View
317
Download
0
Category
Tags:
Preview:
DESCRIPTION
Citation preview
BD in the Valley
Goals• Introduce the culture and values of Silicon Valley• Explain theories that inform business development practices• Share ideas on Mozilla and business development• Highlight available resources
Relevant ideas for Newfoundland and Labrador?
Introduction• From Toronto – (sorry!)
• Twelve years in Silicon Valley–Business Development: Mozilla, Cisco
–Corporate Communications: DDN, Cisco, Applied Communications
• Other activities–Mentor companies
–C100 OC
–Teach: Stanford, San Jose StateSilicon Valley isn’t a place you work in, it is a place you contribute to
Culture of Silicon Valley
Whatdoes
Silicon Valleymean to
you?
Traitorous Eight:Silicon Valley founded by a single act of betrayal
Fairchild Semiconductor• Julius Blank (Xicor)• Victor Grinish (UC Berkeley,
Stanford)• Jean Hoerni (Teledyne)• Eugene Kleiner (Kleiner
Perkins)• Jay Last (Teledyne)• Gordon Moore (Intel)• Robert Noyce (Intel)• Sheldon Roberts (Teledyne)
Traitorous Eight: Resulting values• Ideas are open and portable• Execution counts• Risk/failure are acceptable• Fluid movement of people
Warning: Somewhat stylized history!
Ideas vs executionFirst GUI? First Social Network?
First Smartphone?
Ideas are nothing without executionNeed input to grow an idea
Legendary meeting places
Risk and failureBounce Evolution
Burger Rush
Burnout
Cyber Blood
Darkest Fear 2: Grim Oak
Darkest Fear 3: Nightmare
Risk and failure
Movement of people• Networks and relationships
are key• Sharing and supporting
ideas is at the center of Silicon Valley
• Contact sport, you need to be there to play
Culture of Silicon Valley• Ideas are prized, but not worshipped• Collaboration and execution are paramount• Failure is tolerated• Clique-y; need to be “in the know”
Silicon Valley is relationship driven
Business Development Theories
Lean start-up• Minimum viable product–MVP tests fundamental business hypotheses.
• Continuous deployment–Code is written and put into production
• Split testing–A split test: different versions of a product to customers at the same time.
• Actionable metrics–What are the metrics really driving your business?– You may look at page views or customer acquisition numbers, but are they really
helping you grow?• Pivot–Course correction
Shamelessly stolen from Eric Ries: www.leanstartup.com
Customer Development
Concept/Bus. Plan Product Dev. Alpha/Beta
TestLaunch/1st Ship
Product Development
CompanyBuilding
CustomerDiscover
CustomerValidation
Customer Creation
Customer development
Shamelessly stolen from Steve Blank: www.steveblank.com
Business development mistakes• Focus on product, not customer• Sales and marketing, secondary to engineering• Don’t know how to price• Talk features, not end-user benefit• Become insular, don’t get out to talk to customers
“There Are No Facts Inside Your Building, So Get Outside”-Steve Blank
Culture and Theory in Action
Mozilla Firefox – Powering the Global Internet
• 450+Million Users• 80+ Languages• 700 Employees in 15 Countries• 3 Billion Add-Ons Downloaded• 140,000 Add-ons built by 1,000+
Developers
• 30% Global Market Share• #1 in Europe• 56% German Market Share• Brand Power: Firefox = trust,
safe, secure, fast, reliable
Mozilla Firefox Global Reach
Mozilla doing business• Browser is open, standards based; anyone can download the code• Everything is in the open, anyone can contribute• Company meetings are held online• Internet is a public benefit, made better via market forces• Exchange of ideas, friendly or competitive, is best for the user• Prefer to compete on features, UX and values
We’re an extreme caseThen again, we brought down a monopoly
How do we make money?
$$Ka-Ching$$
Business development for a non-profit
Normal state On a partner call
Even though we’re a non-profit, we’re always sellingLegacy is desktop browser, we’re following the market, customers
Mozilla going mobile
• Form partnerships around new products
• FirefoxOS-> Carriers and OEMs
• Marketplace-> Apps developers
We’re leaving the building, we’re forming relationshipContributing to the discussion around mobile
Business dev for Newfoundland and Labrador
Local ideas, executed globally
Can be done!
C100 – an introduction
Building the next generation of global, billion dollar Canadian companies through mentorship, partnership
and investment
Available Resources
29
The C100Mission:
C100 is a private, non-profit membership organization comprised of accomplished Canadian technology entrepreneurs in Silicon Valley
who are dedicated to accelerating the top Canadian technology entrepreneurs through partnership, mentorship and investment.
30
Charter Members – we’ve reached 100!
31
Highlights – our first 2 years
30 Events across Canada & US135 Start-ups participated in C100 mentoring in the Valley100+ Charter Members (Silicon Valley based)3000 C100 member network (North American wide)4000+ Entrepreneurs attended C100 events in US and Canada$425,000,000 Of investment in C100 companies
32
Our events…
• The Accelerate Series brings together the local entrepreneurial community to celebrate successes and to inspire them to create more.
• 48hrs in the Valley is our flagship mentorship program
• The CEO Tech Forum is a one-day event where companies meet with Corporate and Business Development executives
• Grow is the premier entrepreneurial conference in Canada
33
The C100 in action!
34
A few success stories…
Dinner
CEO TECH FORUM
Brian Wong Lars Leckie
CEO TECH FORUM
CEO TECH FORUM
Canadian Consulate
Keep in touch!
• Email: ronpiovesan@gmail.com
• Twitter: @ronpiovesan
• Blog: www.ronpiovesan.wordpress.com
• LinkedIn: http://www.linkedin.com/in/ronpiovesan
• Slideshare: http://www.slideshare.net/ronpiovesan
Thank You
Recommended