This document provides guidance on factors that contribute to startup success and common mistakes made by founders. It discusses that ideas, teams, business models, funding, and timing all impact success rates. However, the most important aspects are having a product that customers want and need, validating ideas with customer interviews, and building something customers are willing to fund before fully developing the product. The document recommends customer development, bootstrapping instead of seeking funding initially, and being prepared to pivot the idea based on customer feedback in order to achieve product-market fit and have the highest chances of startup success.
The Angels 8Q: Eight Questions Investors & Startups Should Ask to SucceedJoseph de Leon
This started as a personal guide so I could be a better Angel Investor.
It developed into a Playshop that was first conducted at the Global Seedstars Summit [Lausanne, Switzerland 2019].
Rather than answers, I hope this helps you find your own questions.
Beyond Buzzwords: An Introduction to The Lean StartupPaul Parent
Eric Ries's book, The Lean Startup, supplied new language to conversations about entrepreneurship. Ries brought important ideas to a wide audience and transformed the way people approach startups. This talk will introduce the fundamental concepts from The Lean Startup. Learn what makes a startup distinct from other businesses. Walk through the core elements of the methodology. Understand the meaning and context for widely-used terms like 'MVP', 'product / market fit', and 'pivot'.
This talk was prepared for PHX Startup Week in February 2016.
Startup Jump Start: Angel Investing in the Philippines (Xavier Alumni Confere...Joseph de Leon
The Why, How & What of Angel Investing in the Philippines. Prepared by Joseph de Leon, Consultant for Gravitas Prime & Leadership Committee of Manila Angel Investors Network [MAIN] for the First Xavier Alumni Conference (10 September 2016).
The Angels 8Q: Eight Questions Investors & Startups Should Ask to SucceedJoseph de Leon
This started as a personal guide so I could be a better Angel Investor.
It developed into a Playshop that was first conducted at the Global Seedstars Summit [Lausanne, Switzerland 2019].
Rather than answers, I hope this helps you find your own questions.
Beyond Buzzwords: An Introduction to The Lean StartupPaul Parent
Eric Ries's book, The Lean Startup, supplied new language to conversations about entrepreneurship. Ries brought important ideas to a wide audience and transformed the way people approach startups. This talk will introduce the fundamental concepts from The Lean Startup. Learn what makes a startup distinct from other businesses. Walk through the core elements of the methodology. Understand the meaning and context for widely-used terms like 'MVP', 'product / market fit', and 'pivot'.
This talk was prepared for PHX Startup Week in February 2016.
Startup Jump Start: Angel Investing in the Philippines (Xavier Alumni Confere...Joseph de Leon
The Why, How & What of Angel Investing in the Philippines. Prepared by Joseph de Leon, Consultant for Gravitas Prime & Leadership Committee of Manila Angel Investors Network [MAIN] for the First Xavier Alumni Conference (10 September 2016).
Strategy 103 Advertising Strategy Crash Course (IACTJoseph de Leon
A crash course on Advertising and Strategy shared with IACT. Uncovering the Issues that matter, discovering the Insights that make a difference and developing them into Ideas that that stand out.
Keynote Presentation for the CEO Summit 2019.
There is a natural dilemma in every M&A deal.
On one side, the seller wants to earn a premium.
On the other side, the buyer wants to get a bargain.
How can both sides be happy if selling high and buying low are the same price?
The trick is getting everyone on the same side. Let us show you how...
#CEOSummit
If you're based in Pakistan, what the best way to raise local funding? With over 7 years of experience in running startups, Nash explains the best way forward.
Drilling down into business fundamentals, founders and fit, here are some effective questions Angels ask to see which startups stand-out.
An updated edition with expanded content prepared for https://www.sandboxph.org/
Instead of asking "Are you ready to fundraise", perhaps the better question is.. "Are you ready to grow?"
Learn about the basics of fundraising and whether you are ready.
Use the free tools and frameworks
Lean Canvas Plus (aka Fat Canvas) https://bit.ly/jdlfatcanvas
Fingerprint4Success Human Analytics: https://bit.ly/censusf4s
ABC's of selling high Tom Starr Live AdvisorsThomas Starr
Attitude, Big Idea, Concern. Tom Starr, Tom Starr Live CEO outlines the three biggest keys to success when calling on VITO, Profit Center Leader in the C-Level Suite.
Strategy 202 Questions That Really Matter (Strat Planners Workout 2011- 4As/ ...Joseph de Leon
Are you asking questions that matter or are you asking the questions that really matter?
Having the wrong answer to the right question is often better than having the right answer to the wrong question.
Beyond providing a few examples of these transformative questions, this presentation shares a framework perspective on asking the questions that really matter.
While not having all the answers, it should help lead you to asking better questions.
This is an enhanced version of a talk given during the Strategic Planners Workout- a training conducted by the 95% Academy on behalf of the 4As.
As entrepreneurs, our relationship to failure is redefined
Any new enterprise is a groping forward from one failure to the next.
Failure is another word for learning what doesn’t work.
Split testing
Pivot
Iterate
Course correct
Feedback
Murdoch University Master Class - EntrepreneurshipAtte Miettinen
This is a presentation I did on 12.11.2012 at Murdoch University Dubai's Master Class event on Entrepreneurship, highlighting the similaries in successfully scaling mountains and starting businesses.
Developing Entrepreneurial Excellence by putting Entrepreneurial Excellence as fundamental in life, career, and business. There are7 Powerful Secrets of Thinking Like an Entrepreneur...
The Corporate Refugee Startup Guide Insights - USASBE PresentationDave Gee
The insights from these slides are intended to help first-time entrepreneurs, especially those leaving corporate, make an effective transition to the life of an entrepreneur. These are slides that were provided to a presentation to the United States Association for Small Business and Entrepreneurship.
These slides provide an overview of some of the insights from world-class VCs, angel investors, IP attorneys, researchers, entrepreneurs and more. The entire content is available in my book, The Corporate Refugee Startup Guide which is available on Amazon.
If you need guidance on your startup or want insights on how to launch an accelerator program contact Dave at: dave@startupguides.io.
Strategy 103 Advertising Strategy Crash Course (IACTJoseph de Leon
A crash course on Advertising and Strategy shared with IACT. Uncovering the Issues that matter, discovering the Insights that make a difference and developing them into Ideas that that stand out.
Keynote Presentation for the CEO Summit 2019.
There is a natural dilemma in every M&A deal.
On one side, the seller wants to earn a premium.
On the other side, the buyer wants to get a bargain.
How can both sides be happy if selling high and buying low are the same price?
The trick is getting everyone on the same side. Let us show you how...
#CEOSummit
If you're based in Pakistan, what the best way to raise local funding? With over 7 years of experience in running startups, Nash explains the best way forward.
Drilling down into business fundamentals, founders and fit, here are some effective questions Angels ask to see which startups stand-out.
An updated edition with expanded content prepared for https://www.sandboxph.org/
Instead of asking "Are you ready to fundraise", perhaps the better question is.. "Are you ready to grow?"
Learn about the basics of fundraising and whether you are ready.
Use the free tools and frameworks
Lean Canvas Plus (aka Fat Canvas) https://bit.ly/jdlfatcanvas
Fingerprint4Success Human Analytics: https://bit.ly/censusf4s
ABC's of selling high Tom Starr Live AdvisorsThomas Starr
Attitude, Big Idea, Concern. Tom Starr, Tom Starr Live CEO outlines the three biggest keys to success when calling on VITO, Profit Center Leader in the C-Level Suite.
Strategy 202 Questions That Really Matter (Strat Planners Workout 2011- 4As/ ...Joseph de Leon
Are you asking questions that matter or are you asking the questions that really matter?
Having the wrong answer to the right question is often better than having the right answer to the wrong question.
Beyond providing a few examples of these transformative questions, this presentation shares a framework perspective on asking the questions that really matter.
While not having all the answers, it should help lead you to asking better questions.
This is an enhanced version of a talk given during the Strategic Planners Workout- a training conducted by the 95% Academy on behalf of the 4As.
As entrepreneurs, our relationship to failure is redefined
Any new enterprise is a groping forward from one failure to the next.
Failure is another word for learning what doesn’t work.
Split testing
Pivot
Iterate
Course correct
Feedback
Murdoch University Master Class - EntrepreneurshipAtte Miettinen
This is a presentation I did on 12.11.2012 at Murdoch University Dubai's Master Class event on Entrepreneurship, highlighting the similaries in successfully scaling mountains and starting businesses.
Developing Entrepreneurial Excellence by putting Entrepreneurial Excellence as fundamental in life, career, and business. There are7 Powerful Secrets of Thinking Like an Entrepreneur...
The Corporate Refugee Startup Guide Insights - USASBE PresentationDave Gee
The insights from these slides are intended to help first-time entrepreneurs, especially those leaving corporate, make an effective transition to the life of an entrepreneur. These are slides that were provided to a presentation to the United States Association for Small Business and Entrepreneurship.
These slides provide an overview of some of the insights from world-class VCs, angel investors, IP attorneys, researchers, entrepreneurs and more. The entire content is available in my book, The Corporate Refugee Startup Guide which is available on Amazon.
If you need guidance on your startup or want insights on how to launch an accelerator program contact Dave at: dave@startupguides.io.
Dr. Tony Ratliff - "Smartups Startups Presentation - Investor Relations"Tony Ratliff
A SMARTUPS presentation given 1/21/14 to the SMARTUPS group in Indianapolis. Investor Relations and a few Life Lessons by Dr. Tony Ratliff - Angel Investor, Founder
Presentation to Association of Fund Raising Professionals January 2017. Detailed overview of obstacles and opportunities when a non profit sells sponsorship.
Customer Discovery: Validating New Product OpportunitiesProductPlan
Product teams and startups can use customer discovery to validate new product opportunities. This presentation was conducted by Jim Semick from www.productdiscovery.com at University of California Santa Barbara at the Bren School in the New Venture Opportunity Analysis course (ESM 256B, Winter 2013).
Like this? Want to see more? Visit www.productdiscovery.com
SAP Sapphire 2024 - ASUG301 building better apps with SAP Fiori.pdfPeter Spielvogel
Building better applications for business users with SAP Fiori.
• What is SAP Fiori and why it matters to you
• How a better user experience drives measurable business benefits
• How to get started with SAP Fiori today
• How SAP Fiori elements accelerates application development
• How SAP Build Code includes SAP Fiori tools and other generative artificial intelligence capabilities
• How SAP Fiori paves the way for using AI in SAP apps
Generative AI Deep Dive: Advancing from Proof of Concept to ProductionAggregage
Join Maher Hanafi, VP of Engineering at Betterworks, in this new session where he'll share a practical framework to transform Gen AI prototypes into impactful products! He'll delve into the complexities of data collection and management, model selection and optimization, and ensuring security, scalability, and responsible use.
Dev Dives: Train smarter, not harder – active learning and UiPath LLMs for do...UiPathCommunity
💥 Speed, accuracy, and scaling – discover the superpowers of GenAI in action with UiPath Document Understanding and Communications Mining™:
See how to accelerate model training and optimize model performance with active learning
Learn about the latest enhancements to out-of-the-box document processing – with little to no training required
Get an exclusive demo of the new family of UiPath LLMs – GenAI models specialized for processing different types of documents and messages
This is a hands-on session specifically designed for automation developers and AI enthusiasts seeking to enhance their knowledge in leveraging the latest intelligent document processing capabilities offered by UiPath.
Speakers:
👨🏫 Andras Palfi, Senior Product Manager, UiPath
👩🏫 Lenka Dulovicova, Product Program Manager, UiPath
Why You Should Replace Windows 11 with Nitrux Linux 3.5.0 for enhanced perfor...SOFTTECHHUB
The choice of an operating system plays a pivotal role in shaping our computing experience. For decades, Microsoft's Windows has dominated the market, offering a familiar and widely adopted platform for personal and professional use. However, as technological advancements continue to push the boundaries of innovation, alternative operating systems have emerged, challenging the status quo and offering users a fresh perspective on computing.
One such alternative that has garnered significant attention and acclaim is Nitrux Linux 3.5.0, a sleek, powerful, and user-friendly Linux distribution that promises to redefine the way we interact with our devices. With its focus on performance, security, and customization, Nitrux Linux presents a compelling case for those seeking to break free from the constraints of proprietary software and embrace the freedom and flexibility of open-source computing.
Le nuove frontiere dell'AI nell'RPA con UiPath Autopilot™UiPathCommunity
In questo evento online gratuito, organizzato dalla Community Italiana di UiPath, potrai esplorare le nuove funzionalità di Autopilot, il tool che integra l'Intelligenza Artificiale nei processi di sviluppo e utilizzo delle Automazioni.
📕 Vedremo insieme alcuni esempi dell'utilizzo di Autopilot in diversi tool della Suite UiPath:
Autopilot per Studio Web
Autopilot per Studio
Autopilot per Apps
Clipboard AI
GenAI applicata alla Document Understanding
👨🏫👨💻 Speakers:
Stefano Negro, UiPath MVPx3, RPA Tech Lead @ BSP Consultant
Flavio Martinelli, UiPath MVP 2023, Technical Account Manager @UiPath
Andrei Tasca, RPA Solutions Team Lead @NTT Data
PHP Frameworks: I want to break free (IPC Berlin 2024)Ralf Eggert
In this presentation, we examine the challenges and limitations of relying too heavily on PHP frameworks in web development. We discuss the history of PHP and its frameworks to understand how this dependence has evolved. The focus will be on providing concrete tips and strategies to reduce reliance on these frameworks, based on real-world examples and practical considerations. The goal is to equip developers with the skills and knowledge to create more flexible and future-proof web applications. We'll explore the importance of maintaining autonomy in a rapidly changing tech landscape and how to make informed decisions in PHP development.
This talk is aimed at encouraging a more independent approach to using PHP frameworks, moving towards a more flexible and future-proof approach to PHP development.
A tale of scale & speed: How the US Navy is enabling software delivery from l...sonjaschweigert1
Rapid and secure feature delivery is a goal across every application team and every branch of the DoD. The Navy’s DevSecOps platform, Party Barge, has achieved:
- Reduction in onboarding time from 5 weeks to 1 day
- Improved developer experience and productivity through actionable findings and reduction of false positives
- Maintenance of superior security standards and inherent policy enforcement with Authorization to Operate (ATO)
Development teams can ship efficiently and ensure applications are cyber ready for Navy Authorizing Officials (AOs). In this webinar, Sigma Defense and Anchore will give attendees a look behind the scenes and demo secure pipeline automation and security artifacts that speed up application ATO and time to production.
We will cover:
- How to remove silos in DevSecOps
- How to build efficient development pipeline roles and component templates
- How to deliver security artifacts that matter for ATO’s (SBOMs, vulnerability reports, and policy evidence)
- How to streamline operations with automated policy checks on container images
DevOps and Testing slides at DASA ConnectKari Kakkonen
My and Rik Marselis slides at 30.5.2024 DASA Connect conference. We discuss about what is testing, then what is agile testing and finally what is Testing in DevOps. Finally we had lovely workshop with the participants trying to find out different ways to think about quality and testing in different parts of the DevOps infinity loop.
State of ICS and IoT Cyber Threat Landscape Report 2024 previewPrayukth K V
The IoT and OT threat landscape report has been prepared by the Threat Research Team at Sectrio using data from Sectrio, cyber threat intelligence farming facilities spread across over 85 cities around the world. In addition, Sectrio also runs AI-based advanced threat and payload engagement facilities that serve as sinks to attract and engage sophisticated threat actors, and newer malware including new variants and latent threats that are at an earlier stage of development.
The latest edition of the OT/ICS and IoT security Threat Landscape Report 2024 also covers:
State of global ICS asset and network exposure
Sectoral targets and attacks as well as the cost of ransom
Global APT activity, AI usage, actor and tactic profiles, and implications
Rise in volumes of AI-powered cyberattacks
Major cyber events in 2024
Malware and malicious payload trends
Cyberattack types and targets
Vulnerability exploit attempts on CVEs
Attacks on counties – USA
Expansion of bot farms – how, where, and why
In-depth analysis of the cyber threat landscape across North America, South America, Europe, APAC, and the Middle East
Why are attacks on smart factories rising?
Cyber risk predictions
Axis of attacks – Europe
Systemic attacks in the Middle East
Download the full report from here:
https://sectrio.com/resources/ot-threat-landscape-reports/sectrio-releases-ot-ics-and-iot-security-threat-landscape-report-2024/
Removing Uninteresting Bytes in Software FuzzingAftab Hussain
Imagine a world where software fuzzing, the process of mutating bytes in test seeds to uncover hidden and erroneous program behaviors, becomes faster and more effective. A lot depends on the initial seeds, which can significantly dictate the trajectory of a fuzzing campaign, particularly in terms of how long it takes to uncover interesting behaviour in your code. We introduce DIAR, a technique designed to speedup fuzzing campaigns by pinpointing and eliminating those uninteresting bytes in the seeds. Picture this: instead of wasting valuable resources on meaningless mutations in large, bloated seeds, DIAR removes the unnecessary bytes, streamlining the entire process.
In this work, we equipped AFL, a popular fuzzer, with DIAR and examined two critical Linux libraries -- Libxml's xmllint, a tool for parsing xml documents, and Binutil's readelf, an essential debugging and security analysis command-line tool used to display detailed information about ELF (Executable and Linkable Format). Our preliminary results show that AFL+DIAR does not only discover new paths more quickly but also achieves higher coverage overall. This work thus showcases how starting with lean and optimized seeds can lead to faster, more comprehensive fuzzing campaigns -- and DIAR helps you find such seeds.
- These are slides of the talk given at IEEE International Conference on Software Testing Verification and Validation Workshop, ICSTW 2022.
Climate Impact of Software Testing at Nordic Testing DaysKari Kakkonen
My slides at Nordic Testing Days 6.6.2024
Climate impact / sustainability of software testing discussed on the talk. ICT and testing must carry their part of global responsibility to help with the climat warming. We can minimize the carbon footprint but we can also have a carbon handprint, a positive impact on the climate. Quality characteristics can be added with sustainability, and then measured continuously. Test environments can be used less, and in smaller scale and on demand. Test techniques can be used in optimizing or minimizing number of tests. Test automation can be used to speed up testing.
Pushing the limits of ePRTC: 100ns holdover for 100 daysAdtran
At WSTS 2024, Alon Stern explored the topic of parametric holdover and explained how recent research findings can be implemented in real-world PNT networks to achieve 100 nanoseconds of accuracy for up to 100 days.
2. Why Startups Succeed
Bill Gross did research on why startups succeed…
Five major things contribute to success:
1. 28% - Idea
2. 32% - Team
3. 24% - Business Model
4. 14% - Funding
5. 41% - Timing
3. 1. What’s a good idea?
• One that customers want
• One that customers need…now! (Urgency)
• One that solves a pain point (that people will buy)
• One that is scalable
• Incremental costs to add customers is low
• LTV is higher than acquisition cost (profitable)
• Ratio of employees to customers is low
• “Go a Billion or Go Home” (Nate Reis, Chargello)
• What attracts real VC $
• Getting Valley-type VC attention is all about Unicorns
• What is your addressable market? Is it worth it?
• Think big
5. 2. The Team
An Ideal Team Has:
1. Visionary
2. Sales Guy -> Hustler
3. Magician -> Marketer
4. Designer
5. Hacker -> Builder
6. Enabler -> Operations Guy (Doing what needs to be done)
Not all are necessary to start. The idea and a builder will get things started.
Could be the same person.
Most VC people will say the Team is more important than the idea.
Mentors are important. Find a mentor, or several.
8. Where to begin
• Test, Test, Test
• Everything is a hypothesis until you get confirmation from your
customers.
• Steve Blank: Get out of the building (& talk to customers)
• Steve Blank: No plan survives first contact with customers
• Do Customer Discovery
• Cust Dev is a very specific kind of customer interviewing process
1. In Person (preferably, to gauge reactions)
2. Don’t tell them about your idea (you are there to learn, not sell)
3. Ask them how they currently solve the problem your idea addresses
4. What’s worst, best, hardest, etc.
5. Use the 5 whys method to get at root causes
6. When done, then let them know about your idea and get feedback
• Get 100 customer interviews before building anything
9. Get used to being wrong (you’re learning)
• Your first try at a startup will almost certainly evolve
• Every idea I had for a startup rapidly evolved into
something else, usually bigger
• Wondergroups: Remembering names to group management
• VoterBliss: National candidates to all candidates
• Listfitters -> Goings: Curate packing lists to full trip tool
• Be dogged but don’t be blind. Listen and be willing to
“pivot” toward a better solution, find the pain, find the $.
• Talk to non-customers and listen to their feedback too
• Beware of problems you cannot solve, no revenue, and
scalability issues – too many man hours to get customers.
10.
11. Rookie mistakes we all make
• Thinking everyone is going to steal you idea
• No NDAs unless they need to understand your secret sauce
• Thinking you must have money to get started
• No need for fancy logos, lawyers, developers, pretty much anything
• How?
• Mock up idea on paper.
• Wireframe it using free resources online
• You can talk to potential customers BEFORE you do anything.
• If you’re awesome, and your customers NEED your product, you can
sell your product before it’s made and help pay for its development.
• http://tommorkes.com/lean-launch-how-to-sell-an-idea-before-you-build-it/
• Kickstarter model
12. Rookie mistakes we all make (2)
• Thinking you are a unique genius and nobody has thought
of your idea before
• Research your market & your competitors. Spend time on this.
Chances are, someone is doing something similar.
• If it’s a big enough market, and a big enough problem, others will be in
the space.
• Having a “build it and they will come” mentality.
• Remember, you need to sell it before it’s made.
• Not knowing your biggest obstacle
• Pro Tip: It’s inertia (getting people to change their habits)
• Selling features
• ProTip: You’re not selling features. You’re selling solutions.
• Think Jobs To Be Done (JTBD): https://jtbd.info/
13.
14. How do you know it might work?
• Customer development is the first and most important job you have
1. Define your customers (BMC: Customer Segments)
2. Find access to them (BMC: Channels)
3. Interview them about the problem you are solving (BMC: Value Prop)
4. This process validates 1-3
• Look for the money
• Money usually follows the pain
• Find the pain points that you are solving
• Ask customer what it would be worth to solve their worst problem
• After interview, describe your solution
• You want about an 80% “want” rate unless your idea is totally new
• Do your customers’ eyes light up? Do they sit up, lean in?
• Do they ask you when they will be able to have your product?
• Gold Standard: Will they give you money now?
15.
16. 4. Funding
• Always explore bootstrapping
• Building your company without taking VC (Read REWORK by Jason Fried)
• Will your customers fund your startup? Maybe! Ask.
• KickStarter? – usually not for software startups
• Thinking VC or Angel Funding? (Read Brad Feld’s Venture Deals)
• Think Traction first: have a growing customer base, with revenue
• Read “Traction, A Startup Guide to Getting Customers”
• Getting funds from others will usually require you to relocate nearer
the funding company
• Thinking local?
• Talk to me privately about intrinsic issues with local funding
• It’s not “get money to build it,” it’s “build it to get money.”
• Initial value is all about team + customers, revenue, and growth.
• Remember slide #1: Funding is only 14% of reasons for success.
17.
18. 5. Timing
• Bill Gross says it’s the most important (41%)
• Look at emerging trends.
• Are they good for you or bad for you?
• There are things that are out of your control
• Don’t be afraid to pivot or move to an entirely new idea.
• Luck is a big part of (big) success
• ProTip: Don’t give up your day job until your company is
generating more revenue than you are making.
19. “Today, not starting is far, far worse than
being wrong. If you start, you've got a shot
at evolving and adjusting to turn your
wrong into a right. But if you don't start, you
never get a chance.”
― Seth Godin, Poke the Box
21. Resources
WHY STARTTUPS FAIL: https://www.cbinsights.com/blog/startup-failure-post-mortem/#20152update
WHY STARTUPS SUCCEED: https://www.ted.com/talks/bill_gross_the_single_biggest_reason_why_startups_succeed
LEAN CONCEPTS
Ash Maurya has a great free intro course to LEAN concepts on Udemy.
See: https://www.udemy.com/lean-canvas-course
SEED FUNDING
Here’s a great rundown of a VC’s perspective on what a Seed program is and how you, as a startup, fit in.
See: http://vcwithme.co/2015/07/23/anatomy-of-a-vc-seed-program-and-you
CUSTOMER VALIDATION CHEAT SHEET
From APP Sumo (Noah Kagan)
http://stuartbertsch.com/wp-content/uploads/2016/06/validation_cheat_sheet.pdf
Sell your product before you build it:
http://tommorkes.com/lean-launch-how-to-sell-an-idea-before-you-build-it/
BOOKS: Venture Deals, Traction, REWORK
Jobs to be Done (JTBD): https://jtbd.info/
STEVE BLANK’S Startup Tools
Editor's Notes
Your biggest obstacle with the customer is INERTIA (getting people to do things differently). Being able to concisely say WHY your customer NEEDS to use your solution is key. What is it going to do for them that’s DIFFERENT AND BETTER than what they do now. TEST TEST TEST...don’t just THINK SO.