The document discusses entrepreneurship and provides details about the speaker's background as the co-founder and CEO of Collibra, a data governance software company. It outlines Collibra's growth over time from preparing with an idea and seed funding to currently proving themselves with international customers and market recognition. The document also offers tips for international sales, noting the importance of finding sales channels to target markets beyond one's home country. It closes with a brief discussion of open source business models.

1. Entrepreneurship
IBBT - 2011
Monday 2 May 2011

2. Who am i ?
» Master Applied Computer Science
VUB
» Master Software Engineering
Ecole des Mines, Nantes / Universidad Nacional de La Plata, Argentina
» Part-time researcher on Semantic Technology
STARLab, VUB
» Master in General Management
Vlerick
» Co-found and CEO at Collibra
Monday 2 May 2011

3. Collibra
» Best of breed data governance vendor
Founded & raised € 850.000 seed round summer 2008
» Customers
» Proof of Concepts / Opportunities
...
» Recognition: Gartner cool vendor, PWC Technology Forecast, start-up awards
Monday 2 May 2011

4. Collibra over time
» 2007 - 2008: Prepare
Idea, Team, Business Plan, Seed round
» 2008 - 2009: Discover
Paper plan to real market feedback, getting to plan B
» 2009 - 2011: Prove
Released product, International customers, Sales channels, Market recognition
» 2011 - 2013: Build
Scale R&D and Sales & Marketing, USA office, Partner network, ...
Monday 2 May 2011

5. International Sales
» Target market
Fortune 2000 - not a lot of in Belgium
» Find a channel to your target market
Web, Trade shows, Partners, Analysts
» We are not a Belgium company
Customers know Belgium for chocolate and beer, not software
We have a reseller for Belgium (RealDolmen)
» International sales in practice
Inside + technical sales: Sell by phone / web conferences
» Push vs Pull
Monday 2 May 2011

6. Open Source
» It’s a business model
» It impacts Sales & Marketing more than development
» It’s about volume - less about technology ?
Data Integration - Talend
Middelware - JBoss
ERP - Open Bravo
OS - Red Hat
» For a new category, it doesn’t make sense
Volume is low
Monday 2 May 2011

7. Thank you
» Questions ?
Monday 2 May 2011