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How To Run A Tech Startup In Malaysia
1. Sembang Bisnes bersama
Lilyana Abdul Latiff, Aleph One
& Shaza Hakim, Stampede Designs
organised by JomWeb and NEF
@ The Foundation Damansara Perdana
16 April 2016
1
2. AGENDA FORMAT
9:00 Part I: (Lily)
10.30 Break
10.45 Part 2: (Lily)
12.15 Lunch
14.00 Part 3: (Shaza)
15.30 Break
15.45 Part 4: (Shaza)
17.00 END
• STORY MODE
• INTERACTIVE
• YOU CAN INTERRUPT
• ASK A LOT OF QUESTIONS
• LOTS of TIPS
2
4. in the 90’s
• Graduated from Univ of Iowa with BSc in
Computer Science and minor in Business
• Worked with MIMOS and helped launched
Multimedia Super Corridor
• Worked for several “startups” which included
• IT Consulting
• Smart School systems development
• Telemedicine systems design
• Office Automation for LHDN (which is still
being used today).
4
5. in the early 2000s
Web Development Era
• First foray into own business: Aleph One
• Web Development
• Petronas.com (almost 5 years - 3 iterations)
• PetronasTwinTowers.com
• GaleriPetronas.com
• PetronasDagangan.com
• ECER Dev Council
• Khazanah
• etc etc
• Training & Instructional Design
5
6. in the Mid 2000s
Event Management Era
Ran multi-million dollar events for
• Ministry of Tourism
• Khazanah Nasional Berhad
• Maybank and CIMB
• Petronas
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7. But my heart had always been
in product and technology
development
Then came Joota.com (launched Sept 15, 2013)
Social Media around content
Business Valuation at USD10 million
Product Development & RnD worth RM5 million
Global Traffic
Social Media site with
Adserving and Social Media Campaign
Analytics
Mobile APp
Special project: school.joota.com
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8. AND THEN …
We razed it to the ground
Raised RM 7 million ringgit
Burned RM 7 million ringgit
Some HUGE LESSONS learnt !
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9. 2014 - 2016
• Revitalised Aleph One
• Introduced “CTO-As-A-Service”
• Kickstarting a new startup
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12. So WHAT ACTUALLY HAPPENED in Joota?
Too much money
Management by Committee
Obsession with “perfect product”
No idea who our target market were
Did NOT go out to meet potential clients
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13. How In The World You Raised RM 7.6 million?
Company was valued at USD 20 million
even before it launched anything
CEO (and largest shareholder) = RM 1.0M
Angel Investor “The Datin” = RM 3.5 M
A Ben Laden = RM 900k
A Pakistani “Tony Stark” = RM 1.75M
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14. How In The World You Raised RM 7.6 million?
Company was valued at USD 20 million
even before it launched anything
CEO (and largest shareholder) = RM 1.0M
Angel Investor “The Datin” = RM 3.5 M
Ben Laden = RM 900k
A Pakistani “Tony Stark” = RM 1.75M
8% of the company
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15. Lessons Learnt
• We had an awesome team - but without a
strong leader
• Over-thinking
• Product obsessed rather than customer
obsessed
• It IS possible to raise THAT amount of money -
but you need connections and “street cred”
• Built an awesome technology
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16. What did I Learn as CTO of
Joota?
• App Development on the cloud
• Versioning using GIT
• Managing remote teams - Bandung,
Langkawi, Guang Zhou, San Francisco
• Developed some best practices for Product
Development
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17. For the Techies:
What Was Joota Made Of??
Systems Development
Infra Monitoring
Social Monitoring & Engagement
Email Blasting
Office Automation & Collaboration
Office File Back Up and Syncing
Accounting
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21. So What Does It Take To Run
a Tech Product Company ??
21
22. The Technopreneur Body of Knowledge
Marketing
Finance
Product
&
Development
Identification+ of+Market
Pricing+Strategy
Market+Access
Marketing+Channels
Sales+Channels
Fullfilment
Customer+Support
Product(Definition
Product(Development
Technology( Mgmt
Matching(features(to(customer(needs
Reliability(of(delivery/product
Constant(enhancement
Business'Valuation
Business'Projections
Financing'Strategy
Exit'Strategy
Investor'Mgmt
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23. Marketing &
Commercialisation
• At the end of it, the aim of a
business is to make a profit -
even for social
entrepreneurship
• So how do you sustain sales?
• How do you sustain customer
loyalty
• How do you GET customers?
copyright BrandGeeks Inc
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27. NUMBERS! NUMBERS!
• Why most good “pitching” fail
- especially among bumi
startups
• We don't APPEAR to have a
grasp of numbers
• We are EMBARRASSED by
the talk of money
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29. Aleph one vs Joota
a business with revenue & profits
have generated a minimum RM 5
million in sales (2007 - 2010)
strong portfolio and clientele
business valuation: RM 40,000
a business with NO revenue
NO Clients, No Profits
business valuation: USD 20 million
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30. Aleph one vs Joota
Valuation Method: FIRM Value
(Tangible + Intangible Assets) -
Liabilities
Valuation Method:
FUTURE Value
Has got to do with
NET Present Value
Internal Rate of Return
Discounted Cash Flow
Risk comfort
Valuation Method:
PRICE EARNING (PE)
Has got to do with
Market value of
“similarish” companies
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36. What is THEIR Formula?
Products or Services that delivers their brand promise and
provides value CONSISTENTLY will get REPEAT BUYERS
Happy Customers will bring NEW Customers through Word-
of-Mouth
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37. So HOW TO BUILD GREAT Products or Service by
US MERE MORTALS?
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38. What VALUE are you bringing to your customers??
Cheaper option
Easy * Saves time * Efficiency
Sense of Security * Healthier Option
Vanity/Luxury
Charity/Social
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39. DEFINING a TECH PRODUCT
Starts with Business Model Canvas
Product Definition
Product Architecture
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41. The Typical Systems for SMEs
in the 21st Century
• Cloud-based systems. No longer need to
purchase outright, own, maintain or upgrade
hardwares
• Systems and office automation that you can
rent monthly and control monthly opex aka
“Software-As-A-Service (SAAS)”
• Build a custom system ONLY if you really
need to.
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42. 2 types of tools:
Product Development &
Infra
Office Automation
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