What changes and what remains the same for startups in COVID19 times.

1. Jacaranda Consulting
Bucharest
June 2020
DR. DUMITRU RADOIU
ENTREPRENUERSHIP AND
STARTUPS IN COVID TIMES
1
FUTURE
CHANGE
THE GOAL OF
A STARTUP
LEARN FROM
THE BEST
THE
PROBLEM
CUSTOMER
VALUE
Online CRAI event: 25.06 – 26.06

2. Jacaranda Consulting
1894
100,000 HORSE IN NY
15 KG MANURE/DAY
1 L URINE/DAY
…but the future was FORD!

3. Jacaranda Consulting 3
“IT IS DIFFICULT TO MAKE PREDICTIONS, ESPECIALLY ABOUT THE FUTURE”
– YOGI BERRA

4. Jacaranda Consulting
…you are NOT in the ICE business; you are in the REFRIGERATION business!

5. Jacaranda Consulting
COMPANY
CLIENT
CLIENT
CLIENTCLIENT
CLIENT
CLIENT
COMPANY
COMPANY
COMPANYCOMPANY
COMPANY
COOPERNIC REVOLUTION IN MANAGEMENT

6. Jacaranda Consulting 6
“THERE IS ONLY ONE BOSS; THE CUSTOMER
AND HE CAN FIRE EVERYBODY IN THE COMPANY FROM THE CHAIRMAN ON
DOWN, SIMPLY BY SPENDING HIS MONEY SOMEWHERE ELSE.”
– SAM WALTON

7. Jacaranda Consulting
7
0
5000
10000
15000
20000
25000
30000
35000
40000
45000
1 2 3 4 5 6 7 8 9 10 11 12
SOCIETY
TECHNOLOGY
BUSINESS
HUMANS
ECONOMY
SPEEDOFCHANGE
TIME
X 2
18 MONTHS
PROCESSING
X 2
13 MONTHS
STORAGE
X 2
9 MONTHS
TRANSMISSION
…do you really know what an exponential function is?

8. Jacaranda Consulting 8
ECONOMY
WORLD
TEHNOLOGY HUMANS
DELIVER
VALUE
CREATE
VALUE
CAPTURE
VALUE
Trends in tech, tools,
methodologies?
What is changing
around?
What is changing in the customer
needs and behavior?
What is changing in the
economic environment?
…the exponentially changing environment!

9. Jacaranda Consulting 9
“THE ONLY CONSTANT IN THE WORLD IS CHANGE…”
2008 – GEORGE HABER

10. Jacaranda Consulting
Cost
PRICE
PRICE IS WHAT YOU PAY VALUE IS WHAT YOU GET
Usable
Affordable
Reliable
Emotional design
Profit
Company CustomerMARKET
Functional
PERCEIVED VALUE > PRICE => it’s a good deal
PERCEIVED VALUE < PRICE => it’s too expensive
…a woman buys a dress because she looks better wearing it!

11. Jacaranda Consulting 11
“VALUE IS WHAT THE CUSTOMERS SAY IT IS”
– ANONYMOUS

12. Jacaranda Consulting
CAPTURE
VALUE
DELIVER
VALUE
CREATE
VALUE
Processes
PeopleTechnology
Channels
MarketValue
proposition
Cost Revenue
Profit
START HERE!
…what VALUE are you bringing to the table?

13. Jacaranda Consulting 13
THERE’S ONLY ONE VALID PURSPOSE FOR A FIRM: TO CREATE A
CUSTOMER. MAKING MONEY IS A MESURE, NOT A GOAL!
1985 – PETER DRUCKER

14. Jacaranda Consulting
SCHOOL REAL LIFE SUCCESFUL PROJECT
MAP
TERITORY SUCCESFUL EXPLORER
EXISTING models, categorization,
convergent thinking
NEW Models, creativity, divergent
thinking

15. Jacaranda Consulting
…old-fashioned schools since 1900 – topics/subjects
…2000…study life itself, interdisciplinary (>16y old)
“I think college is basically for fun and to
prove you can do your chores, but they
are not for learning. You can learn
anything for free.”
Higher education needs to be disrupted!

16. Jacaranda Consulting 16
YOUR SUCCESS WILL BE DETERMINED:
5% by your academic credentials
15% by your professional experience, and
80% by your communication and continuous learning skills!

17. Jacaranda Consulting
You are here!
Join the startup community
Learn.
VISION
Dream a better World.
Write your ideas
ANALYSIS
Discover customer problem
Validate value proposition
DESIGN
Build a dream team
Design value proposition
PROTOTYPE
Maximum Enjoyable Product
Build, test, re-build
Pivot
LUNCH
STARTUP
Review
DEVELOP
MARKET
SEARCH
BUSINESS MODEL
STREAMLINE GROW
PROOF OF IDEA PROOF OF PRODUCT
PROOF OF MARKET
DEFINE
BUSINESS MODEL
PROOF OF OPERATING CAPABILITY
PROOF OF SCALABILITY PROOF OF SUCCESS
Listen to customers Find business model
Optimize business processes
VC, IPO, … Mature company
Xy….

18. Jacaranda Consulting 18
LEARN FROM THE BEST!
E.g.

19. Jacaranda Consulting
STARTUPS IN COVID TIMES
MONEY
2
3
KNOWHOW
TEAM
1
Video conferencing
Online shopping
Food delivery
Video gaming
Virtual Events
Accommodation
Tourism
Retail
Entertainment
Sport industries
- Validate trust/support (VC, partners, shareholders)
- Secure funding to stay alive during the next 18 months
- Fundraising on video conferencing doesn't work
- Talk to best customers; why they could leave you?
- Improve real value proposition; pain killer!
- Train your team to work remote
- Adapt your strategy; new future and way of working
- Everything in the cloud
- Be closer to your team; less control, more trust
- Increase daily communication
- Reduce uncertainty, keep your employees relieve
- Protect them, be sure they are heathy and safe
- Remote working kills spontaneous time

20. Jacaranda Consulting 20
ONLY THE PARANOID SURVIVE!

21. Jacaranda Consulting
21
Aleea Sudului 14
Livezeni, MS 547365
RO - EU
JACARANDA CONSULTING
THANK YOU
QUESTIONS?