BAEP 453: Venture Management (The E-Challenge) Syllabus, Spring 2014 Tuesday/Thursday – 2:00 – 3:50pm, Room HOH422 Office – Bridge Hall One (basement level)

Professors Patrick Henry Michael Napoliello Phone 310-990-3100 310-420-2761 Email patrick.henry@marshall.usc.edu mnusmp@hotmail.com Office Hours M/T/Th 9am-noon & T/Th 1-1:30pm T/Th 4 to 5:00pm

Individual appointments – You can come to BRIOne during office hours or if this timing doesn’t work, we are very happy to schedule an individual meeting with you that fits both our schedules. Email is the preferred format for messages and setting up appointments. I. COURSE OVERVIEW AND LEARNING OBJECTIVES This course provides students with an insight into the issues, challenges and opportunities involved in the creation and managing of a new venture. Typically, entrepreneurs are consumed with their product or service and are not prepared to strategically or tactically to lead the venture from the start up to a growing business.

In this course students will have an opportunity to learn the many issues, challenges and opportunities that come-up in early to mid-stage ventures. Through the course students will gain an understanding of what it takes to start and lead a venture to sustainability and possible exit. Students will work in teams to actually launch a product or service. They will be involved in all aspects of the launch from product development, customer acquisition, cash flow management, distribution management and customer satisfaction.

This course is not a “spectator” course. Be prepared to get out into the real world and Get Dirty. You will be actively researching, testing and putting to work your concepts and ideas. Consequently, you are required to undertake a significant amount of work outside of class. By taking this course, you are agreeing to complete all of the challenges in a timely fashion without excuse. You also agree and understand that you will spend time in the marketplace turning your concept into a business.

By taking this course, you are continuing your entrepreneurial journey and acquiring skills for your future ventures.

Prerequisites - BAEP 451 or Professor’s Approval

Rules and Game Plan: The E-Challenge is a competitive class and all students should be prepared to participate in business activities that involve real world, life and business situations. All participants must understand a significant time commitment outside of class required by the structure of the class. Students must be willing and able to commit meaningful time to this class to gain the maximum entrepreneurial benefits.

Be Real, Get Dirty and Make it Happen!

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Learning Objectives In this course, you will develop your conceptual and practical knowledge of launching and managing a new venture and the attraction of resources necessary for launching.

Specifically, you will:

1. Develop an understanding of the differences between your initial idea and testing a valid concept,

2. Become familiar with the actual go-to-market process;

3. Develop an understanding of business models and how they evolve to meet the realities of the marketplace;

4. Gain knowledge of the Customer and their critical value to your venture;

5. Expand your awareness of bootstrapping a startup and getting market and customer feedback.

In addition, this course also provides an opportunity for you to develop your personal capabilities. Specifically, you will develop:

1. Critical thinking skills: thinking, problem solving, and decision-making:

Analyze and critically evaluate alternative courses of action

Find and use resources to answer your questions

Form conclusions and recommendations supported by logic and evidence

2. Oral and written communication skills including your ability to:

Deliver oral presentations to a large audience

Ask questions and present viewpoints in discussions

Write well-structured, clear, and concise documents

3. Skills in managing work load:

Improve your ability to plan and structure tasks

Learn to better manage your time 4. Selling to customers:

The value of listening to customer feedback

Long term relationship building

Adjusting business model based on customer buying needs To achieve these objectives, a combination of methods will be used in the course, including lectures, case studies, individual projects, student presentations, and guest lectures.

II. COURSE MATERIALS AND COMMUNICATION

Required Books:

“Business Model Generation” - Alexander Osterwalder & Yves Pigneur http://www.businessmodelgeneration.com/

“Start Up – Virtual Text” – Steve Blank – Lessons 1 – 6 -- Go to web link at Udacity.com for video text & sign up when prompted (it’s free) https://www.udacity.com/course/viewer#!/c-ep245/l-48696636/m-48754009

“Little Red Book of Selling: 12.5 Principles of Sales Greatness” - Jeffrey Gitomer http://www.gitomer.com/Jeffrey-Gitomer-Little-Red-Book-of-Selling-pluLRB.html

“Anything You Want” - Derek Siver http://sivers.org/a

“The Go-Giver” - Bob Burg and John David Mann http://www.thegogiver.com/

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READINGS: Articles will be posted on BB. Students are expected to come prepared to discuss and apply the readings as assigned in Class Schedule – this is part of your participation grade. You can volunteer as well as be randomly called to lead class in discussion. LIVING CASES: During the semester, entrepreneurs and experts in their fields will be guest speakers – you will have opportunity to learn from the pros. Attendance at these sessions will be critical for developing your execution plan. Please do your research in advance and be prepared to ask insightful questions. Please dress appropriately.

Course Notes Session slides will be posted on Blackboard the day after each class.

Course Communication When contacting use, email is the most effective means of communication. We will be happy to meet during office hours or talk over the phone at other times. Please schedule an appointment beforehand via email, even for office hours.

Course communication will take place through announcements in class, emails, and the Blackboard system. By default, Blackboard uses your USC email address (username@usc.edu) for sending emails; if this is not your primary email account, please make sure to change the Blackboard email setting or to forward your USC email to the account you use. You are responsible for ensuring that messages will not bounce back due to your storage quota being full.

Two key points:

All material posted or emailed by the professors in Blackboard will be assumed communicated to students and they are responsible accordingly.

All papers will be due in a ‘hard copy’ in class; bring two hard copies to each class - one to turn in prior to class and one for discussion as well as posted in Blackboard.

III. CLASS ASSIGNMENTS AND GRADING The attached class schedule lists the topics, outlines the assignments and defines the due dates for the semester. I am certain that there will be some confusion and you need only ask for clarification in advance. Being late or not meeting the expectation after the fact or because you did not understand the assignment is disappointing for both of us.

YOU ARE RESPONSIBLE!

Participation requirements

1. Attendance at class sessions is critical. We may discuss material not found in the textbook or articles as well as conduct in-class exercises. You can miss one class without penalty—no questions asked, no need to let me know. Further absences will reduce your participation grade. If you miss a class, you are responsible for staying up-to-date on course content and assignments. Please download class slides from Blackboard and check with classmates or me regarding potential handouts and announcements.

2. Show up on time and stay until the end (no bathroom breaks unless emergency) —it is disruptive to your classmates’ learning experience if you arrive late or leave early.

3. Complete the assigned readings for the class and complete any associated hand ins.

4. Participate actively in classroom discussions and in-class exercises. Effective class participation consists of analyzing, commenting, questioning, discussing, and building on others’ contributions. The ability to present one’s ideas concisely and persuasively and to respond effectively to the ideas of others is a key entrepreneurial skill.

5. Make good use of guest presenters’ time. Come prepared to class with questions for professor and especially outside Gurus & Living Case speakers! Thoughtful questions are indication of learning.

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Participation is evaluated based on your level of involvement in class discussions – both the quality (relevance and insightfulness) and quantity (frequency) of your participation. At the end of the semester you will be asked to complete a self-assessment of your participation.

Week Date Assignment Points

2 23-Jan Post Bio in BB under Discussion 25

3 28-Jan Sell Self + 2 Pain/Solution/Customer 100

3 30-Jan Questionnaire 25

4 6-Feb Co-Founders' Agreement 100

5 13-Feb Business Model + Next Steps 150

6 18-Feb MVP Demo 150

7 27-Feb Sales& Validation Techniques 150

8 3-Mar Strangers' Log #1 + Mentor 150

9 11-Mar Project #1 Presentation 200

9 13-Mar Project #1 Paper 100

11 3-Apr Market Entry Plan 150

13 17-Apr Entrepreneur’s Tool Box 100

14 22-Apr Entrepreneur’s Tool Box Presentation 100

14 24-Apr Strangers' Log #2 + Advisors 150

15 29-Apr Project #2 - Presentation 300

15 1-May Project #2 - Paper 150

15 1-May Teammates Scorecard (emailed) 300

-- -- Thank You Letters (15 points, max 4) 60

-- -- GOTO 40

-- -- Participation 300

Total for Semester 2800

Project Deliverables All papers, cases will follow the format:

One inch margins all around – 1½ line space 12 point font size (sans serif font; Arial preferred) Stapled if more than 2 pages (not stapled -10%) Grader attached to front of assignments (no grader -10%) Proper citations - personal interviews much more valuable than web searches (for Projects #1/2) Turned in Electronically to Blackboard (Safety Net) by due date Hard Copy turned in before the beginning of class

Writing Style Entrepreneurs and their resources do not have time to read novels! All papers must meet the three C

rule - Clear, Concise and Compelling. Please make conclusions up front and clear, using headings,

bullet points, and other simple ways to convey your point of view to allow the reader to grasp your message quickly! The easier the reader can understand the paper, the better the score of the paper. (Use the syllabus as an example of CCC writing style.) On-time paper delivery is in class before the beginning of the class starting time (1:59pm). Students and teams must also upload assignments to Blackboard prior to in-class deadline. The following deductions apply for late submission of the course work:

Submission between 2:00pm & end of class : 5% loss of score Submission end of day due 10% loss of score

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Submission next day 20% loss of score Submission 2 and 3 days after the date due 35% loss of score Submission between 4 and 7 days after the date due: 50% loss of score Submission 7 days after date due: NO SCORE

If you are excused or must be absent for a class meeting, deliver your hard copy of your work to the office at Bridge Hall #1 before the class time in order to be considered on time. Assignments will only be accepted in class on the due date. All late submissions need to be turned in to the office to be date and time stamped.

Returned Paperwork All of your assignments will be graded and are available for you to pick up at the Greif Center office in Bridge Hall #1. Unclaimed assignments by a student, will be discarded after four weeks and hence will not be available should a grade appeal be pursued by a student following receipt of his/her course grade.

Evaluation of Your Work: You may regard each of your submissions as an “exam” in which you apply what you’ve learned according to the assignment. I will do my best to make my expectations for the various assignments clear and to evaluate them as fairly and objectively as I can. If you feel that an error has occurred in the grading of any assignment, you may, within one week of the date the assignment is returned to you, write a memo (turned into Greif office & time stamped) in which you request that I re-evaluate the assignment and explain fully and carefully why you think the assignment should be re-graded. Turn in the original assignment with copy of the email memo to the Greif office. Be aware that the re-evaluation process can result in three types of grade adjustments: positive, none, or negative.

COURSE DELIVERABLES: Post Bio in BB (25 points) January 23rd Share your who/whom/what in concise & compelling manner to allow your peers to learn more about you to begin to identify your teammates (remember, the best team wins, no necessarily the best idea).

Sell Yourself + Top Two Pain/Solution/Customers (100 points) – January 28th

Why you? Be creative & ‘impactful’ in describing your strengths, areas of interest, skill set(s), and any and all pertinent information needed for others to make informed decisions about you for forming a founding team and creating ventures. Look at yourself as a brand and share your value proposition and importance to others for your potential venture. You will present yourself in a 60 second pitch to the class as well as a written paper – max one page (not a transcript of your pitch, but appropriate for the written medium).

Identify to venturing ideas you have developed from our in-class ‘pain/customer/solution’ exercise – ideas that could be developed & tested during semester, yet has potential to grow & scale beyond the USC ecosystem.

As important – LISTEN TO YOUR CLASSMATES – the best teams win, not the best ideas. We always bet on the JOCKY (team) not the HORSE (idea).

Post your Bio on Blackboard in “Discussion”

Team Formed & Co-Founders’ Agreement (100 points) – February 6th After exploring the different types of entities and best practices for forming your company, your team will execute an agreement to include the form/type of business entity appropriate for your venture, if you were going forward in real time. All parties should sign your Co-Founders’ Agreement. The agreement must describe formation, ownership, firings, disagreements dissolution and any additional information needed to run your business. Try to take into account any and all issues that may arise and make sure it is relevant to your teams’ venture.

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Business Model & Next Steps (150 points) – February 13th You have created alternative New Ventures/Concepts that is a result of the combined who/whom/what of your team plus your pain/customer/solution exploration + meeting with strangers and prospects to increase your industry knowledge. You are seeking concepts that can be:

Launched with the resources of the team – maximum of $200 of invested capital

The product/service developed/sourced and validated via customer sales or contract by week 9

You must have at least three concepts that you are considering

Can be grown and scaled into a sustainable venture beyond the USC environment.

(No existing businesses from one of the team members or another class can be used for this class.)

5-Minute Presentation (75 points)

Present three concepts & which you feel has the most potential & why?

How will the team’s who/whom/what help to develop the concepts

Define the market you are addressing

How you will validate – what are the critical smart steps to move forward to Project #1’.

Bring two sets of printed PPTs (full size to present from doc camera & give two sets printed 3 slides to a page to professors.

Two-Page Paper (75 points)

Articulate three concepts you considered for execution in clear & concise paragraphs -- Pain, Product/Service as Solution, Target Customer, Benefit Delivered, Distribution and Revenue Model.

Support why you are moving forward with you top concept, based on what criteria, customer/industry knowledge.

What is the market you are addressing

What are the action steps to test top concept with customers to validate the feasibility you will be executing & presenting in Project #1.

Attach your business model canvas for each concept showing the alternative strategies in each subset to show how you used it to develop the top concept.

MVP Demo (150 points) – February 18th The sooner you have a Minimal Viable Product to make a sales call/close the closer you are to validating your concept. You must be creative – it can be a handmade prototype, a well-articulated brochure, simple/static website. The key is finding ‘early adopters’ those who can be most forgiving – to put them in the position to make a purchase decision – to provide feedback & collect the maximum amount of validated learning about customers with the least effort.

Demo your MVP in class & turn in a representative MVP to profs. Sales Validation Techniques & Call Report (150 points) – February 27th

Summary – Two-page paper to describe minimum of two separate sales tools/techniques you used to test, gain feedback & acquire customers to validate and evolve your venture. In the paper, describe the results from the sales calls plus the obstacles you encountered and changes made to evolve concept you are executing. Critical to exercise is what are the next smart steps to make refinements & move concept forward

Call Reports - Each team must complete a minimum of 25 sales calls if customer is B2C – 10 sales calls if B2B, attaching sales call reports (use template in BB or create own).

In-class Presentation – Each team will make 3-5 minute presentation to share real world results of how the techniques and sales calls provided feedback & changed the new business venture. Bring full sized PPTs to present from doc camera & two sets printed 3 slides to a page for professors.

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Team Strangers’ Log #1 + Mentor (150 points) – March 3rd Each team member has had the opportunity to get out into the marketplace and meet all types of people who can educate and advise you on your quest to launch new venture during the semester; consultants, media experts, suppliers, vendors, competitors, anyone who can help. Each member must meet a minimum of 8 strangers. Scan a copy of their business card, along with contact Information and lesson learned for each stranger and compile into a paper sharing your strangers – you can use the template in BB or create your own. Please communicate specific relevancies, i.e. what did you learn to help mold and shape your venture. (Note, no one from your Sales Call Reports can be duplicated on your Strangers’ Log.)

The team MUST find an entrepreneur who is willing to act as mentor to the team – provide contact info! Project #1 – Validating Concept (300 points) – week of March 11th You have identified a pain and created a solution and created a MVP. You have put together a business model canvas and a concept statement where you have a Product/ Service, Customer, Benefit, Distribution Channel and Revenue. Your team must have put your concept into practice. It is time to show how you have been busy in the first 9 weeks of class. With advice from Mentors and Faculty, you and your teammates will put into practice all of your entrepreneurial skills to put action to your concept. Teams will have gone out and secured orders (REVENUE) and delivered goods or services to validate your concept. We expect cash, credit card, contracts. . . proof of sales, not compliments. The team that has the greatest customer validation (REVENUE) and presents a compelling argument for their concept be the winners of Project #1. We expect at least $500 in committed (proven) revenue. A good outline to follow is angel presentation model:

Demonstrate that there is a the Pain/Unmet Need

Clearly articulate what your product/service is/does as the Solution

Target Customer/Users & Means of reaching them (distribution)

Benefits you deliver to them (value proposition)

Pricing Strategy -- Gross Margin/Revenue Model

How you validated concept with customers – simple income statement

How have you sourced - will you develop sourcing for your product/service

Changes/evolutions along the way & lessons learned

Next Steps for growing & scaling venture 5:00 minute presentation (150 Points) – March 11th Share your story and make it compelling. You will present your PPT from the in-class PC or your Apple. Upload presentation from memory stick prior to class start (no downloading presentation from email) plus 5 printed sets (3 slides to a page) of your presentation for professor and judges.

Top rated teams by judges will receive 50 point bonus for #1 & 25 point bonus for #2 & 3.

Paper – 3 page Max (100 points) – March 13th Put together a paper that clearly details your venture. Please make it as clear as possible. Use bullet points, graphs, diagrams, illustrations or other means to tell your story. Supporting documents to enhance your paper (not in 3-page count) --- Purchase/Sales Orders, Sales Call Sheet, Cash Flow & Income Statements, Price/Margin, Sales Orders/Receipts and examples of Marketing Materials, social media/homepage, updated Business Model Canvas. Market Entry – Customer/User Acquisition Plan (150 points) – April 3rd The challenge for any venture has at its heart the ability to Get – Keep – Grow your customers. You will produce succinct, 3 page max paper which delineates the key steps & activities for acquiring customers & users. The following are suggested areas – each venture will have a different plan:

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Clearly articulate your customer/user archetype(s)

What are your customers’/users’ buying habits – their roles, how they buy & what are key motivators

Overall Marketing Strategy (one very short paragraph)

Tactics to Get – Keep – Grow Customers

Competitive Grid - create an easy to read competitive graph:

- Top Axis– identify key competitors (logos work well)

- Left Axis - key benefits customers/users seek

- Simple rating of your strengths versus competitors gaps

Positioning Statement – a one sentence statement (clear, concise & in compelling) to differentiate your product/service versus competition to create defendable position

These are visual mediums so use graphics and screen shots to make case. Use analytics to gauge effectiveness of social media plan and to predict the outcome of go-forward efforts. Focus your strategies for capturing customers and increasing revenue for your enterprise.

Paper not to exceed 2 pages – 75 points – Due April 8th 5-minute Presentation – 75 points - Bring full sized PPTs to present from doc camera & five sets printed 3 slides to a page for judges & professors.

Ten Tools in your Entrepreneurial Toolbox - (100 points) – April 17th Students will have been presented a wide array of the tools to help them on their entrepreneurial journey from experts, first-hand field experience, books, articles and in-class exercises. Each student, separate from team, will create their personal Entrepreneur’s Toolbox showing the top ten tools, skill sets, life lessons and wisdom from successful entrepreneurs s/he has acquired during the semester to apply to your journey. These life skills and tools need to be honed and tuned and should provide a solid foundation for success as you grow and move forward but. This a chance to stand out from the crowd by being creative in the form and manner of the Toolbox for sharing your knowledge.

2:00 minute presentation (100 Points) – April 22nd Students will also share the top three key takeaways from the class – bring full page printout of PPT to present from the doc camera and two sets of PPT printed 3 slides to page to give to professors.

Strangers’ Log #2 (150 points) – April 24tht Same as SL #1 with minimum of 8 new strangers per team member & identify advisors you used to develop your venture..

Project #2 - Growing & Scaling Venture (450 points) We have been studying how technology/Internet/social media as well as other offline business tactics to grow and scale your venture in today’s world. The goal of this phase is to show how you have used the tools developed during the semester to design, implement and execute your strategy and grow of your venture since Project #1 as well as future growth beyond this class.

Your team must now show that you have acquired these skills and put them into action. Successful teams will have made important Measurable and Meaningful impact on how they have increased number of customers and sales while increasing operational efficiency. Revenue is the major part of measuring success at this stage

Final Pitch – 7-Minutes (300 points) - April 29th Have well-rehearsed presentation – be sure

• Pain/Clearly articulate Product/Service as Solution • Customer Defined/Value Proposition • Competitive analysis/Positioning to differentiate • Market Validation/Market Entry Strategy/Sales/Distribution • How source product service - COGS • Revenue Model/Pricing Plan/How You Make Money • Simple Income Statement to date (+ startup costs) • Next Steps/Grow & Scale

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Top Venture based on judges 50 points; 2nd/3rd – 25 points Final Paper – 4 pages max (150 points) – May 1

• Summary of Venture – use pitch outline • Forecast Revenue Modeling • Marketing Materials Attached supporting documents (not counted in body count) are required -- Sales Call Reports (new contacts, minimum 6 B2C or 3 B2B new prospects), Marketing Materials (brochure/webpage), Purchase Orders/Sales Orders/Receipts, Cash Flow & Income Statements, and Price/Margin analysis.

Teammates Scorecard (300 points) – May 2nd (due 5pm) You must email – patrick.henry@marshall.usc.edu – your evaluation of you and your team mates, i.e. the overall value of the contribution you and each teammate delivered. Be objective & forget personal issues only focusing on results. You must do this independently without consulting teammates.

Subject line of email -- name of your team

Nothing in the body of the email

Attach one excel file with two columns: o Column One – teammates’ full names in last name alphabetical order (bold your name) o Column Two – allocate 100% among yourself and each team member, I don’t expect to

see equal percentages for each, as no team functions on an equal basis.

Thank You Letters – (60 Points) We expect to have several guest entrepreneurs & experts. They will tell of their venture and journey as well as be a resource to you in developing your concept. Among them may be mentors, industry contacts, someone who would hire you as intern, etc. You may send up to five letters for credit (15 points each = up to 75 points) to reach out to with a professionally crafted and written letter thanking them for their time, sharing the wisdom & experience you gained and creating potential connection due to develop a link between you two down the line. Check BB for a sample of a letter.

It must be turned in class (not mailed) and delivered the next class after their visit and follow the following format to receive credit:

Professionally printed letter (create a letterhead), signed and folded inside an unsealed envelop (not hand written) with proper postage.

Copy of the letter paper clipped to outside the envelop for grading

Only professional letters meeting the standards will receive points and mailed by your professor.

GO TOs (GOOD OF THE ORDER) – (40 points) Students are urged to report in class, presentations of special entrepreneurial ‘extras’ encountered. This may be an article, an event you attended, a special stranger meeting -- something that helped you to evolve your concept. Contact professor prior to class with your intent – you can use the class PC, doc camera or any means of communicating to your peers. Give professor a hard copy of what you present.

April 22nd - Last Class to Present a GOTO

CONFIDENTIALITY POLICY: Throughout The Entrepreneur Program’s classes and events, students will be exposed to proprietary information from other students, guest lecturers and faculty. It is the policy of The Entrepreneur Program that all such information is to be treated as confidential. By enrolling in and taking part in The Entrepreneur Program’s classes and activities, students agree not to disclose this information to any third parties without specific written permission from students, guest lecturers or faculty, as applicable. Students further agree not to utilize any such proprietary information for their own personal commercial advantage or for the commercial advantage of any third party.

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In addition, students agree that any legal or consulting advice provided without direct fee and in an academic setting will not be relied upon without the enlisted opinion of an outside attorney or consultant, without affiliation to The Program. Any breach of this policy may subject a student to academic integrity proceedings as described in the University of Southern California University Governance Policies and Procedures as outlined in SCampus, and to the remedies that may be available at law. The Entrepreneur Program, the Marshall School of Business and the University of Southern California disclaim any responsibility for the protection of intellectual property of students, guest lecturers or faculty who are involved in The Entrepreneur Program classes or events. Receipt of this policy and registration in our classes is evidence that you understand this policy and will abide by it. Our entrepreneurship program website is http://www.marshall.usc.edu/entrepreneur. On it, you will find information about the program and bios and photos of the faculty and staff. You also have your own section where you can find a current schedule of events, bios of guest speakers, and the latest information and tips for entrepreneurs.

Weekly Class Schedule – BAEP 453 – Spring 2014

ASSIGNMENTS DUE & TURNED IN CLASS (caps & underlined)

Readings -- BB = Blackboard; BMG = Business Model Generation; LRB = Little Red Book of Selling.

Week 1

Jan 14

Introduction to Class - Profs & Pupils Bring Syllabus in Hardcopy Class Expectations

Lessons Learned – last semester students

Jan 16 Living Case - David Reynaldo www.collegezoom.us – how to identify & develop concept in 453 that has ‘legs’

Getting Physical Fast

Readings: Should I Become an Entrepreneur (BB) Creating a Personal Brand (BB) Ways to overcome Age as Entrepreneur (BB)

Week 2

Jan 21 Team building 101 Readings: A Bad Apple & No Jerk Rule (BB) Nice vs Not Nice (BB) LRB - Intro + Principle 1 – prepared to

discuss 5 key take aways

Jan 23 Reading: “Anything You Want” – Siver - (one page) - 5 key lessons & how you will apply to your journey Pain/Solution In-Class Exercise & Assignment

POST BIO ON BB IN “DISCUSSION” (your who/whom/what)

Week 3

Jan 28 Readings: LRB – Principles 2 & 3 – (be sure and apply 3 to assignment) SELL YOUR SELF (+ top 2 pain/solutions/ customers)

Jan 30 2-person teams present #1 pain/customer/ solutions + 2 additional (2 PPTs from doc camera)

Class votes top 5/6 & teams formed

Reading & Viewing: GMG – Section #1 - Canvas Udacity – Lessons 1; 1.5A Discussion – BMG Canvas

QUESTIONNAIRE

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Week 4

Feb 4

Legal & practical issues of forming a team Michael A. Chasalow -Director, Sm. Business Clinic - USC Gould School of Law

Reading: California Legal Entities (BB)

Feb 6

Intro Teams – present top 3 concepts & how to validate/select #1 (3 PPTs from doc camera)

CO-FOUNDERS’ AGREEMENT Viewing: Udacity – Lesson 1.5B

3-mini-BMG Canvas for discussion

Discussion – Developing your MVP

Week 5

Feb 11

How to communicate effectively – Deborah Shames & David Booth – www.eloqui.biz

Viewing: Udacity – Lessons 2&3

Discussion – Value Prop & Customer Segments

Feb 13

BUSINESS MODEL & NEXT STEPS

Week 6

Feb 18

DEMO MVP

Readings: LRB – Principles 6& 7

Discussion – Sales Validation & Technique

Feb 20 Getting Physical Fast in Sales – Adam Shaivitz – www.accelerateperformance.com

Week 7

Feb 25

Building effective digital presence – Justin Mitchel – Greif/453 alum & Adjunct Prof. Readings: LRB – Principles 8, 9 &12.5

Feb 27

SALES & VALIDATION TECHNIQUES

Week 8

Mar 4

Effective Presentations - Luke Brown – www.growthink.com Readings: Growthink Early Stage Pitch Deck (BB) Growthink Pitch Outline Growthink – Rose – Art of Pitching

Mar 6

No Class – In-office coaching session & practice presentation

STRANGERS’ LOG #1 + MENTOR

Week 9

Mar 11

PROJ. 1 – VALIDATION PRESENTATION (load up on PC + 4 sets of PPTs – 3-slides to page)

Mar 13 Project 1 – Validation Paper

Debrief venture & class

Safe & Sane Spring Break Week 10

Mar 25 Required Viewing Udacity – Lesson 4 & 5 Market Entry Plan – Channel Discussions

Mar 27 Recap of Project 1- what’s next Required Viewing Udacity – Lesson 6 Building Revenue Models

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Week 11

Apr 1 Readings – (One page 5 key lessons & how you will apply to your venture & personal journey): Go-Giver True Believer

Apr 3

MARKET ENTRY PLAN - 5-Minute Pitch

Three Judges to Provide critical insights & mentoring.

Week 12

Apr 8

MARKET ENTRY PLAN - Paper In-Class Discussion of Project 2

Apr 10 Required Reading (One page 5 key lessons & how you will apply to your venture & personal journey): Teamwork Risk of Over estimating Market Size Small Change

Week 13

Apr 15

No Class in-Office Coaching

Apr 17 Meet at Wurstkuche

ENTREPRENEUR TOOLKIT

Week 14

Apr 22

TOP 3 OF TOOLKIT PRESENTATION

Apr 29 Practice Presentations STRANGERS’ LOG #2 + Advisors

Week 15

April 29

PROJECT 2 - PRESENTATION

May 1

Class Recap PROJECT 2- GROW & SCALE PAPER

Safe & Sane Summer (May/Dec Grads - Send ProfPH & Mechanic Mike Contact info)

MARSHALL GUIDELINES

Add/Drop Process In compliance with USC and Marshall’s policies classes are open enrollment (R-clearance) through the first week of class. All classes are closed (switched to D-clearance) at the end of the first week. This policy minimizes the complexity of the registration process for students by standardizing across classes. I can drop you from my class if you don’t attend the first two sessions. Please note: If you decide to drop, or if you choose not to attend the first two session and are dropped, you risk being not being able to add to another section this semester, since they might reach capacity. You can only add a class after the first week of classes if you receive approval from the instructor.

Statement for Students with Disabilities Any student requesting academic accommodations based on a disability is required to register with Disability Services and Programs (DSP) each semester. A letter of verification for approved accommodations can be obtained from DSP. Please be sure the letter is delivered to me (or to TA) as early in the semester as possible. DSP is located in STU 301 and is open 8:30 a.m.–5:00 p.m., Monday through Friday. The phone number for DSP is (213) 740-0776.

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Statement on Academic Integrity USC seeks to maintain an optimal learning environment. General principles of academic honesty include the concept of respect for the intellectual property of others, the expectation that individual work will be submitted unless otherwise allowed by an instructor, and the obligations both to protect one’s own academic work from misuse by others as well as to avoid using another’s work as one’s own. All students are expected to understand and abide by these principles. SCampus, the Student Guidebook, contains the Student Conduct Code in Section 11.00, while the recommended sanctions are located in Appendix A. http://www.usc.edu/dept/publications/SCAMPUS/gov/ Students will be referred to the Office of Student Judicial Affairs and Community Standards for further review, should there be any suspicion of academic dishonesty. The Review process can be found at: http://www.usc.edu/student-affairs/SJACS/ Failure to adhere to the academic conduct standards set forth by these guidelines and our programs will not be tolerated by the USC Marshall community and can lead to dismissal. Emergency Preparedness/Course Continuity In case of emergency, and travel to campus is difficult, USC executive leadership will announce an electronic way for instructors to teach students in their residence halls or homes using a combination of Blackboard, teleconferencing, and other technologies. Instructors should be prepared to assign students a "Plan B" project that can be completed at a distance. For additional information about maintaining your classes in an emergency please access: http://cst.usc.edu/services/emergencyprep.html Please activate your course in Blackboard with access to the course syllabus. Whether or not you use Blackboard regularly, these preparations will be crucial in an emergency. USC's Blackboard learning management system and support information is available at blackboard.usc.edu. Class Notes Policy: Notes or recordings made by students in this class based on lectures, on discussion group, or on class discussions may only be made for the purposes of individual or group study, or for other non-commercial purposes that reasonably arise from your membership in this class. Permission to make notes or recordings falls within my discretion as the instructor and as informed by instructional purposes, classroom order, property interests, and other reasonable considerations arising in the academic context. Notes and recordings of this class may not be exchanged or distributed for any commercial purpose, for compensation, or for any purpose other than your personal study, this includes all posted lecture notes, power points and other materials provided. Unless authorized by the University in advance and explicitly and in writing permitted by me, commercial or any non-personal use of class notes or recordings constitutes an unauthorized commercial activity in violation of the Student Conduct Code, and students who violate this policy are subject to University discipline. As the instructor in this course, I retain intellectual property rights in the lecture material pursuant to U.S. copyright law and California Civil Code 980(a)(1). Misuse of course notes or recordings derived from lecture material may also subject you to legal proceedings.