Me:
- Define target market/target customer
- technology/product (product needs to enhanced to get new customers, keep old customers happy)
- product, packaging, features we will be looking for.
------------------
- When you grow big and dominate market, price per unit drops a lot.
- business intelligence
- Competitive analysis... matrix of where compeittives are.
-------------------
Dos
- "based on our analysis"
- get into the case, no longer a job, but a case you are presenting, immerse yourself in the role. Think that you will be doing this project tomorrow if we get the business (and we really want it)
- give the reason why an option is out
- no substitute to meeting face to face
- feel the case, go into details of the case (number, company culture, technology)
- go to different corner of the room every hour or so, or go out rollerblading for a break together. :D
- build an inventory of what you have, drape long white paper in the room.
- consider foot notes
- don't use standard template approach for every case
- work as a team, present in one voice, doesn't matter what you really think.
- figure out who will answer what type of questions.
- when team member making a good point smile.
- don't correct your team members' mistake, be consistantly wrong.
- sleep at least 6 hours. :)
- set timeline, don't argue all the time
- presentation is 30 or 40% of your marks, you need to nail it, practice it
- run with what ever works best for you.
Don't
- words like "according to the case/information given to me"
- don't go from one extreme to another extreme for alternatives (think of this in analysis but not presentation)
- don't do analysis on presentation (present our conclusion not thinking process, pick only the right bullet to support your idea)
Wednesday, March 31, 2010
Notes from last meeting
Brainstorming: what topics, business, industry they will be talking about in the case
- Dec 2009, economic crisis
- use google apps instead of microsoft office?
Market
- consumer
- enterprise/corporate
- satisfaction of a need
- last year travel industry, this year it cannot be
- 2 years ago is online dating
- cloud computing... no matter what industry
are they...
- transaction processing, you want to make your system efficient, good UI
- beyond this? BI integration because BI is natural extension, perhaps entertainment, gaming, finance, security (accountability and risk) - feature or product?
SAS-70, third party auditor.
Perceived value
- security
- cost (Total cost of ownership, TCO)
- Reliability
- Performance
- Quality of services (QOS)
- Managerability
- Scalability
Know what you are offering before setting the price.
- Dec 2009, economic crisis
- use google apps instead of microsoft office?
Market
- consumer
- enterprise/corporate
- satisfaction of a need
- last year travel industry, this year it cannot be
- 2 years ago is online dating
- cloud computing... no matter what industry
are they...
- transaction processing, you want to make your system efficient, good UI
- beyond this? BI integration because BI is natural extension, perhaps entertainment, gaming, finance, security (accountability and risk) - feature or product?
SAS-70, third party auditor.
Perceived value
- security
- cost (Total cost of ownership, TCO)
- Reliability
- Performance
- Quality of services (QOS)
- Managerability
- Scalability
Know what you are offering before setting the price.
Frameworks
Porter's 5 Forces
SWOT Analysis
CREST Analysis: to find the OT of SWOT
We may not want to say weakness... we may want to say something nicer
4 Ps of Marketing (Product, Price, Promotion, Distribution)
Target Market Segmentation
who are your customers
demographic, geographic, sociographic, behavioral
Startup Adoption Curve
the Chasm one
market phase (ie mature)
BCG Matrix
Graph to show emphasis of each phase
SWOT Analysis
CREST Analysis: to find the OT of SWOT
We may not want to say weakness... we may want to say something nicer
4 Ps of Marketing (Product, Price, Promotion, Distribution)
Target Market Segmentation
who are your customers
demographic, geographic, sociographic, behavioral
Startup Adoption Curve
the Chasm one
market phase (ie mature)
BCG Matrix
Graph to show emphasis of each phase
Things to remember
Go with passion. Don't be afraid
Use textbook knowledge to back you up. Start from feeling.
Go ask for partnership
For MIS cases you can't forget about TECHNOLOGY
Web 2.0, Social Networking (getting old)
Finance
Revenue model? How do they make money?
Pay attention to company culture
Spin everything in positive light ("issues" vs. "opportunities")
Find ways to "connect" (inject buzzwords)
if leader in market - how about increasing profit/sustaining by cost reduction?
if most recommendations are strategic, then focus on change management
"Don't use fortune cookie answers"
"Don't forget to put in the 'T'"
"Executive Boardroom Support!"
"A Single Version of the Truth"
"Go big or go home." - if industry is uncertain then set your own rules
"when you lose a billion dollars someone got the million dollars, go find that guy for funding."
"Bring truth in from the outside."
- William Tan
Introduce group in intro "I will ask Clara to talk about ___ and Mackenzie to __, etc..."
Don't state the obvious - the judges already know what their strenghts/weaknesses are
Tell the judges something that they don't know!
Don't just rehash
Spin some innovation
Show reasoning
Alternative Analysis
1 key recommendation -> focus (top-down approach)
During Presentation
Assume you are consulting firm talking to senior management (or some sort of decision maker)
Confidence
Start and end strong
Keep eye contact with people who show support
Pretend nothing happened if there was a mistake
DON'T READ OFF SLIDES (DON'T EVEN LOOK AT THEM)
Use textbook knowledge to back you up. Start from feeling.
Go ask for partnership
For MIS cases you can't forget about TECHNOLOGY
Web 2.0, Social Networking (getting old)
Finance
Revenue model? How do they make money?
Pay attention to company culture
Spin everything in positive light ("issues" vs. "opportunities")
Find ways to "connect" (inject buzzwords)
if leader in market - how about increasing profit/sustaining by cost reduction?
if most recommendations are strategic, then focus on change management
"Don't use fortune cookie answers"
"Don't forget to put in the 'T'"
"Executive Boardroom Support!"
"A Single Version of the Truth"
"Go big or go home." - if industry is uncertain then set your own rules
"when you lose a billion dollars someone got the million dollars, go find that guy for funding."
"Bring truth in from the outside."
- William Tan
Introduce group in intro "I will ask Clara to talk about ___ and Mackenzie to __, etc..."
Don't state the obvious - the judges already know what their strenghts/weaknesses are
Tell the judges something that they don't know!
Don't just rehash
Spin some innovation
Show reasoning
Alternative Analysis
1 key recommendation -> focus (top-down approach)
During Presentation
Assume you are consulting firm talking to senior management (or some sort of decision maker)
Confidence
Start and end strong
Keep eye contact with people who show support
Pretend nothing happened if there was a mistake
DON'T READ OFF SLIDES (DON'T EVEN LOOK AT THEM)
Buzz Words
http://en.wikipedia.org/wiki/List_of_buzzwords
- Business resiliency
- Whatever previous technology, but then 2.0
- Business continuity/Disaster recovery plans
- agile
- Web 2.0
- Cloud Computing
- Software aaS
- Infrastructure aaS
- Platform aaS
- Social media
- Social network
- focus group
- Business resiliency
- Whatever previous technology, but then 2.0
- Business continuity/Disaster recovery plans
- agile
- Web 2.0
- Cloud Computing
- Software aaS
- Infrastructure aaS
- Platform aaS
- Social media
- Social network
- focus group
Matt's Format
- Introduction... we have been given this problem. Here's the solution we will go with
- Why that solution is good
- These are the key issues our solution will solve (hinderance of success but call them opportunities) .
- These are alternatives, reason grid, no need to go into details of the alternative you don't care.
- Implementation
- Why that solution is good
- These are the key issues our solution will solve (hinderance of success but call them opportunities) .
- These are alternatives, reason grid, no need to go into details of the alternative you don't care.
- Implementation
Notes from last case
SaaS
IDC forcasts SAAS grow at a 32 percent compound annual rate to 14.8 bil by 2011
Gartner project that the enterprise SaaS market would be 11.5 by 2011, representing a CAGR of 22percent
IDC predict cloud computing to reach 42 bil in 2012. It defined the segment as an emerging IT development, deployment, and delivery model, enabiling real time deliver yof products, services and solutions over the internet.
Gartner Inc, projected the revenue to rise 21.3 percent in 2009 to 56.3 billion. Gartner called it a style of computing where scalable and elastic IT enabled capabilities were provided as sa service to external customers using internet technologies
Merrill Lynch see it as the transformation of IT intustry intoa more utility type of supply, inw hich broadband internet would take applications to individuals andenterprises like electricity or water supply.. In this scenartio, world wide software industry is valed at 744 bil in 2011, about 12 percent was estimated to migrate to SaaS, so 95bil
6 months turn over rate for a small company per product is realistic. Shown by Zuora. Sense of urgency is there. 27 developers are enough. Use agile development process. Can considering having developers offshore. We can consdier half to 1/3 cost when out sourcing to China. Hire a few in US for communication and leadership
In 1 year, 4 product
In 6 months time you can add 70 customers
Building API allows plug and play scenario.
Marketing of SaaS company:
1. Generate high level of awareness of the company and its products in the amrketplace
2. Use that awareness to drive people to its website
3. Encourage visitors to that website to identify them along with their phone and email (who then were contacted by a sales development team responsible for qualifying the leads)
4. Qualified leads were passed to an account executive, a person in the sales organization carryign a quota for how many new customers they signed on each month and how mcuh revenue those new customers were worth (range 1000 to 100000)
5. Churn management is critical becuase you pay as you go.
6. Investment up front in sales capacity is needed to grow the business over time, SaaS business need to make a carefult rade off between gast growth and high cash burn rate.
Culture built on consensus, still invovled accountability which every decision clearly emerging froma leader or drive. Most key decisions made by core team consisting of CEO, CFO, VP marketing, VP sales, and VP serivces.
Communicate decisiosn through weekly all-hands meeting when small, fortnightly when larger...
Consider using SaaS services from CVSDude, Amazon, marketo, Google apps
IDC forcasts SAAS grow at a 32 percent compound annual rate to 14.8 bil by 2011
Gartner project that the enterprise SaaS market would be 11.5 by 2011, representing a CAGR of 22percent
IDC predict cloud computing to reach 42 bil in 2012. It defined the segment as an emerging IT development, deployment, and delivery model, enabiling real time deliver yof products, services and solutions over the internet.
Gartner Inc, projected the revenue to rise 21.3 percent in 2009 to 56.3 billion. Gartner called it a style of computing where scalable and elastic IT enabled capabilities were provided as sa service to external customers using internet technologies
Merrill Lynch see it as the transformation of IT intustry intoa more utility type of supply, inw hich broadband internet would take applications to individuals andenterprises like electricity or water supply.. In this scenartio, world wide software industry is valed at 744 bil in 2011, about 12 percent was estimated to migrate to SaaS, so 95bil
6 months turn over rate for a small company per product is realistic. Shown by Zuora. Sense of urgency is there. 27 developers are enough. Use agile development process. Can considering having developers offshore. We can consdier half to 1/3 cost when out sourcing to China. Hire a few in US for communication and leadership
In 1 year, 4 product
In 6 months time you can add 70 customers
Building API allows plug and play scenario.
Marketing of SaaS company:
1. Generate high level of awareness of the company and its products in the amrketplace
2. Use that awareness to drive people to its website
3. Encourage visitors to that website to identify them along with their phone and email (who then were contacted by a sales development team responsible for qualifying the leads)
4. Qualified leads were passed to an account executive, a person in the sales organization carryign a quota for how many new customers they signed on each month and how mcuh revenue those new customers were worth (range 1000 to 100000)
5. Churn management is critical becuase you pay as you go.
6. Investment up front in sales capacity is needed to grow the business over time, SaaS business need to make a carefult rade off between gast growth and high cash burn rate.
Culture built on consensus, still invovled accountability which every decision clearly emerging froma leader or drive. Most key decisions made by core team consisting of CEO, CFO, VP marketing, VP sales, and VP serivces.
Communicate decisiosn through weekly all-hands meeting when small, fortnightly when larger...
Consider using SaaS services from CVSDude, Amazon, marketo, Google apps
Case Check List
- Introduction
- Analysis: including issues, not just other junk
- issues/ 2 by 2 matrix of importance and urgency
- target market
- Alternatives
- then we asked ourselves: what were our different approaches? should we stay the same, should we adopt new product, should we drop it like its hot, etc?
- Alternative evaluation
- show some financial
- show a nice chart with check marks
- Recommendation
- be clear about where these are from
- Implementation
- phases are good (3 months for start up 6 months for mature company for phase 1?)
- Risks/mitigation
- perhaps separate slides? maybe some graphics?
- Conclusion
- Practice Run
- Analysis: including issues, not just other junk
- issues/ 2 by 2 matrix of importance and urgency
- target market
- Alternatives
- then we asked ourselves: what were our different approaches? should we stay the same, should we adopt new product, should we drop it like its hot, etc?
- Alternative evaluation
- show some financial
- show a nice chart with check marks
- Recommendation
- be clear about where these are from
- Implementation
- phases are good (3 months for start up 6 months for mature company for phase 1?)
- Risks/mitigation
- perhaps separate slides? maybe some graphics?
- Conclusion
- Practice Run
Cloud Computing Summary
SaaS
Delivers a single application through the browser to thousands of customers using a multitenant architecture
For customer: No upfront investment in service or software licensing
For provider: one app to maintain.
Example: Salesforce.com, Workday (for ER ERP), Google doc (desktop application)
Utility computing
Offer storage and virtual servers on demand through the cloud
Early adopters strived for supplemental, non mission critical needs, but eventually this can replace parts of datacenter
Ie Amazon.com, Sun, IBM
Offer solutions to help IT create virtual datacenters from commodity servers
Help IT to stitch together memory, I/O, storage, and computational capacity as a virtualized resource pool available over network
Ie 3Tera's AppLogic, Cohesive Flexible Technologies' Elastic Server on Demand
Web service in the cloud
Web service providers offer APIs that enable developers to exploit functionality over the internet, rather than delivering fullblown applications
Range from discrete business service
ie. Strike Iron, Xignite
Full range of APIs offered
Ie. Google Maps, ADP payroll processing, the US postal service, Bloomberg, and even conventional credit card processing services
Platform as a service
Delivers development environments as a service
Ie. Salesforce.com's Force.com, Coghead, Google App Engine
Build your own applications that run on provider's infrastructure and are deliverd to your users via the internet from the provider's servers
Constrained by vendor's deisng and capabilities (bad for freedom, good for predictability and pre integration)
MSP (managed service providers)
Managed service = application exposed to IT rather than end-users, such as virus scanning service for e-mail or an application monitoring service
ie Mercury
Managed security service
SecureWorks, IBM, Verizon
Cloud based anti span services
ie. Postini, acquired by Google
Desktop management services
ie CenterBeam, Everdream
Service Commerce platforms
Hybrid of SaaS and MSP
Offer service hub that users interact with
Common in trading environments, such as services that allow users to order travel or secretarial services from a common platform that then coordinate service delivery and pricing within specifications set by the user
Internet Integration
Still in infancy, right now we have many isolated clouds of services which customers must plug into individually
As virtualization ans SOA permeate the enterprise, we may eventually have loosely couped services running on an agile, scalable infrastructure to make every enterprise a node int he cloude
Ie) OpSource
Delivers a single application through the browser to thousands of customers using a multitenant architecture
For customer: No upfront investment in service or software licensing
For provider: one app to maintain.
Example: Salesforce.com, Workday (for ER ERP), Google doc (desktop application)
Utility computing
Offer storage and virtual servers on demand through the cloud
Early adopters strived for supplemental, non mission critical needs, but eventually this can replace parts of datacenter
Ie Amazon.com, Sun, IBM
Offer solutions to help IT create virtual datacenters from commodity servers
Help IT to stitch together memory, I/O, storage, and computational capacity as a virtualized resource pool available over network
Ie 3Tera's AppLogic, Cohesive Flexible Technologies' Elastic Server on Demand
Web service in the cloud
Web service providers offer APIs that enable developers to exploit functionality over the internet, rather than delivering fullblown applications
Range from discrete business service
ie. Strike Iron, Xignite
Full range of APIs offered
Ie. Google Maps, ADP payroll processing, the US postal service, Bloomberg, and even conventional credit card processing services
Platform as a service
Delivers development environments as a service
Ie. Salesforce.com's Force.com, Coghead, Google App Engine
Build your own applications that run on provider's infrastructure and are deliverd to your users via the internet from the provider's servers
Constrained by vendor's deisng and capabilities (bad for freedom, good for predictability and pre integration)
MSP (managed service providers)
Managed service = application exposed to IT rather than end-users, such as virus scanning service for e-mail or an application monitoring service
ie Mercury
Managed security service
SecureWorks, IBM, Verizon
Cloud based anti span services
ie. Postini, acquired by Google
Desktop management services
ie CenterBeam, Everdream
Service Commerce platforms
Hybrid of SaaS and MSP
Offer service hub that users interact with
Common in trading environments, such as services that allow users to order travel or secretarial services from a common platform that then coordinate service delivery and pricing within specifications set by the user
Internet Integration
Still in infancy, right now we have many isolated clouds of services which customers must plug into individually
As virtualization ans SOA permeate the enterprise, we may eventually have loosely couped services running on an agile, scalable infrastructure to make every enterprise a node int he cloude
Ie) OpSource
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