groupmakeit-group.com make it is a startup studio and a service provider in software and hardware:...
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Group
makeit-group.comMake it is a startup studio AND a service provider in software and hardware:
Make it Studio, creates spinoffs and startups
Make it Services, technical and technological services provider for external projects
EACH COMPONENT REINFORCING EACH OTHER
30Employees
3Years
4Startups
2
Studio
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makeit-studio.com4 startups in Make it Studio
Aerosint SA
R&D of a disruptive 3Dprinting technique
aerosint.com
Epione SPRL
Digital assistant tomanage epilepsy
helpilepsy.com
Tipaw SPRL
Platform connecting dogbreeders and dog buyers
tipaw.com
FullUp SPRL
Connected gaugefor fuel tanks
fullup.be
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makeit-services.com
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Creation in 2014Started as a digital agency
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Developed an expertise inHardware and IoT
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Learn by doing. By experimenting on ourstartups, we improved our capabilities.
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4 services : Test it, Shape it, Build it & Grow it4
makeit-services.com
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Folding lamp est
passé par TESTIT
L E P ROJ E T
Folding Lamp est une lampe design
innovante. Créée à partir d’une
plaque en acier pré-perforée, il est
possible de la personnaliser en la
pliant selon ses envies.
30 000 représente un grand
risque pour l’entrepreneur.
Découvrir
L’entrepreneur devait investir un capital de 30 000 pourréaliser une première production de la Folding Lamp.
Et il ne pouvait choisir qu’un seul modèle et une seule couleur.
L E P RO B L È M E
Quel est le “meilleur” prix de vente? Quelle
est la valeur perçue par les clients?
Quelle couleur choisir
parmi ses possibilités?
L E S Q U E S T I O N S E T L E S I N CO N N U E S
« Comment peut-il s’assurer d’écouler cette
production et rentrer dans ses frais? »LA QUESTION
test-it.ioIdea validation with the mindset of selling the product/servicebefore developing anything.
What the project owner gives us:
Idea
Questions
Hypotheses to validate
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test-it.ioProcess:
Project analysis and validation strategy
Landing page creation
Traffic Generation with A/B testing
Give value to customer (no automation)
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test-it.ioWhat is the outcome:
Cost of customer acquisition (COCA)
Best digital marketing messages
Code of the website + every asset
WoW Box
Network of Partners
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test-it.io
Price
starting at 3500€+ VAT
+ Digital marketing campaigns
Duration
around 6 weeks(Once we have received all theassets from the entrepreneur)
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Shape it - Software & HardwareTechnical feasibility study + « cahier de charges » in relation to business
When?
Before creatingprototypes
Before developinganything
If a « cahier de charges »is needed
If project is in needof concrete development
figures/prices
When projectis pivoting
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Shape it - Software & HardwareProcess
Understanding of the business,its challenges and key parts(i.e. size or long battery life?)
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Analysis of the technical partof the project in relation tobusiness needs
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Conducting tests onmost important issues
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Quelles sont les fonctionnalités nécessaires pour
ses clients? Doit-il remplacer l’interrupteur
classique par la possibilité d’allumer et éteindre
la lampe d’un simple touché de la surface de la
lampe?
Quel est le budget marketing
nécessaire pour attire un client?
(Coût d’Acquisition d’un Client?)
Apporter des réponses chi rées à toutes
ces questions et inconnues.
Valider qu’un marché existe pour la
Folding Lamp dans le but de minimiser le
risque de l’entrepreneur avant de
démarrer sa production.
N OT R E O B J EC T I F
Pourquoi attendre d’avoir un produitni pour commencer à le vendre ?
L E P R I N C I P E DA N S C E G E N R E D E C A S
É TA P E 1 : C R É E R U N E L A N D I N G PAG E
L’entrepreneur disposait d’une lampe “prototype”
que nous avons utilisée pour prendre des photos.
Nous avons ensuite créé un site internet
“e-commerce” pour présenter et vendre la lampe.
Sa lampe préférée était celle avec l’intérieur
rouge dont il possédait un prototype.
Mais plusieurs variantes étaient possibles. Nous
avons donc modélisé les autres modèles en 3D.
Shape it - Software & HardwareWhat is the outcome:
Business requirements
Real tackling of what mattersfor final users
Minimising risk and maximisingreturn on investment
User stories, wireframes (UX)and Design (UI)
Technological tradeoffs
Real tackling of what mattersfor final users
Minimising risk and maximisingreturn on investment
Solution for the riskiest assumptions
Bill of Materials (BOM)
UNIT COST
Answer to the most important features(e.g. theoretical battery life)
SOFTWARE HARDWARE
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Price
Tailor-made. Range from 5000€ (Software)to 25000 (Software + Hardware)
Duration
3 weeks (Software) to3 months (Hardware)
Shape it - Software & Hardware
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#Software
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Build itDevelopment, in an entrepreneurial mindset, of a platform, app or webapp.
When?
Project in needof developers
Project with a « cahier decharges » (business requirements)
Project in need of CTOor technical experts
Projectpivoting
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Build it
We work in a lean and agile way(Scrum methodology)
Software
Process
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Build it
A refined product that endured tests and passed it all
A real focus on usability and user experience
A minimised risk and a price fitting the original quote
The final programme and/or app
Software
What is the outcome:
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Price
Tailor-made
Duration
Depends on the complexityof the project
Build itSoftware
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Hypothèse 1 : Quel modèle choisirpour la mise en production ?
Nous avons analysé
le comportement
des 1200 visiteurs
du site Internet.
1200 40 % 5 %On remarque que 40%
des visiteurs qui ont
cliqué sur une des
lampes ont cliqué sur le
modèle blanc et or.
Pour déterminer le coût d’acquisition d’un client, nous
avons poussé l’expérience d’achat jusqu’au bout.
Seul 5% ont cliqué
sur la lampe
rouge.
Cette étape montre
donc que le second
modèle est celui qui
suscite le plus
d’intérêt.
L E S H Y P OT H È S E S
Une fois le site en ligne, nous avons généré
du tra c grâce au digital marketing.
Dans le cas de Folding Lamp, nous avons
sélectionné Facebook comme premier canal
à exploiter pour y faire de la publicité.
Hypothèse 2 : Coût d’acquisition client
Budget 100
41 200 impressions
1 200 clics sur la pub
1 200 visiteurs sur le site
#Hardware
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Build itDevelopment or creation of a hardware device in an entrepreneurial mindset.
When?
Project in need ofelectronicians/prototypers
Project with a « cahier decharges » (business requirements)
Project in need of CTOor technical experts
Projectpivoting
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Build itHardware
Process
Focus with the targeted market in mind: thedevelopment is different if your market is100 or 1.000.000 pieces.
We focus on reaching market as fast as possibleto collect real users’ feedback.
Starting small, we focus on creating value atevery step of the creation. We can iterate fastand improve according to feedbacks.
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Build itHardware
Process
We have good contacts in China for more devices.
We have Belgian partners for productionup to 5000 pieces.
We have our own factory and all required capabilitiesto build first 20 to 30 pieces. From prototypes(ex: for the Proof of Concept) to final products.
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Build it
First ~20 devices to reach the market and get feedback.
Everything you need to create the productin a Belgian or Chinese factory.
We can help with certifications (if required).
Hardware
What is the outcome:
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Price
Tailor-made
Duration
Variable
Build itHardware
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29Pub Facebook 100
1200 clics
13 Folding Lamps « vendues »
Lorsqu’une personne cliquait sur « Acheter », elle
arrivait sur un formulaire d’achat classique.
Cependant, au moment de choisir un moyen
de paiement, nous interrompions le
processus à l’aide du pop-up suivant :
Nous prétendions donc que la dernière lampe venait juste d’être
vendue. Pour éviter de frustrer ce client potentiel, nous lui
envoyions dans la foulée un bon de réduction de 20% par mail
valable lorsque le stock serait réapprovisionné.
Parmi les 1200 visiteurs du site, 13 sont arrivés à cette dernière
étape du processus d’achat.
Cette donnée est primordiale dans un
plan nancier. Il faut que « prix de
revient + coûts logistiques + coût
marketing pour acquérir un client + frais
annexes » soit inférieur au prix de vente
pour avoir un plan nancier correct.
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Grow itSystematic approach to growth, auditing business to tackle bottlenecks, beyond focusing on acquisition channels.
When?
Already established startups,with product market fit reached.
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Grow itProcess
In a nutshell: growth hacking byentrepreneurs for entrepreneurs1
Audit of the business, with every step analysed:we do not come with pre-defined solutions butanalyse the company’s « system »
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On a monthly basis (1x or 2x/month), we organisegrowth sprints during which we test assumptionsand improve previous sprints/tests
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Result-driven: the goal is to generatereal revenue as fast as possible4
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Credentials
Test it Shape it Build it Grow it Conferences Bizquid (websites)
Make it in figures
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7
24
4
15 18
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Corporate / Big Customers
UCB
Collaboration aroundHelpilepsy
Impulse.brussels
Several workshops
D’Ieteren
For theirapp Wondercar
BNP Paribas Fortis
App developmentHackathon management
Epitech
Voted Best Course of the Year
Star Academy
Conferences
CEI LLN
Several sessions of anentrepreneurship formation
BEP
Workshop+ accompanying sessions
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Test it credentials
MAIK
Kamil created a platform to bet on your own FIFA games (football videogame) and spice things up with friend. And it worked.
From a guy with an idea, he became an entrepreneur with a business. The rela-
tion was different while asking lawyers to make his business possible.
Bouwkracht
Joris wanted to create an app for group buyings of materials for home improve-
ments. He acquired clients, and then started really negotiating with prospec-
tive partners. They were the ones paying, in his BMC. They refused because it was time-consuming for low return. He stop-ped his idea without spending the 50k €
he had planned, originally.
Agrotech
Elias has a Camerounese pellets produc-tion. With TESTIT, he acquired, in Belgium, B2B clients (through Adwords and FB ads) and B2C clients that he was then using to
negotiate with those B2B clients.
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Troopr Network
Willyam wanted a matching app for gamers. With the TESTIT, he created a community (500 members in 2 weeks)
before even developing anything, just by doing matching by hand.
Sunslice
Geoffroy and Henri created a portable and foldable solar charger. They started by prototyping it and then tried to kicks-tarter it. TESTIT figures showed that cus-tomers would not pay for this item at this
price. Kickstarter failed.
My Psy
Caroline created her secured Internet platform for psychology consultation. She had no client 6 months after release. We recreated from scratch, focusing on final
user. She acquired several recurring clients after week 1 of her TESTIT.
Test it credentials
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Coût d’acquisition d’un client = 7,70
E N C E Q U I CO N C E R N E L E P R I X ,L’ E N T R E P R E N EU R AVA I T 2 H Y P OT H È S E S .
Hypothèse 3 : Positionnement & prix
Hypothèse 4 : Fonctionnalité d’allumage
La première était de déterminer un prix faible
(59 ) pour la lampe et se positionner au niveau
d’une grande marque suédoise. L’objectif est
alors de faire peu de marges tout en espérant
vendre de grandes quantités.
La seconde consistait à en faire un produit haut
de gamme (249 ), vendu en quantité moindre,
sur lequel il pouvait obtenir de grandes marges.
Pour obtenir une réponse
chi rée à cette hypothèse nous
avons fait de l’A/B testing.
Nous avons créé deux sites. Grâce à de
la publicité, nous avons généré du
tra c. 50% de ce tra c était redirigé
vers un site et 50% vers l’autre. Le
premier site était positionné grand
public, l’autre plutôt haut de gamme.
Après la campagne, nous avons analysé
le taux de conversion et le coût
d’acquisition. On a donc pu voir quel
positionnement était le plus e cace.
Dans ce cas, le
positionnement à 249
était plus e cace et a
donc été privilégié.
Shape it credentials
Spentys
3D scanner for broken arm cast. We pro-totyped a fully functional device for the
entrepreneur to start selling to hospitals
Gecko
Remote controlled locker. We designed the locking mechanism and transmission protocols + printed a PoC board to show-
case the technology
Hinnotech
Tracking wristband for people with Al-zheimer. We focused on making best
tradeoffs between battery duration, GPS location and connectivity availability.
Our spinoffs
FullUp (fuel gauge) and Flipaw (connec-ted collar for dogs)
Sailsense
Blackbox for pleasure boats. We impro-ved and stabilised the proof of concept
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Build it credentials
Remote
Creation of a 3D camera with live streaming over various technologies (3G, Ethernet)
Les Champignons de Bruxelles
Sensors creation & installation and monito-ring dashboard for mushroom growing in
basement of Brussels
Holifresh
Tracking device for international transport pallets of high-end goods. Location, accele-
rometer, temperature and humidity are tracked. We created everything and, with
our entrepreneurial and ROI focused metho-dology, we did cut some useless expenses
(i.e. precise GPS locator)
FullUp
Connected gauge put as fuel tank cap + monitoring dashboard (app and webapp).
LORA connectivity.
Wondercar
(D’Ieteren group) – App Development.Augmented reality to take pictures
of car scratches.
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Grow it credentials
Sport Nutrition
We created their e-commerce and conduc-ted their digital marketing campaigns. From 0 € online revenue to 35k/month right now.
Creobis.eu
Virginie started a conference business. We’ve taken care of her Internet presence
and marketing since the beginning (her only acquisition channel). She now has a com-
pany with more than 300k annual revenue.
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Organigramme
Businessdevelopment
Management
Software Hardware
Bryan Bogdanic
Ryan Bormans
Fanny Cochin
Tom Roelants
Sébastien de Radiguès
Nicolas Bernier
Robin Poncin
Stan Van Oers
Nicolas Denuit
Alexis Hoge
Maxime Pepi
Sanawar Syed
Denis Thomas
Victor Xhurdebise
David Sautois Maxime Czapski
Léonard Pollet
Nicolas Streel
Alexis Bedoret
Guy-Louis de le Vingne
Melissa Della Pina
Thank you
AddressesQuai de Meuse 16, 5100 Jambes
Mechelsesteenweg 455, 1950 Kraainem
More [email protected]
Partnerships?Contact Nicolas Streel
Clients?Contact Léonard Pollet
More [email protected]
Partnerships?Contact Nicolas Streel
Clients?Contact Léonard Pollet
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