lean business building & google glass workshop

LeanBusinessBuildingByKatapult Group

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Aninteractivedayliesaheadofyou• 9-10:20:LeanBusinessBuilding• Principlesandbenefits• Internationalizationcase• VentureCreationcase• Groupwork

• 10:30-11:30GoogleGlass• About• Cases• Livedemonstration

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Areallifeexampletostarttheday• BrazilianERPgoingtoN.A.• Highcomplexitybusiness• Longsales cycles(>2years)• Owner=maindealmakertoday• Planforexpansion:• Sendteamof4BrazilianA-teammemberstoN.A.HewillstillstayinBrazilincludingtechnicalsupport, Acc.Mgt.,Sales

• ExecuteexistingsalesprocessfromBrazil• Setup company,admin,etc.• Expend ~USD500,000 peryear• “Calculates”tosellaproductwithin1-2years=revenue~500K

• Whatdoyouthinkaboutthisplan?(1-10intheapproach)?

• Whatisimportantforsurvival?

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LeanBusinessBuildingGrowingyourcompanywhileminimizingyourrisk

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LeanBusinessBuilding– Test,learn,iterate

Principles:• Defineriskiestassumptions• Testriskiestassumptions,primarilybyengagingcustomers• Definelearnings,i.e.assumptionresults• Iteratesolutionbasedonlearnings• Repeatcycleuntilnomoreriskiestassumptions…

• Doonlythemostnecessarytoachievetheabove

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BenefitsofLeanBusinessBuilding?

• Primarybenefits:• Buildbusinesseswithstrongercore• de-risksgrowthinitiatives• acceleratestimetocash-flowpositiveforgrowthinitiatives

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Internationalizationcase:BraziliansoftwarevendortoSME’sinN.A.• Background:• BrazilianbasedtotalsolutionforSME’s• HadrunlandingpagesintheUSAacrossmostallproductsinportfolio• Verylittlesuccesssofar• Whatwearedoing• Phase1:Uncovertruestrengths=theexistingwinningbizmodel• Phase2:AssessUSopportunityofbusinessmodel.• Phase3:Customerdiscovery• Phase4:Salesexecutionandscaling• Weeklysprints

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Case:InternalVCofUSD16Billioncompany

• Background:• Verylargefirmwantedtobuildnewsuccessful businesses• LimitedresourcesduetoVCfundstructuring• Companyhadspecsheetfortheirproductbutlittlecustomerinput• Whatwedid• Phase1:Uncoverorganizationalobjectivesandparametersandassesssolution• Phase2:Customerdiscoveryprocess• Phase3:Prototyping,testing,learnings,iteration,repeattomaturity• Phase4:Salesexecutionandscaling• Weeklysprints

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Groupwork

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OurBrazilianERPproviderneedsYOURhelp!• BrazilianERPgoingtoN.A.• Highcomplexitybusiness• Longsales cycles(>2years)• Owner=maindealmakertoday• Planforexpansion:• Sendteamof4BrazilianA-teammemberstoN.A.HewillstillstayinBrazilincludingtechnicalsupport, Acc.Mgt.,Sales

• ExecuteexistingsalesprocessfromBrazil• Setup company,admin,etc.• Expend ~USD500,000 peryear• “Calculates”tosellaproductwithin1-2years=revenue~500K

• HowwouldyoutellhimtoapproachN.A.usingLeanBusiness Building?

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Break

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GoogleGlasscc:giuseppe.costantino - https://www.flickr.com/ph ot os/69730 904@N03

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GoogleGlassExplorers– summerof2012

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Usecases

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Healthcare

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Manufacturingcc:jurvetson - https://www.flickr.com/ph ot os/4412 43481 09@N01

Livedemonstration

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Questionsfor@KatapultGroup?

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HowtocontactusViaphone:+1.844.528.2785Viaemail:hello@katapultgroup.comTwitter:@katapultgroup

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Wrap-up

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Individualcompanysessions

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Supportinginformation

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PitfallstosuccessintheUSA

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Biggestpitfalls• LackofExecutivebuy-inandsupport• Lackofsupportfromthehomeorganization(ex.Techsupport)• Lackoffocus• Everythingvsonesstrengths• Allsegmentsvsperfectcustomer• AllUSAvslogicalscope

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Biggestpitfalls• Emphasizingthewrongthingsatthewrongtime• Teamisdoingmanynon-importantthings• Non-competitiveprice/value• Thinkingtheproductwillsellitself• Forgettingthesoftaspects

NotetheSupportinginformationsectionforcharacteristicsonfirmsthatsucceedintheUSA

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CharacteristicsoffirmsthatsucceedintheUSA• Segments:• Understandswhotheirperfectcustomeris• Focusonnicheandexpandfromthere

• Product/Servicecharacteristics• Stronganddifferentiatedalongonerelevantcompetitivedimension• Strongprice-valuebalance• Focusisonsucceedingwithonesolutionbeforeexpandingtheportfolio

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CharacteristicsoffirmsthatsucceedintheUSA• Organisationandteam:• USAmarket isapriorityfortheCEOandBoardofDirectors• USAleadpersonisoneofthecompanyfounders oranexecutivewith5+yearshistoryatcompanyanddeepandtrusted rootsacrossthehomeorganization

• 24/7attitudewithanabilitytoexecuteontheplanbut learn,changeandadapttofindproductmarketfit

• SeestheUSmarketasamarathon,notasprint.LongtermtheUS-market isconsidered a“must”

• Dedicatedpersonchampioningandsupporting theUSAmission inthehomeofficeonadailybasis

• US-Founder =Heavilychargedwith customerengagement• Recruitshelp/Outsources lessvalueaddedactivities includingadmin,book keeping,etc.

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CharacteristicsoffirmsthatsucceedintheUSA• Financialsandfunding:• Wellfunded, financialrunwayfor24-36months

• Extremelyleanoperationuntilproduct-marketfithasbeenfoundandcansupportscaletheUSA

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Operationsandpeople:• USleadershipandtheoperationreceivesextraordinaryamountofvisibilityandpriorityathomeintheinitialyears• HigherdegreeofinteractionbetweenHQandUS-marketoffice,I.e.meetings,visits,calls,other• Emphasizecustomerengagementpre- marketentryandcontinueputtingsalesastheprimaryactivityduringgrowthofthefirm• Focusisonsmallandfrequentwinsthroughoutthecompanybuilding

CharacteristicsoffirmsthatsucceedintheUSA

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