Upon defining the Business Model elements, plan how to attract sales & investments through well-defined Startup Costs; a solid Prototype; an effective Elevator Pitch, and Sales & Networking

1. Session 5: Starting Up
This SME webinar will start at
5:00 pm Dubai 4:00 pm Riyadh 3:00 pm Cairo
For tweeting: #ICME2013
Session by: Shadi Banna
Guest Speaker: Zakaria Ben Hamouche
Hosted by Faher Afra

2. Starting Up
For tweeting: #ICME2013
Session Agenda
1. Recap from Previous Sessions
2. Starting Up
• Startup Costs
• Your Prototype
• Elevator Pitch
• Sales & Networking
3. Exercise: Practice your pitch
4. Guest Speaker : Zakaria Ben Hamouche
5. Winner of Social media activity
6. Final Thoughts

3. Starting Up
For tweeting: #ICME2013
Shadi Banna,
@shadibanna
Co-founder & Managing Partner,
Potential.com

4. Starting Up
For tweeting: #ICME2013
Mentoring
Focus
2-
Entrepreneurship
& Innovation
3- Business
Model (External)
•Entrepreneurship
•Innovation
•The Opportunity
Development
Streams
How will we execute
5- Starting UP
•Target Segment
•Value Proposition
•Channels & Client
Relationship
•Revenue
•Activities
•The Team & Resources
•Partnerships
•Costs
•Startup Costs
•Your Prototype
•Elevator Pitch
•Sales & Networking
Polishing the new
expansionary
business idea
Identifying
Unique Value
Proposition
Milestone
Attracting sales &
investments
Underlying
Components
Social Network and Learning
Management System to manage
each individual’s development
Blended Learning Programs
using Video Conferencing to
minimize costs
Practical and relevant
experience from regional
experts
Create an ecosystem that
links incubators, universities
etc..
6 Web
Sessions
Support to
Participants
Today’s Focus: Starting Up
Building the prototype
4- Business
Model (Internal)
1-
Introduction
6- Team
Registration

5. Starting Up
For tweeting: #ICME2013
Session Agenda
1. Recap from Previous Sessions
2. Starting Up
• Startup Costs
• Your Prototype
• Elevator Pitch
• Sales & Networking
3. Exercise: Practice your pitch
4. Guest Speaker : Zakaria Ben Hamouche
5. Winner of Social media activity
6. Final Thoughts

6. Starting Up
For tweeting: #ICME2013
The Business Model Canvas

7. Starting Up
For tweeting: #ICME2013
Business Model: External Elements

8. Starting Up
For tweeting: #ICME2013
Business Model: Internal Elements

9. Starting Up
For tweeting: #ICME2013
Session Agenda
1. Recap from Previous Sessions
2. Starting Up
• Startup Costs
• Your Prototype
• Elevator Pitch
• Sales & Networking
3. Exercise: Practice your pitch
4. Guest Speaker : Zakaria Ben Hamouche
5. Winner of Social media activity
6. Final Thoughts

10. Starting Up
For tweeting: #ICME2013
Starting Up
• Launching a new enterprise has always been a hit-or-miss
proposition.
• Founders used to write a business plan, pitch it to investors,
assemble a team, introduce a product, and start selling as hard
as you can.
• That was the old way….

11. Starting Up
For tweeting: #ICME2013
But today things are more agile
The “Lean Start-up” approach:
• Experimentation over elaborate
planning.
• Customer feedback over intuition.
• Iterative design over traditional
“big design up front”
development.

12. Starting Up
For tweeting: #ICME2013
The lean approach looks as follows
Test it
out
Business
Model
Try to
sell
ReDesign
based on
feedback
Rapid
Prototype
Reintroduce

13. Starting Up
For tweeting: #ICME2013
Quote
“You see things; and you say, 'Why?' But I dream things that never
were; and I say, "Why not?”
George Bernard Shaw

14. Starting Up
For tweeting: #ICME2013
Your Business Model: Sketch out your hypotheses

15. Starting Up
For tweeting: #ICME2013
Your Business Model: Listen to customers

16. Starting Up
For tweeting: #ICME2013
Your Business Model: Quick, responsive development
Requirement
s
Analysis &
Design
Implementati
on
Testing
Evaluation
Planning
Initial
Planning
Deployment
Minimum
Viable Product
Customer
Feedback

17. Starting Up
For tweeting: #ICME2013
Your Business Model: Determine your startup costs
Estimate the costs of doing business for the first months:
• One-time costs such as the fee for incorporating your business or the
price of a sign for your building
• Ongoing costs, such as the cost of utilities, inventory, insurance, etc.
Decide whether these costs are essential or optional.

18. Starting Up
For tweeting: #ICME2013
Your Business Model: Determine your startup costs
Essential expenses can either be:
• Fixed expenses include rent, utilities, administrative costs and insurance
costs.
• Variable expenses include inventory, shipping and packaging costs, sales
commissions, and other costs associated with the direct sale of a product
or service.
The most effective way to calculate your startup costs is to use a worksheet
that lists both one-time and ongoing costs.

19. Starting Up
For tweeting: #ICME2013
Your Business Model: Stay Lean & Agile
Lean Traditional
Strategy
Business Model
Hypothesis driven
Business Plan
Implementation driven
New Product Process
Customer Development
Get out of the office and test hypothesis
Product Management
Prepare offering for market following a
linear step-by-step plan
Engineering
Agile Development
Build the product iteratively and
incrementally
Agile or Waterfall Development
Build the product iteratively or fully specify
the product before building it

20. Starting Up
For tweeting: #ICME2013
Your Business Model: Stay Lean & Agile - continued
Lean Traditional
Organization
Customer and Agile Development Teams
Hire for learning, nimbleness and speed
Departments by Function
Hire for experience and ability
Financial Reporting
Metrics that matter
Customer acquisition cost, lifetime customer
value, churn, viralness
Accounting
Income statement, balance sheet, cash flow
statement
Failure
Expected
Fix by iterating on ideas that work
Exception
Fix by firing executives
Speed
Rapid
Operates on good enough data
Measured
Operates on complete data

21. Starting Up
For tweeting: #ICME2013
Building your Prototype: Advantages
1. It enables you to test and refine the functionality of your design.
2. It makes it possible to test the performance of various materials.
3. It'll help you describe your product more effectively.
4. It will encourage others to take you more seriously.

22. Starting Up
For tweeting: #ICME2013
Building your Prototype: Tips
1. Don’t do it alone
2. Set up a time limit
3. Never write on the business model canvas, use post-its
Prototype
FailLearn

23. Starting Up
For tweeting: #ICME2013
Entrepreneurs are always pitching

24. Starting Up
For tweeting: #ICME2013
Your Pitch
KEEP IT SHORT AND SIMPLE

25. Starting Up
For tweeting: #ICME2013
Quote
“I didn’t have time to write you a short letter – so I wrote you a
long one…”
Mark Twain - Famous American writer

26. Starting Up
For tweeting: #ICME2013
4. Present3. Practice
1. Prototype 2. PreparePrototype
Prepare
Practice
Deliver
The Tasks

27. Starting Up
For tweeting: #ICME2013
Role-play
Drawing Simple mock-up
Software
demo
Video
Prototype
Physical or
experience
prototype?

28. Starting Up
For tweeting: #ICME2013
Content VS Delivery?

29. Starting Up
For tweeting: #ICME2013
Structure

30. Starting Up
For tweeting: #ICME2013
Jeff Hoffman – Be Disciplined
The importance of story telling

31. Starting Up
For tweeting: #ICME2013
Practice
Practice
• Train to stay within the time limit
• Ask your buddy team

32. Starting Up
For tweeting: #ICME2013
Sales & Networking
• Active networking is crucial for entrepreneurs
• Choose your spots
• Work the opportunity
• Lend a shoulder
• Hand out those business cards
• Delve for contacts online
• Find a way to add value
• Plant a hook

33. Starting Up
For tweeting: #ICME2013
Session Agenda
1. Recap from Previous Sessions
2. Starting Up
• Startup Costs
• Your Prototype
• Elevator Pitch
• Sales & Networking
3. Exercise: Practice your pitch
4. Guest Speaker : Zakaria Ben Hamouche
5. Winner of Social media activity
6. Final Thoughts

34. Starting Up
For tweeting: #ICME2013
Exercise: Mad libs for pitching
My company, (Company name)
is developing (a defined offering)
to help
(a targeted audience)
(solve a problem)
(with secret sauce)

35. Starting Up
For tweeting: #ICME2013
Set your mind to it & Get ready for the Challenge

36. Starting Up
For tweeting: #ICME2013
Session Agenda
1. Recap from Previous Sessions
2. Starting Up
• Startup Costs
• Your Prototype
• Elevator Pitch
• Sales & Networking
3. Exercise: Practice your pitch
4. Guest Speaker : Zakaria Ben Hamouche
5. Winner of Social media activity
6. Final Thoughts

37. Starting Up
For tweeting: #ICME2013
Your Exercise
• Create a message on twitter and/or Facebook
posted on the Intel Business Challenge pages to
encourage others to register to the Intel challenge.
• For the most re-tweeted message on twitter and
the most liked message on Facebook, we will
reward a mini-iPad
• Competition is open till 12th of May
• Be creative!
WIN!

38. Starting Up
For tweeting: #ICME2013
Winner of Social Media Exercise: Anas Hamra

39. Starting Up
For tweeting: #ICME2013
Session Agenda
1. Recap from Previous Sessions
2. Starting Up
• Startup Costs
• Your Prototype
• Elevator Pitch
• Sales & Networking
3. Exercise: Practice your pitch
4. Guest Speaker : Zakaria Ben Hamouche
5. Winner of Social media activity
6. Final Thoughts

40. Starting Up
For tweeting: #ICME2013
Suggested Readings

41. Starting Up
For tweeting: #ICME2013
Final Thoughts
The value of an idea lies in the using of it.
Thomas Edison

42. Starting Up
For tweeting: #ICME2013
Intel Challenge ME Facebook Page
Join and Like us on Facebook: Intel Challenge ME

43. Starting Up
For tweeting: #ICME2013
Intel Challenge ME Twitter
Follow us on Twitter: @ICME2013

44. Starting Up
For tweeting: #ICME2013
Sample of video cuts from previous sessions
Go to http://potential.com/resources/training-videos/ to watch video
clips on related sessions

45. Starting Up
For tweeting: #ICME2013
Thank You.