerk”
Who do *you* really want to meet?
Cold Calling is so “Old Skool”
Be yourself! 
And finally, “Where’s Waldo?”
Agenda in Summary1.   Who are we?!2.   Why are we here?3.   Building your plan and lean approach4.   Raising Money5.   Eff...
Microsoft BizSpark: Tips for Startups - midem 2012 presentation
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Microsoft BizSpark: Tips for Startups - midem 2012 presentation

  1. 1. Entrepreneurs: Several Practical Tips to Help you with your BusinessBlaise Vignon / Bindi KariaMicrosoft Emerging Business TeamMicrosoft France and Microsoft UK
  2. 2. Agenda:1. Who are we?!2. Why are we here?3. Building your plan and lean approach4. Raising Money5. Effective Partnering with Corporates6. Effective Networking
  3. 3. A little bit about Bindi
  4. 4. Bindi career to dateGraduate 1996- 1998 – 2001 2002 2002- 2004 2005 – 1996 1998 2001 2004 Present
  5. 5. A little bit about Blaise Polytechnique nVidia Stanford BCG Insead MicrosoftEngineer by trainingMicrosoft employee by vocationStartup guy for the love of it
  6. 6. Agenda:1. Who are we?!2. Why are we here?3. Building your plan and lean approach4. Raising Money5. Effective Partnering with Corporates6. Effective Networking
  7. 7. Microsoft ♥’s startups!
  8. 8. Why are we here? Microsoft BizSpark is a program designed to provide software startups all the resources they need to build successful companies and connect them with a community of experts.• 47,000 startups and 2500 + Network Partners worldwide, in 112 countries and 9 languages• 2,600 startups and 150+ NPs (UK) ; 1,000+ startups and xxx NPs (France) In a nutshell, Microsoft ♥’s startups! Software • Full featured development tools and production for 3 years. • Free Windows Azure computing time for 16 months. Software Support • Professional technical support from Microsoft: Email support, Managed newsgroups, invitation to BizSpark Camps. Visibility • 2 Free MSDN Support incidents. Support Visibility • Profile on BizSpark Connect. • Promotion on BizSpark.com. • Offers and Events on BizSpark Connect.
  9. 9. How BizSpark Works University incubators, government Investors Entrepreneur and agencies industry associations Hosters Network Partners sponsor Startups Startups join BizSpark™Visit www.microsoft.com/bizspark to learn more
  10. 10. CASE STUDY: (France)Leader in European Social Gaming $1-2bn market in 2012 Market Size Forecasts ($bn) Founded 2008 80 staff $7.5M funding in April 2011 Premium hits including GooBox (+10m users) and Pyramidville Source: Think Equity (2010); eMarketer (2010); Business Insight (2010) (+5m users) 11
  11. 11. Global Social Games Company OverviewWEBSITE:www.kobojo.com Kobojo was created to give a social dimension to classic games and online applications. The company was built on the belief that games are fun, but can beLOCATION: even better when played with friends. Its products are designed for socialParis, France networking sites, such as Facebook, to facilitate human connections and bring people together. Five million users play Kobojo games monthlyYEAR FOUNDED:2008 Why It’s One to Watch:MARKET SPACE: In less than two years, Kobojo became one of the most popular gaming sites inEntertainment Europe and earned a spot among the top 5 European companies in the social gaming industry.INVESTORS:Self-funded Kobojo founder Vincent Vergonjeanne competed at the 2004 Imagine Cup, where his team captured the top prize in the software design competition. OtherEXECUTIVE TEAM:Vincent Vergonjeanne, CEO members of the Imagine Cup team are now part of Kobojo as well.Franck Tetzlaff, COOSébastien Monteil, CTO The company uses the agile development methodology to rapidly producePhilippe Desgranges, Executive Producer games. This approach has attracted 41 million users since 2008 and continues to pull in about 5 million users monthly.AWARDS:Featured at CES, Microsoft Booth, January The Kobojo game Robotz is running in Facebook and is hosted on Azure.2011Named to the Guidewire Group’s Innovate!100 Kobojo is well known for a sophisticated analytics platform for evaluating gameList, December 2010 play and optimizing for attracting highly networked users and drivingWinner, European BizSpark Summit, 2010 monetization. Kobojo’s goal is to be the global Zynga working with studios in each of the target geographies to create engaging, local, social content.JOINED BIZSPARK:August 2009
  12. 12. Agenda:1. Who are we?!2. Why are we here?3. Building your plan and lean approach4. Raising Money5. Effective Partnering with Corporates6. Effective Networking
  13. 13. Lean Startup In short, it is like many Software engineering is other startup functions• Highly creative • Marketing• Very interdependent on co-workers • PR/Communication• Loosely coupled • Business Development • Product designThe learning from Software Engineeringhave been applied to broader fields
  14. 14. A sad statisticProportion of New BusinessesFounded in 1992 Still Alive By Most startup failures are due toYear. running out of money before having the right product There can be other (WCR, founder shoutfest, litigation) But not in the context of this talk Source : Illusions of EntrepreneurshipScott Shane (US Data, all industries)
  15. 15. The longer the project, the likelier thefailure
  16. 16. ….because the less clear what success lookslike 60% of project requirement changes 50 40 30 20 10 0 10 100 1,000 10,000 100,000 Project size (measured in function points, yes, we know…)
  17. 17. …but do we know why projects should be big? Only 13% of features are used often
  18. 18. … and designing the wrong thing is easy…(We do not always know what the customer will look like)
  19. 19. Project (and startup) management can be likethis
  20. 20. Inefficient way of workingThe « break-down and specialize » management methodleads to much waste:Stock of useless functionalities, High cost of coordinationdocumentation and communication
  21. 21. Agility proposes a different managementparadigm… Individuals and interactions over processes and tools Working software over comprehensive documentation Customer collaboration over contract negotiation Responding to change over following a plan Source: http://agilemanifesto.org/
  22. 22. Important Agile Principles Customer satisfaction Collective is the main goal commitment Measure to Intrinsic objectivize quality
  23. 23. …so we should delay design decisions aslate as possible Incremental deliveries Iterative deliveries
  24. 24. Fail fast, fail earlyAs we are delivering fast, we can harvestpositive and negative feedbacksAs we accept changes, we can take intoaccount these feedbacks and adapt our plansFeedback is more precious than perfection
  25. 25. Agile MarketingImagine and Generate demandvalidate the MVPCu s t omer Cu s t omer Cu s t omer Companydis c over y Val idat ion c r eat ion bu il ding Validate market Accelerate! hypothesis
  26. 26. Business Model Canvas
  27. 27. Some great books… http://institut-agile.fr
  28. 28. Agenda:1. Who are we?!2. Why are we here?3. Building your plan and lean approach4. Raising Money – The “Perfect Pitch”5. Effective Partnering with Corporates6. Effective Networking
  29. 29. That Chance Meeting…..
  30. 30. ONE Minute….or four floors….
  31. 31. And if you are pitching on stage?
  32. 32. Three to five mins MAX
  33. 33. WHAT? HUH? HOW?!?!?!
  34. 34. A simple formulaic approach: Value The Your Proposition Problem Solution The Business Your Team Marketplace Execution Business Model
  35. 35. Your Value Proposition• Simple, short, memorable, no insider “jargon”• One-two simple sentences, that even “granny could understand”• Remember, they don’t necessarily understand your industry! OR
  36. 36. The Problem• What are you trying to solve for your future customer base?• How many have that problem?
  37. 37. Your Solution / Technology • Unique? USP? • Concept / Alpha / Beta/ Execution? • How Meeting your customer needs? • Do Demo – but *beware* of live demos!?! • They will ask questions throughout!
  38. 38. Your Marketplace –• Market Size and Competition, your USPs
  39. 39. The Team • Who are you? What have you done before? Do you have the right skills? • Who do you need to hire longer term?
  40. 40. Delivery Delivery Delivery!Core Business Metrics (i.e. acquisition, activation, retention, conversion, revenue)
  41. 41. Show me da money!!!• Direct: » SaaS » Freemium » Subscription » Licensing » Consulting• Indirect: » Advertising » CPA / CPM » Partnerships » etc etc
  42. 42. Maybe then, you will get that second meeting!
  43. 43. And, don’t forget….
  44. 44. Great Resources for Practice Practice!• Pitching in the UK • USA » UKTI Pitch Workshops » DEMO Conference - » TechCrunch events http://www.demo.com/ (launch or pitch) » Seedcamp » TechCrunch Disrupt - » BizSparkCamps http://disrupt.techcrunch.com/ » BizSpark Summit » Guidewire – Innovate Conference / Pitch Slams » NE England?? • How to’s:• Pitching in Europe » Guidewire – gscore » Le Web Startup Competition http://guidewiregroup.com/services/g- » The Next Web Startup Competition score/ » European BizSpark Summit » 500Startups - » Start In Paris/Lyon http://www.slideshare.net/dmc500hats/h » Startup weekends ow-to-pitch-a-vc-aka-startup-viagra-how- to-give-a-vc-a-hardon » Search on Slideshare www.slideshare.com
  45. 45. Agenda:1. Who are we?!2. Why are we here?3. Building your plan and lean approach4. Raising Money5. Effective Partnering with Corporates6. Effective Networking
  46. 46. Navigating the mysterious world of engagingwith large corporates “Swimming with Whales” Who do you approach? Understand your needs from them Understand that contact persons internal objectives and needs Find the appropriate balance between persistence and aggressivenes Be prepared for your meeting.
  47. 47. Desired outcome
  48. 48. Agenda:1. Who are we?!2. Why are we here?3. Building your plan and lean approach4. Raising Money5. Effective Partnering with Corporates6. Effective Networking
  49. 49. Keith Ferrazzi – never eat alone
  50. 50. It’s not what you know, it’s *who* you know
  51. 51. Pay it forward!
  52. 52. The Genius Of Audacity…
  53. 53. Don’t be a Networking “Jerk”
  54. 54. Who do *you* really want to meet?
  55. 55. Cold Calling is so “Old Skool”
  56. 56. Be yourself! 
  57. 57. And finally, “Where’s Waldo?”
  58. 58. Agenda in Summary1. Who are we?!2. Why are we here?3. Building your plan and lean approach4. Raising Money5. Effective Partnering with Corporates6. Effective Networking

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