Managing Growing Business - EPS7520-61

Managing Growing Business - EPS7520-61
Edward P. Marram marram@babson.edu

Class 1
Guest lectures
Snip-its http://www.snipits.com/
Ntirely http://www.ntirety.com/

Marketing High Tech Products

Marketing High Tech Products - Anuradh Debar

Session 2: Sep 17th, 2012

Marketing Plan
A) Market Sensing
B) Market Engagement
C) Management of Marketing Endeavor


A) Market sensing
1. Situation Analysis
2. Understanding of markets and customers

B) Market Engagement
3a. STP - Segmentation, Targeting and Positioning
        Targeting would be a function of segmentation and marketing goals.
3b. Marketing goals and Objectives
5. Marketing Strategy
6. Marketing Program (4 Ps)

• Product
• Pricing
• Distribution
• Communication

C) Management of Marketing Endeavor
7. Budgets, milestones, implementation controls
8. Marketing resource plan

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The uncertainties
1) Significant market uncertainty
2) Significant technology uncertainty
3) High tech products used as part of the system
4) Network effects
5) Value network - ecosystem

• competition - > coopetition
• competitor -> coopetitor  (eg: Samsung and HTC for Android)
• complimentors 

6) (At least initially) several different product-market choices with very different business models.

Session 3: Sep 24th, 2012
Zenith case:  http://www.scribd.com/doc/36286875/Zenith

1. “ [Zenith] had to decide how to forecast demand for the new technology [of high-definition].”

2. “ [Zenith had to] assess the market for HDTV ..."

3. “ [Zenith had to] assess the situation related to HDTV introduction.”

The rules governing the market place is also very important.

	Viewers	Broadcasters	Advertisers	Content Creatrs	Equipment makers			Regulators
					Device makers	Content creation equipment	Broadcast equipment
Advantage
Complexity
Compatibility
Observability
Risk/Reversibility
Divisibility

Session 5: Oct 1, 2012

Case: 

Extended Enterprise Management

Martin Anderson

Creating the map for United Colors of Benetton:



Hannaford case and its map.

Session 4: Sep 20, 2012

Follow the Ants

There are rules - implicit rules that are present

Venture and Growth Capital - EPS7573

Venture and Growth Capital - EPS7573

Product Design and Development

Product Design and Development - Sebastian Fixson
Teaching partner - Sam Aquillano

Introductions

Starting off with
http://www.forbes.com/sites/dell/2012/07/05/innovation-is-dead-long-live-innovation/
Innovation is dead

All firms fail - sooner or later all firms die.

Exercise:
Top 10 most innovative companies
Apple
.....

How do we know innovation matters - how to measure innovation
The challenge to measure innovation
Obstacles to innovation:
Always important

On Design
Visualization

http://innovationbydesign.org/graduate

Session 2: Tuesday Sep 4th, 2012
On defining the problem.
The rope exercise. (famous psychology problem)
Problem search:
Generic or Unique

Problem definition exercise.


Session 4: Sep 13th 2012
Visiting speakers for project ideas

2) New England Burials at Sea http://www.newenglandburialsatsea.com/
Captain Brad White
New product: For burial that is earth friendly
A product that would be used to do sea burial after cremation with containers that are

3) Portico Brewing Company:

4) Vedavoo
Scott 2008 Babson
http://vedavoo.com/
Modular Backpacking

Project: Hip belt/pack men/women/all sizes
Modular bag that will be used by a mountaineer climbing the Everest.

5) Ovatemp
founded by Babson alum
seed funding obtained

6) Mimoco
Evan Blaustein Babson MBA 04
They make thumb drives and consumer products - bring style to consumer products


Session 6: Sep 18th 2012

Allow yourself to fail
http://www.youtube.com/watch?v=bF5465Dyaew

The Design process
http://joeyroth.com/poster2/

Making Things Happen - Scott Burkin (recommended book for project management)


****************************************

What kind of activities do you (outdoor - travel related)
How often do you travel
What do carry with you when going on these activities
What would you want to carry but cannot
Solar charger on the bag
Do you use different bags for different activities
What are the typical pains in carrying stuff for these activities.

************************************
Meeting with Scott and Chris from Vedavoo http://vedavoo.com/

Chris: evening student at Babson
Scott: born and raised in Wyoming - National VP Boy Scouts. Telecom sales - electronics background
In teh beginning I never used a sewing machine. Got a designer $160 and hour.
I had just $700 left in the bank account.
There were a lot of hard times.

On the project
One SKU - not one for fiherman, not one for rock climbers etc etc
focus first on whats the shape whats the design.
In short what i am trying to achieve is we are building a piece of a big ideal backpack.
one size that fits all. Fanny backs are lame but the value of carrying stuff at your hips is not lame.

How teh hip the belt would work with the backpack.
Pouches could get attached to the

William joseph chest packs
Traditionalism in design for sports is something that is coming up.
competitor: Topo design

Session 10 - Oct 2nd 2012
On how to innovate
Lead users - somewhat similar to Jeffrey Moore's innovators

Case: Innocentive
definition or a metric for the "good solution" is important as well.

Design competitions:
NASA centennial challenge, Google Lunar, Ashoka Changemakers, CISCO I-Prize 2012, Ansar X Prize 2001, DARPA Grand, Threadless etc.
crowdsourcing


Guest Lecture by IDEO - on Prototyping

A prototype - allows you to "exercise" the concept
looks like/ behaves like/ feels like

Guest Lecture: Ross D. Petty on Design IP

www.delphion.com/gallery
www.patent.freeserve.co.uk/othersites.html

Mergers and Acquisitions for Entrepreneurs - EPS7530

Mergers & Acquisitions for Entrepreneurs - Kevin Mulvaney Olin 101

Session 1
M&A world is just 40 years old - actually pretty young.

70s - mergers (ESOP)
80s - Conglomerate challenge (LBO, MBO)
90s - International Capital Markets Expand cycle '00-'10 Debt impact on m&a LDC Expansion/entry
Today - Large Corporations / Fortune 1000 Middle market small business ($1-10m)

Acquisition Process:
Acquisition Strategy
Targeting, Analysis and Valuation
Letter of Intent
Due Diligence
Negotiation and Agreement
Closing and Management Strategy


Session 2, Sep 05 2012



Deal Evaluation Process Steps:
In almost every deal this is the flow of the Buyer’s process in evaluating and development of a bid proposal

Opportunity Evaluation
Risk Evaluation
“Adjustments’ to historical financials
Buyer Strategy and Impact on Pro Formas and Deal Structure
Deal Structure –Stock vs. Asset Deal and how are cos. In this industry sold?
Valuation Alternatives for this industry and find at least three valuation metrics
Financing Alternatives relative to this type of deal
Model Financing linked to Valuation
Test Financing and Valuation via Coverage Ratio in Pro Forms
Due Diligence List
Management Plan
Operations Plan
Day One Strategy
--------
Session 2 slides

M and A for Entrepreneurs - lecture 2 from Tanzeel UrRehman

Public vs Privately owned companies - slide
Hockey Stick concept
On slide 10 - Valuation methodologies:
DCF comes in the last. Th eindustry does the multiples analysis and benchmarks first, brings the valuation in a zone and then does the DCF.

FCF is a better measure than  the BIDTA, but still this is not a perfect mechanism.
Hint: Dealbook 3 FCF

In M&A the Fair market value is what counts.
The Banks also care just about teh fair market value of all teh assets.

Cash is King

Case: Martin Smith
Three options of acquisition
Rustica
Yellowstone CB
Wildflower

What thought process do you use to make a buying decision.

Session 3 - Sep 12, 2012

Mergers and Acquisition - session 3 from Tanzeel UrRehman

Three Cs
Cash Flow
Collateral
Coverage Ratio

Fojtasek Case discussion:
Solutions:
Heritage, LBO, MBO (management buyout), Leverage recap, Merger, Pvt placement, restructure, IPO, ESOP, Do nothing, Sell company.

Heritage: Pvt IPO Pvt companies looking for liquidity events have less options
LBO (Leveraged Buyout): Combination of equity on the Balance sheet contributed by the http://en.wikipedia.org/wiki/Leveraged_buyout
MBO (management buyout): http://en.wikipedia.org/wiki/Management_buyout
Leveraged Recapitalization: Take debt and buy back Equity from the owner http://en.wikipedia.org/wiki/Leveraged_recapitalization

Private Placement: a single buyer of a chink of stock
ESOP (Employee Stock Ownership Plan) http://en.wikipedia.org/wiki/Employee_stock_ownership_plan

Session 4 - Sep 19th 2012

Acquisition Process:
Targeting and analysis
Letter of intent
Due diligence
Negotiating an agreement
Closing
Management strategy

Objectives of the Letter of Intent:

Session 6 - Oct 3rd 2012
The strategic buyer is going to be different than the financial buyer.

In US we have UCC: Uniform Commercial Code
In an M and A deal 

Marketing for Entrepreneurs - EPS7574

Marketing for Entrepreneurs - EPS7574 - Angelo Santinelli Olin 102

1.
7. False
8. true
9. false
10. False

Assignment - About yourself

The New Economy

Book: The lean starter

Session 2 - Sep 5, 2012





Effectual reasoning: Where do ideas come from.

Reading:
http://papers.ssrn.com/sol3/papers.cfm?abstract_id=909038