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Generating High Growth Innovation Hubs,[object Object],Steve Blank,[object Object],www.steveblank.com,[object Object],Twitter: sgblank,[object Object]
A Few Short Stories,[object Object],Silicon Valley History,[object Object],All Startups Are Not the Same,[object Object],Why Startups and Companies Differ,[object Object],E- School Versus B-School,[object Object]
To predict the future you need to understand the past,[object Object]
Internet,[object Object],PersonalComputers,[object Object],IntegratedCircuits,[object Object],FruitOrchards,[object Object],FruitOrchards,[object Object],FruitOrchards,[object Object],The Popular View of Silicon Valley History,[object Object],Marc Andreessen,[object Object],Steve Jobs,[object Object],Moore/Noyce,[object Object],Hewlett & Packard,[object Object],Innovation Networks,[object Object],1910,[object Object],1960,[object Object],1970,[object Object],1980,[object Object],2000,[object Object],1990,[object Object],1930,[object Object],1940,[object Object],1950,[object Object],1920,[object Object]
Internet,[object Object],PersonalComputers,[object Object],IntegratedCircuits,[object Object],Microwaves/Defense,[object Object],TestEquipment,[object Object],VacuumTubes,[object Object],The Real Story of Silicon Valley History,[object Object],Venture Capital,[object Object],Innovation Networks,[object Object],1910,[object Object],1960,[object Object],1970,[object Object],1980,[object Object],2000,[object Object],1990,[object Object],1930,[object Object],1940,[object Object],1950,[object Object],1920,[object Object]
Story 1: WWII  The First Electronic War,[object Object]
[object Object]
 Precision Bombing
  B-17’s
  B-24’s
  Flew at 15 - 25 thousand feetStrategic Bombing of Germany The Combined Bomber Offensive,[object Object],British bombed at Night,[object Object],Area Bombing,[object Object],Lancaster's,[object Object],Halifax,[object Object],Flew at 7 - 17 thousand feet,[object Object]
Math ChallengeFor every 100 bombers on a mission 4 - 20% would not return,[object Object],Crews had to fly 25 mission to go home,[object Object]
Story 2: The Electronic Shield – Electronic Warfare,[object Object]
Harvard Radio Research Lab (RRL) Signals Intelligence and Electronic Warfare,[object Object],Reduce losses to fighters and flak,[object Object],Find/understand German Air Defense ,[object Object],Electronic and Signals Intelligence,[object Object],Jam/confuse German Air Defense,[object Object],Radar Order of Battle,[object Object],Chaff,[object Object],Jammers,[object Object],Top Secret 800 person lab,[object Object]
Electronically Blind German RadarJam the Radars with Noise,[object Object],MANDREL,[object Object],Jammer,[object Object],Put Jammers on Airplanes,[object Object],Jam and shut down ,[object Object],Early Warning Radars,[object Object],Anti-aircraft Radars,[object Object],Fighter Radars,[object Object],Ground Control Radars,[object Object],Built over 30,000 jammers,[object Object],DINA,[object Object],Jammer,[object Object]
Who Ran this Secret Lab and became the Father of Electronic Warfare?,[object Object],Harvard Radio Research Lab,[object Object],Ran all electronic warfare in WWII ,[object Object],800 people,[object Object],Director: Fredrick Terman - Stanford,[object Object]
Fredrick Terman“the Father of Silicon Valley”,[object Object],Stanford Professor of engineering 1926,[object Object],encouraged his students, William Hewlett and David Packard to start a company,[object Object],Dean of Engineering 1946,[object Object],Provost 1955,[object Object]
Story 3: Stanford And The Cold War,[object Object]
WWII Office of Scientific Research and Development (OSRD),[object Object],$450 million spent on weapons R&D ,[object Object],MIT $117 million,[object Object],Caltech $83 million,[object Object],Harvard and Columbia ~ $30 million,[object Object],Stanford ~ $50K,[object Object]
Terman’s PostwarStrategy,[object Object],Focus on microwaves and electronics,[object Object],Not going to be left out of gov’t $’s this time,[object Object],Recruits 11 members of war lab as faculty,[object Object],By 1950 Stanford was the MIT of the West,[object Object],Students came from all over the U.S. ,[object Object]
Stanford Spinouts - Microwave Components,[object Object],Microwave Tube Startups:Klystrons, BWO’s, & TWT’s,[object Object],Eitel-McCullough (1934),[object Object],Varian Associates (1948),[object Object],Litton Industries (1946),[object Object],Huggins Laboratories (1948),[object Object],Stewart Engineering (1952) ,[object Object],Watkins-Johnson (1957),[object Object],Microwave Electronics Co. (1959),[object Object]
The Cold War and Stanford,[object Object],The Cold War battlefield moves 500 miles east,[object Object],Countermeasures, ELINT become critical,[object Object],Stanford becomes a center of excellence for the CIA, NSA, Navy, Air Force,[object Object],400-person weapons lab in engineering department,[object Object]
Lockheed Comes to Town - 1956,[object Object],Polaris missile SLBM,[object Object],Built by Lockheed Missiles Division in Sunnyvale,[object Object],20,000 employees by 1960 ,[object Object],From 0 in 4 years,[object Object],HP: 3,000 employees 1960,[object Object]
Stanford Spinouts - Military Systems ,[object Object],Sylvania Electronics Defense Laboratory (1953),[object Object],GE Microwave Laboratory (1956),[object Object],Granger Associates (1956),[object Object],Applied Technology (1959),[object Object],Electronic Systems Laboratories (ESL) (1964),[object Object],Argo Systems (1969),[object Object],Advent Systems (1972),[object Object]
Terman Changes the Startup/University RulesSilicon Valley as We Know it Starts Here,[object Object],Graduate students encouraged to start companies,[object Object],Professors encouraged to consult for companies,[object Object],Terman and other professors take board seats,[object Object],Technology transfer/IP licensing easy,[object Object],Getting out in the real world was good for your academic career,[object Object],Failure was accepted as part of the culture,[object Object]
Entrepreneurs,[object Object],WeaponsFinance,[object Object],Crisis,[object Object],Profit,[object Object],Motivation,[object Object],Customer ,[object Object],Development,[object Object],Mgmt Tools,[object Object],Agile,[object Object],Development,[object Object],Business ModelDesign,[object Object],Design Thinking,[object Object],Stanford and the Cold War Silicon Valley’s 1st Wave,[object Object],Risk Taking,[object Object],Culture,[object Object],Entrepreneurial,[object Object],Outward-Facing,[object Object],Tech Universities,[object Object],Free flow of,[object Object],People/Info,[object Object],Infrastructure,[object Object],24/7 Utilities,[object Object],Predictable,[object Object],Economic System,[object Object],Stable,[object Object],Legal System,[object Object],Research,[object Object],Universities,[object Object]
Story 4:  1956 - The Year it Becomes Silicon Valley,[object Object]
Meanwhile, on the Other Side of Town…,[object Object],The Head of Radar Bombing training for Air Force starts a Company,[object Object]
Internet,[object Object],PersonalComputers,[object Object],IntegratedCircuits,[object Object],Microwaves/Defense,[object Object],TestEquipment,[object Object],VacuumTubes,[object Object],The Real Story of Silicon Valley History,[object Object],Venture Capital,[object Object],Innovation Networks,[object Object],1910,[object Object],1960,[object Object],1970,[object Object],1980,[object Object],2000,[object Object],1990,[object Object],1930,[object Object],1940,[object Object],1950,[object Object],1920,[object Object]
William Shockley“The Other Father of Silicon Valley”,[object Object],Director of Navy anti-submarine warfare,[object Object],Head of Radar Bombing training for Air Force,[object Object],Co-inventor of the transistor ,[object Object],Nobel Prize in 1956,[object Object],Founded Shockley Semiconductor 1956,[object Object]
William Shockley“Great Researcher, Awesome Talent Spotter, Horrible Manager”,[object Object],Unintended consequences: “The traitorous 8” leave Shockley ,[object Object], found Fairchild Semiconductor,[object Object],1st VC-backed startup,[object Object],Noyce & Moore leave Fairchild to start Intel,[object Object],65 other chip companies in the next 20 years,[object Object]
Semiconductor Genealogy: 1955 - 1976,[object Object]
Story 5: The Rise of VentureCapital,[object Object]
Internet,[object Object],PersonalComputers,[object Object],IntegratedCircuits,[object Object],Microwaves/Defense,[object Object],TestEquipment,[object Object],VacuumTubes,[object Object],The Real Story of Silicon Valley History,[object Object],Venture ,[object Object],Capital,[object Object],Innovation Networks,[object Object],1910,[object Object],1960,[object Object],1970,[object Object],1980,[object Object],2000,[object Object],1990,[object Object],1930,[object Object],1940,[object Object],1950,[object Object],1920,[object Object]
The Rise of Risk CapitalFamily Money 	1940’s - 1960’s,[object Object],J.H. Whitney	,[object Object],1st family office 1946,[object Object],Laurance Rockefeller,[object Object],Draper Gaither & Anderson (1st limited Partnership) 1958,[object Object],Spun out as Venrock in 1969,[object Object],Bessemer,[object Object],East Coast focus,[object Object],Wide variety of industries,[object Object]
The Valley Attracts Financial AttentionThe 1st West Coast IPO’s,[object Object],1956	Varian ,[object Object],1957	Hewlett Packard,[object Object],1958	Ampex ,[object Object]
The Rise of Risk CapitalSBIC Act of 1958,[object Object],Cold war program – Sputnik motivated,[object Object],Gov’tmatch of private investments 3:1,[object Object],700 SBIC funds by 1965 ,[object Object],75% of all VC funding in 1968,[object Object],7% in 1988,[object Object],Replaced by the Limited Partnership,[object Object]
The Rise of Venture CapitalThe Limited Partnership,[object Object],Raise money from pension funds, private universities, wealthy individuals – the limited partners,[object Object],Investment professionals manage the fund – the general partners i.e. the VC’s,[object Object],Compensate the general partners via the “2 and 20”,[object Object],2% management fee, 20% carried interest (i.e. of the profits),[object Object],[object Object]
 Rock and Davis 	 			  1961
 Sutter Hill					   1964
Patricof & Co.					   1969
Kleiner Perkins				   1972
 Sequoia Capital			    1972,[object Object]
Entrepreneurs,[object Object],VentureFinance,[object Object],Crisis,[object Object],Profit,[object Object],Motivation,[object Object],Customer ,[object Object],Development,[object Object],Mgmt Tools,[object Object],Agile,[object Object],Development,[object Object],Business ModelDesign,[object Object],Design Thinking,[object Object],Venture CapitalSilicon Valley’s 2nd Wave,[object Object],Risk Taking,[object Object],Culture,[object Object],Entrepreneurial,[object Object],Outward-Facing,[object Object],Tech Universities,[object Object],Free flow of,[object Object],People/Info,[object Object],Infrastructure,[object Object],24/7 Utilities,[object Object],Predictable,[object Object],Economic System,[object Object],Stable,[object Object],Legal System,[object Object],Research,[object Object],Universities,[object Object]
Story 6:Entrepreneurship as a Management Science,[object Object],Not All Startups Are Equal,[object Object]
Companies Get Educated,[object Object],Gov’t charted companies ~1600’s,[object Object],Modern corporations ~1800’s,[object Object],Business Schools to educate corporate execs,[object Object],Organize body of knowledge,[object Object],First Harvard MBA – 1908,[object Object]
Startups Get Educated,[object Object],Every company began as a startup,[object Object],Modern startups ~ 1950’s,[object Object],Venture funded startups ~1970’s,[object Object],Entrepreneurship Schools to educate founders,[object Object],Organize body of knowledge,[object Object],Emerging now,[object Object]
Wait a Minute…Aren’t Startups Small Versions of Large Companies?,[object Object],50 Years of Experience Says NO,[object Object]
Story 7:Not All Startups Are Equal,[object Object],Small Business,[object Object],Scalable Startups,[object Object],Large Company Innovation,[object Object]
Small Business,[object Object],Startup,[object Object],Exit Criteria,[object Object],[object Object],- Profitable business,[object Object],[object Object],< $1M in revenue,[object Object],Small Business Startups,[object Object],[object Object]
Feed the family,[object Object]
Not all businesses on the Internet are “Scalable Startups”,[object Object]
 Can grow to $100m/year
 Business model found
 Focused on execution and processScalable Startup,[object Object],Execute,[object Object],Search,[object Object],A Startup is a temporary organization used tosearch for a scalable business model ,[object Object]
Scalable,[object Object],Startup,[object Object],Large Company,[object Object],>$100M/year,[object Object],[object Object]
 Can grow to $100m/year
 Business model found
 Focused on execution and process
 Typically requires “risk capital”Scalable Startup,[object Object],Execute,[object Object],Search,[object Object],[object Object]
 Typically needs risk capital
 What Silicon Valley means when they say “Startup”,[object Object]
 Professional Mgmt
 Process
 Beginning of scale,[object Object]
Known product feature needs,[object Object]
 New tech / Unknown product features
 Looks like a scalable startup,[object Object]
Startups Search, Companies Execute,[object Object],The Search for the Business Model,[object Object],Scalable,[object Object],Startup,[object Object],Transition,[object Object],Large Company,[object Object],Business Model found,[object Object],[object Object],   i.e. Product/Market fit,[object Object],[object Object]
 Repeatable sales model- Managers hired,[object Object]
Startups Search, Companies Execute,[object Object],The Execution of the Business Model,[object Object],The Search for the Business Model,[object Object],Scalable,[object Object],Startup,[object Object],Transition,[object Object],Large Company,[object Object],- Cash-flow breakeven,[object Object],- Profitable,[object Object],- Rapid scale,[object Object],- New Senior Mgmt,[object Object],~ 150 people,[object Object],[object Object]
 Product/Market fit- Repeatable sales model,[object Object],- Managers hired,[object Object]
Customer Validation Versus Sales,[object Object],The Execution of the Business Model,[object Object],Scalable,[object Object],Startup,[object Object],Transition,[object Object],Large,[object Object],Company,[object Object],Sales,[object Object],[object Object]
 Scalable
 Price List/Data Sheets
 Revenue Plan,[object Object]
 Pricing/Feature unstable
 Not yet repeatable
“One-off’s”
 Done by foundersSales,[object Object],[object Object]
 Scalable
 Price List/Data Sheets
 Revenue Plan,[object Object]
 Waterfall Development
 QA
 Tech Pubs,[object Object]
 Waterfall Development
 QA
 Tech PubsAgile Development,[object Object],[object Object]
 Continuous Learning
 Self Organizing Teams
 Minimum Feature Set
 Pivots,[object Object]
 Cash Flow Statement
 Income Statement,[object Object]
 Viral coefficient
 Customer Lifetime Value
 Average Selling Price/Order Size
 Monthly burn rate
 etc.  Traditional Accounting,[object Object],[object Object]
 Cash Flow Statement
 Income Statement,[object Object]
 Reduce risk
 Optimize certainty
 Protect profits,[object Object]
 No profits to risk
 Searching equals risk
Pains in the butt
 Always looking at something different
 Doesn’t get with the program,[object Object]
 Affects revenue/profit
 Reflects on individual/organization
 Covered up,[object Object]
 Normal part of startups
 Not a crisis
 Shared, lessons learned
 Iterations and Pivots
Pains in the butt
 Always looking at something different
 Doesn’t get with the program,[object Object]

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