Striving for Business Excellence

Striving for Business Excellence
Think BIG and Be GLOBAL! The Journey of Tech Business Experience…
Business Acceleration Program
Offered by
UP and to the RIGHT
www.up‐andtothe‐right.com
Endorsed by
Corallia Clusters Initiative
www.corallia.org
HSIA – Hellenic Semiconductor Industry Association
www.hsia.gr
Sponsored by
7L Capital Advisors
www.7lcp.com
With the Expert Contribution of
• Experienced Executives and CEOs
• Business Acceleration Experts
• Venture Capital Investors
• Business Professors
• Entrepreneurs
Seminars Offered on:
May 17, 2010
June 28 ,2010
Athens, Greece
Workshops Offered on:
May 18, 19, 2010
June 24, 25, 29, 2010
Athens, Greece
Global Experience Trip:
September‐October 2010
Silicon Valley, California
A business education program
enabling prominent technology
companies and entrepreneurs to
advance their capabilities and
skills for taking their technology
business to the next level

The Program
The objectives of the Business Acceleration Program
are to enhance the capabilities of Greek technology
companies in developing high value businesses, to
provide guidance for advancing to the next level and
to promote business alliances for commercialization
of innovations in global markets.
The Program is structured as a series of progressive
modules for advancing the business sophistication of
upper managers, entrepreneurs and leaders. The
Program was tailored for Greek companies with the
insights and guidance of the endorsing organizations.
The program modules are carried out in four stages
which include pre‐work, seminars, workshops and
real life experience from executives, entrepreneurs,
investors, customers and the global market place.
The Benefits
Discover practical tips on how to:
‐ Maximize your technology business plan
‐ Craft a credible business value proposition
‐ Accelerate customer‐driven development
Gain real life experience on how to:
‐ Position your business for customer needs
‐ Differentiate your products in global markets
‐ Innovate more scalable business models
Take your business to the next level:
‐ Polish your business plan with expert advice
‐ Perfect your positioning to customers and VCs
‐ Expand your reach in the global market place
Structure
Business Acceleration Program Stages
• High-Tech Business Fundamentals
• Crossing the Technology Chasm
• Customer Value Proposition
• Market Opportunity Metrics
• VC Investor Psychology
• Marketing Strategies
• Global Alliances
• Fundraising
 Business Template
 Team Coaching
 Seminar ‐ Think BIG!
 1st
Day Workshop
‐ Business Essentials
‐ Mini Exercises
‐ Refine Business Plan
 2nd
Day Workshop
‐ Team Presentations
‐ Expert Panel Advise
‐ Assess Business Case
 3rd
Day Workshop
‐ Perfecting Positioning
‐ Team & Advisory Board
4th
Day Workshop
‐ Perfecting Pitching
‐ Preparing for Investors
 Seminar ‐ Be GLOBAL!
‐ Real life startup stories
‐ Tips for Scaling Business
 5th
Day Workshop
‐ Presentations to Panel
‐ Validate Business Case
Prepare
Launch
Advance
 Trip to Silicon Valley
‐ Setup at “Plug & Play”
‐ Meet Greek Diaspora
 Intro to Ecosystem
‐ Universities & Startups
‐ Business Infrastructure
 Networking Events
‐ Executive Coaching
‐ Live Pitching to VCs
 Intro to Customers
‐ Prospect Matching
‐ Customer Meetings
 Reporting to Greece
‐ Self Assessment
‐ Tell the tale
Expand
Stage 1 Stage 2 Stage 3 Stage 4
The program will be conducted in English. Qualifying participants will attend in two‐person teams who will act
as the CEO & CTO during the course in crafting their technology business case for attracting customers and
investors. The case includes team exercises and role playing on various topics such as, operating plan, business
strategy, value based selling, licensing, fundraising and other non confidential subjects. As such, companies or
teams should be careful not to disclose any information considered to be confidential or proprietary.

Stage-2 Seminar: Think BIG! May 17, 2010
Seminar Date and Venue:
Who Should Attend:
Technology entrepreneurs and senior managers, executives, or leaders of technology companies. Expertise
and experience of the participants are critical to the learning process. Essential prerequisites are fluency in
English, a technology‐related degree, basic skills in business planning and knowledge in financial statements.
The business experience of proving a startup idea, innovation, or a product with customers; creating a value
proposition and business plan to attract early stage funding; growing the business with repeatable revenues;
attracting a seasoned team and late stage investors to finance growth; and expanding the business globally.
Monday, 17 May 2010 at the Microelectronics Innovation Center (μIC), Sorou 12, GR‐15125 Maroussi, Attica
or a location nearby. More up‐to‐date information can be found at www.corallia.org.
Topics Covered:
09:00 – 09:15 Registration/Coffee
09:15 – 09:30 Introduction
“UP and to the RIGHT, Consulting, Inc.”
09:30 – 10:20 Athanasios Kalekos
“Lifestyle Firm or BIG Business?”
10:20 – 10:30 Coffee Break
10:30 – 11:20 Onic V. Paladjian
“From the Garage to BIG Value”
11:20 – 12:10 Spyros Trahanis
“The BIG Fund Raising Battle”
12:10 – 13:00 Lunch Break
13:00 – 13:50 Evangelos Raptis
“Got the BIG Money! Now What?”
13:50 – 14:40 Salvator Levis
“The BIGGER Business Challenge”
15:00 – 15:50 Vasilis Theoharakis
“Crossing the BIG Greek‐Tech Chasm”
15:50 – 16:45 Panel
By Experts Speakers
16:45 – 17:00 What’s Next
“UP and to the RIGHT Consulting, Inc.”
17:00 + Networking
Completed
Completed

Onic V. Palandjian – “From the Garage to BIG Value”
Athanasios Kalekos – “Lifestyle Firm or BIG Business?”
Mr. Kalekos has over 25 years in management and investment experience of
software‐related, High‐Tech. He has been the President & CEO of Conformiq and
executive VP at Coware corporation. Prior to Coware he was a general partner at
Telos Venture Partners, an early stage venture capital firm. He has also served as
the senior VP of corporate strategy and professional services at Cadence Design
Systems, where he contributed to the company's transformation from a software
provider to a software‐and‐services solution provider which resulted in a revenue
increase from $300M to $1B over a period of seven years. Earlier in his career,
A.K. held senior management positions at Computervision, Xerox and Mentor
Graphics. He holds a BSEE and an MSEE from Rensselaer Polytechnic Institute.
Presentation
So, you got a BIG technology idea and a vision? Where do you see yourself be 10 years from now? Running a
lifestyle business? Managing a global leader? Retired wealthy executive; Investing in Greek‐Tech startups?
What’s your definition of success and how to get there? 1st: “ΓΝΩΘΙ ΣΕΑΥΤΟΝ” and your potential; 2nd: built
know‐how serving a market need and prove your value; 3rd: make tough choices: is your firm a candidate to
be a specialty business, or a scalable VC‐backed corporation? Would you rather own 90% of a small service
firm or 10% of a global business? What’s the path to profitability in global High‐Tech markets? The checklist:
talented people, experienced people, business plan, execution plan, customers, value proposition, funding,
and self‐awareness that government subsidies are a tiny seed for your idea that may account for 20% of the
business by the time the business grows BIG. So what’s your advantage over many smart techies worldwide
and how you can build on it and succeed? Get ready, shoot, aim! Yes, that’s right, shoot first then aim.
Mr. Palandjian has over 18 years experience as a Venture Capitalist, technology
entrepreneur, and executive in financial services. He is currently an Investment
Director with Capital Connect, a private equity fund, where he has evaluated
and invested in many SMEs. Previously, he was the founder of IHM Ltd in London
and IZU GmbH in Hamburg, two technology companies that became a model of
innovative startups and were acquired from Royal Mail Plc and Deutsche Post
AG. Earlier in his career, Mr. Palandjian was with Dorian Eagle Financial Partners,
where he evaluated investments in energy, transportation and technology. He
started his career as an executive at John Hancock Financial. He holds a BSc in
Management from Bentley and a CSS in Business Administration from Harvard.
Presentation
So, you seek cash to fund your BIG idea; and VCs won’t fund you unless you have customers and proven
technology; but if you had customers and the technology sorted you wouldn’t need the cash! So you feel
stuck in this vicious cycle. However, if you believe BIG in your idea it’s really up to you to make it BIG from
your garage. Think BIG, get out of the box, find a customer that has a BIG need you can address willing to
take a risk with you and sell the story that fills that need. Then get more customers, prove your BIG value‐
vision, prove it again in a foreign market and distill the value into a compelling and fundable business plan.
Then sell BIG your value vision to the right investors who have the cash, expertise and connections to help
you build the business. Never give up when doors slam in your face! Secure BIG strategic partners, guard
your BIG leverage and focus on “smart money”. You’re half way to BIGGER business, or an exit…

Evangelos Raptis – “Got the BIG Money, Now What?”
Spyros Trachanis – “The BIG Fund Raising Battle”
Mr. Trachanis has over 14 years experience in private equity investments and
early and mid stage companies. He is currently a director of private equity at
Oxygen Capital, a financial advisory firm focusing on investments in Greece and
South‐eastern Europe. Prior to Oxygen, he was an Investment Director at NBGI
Private Equity Ltd and a co‐founder of NBG Technology LP, an early‐stage VC fund.
Prior to that, Mr. Trachanis served as an Investment Manager with Global Finance
focusing on Technology, Media and Telecom sectors. Earlier in his career, he was
as a director of several VC‐backed companies and on the Investment Committee
of an Istanbul based private equity and a telecommunications consultant. He
holds an MSEE degree from the University of Patras and an MBA from Insead.
Presentation
Would you invest in something you don’t understand? Most Venture Capitalists don’t get high tech and have
plenty of other choices with lower perceived risk and clear growth prospects. As such, technology companies
have a BIGGER battle to raise fusing. As an engineer by education I get excited by technology innovation. But
as an early stage investor I learned some tough lessons on what it takes to create value from early stage
technology. Many entrepreneurs came to me for funding, but had hard time to convince me why they had a
compelling business case, or that they had what it takes to build a business. So, what are early stage VCs are
looking for to invest in High‐Tech? What is the process you will go though to convince technology‐agnostic
VCs of your BIG technology potential? How can you show them that you can manage business risk and build a
customer base? And if you convince VCs to invest in your BIG idea, what terms you should expect to close the
deal? And finally, what you should expect from them after they invest in your business?
Mr. Raptis has over 15 years experience on both sides of the finance divide:
first as an investment banker and private equity investor and then as industry
operator. Since 2005 he is the Group CFO at Printec, an IT & Services company,
overseeing €100M+ operations with 600+ employees and subsidiaries in over
15 countries. Prior to Printec, Mr. Raptis was a Director of Private Equity and
Corporate Finance at Alpha Bank, where he managed its investment portfolio
and arranged a number of M&As and IPOs in Greece and the NYSE. Earlier, he
focused on Debt Capital Markets at Chase Investment Bank. He holds an MA in
International Economics and Finance from Brandeis University and an BA in
Economics & Political Science from Swarthmore College and has completed the
Executive Program at the Stanford School of Business.
Presentation
You got the BIG idea. You got BIG customers. You have a product and BIG operating plan, at least on paper.
And you convinced the early stage VC to invest BIG money in your plan. You think you’re on the top of the
hill? Not so fast! Now you got to build the BIG operation, the functions, the team, the partners the sales
channel, etc. It a daunting task to get everyone aligned behind your BIG vision; a challenge to manage the
board; a struggle to lead a BIG and diverse team to execute the milestones for your vision; a nightmare to
manage cash carefully not run out of money prematurely; and a juggle to keep a balance in the operation,
while constantly watching market trends for a potential shift that could make or break your business. All
these tests are a BIG balancing act which you must pass over and over in order to grow BIGGER. Managing
growth successfully makes your “garage days” look like a fairy tale.

Vasilis Theoharakis – “Crossing the BIG Greek‐Tech Chasm”
Salvator Levis – “The BIGGER Business Challenge”
Mr. Levis has over 30 years experience as an Executive Director of Investments
for a large private equity firm, Financial Services and the banking industry. He is
currently a Principal at 7L Capital Partners a private equity/VC firm investing in
the Emerging countries of South Eastern Europe. Prior to 7L Mr. Levis was
Executive Director ‐ Investments and a member of the Management Team at the
Commercial Capital Group, one of the largest private equity/venture capital firms
based in Emerging Europe. Earlier in his career he was Director of the Financial
Systems Division of AT&T Global Information Solutions (NCR) in Athens, and a
Credit Officer at the Ionian & Popular bank of Greece. He holds a BA from the
University of Piraeus and has completed the Executive Program at the Stanford
Graduate School of Business.
Presentation
So, you managed to go through the bumps; established the operation with stable revenues and outlook for
growth; and need to finance your company’s growth stage? Start thinking when to hire a BIG time CFO and
seasoned executives; how to build proper corporate governance; how to manage cash flow and set up
reliable budgeting and forecasting procedures. Map out your exit strategy alternatives, think through the
equity structure, the liquidation preferences and voting; and distinguish between management vs. stock
ownership. Then do your due diligence for the later stage investors you’d like to bring on board: how do you
know if they the right for your firm? How do they manage their portfolio made of different stage firms; how
they help the management team grow or decide to bring the right CEO; how do they manage through bull
markets, recessionary economic cycles or when the cash runway is getting short? And finally how they will
help management to navigate toward an exit that would make you rich?
Dr. Theoharakis has over 20 years experience in Executive, Management and
Academic positions. He is Chairman & Co‐founder of Nanophos, a nanotechnology
company, an Associate Professor of Marketing at ALBA Graduate Business School
and a Senior Lecturer at Aston University . His research focuses on New Product
Development & Entrepreneurship. Earlier, Dr. Theoharakis spent several years in
Silicon Valley, where he directed marketing and business development at 3Com
Corporation’s enterprise business. He started his career as a researcher for high‐
speed networks at IBM’s T.J. Watson Research Center. He holds a B.Eng. in EE
from the State University of New York at Stony Brook, an M.S. in EE from the
Polytechnic University, an M.B.A. from New York University and a Ph.D. from the
University of Warwick.
Presentation*
So, let’s begin the journey of business experience from the technology lab into the global marketplace. First,
technology is not product. Second, great products evolve through customers. And third, there are many
High‐Tech firm failure stories are a result of the technology to product chasm that are not known; and few
success stories of firms that were able to cross the chasm and ride the wave of the next market tornado and
became famous. But for Greek high tech industry there are more obstacles that create an even BIGGER
chasm we need to cross: we must dare to Think BIG and Be GLOBAL; we must go beyond cultural barriers
and accept that failure is an asset and experience which makes us BETTER; we must strive to look BEYOND
our narrow national borders and avoid tying operating plans and business success to the tyranny of
European funds or government subsidies; we must use these funds smarter in getting started or validating
our innovative ideas with customers. Only then, we’ll discover our true potential to international success...
*Mr. Theoharakis is also a Workshop Coach on the subject of Market Assessment

Program Details
Stage-2 Workshop
The hands‐on workshop will focus on the main four major areas of the business presentation template: Market
Assessment, Value Proposition, Market Strategy and Execution Plan. For each area there will be a presentation,
and case study, followed by teams working on their business plan with the assistance of coaches. The sessions
with include real‐life web‐based presentations by business development experts from Europe & Silicon Valley.
09:00 – 09:15 Overview‐Agenda
09:15 – 10:00 3‐min Business Intro
Round Table – All Teams
10:00 – 12:00 Market Assessment
Presentation & Case Studies
Work on Business Plans
12:00 – 13:00 Guest: Cesar‐Martin Perez
“The Business IS the Customer”
13:00 – 13:30 Lunch
13:30 – 15:30 Value Proposition
15:30 – 17:30 Solution Pricing
17:30 – 18:30 Guest: Steve Cliadakis
“Being a Serial Entrepreneur”
09:00 – 10:30 2‐min Value‐Vision Intro
10:30 – 11:30 Business Models
11:30 – 13:30 Sales Channels
13:30 – 14:00 Lunch
17:30 – 18:30 Guest: Kurt Wolf
“How Your Customers Buy IP”
16:30 – 17:30 Business Assessment
14:00 – 16:30 Execution Plan
Excel Template
Self Assessment
May 18, 2010 May 19, 2010
Stage What/When Objective Description
Started Off‐line Prepare Your Business Case
Participanting teams receive a template for a business plan presentation which they complete at a
draft level before  the workshop. During the workshop participants will refine their plan.
Seminar
May 17, 2010
Share Business Experience
Think BIG: Experts with  experience & track record as executives, financiers, business educators and
VCs will present various topics and real life stories on how to build a High‐Tech business.
Workshop
May 18, 2010
Practice Business Essentials
Experienced marketers will conduct sessions on market assessment and value proposition with real
life stories from them and other experts. Teams will work on refining the related sections in their plan.
Workshop
May 19, 2010
Assess Your Business Case
Experienced marketers will conduct sessions on market strategy and execution plan with real life
stories from them and experts. Teams will refine their plan and assess what they'll do differently.
Workshop
June 24, 2010
Refine Business Positioning Bill Joos
1
will present the Top‐10 mistakes in Business plans and coach teams on how to polish their
business plan and perfect their positioning and pitching for customers and VCs.
Workshop
June 25, 2010
Sharpen "Pitch" for Investors
Sales & marketing experts will coach teams on how to prepare for the investor meeting and conduct
practice sessions prior to the teams presenting to a panel of experts, acting as customers and VCs.
Seminar
June 28, 2010
Listen to Real Startup Stories
Be GLOBAL: Experts with proven global business experience and track record as executives, CEOs and
entrepreneurs will present real life success and failure stories of companies in global markets.
Workshop
June 29, 2010
Validate Your Business Case
Teams pitch their business plan to the panel of global experts (acting as customers or VCs) and obtain
advice on how to strengthen their plan,  expand the business and compete in the global market place.
4
Silicon Valley Trip
Fall 20102 Experience Global Markets
Eligible teams will travel to Silicon Valley and become explosed to the global business ecosystem;
network with executives, customers & VCs; and prepare to take the business to the next level.
1. Bill Joos is the principal of "Go to Market Consulting", a mentor and coach of entreprenuers ‐ http://www.finnode.com/themes/finnode/files/joos.pdf
2. Approximately 15‐day incubation period in the September‐October timeframe at the "Plug & Play Tech Center" http://www.plugandplaytechcenter.com/
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Completed
Completed
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Mr. Perez has over 25 years executive experience as a global account director, business director, and European
Operations for EDA, IP and SaaS companies based in Silicon Valley. He is currently the VP of European
Operations at Fat Spaniel Technologies, an SaaS solutions provider of high‐accuracy predictive capabilities for
optimizing solar plant production. Prior to Fat Spaniel Mr. Perez was at MIPS Technologies for 9 years where he
held positions as the GM of the Analog Business Group after the acquisition of Chipidea and as the VP of
European operations for the digital core business. Prior to MIPS Mr. Perez was the Semiconductor Business
Director at Mentor Graphics and a Global Account Director at Cadence Design Systems, where he pioneered
industry’s first corporate Flexible Access Model EDA deal with a leading global IDM. Mr. Perez holds a graduate
degree in Electronic Automation from the University of Applied Sciences of Hagen University, Germany.
How do you build a successful business with value‐add IP? The cost/value equation varies by
type of IP so you need to know your customers’ business and technical issues at a high level;
evolve a customer‐driven sales process; chose smart which customer to engage and when;
use application‐specific knowledge to influence customer and close contracts you can deliver;
and bridge the gap with global customers through communication, teamwork and on‐time
delivery. You’re on your way to build a high value business and possibly an acquisition target.
Mr. Cliadakis has over 20 years experience in business development, sales and product development for
technology‐based companies. He is the founder of Silicon Impact, working with start‐ups and well‐established
companies seeking to expand operations, establish strategic partnerships, develop new businesses, and raise
capital. Previously, he was V.P. of worldwide sales at Sidense Corp., a semiconductor intellectual property (IP) start‐
up. Steve co‐founded and was V.P. of sales and marketing for Embedded Internet Solutions growing their cable and
satellite broadband software business. He was a co‐founder of Silicon Access, and held senior positions at Synopsys
and Compass Design Automation. Earlier in his career, he managed IC design teams at Microchip Technology and
General Instrument Corp. He holds a B.E. in Electrical Engineering from the State University of New York at Stony
Brook, an M.B.A. in Finance from Adelphi University in New York, and has completed advanced coursework at the
Haas School of Business, University of California at Berkeley.
Jumping from the corporate environment to pursue a vision in a startup is full of surprises and
new experiences. How do you build the team and value‐vision? Go about Fundraising with or
without VC? Get a customer without a product? Find out the real customer pain and value
proposition? Build winning business strategies and learn from failing ones? An entrepreneur
thrives on turning new technology crown jewels into a treasure hunt. And with new trends in
microelectronics/IP, SaaS, broadband and clean energy markets new opportunities lie ahead.
Mr. Wolf has over 20 years experience in the semiconductor industry. He is the Founder and President of Silicon‐
IP, Inc., the first & only independent outsourcing firm for 3rd party silicon‐IP. The deliverables to silicon design
teams include technical and quality due diligence as well as license negotiation. As an outsourced service,
dedicated to serving silicon design teams, Silicon‐IP operates as an independent agent to aggregate 3rd party IP
requirements and provide design teams with knowledge, insight, and implementation skills at a lower cost
compared to larger technical and business professional teams found in bigger corporations. Along with SoC
design teams, Mr. Wolf is currently consulting at GLOBALFOUNDRIES to build their 3rd party IP portfolio. Prior to
founding Silicon‐IP, Mr. Wolf spent 11 years building and managing the 3rd party IP eco‐system at TSMC and held
various marketing and business development positions at AMD. Mr. Wolf has a M.S.E.E. from the University of
Michigan and an MBA from Santa Clara University.
Customers won’t buy IP unless it works in context of a chip and is proven in real silicon. And
it’s hard to sell your IP without a customer, so how do you get around this vicious circle? What
infrastructure, metrics and process you need to build to be competitive in the IP ecosystem?
How do your customers evaluate, rate and source IP that fits their application needs, is design
validated and meets their spec post silicon? And what common IP infrastructure do you need
to set up in order to accelerate IP deployment and be competitive in the global market place?
Kurt Wolf – “How Your Customers Buy IP” Web Link: Wednesday May 19, 17:30
Steve Cliadakis – “Being a Serial Entrepreneur” Web Link: Tuesday May 18, 17:30
Cesar Martin‐Perez – “The Business IS the Customer” Web Link: Tuesday May 18, 12:00

George Paparrizos is the Director of Marketing at Summit Microelectronics, a private
company specializing in programmable power management IC solutions. His responsibilities
include product definition, business development, project management, and complete
product solution market introduction including pricing, packaging, promotion and sales
training. Before joining Summit, he was a senior product marketing manager at Microchip
Technology in charge of a multi‐million dollar product line for the battery, power and
thermal management markets. Prior to Microchip he was a market analyst at Telcom
Semiconductor focusing on emerging markets that drove the company strategy. Mr.
Paparrizos has authored numerous articles for industry publications and his products have
consistently won industry awards by major organizations. He holds an MSEE degree from
the Technical University of Aachen, Germany (RWTH) and an MBA from the Haas School of
Business at UC Berkeley and is a co‐author of two patents pending.
Mr. Katsioulas has over 25 years of experience in marketing and business development of
software, EDA, IC design and IP solutions. He has a consulting practice assisting early stage
companies with business strategy, product marketing and revenue models. Previously he
was a Sr. VP of Corporate Strategy at Forte Design Systems, a consultant to VC investors
and the Chair of the Industry Baseline Working Group at the Fabless Semiconductor
Association which published a guide for IP business models and licensing. Mr. Katsioulas
was the founder & CEO of AmmoCore Technology where he raised over $14 million and
built a unique business model. Previously he was a strategy consultant at Synopsys Corp.
and a marketing director Cadence Design Systems, where he led the growth of its physical
design products from $50 to $300 million, contributing to Cadence exceeding a billion in
revenues. Earlier in his career he held positions in technical marketing, applications, IC
design and CAD software development at Digital Equipment Corp. He holds a B. Eng from
the University of Bridgeport in Connecticut and Master’s from EECS from UMass, Amherst.
Yiorgos Paparrizos – Workshop Coach
Tom Katsioulas – Workshop Coach
Topics
• Solution Pricing
• Sales Channels
• Execution Plan
Topics
• Value Proposition
• Business Models
• Execution Plan
Stage-2 Testimonials
“We had the business vision, after the seminar we have the way to describe it, to evaluate it and to
communicate it in order to make it real.” Serafeim Katsikas, Prisma
The workshop and the speakers switched my view of doing Tech Business. They gave me the tools and
methodologies to enjoy doing it instead of struggling with it. Angelos Angelopoulos, XVIEW LTD.
“3 Days of brainstorming, 3 Days with highly skilled instructors, 3 Days that could speed up your business,
change the way you perceive business and lead you to the change execution!” N. Konstadinidou, BRITE
“This is one of the few times that people with proven experience and knowledge from the global
semiconductor industry provide the opportunity to local start‐ups to gain the insight of how they
should advance in the worldwide market." John Kikidis, Analogies
“I knew that I didn’t know, but I was surprised from the number of topics that I didn’t. We should have
attended this seminar three years ago.” Emmanouil Metaxakis, ELXYS

Stage-3 Workshop Update: June 24-25, 2010
The hands‐on workshop by Bill Joos will focus on understanding the core entrepreneurial skills and applying US
Silicon Valley best practices to perfect your business plan. The workshop will include the following topics:
Top Ten Mistakes in Business Plans: Your business plan is the most important document you'll write as an
entrepreneur. It can be the ticket to funding, and interest from potential clients and partners. Learn what NOT to
do so you can develop a hard‐hitting, compelling business case for your company.
Perfecting Your Positioning & Your Elevator Pitch: The perfect elevator pitch is the one where the potential
investor in your elevator holds the door open before getting off and says, ‘Give me a business card. I want to know
more.’ This Elevator Pitch Workshop will help you as you strive for that perfect pitch.
Perfecting Your Pitching: Learn how to craft the best possible pitch (presentation) in the shortest possible time.
This session will take you through the process of creating and delivering a one‐page executive summary and 13‐15
slide company overview presentation for investors or customers.
The Power of an Advisory Board (a Tale of Two Boards): A powerful Board of Advisors is often the entrepreneur’s
most underutilized tool.  Learn how to form, select, leverage and compensate your Advisory Board for maximum
effectiveness.  Bill will also contrast the differences and similarities between Board of Advisors and the corporate
Board of Directors.
Elevator Pitch Workshop: Practice makes perfect.  This workshop allows you to have your elevator pitch critiqued
by your peers, Tom Katsioulas and Bill Joos in a safe and supportive environment where the focus in on constructive
feedback and building your confidence.  You are not in competition with your peers as everyone is a winner when
their presentation is evaluated using ten criteria utilizing a printed evaluation form.
Slide Development Workshop:Using the 13 topic slide template from Day One, this workshop will allow everyone
to work on the same slide concurrently to share ideas and concepts by looking at examples.  Your developed slides
will be critiqued by your peers, Tom Katsioulas and Bill Joos.
The Investor Meeting: During this session Bill will help you understand how to manage the three critical
components of the initial meeting with an investor: your pre‐meeting homework, meeting dynamics and
management, and the post‐meeting follow up. Many of the techniques and tips of this session will directly apply
to a meeting with a customer or business partner.
Who Should Attend:
Technology entrepreneurs and senior managers, executives, or leaders of technology firms who have completed
basic homework on their business plan. Expertise and experience of the participants are critical to the learning
process. Essential prerequisites are fluency in English, a technology‐related degree, basic skills in business planning
and knowledge in financial statements. Bringing your laptop & slides of your business plan is highly recommended.
Bill Joos is the principal of "Go To Market Consulting", based in the heart of Silicon
Valley. He works with early stage startups, venture capital firms and their portfolio
clients. He spent over 6 years as the VP of Entrepreneur Development at Garage
Technology Ventures, an early stage venture capital firm that he co‐founded along
with Guy Kawasaki. Bill has worked with literally hundreds of early‐to‐mid stage high
technology startups and helped them polish and clarify their messages and refine
their fund‐raising and customer presentations; but his contributions to them
extended well beyond being a "Pitch Doctor". He has mentored and coached them
in go to market strategies, revenue and pricing optimization, business alliances,
business development, partnerships, and marketing. Over 15,000 entrepreneurs
worldwide have attended conferences and workshops by Bill Joos on various
entrepreneurial topics. He has also held sales and marketing positions with a variety
of companies, including IBM and as a VP at the software division of Apple Computer.
Bill Joos – Principal, Go To Market Consulting

Day 1 – Workshop Agenda June 24, 2010
09:00 – 09:15 Host’s Opening Remarks
09:15 – 10:30 Top Ten Mistakes in Business Plans
10:45 – 12:45 Perfecting Your Positioning & Elevator Pitch
13:45 – 15:15 Perfecting Your Pitching
15:30 – 16:45 The Power of an Advisory Board
16:45 – 17:00 Host’s Closing Remarks
Day 2 – Workshop Agenda June 25, 2010
09:00 – 10:30 Elevator Pitch Workshop (Part I)
10:45 – 11:45 Elevator Pitch Workshop (Part II)
11:45 – 13:00 Slide Development Workshop (Part I)
13:45 – 15:30 Slide Development Workshop (Part II)
15:45 – 17:00 The Investor Meeting
Day 3 – Presentations to Panel June 29, 2010
All teams that complete Stage‐3 workshop will be eligible to present their business case to a panel of domain
experts who have been CEOs of global high tech companies from Silicon Valley. Each company will be given a
number and 30 minutes for presentation (and possibly more based upon the number of participating teams)
and 10 min for feedback on how to strengthen their business plan from the panel of experts acting as investors.
09:00 – 10:30 Company Presentations (1‐2)

Stage-3 Seminar: Be GLOBAL! June 28, 2010
Seminar Date and Venue:
Who Should Attend:
Technology entrepreneurs and senior managers, executives, or leaders of technology companies. Expertise
and experience of the participants are critical to the learning process. Essential prerequisites are fluency in
English, a technology‐related degree, basic skills in business planning and knowledge in financial statements.
Lessons from Silicon Valley stories of real life high‐tech startups going global including, customer psychology
and how to sell an early vision; tips on how to setup the business overseas, structure the operation and build
the sales team; fundraising mistakes made and how to approach investors; case studies of company evolution,
business models and success and failure analysis; growing technical founders along with the company; and tips
on how to build the valuation of the company toward an exit, including some real life M&A and IPO examples.
Monday, June 28, 2010 at the Microelectronics Innovation Center (μIC), Sorou 12, GR‐15125 Maroussi,
Attica or a location nearby. More up‐to‐date information can be found at www.corallia.org.
Topics Covered:
09:15 – 10:15 Costas J. Spanos
“From Lab to GLOBAL Business”
10:15 – 11:15 Peter Feist
“Entering GLOBAL Markets”
11:30 – 12:30 Jacob Jacobsson
“Going GLOBAL ‐ The Ride of Your Life”
13:30 – 14:30 Mikes Sisois
“Growing With a GLOBAL Giant”
14:45 – 15:45 Athanasios Kalekos
“Think BIG & Be GLOBAL – Valuation Matters”
15:45 – 16:45 Panel
By Expert Speakers
17:00+ Networking

Costas J. Spanos – “From the Lab to GLOBAL Business
Dr. Spanos has over 25 years of academic & industry experience in high technology.
He is Professor and Chair of the EECS department at UC Berkeley, where he served
as Director of the Berkeley Microfabrication Laboratory, Director of the Electronics
Research Laboratory and Associate Dean for Research in the College of Engineering.
He was the founder and CEO of OnWafer, served on the technical advisory board of
startups and many technical committees and was editor of IEEE Transactions on
Semiconductor Manufacturing. He has published over 200 articles, received many
best paper awards, co‐authored a textbook and was elected Fellow of IEEE for his
contributions in semiconductor manufacturing. Prior to UC Berkeley Dr. Spanos
held various engineering positions at Digital Equipment Corp. He holds an EE from
the NTUA, and M.S. & Ph.D. degrees in EECS from Carnegie Mellon University.
Presentation
Can a technology entrepreneur build a business from the lab and lead it to global commercial success? How
do you take research into market reality and build a company? And how do you grow a value add business
selling to giants with changing industry dynamics? The first story explores how two graduate students used
their research to target a niche market; how they created a value‐add solution; avoided traps on perceptions
of value; understood the marketplace and how to monetize IP; raised money and hired the right executive;
and staged a quick and lucrative exit when the timing was right. The lesson? Success boils down to knowing
the market, be there in person and delivering value. The second story explores the evolution from a lab idea
to a disruptive technology in the same niche market; dealing with market perception, value‐add or a threat;
understanding the dynamics of the supply chain; “on the job” training about the need for physical presence
in high tech sales; penetration, tortuous path to profitability and exit. The lesson? Same market, different
technology dynamics, so deep understanding of the industry is a must. So what should be done differently?
Peter Feist – “Entering GLOBAL Markets”
Mr.  Feist is currently President & CEO of OneSpin Solutions, overseeing its global
business from Silicon Valley. He is an internationally accomplished startup senior
executive with over 25 years of industry experience in the U.S. and Europe and an
exemplary track record in executive & strategic management in Semiconductor
and EDA companies. Prior to OneSpin, he served as CEO at SIGMA‐C (acquired by
Synopsys); President & CEO at PACT XPP Technologies AG; President & CEO at
Chameleon Systems Inc.; VP of worldwide marketing at QuickLogic Corporation;
Senior VP of marketing at GateField Corp.; and European regional manager at
Odeum Microsystems, a subsidiary of Hyundai's Digital Media Division. Earlier, he
held  engineering, marketing and management positions at LSI Logic. Mr. Feist
holds a Dipl. Ing. (MSEE equivalent) from the University of Dortmund, Germany.
Presentation
You got the team, the high‐tech product and some proof of value and wondering whether you should go
global and don’t know how to build an international operation? Jump in the water now to learn how to swim!
Going GLOBAL is not a question of whether or not, but rather when and how. First assess the opportunities &
risks of going global and understand the alternatives and phases that your company will go through. Second,
experience the cultural and geographical and cultural differences and learn the work ethics & business laws.
Third, decide whether you should build a direct or indirect sales channel: assess the cost of setting up a top‐
notch direct international sales team to support a low risk global market entry; evaluate the typical sales
process; and consider the trade‐offs in hiring a tactical or strategic sales person. Research case studies and
most of all be aware of the implications of government funding before you set up the business overseas with
an outlook to stage an exit. It’s not easy, but if you plan for international expansion the Trevor O’Hara “10
Success Tips for Getting it Right the First Time”, can be handy for navigating your ship in foreign markets.

Jacob Jacobsson – “Going GLOBAL ‐ The Ride of Your Life”
Mr. Jacobsson has over 30 years of executive and management experience in
the semiconductor and EDA industries, with large corporations and technology
startups. He currently serves on the board of directors at Actel Corporation and
a number of privately held companies. Most recently he was the President &
CEO at Blaze DFM where he established a scalable IP business model. Previously
he was the President & CEO at Forte Design Systems and SCS Corporation. He
has also held executive management positions at Xilinx, Cadence, and Daisy
Systems. Prior to his executive career, Mr. Jacobsson held senior management
and engineering positions in the fields of IC design and automated physical
design. Mr. Jacobsson holds M.S. degrees in CS & EE from the Royal Institute of
Technology in Stockholm and a B.A. degree from the University of Stockholm.
Presentation
If you had the experience of many startups would you build one again and what would you do differently?
The Real life stories from five companies provide key lessons on what do to, or not! The 1st went public and
bust for ignoring a standard; the 2nd went public forever for its financial conservatism and strong ethics; the
3rd exited when timing was just right; the 4th became a zombie for lack of focus; and the 5th ran out of money
and sold its assets to a buyer capitalizing on its proven, highly scalable business model. Key lessons? Don’t
write a business plan for VCs, look for the Board to be your partner, align on their “timely return” vs. “the
company’s success”. Make sure that you run the company, not them. Be a financially conservative CEO,
spend on whatever is necessary and save on whatever is secondary. Build a team culture with strong ethics
starting from VP of Engineering, then the CEO, VP of Marketing, VP of Sales and CFO in that order. Be ready
to scale with the operation, replace yourself, or get terminated. Embrace standards even if they lead to sub‐
optimal products. And realize that success is about the ride of building the company, not just the money.
Mikes Sisois – “Growing With a GLOBAL Giant”
Dr. Sisois has over 32 years experience as a business educator, CIO, and executive,
aligning IT with strategic corporate objectives. He recently became the President
and Managing Director of Theta Microelectronics, following a tenure as a faculty
member of the Santa Clara University School of Business. Previously, he was the
CIO and VP of Corporate Planning at ATMEL Corp., responsible for worldwide IT,
design and manufacturing automation services and a scalable infrastructure that
supported ATMEL's growth from zero to $2 Billion. Before ATMEL, he was VP of
R&D at Qronos Technology, a software supplier of ERP systems and director of IT at
Seeq Technology, Inc. a semiconductor manufacturing firm. He also served as the
director of Information Systems and a faculty member of Santa Clara University
School of Business. He holds a BS in Engineering from San Jose State University,
and MBA and a PhD in Business Administration from Santa Clara University.
Presentation
Building a global Tech‐Giant rapidly, often requires a sophisticated business plan, a seasoned executive team
and substantial VC funding. However, Silicon Valley has shown that being at the right place the right time,
making bold moves and never giving up can fuel rapid growth defying any elegant business plan. This real life
story will explore the evolution of a startup from a “napkin business plan” to a multi billion dollar giant in 15
years. It began with a brilliant technical founder who wouldn’t give up after VCs declined to fund his idea;
then the lean team that build technology for equity without a customer; the first customer contract to fund
product development in exchange for some royalties; the defining market timing with a high volume contract
and its rapid growth from zero to $100 million in 5 years, while gorilla rivals tried desperately to stop it and
VCs begged to fund it; the bold deals of the founder leading to explosive growth from $100 million to $1
billion and IPO in 5 years with him at the helm. It kept growing and growing to a point that 5 years later it was
a multi billion dollar startup/giant defying any conventional wisdom of how companies scale to that level…

Athanasios Kalekos – “Think BIG & Be GLOBAL ‐ Valuation Matters”
Mr. Kalekos has over 25 years in management and investment experience of
software‐related, High‐Tech. He has been the President & CEO of Conformiq and
executive VP at Coware corporation. Prior to Coware he was a general partner at
Telos Venture Partners, an early stage venture capital firm. He has also served as
the senior VP of corporate strategy and professional services at Cadence Design
Systems, where he contributed to the company's transformation from a software
provider to a software‐and‐services solution provider which resulted in a revenue
increase from $300M to $1B over a period of seven years. Earlier in his career,
A.K. held senior management positions at Computervision, Xerox and Mentor
Graphics. He holds a BSEE and an MSEE from Rensselaer Polytechnic Institute.
Presentation
A great deal of knowledge has been shared in this Business Acceleration Program with perspectives from
entrepreneurs, marketers, seasoned operating executives, CEOs and venture investors, who shared with us
their business experience. In the final conclusion, we will use this “learning curve” as a framework to explore
how all this knowledge and experience can be leveraged to accelerate the growth of a startup. The unique
challenges and opportunities faced by Greek startups will be explored in the context of competing in global
industries and markets and compared to Silicon Valley startup lifecycles. In addition to developing products
and acquiring customers, startups consume time and resources in fund raising. The right times in the life of
start‐up to raise a new round of funding are discussed along with ideas on the best ways to approach the
fundraising process. Fundraising, mergers, acquisitions, the sale of a company or an IPO always raise the
question of company valuation. Simple methods to “triangulate” the value of a company are presented from
both the point of view of the buyer/investor and the seller. Recap: Know Thyself - Have a Solid Plan – Get
Ready, Shoot, Aim, to advance your business case by presenting it to the panel of experts.
Stage-3 Testimonials
"I travel the world helping companies and countries become
successful global firms. It is interesting to see how various
countries stimulate entrepreneurs. It has been a real pleasure
to come to Greece and see the vibrant entrepreneurial
community that is growing here! I saw several entrepreneurs
that with the proper nurturing and additional equity funding
can become world‐class companies! I expect to see several
enter the US market!". Bill Joos, Go to Market Consulting.
"I wish something like this existed when I first started. It took
me a couple of years to become a good CEO and I only hope
that these companies will benefit from the experience that we
offered them. I'm impressed by Corallia, that had the foresight
to set up something like this. Some of the companies I saw
here are as good as any other start up in the global arena".
Jacob Jacobsson, Director at Actel.
“The Program was more essential compared to other programs I have attended before. The speakers
Adapted to our needs and truly helped us instead of presenting ready‐made slides and case studies.
BAP was a catalyst in our company evolution.” Vagelis Mariatos, Diaplous.
This was the best program we’ve ever attended. The speakers had domain expertise in our industry
and were not just presenters. We saw experienced professionals from our space to share their
experience and knowledge with us. Now we will be able to develop more structured and effective
business plans.” Iakovos Stamoulis, Think Silicon.

Silicon Valley Office: Subject to confirmed company participation, Up and to the Right will arrange for office
space with a technology incubation acceleration provider for 30 days in the September‐October timeframe.
The facilities include, furnished office space on a month‐to‐month lease, plus value add services such as email,
receptionist, conference rooms, janitorial, Internet access, voicemail, etc.
Incubation Acceleration: Technology Incubators add value to startups through their network of partners in
the business ecosystem including, (i) service providers offering administrative, finance and legal support, (ii)
universities collaborating with startups, (iii) Executives in Residence (EIRs) helping startups with their business
plan and (iv) corporate partners and VCs attending pitching sessions of startups.
Scheduled Events: As part of the Stage‐4 package companies should expect to attend scheduled events which
will be offered in specific timeframes. These include:
• Startup Boot Camp (First half of September and October): A 3‐day seminar where companies
get acquainted with the local business support ecosystem (Legal, Accounting, Finance, HR, etc.)
• EXPO (September 30, 2010): a bi‐annual event where technology companies demonstrate their
ideas or products and present their business plans to VCs and corporate executives;
• PACT (October 28, 2010): a bi‐annual international showcase where technology startups
present their elevator pitch to several well known VCs and angels in Silicon Valley.
• EIR Round Table (Every Friday): A one‐day event where EIRs screen startups and provide
coaching in preparation for pitching to VCs and customers.
• Community Networking (1st Thursday of every month): A half‐day event where entrepreneurs,
CEOs, prospects, angels and VCs meet to network and exchange ideas.
• Other events (2nd, 3rd, and 4th Thursday of every month): Showcases meeting developers around
the world working on iPhone, Android and Web 2.0 applications;
Stage 4 Update July to October 2010
Silicon Valley is the largest microelectronics industry high tech cluster in the
world. Driving industry technology giants, thousands of SMEs and hundreds of
specialized VC firms and service providers are concentrated in a very small area
which is a nucleus for innovation.
Silicon Valley offers the best environment for innovation as it rewards risk and
accepts failure as an asset. It is about business results and about building value.
Value is realized rapidly through an ecosystem that supports entrepreneurs and
public policies designed to accelerate time to market. With its vibrant business
ecosystem consisting of angels, VCs, specialty law and accounting firms, banking
institutions, universities and research, innovations flourish to valuable products
growing companies and wealth can be achieved rapidly.
Silicon Valley Preparation: Companies who intend to travel to Silicon Valley are encouraged to perfect their
business plan based on the knowledge gained during this BAP and expect to practice and revise their business
plan before presenting to prospects, executives and investors in Silicon Valley. If coaching is needed prior to
arriving in Silicon Valley, they must enter with a special arrangement with Up and to the Right Consulting, Inc.
Group Participation: In order to minimize cost, companies intending to purchase the Stage‐4 package are
strongly encouraged to participate in groups and align their travel schedules with other mi‐Cluster members.
Also, if they wish to receive services other than the ones listed below (such as market research, coaching and
customer meetings, etc), they must they must enter into a separate agreement with Up and to the Right.
The mi‐Cluster companies who presented their business plan to the panel are eligible to participate in Stage‐4,
15 to 30 days in Silicon Valley in the fall of 2010. Companies that plan to attend in Stage‐4 must subscribe no
later than August 10, 2010 to allow for adequate planning and logistics related to meetings and networking

Meetings with High‐Tech Diaspora: The mi‐Cluster companies who travel to Silicon Valley, will have the
opportunity to meet Greek professionals in High‐Tech, primarily development, marketing and sales, from a list
of individuals who have domain expertise and work in local corporations and startups. The agenda of these
meetings may include informal introduction of their products, networking and referrals to prospects.
Stage 4 Update (cont’d)
Visit the web sites below:             Tom Katsioulas (Silicon Valley) Chrisa Gofa (Athens)                      Dionisis Kolokotsas (Athens)
www.corallia.org Skype ID: Athan58 T: 210.63.00.770                              T: 6945.39.65.77
www.hsia.gr E: t.katsioulas@up‐andtothe‐right.com E: info‐career@corallia.org E: kolokotsas.d@hellenic‐sia.org
Updates Contact Information
Visits on local Universities: Most of the universities in Silicon Valley have Greek Professors in faculty positions
in engineering and business administration schools. Mi‐Cluster members who wish to be familiar with specific
research and entrepreneurship programs, will have the opportunity to participate in meetings arranged by Up
and to the Right in collaboration with Hellenic Student Associations of the local universities.
Stanford University UC Berkeley UC Santa Cruz Santa Clara Univ.
Meetings with prospects: Silicon Valley provides an opportunity for mi‐Cluster companies to meet with
prospects which are within a 50‐mile radius, the most concentrated high tech base in the world. There are
over 244,000 high tech professionals in 6,600 companies of which only the top 150 account for $438 billion
in sales. The Global Semiconductor Alliance (GSA) in Silicon Valley is a major force in the microelectronics
supply chain. Upon specific request by mi‐Cluster members who are ready to present their plans, Up and to
the Right will arrange for meetings with companies that are relevant to the subject matter of participants
Business Plan Practicing: Upon mi‐Cluster member request, Up and to the Right will arrange friendly meetings
with Greek and other investors for participants to pitch their business plan and receive feedback to perfect
their plan or revise their strategy. Any companies who are ready for financing may also solicit VC investors.
Visit Business Support Providers: For the mi‐Cluster companies that are considering to expand globally and
wish to assess the challenges and costs of establishing a presence in Silicon Valley, Up and to the Right will
arrange meetings with local business support providers on the following:
• Law Firms: Discussions on setting up a corporate entity in the US and related business support
legal services such  as, corporate governance, IP licensing, etc.
• Accounting Firms:  Discussions on accounting and finance matters, rules and regulations on
accounting practices, international tax treaties and related topics.
• HR Professionals:  Discussions regarding employment laws, rules, regulations, financial planning
for the corporation, insurance and other related matters.
Real Estate & Housing: Subject to mi‐Cluster member request, Up and to the Right will arrange meetings
with local commercial and residential real estate firms and communities to help companies assess the cost
and lifestyle in Silicon Valley, in they event they plan to relocate staff from Greece into Silicon Valley.
Participation Fees: Each company must attend with a team of two people. The fee for the first company for
a 90‐day period will be 9000 Euro and the fee for each additional team in the same time period will be 4500
Euro covering the above events and services. For example, if five companies participate the cost for each will
be 5400, not including travel, hotel and transportation expenses. Any special or additional services can be
negotiated separately with Up and to the Right Consulting. Teams must register as soon as possible and wire
the fees must by August 10, 2010. Any cancellations after August 25, 2010 will not receive a refund.

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