The lean launchpad - Entrepreneurship, research and innovation, Supelec 2014

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Lean launchpad course to Supelec 3rd year engineering students, as part of Entrepreneurship, research and innovation minor

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The lean launchpad - Entrepreneurship, research and innovation, Supelec 2014

  1. 1. The Lean Launchpad Entrepreneurship, Research and Innovation - Supelec 2014 Daniel Jarjoura
  2. 2. 112 slides 3 hours Constant interactions Q&A at your discretion
  3. 3. Ladies and gentlemen, this is your captain speaking
  4. 4. About  me Ninja Family Entrepreneurship Innovation Manager Business Development Director Product Manager Pre-sales Engineer MS Computer Science BS Telecommunications
  5. 5. What  about  you? What  are  your   expecta2ons  for   this  course?
  6. 6. Startups?
  7. 7. Net worth: $24 Billion each
  8. 8. Net worth: $67 Billion
  9. 9. Net worth: $19 Billion
  10. 10. What’s the main common point between these guys
  11. 11. Yes, they’re all technology experts…
  12. 12. …who understood how to be unique in their market…
  13. 13. …and made loads of money!
  14. 14. A bit like this guy
  15. 15. They uncovered the secrets of Marketing to sell their technology
  16. 16. What about France?
  17. 17. Net worth: €6 Billion
  18. 18. $600M
  19. 19. $6.8B
  20. 20. What’s a startup?
  21. 21. 3 types of startups
  22. 22. Lifestyle Startups Work to live their Passion Serve know customer with known product No Exit potential
  23. 23. Small Business Startups Work to Feed the family Serve know customer with known product Limited Exit potential
  24. 24. 99,9% of French companies
  25. 25. Scalable Startups Born to be BIG Solution for unknown customer with unknown features Huge Exit potential
  26. 26. Total Available Market > €300M Growth Potential > €50M Typically needs Venture Capital
  27. 27. A startup is a temporary organization used to search for a repeatable and scalable business model Steve Blank - Author, Entrepreneur
  28. 28. Startups are Not small versions of big companies
  29. 29. Startups Big Companies Search Execute Metrics Accounting Customer Validation Sales Customer Development Product Management Agile Development Engineering
  30. 30. Startups Search Companies Execute
  31. 31. Entrepreneurship as a Management Science E-School instead of B-School
  32. 32. Business as a Management Science The first business school 1908 First European MBA First MBA 1819 1957 2008 > 100,000 MBAs / year
  33. 33. Business Schools Topics Execution Accounting Strategy Product Management Engineering
  34. 34. Startups Big Companies Search Execute Metrics Accounting Customer Validation Sales Customer Development Product Management Agile Development Engineering
  35. 35. Business Schools Focus on Big Company Strategies
  36. 36. Business Schools Limitations? Most professors consult for large companies Most believe startups are small versions of big companies Most B-school entrepreneurship programs are side-shows
  37. 37. Incubators a Reaction to the lack of Practical University Entrepreneurship 1996 1959 2011 2005 > 100 incubators globally
  38. 38. Startup Incubators Experience vs. Theory Goal: create a company and jobs Curriculum: product development + best practices
  39. 39. What we used to believe ! Strategy
  40. 40. What we now know ! Strategy
  41. 41. Planning comes before the plan
  42. 42. Business Models
  43. 43. What we used to believe ! Process
  44. 44. Product Introduction Model Concept/! Seed Round" Product Dev." Alpha/Beta Test" Launch/" 1st Ship"
  45. 45. Tradition - Hire Marketing Concept/! Seed Round" Marketing Product Dev." - Create com materials - Create positioning Alpha/Beta Test" - Hire PR agency - Early buzz Launch/" 1st Ship" - Create demand - Launch event - Branding
  46. 46. Tradition - Hire Sales Concept/! Seed Round" Marketing Sales Product Dev." Alpha/Beta Test" - Create com materials - Create positioning - Hire PR agency - Early buzz - Hire Sales VP - Hire first sales staff Launch/" 1st Ship" - Create demand - Launch event - Branding - Build Sales organization
  47. 47. Tradition - Hire Bus Development Concept/! Seed Round" Marketing Sales Business Development Product Dev." Alpha/Beta Test" - Create com materials - Create positioning Launch/" 1st Ship" - Hire Sales VP - Hire first sales staff - Create demand - Launch event - Branding - Build Sales organization - Hire first Biz Dev - Do deals - Hire PR agency - Early buzz
  48. 48. Tradition - Hire Engineers Concept/! Seed Round" Marketing Product Dev." - Create com materials - Create positioning Launch/" 1st Ship" - Hire Sales VP - Hire first sales staff Business Development - Write PRD - Create demand - Launch event - Branding - Build Sales organization - Hire first Biz Dev Sales Engineering Alpha/Beta Test" - Do deals - Hire PR agency - Early buzz - Waterfall PD - Testing
  49. 49. Waterfall Product Management Execution on Two “Knowns” Requirements! Product Features: known Design! Implementation! Verification! Customer Problem: known Maintenance!
  50. 50. What we now know ! Process
  51. 51. Most startups fail from a lack of customers than from a failure of product development
  52. 52. Customer Development
  53. 53. Agile Development
  54. 54. +
  55. 55. What we used to believe ! Organization
  56. 56. Hire and build a Functional Organization
  57. 57. What we now know ! Organization
  58. 58. Startups run a Customer Development Team No Sales, Business Development or Marketing
  59. 59. Value Propositions What are you building? For who?
  60. 60. Customer Segments Who are they? Why would they buy?
  61. 61. Product Market Fit Does the Value Proposition match Customer Segments?
  62. 62. Channels How does your product get to your customer?
  63. 63. Customer Relationships How do you get, keep and grow customers?
  64. 64. Revenue Streams How do you make money?
  65. 65. Key Resources What are your most important assets?
  66. 66. Key Partners Who are your partners and suppliers?
  67. 67. Key Activities What’s most important for the business?
  68. 68. Cost Structure What are the costs and expenses
  69. 69. Realize they are hypotheses
  70. 70. Guess! Guess! Guess! Guess! Guess! Guess! Guess! Guess! Guess!
  71. 71. The Minimum Viable Product
  72. 72. The Pivot
  73. 73. If you had to remember 3 things
  74. 74. 1
  75. 75. You can be an Engineer and Start a Company
  76. 76. 2
  77. 77. Startups are not Small Versions of Big Companies
  78. 78. 3
  79. 79. There are 21st centurie Methodologies to Develop Innovation
  80. 80. If you want to go further
  81. 81. Thanks so much for listening and let’s stay in touch! @Djarjoura www.danieljarjoura.com h:p://www.linkedin.com/in/danieljarjoura daniel@qanubin.com slideshare.net/djarjoura

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