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Y Combinator Startup Class #12 : Building for the Enterprise

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Slide utilisé dans le cours n°12 de la Y Combinator Startup Class de Standford (http://startupclass.samaltman.com/) donné par Aaron Levie.

Publiée sur slideshare pour pouvoir être intégrée à l'article http://startupeers.co/y-combinator-startup-class-12-building-for-the-enterprise/

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Y Combinator Startup Class #12 : Building for the Enterprise

  1. 1. Building for the Enterprise (and why it’s not as bad as you think)
  2. 2. 27MM+ Users 240K+ Businesses 99% Fortune 500
  3. 3. How did we get here?
  4. 4. THE INTERNET: 2004
  5. 5. THE INTERNET: 2004
  6. 6. In 2004 it was really hard to share files
  7. 7. We identified rapidly changing factors: Cost of storage dropping dramatically More powerful browsers and networks More locations and people to share with
  8. 8. We put together a quick version of Box and launched it!
  9. 9. Soon we were getting 100,000’s of signups every month
  10. 10. But…
  11. 11. Over-serving consumers and Under-serving businesses
  12. 12. We had to make a choice
  13. 13. MOBILE APPS $35 BILLION
  14. 14. DIGITAL ADVERTISING $135 BILLION
  15. 15. GLOBAL IT $3.7 TRILLION
  16. 16. The problem was, enterprise software was really unsexy
  17. 17. Slow, Expensive, Complex, and… Sales
  18. 18. I’m Chuck!
  19. 19. “You’ll never make it in the enterprise” - Every investor, ever (in 2007)
  20. 20. My co-founder
  21. 21. We would only do enterprise if it could be done differently…
  22. 22. Everything has changed
  23. 23. CLOUD CHEAP STANDARDIZED EVERY BUSINESS GLOBAL USER-LED ON-PREMISE COMPUTING EXPENSIVE COMPUTING CUSTOMIZED SOFTWARE LARGE ENTERPRISES REGIONAL IT-LED
  24. 24. 1.75 BILLION SMART PHONES
  25. 25. 2.9 BILLION PEOPLE ONLINE
  26. 26. EVERY INDUSTRY IS CHANGING
  27. 27. Retail Healthcare M&E Education Advertising Hi-Tech Construction Packaged Goods Energy Government Legal Manufacturing
  28. 28. Accelerate multi-platform commerce
  29. 29. Enable more personalized healthcare
  30. 30. Global media creation & distribution
  31. 31. Every company in the world needs better technology to work smarter, faster, more securely
  32. 32. How do you get started?
  33. 33. SPOT DISRUPTIONS Look for new enabling technologies that create a wide gap between how things have been done and how they can be done.
  34. 34. SPOT DISRUPTIONS
  35. 35. INTENTIONALLY START SMALL Start with something simple and small, then expand over time. If people call it a “toy” you’re definitely onto something.
  36. 36. INTENTIONALLY START SMALL
  37. 37. FIND ASYMMETRIES Do things that incumbents can’t or won’t do because it’s economically or technically infeasible.
  38. 38. FIND ASYMMETRIES
  39. 39. FIND THE ALMOST-CRAZY OUTLIERS Go after the customers that are working in the future, but that haven’t totally lost their minds.
  40. 40. FIND THE ALMOST-CRAZY OUTLIERS
  41. 41. LISTEN TO CUSTOMERS But don’t always build exactly what they want. Build what they need.
  42. 42. LISTEN TO CUSTOMERS
  43. 43. MODULARIZE, DON’T CUSTOMIZE Every customer will want something a little bit different. Don’t make the product suffer for this.
  44. 44. MODULARIZE, DON’T CUSTOMIZE
  45. 45. FOCUS ON THE USER Keep “consumer” DNA at the core of your enterprise product. This will always pay dividends.
  46. 46. FOCUS ON THE USER
  47. 47. YOUR PRODUCT SHOULD SELL ITSELF Sales should be used to navigate customers and close deals, not be a substitute for great product.
  48. 48. YOUR PRODUCT SHOULD SELL ITSELF
  49. 49. This is an amazing time to start an enterprise software company
  50. 50. But if you don’t, we’re hiring. jobs@box.com

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