Fortunate to be volunteering to teach Middle and High Schoolers entrepreneurship (runs Jan. to Jun. 2016).

1. Session 3:
Turning your Passion into a Business
Opportunity

2. Master Agenda - Enterpreneurship 101
Session 1 - January 10th - What is creativity? What sparked Facebook, Google etc? What is my passion?
Session 2 - January 17th - Behavior traits for a successful entrepreneur.
Session 3 - January 24th - Turning your passion into a business opportunity.
Session 4 - January 31st - Steps needed for your startup ... 1,2,3 GO.
Session 5 - February 7th - Financials of the business opportunity.
Session 6 - February 21st - Presentation skills, successful pitches, what ideas got funded.
Session 7 - February 28th - Filing your patent, patent gotchas, successes and failures.
Session 8 - March 6th - Pitch your business plan to VCs (only 12 spots will be available).

3. Week 1 and 2 recap
Week 1
Passion
Creativity
Problem
Week 2
Leadership
Hardwork
Integrity
Social Good

4. Example of Turning Passion to Reality
“… making the world more open and
connected.”

5. Marc Zuckerberg
Wanted to make the world more
open and connected….
Facebook now has over
a Billion active users
every day!

6. The Hacker Way
Quotes from Mark Zuckerberg IPO Letter:
“Facebook was not originally created to be a company. It was built to
accomplish a social mission — to make the world more open and
connected.”
“Simply put: we don’t build services to make money; we make money to
build better services.”

7. The Hacker Way – Lot’s to Learn and Imbibe
“The Hacker Way is an approach to building that involves continuous
improvement and iteration. Hackers believe that something can always be
better, and that nothing is ever complete.“
• Focus on Impact
• Move Fast
• Be Bold
• Be Open
• Build Social Value

8. Real World Realities

9. Influence & Inspiration of Silicon Valley …
• Every field needs expertise in Computing (the ‘Digital’ Era
is upon us and here to stay)
• It’s all about Data - Big Data
• Artificial Intelligence (Machine Learning) - where
Computers think and act like humans

10. Silicon Valley – where VCs are your friends …
What / who is a
VC?
Why is a VC
important?
Name a VC firm
…

11. ThinkOutoftheBox

12. You have an idea …
Now What?

13. Create…
TheBUSINESSPLAN

14. Business Plan Components – Problem, Solution.
Problem Statement
What problem are you trying to
solve?
Why is it a big problem?
FFT (Food-for-Thought): What big
problem are we facing with our
health?
Solution to Problem
What is your solution?
Why are you uniquely positioned to
solve the problem?
FFT (Food-for-Thought): What big
problem did iPhone solve?

15. Business Plan Components – Product, Business.
Business Model
Who will be your customers?
How will you make money?
FFT: How does Facebook make
money?
Product and Technology
What is the Product? What will it look
like to your customers?
What is the ”special sauce” in your
product? What technology will you
build?
FFT: What is the product and
technology that Google offers?

16. Business Plan Components – Market, Sales.
Marketing and Sales
How will you market and sell your
product?
FFT: How and where is Coca Cola
sold?
Competition
Who else is trying to solve the
problem you are solving?
FFT: Who is competing with Tesla?

17. Business Plan Components – Team, Finance.
The Team
The Founding Team
The Management Team
FFT: Do startups get founded and
run by a single person? Why yes or
why not?
Financial Model
Profit = Sales (Revenue) – Cost
FFT: Why do startups fail (only 1 in
10 succeed)?

18. Class Exercise

19. Class Exercise
My passion: <explain what area(s) you are passionate
about>
A problem to be solved in my area of passion: <uncover
problem(s) in your area of passion that you think you can
help solve>
My startup idea that addresses the problem: <what is the
solution you propose that can help solve the problem(s)>

20. Homework

21. Homework
• Create a founding team – pick team members based on
similarity of idea from Week 3 Homework
• … or friends of similar age group – in which case pick one of
the ideas from the team
• Start to convert your Week 3 Homework into a Business
Plan (you don’t have to finish it in 1 week)
• First focus on your strengths – product, technology, marketing,
etc. - I will help you fill the rest …
• Use Business Plan Template provided in this presentation

22. Appendix – Business Plan Template

23. Startup Business Plan Template
For Presentation to VCs
Adapted from Guy Kawasaki’s 10/20/30 Principle
10 Slides, 20 Minutes, 30 Points Font

24. 24
Before you Pitch to a VC!
• Uncover your audience’s “Hot Buttons”
• Ask yourself the question:
“To make today’s meeting as effective as possible, what are
the three most important things that you would like the
audience to learn about your company at this time?”
• Adjust time & emphasis on sections accordingly

25. Executive Summary
• <Your Company> is a <what you are> specializing in <what
you do> for <specific customers>.
• Our <special sauce> gives us a <unique advantage> that will
capture ??% of this $??? M market.
• We will be looking for $?? M to build an <enabling function>
that will generate $?? M over the next XX months.
<20% of presenters do this well

26. What’s the Problem?
• Describe the problem you are looking to address in simple,
clear concise terms
• Current state, seriousness of problem
• Desired future state, benefit to customer
• Scale of the initial market
• No more than 6 bullets
• Graphics better than words
< 10% of presenters do this well

27. What’s your Solution
• Describe your solution in simple, clear, concise terms.
• Key benefits, features
• Product roadmap
• No more than 6 bullets
• Graphics better than words
> 70% of presenters do this well

28. What’s the Business Model
• Explain how you are going to make money - clear, concise (If
you can’t describe your business model in 20 words or less, you
probably don’t have a workable model)
• What’s the value to the customer? Customer Value
=(Seriousness of Current State + Benefits of the Desired Future
State) Cost of the Solution
• Bottom up is better than top down
< 10% of presenters to this well

29. What’s your “Special Sauce”
• What’s the proprietary, underlying “magic” that gives you a
clear, defensible advantage?
• Patents on their own are rarely sufficient
• What are you going to do particularly well that it will be difficult
to copy?
• Graphics better than words
<30% of presenters do this well

30. How you are going to Market & Sell your product or Service
• Describe your Marketing & Sales strategies in simple, clear,
concise terms.
• 1 or 2 marketing strategies
• Sales cycle & strategy for initial market
• No more than 6 bullets
• Graphics better than words
< 50% of presenters do this well

31. Competition
• There is ALWAYS competition – even if it’s the way it’s done
now.
• Provide a Competition Analysis
– a table/chart comparing your solution to the current
approach and major competitors, by key benefit
• The more realistic you are, the more believable your case
< 30% of presenters do this well

32. Who’s on the Team?
• Management Team
– Why is this the Right Team?
– relevant information only - shorter is better
– include relevant company names & positions
– include independent Directors, if relevant
• Identify holes that will need to be filled
< 10% of presenters do this well

33. • P & L (by Quarter for first year, annually thereafter, 3 years out)
Past Year Q1 Q2 Q3 Q4 TOT 2nd Year 3rd Year
Revenue
COGS
R&D
S&M
G&A
EBIT
Cash Flow
• Bottoms up better that top down
• Assumptions more important than numbers – be prepared to
explain them
< 10% of presenters do this well
Financial Projections

34. Status & Timeline
• Major Milestones, what’s been achieved to date, Current
Status, what still needs to be done & how long it’s going to
take.
• Include expected liquidity event.
<30% of presenters do this well