ispirt fellows meet 5 th september 2013 1. purpose of the meeting ispirt is collection of causes...

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iSPIRT Fellows Meet5th September 2013

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Purpose of the Meeting

• iSPIRT is collection of Causes (and not a collection of Industry Councils or Regional Councils)

• Fellows work on each Cause don’t have full visibility on what’s happening in other parts of iSPIRT

• In this monthly meeting of Fellows, each Cause is discussed to encourage visibility and cross-pollination of ideas

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What we will discuss?

Policy: DEITy RT, Montek Paper

Market Catalysts: M&A, iSMB

Playbooks: RTs, 51Demos, PN Summit

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Market Catalysts: M&A, Cert., iSMB


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Topics

• PlayBook RoundTables• ProductNation Summit• 51Demos

Playbook RoundTables 135+ companies benefitted

we have only just begun

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Playbook RoundTables

• Each session goes for 4-6 hours• 12 – 15 attendees• 2-3 Facilitators• Deep Dive into the topic

ObjectiveThe need was felt for having authentic conversation on

unprecedented topics.

Format

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Playbook RoundTables -

• 8 on Product Management, 4 on Positioning, 3 on Sales and 1 on M&A

• 14 blogs which have covered these sessions and the feedback has been very positive

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51Demos.inIn Partnership with Terenne Global Network

Learning’s and Next steps• Need to retain the format

– Experiential learning working well– RT facilitator is crucial– Participant quality has big bearing on outcome

• Need to engage participants post RT to facilitate peer learning

• Need to create more visibility for the companies and also get attendees to pledge.

• RT expansion being discussed– First focus on adding great RT facilitators – to become platform

for post-economy entrepreneurs who want to give back– New topics and cities will flow from adding great RT facilitators

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ProductNation Summithttp://pnsummit.productnation.in

3rd & 4th December, Pune#PNSummit

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Learn and replicate bright spots through peer and experiential learning

Playbook Roundtable

If is the TEDxProduct Nation Summit

Is the TED

• Curated Audience of Practicing Product Professionals (Only)

• New Formats – Lean-Back & Lean-Forward sessions on Specific Topics of Customer

Discovery Hacking & Growth Hacking– RoundTable Discussion (Structured Networking ) on Post Product

Market Fit topics ( Happy Confused State)

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Pre Problem/Solution Fit

Post Problem/Solu-

tion Fit

Pre Product/Market Fit

Post Product/Mar-

ket Fit

Series1 0.2763 0.0789 0.25 0.3684

2.50%

7.50%

12.50%

17.50%

22.50%

27.50%

32.50%

37.50%

Attendees' from Product Company Stage

Axis Title

B2C B2B B2B2C SMB B2B & SMB

B2B & B2C

SMB & B2B

Se-ries1

0.34042553191489

4

0.29787234042553

2

0.21276595744680

9

0.10638297872340

4

0.02127659574468

08

0.01063829787234

04

0.01063829787234

04

2.50%

12.50%

22.50%

32.50%

Attendees' from Product Company Vertical

Axis Title

Definition of Stages: http://productnation.in/how-to-think-about-aproduct-startup-progress/

1) Handle Bar Audience Profile -

2) Highest in Post Product Market Fit & Pre Problem/Solution Fit

3) B2B & B2C are almost equal and markedly different in growth stage

Data based on past event experiences

Topics choice based on Industry Composition – Audience Analysis

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89 Days To Go

• Globally known experts on Growth Hacking & Discovery being reached out

• All Product Round Table Curators to detail 5 roundtables.

• Venue being finalized in Pune. • Local Pune Team, Marketing Teams Kickoff • Initial Sponsorship Proposals sent out• http://pnsummit.productnation.in

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51Demos.inBringing many global CIOs in

front of dozens of curated startups

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Showcase of Product Startups To Global CIOs

– Terrene Global Leadership Network is led by Piyush Singh, CIO of Fortune 500 company).

– It will be in an exclusive partnership between TGLN and iSPIRT to cater to

• Product startups• Directed towards purchasers/evaluators in form of

Corporate entities with in-house development teams, System Integrators and Consulting organizations, Large Product companies looking for possible bolt-on solutions.

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Showcase of Product Startups To Global CIOs

– Given the mix of market space and opportunity it will also bring in the venture capitalists/angel investors from around the world to a neutral space for quick evaluation of possibilities/next steps.

– TGLN will reach out to all speakers from the US and will also take the lead on the sponsosrhip

– 2 day event with more time for demos and inspiring talks by CIOS, Global investors.

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Proposed Dates

• First or Second Week of April 2014• iSPIRT curates the 51 companies & award

showcase of these companies

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M&A Connect

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M&A Connect: Last Update

• May 21st: Silicon Valley event and subsequent meeting with Startup CEOs in the Valley

• Aug 1st: First M&A Connect Roundtable in Bangalore

• Plan to upgrade the program with a full-time Program Manager– Close this position in a month

• Plan to launch a Corporate Membership Program

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M&A Connect – Corporate Member Benefits Discovery• Early access to potential target companies in the iSPIRT portfolio: Opportunity to evaluate companies

already screened by iSPIRT, before the companies engage with an investment bank for a strategic sale• Quarterly sector-specific events where members can engage F2F with focus iSPIRT companies • Opportunity to find new high quality business & technology partners, several of whom could provide a

significant competitive advantage to your business

Engagement & Education• Chair ‘Readiness Roundtables’ with potential target companies and educate entrepreneurs on fundamental

areas [IP readiness, KPIs and Financial metrics, Marketing etc].• Work with iSPIRT to build playbooks, case studies and white papers which help building confidence with the

entrepreneurs on the acquisition and valuation process.

Shared Due-Diligence• Join the iSPIRT screening committee - members with prior experience in operational and management roles,

venture capital, investment banking etc. Our collaboration provides a deeper analytical capability for due diligence.

• Access to the iSPIRT designated legal firms with pre-negotiated fee structure

Networking• Complimentary invitations to iSPIRT Global summits which brings senior executives, investment bankers and

startup entrepreneurs together.

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1st M&A Roundtable• Held on Aug 1 at Shristi Software

– 15 companies participated– Response and feedback very positive, blog was put on PN – CEOs very inquisitive about M&A and there was excellent interaction– Lot of interest but only 2-3 companies ready for M&A (if that). Others

fairly nascent

• Next Steps– Next one is planned in Delhi. – Focus on quality (in terms of maturity – products/revenue) rather then

quantity– Evangelize the RT across the nation by running a campaign. – Include external speakers, may be even an investment bankers/tax

firms to participate and guide the session.

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Full Time Program Manager

• Sanat Rao will be joining us full time from mid October.– Sanat is a passionate leader in the Mobile industry, with

deep domain expertise in Consumer Technologies, Smartphones & Tablets, E-commerce, Digital Media, Advertising and Content for Emerging Markets

– Leadership experience in M&A, Corporate Business Development, Venture Capital, Deal-Making, Marketing & Strategic Planning.

• He is currently a Director, Corporate Business Development at Intel.

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Program Manager – Role & Responsibility• M&A Corporate Member Program Lead

– Kickoff the Corporate Member program for iSPIRT to bring in the top buyers & ecosystem firms.– Build relationships with Corp BD folks at the top 15-20 acquirers– Raise & manage the M&A Corporate program budget, with regular updates to Jay/Sanjay/Sharad on funds & plans– Drive monthly meetings with M&A Corporate program members– Work with a consulting firm to publish the “top 10” India companies in each vertical– Hold a yearly event specifically tailored for each buyer [India M&A day] and bring in the curated set of companies for BD / M&A

discussion [similar to the French Techday]

• Drive key M&A Exits for India– Create the pipeline of iSPIRT companies ready for M&A, and curate the list by vertical segment– Select and work with the entrepreneurs to drive 3 M&A exits in the next year

• Build out the M&A Ecosystem

– Build relationships with investment bankers, M&A advisory firms, tax firms and legal firms to help establish the M&A network for India

– Hire 1-2 investment bankers to support specific vertical segments in India– Publish Playbooks, working with the ecosystem, to help buyers with M&A deals in India

• Readiness for Indian Entrepreneurs

– Organize and manage M&A readiness roundtables to coach entrepreneurs on the process, and select the list of companies for the pipeline

• Misc

– Drive marketing & PR activities for M&A connect; participate in events, panel discussions etc. Be the public face of the iSPIRT M&A connect program

Indian Software Products Industry Round TableSAI

Update on SAI

iSMB – Revisited Objective

Outline of Initiative

Work in progress

SAI - Agenda

Update on SAI

6,443Database with address & telephone details: Processes and enablement for ISV :

Video Testimonial of customers:

Enablement deck for consultants to engage with Jewelry segment:

Buyers’ Guide:

Number of Customers engaged : 72Number of leads : 135

Update on SAI



Work in Progress


We are at the cusp of Indian SMBs adopting software products in a big way. Large scale adoption of software

products will raise competitiveness of the Indian economy.

Update on SAI



Work in Progress

Outline of Initiative Elements of iSMB Program

BIBE“Be an Informed Buyer” Education

QBLQualified Buyer Listings

ODROnline Dispute Resolution

QVMQualified Vendor Marketplace

- Helps SMBs understand benefits of products over solutions- Consultants reach out to help SMBs uncover their need for software adoption

Output: document detailing the Business operations of the SMB- Help SMBs speak to others who have benefited from software adoption- Educate the SMBs on elements involved in software purchase (license fee,

implementation, support etc.)- Help SMBs understand the evolving trends in the market that they can adopt- Arrange demo by ISV for the SMB





OVMQualified Vendor Marketplace

• SMBs that attend BIBE are encouraged to clarify their requirements for themselves

• Since the SMBs are in the buying zone, they will get listed in the QBL

• The participating ISVs will have visibility to this list






SMB buyers will be strongly encouraged to list their software product purchases on ODR so that in case disputes arise they get resolved better.

- Customers will also be able to rate each stage of engagement, including the vendors- Ratings are moderated and participating ISVs have the ability to clarify concerns raised by

the customers






• Vendors are listed along with their customer ratings

• Some of the vendors might also carry fair value certifications

• This allows other SMB buyers to use these ratings while adopting products

Update on SAI



Work in Progress

Work in progress

- Scalability of the initiative

- Metrics for measure of success for each category

- Cost and revenue model

- Identifying next segment for adoption (data point)

Watch out for the Videos here

http://www.youtube.com/watch?v=dZY8nbPPf3o

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Audit and Certification Program for Product companies

Steps

Product Enrollment Audit Certification

Product Enrollment: Eligibility Criteria

Product ExistenceBasic Detailed functionality checklist Availability of minimum 70 % of claimed functionality

Enterprise Data Exchange API interface

Product Enrollment: Audit & Certification

Submit detailed documents Detailed feature list Product architecture Product roadmap

Schedule a demo to panel Evaluation by panel Certificate

Re-enrollment: Incase of Rejection

If a product fails to clear certification process It can re-enroll within 3 months from the date of

rejection Maximum 2 chances If rejected again then product can enroll after 1 year

from the date of rejection

Product Enrollment: Auditing Firms

Top tier auditing firms; like Ernst & Young Mid tier auditing firms; like Zinnov Small private auditing firms

Benefits

Benefits to various players in ecosystem Product Companies Venture Capitalists & Private Equity Fund Banks System Integrators – IBM, HP, etc. Policy Makers / Influencers Government as a Regulator Buyers

Product Companies

Higher, profitable and sustainable growth can be attained

Advantage over the competitions Business development becomes easy Less difficulty in penetrating markets

VC & PE Fund

Verified companies Availability of feasibility report Less research needed for investment

Banks

Invest in working capital Funding decisions are made easy Trust building challenges are overcome

System Integrators

Readily defined API’s helps in easy integration Application porting on large SI’s (IBM, HP, etc.)

platform becomes easy

Policy Makers / Influencers

Standard Operating Procedures (SOP) can be readily followed

Products are in line with the best practices as per industry standards making it more viable to adopt across organization

Government as a Regulator

Check on product best practices / standardization as per government policies & rules

Conforming to IT and ITES sector

Buyers

Best-in-Class solution Substantial return on investments Enhanced performance and productivity High on credibility Audited by external firms Verified functionality, performance, implementation

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iSPIRT Fellows Meet September 5, 2013Government Policy Presentation

DEITY ROUNDTABLEObjective of the RoundTable

• Create a Framework that establishes software products as a separate industry category so that distinct policies can be framed to support the industry

DEITY ROUNDTABLEScope of the RoundTable• What are Software Products?

– Key Characteristics of typical Software Products?– How are Software products different from Software services?

• How can existence of a Software product eco-system benefit the government?

• Key Challenges faced by Software Product companies.– Measures to Address these Challenges.

• Need for Quality accreditation of software products.

DEITY ROUNDTABLEScope of the RoundTable• Creation of a Platform-led approach, sharing examples from

other countries.– Taking stock of the different Platforms that exist in the Public/Private

Institutions.– Interoperable applications and standards across all major platforms

developed by public and private institutions.– Regulation and Guidelines that can be built on these platforms.

• Direct/Indirect Taxation for Software – Definition of Software.• Promotion of Software Products in Bilateral Trade and

Deemed Export Status.• Next steps to address these opportunities.

DEITY ROUNDTABLEStatus of the RoundTable• DEITY has agreed to do the roundtable• New Dates have been given by DEITY• Tentative Roundtable date: 7-11th Oct• Nasscom to be invited

• Their suggested topic (10-15mins) will be included.

DEITY ROUNDTABLE

Way forward for the RoundTable• We have to confirm the new dates to DEITY• Revised Agenda to be given for the Roundtable after feedback

from NASSCOM

Industry Position PaperIndustry Position Paper - explains the need for promotion of Software products Industry (transforming India, big opportunity, downside of missing theboat, etc.) by using a framework that is progressive (free-market oriented) andR&D based.

This framework has the following elements:• Why the need for Software Products?

- Skills, Critical Mass, Aspirations of Indian Engineers, Ecosystem, Relative ease of Delivery.

• Transforming India – The Multi-dimensional Impact of Indian Software Products – 10% of Global Market share would contribute over US$100B/year

• Small and Medium Sized Business (SMB) Transformation.• Enhancing the Internal Productivities• Adoption of Standard Processes and best practices• Streamlining day to day operations.

Industry Position Paper

• Social Transformation

Greatly facilitate the dissemination and absorption of knowledge, decreasing information asymmetry and supporting equitable distribution of economic and social gains throughout society.

Industry Position Paper• Strengthening the Indian Software Products Industry – A call to actionRecommends that the Indian Government develop a 3-pronged strategic program to build and strengthen the competitiveness of the software products sector:

1. “Create Demand” - Open up the domestic software market – Create an open software product market wherein qualified Indian software product companies can compete on an equal footing with the global software product companies 2. “Build Supply” - Grow the domestic software product industry – Promote and fuel the growth of domestic software products through favorable policies 3. “Build Support” - Develop a robust software support ecosystem – Spur innovation and growth of next generation software product companies domestically

Industry Position Paper

Status of the Industry Position Paper • Inputs/Suggestions for the Objective• Date for the Final Version to be fixed

Way forward for the Industry Position Paper • Additions to the Paper – Introduction • Specification of Current Challenges followed by “call to action”• Present Scenarios backed by numbers

ispirt fellows meet 5 th september 2013 1. purpose of the meeting ispirt is collection of causes...

Documents

product startupsdirected

product management

large product companies

global ciosgiven

unprecedented topics

backnew topics

rt expansion

formatplaybook roundtables