Business Development for Startups

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Business Development for Startups

  1. 1. Technology Startups Queen Rania National Entrepreneurship Competition
  2. 2. Business opportunity Vs. Business idea A unique innovative idea Has the needed knowledge about skills Passionate about it, and willing to sacrifice to make it work √
  3. 3. Startup Lifecycle Theoretical Stage •Concept •Demo. •R&D. Early Stage •Viable product. •Revenue. Growth Stage •Break-even. •Profit. Exit Strategy •Acquisition. •IPO.
  4. 4. The AWESOME! Idea stages
  5. 5. Why would the AWESOME! Idea DIE…  The startup might die because of different scenarios:  It might be because of funding:  Going out of cash at the theoretical stage.  Going out of cash at the early stage.  It might be because of bad decisions:  Being stiff while dealing with the business model or the business plan.  Taking the wrong decisions when it comes to the product development.  Not considering the market reality.
  6. 6. Some technologies that couldn’t make it
  7. 7. Technology Startups sources of Funding Bootstrapping Angel Investors (Ex. Bedaya) Corporate Venture Capital (VC) Traditional Venture Capital (VC) (Ex. IVH) Others
  8. 8. Sahlman’s* Entrepreneurship Model People Team, Capabilities, Attitudes, Reputation. Resources Financial, Physical, Intellectual. Deal Rewards and risks, Incentives, Ownership, Harvest. Opportunity Customers, Strategy, Business Model. Business Plan Bill Sahlman - HBS
  9. 9. Technology Lifecycle adoption curve Discovery •Developing the new technology Introduction •Introducing the new technology to the market Implementation •Innovators and early adopters start using the technology Evaluate •Innovators evaluate the new technology and either adopt it or reject it
  10. 10. Market dynamics  It’s not impossible yet very hard to expect the market dynamics, because of:  In the technology field it’s hard to predict the future.  To know the market dynamics you need experts in multiple sectors not only the sector that you are working at.  The data keeps on changing all the time and it’s hard to collect.  Still you can:  Talk to the customers.  Reasoning indicators, understanding the S curve.  The historical data.
  11. 11. Understanding the S curve  The technology development curve 0 10 20 30 40 50 60 70 80 90 100 2000 2002 2004 2006 2008 2010 2012 2014 2016 2018 2020 Concept development Product Development Alpha/Beta Test Launching
  12. 12. Understanding the S curve  The penetration curve 0 10 20 30 40 50 60 70 80 90 100 2000 2002 2004 2006 2008 2010 2012 2014 2016 2018 2020 Early Adopter Growing Market Mass Adoption Slowing down
  13. 13. Alliances importance  Why you get into alliances?  Fostering the product developing.  Giving a better access on the market.  Understanding the industry culture.  Entering new markets.  Some of the large companies nowadays are hiring top managers in the position of (Strategic Business Alliances), where this person can focus on developing alliances with other organizations and companies to develop strategic alliances and to work on finding new opportunities for the company through cooperating with other organizations.
  14. 14. Some Successful Alliances LCD Panel
  15. 15. Taking Advantage of a Successful Alliances LCD Panel
  16. 16. Why Alliances are more important for Startups?
  17. 17. Startups business development  Create clear BD targets  Structure your approach  Be prepared and solve the problems  Always be responsive  Don’t over rush  Promise less deliver more  Focus on building the strong partnerships  Listen to your customers and partners  Make sure that you have all the needed legal back-up and support
  18. 18. Hire the right person!  The BDM can be:  Scouting  Testing  Scaling
  19. 19. Business Development Vs. Sales
  20. 20. Network, Network, Network
  21. 21. It’s not about how large is your company!
  22. 22. Code of ethics & CR importance for startups. How can startups afford having such programs and how it would affect their work.
  23. 23. Recommended to Read
  24. 24. For more Information  Feel free to contact me at:  Mohammad.Obaidat@gmail.com  LinkedIn: www.linkedin.com/in/mobaidat  Twitter: mobaidat

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