Certification on Entrepreneurship

Course: 100 Hours

Module

1 Introduction to the course 2 Corporate & Business Strategy General presentation about startup development phases: from formation, to validation, to scaling. Key points from each of the stages from various perspectives (entrepreneur, team member, mentor, investor etc.) Lean Startup, Presenting your business Work on your business model assumptions. Key terminology: idea & innovation, entrepreneurship & startups Slicing the pie Formalize your business model using the Business Model Canvas. Key success & failure factors Talking with customers * Learn about the lean startup model. Investors, valuation, advisors & mentors Building a great product How startup stages help in building a venture Choosing the right development methodologies 3 Leadership and founders How do investors and others view startups Fail quickly: Integrating feedback in a Lean Development Process How is value built and measured in various phases Product Roadmap 4 Organization Basic methods & tools Implementing a Software development methodology and pipeline based on continuous iteration Organize your team and understand how to support the organization along the phases of evolution Additional tools & resources for self learning Why doing customer service at a startup is Job #1 and your CTO should do it! Set key milestones, understand company lifecycle Building a business in the Cloud (Azure) Human Resources, roles and delegation. Module IB Design Thinking & UI/UX Executive and non-executive responsibilities. General presentation about startup development phases (from formation, to validation to scaling) specifically from the support role’s perspective. UI/UX Principles Lean organization and management of resources. Key terminology: idea & innovation, entrepreneurship & startups Lean Design Guide Innovation megatrends Where Design meets your brand 5 Product and service development Why startups? Growing your business, Branding Learn the basic principles of product development Startup as a category Branding Waterfall, Agile and Lean product development process Understanding & mapping startup ecosystems Data, metrics and user feedback Product-to-market and business options Public-private partnerships Developing and executing a strategic digital marketing plan Product unique values, design and product lifecycles Developing startup ecosystems Video SEO Make or Buy, Gross Margins Maturity levels and measures for startup ecosystems Adding Facebook to your strategy Measuring and Collecting valuable data Growing your business 6 Market analysis and competitive intelligence Use of startup data SEO in your Market How to make the most of market data, information on competitors, and conduct your own analysis to ensure the most appropriate positioning for your solutions from the start. KPIs Understanding your target market supply, demand and competitive environment Module II Data driven culture for startups Using the SWOT analysis tool Focus on the formation phase, which is the most crucial phase for co-founding team building Developing sales metrics and KPIs Preparing for the journey: what things to focus on and why? Culture & HR, Legal & IP 7 Marketing Value of ideas & how to innovate more systematically Culture Understand the principles of marketing and lead generation in B2B and B2C situations Building BIG visions Common Mistakes in HR Understand and focus on your customer business problem Measuring potential Common Mistakes in IP Branding, Marketing funnel, B2B marketing Success & failure factors Common Mistakes in Legal e-marketing, key performance indicators, community management Mission, Vision & Strategy Building the right team(Cofounders up) Co-founder team building Legal Overview* 8 Finance Idea / team fit Sales Understand key financial elements for startups Shareholder agreement (SHA) B2B sales Revenue models and projections Confirming team commitment B2C sales Cost of acquiring customers, know your cost structure Problem / solution fit Public Sector sales* Profit and loss and cash flow statements Market timing and journey Sales for Startups Funding options, Paths and milestones Planning in short & long term Building and Managing a sales pipeline Evaluating opportunities Culture specific sales* 9 Intro to Business Plan Funding options and strategies at this stage Scaling your sales Introduction to inspiring, highly efficient business plans Additional tools & resources for self learning Sales Essentials A story to tell Strategic Partnership Business Plan structure and tips Curating Partnerships

 Securing Partnerships

10 Presentation skills Focus on product/service build and validation phase, which is the most crucial phase for future revenue and profitability generation Case Studies(Strategic Partnership through Leader) Learn the tips of impactful presentations What things to focus on and why? Strategic Partnership in your region* Presentation styles, Story telling Defining a product and MVP Financials The Succes(s) method Defining initial business model Accounting Design, page layout and visuals Customer development and future prioritization Financial Projections(Modeling) Preparation and adapting to the audience Extended team building and funding options Cap Tables Validation metrics Spread the Word 11 Negotiation Methods & tools Common mistakes in PR Introduction to the principles of negotiation Additional tools & resources for self learning Growth hacking through PR Key principles, attitude and objectives Press Understanding the other party’s interests, finding a common ground PR/Press Ecosystem* Soft and hard factors, must have, nice to have, best alternative to negotiated agreement Module IV Funding Strategy, Company Strategy Negotiation exercises with customers, investors or partners Focus on scaling phase, which is the most crucial phase for getting serious about building a real and scalable business Funding Strategy What things to focus on and why? Company Strategy 12 Sales Business planning Investment Landscape Introduction to sales and sales management Go to market strategies Investor Landscape* Correctly address sales as a key driver of success of a venture Born global & internationalization Angle Investors Models of sales organization (direct, channel, web, account) Scaling metrics (KPI’s) How to raise money The process, from lead generation to closing and retaining clients, funnel and pipeline Recruiting Management of sales, the routines and the tools Building processes Sales call and pipeline management exercises Funding options Working with big companies 13 Legal Methods & tools ABILITY TO PLAN Get an overview of legal issues you may face when formally launching a venture Additional tools & resources for self learning BETTER SELF CONFIDENCE Choosing the appropriate company structure EFFECTIVE COMMUNICATION Commercial contracts ENTREPRENEURSHIP AWARENESS Financing rounds legal considerations INTERPERSONAL SKILLS Employees contracts and incentive plans Week 1: Who is your customer? PERSONAL EFFECTIVENESS 14 Intellectual Property Week 2: Sell something to someone SITYATIONAL LEADERSHIP Overview of the Intellectual property aspects of a venture Week 3: Pricing SKILLS OF A LEADERSHIP Patents, trademarks,design and copyrights Week 4: Dive into the Data – what is important for you to be tracking? SUCCESS FACTORS Principles, requirements, filing and tips Week 5: The Team – what skill sets are needed on your team? TEAM BUILDING Week 6: Building a pipeline 15 Gearing up for Growth Week 7: Your competitive advantage Strategy: How does a business create and sustain a competitive advantage? Understand growth canvas of successful companies Week 8: From the customer’s perspective Marketing: How does a business decide what the customers are for its product or service and how to best reach those customers? Prepare growth canvas for your company Week 9: How to be contagious Finance: How does a business raise money to finance its goals and objectives? Present your growth strategy to the group Week 10: How you tell your story Operations: What are the methods and systems used to provide customers with products and services? Week 11: Create your financial and operational plan HR/Organizational Behavior: How does a business find, attract, train, reward and retain the right people? 16 Key Performance Indicators for Growing Companies Week 12: Understanding raising capital Problem Solving: How do you break down complex business problems to drive improvement? Understand what you should be measuring and why Week 13: Go sell some more Managerial Economics: What are the basic market and industry forces impacting a business? Develop your own tool for managing your business growth Week 14: Tighten up the plan and go! Communication: How do you deliver your ideas for real impact? Learn how to define your KPIs Teamwork: How do you work in collaborative business teams? Understand how to measure your performance for decision-making Career Planning: How do you market yourself to get the job you really want? 17 Value Proposition and Pricing for Growth Learn how to build a compelling value proposition Understand how price influences the value perception Learn how to price a new product or service 18 Product Development & Collaboration for Growth Learn how to develop a successful product Understand where to focus R&D & how to innovate What type of collaboration for growth 19 Sales Process and Management to accelerate Growth Identify the elements of your strategic sales Sales process and tools, opportunity pipeline management Sales management, hiring, setting up objectives Become a high performing sales manager 20 Leveraging Negotiation for Growth Key principles of negotiation and negotiation tips Negotiating with supplier and technology partners, channel partners and clients Understanding cultural differences 21 Financing for Growth Revenue modelling and projections Operational expenses and cash plans Anticipate and monitor cash flow needs in growth phase Scalable pricing for growth Understand financing options and their match with business targets Sharpen your financial pitch to investors and bankers 22 Organization in the Growth Phase, Improvement Processes Understand typical growth phases organizations go through Develop criteria matrix for decision making applied to your business Understand potential risks associated with bad decisions taken at previous phases Learn about practical solutions to minimize impact of a potential decision 23 Personal and Team Management to sustain Growth Structure Recruiting Organization Motivating Governance