The document outlines a webinar session focused on starting up a small and medium enterprise (SME), featuring a guest speaker and covering topics such as startup costs, prototyping, and sales networking. Key takeaways include the lean startup approach, importance of building prototypes, and effective pitching strategies for entrepreneurs. Additionally, it encourages participants to engage in social media activities and emphasizes the necessity of networking for business success.

1. Session 5: Starting Up
This SME webinar will start at
5:00 pm Dubai 4:00 pm Riyadh 3:00 pm Cairo
For tweeting: #ICME2013
Session by: Shadi Banna
Guest Speaker: Zakaria Ben Hamouche
Hosted by Faher Afra

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For tweeting: #ICME2013
Session Agenda
1. Recap from Previous Sessions
2. Starting Up
• Startup Costs
• Your Prototype
• Elevator Pitch
• Sales & Networking
3. Exercise: Practice your pitch
4. Guest Speaker : Zakaria Ben Hamouche
5. Winner of Social media activity
6. Final Thoughts

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For tweeting: #ICME2013
Shadi Banna,
@shadibanna
Co-founder & Managing Partner,
Potential.com

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Mentoring
Focus
2-
Entrepreneurship
& Innovation
3- Business
Model (External)
•Entrepreneurship
•Innovation
•The Opportunity
Development
Streams
How will we execute
5- Starting UP
•Target Segment
•Value Proposition
•Channels & Client
Relationship
•Revenue
•Activities
•The Team & Resources
•Partnerships
•Costs
•Startup Costs
•Your Prototype
•Elevator Pitch
•Sales & Networking
Polishing the new
expansionary
business idea
Identifying
Unique Value
Proposition
Milestone
Attracting sales &
investments
Underlying
Components
Social Network and Learning
Management System to manage
each individual’s development
Blended Learning Programs
using Video Conferencing to
minimize costs
Practical and relevant
experience from regional
experts
Create an ecosystem that
links incubators, universities
etc..
6 Web
Sessions
Support to
Participants
Today’s Focus: Starting Up
Building the prototype
4- Business
Model (Internal)
1-
Introduction
6- Team
Registration

5. Starting Up
For tweeting: #ICME2013
Session Agenda
1. Recap from Previous Sessions
2. Starting Up
• Startup Costs
• Your Prototype
• Elevator Pitch
• Sales & Networking
3. Exercise: Practice your pitch
4. Guest Speaker : Zakaria Ben Hamouche
5. Winner of Social media activity
6. Final Thoughts

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The Business Model Canvas

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Business Model: External Elements

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Business Model: Internal Elements

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Session Agenda
1. Recap from Previous Sessions
2. Starting Up
• Startup Costs
• Your Prototype
• Elevator Pitch
• Sales & Networking
3. Exercise: Practice your pitch
4. Guest Speaker : Zakaria Ben Hamouche
5. Winner of Social media activity
6. Final Thoughts

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For tweeting: #ICME2013
Starting Up
• Launching a new enterprise has always been a hit-or-miss
proposition.
• Founders used to write a business plan, pitch it to investors,
assemble a team, introduce a product, and start selling as hard
as you can.
• That was the old way….

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But today things are more agile
The “Lean Start-up” approach:
• Experimentation over elaborate
planning.
• Customer feedback over intuition.
• Iterative design over traditional
“big design up front”
development.

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The lean approach looks as follows
Test it
out
Business
Model
Try to
sell
ReDesign
based on
feedback
Rapid
Prototype
Reintroduce

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Quote
“You see things; and you say, 'Why?' But I dream things that never
were; and I say, "Why not?”
George Bernard Shaw

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Your Business Model: Sketch out your hypotheses

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Your Business Model: Listen to customers

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Your Business Model: Quick, responsive development
Requirement
s
Analysis &
Design
Implementati
on
Testing
Evaluation
Planning
Initial
Planning
Deployment
Minimum
Viable Product
Customer
Feedback

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Your Business Model: Determine your startup costs
Estimate the costs of doing business for the first months:
• One-time costs such as the fee for incorporating your business or the
price of a sign for your building
• Ongoing costs, such as the cost of utilities, inventory, insurance, etc.
Decide whether these costs are essential or optional.

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Your Business Model: Determine your startup costs
Essential expenses can either be:
• Fixed expenses include rent, utilities, administrative costs and insurance
costs.
• Variable expenses include inventory, shipping and packaging costs, sales
commissions, and other costs associated with the direct sale of a product
or service.
The most effective way to calculate your startup costs is to use a worksheet
that lists both one-time and ongoing costs.

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Your Business Model: Stay Lean & Agile
Lean Traditional
Strategy
Business Model
Hypothesis driven
Business Plan
Implementation driven
New Product Process
Customer Development
Get out of the office and test hypothesis
Product Management
Prepare offering for market following a
linear step-by-step plan
Engineering
Agile Development
Build the product iteratively and
incrementally
Agile or Waterfall Development
Build the product iteratively or fully specify
the product before building it

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Your Business Model: Stay Lean & Agile - continued
Lean Traditional
Organization
Customer and Agile Development Teams
Hire for learning, nimbleness and speed
Departments by Function
Hire for experience and ability
Financial Reporting
Metrics that matter
Customer acquisition cost, lifetime customer
value, churn, viralness
Accounting
Income statement, balance sheet, cash flow
statement
Failure
Expected
Fix by iterating on ideas that work
Exception
Fix by firing executives
Speed
Rapid
Operates on good enough data
Measured
Operates on complete data

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Building your Prototype: Advantages
1. It enables you to test and refine the functionality of your design.
2. It makes it possible to test the performance of various materials.
3. It'll help you describe your product more effectively.
4. It will encourage others to take you more seriously.

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Building your Prototype: Tips
1. Don’t do it alone
2. Set up a time limit
3. Never write on the business model canvas, use post-its
Prototype
FailLearn

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Entrepreneurs are always pitching

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Your Pitch
KEEP IT SHORT AND SIMPLE

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Quote
“I didn’t have time to write you a short letter – so I wrote you a
long one…”
Mark Twain - Famous American writer

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4. Present3. Practice
1. Prototype 2. PreparePrototype
Prepare
Practice
Deliver
The Tasks

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Role-play
Drawing Simple mock-up
Software
demo
Video
Prototype
Physical or
experience
prototype?

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Content VS Delivery?

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Structure

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Jeff Hoffman – Be Disciplined
The importance of story telling

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Practice
Practice
• Train to stay within the time limit
• Ask your buddy team

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Sales & Networking
• Active networking is crucial for entrepreneurs
• Choose your spots
• Work the opportunity
• Lend a shoulder
• Hand out those business cards
• Delve for contacts online
• Find a way to add value
• Plant a hook

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Session Agenda
1. Recap from Previous Sessions
2. Starting Up
• Startup Costs
• Your Prototype
• Elevator Pitch
• Sales & Networking
3. Exercise: Practice your pitch
4. Guest Speaker : Zakaria Ben Hamouche
5. Winner of Social media activity
6. Final Thoughts

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Exercise: Mad libs for pitching
My company, (Company name)
is developing (a defined offering)
to help
(a targeted audience)
(solve a problem)
(with secret sauce)

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Set your mind to it & Get ready for the Challenge

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Session Agenda
1. Recap from Previous Sessions
2. Starting Up
• Startup Costs
• Your Prototype
• Elevator Pitch
• Sales & Networking
3. Exercise: Practice your pitch
4. Guest Speaker : Zakaria Ben Hamouche
5. Winner of Social media activity
6. Final Thoughts

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For tweeting: #ICME2013
Your Exercise
• Create a message on twitter and/or Facebook
posted on the Intel Business Challenge pages to
encourage others to register to the Intel challenge.
• For the most re-tweeted message on twitter and
the most liked message on Facebook, we will
reward a mini-iPad
• Competition is open till 12th of May
• Be creative!
WIN!

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Winner of Social Media Exercise: Anas Hamra

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Session Agenda
1. Recap from Previous Sessions
2. Starting Up
• Startup Costs
• Your Prototype
• Elevator Pitch
• Sales & Networking
3. Exercise: Practice your pitch
4. Guest Speaker : Zakaria Ben Hamouche
5. Winner of Social media activity
6. Final Thoughts

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Suggested Readings

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Final Thoughts
The value of an idea lies in the using of it.
Thomas Edison

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Intel Challenge ME Facebook Page
Join and Like us on Facebook: Intel Challenge ME

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Intel Challenge ME Twitter
Follow us on Twitter: @ICME2013

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Sample of video cuts from previous sessions
Go to http://potential.com/resources/training-videos/ to watch video
clips on related sessions

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Thank You.