EIA2017Italy - Ken Singer - Entrepreneurship. The Ultimate Team Sport.
1. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Ken Singer
Managing Director, Sutardja Center for Entrepreneurship and Technology
IEOR Department, UC Berkeley
Entrepreneurship. The Ultimate Team Sport.
2. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Disruption:
⢠A proposed change in the order of things
⢠A rejection: that the current way is insufficient
⢠Threatens the incumbents
⢠They use their market dominance and power to
keep out new players
âA Startup is an Act of Rebellionâ â Ken Singer
3. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
What do Entrepreneurs do?
Learn Innovate / Adapt Teach
4. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
The Entrepreneurâs Journey.
Ideation
Fund Raising
Pilot
Basic Skills / cross training
Prod / Market Fit
Tech Issues
Conflict Management
Hiring / Firing
Team Formation
Legal
Accounting
5. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Team
Customer
Validation
Market
Validation
The Startup Journey
Scale
Singer Startup Journey Model (2016)
Go To
Market
Product /
Market Fit
Idea
1
Problem /
Solution Fit
User
Validation
7. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Team
Idea
Customer
Validation
Market
Validation
The Startup Journey
Scale
Singer Startup Journey Model (2016)
Go To
Market
Product /
Market Fit
Idea
1
Team
2
Problem /
Solution Fit
User
Validation
9. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Problem /
Application
Team
Team
Idea
Customer
Validation
Market
Validation
The Startup Journey
Scale
Singer Startup Journey Model (2016)
Go To
Market
Product /
Market Fit
Idea
1
Team
2
Research
3
Problem /
Solution Fit
User
Validation
11. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Problem /
Application
Team
Team
Idea
Customer
Validation
Market
Validation
Problem /
Application
Team
The Startup Journey
Scale
Singer Startup Journey Model (2016)
Go To
Market
Product /
Market Fit
Idea
1
Team
2
Research
3
Research
4
Problem /
Solution Fit
User
Validation
13. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Problem /
Application
Team
Team
Idea
Customer
Validation
Market
Validation
Problem /
Application
Team
The Startup Journey
Scale
Singer Startup Journey Model (2016)
Go To
Market
Product /
Market Fit
Idea
1
Team
2
Research
3
Research
4
Problem /
Solution Fit
User
Validation
Gravity
Graveyard
15. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Problem /
Application
Team
Team
Idea
Customer
Validation
Market
Validation
Problem /
Application
Team
Teams are the leading indicator of success.
Scale
Singer Startup Journey Model (2016)
Go To
Market
Idea
1
Team
Research
3
Research
4
User
Validation
Graveyard
16. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Entrepreneurship is NOT an Individual Sport.
17. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Diversity is an Act of Survival
18. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Successful Teams Have Many Diverse Skills and Traits
19. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
⢠Loves to discover how things work
⢠Seeks insight
⢠Understands how to apply lessons
⢠Always strives to improve
⢠Willingness to be proven wrong
Self-Learning & âTinkeringâ Mentality
20. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Listening is Your Most Powerful Tool
21. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Efficient / Effective Two-Way Communication
⢠Give direction
⢠Ask for direction
⢠Verify and clarify
22. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Sees Everyone & Everything as Opportunities to Learn
23. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Brutal Honesty IS a Business Strategy
24. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Healthy Conflict and Resolution
25. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Find the Right Balance between Intuition and Evidence
26. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Timing is Everything. Luck is Good Too.
27. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Creative in All Parts of the Business
28. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Knows how to delegate work & leadership
responsibilities
29. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Good, Speedy Execution is More Important than Strategy
34. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Your Team must be able to:
⢠Ideation
⢠Team management and grow
⢠Project Management
⢠Product and UI/UX Design
⢠Product development & engineering
⢠Product marketing & positioning
⢠Customer qualification
⢠Lead generation and marketing
⢠Business and revenue modeling
⢠Competitive analysis and managing âco-opetitionâ
⢠Sales and evangelization
⢠Customer management & support
⢠Deployment and system management
⢠Accounting and budgeting
⢠Fund raising
35. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
The 6 sides of Team Diversity
⢠Business function
⢠Roles
⢠Dynamic
⢠The Tipping Point
⢠Life Experience
⢠Silicon Valley Triptych
36. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Traditional Business Function
⢠Business Planning/Data Analyst (strategy)
⢠Designer (user/creative)
⢠Engineer (builder)
⢠Sales/Marketing (customer development)
⢠Project Manager (nanny)
37. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Roles to Play
⢠Idea Guy (âThe Dreamerâ)
⢠The Communicator (âThe Politicianâ)
⢠The Peace Maker (âThe Glueâ)
⢠The Problem Finder (âThe Detectiveâ)
⢠The Problem Solver (âMacGyverâ)
⢠Executor (âThe Ninjaâ)
⢠âBalloon Popperâ
⢠âPuppy Shooterâ
38. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Team Dynamic
Clutch AcceleratorBreak
40. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Diverse Life Experience = Parallax
41. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Silicon Valley Triptych
⢠Hustler (sales)
⢠Hacker (builder)
⢠Hipster (designer)
42. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Meet as many DIFFERENT people as possible
who are interested in the SAME subject matter
Coffee Breaks
43. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Leverage next 48 hours to meet potential team mates.
44. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Self Evaluation
⢠What are your strong suits?
⢠(How can you showcase them?)
⢠What are your weaknesses?
⢠(How can you mitigate them?)
⢠What is your topic interests?
⢠Why do you want to do a startup?
45. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
Building a Team that Complements
Your Team must be balanced across all
6 sides of diversity:
⢠Business function
⢠Roles
⢠Dynamic
⢠The Tipping Point
⢠Life Experience
⢠Silicon Valley Triptych
46. THE BERKELEY METHOD
January 2015Confidential Material: Property of Ken Singer
How to Choose the Right Teammates
⢠Donât choose members because they are âagreeableâ
⢠Find smart people you can disagree with but can come to agreement
eventually (how do they respond when you disagree?)
⢠Discuss everyoneâs strengths and weaknesses early on
⢠VALIDATE peopleâs strengths: are they REALLY good at Swift?
⢠Find teammates whose strengths fill your weaknesses
⢠It is more important that you choose the best team mates than join
the best idea