3 hours introduction to tech entrepreneurship to Supélec engineering students

1. Journey to the Wonderful
World of Startups
Entrepreneurship, Research and Innovation - Supélec 2014
Daniel Jarjoura

3. 112 slides
3 hours
Constant interactions
Q&A at your discretion

4. Ladies and
gentlemen, this
is your captain
speaking

5. BS Telecommunications
MS
Computer Science
Pre-sales
Engineer
Product Manager
Innovation Manager
Business Development Director
Entrepreneurship
About me

6. What
about
you?
What
are
your
expecta0ons
for
this
course?

7. Startups?

11. Net worth:
$24
Billion
each

12. Net worth:
$67 Billion

13. Net worth: $19 Billion

14. What’s the
main common
point between
these guys

15. Yes, they’re all
technology experts…

16. …who understood how to
be unique in their market…

17. …and made
loads of money!

18. A bit like
this guy

19. They uncovered the secrets of
Marketing to sell their technology

20. What about
France?

21. Net worth:
€6 Billion

23. $600M

24. $6.8B

25. What’s a
startup?

26. 3 types of startups

27. Lifestyle Startups
Work to live
their Passion
Serve know
customer
with known
product
No Exit potential

29. Small Business Startups
Work to
Feed the
family
Serve know
customer
with known
product
Limited Exit potential

31. 99,9% of French companies

32. Scalable Startups
Born to be
BIG
Solution for
unknown
customer
with
unknown
features
Huge Exit potential

33. Total Available
Market > €300M
Growth Potential
> €50M
Typically needs
Venture Capital

34. A startup is a temporary
organization used to search
for a repeatable and scalable
business model
Steve Blank - Author, Entrepreneur

35. Startups are Not small
versions of big companies

36. Startups Big Companies
Search Execute
Metrics Accounting
Customer
Validation Sales
Customer
Development
Product
Management
Agile
Development Engineering

37. Startups Search
Companies Execute

38. Entrepreneurship as a
Management Science
E-School instead of B-School

39. Business as a Management Science
The first business
school
1819
1908
First MBA
First European
MBA
1957
2008
> 100,000 MBAs /
year

40. Business Schools Topics
Execution
Accounting
Strategy
Product
Management
Engineering

41. Startups Big Companies
Search Execute
Metrics Accounting
Customer
Validation Sales
Customer
Development
Product
Management
Agile
Development Engineering

42. Business Schools Focus on
Big Company Strategies

43. Business Schools
Limitations?
Most professors consult for large
companies
Most believe startups are small
versions of big companies
Most B-school
entrepreneurship programs
are side-shows

44. 1959
1996
2005
2011
> 100 incubators
globally
Incubators
a Reaction to the lack of Practical University
Entrepreneurship

45. Startup Incubators
Experience vs. Theory
Goal: create a
company and jobs
Curriculum: product
development + best
practices

46. What we used to believe
Strategy

48. What we now know
Strategy

49. Planning comes before the plan

50. Business Models

52. What we used to believe
Process

53. Product Introduction Model
Concept/!
Seed Round"
Product
Dev."
Alpha/Beta
Test"
Launch/"
1st Ship"

54. Tradition - Hire Marketing
Concept/!
Seed Round"
Product
Dev."
Alpha/Beta
Test"
Launch/"
1st Ship"
Marketing - Create com
materials
- Create positioning
- Hire PR agency
- Early buzz
- Create
demand
- Launch event
- Branding

55. Tradition - Hire Sales
Concept/!
Seed Round"
Product
Dev."
Alpha/Beta
Test"
Launch/"
1st Ship"
Marketing - Create com
materials
- Create positioning
- Hire PR agency
- Early buzz
- Create
demand
- Launch event
- Branding
Sales - Hire Sales VP
- Hire first sales staff
- Build Sales
organization

56. Tradition - Hire Bus Development
Concept/!
Seed Round"
Product
Dev."
Alpha/Beta
Test"
Launch/"
1st Ship"
Marketing - Create com
materials
- Create positioning
- Hire PR agency
- Early buzz
- Create
demand
- Launch event
- Branding
Sales - Hire Sales VP
- Hire first sales staff
- Build Sales
organization
Business
Development - Hire first Biz Dev - Do deals

57. Tradition - Hire Engineers
Concept/!
Seed Round"
Product
Dev."
Alpha/Beta
Test"
Launch/"
1st Ship"
Marketing - Create com
materials
- Create positioning
- Hire PR agency
- Early buzz
- Create
demand
- Launch event
- Branding
Sales - Hire Sales VP
- Hire first sales staff
- Build Sales
organization
Business
Development - Hire first Biz Dev - Do deals
Engineering - Write PRD - Waterfall PD - Testing

58. Waterfall Product Management
Execution on Two “Knowns”
Requirements!
Design!
Product Features: known
Implementation!
Verification!
Customer Problem: known Maintenance!

59. What we now know
Process

60. Most startups fail from a lack of
customers than from a failure of
product development

61. Customer Development

62. Agile Development

63. +

64. What we used to believe
Organization

65. Hire and build a
Functional Organization

67. What we now know
Organization

68. Startups run a
Customer Development Team
No Sales, Business Development or Marketing

71. Value Propositions
What are you building? For who?

73. Customer Segments
Who are they? Why would they buy?

75. Product Market Fit
Does the Value Proposition match Customer
Segments?

76. Channels
How does your product get to your customer?

78. Customer Relationships
How do you get, keep and grow customers?

81. Revenue Streams
How do you make money?

83. Key Resources
What are your most important assets?

85. Key Partners
Who are your partners and suppliers?

87. Key Activities
What’s most important for the business?

89. Cost Structure
What are the costs and expenses

91. Realize they are hypotheses

92. Guess! Guess!
Guess!
Guess!
Guess!
Guess!
Guess!
Guess! Guess!

96. The Minimum Viable Product

98. The Pivot

103. If you had to remember
3 things

104. 1

105. You can be an Engineer and
Start a Company

106. 2

107. Startups are not Small
Versions of Big Companies

108. 3

109. There are 21st centurie
Methodologies to Develop
Innovation

110. If you want to go further

111. Thanks so much for listening
and let’s stay in touch!
@Djarjoura
h8p://www.linkedin.com/in/danieljarjoura
www.danieljarjoura.com
slideshare.net/djarjoura
daniel@startup42.org