Joe Haslam discusses the transition from startups to scaleups, asserting that scaleups are the future of business growth. He highlights the importance of management skills, the difference in operational needs, and cultural considerations as companies grow. The document includes a case study on Totto and emphasizes the necessity to adapt strategies for successful scaling.

1. Why Scaleups Are
the New Startups
Joe Haslam
Executive Director, Owners Scaleup Program,
IE Business School, Madrid, Spain
Thursday 30th November, 2017
15.45h - 16:30h
South Summit AP Bootcamp 2017
#SouthSummitAP,

2. My Message Today
“The era of startups is over
and the era of scaleups is
beginning”

3. In 45 Minutes
1. Who are You?
2. From Startups to Scaleups
3. My Research
4. Case Study: Totto
5. More Information

4. 1. Who Are You?

5. Born in Ireland

8. Marrakech 1999 - 2006

10. IE Business School – Madrid, Spain
1. Executive Education - Owners Scaleup Program (2 Weeks, Madrid)
2. Exponential Learning - Startup to Scaleup (5 Weeks, 100% online)
3. International MBA - Elective (15 Sessions)
https://www.ie.edu/

11. An Academic “Kangaroo”
IE Business School
● MBA/Venture Lab
● Executive Education
● IE University
●
Exponential Learning
Joseph Haslam S.L.
● @hot_app
● @heyplease_es
● @amppgroup
● @helsinkidistill

14. International MBA

15. 2. Startup to Scaleup

19. How to Startup?
Blank, Osterwalder & Ries

21. Peter Theil on Lean Startup

22. "it has never
been easier to
start...
But never
been harder to
scale!"

25. On Seth Godin´s Blog

26. Definition of a Scaleup
http://www.scaleupreport.org/scaleup-report.pdf

27. SMEs Lack Management Skills

28. MBAs joining Scaleups Not Startups

30. 4. Research

31. https://www.youtube.com/watch?v=Vr3bUtTV6iQ

32. “Scaleup is the Real Startup”
1. A startup should not be fat but it should not be lean.
Forget about small efficiencies, about 97% of the time.
2. Silicon Valley Blitzscaling (AirBnB, Uber, Dropbox) is
only for <1% of the world.
3. Zero to One, not One to N (Peter Theil is right)
4. You can be Good, Quick & Cheap (you don´t have pick
just two)
5. A scaleup screwup is worse than a startup screwup.
Scaleup is EVEN MORE about survival.
Corsten & Haslam (2017)

33. Purpose, Product, Process & People
Module 1: Understanding Scale-up
This module is all about making the separation from what you have done in the pre growth stage
versus what you need to do in the scale up stage and the mindset needed for it. It will also make
you reflect upon the situation of your company and industry so you can move forward.
Module 2: Product and Market
After validating the fit between your product or service with the market, we will take a look at how
the company makes money and where to set your focus as you enter exponential growth.
Module 3: Operations and Execution
Supply and demand can make or break your business. Of course you need demand to have a
company, but fulfilling orders, keeping your growth in order and customer service have much to
learn from operations so your profits can actually increase.
Module 4: Culture and Team
All companies have cultures. Some are designed by the founders and are constructive. Others are
formed in a vacuum and can be destructive. In this module, you will learn what to keep in mind an
how to actually make the best use of the culture for your venture.

35. Geoversity = Nature + Business
“Companies are living, breathing
organisms (organizations). As such,
the more they can mimic nature the
faster they can scale”
Verne Harnish

36. Q. Do you see a possibility for a consistent
organisation theory to emerge or will be be
forever limited to contradictory adhoc case
studies?
A. Can we come up with an organisation theory that
ensures you succeed 100% of the time? If you think
we are going to come up with a system that increases
the odds that your startup is going to succeed in the
future, I see no hope at all … There is twenty or thirty
principles that hold across organisations but maybe
none of them will help you save your origination.
Bob Sutton: Scaling Up Excellence

37. 4. Case Study: Totto

38. In Cork
(Ireland),
the cool
kids have
a Totto

39. ● Nacido en la ciudad de Bogotá en el año 1959.
● Estudios en Ingeniería Industrial en Bogotá, luego en Nueva York (Rochester)
● También tomo un curso en Harvard en el área de mercadeo
● A la edad de 28 años obtener una fábrica que se encontraba en total quiebra
● En uno de sus viajes a Milán donde visito la feria de Mipel en 1988, se ve fascinado
● Es hijo de padres emigrantes que llegaron a Colombia huyendo de una Europa
● Su padre Bernardo Bursztyn (Polonia), su madre Ana Vainberg (Ucrania)
● Cinco saludables hijos siendo Yonatan Bursztyn el menor de ellos
● Su madre inicio un negocio de bisutería, mientras que su padre de la sastrería
● El nombre de Totto fue tomado de su banda de rock favorita Toto
● Su patrimonio personal es de $1.400 millones de dolares

42. Schramm´s Law
“El factor más importante que
contribuye al crecimiento
económico de una nación es
el número de startups que
crecen a mil millones de
dólares en ingresos dentro de
20 años".

43. Cien Años De Soledad

44. 5. More Information

46. https://www.entrepreneurship.org/learning-paths/scaling-your-company

47. Books on ScaleUp
Harnish, Furr/Ahlstrom, Sutton/Rao

48. Books on First Principles
Chandler, West, Theil

49. Startups v Scaleups
1. A startup is to put out fires, a scaleup is to light
fires
2. A startup is about finding out where you are
strong, a scaleup is about figuring out where
you are weak
3. Startups need generalists, scaleups need
specialists
4. A startup experiments, a scaleup simplifies
5. A startup can make you famous, but only a
scaleup can make you rich

50. Joe Haslam
Lives in: Madrid, Spain
http://www.linkedin.com/in/joehas/
http://twitter.com/joehas/
http://joehas.tumblr.com/
https://angel.co/joe-haslam