Lead to Win

Lead to Win

Lessons in Team Structure and Client ManagementJuly 28th, 2009

Ahmed Metwally

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Agenda

• How we started

• Detour

• Product development

• Idling

• Restructure

• On Track

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How we started

• Q4-2006: 2 Techies (Boston & Ottawa) An idea to build the next Media convergence platform.

• Q1-2007: Analyzing market, Biz Plan, recruited 3rd Partner (Sales), talking to clients,…

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Agenda

• How we started

• Detour

• Product development

• Idling

• Restructure

• On Track

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Detour

Situation

• Potential to land a large account, so focused on a single client needs:– 20% base product.

– 80% custom work.

Result

• Spent 6 months travelling, meeting, working on solution design for a single client problem.

• Despite all efforts, could not land the account.

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Lesson learned

• Watch out for the dangling carrot. Don’t build your strategy/development around a single client unless you have a signed contract.

• Don’t fall for the product development catch-22: client has custom requirements but wants to buy a ready product.

• Listen to clients but focus on core product (6 months could have been spent working on the core product).

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Agenda

• How we started

• Detour

• Product development

• Idling

• Restructure

• On Track

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Product development

• Q2-2007: Prototype, LoI, VC Term sheet.

• Q3-2007: First client signed (Intel), Need to hire engineers…

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Agenda

• How we started

• Detour

• Product development

• Idling

• Restructure

• On Track

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Idling

Situation

• A contract was signed, so had to accelerate development.

• Hired good enough resources.

Result

• Development decelerated!

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Lessons learned

• Good enough is NEVER good enough.

• If you are in doubt, DON’T hire.

• You need to hire the next generation of leaders, not employees.

• They HAVE TO believe.

• Maintain your culture, maintain the momentum.

• Employees cannot do that, only leaders can.

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Agenda

• How we started

• Detour

• Product development

• Idling

• Restructure

• On Track

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Restructure

• Q1-2008: Down from 18 to 5.

• Q1-2009: 30+ team members (15 developers + 6 contractors).

• Q1-2009: Target client profile well defined.

• Q1-2009: 3 stage sales process in place.

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Agenda

• How we started

• Detour

• Product development

• Idling

• Restructure

• On Track

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On Track

• Q2-2009: 1st large deal.

• Q3-2009: 2nd large deal.

• Q4-2009: Planned public launch.

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Lessons learned

• Act your size. Small has its benefits.

• Walk away from large clients’ pressure.

• Commit to realistic results.

• Over achieve on your commitments.

• Pre-Sales engineering is just for assessment. NEVER do anything for free.

• Adhere to your process. Your client will respect you for it.

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Summary

• Listen to potential clients, ask questions, learn from them, know their pain.

• Stay focused; don’t make major shifts. Define and find your ideal client.

• Look for potential leaders; stop hiring employees.

• Follow your sales process.

• You cannot afford to do work for free.