ENTREPRENEURSHIP OPPORTUNITIES & SKILLS. Radhika Nagpal & YY Zhou
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1 ENTREPRENEURSHIP OPPORTUNITIES & SKILLS Radhika Nagpal & YY Zhu
2 My Duble Career Academia Ph.D thesis (Princetn), 2000 Memry and strage systems UIUC, Sftware reliability and quality UCSD, 2009-Nw Data center management Sftware quality n Emphra, Ø Database strage Ø Acquired by a public cmpany n Pa=ern Insight * n Ø Ø SCware quality Data center mnitring (acquired by VmWare in 2012) Whva: Nv 2013-Nw Ø Ø Startups Event engagement and management 7000 cnferences, 83 cuntries
3
4 Nw I am sharing 10 f my mistakes
5 Mistake 1: I knw mre than the custmers Ph.D: Permanent head damage Stry: My first startup in NJ Once I built it, custmers will buy it NO, NO, NO! Crrect way: find custmers first Understand their requirements and hw much they want it
6 Mistake 2: Delay talking with custmers We want t build the perfect prduct! Stry: Emphra s initial custmer tractin A recent article:
7 Mistake 3: Over-emphasize Technlgy Advantages Hw abut g t market strategy? Fitbit stry Hw abut easy t use? Datadmain vs. its cmpetitrs Hw abut cst f prduct and service? Yu are n lnger playing in the technical wrld 入乡随俗 Startup is in the business wrld. Play the game f business (that includes many things)
8 Mistake 4: Over-emphasize nvelty Yes, there is sme first mver advantage But have yu heard f last mver advantage? Example: Ggle Why? Early players have already educated the custmers/users What investrs like the mst typically Existing market, Nt a new market but with a unique apprach
9 Mistake 5: Recruit peple similar t me J Diverse backgrund, perspecpve and thinking helps perfecpng the prduct, the business prcess Stry: Whva 2015
10 Mistake 6: Nt fcused in the first 3-4 years Yes, yur technlgy can have many applicapns. But pick ne t fcus Building a prduct is nt as easy and quick as ding a research paper May take 2-3 years t be ready fr prime Pme MarkePng/sales need t fcus, t Stry: Pa=ern Insight s semi structure analysis (Series B)
11 Mistake 7: Over-emphasize Fund raising Stry: Pattern Insight Series B
12 Mistake 8: Cnfuse Prduct Idea with Business Mdel Building a prduct is NOT the prduct f yur startup. Yur business mdel is the prduct.
13 Mistake 9: Over-Rely n Business Peple N, business peple will NOT be yur savir Is yur cmpany gd enugh t attract tp ntch business peple? If nt, why did he/she want t jin yu? What ther pprtunities des he/she have? He/she is nt as cmmitted as yu are Fr them, it is just a jb. Fr yu, it is yur baby The business peple yu hire are nt as explratry as yu They will nt help yu find the business mdel In the first 2-3 years yu have t trust and rely n yurself! See Steve Bank s bk
14 Mistake 10: T ptimistic Yes, investrs (custmers) are very interested. But frm interest t mney in the bank, it can still take 6-24 mnths Yes, we still have enugh mney t run fr 1 year Is 1 year enugh? Hw abut after 1 year? Once ur prduct is ready, ur investrs will put in mre mney? Really? Is it guaranteed? Once we hire sales peple, we will get revenue frm custmers? Really? Hw lng yur sales peple need training? Hw lng is yur prduct s sales cycle? 90% cmpanies fail because They run ut f mney S be paranid
15 Nw the bring but imprtant part C-funder r early emplyee visa issues Yes, yu can get H1 fr them Yu need t prvide sme evidence as a legitimate business such as investments, custmer purchase/license, SBIR grants, etc. Yes, yu can get green card fr them, and smetimes even faster than big cmpanies Yu can pssibly apply EB-1 fr them, green card in just 6-12 mnths
16 IP License frm University Yes, if yur startup is based n yur research frm university The IP belngs t university and yu have t license it Get t knw the OTM (Office f Technlgy Management) earlier D nt wait until yu need t license the IP Get t knw their plicies Get t knw them persnally Ask ther prfessrs wh have dealt with OTM befre What has been any lessns r pitfalls yu need t watch ut University wning equity in yur startup has a gd side and als bad side
17 Fund Raising Talk with investrs earlier Mre as an advisr nt fr investment in the first 2-4 meetings (meet them nce every 3-4 mnths t update them with prgress) Keep in tuch with them and have investrs t bserve yur prgress ver 6-12 mnths perid-----build trust yu are cachable (yu tk the advice and implemented it) Yu can execute, nt just talk Yu want them t cnvince yu that yu shuld raise sme mney Then yu knw yu are ready t raise mney frm them Yu need t meet mre peple
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