Team j   worlds fastest computer - final - ver2

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  • 5 big customers with 80% of the marketSell into 2 customers with 10% of 30%
  • Boil the oceanYes processing power but where’s the pain
  • Boil the oceanYes processing power but where’s the pain
  • Go ground upValue propositions for each segmentsYes processing, but deeper of pain
  • Go ground upValue propositions for each segmentsYes processing, but deeper of pain
  • Providing the concept with bake-offsGet your head out of the cloud – no to our cloud service
  • Providing the concept with bake-offsGet your head out of the cloud – no to our cloud service
  • Switching costsHoning in on the targetNeed size to feel pain
  • Switching costsHoning in on the targetNeed size to feel pain
  • We interviewed technology architects and business decision makers

Transcript

  • 1. Team J - Worlds Fastest Computer Customers Interviewed: Yesterday 12 / Total 44 Day 1 (3 Cloud, 3 Business Analytics, 1 Finance, 2 Defense) Day 2 (4 Finance, 3 Business Analytics, 1 Life Sciences) Day 3 (3 Channel, 3 Finance, 1 Life Sciences, 2 Business Analytics, 3 Others) Day 4 (8 Life Sciences, 1 Channel, 3 Finance) MAGNUS NOTITIA Hardware company that provides increased processing power for credit card companies, gene sequencing, and trading desks.John Anderson Prasanna Sundararajan Howard Wang Max Williams Michael Lee
  • 2. Genomics Scientist – Day in the Life Problem: Today’s Solution: Full gene Cheap, fast…LESS sequencing takes ACCURATE sequencing days…Start-up value proposition: Fast, accurate full sequencing at reduced cost
  • 3. Journey Overview Day 1 Day 2-4 Day 5 Finalized 1st Segment Trading Value Desk Prop1 • Problem: Reduce sequencing computation cost • Solution: Reduce Life sequencing time by 50x Value Sciences Prop2 • SAM: $440M One size fits all • Target: (1-2 years): $12Mvalue-proposition: • Business model: Server with “50x processing Credit Value FPGA add-on card + software power” Card Fraud Prop3 sale + service • Customer archetypes and Identified 3 customer segments relationship articulated Value proposition refinement
  • 4. Business Model Canvas – Day 1 Large to mid-size• Server companies • Design boards Increasing processing • PR (Computing organizations in the• Cloud firms • Demonstration power by either: Competitions, Free following industries:• Chip makers • Software •Installing hardware / Trials) •Financial services• Software developers development software platform • Customer Services •Life sciences • Service •Leasing space in our (Training, Call •DOD/government cloud Support) •Big data analytic firms for big data applications • Referrals, Feedbacks •Data centers Organizations that purchase physical units • Data center Combination of Organizations that • HR: computer Physical and Web purchase access to high performance environment engineers, sales & • Direct Sales marketing • OEM • VARs• People • Hardware Purchase + Software Subscription• Marketing/Sales • Pay-per-Usage Model• IP• Data Center• Hardware purchase/board development• Warranty/replacement parts
  • 5. Business Model Canvas – Day 1 Large to mid-size• Server companies • Design boards Increasing processing • PR (Computing organizations in the• Cloud firms • Demonstration power by either: Competitions, Free following industries:• Chip makers • Software •Installing hardware / Trials) •Financial services• Software developers development software platform • Customer Services •Life sciences • Service •Leasing space in our (Training, Call •DOD/government cloud Support) •Big data analytic firms for big data applications • Referrals, Feedbacks •Data centers Organizations that Need to purchase physical units Very identify • Data center Combination of Organizations that vague = high-value purchase access to high • HR: computer Physical and Web engineers, sales & NO idea • Direct Sales problems performance environment marketing what we • OEM in • VARs are doing different segments• People • Hardware Purchase + Software Subscription• Marketing/Sales • Pay-per-Usage Model• IP• Data Center• Hardware purchase/board development• Warranty/replacement parts
  • 6. Business Model Canvas – Day 2• Server companies • Design boards BD Analytics: • PR (Computing Increasing data accessibility Life Sciences• Cloud firms • Demonstration Competitions, Free Big Data Analytics by:• Chip makers • Software • decrease access time Trials)• Software developers development • Customer Services• Data aggregators • Service (Training, Call Cloud Computing: Support) Decreasing network • Referrals, Feedbacks congestion by: • reduce the radix of communications • Data center Combination of • HR: computer Increasing processing Physical and Web engineers, sales & power by either: • Direct Sales marketing •Installing hardware / • OEM software platform • VARs •Leasing space in our cloud for big data applications• People • Hardware Purchase + Software Subscription• Marketing/Sales >>> High-performance competition • Pay-per-Usage Model• IP• Data Center• Hardware purchase/board development• Warranty/replacement parts
  • 7. Business Model Canvas – Day 2• Server companies • Design boards BD Analytics: • PR (Computing Increasing data accessibility Life Sciences• Cloud firms • Demonstration Competitions, Free Big Data Analytics by:• Chip makers • Software • decrease access time Trials)• Software developers development • Customer Services• Data aggregators • Service (Training, Call Cloud Computing: Support) Decreasing network • Referrals, Feedbacks congestion by: • reduce the radix of communications • Data center Combination of • HR: computer Increasing processing Customer Physical and Web engineers, sales & power by either: • Direct Sales marketing Segment •Installing hardware / • OEM software platform Specific • VARs •Leasing space in our cloud Value for big data applications Prop. Customer Archetype• People • Hardware Purchase + Software Subscription and• Marketing/Sales >>> High-performance competition • Pay-per-Usage Model• IP Decision• Data Center Hierarchy• Hardware purchase/board development• Warranty/replacement parts
  • 8. Business Model Canvas – Day 3 BD Analytics:• Server companies • Design boards Increasing data • PR (Computing Life Sciences• Cloud firms • Demonstration accessibility by: Competitions, Free • DNA sequencing• Chip makers (bake off) • decrease access Trials)• Software developers • Software time • Customer Services Big Data Analytics• Data aggregators Data Sanitization (Training, Call • Data sanitization development Support) • Database access • Service Speed • Referrals, Feedbacks Cloud Computing: Data Centers Decreasing network • Parallel Processing congestion by: Financial Modeling • reduce the radix of • Data center Combination of • Credit Card fraud communications • HR: computer Physical and Web • Pricing strategies engineers, sales & • Direct Sales marketing High Performance • OEM Computing (combo): • VARs Direct increase in processing power• People • Hardware Purchase + Software Subscription• Marketing/Sales >>> Competition (Bake Off)• IP • Hardware Purchase + Software Subscription• Data Center • Hardware Purchase + Software Subscription• Hardware purchase/board development • Pay-per-Usage Model• Warranty/replacement parts
  • 9. Business Model Canvas – Day 3 BD Analytics:• Server companies • Design boards Increasing data • PR (Computing Life Sciences• Cloud firms • Demonstration accessibility by: Competitions, Free • DNA sequencing• Chip makers (bake off) • decrease access Trials)• Software developers • Software time • Customer Services Big Data Analytics• Data aggregators Data Sanitization (Training, Call • Data sanitization development Support) • Database access • Service Speed • Referrals, Feedbacks Cloud Computing: Data Centers Decreasing network • Parallel Processing congestion by: Financial Modeling • reduce the radix of Aligning: • Data center Combination of • Credit Card fraud communications • HR: computer Physical and Web • Pricing strategies engineers, sales & •• Direct Sales Customer marketing High Performance • OEMSegment Computing (combo): • VARs Direct increase in • Value Prop processing power • Revenue• People • Hardware Purchase + Software Subscription• Marketing/Sales >>> Competition (Bake Off)• IP • Hardware Purchase + Software Subscription• Data Center • Hardware Purchase + Software Subscription• Hardware purchase/board development • Pay-per-Usage Model• Warranty/replacement parts
  • 10. Business Model Canvas – Day 4• Server companies • Design boards • PR - Competitions, BD Analytics: Life Sciences• Cloud firms • Demonstration Conferences, • Increasing data Articles, Free Trials • DNA sequencing• Chip makers (bake off) accessibility by • Solicit• Software developers • Software decrease access Earlyvangelist Big Data Analytics• Data aggregators development time support at events • Data sanitization• Ex-executives • Service • Data Sanitization • Customer Services - • Database access• Regional Sales Rep • Scientific Training, Call Support Speed Publications • Referrals, Feedbacks Data Centers Cloud Computing: • Parallel Processing Decreasing network congestion by: Combination of • Data center Financial Modeling • reduce the radix of Physical and Web • HR: computer • Credit Card fraud communications • Direct Sales (Large Banks) engineers, sales & - Ex-executives • Pricing strategies marketing High Performance - Regional Sales Rep Computing • OEM Government • Direct increase in • VARs • (not DOD) processing power • System Integrators• People• Marketing/Sales – Competition (Bake Off)• IP Hardware Purchase +• Data Center Pay-per-Usage Model Software Subscription• Hardware purchase/board development• Warranty/replacement parts
  • 11. Business Model Canvas – Day 4• Server companies • Design boards • PR - Competitions, BD Analytics: Life Sciences• Cloud firms • Demonstration Conferences, • Increasing data Articles, Free Trials • DNA sequencing• Chip makers (bake off) accessibility by • Solicit• Software developers • Software decrease access Earlyvangelist Big Data Analytics• Data aggregators development time support at events • Data sanitization• Ex-executives • Service • Data Sanitization • Customer Services - • Database access• Regional Sales Rep • Scientific Training, Call Support Speed Publications • Referrals, Feedbacks Data Centers Cloud Computing: • Parallel Processing Decreasing network Refining: congestion by: Combination of • Data center Financial Modeling • reduce the radix of Physical and Web • Credit Card fraud • Partners • HR: computer communications • Direct Sales (Large Banks) engineers, sales & • Activities marketing High Performance - Ex-executives • Pricing strategies - Regional Sales Rep • Relationships Computing • OEM Government • Direct increase in • Channels processing power • VARs • (not DOD) • System Integrators• People• Marketing/Sales – Competition (Bake Off)• IP Hardware Purchase +• Data Center Pay-per-Usage Model Software Subscription• Hardware purchase/board development• Warranty/replacement parts
  • 12. Business Model Canvas – Day 5• Server companies • Design boards • PR - Competitions,• Cloud firms • Demonstration Life Sciences Life Sciences Conferences, Articles,• Chip makers (bake off) Decrease the time to Free Trials • DNA sequencing• Software developers • Software crunch DNA • Solicit Earlyvangelist• Data aggregators development sequences support at events Financial Modeling• Ex-executives • Service • Customer Services - • Pricing strategies• Regional Sales Rep • Scientific Trading Desks Training, Call Support Publications Decrease the time to • Referrals, Feedbacks Credit Card Fraud process data to (Large Banks) arbitrage trading decisions faster Combination of • Data center Big Data Analytics Physical and Web • Data sanitization • HR: computer Credit Cards • Direct Sales • Database access engineers, sales & Decrease the time to - Ex-executives marketing access fraud - Regional Sales Rep databases to make Data Centers • OEM faster decisions • VARs • Parallel Processing • System Integrators• People• Marketing/Sales – Competition (Bake Off)• IP Hardware Purchase +• Data Center Pay-per-Usage Model Software Subscription• Hardware purchase/board development• Warranty/replacement parts
  • 13. Business Model Canvas – Day 5• Server companies • Design boards • PR - Competitions,• Cloud firms • Demonstration Life Sciences Life Sciences Conferences, Articles,• Chip makers (bake off) Decrease the time to Free Trials • DNA sequencing• Software developers • Software crunch DNA • Solicit Earlyvangelist• Data aggregators development sequences support at events Financial Modeling• Ex-executives • Service • Customer Services - • Pricing strategies• Regional Sales Rep • Scientific Trading Desks Training, Call Support Publications Decrease the time to • Referrals, Feedbacks Credit Card Fraud process data to (Large Banks) arbitrage trading decisions faster Combination of • Data center Big Data Analytics Physical and Web • Data sanitization • HR: computer Credit Cards • Direct Sales • Database access engineers, sales & Decrease the time to - Ex-executives marketing access fraud - Regional Sales Rep databases to make Data Centers Startups • OEM faster decisions • VARs • Parallel Processing cannot Pick one • System Integrators Expand to pursue all other two segment• People 3 segments segments• Marketing/Sales – Competition (Bake Off) in year 1• IP Hardware Purchase +• Data Center Pay-per-Usage Model Software Subscription• Hardware purchase/board development• Warranty/replacement parts
  • 14. What’s Next• Focus on life sciences (DNA Sequencing) • Highest pain today, getting WORSE • Opportunity for growth in subsequent years • 5 dominant customers with significant market share • Less Acquisition Costs• Strategy • Add value to the dominant players • Counter to Stanford-based startup strategy to compete with dominant players• Expand to the financial industry in subsequent years
  • 15. Opportunity: Get, Keep, Grow Market Sizing SAM ($M) 440 Number of dominant players 5 Market share of dominant players 70% SAM from dominant players ($M) 308 Target Market in years 1&2 ($M) * 12*Sell into 10% server of 2 dominant players each
  • 16. APPENDIX
  • 17. Customer RelationshipRecommender Decision Influencer(Computational Maker (IT) Architect) (Executive)
  • 18. Customer Archetype: Decision Maker• Upper Management• 50 to 60 years old• Holds M.S. and PhD in Life Sciences• Tech Architech• Computational Biologist• IT Support
  • 19. Customer Archetype: Recommender• Technology Architect• 30 to 45 years old• Holds M.S. in Life Sciences or Technology• Attends “Bake Offs”• Reads Publications
  • 20. Problems Credit Card Fraud Trading Desks Life Sciences Costs consumers $1 million per $3.3 billion and retailers $52 millisecond billion improvement
  • 21. Identifying Potential Value Propositions Big Data Customer Segment Users Pain Points Processing Big Accessing Big Databases DatabasesLimit of Customer Expertise Potential Network Processing Solutions Capacity Power Our Value Proposition