The Center for Entrepreneurial Innovation (CEI) is a leading business incubator in Phoenix, Arizona, providing services and support to tech entrepreneurs in the region. This presentation, from Susie Pulido of the Maricopa Corporate College, will showcase how to build a incubation program and facility that offers relevance for startup companies for optimal impact and also diversified revenue streams for sustainability. *Note: This presentation was first given at the National Association for Community College Entrepreneurship (NACCE) 2015 Annual Conference in Houston, Texas; October 2015.

6. Who are you serving?
What is your purpose?
What impact do you want to create?
What stakeholder commitments
need to be considered?
ESTABLISHING YOUR MISSION

7. What do you want your program
to be known for?
What are your differentiators?
*Equity vs. no equity
*Services
*Industries
Where do you want to be after
1 year? 5 years? 10 years?
VALUES & GOALS

9. Size reflects transitional space
but offers expansion capabilities
Flexible and collaborative areas
Sensitive to security and IP
concerns
Technological infrastructure to
minimize cost for a startup
FROM 30,000 FEET

10. Technology / software:
Office space, server room, modern
and collaborative environment
Biotech / medical device:
Wet labs, specialty equipment
Clean / renewable energy:
Hybrid office and/or lab space;
additional light manufacturing
NEEDS BY INDUSTRY

11. Leveraged existing feasibility
studies and needs assessments
Labs equipped with commercial-
grade hoods and furniture
Additional specialty bio equipment
that can be shared and reused
LABS & EQUIPMENT

14. Evaluate criteria based on goals
and mission:
* Job creation, growth potential
* Coachable entrepreneurs
* Intellectual property
* Alignment with resources
* Number of founders
* Experience of entrepreneur(s)
Incorporate multiple checkpoints
APPLICATION & SELECTION

15. Gap analysis | resource alignment
IP analysis | business model validation
Coachable | consistent with mission
All of the above
EIR / Business Counselor
Mentors and Partners
Executive Director
Selection Committee

16. Evolves as your program,
entrepreneurs and expertise
changes
Assist entrepreneurs through
process, but allow independent
approval
APPLICATION & SELECTION

17. RESIDENT CLIENTS
Company-specific roadmap for growth
Monthly, quarterly business counseling
Daily hallway conversations
Access to 40-50 specialized mentors
Discounted 3D printing and design
24/7 access to office and/or wet lab space
(at below-market rent)
Partner services (HubSpot, AWS)
Access to investment and partner network

18. AFFILIATE CLIENTS
Company-specific roadmap for growth
Monthly, quarterly business counseling
Access to collaborative, cowork space
Access to 40-50 specialized mentors
Discounted 3D printing and design
Partner services (HubSpot, AWS)
Access to investment and partner network

19. EDUCATIONAL OPPORTUNITIES
Programming for CLIENTS
(economic impact) and the
COMMUNITY (public visibility
and lead generation)
Leverage skills and expertise of
leaders across the globe
Seminars, workshops, retreats,
meet-ups, and others

20. Partnerships with like-minded
organizations to host workshops
* State/government
* Corporate partners
* Entrepreneurial supporters
* Meet-up groups
Consider discounted or free
access for clients to “external”
events
EDUCATIONAL OPPORTUNITIES

21. EDUCATIONAL OPPORTUNITIES
Student business incubation
program (virtual or physical
space)
High school entrepreneurship
* Tie with STEM initiatives
* 3D printing and coding
* Entrepreneurship primer

22. BUSINESS COUNSELING
Core of traditional incubation
program
Onsite professionals are vital for
daily and weekly needs
Beware of “mixed messages”
Consider different stages of
development

23. Monthly Quarterly
Tactical
Immediate
challenges
Status check
Meeting
program
requirements
Strategic
Goal setting
Overall
business
traction
Major pivots
BUSINESS COUNSELING

24. MENTORSHIP
Support business counselors
2-3 in each major expertise
and/or industry:
* Marketing
* Manufacturing
* Finance
* Regulatory | government

25. MENTORSHIP
Mutually-beneficial arrangement:
MENTORS build new client relations
and increase community exposure
ENTREPRENEURS receive pro bono
consulting and discounted services
INCUBATORS gain network of
specialized expertise and support

26. METRICS TO MEASURE
Clients Incubator
Job creation
*FTE
*Part-time
*Contract
*Interns
Revenue
Investment
(equity, grants)
Partnerships /
Sponsorships
Occupancy rate
PR visibility and
social growth
Educational
opportunities
offered

27. COMMUNITY PARTNERSHIPS
HUGE differentiator
Helps create “patchwork” quilt of
the entrepreneurial method
Local, national and international
opportunities
Helps advance startup ecosystem
and incubator positioning

28. COMMUNITY PARTNERSHIPS
Economic development: City of
Phoenix, Arizona Commerce Authority
Incubators, accelerators, cowork
spaces: Seed Spot, CO+HOOTS,
AzBIA
Industry-specific: AZBio, Flinn
Foundation, Clean Tech Open
Corporate: SRP, Dignity Health

29. STRATEGIC PARTNERS AND SERVICES
Discounted services
* HubSpot Jumpstart program
* Amazon Web Services
Strategic guidance, expertise
* MediCoventures
* Dan Tyre, HubSpot
* Legal firms, Ron Kisicki
Community college resources
* Business, entrepreneurship faculty
* Operations support (Facilities, IT)
* Student internships

30. Access to capital investment
* VA Angels
* Arizona Tech Investors
* Desert Angels
Pre-incubate, post-graduate
* Selection committee:
mentors | incubation leaders |
industry experts
* Graduation partners: Discovery
Triangle
STRATEGIC PARTNERS AND SERVICES

31. STRATEGIC PARTNERSHIPS
Small Business Development
Center (SBDC)
* Early support and staffing
* Dedicated business counselor
* Network of business analysts
* Additional programming and
workshops
* Student incubator operations
Learn more:
www.slideshare.net/ceigateway/pioneering-
partnerships-with-your-local-sbdc

33. STAFFING NEEDS
Strategic vision | partnership development
Client business strategy and development
Day-to-day accountability
Executive Director
Entrepreneur-in-Residence
Business Counselor(s)

34. Operations management | reporting
Public visibility | client lead generation
Reception | administrative support
Coordinator
Marketing Specialist
Office Assistant
Support marketing and operationsInterns

35. THE BUDGET
Invest in people first and build a
great team
Balance your expenses with
client receivables and other
revenues
Reinvest gains into the program
* New positions
* New services

36. REVENUESEXPENSES
Facilities
Operations
Marketing
Expansion
Program Fees
New revenue streams
Sponsorships
Grants

38. MARKETING SERVICES
Overall brand development
Inbound marketing: content-
driven, lead generation
Website: optimize for user, platform
for fresh content, mobile-friendly,
opportunity to showcase sponsors
Public relations

39. MARKETING SERVICES
Client-related services:
Revenue Non-revenue
Video
production
Graphic design
Photography
Mentorship
Brand
development
Social strategy
Event sponsorships

41. NEW REVENUE STREAMS
3D printing center
Competitive Intelligence Lab
CLIA Lab
Equipment rentals

42. STARTUPLABS 3D PRINTING CENTER

43. COMPETITIVE INTELLIGENCE LAB

44. CLINICAL LABORATORY IMPROVEMENT AMENDMENTS (CLIA) LAB

45. SPONSORSHIPS/GRANTS
Value-based (Friends of CEI) vs.
Real-estate (conference rooms)
Corporate incubation
opportunities
Numerous grants available for
ongoing operational expenses
and expansion efforts

46. ADVISORY BOARD
Vet the strategic direction
of incubation program
Source for eventual
succession planning

48. OUR BEST PRACTICES
Your mission is your FOUNDATION that should
guide every aspect of your incubator
DESIGN A FACILITY that is flexible and tailored
to serve diverse entrepreneurs
Your program is your DIFFERENTIATOR – layer
it with multiple services and partners

49. OUR BEST PRACTICES
STAY RELEVANT for your entrepreneurs and in
the marketplace, but don’t pivot just to make a
change
Validate your STRATEGIC DIRECTION regularly
with key stakeholders
BE CREATIVE with your staffing, your marketing
and new revenue-generating opportunities

50. MORE RESOURCES
NATIONAL BUSINESS INCUBATION ASSOCIATION: Best
practices for incubator programs and managers | nbia.org
OTHER INCUBATION PROGRAMS:
* Reputable
* University & Higher Ed models
* Community-based
GRANT OPPORTUNITIES: Economic Development
Administration | SBA Accelerator Fund | Coleman Foundation

51. LEARN MORE
susie.pulido@maricopacorporate.com
@mcorcollege | @ceigateway
maricopacorporatecollege.com | ceigateway.com