GEMBA November 16, 2011 Entrepreneurship … November 16, 2011 Entrepreneurship Workshop Jon Fjeld...
Transcript of GEMBA November 16, 2011 Entrepreneurship … November 16, 2011 Entrepreneurship Workshop Jon Fjeld...
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Entrepreneurship 1
GEMBA November 16, 2011
Entrepreneurship Workshop
Jon Fjeld [email protected]
919-660-8052
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Entrepreneurship 2
Objectives for the Day Conversation about: • What constitutes an entrepreneurial
opportunity? • How do you formulate a plan for a new
venture? • What does good execution look like in a
start up? • Maybe a discussion of some new ideas
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Plan for the Day • Entrepreneurship framework • Starbucks • Entrepreneurial opportunity • Planning: strategy and operating plan • Zaplet
– (Execution discussion) • New business ideas
Entrepreneurship 3
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Entrepreneurial Execution 4
Resources
Guidelines for the entrepreneur: http://www.dukeven.com/
Program for Entrepreneurs: http://www.dukep4e.org
(find a link to the EMBA concentration process here)
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Entrepreneurial Execution 5
The Basics
Evaluation
Planning
Execution
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Entrepreneurial Execution 6
Framework for Analysis Investment
prospectus: • Team • Need/problem • Solution • Competitive
advantage • Risk / return
Company’s plan: • Strategy:
– Target customers
– Business model – Position – Milestones
• Operating plan: – Plan for each
functional area – Budget
Execution: • Market Research • Strategy development • Marketing • Business development • Sales planning • R&D Management • Operations management • Process and
infrastructure management
• Budgeting • Financing • People management
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Teams
Entrepreneurship 7
Team 1 Team 2 Team 3 Team 4
Chandra Adams Ayala Aspero
Nak. Rao Andreykin Bhandare Bell
Periyadan Cheung Chew Curry
Romanov Coleman Huber Estrada
Saginov Falbo Kurdziel Glushakov
Scherb Karabulut Qayed Hesler
Toxe Maragos Strappa Li
Rajagopalan Taylor
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Questions Starbucks • How would you pitch the 1985 ask for $400,000 (p. 9)? • What was Starbucks strategy and why was it
successful? Zaplet • Why did it fail?
(No opportunity, bad strategy/plan, bad execution?) • Could anything have been done to make Zaplet
succeed?
Entrepreneurship 8
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OPPORTUNITY EVALUATION
Entrepreneurial Execution 9
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Entrepreneurial Execution 10
The Team “This story illustrates my thesis that strategy is easy, execution is
hard.” (Arthur Rock, 1987) Therefore, invest in people.
Team capabilities • Careful observers • Creative • Disciplined doers • Team players
Individual capabilities • Competence (technical &
managerial) • Experience / network • “Brutally honest” • Question / listen / accept
criticism • Driving energy
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Entrepreneurial Execution 11
Entrepreneurial Opportunity • Problem currently not solved • Potential for change in consumption
Requires: • Innovation • Capability to exploit the innovation
Not every idea is an opportunity
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Entrepreneurial Execution 12
Sources of Opportunity
• Changing demographics
• Changing tastes & interests
• Fears & hopes • Regulation
• Innovation: new combinations
• New technologies
• New knowledge
• Change in regulation
• Supply chain disruption
• Inefficiencies
Society Technology Markets
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Entrepreneurial Execution 13
Order Effects
First order: Substitution - faster, better cheaper Second order: More of the underlying task or
capability Third order: Creation of new structure,
institutions, organizations, etc.
Entrepreneurial opportunities exist at all levels and for those who can solve new problems created by new structures, etc.
With thanks to John McCann
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Entrepreneurial Execution 14
How Do you Start?
“You can observe a lot by just watching.” (Paraphrase of a famous philosopher)
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Entrepreneurial Execution 15
How to Conduct Primary Market Research
Hypothesis: • “Problem” • Universe of potential customers
Qualify: • Context • Customer attributes • Value • Alternatives • Obstacles • Buying process Quantify • How many similar buyers
Possibilities: • Validate • Revise • Reject
Observe
Question
Test
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Entrepreneurial Execution 16
Evaluation of an Opportunity 1. Is there a sufficiently attractive market opportunity
(need or problem)? 2. Is the proposed solution feasible, both from a
market perspective and a technology perspective? 3. Do we have an team that can effectively capitalize
of this opportunity? 4. Can we compete (over a sufficiently interesting time
horizon? 5. What is the profile risk and return of this
opportunity?
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Entrepreneurial Execution 17
Core Elements of a Business Plan Document
Investment prospectus: • Team • Need/problem • Solution • Competitive advantage • Risk / return
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NEW VENTURE PLANNING
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19
Planning
1. Strategy • Target customers • Business model • Position / competitive advantage • Objectives
2. Operating plan • Plan for each functional area • Budget
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Entrepreneurial Execution 20
Business Plan Document
Investment prospectus:
• Team • Need/problem • Solution • Competitive advantage • Risk / return
Company’s plan: • Strategy:
– Target customers – Business model – Position – Objectives
• Operating plan: – Plan for each functional
area – Budget
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Entrepreneurial Execution 21
Framework for Analysis Investment
prospectus: • Team • Need/problem • Solution • Competitive
advantage • Risk / return
Company’s plan: • Strategy:
– Target customers – Business model – Position – Objectives
• Operating plan: – Plan for each
functional area – Budget
Execution: • Market Research • Strategy development • Marketing • Business development • Sales planning • R&D Management • Operations management • Process and
infrastructure management
• Budgeting • Financing • People management
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Entrepreneurial Execution 22
Strategy in a New Venture
• Similar but different • More and less freedom
Compared to corporate strategy
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Entrepreneurial Execution 23
New Venture Strategy 1. Target customers
2. Business model
3. Sustainable competitive advantage
4. Objectives / milestones
• Who are the candidates?
• What are the options?
• How can you compete over the long term? • What investments should you make?
• What is the order of execution? • How do you structure financing?
These questions are all linked.
The process is iterative and piecemeal, not sequential
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Entrepreneurial Execution 24
Target Customers
Start with formulating a choice: – Who are potential targets?
• XYZ corp. & ABC corp. – What do they represent?
Considerations: – What is the required solution? Can we deliver?
Does it strengthen us? – Ease of implementation for the customer – Decision process – Size of opportunity represented
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A Conceptualization
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Value/ Differentiation
Difficulty / cost to the company
Good
Bad
Size of market also a consideration
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Entrepreneurial Execution 26
Understanding the Market What are you trying to achieve?
• What is the pain and how severe is it? • What are the customers’ alternatives? • How many customers? • How much will they pay you? • For exactly what product? • How will you convince them to buy?
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Entrepreneurial Execution 27
Business Model
• What is the “whole product”? – How will it get to the customer? – What will your role be?
• What is the perceived value? • What will customers pay for? • How do they want to pay?
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Entrepreneurial Execution 28
Position
Value chain
Competitors
X
X
X
X
X
X
You
X
X
Solutions Customers
How much and what part of the solution will you provide?
• Core competencies • Business relationships
How are you uniquely identified?
What is defensible? • Core competencies • Messaging • Plans
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Entrepreneurial Execution 29
Competitive Position
What is competitive advantage? • Something that allows the firm to deliver
value to the customer profitably • (implies that the firm does it better than
competitors) What is sustainable competitive advantage?
• A competitive advantage that is hard to imitate or innovate around
Objective: Sustainable competitive advantage
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Entrepreneurial Execution 30
Competencies Firms do many things • Design / develop • Manufacture • Market • Sell • Service
• Hire • Innovate • Strategize • Plan • Respond to changes
Mediocre Advantage Competent
Where is the company on the spectrum?
Where do they need to be?
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Entrepreneurial Execution 31
Innovation
Sustaining: • Make a product or
service perform better in ways that customers in mainstream market value
• Always introduced by incumbents
Disruptive: • Create an entirely
new market • Perform worse on
some dimension important to mainstream
• Lower margin
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Entrepreneurial Execution 32
Objectives
Basic question: Will your venture succeed? Imagine a series of big steps that increase your
confidence – E.g.: a customer, validation of technology, selling
model These steps can constitute a series of
objectives for the venture: – And become the milestones in your financing plan
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Entrepreneurship 33
Digression: What Can Go Wrong?
1. Nobody wants what you are selling. 2. Somebody wants it, but they don’t represent a real market. 3. People want it, but for some reason they can’t buy it or can’t use it. 4. People want it, but you can’t get it to them (economically). 5. The technology doesn’t work. 6. The technology works but you can’t protect it. 7. The technology works but you can’t get it into a reasonable product. 8. You build a bad product. 9. You can’t build your product for a low enough cost. 10. Somebody introduces a better product. 11. Somebody has the power to stop you and exercises it. 12. You need somebody else in the value chain to do something and they don’t. 13. You can’t find the right people. 14. You just don’t execute on something important. 15. Etc.
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Entrepreneurship 34
Risk • Risk derives from one of these bad things
happening. • Not all bad things have the same negative
impact. – Some are life threatening. – Some just reduce the likely return.
• The relevant operating notion is: Probability of adverse event
X Negative impact
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Entrepreneurship 35
Lowest Cost Resolution of Uncertainty
Theoretically, you could: 1. Rank order the points of uncertainty in decreasing
order of risk to the venture. 2. Conceive a plan that resolves each point of
uncertainty for the lowest cost (time and money) – think of this as performing an experiment.
3. Factor in any issues of overall timeliness and interdependencies.
4. Use this outline as a framework for your plan. 5. Make corrections as you learn.
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Entrepreneurship 36
$0 Time
-$5
$5
t1 t2 t3
How much Money Do You Need?
• Should you raise the total amount of cash needed (according to projections) in a single investment?
Usually not • How much is the business worth? • What increases the value of the company?
Reduction of uncertainty
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Entrepreneurship 37
How Much Money Should You Raise or Invest?
1. Establish a plan (which you will end up revising): 2. Determine a milestone that produces a step up in
valuation - what will remove the (a?) main source of uncertainty?
• (Keep in mind that investment may be tranched)
3. Determine cash needs • Including asset based financing to reduce requirement for equity based
financing
4. Raise enough to get you to the next milestone that would cause step up in valuation (+ small cushion, if possible)
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OPERATING PLAN & FORECASTING
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Entrepreneurship 39
What is a Forecast?
Projection of future revenue
Revenue = # of customers X ave. revenue/customer
Revenue = # of prospects X probability of success X ave. revenue/customer
Revenue = # of prospects at time t (months before rev.) X probability of success X ave. revenue/customer
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Entrepreneurship 40
The Basic Questions
1. How many prospects? • Changes over time
2. What is the probability of conversion? 3. How long does the conversion take? 4. What is the average revenue per
customer?
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Entrepreneurship 41
What Is a Prospect?
• A prospect (or ‘lead’) is a customer who fits a profile that you have created.
• Your business may have different profiles, so different classes of prospects.
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Entrepreneurship 42
What Determines Probability?
Customer • Intrinsic
motivation / value • Propensity to
adopt the new • Effect of
influencers
Company • Product • Marketing, etc. • Selling
Prospect
Customer
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Entrepreneurship 43
Length of Time
• This is primarily determined by the customer’s – Buying process / cycle – Degree of urgency / strategic alignment
• (The length of time will be influenced by your selling effort.)
• In the case of a corporate customer, the decision process involves a set of discrete steps.
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Entrepreneurship 44
Average Revenue
• Easiest of many hard things to estimate, but still not easy
• If not a single discrete decision, – Value – Pace of adoption – Organizational issues
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Entrepreneurship 45
Role of Market Research
Revenue =
# of prospects at time t
(months before rev.)
X probability of success
X ave. revenue/customer Primary market research
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Entrepreneurship 46
Selling Process
1. Establish a customer profile 2. Identify leads (as economically as
possible) 3. Qualify leads (as economically as
possible) 4. Move the potential customer through
the process in a structured fashion This is best managed by a professional.
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Entrepreneurship 47
A Model
Deal
C
B
A
Probability &
Duration Decision points
“Possible” customers
Products &
Marketing
Selling effort
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Entrepreneurship 48
A Couple of Principles
• Build a model • This drives your budget. • Measure and revise!!
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CASES
Entrepreneurial Execution 49
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Entrepreneurship 50
The Starbucks Opportunity
Supported by demographics: • Income growth • Financial security • Focus on gratification
Coffee
Experience Starbucks
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Entrepreneurship 51
Is this a Business?
• Key driver: economics of one coffee shop
• Raised seed funding to prove the concept
• If valid, the rest was all about growth – More stores – More products
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Entrepreneurship 52
Key Insights
• Opportunity itself – Validated by market growth
• People - critical in service business • Importance of brand • Quality • Demand creation: “word of mouth” • Infrastructure & processes to support
growth
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Entrepreneurship 53
Engine of Success
Sustainable competitive advantage
Company’s plan: • Strategy:
– Target customers
– Business model – Position – Milestones
• Operating plan: – Plan for each
functional area – Budget
Execution: • Market Research • Strategy development • Marketing • Business development • Sales planning • R&D Management • Operations management • Process and
infrastructure management
• Budgeting • Financing • People management
Investment prospectus:
• Team • Need/problem • Solution • Competitive
advantage • Risk / return
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Zaplet
• Sales • Financing • People • Competition • Strategy
Entrepreneurship 54
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Entrepreneurship 55
Zaplet Questions
• What mistakes did Zaplet make? • What would you recommend to Alan
Baratz? • Could Zaplet have succeeded?
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Entrepreneurship 56
Sales Process
Deal
Trial
Prospect
Leads
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Entrepreneurship 57
Conversion
Deal
Trial
Prospect
Leads
5%
33%
50%
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Entrepreneurship 58
Key Questions that Drive Sales Productivity
• Deal size • Sales cycle (length of time the process
takes to conclude) • Sales effort (actual time engaged with
the customer) • Percentage promotion (from one stage
to the next)
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Entrepreneurship 59
Sales Force Productivity
• Quota: $1.2M • 3 quarters ramp up to full productivity • Activity per quarter:
– 1 deal – 2 trials – 6 prospects – 120 leads
Are the assumptions reasonable?
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Entrepreneurship 60
Zaplet Sales Productivity Assumptions
• Deal size: – Take average of department / division / enterprise
- unrealistic and oversimplified • Sales cycle:
– Did not consider customer budgeting cycle
• Sales effort: – Aggressive / no effort to verify
• Percentage promotion: – Aggressive / no effort to verify
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Entrepreneurship 61
Financing
• The next big thing • KP then the rest of Sand Hill Rd. • 11/99: 1st round:
– $5M
• 10/00: 2nd round: – $90M & it could easily have been more
• Zaplet could afford a $14M per quarter run rate - was this justified & was it good for the company?
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Entrepreneurship 62
People Management Consumer focus
Multiple strategies
Retained skills
Small cut
Deeper cut
Too much money
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Entrepreneurship 63
People Questions
• What were the people related consequences of the multiple strategies & strategy shifts?
• How were the downsizings managed? • What were the consequences of the
downsizings?
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Entrepreneurship 64
Managing a Restructuring
• Two approaches – What can I cut? (Current budget is baseline) – What do I need? (Baseline is 0)
• Can downsizings be avoided? – Validate idea before staffing to implement – Assess people impact of change in strategy
(and hire people who are flexible) – But the future is still unknown!
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Entrepreneurship 65
Zaplet: The Idea
• Cool? • Useful? • Usable? • Valuable?
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Entrepreneurship 66
Customer
• Robert & Brian • Consumer • Larry Purpuro (RNC) “Dynamite in a
box” • Enterprise, but who?
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Entrepreneurship 67
Where Were Zaplet’s Customers?
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Entrepreneurship 68
Network Effects
Greater utility More customers
Did this apply to Zaplet?
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Entrepreneurship 69
Competition
• They didn’t think they had any direct competition. – Was this good or bad for them?
• The closest competitors (“peripheral”) were CRM and SFA vendors. – Was there something they might have
learned from this?
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Entrepreneurship 70
Strategy Looking for focus:
1. Consumer 2. 5 business units 3. The enterprise
Positioning: – Interactive email application – “Collaboration for the unstructured portion of the day” – “Collaborative business process management”
Why was this so hard? Could the process have been better managed?
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Entrepreneurship 71
Horizontal vs Vertical
Infrastructure: • OS • Networking • DB • ……
Applications: • Financial • Engineering • ……
Where do collaboration tools fit?
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Entrepreneurship 72
Horizontal vs Vertical
Horizontal • Technologist • General • Customers • No business
case • Technology
hurdles
Vertical • Business manager • Specific • Vendor • Low return on
engineering • Miss broader
market
Early buyer Value proposition Integrator Risks
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Entrepreneurship 73
The Excuses
• Product “didn’t have all of the features it needed to have.”
• Market downturn • Product becomes a “nice-to-have”
rather than a “must-have.” • Positioning:
– “collaboration for the unstructured portion of the day”
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Entrepreneurship 74
Could a vertical strategy have succeeded for Zaplet?
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Entrepreneurship 75
Lessons
• No true focus on the customer • No solution • Did not raise hard questions & think
through the consequences if things didn’t work out
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Entrepreneurial Execution 76
Summary & Discussion Investment
prospectus: • Market
opportunity • Solution • Team • Competitive
advantage • Risk / return
Company’s plan: • Strategy:
– Target customers
– Business model – Position – Objectives
• Operating plan: – Plan for each
functional area – Budget
Execution: • Market Research • Strategy development • Marketing • Business development • Sales planning • R&D Management • Operations management • Process and
infrastructure management
• Budgeting • Financing • People management