Why the large enterprise market is ripe for disruption and is welcoming startups to innovate. The advantages of building on the SAP platform. A monthly gathering at SoHo House Los Angeles of LA tech entrepreneurs.

1. Enterprise StartUps
Getting From Concept To Customer
James Sinclair, Principal, EnterpriseJungle
@jds_again - /in/jdsinclair

2. ENTERPRISE FACTS
• $4trillion $ market vs Consumer
$170bn
• Companies desperate to spend
money on competitive advantage
• Chief Disruption Officers exist and
companies asking for solutions.
• Quicker, Cheaper & Risk Mitigated
Route To Success or Failure
• Change = Pre Cursor To
Opportunity
Transition to the cloud
• Its not as scary anymore!!
Cred: @timoelliott

3. Sell. Design. Build.
Disrupt or Facilitate Disruption
• Strongest growth markets are on
existing platforms vs being an
independent.
• Be on a platform your customers are
on. Make it easy for your customer.
• Talk to everyone. Find an ecosystem
that delivers a mutual relationship.
• Stick to your domaine expertise.
• Ignore everything else. Your first
customer will define that.
• Forget your solution, focus on the
pain points you are solving.
"Getting to your first $1m, impossible – Getting to $10m,
unlikely – Getting to $100m, inevitable" Jason Lemkin.

4. Where Is The Opportunity?
Choose a line of business.
Choose the problem to tackle
• Large Enterprises are slowly moving to
the cloud.
• Decades of investment in legacy
applications to leverage.
• More Data. More Access To Data. Open
Infrastructure
• BUY vs BUILD.
• Enterprise Applications -> OEM is a
clear path.
• Large Enterprises Need You. Urgently. To
Fill White Space. To Innovate. To Break.
Cloud solutions does NOT mean they
only work with cloud applications

5. The Big Partner Relationship
Companies w/ Infra. Apps. & Customers
• Why You Need Them:
• Global day one
• Scale & Infrastructure
• Compliance
• Security
• Salesforce
• Credibility
• Customers & Deal Flow
• Intelligence
• Unknown Unknowns
• Exit.
• Why They Need You:
• Customer demand for niche
solutions
• SUCCESS STORIES
• BUY vs build
• Innovation & Domaine Expertise
• Define & Understand Tomorrow
• Value Add To Products
• Agility & Drive
• New Customers & $$$
• Its a GOOD LOOK….

6. When Big Companies Support
Start-ups, Both Make More Money
• INCUBATORS / ACCELERATORS ARE THE NEW
CHANNEL.
• MEDICAL : GE
• SUPPLY CHAIN : COCA COLA
• NEW MEDIA : DISNEY
• IoT : CATEPILLAR
Every big business now has a way for you to present, build
and develop a solution you think can help them…..

7. Now What: SAP
“I” believe the future of enterprise software is with SAP……
• 68c of every $ touches an SAP
system.
• 85% of F500 companies use SAP.
• 33,500 Sales Reps.
• The most Applications, in the
most Line Of Businesses.
• A program designed to take you
from idea to customer.
• THEY HAVE OPENED UP
EVERYTHING……FOR YOU TO
BUILD ON.

8. The Scary. Non Scary. Technical Part.
PROTOTYPE VALIDATE
MVP CERTIFY
PUBLISH
DATABASE.
INFRASTRUCTURE
OPEN APPLICATIONS.
AGNOSTIC.
PLATFORM.
GO….

9. Go To Market…
This guy…& 33,000 others This store….& single click purchase
This award….& credible certification
250,000 customers ASKING
for
INNOVATIVE APPLICATIONS
FOR COMPETITIVE ADVANTAGE

10. Want To Learn More:
http://startups.saphana.com
http://hcp.sap.com