Microsoft BizSpark: Tips for Startups - midem 2012 presentation

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  • Blaise Vignon / Bindi Karia Microsoft Emerging Business Team Microsoft France and Microsoft UK

    Entrepreneurs: Several Practical Tips to Help you with your Business

  • Agenda:

    1. Who are we?! 2. Why are we here?

    3. Building your plan and lean approach

    4. Raising Money

    5. Effective Partnering with Corporates

    6. Effective Networking

  • A little bit about Bindi

  • Bindi career to date

    Graduate 1996

    1996- 1998

    1998 2001

    2001 2002 2002- 2004

    2004 2005 Present

  • Polytechnique

    Stanford

    Insead

    A little bit about Blaise

    nVidia

    BCG

    Microsoft

    Engineer by training

    Microsoft employee by vocation

    Startup guy for the love of it

  • Agenda:

    1. Who are we?!

    2. Why are we here? 3. Building your plan and lean approach

    4. Raising Money

    5. Effective Partnering with Corporates

    6. Effective Networking

  • Microsoft s startups!

  • Why are we here?

    Support

    Visibility

    Software

    Microsoft BizSpark is a program designed to provide software startups all the resources they need to build

    successful companies and connect them with a community of experts.

    47,000 startups and 2500 + Network Partners worldwide, in 112 countries and 9 languages

    2,600 startups and 150+ NPs (UK) ; 1,000+ startups and xxx NPs (France)

    In a nutshell, Microsoft s startups! Software

    Full featured development tools and production for 3 years.

    Free Windows Azure computing time for 16 months.

    Support

    Professional technical support from Microsoft: Email support, Managed newsgroups, invitation to BizSpark Camps.

    2 Free MSDN Support incidents.

    Visibility

    Profile on BizSpark Connect.

    Promotion on BizSpark.com.

    Offers and Events on BizSpark Connect.

    http://msdn.microsoft.com/en-us/default.aspx

  • How BizSpark Works

    Investors

    University incubators, government agencies

    Entrepreneur and industry associations Hosters

    Startups join BizSpark

    Network Partners sponsor Startups

    Visit www.microsoft.com/bizspark to learn more

    http://www.microsoft.com/bizspark

  • CASE STUDY: (France) Leader in European Social Gaming

    11

    $1-2bn market in 2012

    Market Size Forecasts ($bn)

    Source: Think Equity (2010); eMarketer (2010); Business Insight (2010)

    Founded 2008

    80 staff

    $7.5M funding in April 2011

    Premium hits including GooBox (+10m users) and Pyramidville (+5m users)

  • Global Social Games

    WEBSITE: www.kobojo.com LOCATION: Paris, France YEAR FOUNDED: 2008 MARKET SPACE: Entertainment INVESTORS: Self-funded EXECUTIVE TEAM: Vincent Vergonjeanne, CEO Franck Tetzlaff, COO Sbastien Monteil, CTO Philippe Desgranges, Executive Producer AWARDS: Featured at CES, Microsoft Booth, January 2011 Named to the Guidewire Groups Innovate!100 List, December 2010 Winner, European BizSpark Summit, 2010 JOINED BIZSPARK: August 2009

    Company Overview

    Kobojo was created to give a social dimension to classic games and online applications. The company was built on the belief that games are fun, but can be even better when played with friends. Its products are designed for social networking sites, such as Facebook, to facilitate human connections and bring people together. Five million users play Kobojo games monthly

    Why Its One to Watch:

    In less than two years, Kobojo became one of the most popular gaming sites in Europe and earned a spot among the top 5 European companies in the social gaming industry.

    Kobojo founder Vincent Vergonjeanne competed at the 2004 Imagine Cup, where his team captured the top prize in the software design competition. Other members of the Imagine Cup team are now part of Kobojo as well.

    The company uses the agile development methodology to rapidly produce games. This approach has attracted 41 million users since 2008 and continues to pull in about 5 million users monthly.

    The Kobojo game Robotz is running in Facebook and is hosted on Azure.

    Kobojo is well known for a sophisticated analytics platform for evaluating game play and optimizing for attracting highly networked users and driving monetization. Kobojos goal is to be the global Zynga working with studios in each of the target geographies to create engaging, local, social content.

    http://www.kobojo.com/

  • Agenda:

    1. Who are we?!

    2. Why are we here?

    3. Building your plan and lean approach 4. Raising Money

    5. Effective Partnering with Corporates

    6. Effective Networking

  • Lean Startup

    Software engineering is

    Highly creative

    Very interdependent on co-workers

    Loosely coupled

    In short, it is like many other startup functions

    Marketing

    PR/Communication

    Business Development

    Product design

    The learning from Software Engineering have been applied to broader fields

  • A sad statistic

    Most startup failures are due to running out of money before having the right product

    There can be other (WCR, founder shoutfest, litigation)

    But not in the context of this talk

    Source : Illusions of Entrepreneurship Scott Shane (US Data, all industries)

    Proportion of New Businesses Founded in 1992 Still Alive By Year.

  • The longer the project, the likelier the failure

  • .because the less clear what success looks like

    0

    10

    20

    30

    40

    50

    60

    10 100 1,000 10,000 100,000

    % o

    f p

    roje

    ct r

    eq

    uir

    em

    en

    t ch

    ange

    s

    Project size (measured in function points, yes, we know)

  • but do we know why projects should be big?

    Only 13% of features are used

    often

  • and designing the wrong thing is easy

    (We do not always know what the customer will look like)

  • Project (and startup) management can be like this

  • Inefficient way of working

    The break-down and specialize management method leads to much waste:

    Stock of useless functionalities, documentation

    High cost of coordination and communication

  • Agility proposes a different management paradigm

    Individuals and interactions over processes and tools

    Working software over comprehensive documentation

    Customer collaboration over contract negotiation

    Responding to change over following a plan

    Source: http://agilemanifesto.org/

    http://agilemanifesto.org/http://agilemanifesto.org/http://agilemanifesto.org/http://agilemanifesto.org/

  • Important Agile Principles

    Customer satisfaction is the main goal

    Intrinsic quality

    Measure to objectivize

    Collective commitment

  • so we should delay design decisions as late as possible

    Incremental deliveries

    Iterative deliveries

  • Fail fast, fail early

    As we are delivering fast, we can harvest positive and negative feedbacks

    As we accept changes, we can take into account these feedbacks and adapt our plans

    Feedback is more precious than perfection

  • Agile Marketing

    Cust omer

    discovery

    Cust omer

    Val idat ion

    Cust omer

    c reat ion

    Company

    bu ilding

    Validate market hypothesis

    Imagine and validate the MVP

    Generate demand

    Accelerate!

  • Business Model Canvas

    http://ash.wpengine.netdna-cdn.com/wp-content/uploads/2010/08/business_model_canvas.png

  • Some great books

    http://institut-agile.fr

    http://institut-agile.frhttp://institut-agile.frhttp://institut-agile.fr

  • Agenda:

    1. Who are we?!

    2. Why are we here?

    3. Building your plan and lean approach

    4. Raising Money The Perfect Pitch 5. Effective Partnering with Corporates

    6. Effective Networking

  • That Chance Meeting..

  • ONE Minute.or four floors.

  • And if you are pitching on stage?

  • Three to five mins MAX

  • WHAT? HUH? HOW?!?!?!

  • A simple formulaic approach:

    Value Proposition

    The Problem

    Your Solution

    The Marketplace

    Your Team Business

    Execution

    Business Model

  • Your Value Proposition

    Simple, short, memorable, no insider jargon

    One-two simple sentences, that even granny could understand

    Remember, they dont necessarily understand your industry!

    OR

  • The Problem

    What are you trying to solve for your future customer base?

    How many have that problem?

  • Your Solution / Technology

    Unique? USP?

    Concept / Alpha / Beta/ Execution?

    How Meeting your customer needs?

    Do Demo but *beware* of live demos!?!

    They will ask questions throughout!

  • Your Marketplace

    Market Size and Competition, your USPs

  • The Team

    Who are you? What have you done before? Do you have the right skills?

    Who do you need to hire longer term?

  • Delivery Delivery Delivery!

    Core Business Metrics (i.e. acquisition, activation, retention, conversion, revenue)

  • Show me da money!!!

    Direct: SaaS

    Freemium

    Subscription

    Licensing

    Consulting

    Indirect: Advertising

    CPA / CPM

    Partnerships

    etc etc

  • Maybe then, you will get that second meeting!

  • And, dont forget.

  • Great Resources for Practice Practice!

    Pitching in the UK

    UKTI Pitch Workshops

    TechCrunch events

    Seedcamp

    BizSparkCamps

    BizSpark Summit

    NE England??

    Pitching in Europe

    Le Web Startup Competition

    The Next Web Startup Competition

    European BizSpark Summit

    Start In Paris/Lyon

    Startup weekends

    USA

    DEMO Conference - http://www.demo.com/ (launch or pitch)

    TechCrunch Disrupt - http://disrupt.techcrunch.com/

    Guidewire Innovate Conference / Pitch Slams

    How tos:

    Guidewire gscore http://guidewiregroup.com/services/g-score/

    500Startups - http://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardon

    Search on Slideshare www.slideshare.com

    http://www.demo.com/http://www.demo.com/http://disrupt.techcrunch.com/http://disrupt.techcrunch.com/http://guidewiregroup.com/services/g-score/http://guidewiregroup.com/services/g-score/http://guidewiregroup.com/services/g-score/http://guidewiregroup.com/services/g-score/http://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.net/dmc500hats/how-to-pitch-a-vc-aka-startup-viagra-how-to-give-a-vc-a-hardonhttp://www.slideshare.com/

  • Agenda:

    1. Who are we?!

    2. Why are we here?

    3. Building your plan and lean approach

    4. Raising Money

    5. Effective Partnering with Corporates 6. Effective Networking

  • Navigating the mysterious world of engaging with large corporates Swimming with Whales

    Who do you approach?

    Understand your needs from them

    Understand that contact person's internal objectives and needs

    Find the appropriate balance between persistence and aggressivenes

    Be prepared for your meeting.

  • Desired outcome

  • Agenda:

    1. Who are we?!

    2. Why are we here?

    3. Building your plan and lean approach

    4. Raising Money

    5. Effective Partnering with Corporates

    6. Effective Networking

  • Keith Ferrazzi never eat alone

  • Its not what you know, its *who* you know

    http://images.google.co.uk/imgres?imgurl=http://www.wholesome-food.org.uk/linksheader.jpg&imgrefurl=http://www.wholesome-food.org.uk/links.html&usg=__3fLqE_ThqfhFijp5qHwnQdMesGc=&h=287&w=432&sz=23&hl=en&start=5&um=1&itbs=1&tbnid=1GQyM3jkdJLrIM:&tbnh=84&tbnw=126&prev=/images?q=it's+not+what+you+know+it's+who+you+know&hl=en&rlz=1R2ADFA_enGB350&sa=N&um=1

  • Pay it forward!

    http://images.google.co.uk/imgres?imgurl=http://www.charicemania.com/wp-content/uploads/2009/06/pay_it_forward_ntg1.jpg&imgrefurl=http://www.charicemania.com/2009/06/05/editorial/note-to-god-pay-it-forward/&usg=__d-rgw2ciz1OsRR-hktRsV3VCiJE=&h=275&w=300&sz=42&hl=en&start=8&um=1&itbs=1&tbnid=r-xVUMRgKUgWlM:&tbnh=106&tbnw=116&prev=/images?q=pay+it+forward&hl=en&rlz=1R2ADFA_enGB350&um=1

  • The Genius Of Audacity

  • Dont be a Networking Jerk

  • Who do *you* really want to meet?

    http://images.google.co.uk/imgres?imgurl=http://strategicsocialmedia.files.wordpress.com/2009/05/frombloggertoinfluencer1.jpg&imgrefurl=http://strategicsocialmedia.wordpress.com/2009/05/06/identifying-influencers/&usg=__suFbv5i-RkaVvCl1PU-L98s0BR0=&h=307&w=391&sz=163&hl=en&start=3&um=1&itbs=1&tbnid=PRzGaVdrGj63IM:&tbnh=97&tbnw=123&prev=/images?q=influencers&hl=en&rlz=1R2ADFA_enGB350&um=1

  • Cold Calling is so Old Skool

  • Be yourself!

  • And finally, Wheres Waldo?

  • Agenda in Summary

    1. Who are we?!

    2. Why are we here?

    3. Building your plan and lean approach

    4. Raising Money

    5. Effective Partnering with Corporates

    6. Effective Networking