Day 1 Evening - Lessons In Team Structure And Client Management Ahmed Metwally
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Day 1 Evening - Lessons In Team Structure And Client Management Ahmed Metwally

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    Day 1 Evening - Lessons In Team Structure And Client Management Ahmed Metwally Day 1 Evening - Lessons In Team Structure And Client Management Ahmed Metwally Presentation Transcript

    • Lead to Win Lessons in Team Structure and Client Management July 28 th , 2009 Ahmed Metwally
    • Agenda
      • How we started
      • Detour
      • Product development
      • Idling
      • Restructure
      • On Track
      Slide
    • How we started
      • Q4-2006: 2 Techies (Boston & Ottawa) An idea to build the next Media convergence platform.
      • Q1-2007: Analyzing market, Biz Plan, recruited 3rd Partner (Sales), talking to clients,…
      Slide
    • Agenda
      • How we started
      • Detour
      • Product development
      • Idling
      • Restructure
      • On Track
      Slide
    • Detour
      • Situation
      • Potential to land a large account, so focused on a single client needs:
        • 20% base product.
        • 80% custom work.
      • Result
      • Spent 6 months travelling, meeting, working on solution design for a single client problem.
      • Despite all efforts, could not land the account.
      Slide
    • Lesson learned
      • Watch out for the dangling carrot. Don’t build your strategy/development around a single client unless you have a signed contract.
      • Don’t fall for the product development catch-22: client has custom requirements but wants to buy a ready product.
      • Listen to clients but focus on core product (6 months could have been spent working on the core product).
      Slide
    • Agenda
      • How we started
      • Detour
      • Product development
      • Idling
      • Restructure
      • On Track
      Slide
    • Product development
      • Q2-2007: Prototype, LoI, VC Term sheet.
      • Q3-2007: First client signed (Intel), Need to hire engineers…
      Slide
    • Agenda
      • How we started
      • Detour
      • Product development
      • Idling
      • Restructure
      • On Track
      Slide
    • Idling
      • Situation
      • A contract was signed, so had to accelerate development.
      • Hired good enough resources.
      • Result
      • Development decelerated!
      Slide
    • Lessons learned
      • Good enough is NEVER good enough.
      • If you are in doubt, DON’T hire.
      • You need to hire the next generation of leaders, not employees.
      • They HAVE TO believe.
      • Maintain your culture, maintain the momentum.
      • Employees cannot do that, only leaders can.
      Slide
    • Agenda
      • How we started
      • Detour
      • Product development
      • Idling
      • Restructure
      • On Track
      Slide
    • Restructure
      • Q1-2008: Down from 18 to 5.
      • Q1-2009: 30+ team members (15 developers + 6 contractors).
      • Q1-2009: Target client profile well defined.
      • Q1-2009: 3 stage sales process in place.
      Slide
    • Agenda
      • How we started
      • Detour
      • Product development
      • Idling
      • Restructure
      • On Track
      Slide
    • On Track
      • Q2-2009: 1 st large deal.
      • Q3-2009: 2 nd large deal.
      • Q4-2009: Planned public launch.
      Slide
    • Lessons learned
      • Act your size. Small has its benefits.
      • Walk away from large clients’ pressure.
      • Commit to realistic results.
      • Over achieve on your commitments.
      • Pre-Sales engineering is just for assessment. NEVER do anything for free.
      • Adhere to your process. Your client will respect you for it.
      Slide
    • Summary
      • Listen to potential clients, ask questions, learn from them, know their pain.
      • Stay focused; don’t make major shifts. Define and find your ideal client.
      • Look for potential leaders; stop hiring employees.
      • Follow your sales process.
      • You cannot afford to do work for free.
      Slide