FROM ZERO TO ONE IN 10 MONTHS

Transcription

1 SUCCESSFULLY LAUNCH CORPORATE-STARTUPS FROM ZERO TO ONE IN 10 MONTHS MAY 15TH 2018 Niek Karsmakers Leonard Bukenya

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9 In 2025 our corporate-startups have impacted 100 million lives.

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11 38% SUCCESS

12 62% FAILURES

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20 HOW DO YOU GET FROM ZERO TO ONE IN 10 MONTHS?

21 10 MONTHS MATCH SCAN TEST BUILD GROW Opportunity-team fit Customer-problem fit Problem-solution fit Corporate-startup fit Product market fit

22 MATCH SCAN TEST BUILD GROW

23 #1 right Start with the team

24 STARTUP SKILLS: ENTREPRENEUR PROFILE Experience Passion and broad experience with innovation in digital and high-tech Growth Strategy; creating and executing Product Roadmaps Product Innovation; from concept to launch, specialized in User Experience (UX) Product Management; distribution, pricing & marketing; (strategic) partnerships; lifecycle management New business models; moving towards digital services THE PROTAGONIST Role: Strategy: People Mastery De sterkte van voorkeuren: E Extraverted: % N Intuition: % F Feeling: % J Judging: % ENFJ

25 STARTUP SKILLS: CORPORATE-STARTUP TEAM PROFILE

26 WHAT IS YOUR PROFILE?

27 #2 Create an entrepreneurial context

28 MATCH SCAN TEST BUILD GROW

29 SCAN customer-problem fit 1. Customer Discovery Explore customer segments Talk with industry experts Define customer personas Explore pains & gains and jobs to be done 2. Market & Technology analysis Scan the market for trends and similar solutions and/or business models. Scan technologies and business innovations Calculate market potential Define customer journeys 3. Corporate Deep Dive SWOT on competitive advantage corporate Define corporate assets that are reusable Match potential solutions with corporate strategy 4. Create Solution Directions Define possible value propositions Define assumptions per value proposition Create first version of the Business Model Canvas Define solution directions for the next phase Define next steps / needed resources for next phase

30 #3 customer Extreme focus

31 QUIZ talking with customers

32 What do think of?

33 What do think of?

34 How do you solve this now?

35 How do you solve this now?

36 What is your dream scenario?

37 What is your dream scenario?

38 Why have you put effort into?

39 Why have you put effort into?

40 Would you?

41 Would you?

42 How much does is it cost you to?

43 How much does is it cost you to?

44 10 TIPS asking the right questions 1. Focus on actual behavior 2. Ask about the past 3. Ask to tell a story 4. Ask why, why, why 5. Listen (that means not talking) 6. Don t talk about your ideas 7. Don t ask opinions 8. Don t look for compliments 9. Don t ask if someone would 10. Don t forget to ask for commitment

45 MATCH SCAN TEST BUILD GROW

46 TEST problem-solution fit 1. Test Solution Directions Create experiment backlog Test riskiest assumptions Run multiple experiments on different value propositions 2. Validate Solution Define final value proposition and solution Make sure there is a strategic fit with the corporate Show we can attract customers Show we can activate customers Validate customers see value in what we offer Show we can make money from our customers 3. Test Different Business Models Analyze multiple business models with BMC Calculate market size Define a turnover forecast for first 3 years 4. Define the Next Phase Define the moonshot (vision) of the solution Define product backlog & next steps for next phase Define needed resources & team for next phase Decide upon technology needed for Build Phase

47 #4 steal Don t be afraid to good ideas

48 #5 data Success = (experiments / time) x actionable

49 EXPERIMENT BOARD Brainstorm with stickies Experiments Who is your customer? Be as specific as possible. Customer What is the problem? Phrase it from your customer s perspective. Problem Define the solution. Only after you have validated the problem worth solving. Solution List the assumptions that must hold true, for your hypothesis to be true. Riskiest Assumption Define when you are successful. Method & success criteria

50 MATCH SCAN TEST BUILD GROW

51 BUILD corporate-startup fit 1. Build First Version of Solution Prioritize the product backlog Define sprints Build the product and necessary processes 3. Analyze and Adapt Define the key performance indicators and norms Analyze performance and improvements Prioritize improvement ideas and execute Attract external partners 2. Validate Business Model and Growth Engine Define the final business model Attract and show we can retain customers Show customers will refer our solution 4. Scale Execute (process)improvements to scale Define a growth strategy and marketing & sales plan Execute growth strategy and attract paying customers Support the corporate in implementing spin-in or spin-out strategy (legal, organizational and adoption) Propose a spin-in or spin-out

52 #6 and AARRR: Build a growth business not a product

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54 MATCH SCAN TEST BUILD GROW

55 #7 in Make the call: spin / spin out

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57 DREAM BIG, START SMALL Niek Karsmakers Tel.: (06) Leonard Bukenya Tel.: (06)