Read More >>

I've managed to assemble a few good mentors to help me develop my business.

Several people have asked me how it came to be that I'm now working with these mentors. The answer to this question comes from MORS430 - a course that all Kellogg students complete during pre-term. We are taught that we should "seek advice" from people who can help us. When seeking this advice, we must demonstrate likability and competence.

Before even starting at Kellogg, during the admit weekend (DAK), I took the opportunity to meet professors and others who might talk to me. During these conversations, I often managed to demonstrate my enthusiasm and interest, if not take their thinking in different directions. For the people that did not meet me, when school started, I was soon at coffee chats that they frequented. I was soon able to demonstrate my commitment, if nothing else.

As my ideas developed, becoming more realistic and tangible, then the moment of magic occurred - one of these people said, "that's a really great idea - I'd love to work with you on it". Pretty soon, the next person was saying, "wow - how'd you manage to get that person on board?". My credibility was increasing.

Through this continual process of seeking advice and demonstrating likability and credibility, I've now gained access to two valuable resources - a team that will help me prototype my idea (some undergrads) and some money. I hope to find the limits of this seeking advice/likability/credibility strategy.

Read More >>

Facebook founder Mark Zuckerberg created competitive advantage over other social networks by first creating a closed environment for just the students at Harvard.

Competitive advantage comes from a firm's resources. Often this advantage is rooted in the very origins of the firm. At Kellogg, this is one of the first lessons we learnt in our Strategy course during the Fall quarter. For me, working on creating a startup while at business school, this lesson has taken on a whole new meaning.

Southwest started life with the ambition to be the cheapest airline available. As a consequence, it developed resources (e.g. culture and processes) that meant costs were always kept low, comparative to other airlines. From the beginning, McKinsey prided itself on having consultants who were generalists - and the firm continues to have a generalist bias even as other firms use specialists to give them an edge.

Before there was Facebook, many social networking sites existed. However, Facebook was the first such site where users did not feel the need to be anonymous. As a consequence, it became far easier to find your friends and keep up with what they are doing. Facebook was able to achieve this because it first started as a closed system for use within universities. Within such a closed environment, it felt safe for the s initial users to reveal their identities. By the time Facebook became public, there was a critical mass of people who felt comfortable with exposing their identities online. Facebook was able to get its user base to reveal their identities - and thus create a key differentiator - because it spawned out of closed university environments where people felt it was safe to do so. Faceboook's competitive advantage was due to the unique resources (the university environment) that it had comparative to other social networks.

So, in starting up my own business, I'm utilising the resources that I have available to me at business school. I've spent a long thinking - what do I have available here that lets me build something that others can't? What is available here that let's me build something in a different way to which others have - enabling me to create some kind of competitive advantage? Perhaps it's the alumni network? Perhaps faculty? Perhaps students? Perhaps the buildings and facilities? Perhaps the student culture? As Facebook has shown, I believe the vastly different dynamics of a university to the outside world are sure to provide opportunities for new kinds of firms to flourish.

Read More >>

Following the VC trek, a number of Kellogg students (including myself) visited startups in the Bay Area. The companies visited were Fusion One, Cubetree, Minekey, Terrapass, Hollrr, Widgetbox and Engine Yard. We then joined Kellogg's official Entrepreneurship Trek, visting Chegg, the Plug and Play Incubator, SnapLogic, Founder Institute, Sinexus, Yammer, EventBrite, Bump, and Meebo. What follows are some "lessons learned" that the entrepreneurs shared with us.

It is better to build a business that exits for $25M - $50M than one that exits for $1B. Building a $1B business is very difficult and requires extraordinary luck and/or skill. It usually also requires a lot of investment and dilution of your shares. The venture capital firms are looking to build $1B businesses, yet very few businesses ever become $1B businesses. In the meanwhile, there are many $25M - $50M exits where the founders have walked away with as much returns as those who have in a $1B exit. These exits are easier to execute. VC firms will not invest in a business that wants to exit at $25M - $50M, but it is a more realistic goal to create such a business.

Many successful firms start out doing one thing, with little success, but then discover they have acquired all the resources needed to do something else really profitably. As an example, Chegg started out as a Craigslist type classifieds service for students. There were many competitors doing similar things, but the growth of the business was small. They then experimented with renting text books and found this was proving to be a popular service. They suddenly found that the resources they had from the classifieds business, such as students lists and on-campus champions, put them in the perfect position to execute on this business. There were similar stories of experimenting, building resources and finding eureka monetization moments at other companies also.

Milestones are important. When building your business, you need to set milestones for when you are going to accomplish certain things, e.g. get FDA approval for a drug, release feature X or acquire 1M customers. If you don’t reach a milestone, you have to ask yourself why this is not the case – is it because of motivation? Because of resources or skills? If you are not able to address the shortcomings to reaching your milestones, you need to revisit what your business can accomplish. Milestones are paramount when it comes to fundraising; to obtain the next round of funding, you need to accomplish the milestones that give confidence to the next round of investors.

Networking is key. Several firms had obtained substantial expertise from others, people that the founders had worked with before. One particular firm had for its first two corporate customers two of the founders’ best friends from earlier in life. An executive from at another firm had previously roomed with an executive from yet another. The Bay Area seems to be full of incestuous relationships such as these – particular circles of people that control money and other resources, which ultimately enable the startups to succeed or fail. The difference was clear between those startups where the founders are "plugged in" to particular networks, and those where the founders seemed to continue to struggle with little success.

Viral growth. A lot of startups in the consumer internet space focused on building products that could create viral growth – this was the predominant growth strategy. If the product is good enough, the product will create huge engagement, as well as customer acquisition, purely from the way it works. Bump, the iPhone application, is an example of a product with huge viral customer acquisition.

Start with a core team. A startup needs a core team of 2 or 3 people who are extremely capable, work well together and can deliver and iterate the product quickly. This creates momentum and pushes the startup forward to funding and traction.

Don't spend time convincing people they have a problem. Instead, focus on finding the people who are already convinced that they have a problem. In sales, in hiring or anything else, targeting these people is the most effective use of your time. Convincing people from scratch that the problem exists consumes a large amount of time and effort.

Corporate IT departments are gatekeepers preventing SaaS from becoming a multi-billion dollar business. IT departments, threatened by the flocking of technology to the cloud (and consequent redundancy of their jobs), are proving to be resistant to SaaS adoption. Ultimately, in the long run, SaaS will win through, but their resistance is slowing the pace of adoption.

Laser focus on customers means competitors are not as important. If you focus on a particular segment and satisfy their needs really well, you don’t need to worry as much about competitors. Your product will simply be the best thing for the customers you are targeting.

The most important thing is getting traction. If your product is getting traction, everything else will be easy – getting investors, hiring, mentors etc. If users are flocking to your product, all these other resources and people will come and find you.

Doing a startup is an emotional rollercoaster. Experienced entrepreneurs become numb to the ups and downs. You just have to accept it and learn to manage it.

Realise the phases of a startup and do what you are naturally good at. E.g. the early phase of bringing an idea together versus the phase of building a business – know in which phase your capabilities lie and focus on that, handing over to other people for other phases.

Read More >>

I spent two days on Kellogg's Venture Capital (VC) trek to the Bay Area. We visited a broad range of firms, from life science centric Alta in San Francisco to typical residents of Sand Hill Road, such as Battery. I've summarized my main take-aways from the trek into the broad areas of (1) startups and investing (2) hot areas of (high tech) investment (3) getting a VC job and (4) some other points. Many thanks to Windsor and Thupil for organizing.

Startups and investing.

If the area that you are looking at is trendy now, it is too late – the opportunity has already passed. You need to be ahead of the curve. The VC looks for people who have powerful market insights – people who know something more in the area than the average top tier person. The VC invests in people who they think can solve the problem in the area, not in a specific business plan.

Most sectors are cyclical. The question is how long is the cycle? For clean tech this could be 20 years, which is too long for a VC backed fund. When the VC invests, they have to believe the company can become a billion dollar company. They play for big hits, knowing only a small portion will become big hits.

Success happens to you. Only when you fail do you learn something. Doing something (e.g. a startup) and failing teaches you things that are invaluable about how startups work.

Hot areas of (high tech) investment.

Two areas of high tech investment stood out in particular across the firms.

Mobile: All the things that we needed on the Internet in 2000, we'll need on mobile in the not too distant future, e.g. payments, advertising, commerce. The opportunity is in figuring out how these things might work on mobile.

Enterprise: virtualization and cloud computing are hot in this area. In the past, to win money from enterprises, it was necessary to approach IT departments and win over large amounts of money for large contracts, e.g. a SAP implementation. What we are now seeing is individual business units buying SaaS software for small amounts of money, e.g. entry level SalesForce. Because the level of enterprise sign-off required for small amounts of money is low, it is easier to get these transactions done.

Getting a VC job.

Jobs at VCs usually open up as a need arises for particular skills or expertise. When that hole opens up at a VC firm, you have to be the right peg to fit that hole. Sometimes that openings won’t match your skillset. In the meantime, you have to keep developing yourself until the opportunity arises. You have to keep yourself at the top of VC’s minds, perhaps dropping them an email every quarter.

While you’re not yet working at a VC firm, you have to become an expert, perhaps in a particular domain or in human-issues of startups. You have to place a bet on what kind of skills will be useful in 2 or 3 years out, and start developing the skills for that area. Sales and operating experience are two generally very useful experiences for rounding out your skill-set.

Other points.

While fund sizes get bigger, the number of quality opportunities does not. In the future, the number of VC firms and the amount of money in VC will need to reduce if the industry is to return to reasonable returns.

In the meanwhile, VC firms are other ways to deploy this extra capital efficiently. For example, VC firms are building to Entrepreneur-In-Residence programs and using those to start businesses in which they own a much larger share than they might otherwise.

VCs come in all shapes and sizes, from very slick to the nerdy. The backgrounds of VC are very varied, and the stories of how they got into VC is just as varied.

For LPs, the most important thing to them is a VC being able to show them exits.

Read More >>

Kellogg has broken for the thanks-giving break. We now get a week away from school distractions before getting back and looking forward to final exams for the quarter. I feel slight relief. But I know that this feeling won't last long. What seemed like an ocean of time to get lots of things done suddenly only looks like a puddle. Here is a preview of what I have to get through over the next 9 days.


Organising meetings with companies. I'm going to be in the Bay Area over the second and third weeks of December. I'm going to be on two Kellogg organised treks, visiting tech companies and VCs in the area. There is some downtime between these treks, so I'd like to use this time to meet further companies that are doing things related to what I plan to do in future. Organising these meetings means emails and phone calls over the coming week.

Getting the school newspaper ready. My one (or main) extracurricular activity while at Kellogg will be running the school newspaper - I'm the paper's Editor-In-Chief for the year 2010. I feel that the paper, The Merger, has been a little too infrequent and that quite a few improvements can be made to the way it looks and how we deliver it. All this requires more work, and importantly, more money. Figuring all this out will be another task over this thanksgiving.

Assignments. There are numerous assignments that are due the week after thanksgiving. Some of these are not worth too much, but others account for a significant portion of our grade. They are going to take some time to get completed.

The social scene continues. Yes, even though I will be in Evanston - the home of Kellogg - all through the break, while many students will be back at home, there are other students who are in the same predicament as me. We've already started planning at least one get together. The school also puts on a thanksgiving dinner on Thursday for anyone who is around, which will also be interesting.

Catching up with school work. I've fallen behind on a few subjects. I need to spend some time over the week catching up with some concepts that have just flown over my head in the last few weeks. This is especially so because final exams are shortly after.

Studying for a waiver exam. I've decided to sit for a waiver exam for the statistics course that most Kellogg students take during the second quarter. I have done some statistics in the past. Having repeated some probability material this quarter that I have done in the past, I feel I should at least attempt the exam so that I don't feel like I'm repeating material again next quarter. Of course, this means revising some statistics concepts that I've not seen in almost ten years. Oh well. We'll just have to see how things pan out.

Read More >>

What need does any particular media publication fulfil? In the face of increasing difficulty that media publications have for charging for content, one of the recent dicussions in the Media & Entertainment Club at Kellogg has centered on thinking about media as we would any other business: what problem is the media publication fixing that the consumer would pay money for?

Too often, editors that run publications do not care about the readers - often printing what they think is best. In contrast, publications that are successful satisfy specific needs of their customers. Two examples that have arisen are:

• The Economist: For executives, this solves the problem of getting a weekly dose of all the important news, within a one hour period. Ultimately, The Economist helps executives with small talk when meeting people. The Economist's attitude and approach to writing also has a particular appeal.
• The Wall Street Journal: On the surface, this publication appears similar to the New York Times. However, investment banking professionals read the Wall Street Journal specifically. This is because they know that everyone else in the profession reads it - so to have the same information that they do, these bankers also need to read it. Secondly, for investment bankers, having a copy of the Wall Street Journal on your desk is almost a status symbol - an artefact showing that you are a member of the profession.

In the case of both of these publications, they are able to charge for their content because they satisfy a clear need. B2B media takes this to the extreme. While not as sexy as B2C media, B2B media satisfies essential business needs. Subscription based businesses, such as Lexus Nexus and Bloomberg, add value to the workflow of workers in the world of business.

In a time of desperation for many media publications, the old "what problem does it solve?" insight is perhaps a more obvious cure than most publications realise.

Read More >>