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Managing Software Innovation in France<br />European Entrepreneurship & Innovation Thought Leaders Seminar<br />Second ses...
John Rauscher’s Key Career Points<br />Became a serial entrepreneur with:<br />In a nutshell<br /><ul><li>Cyrano – did IPO...
Sunopsis – private company – strong profitability – acquired by Oracle – high valuation - CEO
Yseop – 20 years of R&D - University spin out – starting now the 2nd year of sales – currently B to B - 10 existing French...
Paris University – Business Administration with minor in Computer Science
Author of 2 published business/marketing books (1999 and 2008)
Worked for large US companies in France:
Xerox – Laser printing division – #1 Sales Rep in France in 1986 (out of 1,000 SR)
Sybase – Startup of the French subsidiary to 50 M€ - VP Sales – 1989 to 1995</li></ul>Serial entrepreneurs are not common ...
Difficulties of Starting a Business in France<br />However, the 3 main challenges you may cope with in France & Europe are...
Europe  is a set of markets, not a unified market
European VCs are bankers, not risk takers
Highly qualified people at reasonnable cost and low turnover – mainly in France
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John Rauscher - Yseop Overview - Stanford - Jan 11 2010

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Talk by John Rauscher, CEO of enterprise software startup Yseop, at Stanford Engineering, January 11 2010

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John Rauscher - Yseop Overview - Stanford - Jan 11 2010

  1. 1. Managing Software Innovation in France<br />European Entrepreneurship & Innovation Thought Leaders Seminar<br />Second session - Monday, January 11th, 2010<br />John Rauscher<br />CEO – Yseop<br />jrauscher@yseop.com<br />
  2. 2. John Rauscher’s Key Career Points<br />Became a serial entrepreneur with:<br />In a nutshell<br /><ul><li>Cyrano – did IPO 5 years after startup - Exit valuation 185 M€ - 1998 – COO International Operations
  3. 3. Sunopsis – private company – strong profitability – acquired by Oracle – high valuation - CEO
  4. 4. Yseop – 20 years of R&D - University spin out – starting now the 2nd year of sales – currently B to B - 10 existing French customers – disruptive technology for every business and individuals – John is CEO and founding investor – based in Lyon
  5. 5. Paris University – Business Administration with minor in Computer Science
  6. 6. Author of 2 published business/marketing books (1999 and 2008)
  7. 7. Worked for large US companies in France:
  8. 8. Xerox – Laser printing division – #1 Sales Rep in France in 1986 (out of 1,000 SR)
  9. 9. Sybase – Startup of the French subsidiary to 50 M€ - VP Sales – 1989 to 1995</li></ul>Serial entrepreneurs are not common in France essentially for cultural reasons<br />
  10. 10. Difficulties of Starting a Business in France<br />However, the 3 main challenges you may cope with in France & Europe are:<br />But, benefits of setting up a business in France & Europe are:<br />It is a cliché! In fact, it is cheaper than in the US, even if it takes more time<br /><ul><li>Employees are generally not entrepreneurs – mainly in latin countries
  11. 11. Europe is a set of markets, not a unified market
  12. 12. European VCs are bankers, not risk takers
  13. 13. Highly qualified people at reasonnable cost and low turnover – mainly in France
  14. 14. Spending on structure and marketing is lower in Europe
  15. 15. Educated markets </li></ul>Starting business in France is not that difficult <br />
  16. 16. Yseop Key Facts<br />Achievements:<br />Company Overview<br /><ul><li>10 existing customers in France, annual revenues of 250K€ for the first year
  17. 17. First large scale customer in production
  18. 18. Angel investor
  19. 19. 10 employees
  20. 20. Potential exit: IPO or acquisition by a large software or Internet player
  21. 21. Founded in 2007 after 17 years of R&D from a team coming from ENS Cachan University
  22. 22. First year selling products in 2009
  23. 23. Enterprise software solution aimed at:
  24. 24. Internet and e-commerce Web sites: fully automating recommendations and customer relationships
  25. 25. Enterprise CRM groups: streamlining the sales process with a one-to-one marketing approach
  26. 26. Financial services: powerful banking, insurance and auditing applications… </li></ul>Addressing a €10 Bn Enterprise Software Market Globally<br />
  27. 27. Application example #1: Automatic Car Sales Recommendation Expert<br />1<br />Hum<br />I want a blue one<br />…<br />Hum…<br />With enough space for my dog<br />And low gas consumption…<br />Hum… my new car will be great !!<br />Wish List Questionnaire <br />(client side)<br />
  28. 28. Application example #1: Automatic Car Sales Recommendation Expert<br />1<br />Wish List Questionnaire <br />(client side)<br />2<br />Automatic Vehicles Scoring <br />of 6,000 models of cars <br />
  29. 29. 1<br />Wish List Questionnaire <br />(client side)<br />2<br />Automatic Vehicles Scoring <br />of 6,000 models of cars <br />Application example #1: Automatic Car Sales Recommendation Expert<br />Bob Lester<br />Your counselor<br />NYC, January 11th<br />Dear Mrs Smith,<br />Thank you for your request on our web site yesterday. I have browsed our database this morning and I have found five vehicles that perfectly match your requirements. I am explaining why in the attached document.<br />Two of them are available right now in our garage. They go well above your requirements and are within your budget ! You will be so unique driving<br />DreamCars<br />3<br />Personalized recommendation<br />Sale!<br />
  30. 30. Application example #1: Automatic Car Sales Recommendation Expert<br />1<br />Wish List Questionnaire <br />(client side)<br />2<br />Automatic Vehicles Scoring <br />of 6,000 models of cars <br />Bob Lester<br />Your counselor<br />NYC, April 23rd<br />Dear Mrs Smith,<br />Three months ago, you were looking at a new car through our web site. I would like to come back to you because we just received a new model that perfectly fits with your requirements.<br />I have prepared for you a proposal. Please have a look to the attached document which described how great is this car according to your needs.<br />Car sold!<br />DreamCars<br />3<br />Personalized recommendation<br />4<br />Automatic “one to one” follow up<br />When a new car <br />is in inventory<br />Customer Wish List<br />Value added: New market penetrationand lower customer acquisition cost<br />
  31. 31. Application example #2 : Field service and maintenance assistant for home broadband equipment repair<br />Contextual customer data<br />She has broadband network issue…<br />Expertise database<br />Yseop Engine<br />Enterprise best practices<br />Assistance department<br />Yseop: If I were you, I would ask her if the red light is blinking<br />Hi, I get a problem connecting to Internet….<br />Quicker customer support and problem resolution, at least 50% reduction in field service visit costs, higher customer satisfaction<br />Customer<br />
  32. 32. Application example #3: Automated Generation of Company Annual Reports and Audits<br /><ul><li>Spreadsheets & graphics without comments, analysis, diagnosis and recommendations
  33. 33. Spreadsheets & Graphics
  34. 34. Individualized comments
  35. 35. Prospective analysis
  36. 36. Customized diagnosis
  37. 37. Possible action plans</li></ul>Yseop Approach : Data + Interpretation + Company Action Plans<br />From a Traditional Business Intelligence Approach…<br />low value!<br />Customers: Financial Services Companies – Investment Brokers – Accounting Firms<br />
  38. 38. Other examples of applications:<br />ASSIST CALL CENTERS PERFORM LIKE EXPERTS WITHOUT TRAINING<br />ENABLE ONE-TO-ONE MARKETING AND CROSS SELLING COMMUNICATION<br />PERSONNALIZED FAQ’S AND WEB LOGIN PAGES FOR EACH CUSTUMER<br />ALLOW TO SET UP A NEW GENERATION OF INTELLIGENT INTERACTIVE VOICE RESPONSE (IVR) <br />FULLY AUTOMATE THE ANSWERING PROCESS FOR INCOMING EMAILS<br />
  39. 39. Conclusion<br />Gutenberg has enabled the transmission of knowledge<br />Yseop:<br /><ul><li>Lowers the cost of conveying expertise to employees & customers
  40. 40. Dramaticallyenhancecustomerexperience
  41. 41. 5 to 10X improvement in speed of knowledge management</li></ul>Internet has digitized information and knowledge<br />
  42. 42. John (Jean) Rauscher <br />jrauscher@yseop.com<br />

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