y combinator startup class #12 : building for the enterprise
DESCRIPTION
Slide utilisé dans le cours n°12 de la Y Combinator Startup Class de Standford (http://startupclass.samaltman.com/) donné par Aaron Levie. Publiée sur slideshare pour pouvoir être intégrée à l'article http://startupeers.co/y-combinator-startup-class-12-building-for-the-enterprise/TRANSCRIPT
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Building for the Enterprise(and why it’s not as bad as you think)
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27MM+ Users
240K+ Businesses
99% Fortune 500
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How did we get here?
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THE INTERNET: 2004
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THE INTERNET: 2004
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In 2004 it was really hard to share files
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Cost of storage dropping dramatically
More powerful browsers and networks
More locations and people to share with
We identified rapidly changing factors:
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We put together a quick version of Box and launched it!
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Soon we were getting 100,000’s of signups every month
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But…
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Over-serving consumersand
Under-serving businesses
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We had to make a choice
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Consumer Enterprise
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MOBILE APPS$35 BILLION
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DIGITAL ADVERTISING$135 BILLION
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GLOBAL IT$3.7 TRILLION
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The problem was, enterprise software was really unsexy
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Slow, Expensive, Complex, and… Sales
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I’m Chuck!
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“You’ll never make it in the enterprise”
- Every investor, ever (in 2007)
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My co-founder
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We would only do enterprise if it could be done differently…
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Everything has changed
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CLOUD
CHEAP
STANDARDIZED
EVERY BUSINESS
GLOBAL
USER-LED
ON-PREMISE COMPUTING
EXPENSIVE COMPUTING
CUSTOMIZED SOFTWARE
LARGE ENTERPRISES
REGIONAL
IT-LED
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1.75 BILLION SMART PHONES
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2.9 BILLION PEOPLE ONLINE
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EVERY INDUSTRYIS CHANGING
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AdvertisingEducation Hi-TechM&EHealthcareRetail
Construction PackagedGoods
Energy Government ManufacturingLegal
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Accelerate multi-platform commerce
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Enable more personalized healthcare
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Global media creation & distribution
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Every company in the world needs better technology to work smarter, faster, more securely
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How do you get started?
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SPOT DISRUPTIONSLook for new enabling technologies that create a
wide gap between how things have been done and how they can be done.
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SPOT DISRUPTIONS
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INTENTIONALLY START SMALLStart with something simple and small, then
expand over time. If people call it a “toy” you’re definitely onto something.
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INTENTIONALLY START SMALL
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FIND ASYMMETRIESDo things that incumbents can’t or won’t do
because it’s economically or technically infeasible.
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FIND ASYMMETRIES
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FIND THE ALMOST-CRAZY OUTLIERSGo after the customers that are working in the future, but that haven’t totally lost their minds.
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FIND THE ALMOST-CRAZY OUTLIERS
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LISTEN TO CUSTOMERSBut don’t always build exactly what they want.
Build what they need.
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LISTEN TO CUSTOMERS
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MODULARIZE, DON’T CUSTOMIZEEvery customer will want something a little bit
different. Don’t make the product suffer for this.
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MODULARIZE, DON’T CUSTOMIZE
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FOCUS ON THE USERKeep “consumer” DNA at the core of your
enterprise product. This will always pay dividends.
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FOCUS ON THE USER
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YOUR PRODUCT SHOULD SELL ITSELFSales should be used to navigate customers and
close deals, not be a substitute for great product.
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YOUR PRODUCT SHOULD SELL ITSELF
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This is an amazing time to start an enterprise software company
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But if you don’t, we’re [email protected]