SlideShare a Scribd company logo
1 of 16
Download to read offline
How to Work with Israeli Startups
Arnon Kraft
// CEO
September 2020
15+ companies
Arnon Kraft
General Manager
Strategic Partnerships & Sourcing
Redmond, WA
Arnon Kraft
VP for Technology & Operations
VP for Business Development
Milpitas, CA / Kfar Saba
Arnon Kraft
Vice President
Arnon Kraft
Vice President
Arnon Kraft
Vice President
Arnon Kraft
Advisory Board Member
Arnon Kraft
Advisor & Mentor
Arnon Kraft
Friend
&
Based on my 20 years experience
Culture Business
Culture
Culture
“This is the best world-leading technology”
= Showing off, not being modest
= Pride, we worked hard to make this happen
Culture
“I was in a top military intelligence unit”
= Arrogance, trying to scare you
= Give context, show their credibility and experience
Culture
Seeming not to listen
= Lack of respect or care
= Eagerness and excitement to move forward,
already thinking about next steps
Culture
Wearing jeans, T-shirt
= Disrespect, lack of value for the partnership
= Common startup attire
Culture
“I know what your problem is”
= “I know better than you what you need”
= “I did my homework to learn about your business”
Business
Business
Why?
Money, resources
Access to market
Commercialization
experience
Brand
• Out of the box innovation
• Ability to take (big) risks
• Ability to focus on a very
specific niche area
• Access to technology
Business
• Establish clear problem statement
• Ensure startup business fit
(Innovation & BU)
• Establish clear post demo/pilot
framework
• Provide testing data
Business
• Establish strong communication
process
• Provide the right connections for
success – BANT
• Simplify procurement process
Business
• Define a clear need •
• In many cases = customization •
• Agree on NRE cost •
• Define clear go/no-go criteria for the demo •
• Define clear next steps if pass/fail •
Successful Pilot – How?
Good Luck!
祝好运
Arnon Kraft
// CEO

More Related Content

Similar to A Quick Guide on How to Work With israeli Startups

Practical tips for developing business relations in Taiwan
Practical tips for developing business relations in TaiwanPractical tips for developing business relations in Taiwan
Practical tips for developing business relations in TaiwanArnon Kraft
 
Team meeting 02112012
Team meeting 02112012Team meeting 02112012
Team meeting 02112012Jose Roda
 
Professional entrepreneural skills 19 feb (2)
Professional entrepreneural skills 19 feb (2)Professional entrepreneural skills 19 feb (2)
Professional entrepreneural skills 19 feb (2)Vut Co-op
 
Business Networking 2009
Business Networking 2009Business Networking 2009
Business Networking 2009cmcalfe
 

Similar to A Quick Guide on How to Work With israeli Startups (7)

Practical tips for developing business relations in Taiwan
Practical tips for developing business relations in TaiwanPractical tips for developing business relations in Taiwan
Practical tips for developing business relations in Taiwan
 
Team meeting 02112012
Team meeting 02112012Team meeting 02112012
Team meeting 02112012
 
Moving Up without Moving Out
Moving Up without Moving OutMoving Up without Moving Out
Moving Up without Moving Out
 
Professional entrepreneural skills 19 feb (2)
Professional entrepreneural skills 19 feb (2)Professional entrepreneural skills 19 feb (2)
Professional entrepreneural skills 19 feb (2)
 
Creativity.
Creativity.Creativity.
Creativity.
 
How to Navigate a Career Fair
How to Navigate a Career FairHow to Navigate a Career Fair
How to Navigate a Career Fair
 
Business Networking 2009
Business Networking 2009Business Networking 2009
Business Networking 2009
 

More from Arnon Kraft

Career Planning in the 21st century
Career Planning in the 21st centuryCareer Planning in the 21st century
Career Planning in the 21st centuryArnon Kraft
 
The sometimes overlooked differences between school and work
The sometimes overlooked differences between school and workThe sometimes overlooked differences between school and work
The sometimes overlooked differences between school and workArnon Kraft
 
Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017
Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017
Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017Arnon Kraft
 
From 0 to 90 in 18 minutes the first 90 days - ASU Sept 2016
From 0 to 90 in 18 minutes   the first 90 days - ASU Sept 2016From 0 to 90 in 18 minutes   the first 90 days - ASU Sept 2016
From 0 to 90 in 18 minutes the first 90 days - ASU Sept 2016Arnon Kraft
 
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading List
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading ListFrom 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading List
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading ListArnon Kraft
 
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015Arnon Kraft
 
Sourcing Strategy Kellogg MBA Operations Strategy - Spring 2015
Sourcing Strategy   Kellogg MBA Operations Strategy - Spring 2015Sourcing Strategy   Kellogg MBA Operations Strategy - Spring 2015
Sourcing Strategy Kellogg MBA Operations Strategy - Spring 2015Arnon Kraft
 
10 tips for building a 30 60-90 plan
10 tips for building a 30 60-90 plan10 tips for building a 30 60-90 plan
10 tips for building a 30 60-90 planArnon Kraft
 
Team Philosophy & Culture
Team Philosophy & CultureTeam Philosophy & Culture
Team Philosophy & CultureArnon Kraft
 
Tips on Doing Business in China
Tips on Doing Business in ChinaTips on Doing Business in China
Tips on Doing Business in ChinaArnon Kraft
 

More from Arnon Kraft (10)

Career Planning in the 21st century
Career Planning in the 21st centuryCareer Planning in the 21st century
Career Planning in the 21st century
 
The sometimes overlooked differences between school and work
The sometimes overlooked differences between school and workThe sometimes overlooked differences between school and work
The sometimes overlooked differences between school and work
 
Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017
Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017
Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017
 
From 0 to 90 in 18 minutes the first 90 days - ASU Sept 2016
From 0 to 90 in 18 minutes   the first 90 days - ASU Sept 2016From 0 to 90 in 18 minutes   the first 90 days - ASU Sept 2016
From 0 to 90 in 18 minutes the first 90 days - ASU Sept 2016
 
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading List
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading ListFrom 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading List
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading List
 
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015
 
Sourcing Strategy Kellogg MBA Operations Strategy - Spring 2015
Sourcing Strategy   Kellogg MBA Operations Strategy - Spring 2015Sourcing Strategy   Kellogg MBA Operations Strategy - Spring 2015
Sourcing Strategy Kellogg MBA Operations Strategy - Spring 2015
 
10 tips for building a 30 60-90 plan
10 tips for building a 30 60-90 plan10 tips for building a 30 60-90 plan
10 tips for building a 30 60-90 plan
 
Team Philosophy & Culture
Team Philosophy & CultureTeam Philosophy & Culture
Team Philosophy & Culture
 
Tips on Doing Business in China
Tips on Doing Business in ChinaTips on Doing Business in China
Tips on Doing Business in China
 

Recently uploaded

Arizona Broadband Policy Past, Present, and Future Presentation 3/25/24
Arizona Broadband Policy Past, Present, and Future Presentation 3/25/24Arizona Broadband Policy Past, Present, and Future Presentation 3/25/24
Arizona Broadband Policy Past, Present, and Future Presentation 3/25/24Mark Goldstein
 
Which standard is best for your content?
Which standard is best for your content?Which standard is best for your content?
Which standard is best for your content?Rustici Software
 
Women in Automation 2024: Career session - explore career paths in automation
Women in Automation 2024: Career session - explore career paths in automationWomen in Automation 2024: Career session - explore career paths in automation
Women in Automation 2024: Career session - explore career paths in automationDianaGray10
 
Accelerating Enterprise Software Engineering with Platformless
Accelerating Enterprise Software Engineering with PlatformlessAccelerating Enterprise Software Engineering with Platformless
Accelerating Enterprise Software Engineering with PlatformlessWSO2
 
Bridging Between CAD & GIS: 6 Ways to Automate Your Data Integration
Bridging Between CAD & GIS:  6 Ways to Automate Your Data IntegrationBridging Between CAD & GIS:  6 Ways to Automate Your Data Integration
Bridging Between CAD & GIS: 6 Ways to Automate Your Data Integrationmarketing932765
 
Tetracrom printing process for packaging with CMYK+
Tetracrom printing process for packaging with CMYK+Tetracrom printing process for packaging with CMYK+
Tetracrom printing process for packaging with CMYK+Antonio de Llamas
 
Dublin_mulesoft_meetup_API_specifications.pptx
Dublin_mulesoft_meetup_API_specifications.pptxDublin_mulesoft_meetup_API_specifications.pptx
Dublin_mulesoft_meetup_API_specifications.pptxKunal Gupta
 
Generative Artificial Intelligence: How generative AI works.pdf
Generative Artificial Intelligence: How generative AI works.pdfGenerative Artificial Intelligence: How generative AI works.pdf
Generative Artificial Intelligence: How generative AI works.pdfIngrid Airi González
 
Automation Ops Series: Session 3 - Solutions management
Automation Ops Series: Session 3 - Solutions managementAutomation Ops Series: Session 3 - Solutions management
Automation Ops Series: Session 3 - Solutions managementDianaGray10
 
Design pattern talk by Kaya Weers - 2024 (v2)
Design pattern talk by Kaya Weers - 2024 (v2)Design pattern talk by Kaya Weers - 2024 (v2)
Design pattern talk by Kaya Weers - 2024 (v2)Kaya Weers
 
Green paths: Learning from publishers’ sustainability journeys - Tech Forum 2024
Green paths: Learning from publishers’ sustainability journeys - Tech Forum 2024Green paths: Learning from publishers’ sustainability journeys - Tech Forum 2024
Green paths: Learning from publishers’ sustainability journeys - Tech Forum 2024BookNet Canada
 
QCon London: Mastering long-running processes in modern architectures
QCon London: Mastering long-running processes in modern architecturesQCon London: Mastering long-running processes in modern architectures
QCon London: Mastering long-running processes in modern architecturesBernd Ruecker
 
All These Sophisticated Attacks, Can We Really Detect Them - PDF
All These Sophisticated Attacks, Can We Really Detect Them - PDFAll These Sophisticated Attacks, Can We Really Detect Them - PDF
All These Sophisticated Attacks, Can We Really Detect Them - PDFMichael Gough
 
Dynamical Context introduction word sensibility orientation
Dynamical Context introduction word sensibility orientationDynamical Context introduction word sensibility orientation
Dynamical Context introduction word sensibility orientationBuild Intuit
 
Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...
Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...
Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...Alkin Tezuysal
 
Potential of AI (Generative AI) in Business: Learnings and Insights
Potential of AI (Generative AI) in Business: Learnings and InsightsPotential of AI (Generative AI) in Business: Learnings and Insights
Potential of AI (Generative AI) in Business: Learnings and InsightsRavi Sanghani
 
Transcript: Green paths: Learning from publishers’ sustainability journeys - ...
Transcript: Green paths: Learning from publishers’ sustainability journeys - ...Transcript: Green paths: Learning from publishers’ sustainability journeys - ...
Transcript: Green paths: Learning from publishers’ sustainability journeys - ...BookNet Canada
 
Bitdefender-CSG-Report-creat7534-interactive
Bitdefender-CSG-Report-creat7534-interactiveBitdefender-CSG-Report-creat7534-interactive
Bitdefender-CSG-Report-creat7534-interactivestartupro
 
Email Marketing Automation for Bonterra Impact Management (fka Social Solutio...
Email Marketing Automation for Bonterra Impact Management (fka Social Solutio...Email Marketing Automation for Bonterra Impact Management (fka Social Solutio...
Email Marketing Automation for Bonterra Impact Management (fka Social Solutio...Jeffrey Haguewood
 
Laying the Data Foundations for Artificial Intelligence!
Laying the Data Foundations for Artificial Intelligence!Laying the Data Foundations for Artificial Intelligence!
Laying the Data Foundations for Artificial Intelligence!Memoori
 

Recently uploaded (20)

Arizona Broadband Policy Past, Present, and Future Presentation 3/25/24
Arizona Broadband Policy Past, Present, and Future Presentation 3/25/24Arizona Broadband Policy Past, Present, and Future Presentation 3/25/24
Arizona Broadband Policy Past, Present, and Future Presentation 3/25/24
 
Which standard is best for your content?
Which standard is best for your content?Which standard is best for your content?
Which standard is best for your content?
 
Women in Automation 2024: Career session - explore career paths in automation
Women in Automation 2024: Career session - explore career paths in automationWomen in Automation 2024: Career session - explore career paths in automation
Women in Automation 2024: Career session - explore career paths in automation
 
Accelerating Enterprise Software Engineering with Platformless
Accelerating Enterprise Software Engineering with PlatformlessAccelerating Enterprise Software Engineering with Platformless
Accelerating Enterprise Software Engineering with Platformless
 
Bridging Between CAD & GIS: 6 Ways to Automate Your Data Integration
Bridging Between CAD & GIS:  6 Ways to Automate Your Data IntegrationBridging Between CAD & GIS:  6 Ways to Automate Your Data Integration
Bridging Between CAD & GIS: 6 Ways to Automate Your Data Integration
 
Tetracrom printing process for packaging with CMYK+
Tetracrom printing process for packaging with CMYK+Tetracrom printing process for packaging with CMYK+
Tetracrom printing process for packaging with CMYK+
 
Dublin_mulesoft_meetup_API_specifications.pptx
Dublin_mulesoft_meetup_API_specifications.pptxDublin_mulesoft_meetup_API_specifications.pptx
Dublin_mulesoft_meetup_API_specifications.pptx
 
Generative Artificial Intelligence: How generative AI works.pdf
Generative Artificial Intelligence: How generative AI works.pdfGenerative Artificial Intelligence: How generative AI works.pdf
Generative Artificial Intelligence: How generative AI works.pdf
 
Automation Ops Series: Session 3 - Solutions management
Automation Ops Series: Session 3 - Solutions managementAutomation Ops Series: Session 3 - Solutions management
Automation Ops Series: Session 3 - Solutions management
 
Design pattern talk by Kaya Weers - 2024 (v2)
Design pattern talk by Kaya Weers - 2024 (v2)Design pattern talk by Kaya Weers - 2024 (v2)
Design pattern talk by Kaya Weers - 2024 (v2)
 
Green paths: Learning from publishers’ sustainability journeys - Tech Forum 2024
Green paths: Learning from publishers’ sustainability journeys - Tech Forum 2024Green paths: Learning from publishers’ sustainability journeys - Tech Forum 2024
Green paths: Learning from publishers’ sustainability journeys - Tech Forum 2024
 
QCon London: Mastering long-running processes in modern architectures
QCon London: Mastering long-running processes in modern architecturesQCon London: Mastering long-running processes in modern architectures
QCon London: Mastering long-running processes in modern architectures
 
All These Sophisticated Attacks, Can We Really Detect Them - PDF
All These Sophisticated Attacks, Can We Really Detect Them - PDFAll These Sophisticated Attacks, Can We Really Detect Them - PDF
All These Sophisticated Attacks, Can We Really Detect Them - PDF
 
Dynamical Context introduction word sensibility orientation
Dynamical Context introduction word sensibility orientationDynamical Context introduction word sensibility orientation
Dynamical Context introduction word sensibility orientation
 
Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...
Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...
Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...
 
Potential of AI (Generative AI) in Business: Learnings and Insights
Potential of AI (Generative AI) in Business: Learnings and InsightsPotential of AI (Generative AI) in Business: Learnings and Insights
Potential of AI (Generative AI) in Business: Learnings and Insights
 
Transcript: Green paths: Learning from publishers’ sustainability journeys - ...
Transcript: Green paths: Learning from publishers’ sustainability journeys - ...Transcript: Green paths: Learning from publishers’ sustainability journeys - ...
Transcript: Green paths: Learning from publishers’ sustainability journeys - ...
 
Bitdefender-CSG-Report-creat7534-interactive
Bitdefender-CSG-Report-creat7534-interactiveBitdefender-CSG-Report-creat7534-interactive
Bitdefender-CSG-Report-creat7534-interactive
 
Email Marketing Automation for Bonterra Impact Management (fka Social Solutio...
Email Marketing Automation for Bonterra Impact Management (fka Social Solutio...Email Marketing Automation for Bonterra Impact Management (fka Social Solutio...
Email Marketing Automation for Bonterra Impact Management (fka Social Solutio...
 
Laying the Data Foundations for Artificial Intelligence!
Laying the Data Foundations for Artificial Intelligence!Laying the Data Foundations for Artificial Intelligence!
Laying the Data Foundations for Artificial Intelligence!
 

A Quick Guide on How to Work With israeli Startups

  • 1. How to Work with Israeli Startups Arnon Kraft // CEO September 2020
  • 2.
  • 3. 15+ companies Arnon Kraft General Manager Strategic Partnerships & Sourcing Redmond, WA Arnon Kraft VP for Technology & Operations VP for Business Development Milpitas, CA / Kfar Saba Arnon Kraft Vice President Arnon Kraft Vice President Arnon Kraft Vice President Arnon Kraft Advisory Board Member Arnon Kraft Advisor & Mentor Arnon Kraft Friend & Based on my 20 years experience
  • 6. Culture “This is the best world-leading technology” = Showing off, not being modest = Pride, we worked hard to make this happen
  • 7. Culture “I was in a top military intelligence unit” = Arrogance, trying to scare you = Give context, show their credibility and experience
  • 8. Culture Seeming not to listen = Lack of respect or care = Eagerness and excitement to move forward, already thinking about next steps
  • 9. Culture Wearing jeans, T-shirt = Disrespect, lack of value for the partnership = Common startup attire
  • 10. Culture “I know what your problem is” = “I know better than you what you need” = “I did my homework to learn about your business”
  • 12. Business Why? Money, resources Access to market Commercialization experience Brand • Out of the box innovation • Ability to take (big) risks • Ability to focus on a very specific niche area • Access to technology
  • 13. Business • Establish clear problem statement • Ensure startup business fit (Innovation & BU) • Establish clear post demo/pilot framework • Provide testing data
  • 14. Business • Establish strong communication process • Provide the right connections for success – BANT • Simplify procurement process
  • 15. Business • Define a clear need • • In many cases = customization • • Agree on NRE cost • • Define clear go/no-go criteria for the demo • • Define clear next steps if pass/fail • Successful Pilot – How?