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Page 1: Citrix Startup Accelerator for Northwestern Mutual agile and innovation conference (november 10, 2015)

John McIntyreManaging Director

a presentation by:

Page 2: Citrix Startup Accelerator for Northwestern Mutual agile and innovation conference (november 10, 2015)
Page 3: Citrix Startup Accelerator for Northwestern Mutual agile and innovation conference (november 10, 2015)

Let’s  take  a  moment  to  remember  1987  

Provide  by:Janice  Frazer,   Director  of  Innovation  Practice  at  Pivotal  Labs

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“To  meet  the  demands  of  the  fast-­changing  competitive  scene,  we  must  simply  learn  to  love  change  as  much  as  we  have  hated  it  in  the  past.”

–Tom  Peters, Thriving  on  Chaos:  Handbook  for  a  Management  Revolution

1987

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Let’s  take  a  moment  to  remember  1987  Model  8580:

20  MHz  Intel  80386  (32  bit)Up  to  16  Mb  of  high  speed  RAM  (=2MB)  140  Mb  of  disk  storageAdvanced  graphics  Optional  16  MHz  80387  Math  Co-­ProcessorOS/2  or  DOSMouse

$10,895

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1987

1-­7

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1996/97“Disruptive technologies typically enable new markets to emerge.”

“The reason is that good management itself was the root cause. Managers played the game the way it was supposed to be played. The very decision-making and resource-allocation processes that are key to the success of established companies are the very processes that reject disruptive technologies: listening carefully to customers; tracking competitors’ actions carefully; and investing resources to design and build higher-performance, higher-quality products that will yield greater profit. These are the reasons why great firms stumbled or failed when confronted with disruptive technological change.”― Clayton M. Christensen, The Innovator's Dilemma (1997): When New Technologies Cause Great Firms to Fail

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1996/97”The Lesson is, we all need to

expose ourselves to the winds of change”.

“Businesses fail either because they leave their customers or because their customer leave them !”― Andrew S. Grove, Only the Paranoid Survive

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2005

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2005

Failure  story  

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2011

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Why  does  this  matter?

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S&P  500  churn  since  2002ADDED TO the index LEFT the index

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Increased  Topple  Rate

“Back in the 1930’s, a company coming onthe S&P 500 list could expect to remainthere for 65 years… the average life-­time ofa company on the S&P 500 has declined toabout 15 years, a decline of almost 80%.”

“businesses … do not know how to adapt to the new conditions of the Information Era, and thus await a languishing future to be followed soon by death.”

- Steve Blank - 2015

The  decline  of  the  blue  chip

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Software  is  eating  the  world,  disrupting  entire  industries

$6B  Valuation  Financial  Services

$19B  Valuation  Transportation

$3.2B  Acquisition  by  Google  Home  Automation

$3.3B  Valuation  Travel  &  Hospitality

$20B  Valuation  Entertainment

$28B  ValuationAuto/Home  Energy

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Developers  will  save  the  world!

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define: a·gile

-- solves  the  problem  of  waiting  long  periods  of  time  before  development  can  begin.

Provide  by:  Reuven Cohen

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de·sign think·ing

-- proven  and  repeatable  problem-­solving  protocol  focusing  on  customer  empathy.

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lean start·up

-- Emphasizing customer  development  to  lead  product  development  and  bsuiness decision  making.  

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Desirability

ViabilityFeasibility

ØDesign  Thinking

ØLean  Startup

ØAgile

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define: in·no·va·tion

-- a new method, idea, product.

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in·cre·men·tal in·no·va·tion

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dis·rup·tionin·no·va·tion

disturbance or problems that interrupt an event, activity, or process (or business).

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fail fast.“Develop a culture of experimentation, be willing to try stuff, do it quickly. But if it’s not working, be willing to fail fast and pivot.”

David Brown, Managing Partner of Techstars.

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InnovationIs Worthless

unless it solves real problems for real people.

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Ten things from studying ten of the world’s fastest growing startups

What high-flying companies know about growth that no one else does.

Startup Growth Engines: How Today’s Fastest Growing Startups Unlock Extraordinary Growth is more than 160 pages filled with the research, quotes, and insights packed into each case study. I hope it becomes a valuable part of your library—especially as a growth leader or entrepreneur looking for breakthrough growth. https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a

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Lesson 1:Growth is nothing without

the product.“Companies fail for two main reasons—trying to grow when they

shouldn’t, or being too timid when they should.” Product is the foundation of growth. Without it, sustainable growth is impossible.

-- Marc Andreessen

https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a

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Lesson 2:Growth is never ‘done’

All of these companies have a relentless focus on growth. It’s not just something they pay lip service to. They put headcount, resources, and

effort into growth.

https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a

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Lesson 3:Growth is not marketing, marketing is not growth

It takes real growth teams across engineering, product, and yes, marketing, to design the growth programs that really move the needle.

https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a

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Lesson 4:Doing what everyone else is doing is the wrong strategy.None of these breakout companies did it the same way that the

incumbents grew in their vertical or type of business. They all picked their own path, often leaving people wondering what they were thinking.

https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a

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Lesson 5:Don’t try to boil

the ocean.In “Startups Always Have a Chasm to Cross,” Andy Rachleff, co-founder of Wealthfront, highlights the critical importance of being laser-focused

on a niche early to achieve growth.

https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a

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Lesson 6:Growth hacks have nothing to

do with short-term tactics.The term “growth hacking” is in the hype cycle whitewash, as journos

and others have misappropriated its meaning and assigned it to nearly every known digital marketing tactic.

https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a

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Lesson 7:Do things that don’t scale,

build things that do.Paul Graham’s advice to startups is to “do things that don’t scale” to get initial traction. This means things like concierging new customers, and

taking the time out to visit and talk with users, etc. In each of these companies’ cases they followed that advice in one way or another.

https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a

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Lesson 8:There are analytics and then

there are insights.Lots of people track analytics. Plenty of dashboards, plenty of vanity metrics. Avinash Kaushik calls it ‘data puking.’ Lots of numbers, little

insight. All of these successful companies uncovered real insights that drove growth.

https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a

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Lesson 9:Combining multiple growth engines can lead to faster

growth.It has an asset—all the code—a network, and more. These things all

work together to drive massive adoption and growth.

https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a

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Lesson 10:There are no silver bullets.

None of these companies have a single silver bullet. They didn’t just explode into millions of users and downloads. Even the products that we think of as “magical” use meticulous growth strategies to drive adoption

and growth.

https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a

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BonusGrowth is a team sport.

The best companies are growth organizations at their core. It’s in their DNA. From the top to the bottom everyone makes growth the imperative. There is no lone growth hacker—everyone at the best growth companies

knows they have a role to play in driving growth.

https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a

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Always be branding.And remember..dis·rup·t·his

innovate or die

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Over  60  corporate  accelerators  opened  in  the  last  4  years

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Hacking  a  Corporate  Culture:  Stories,  Heroes  and  Rituals  in  Startups  and CompaniesPosted  on  September  9,  2015  by  steveblank |  

Corporate  Innovation  Requires an  Innovation CultureInnovation  in  an  existing  company  is  not  just  the  sum  of  great  technology,  key  acquisitions,  or  smart  people.  Corporate  innovation  needs  a  culture  that  matches  and  supports  it.  Often  this  means  a change  to  the  existing  company’s  culture.

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Why  Corporate  Entrepreneurs  are  Extraordinary  – the  Rebel AlliancePosted  on  August  25,  2015  by  steveblank |  

I’ve  spent  this  year  working  with  corporations  and  government  agencies  that  are  adopting  and  adapting Lean  Methodologies.  The  biggest  surprise  for  me  was  getting  schooled  on  how  extremely  difficult  it  is  to  be  an  innovator  inside  a  company  of  executors.  —– What  Have  We  Lost?  

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Program  Structure

12Week  Program  

12 Participating  Teams

Mix  of  Corporate  &  Startup  Teams

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Program  Focus

Desirability

ViabilityFeasibility

ØDesign  Thinking

ØLean  Startup

ØModern  Leadership

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Program  Curriculum

Designed  to  validate  business  model quickly  &  efficiently

MentoredBy

Experts

WeeklyWorkingSessions

10  Customers  Per  Week

Evidence  Based

Peer  Review

Presenting

Identify  Resource

s  Required  

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Customer  Development  ManifestoA  Startup  Is  a  Temporary  Organization  Designed  to  Search  for  A  Repeatable  and  Scalable  Business  Model

1.  There  Are  No  Facts  Inside  Your  Building,  So  Get  Outside,  Get  out  of  the  Building!

2.  Pair  Customer  Development  with  Agile  Development

3.  Failure  is  an  Integral  Part  of  the  Search  for  the  Business  Model4.  If  You’re  Afraid  to  Fail  You’re  Destined  to  Do  So

5.  Iterations  and  Pivots  are  Driven  by  Insight

6.  Validate  Your  Hypotheses  with  Experiments

7.  Success  Begins  with  Buy-­In  from  Investors  and  Co-­Founders

8.  No  Business  Plan  Survives  First  Contact  with  Customers9.  Not  All  Startups  Are  Alike

10.  Startup  Metrics  are  Different  from  Existing  Companies

11.  Agree  on  Market  Type  – It  Changes  Everything

12.  Fast,  Fearless  Decision-­Making,  Cycle  Time,  Speed  and  Tempo

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Program  Key  Metrics

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Innovators  Programs5 Locations,  44  Teams,  28  Startups,  16  Internal  Innovation  Teams    

Page 54: Citrix Startup Accelerator for Northwestern Mutual agile and innovation conference (november 10, 2015)

https://vimeo.com/143430635

Page 55: Citrix Startup Accelerator for Northwestern Mutual agile and innovation conference (november 10, 2015)

“The  Innovators  Program  is  about  empathizing  with  customers,  listening  to  them  and  understanding  how  to  create  value.  This  was  an  investment  in  me.  I  gained  the  ability  to  grow  a  product  from  an  idea.”  –Ian  Firth,  Senior  Architect  at  Citrix,Innovators  Program  Participant

“The  Innovators  Program  is  about  empathizing  with  customers,  listening  to  them  and  understanding  how  to  create  value.  This  was  an  investment  in  me.  I  gained  the  ability  to  grow  a  product  from  an  idea.”  –Ian  Firth,  Senior  Architect  at  Citrix,Innovators  Program  Participant

https://youtu.be/vKvYGpBg2Hk?t=35

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INCLUDE  VENTURE  TOOLKIT  LOGO

“We  were  pushed  to  find  paying  customers  before  completing  the  product  and  we  did.  We’ve  now  successfully  raised  a  seed  round  of  $1.7M  and  we’re  gearing  up  for  a  ground-­breaking  year  thanks  to  the  Innovators  Program”.  -­ Miro Salem,  Founder,  3Ten8

“We  were  pushed  to  find  paying  customers  before  completing  the  product  and  we  did.  We’ve  now  successfully  raised  a  seed  round  of  $1.7M  and  we’re  gearing  up  for  a  ground-­breaking  year  thanks  to  the  Innovators  Program”.  -­ Miro Salem,  Founder,  3Ten8

https://youtu.be/0e_e-­GXDH_M?t=31

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“It’s  a  completely  new  way  of thinking  that  we  will  carry  forever  for  internal  projects  and  innovation  at  Citrix”  – Marta  Guerra,  Founder,  CubeFree

“It’s  a  completely  new  way  of thinking  that  we  will  carry  forever  for  internal  projects  and  innovation  at  Citrix”  – Marta  Guerra,  Founder,  CubeFree

https://youtu.be/N4sZv7wHoU0?t=55

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Strong  Coalition  of  Program  Partners  Partner  Driven  Program

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Collider solves  developer's  problems  in  real-­time  or  less!

Collider runs  in  a  developer's  environment  and  can  assist    if  a  developer   getting  stuck

Collider  provides  the  right  knowledge,   to  the  right  people,  at  the  right  time

Raleigh  Demo  Day  December  8th

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“We  are  deeply  committed  to  the  Raleigh  innovation  community  and  our  partnership  with  Citrix  has  delivered  exceptional  value”  –DeLisa  Alexander,  CPO,  Red  Hat

“We  are  deeply  committed  to  the  Raleigh  innovation  community  and  our  partnership  with  Citrix  has  delivered  exceptional  value”  –DeLisa  Alexander,  CPO,  Red  Hat

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“The  Innovators  Program  plays  a  key  role  in  my  vision  to  grow  new  lines  of  business  from  within.  This  is  the  first  of  what  I  hope  to  be  many  new  products  that  we  develop  using  this  approach”– Jesse  Lipson,  Citrix  Sharefile  Founder  

“The  Innovators  Program  plays  a  key  role  in  my  vision  to  grow  new  lines  of  business  from  within.  This  is  the  first  of  what  I  hope  to  be  many  new  products  that  we  develop  using  this  approach”– Jesse  Lipson,  Citrix  Sharefile  Founder  

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Join  the  rebel  alliance

Innovate  or  die!

Page 64: Citrix Startup Accelerator for Northwestern Mutual agile and innovation conference (november 10, 2015)

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