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Company Building Keeping your startup DNA

Raz Bachar, Business Development Manager EMEA

Startup Community, AWS

@razbachar

Customer discovery process

Company Building

And yet…

why culture matter?

“Your beliefs become your thoughts. Your

thoughts become your words. Your words

become your actions. Your actions become

the habits. Your habits become your values.

And your values become your destiny.”

- Mahatma Gandhi

Total # AirBnB Guests

Brian

“What is the single most important

piece of advice for us?”

Peter“Don’t ‘mess’ up the Culture”

https://medium.com/working-life/597cde9ee9d4

“The culture is what creates the

foundation for all future innovation. If

you break the culture, you break the

machine that creates your products.”

Brian Chesky, Founder

https://medium.com/working-life/597cde9ee9d4

How do you keep Startup DNA?

How do you build it into your Culture

as you scale your business?

# 3 Investor Pitch Deck

Biggest Challenge =

# 1 Customer Pitch Deck

# 2 Employee Pitch Deck

Finding People

Who should share your Culture?

Founders

Employees

Organization

Propagate the culture across departments

Who should share your Culture?

Founders

Employees

Investors

Customers / Partners

From mobile data to smart life.

The personalization storm is coming

Vincent Jocquet I VP Finance & Operations I @VincentJocquet

Entrepreneur Wantrepreneur

I am passionate I want to be rich

I can solve a problem I want to be powerful

I see an opportunity I want flexible hoursFacebook buys Instagram for €750m

Facebook buys WhatsApp for €13,8bn

It’s trendy!

BEWARE of the start-up cult(ure)

[ INSERT ] buys [ YOUR STARTUP ] for € [ INSERT ]m

US$ 19Trillion in global GDP

due to the Internet of

Everything by 2020

US$ 300Billion incremental

revenue by 2020

40.9billion

Connected

devices by 2020

155million

Connected cars

by 2020

100million

Connected light

bulbs by 2020

1trillion

Connected

sensors by 2020

2.5billion

Smart-phones by

2020

US$

12billion

Wearable market

size by 2020

MARKET of connected devices

sentiance

context suite

sentiance

platform

night owl

workaholic

green commuter

at lunch

shopping

L2 moments

commute home

L3 profile segments

SDK

L1 events

at the gym

aggressive driver

on a train

walking

noisy environment

SENSOR DATA

CONTEXT is based on sensor data

Multidisciplinary TEAM

+ Board of Directors

+ Strategy Board

0

5

10

15

20

25

Mid 2012 Mid 2013 Mid 2014 Mid 2015

FindOnly roll with the A-team

Challenge the status quo, think big

Experience is great, motivation is better

It’s nice to get paid

Hire fast, fire faster?

There’s no I in team

RetainResponsibility over title

Sharing is caring

Everyone is a coach

Knowledge is power

Are you having fun?

You may delay, but time will NOT*

*Benjamin Franklin

Call to action : jobs@sentiance.com

When you are at scale

f(innovation) =

(mechanisms * culture)

(org * arch)

customer obsession

ownership

invent and simplify

are right, a lot

hire and develop the best

insist on highest standards

think bigbias for action

frugality

vocally self critical

earn trust

dive deep

have backbone; disagree & commit

deliver results

amazon leadership principles

Ownership

Leaders are owners. They think long term and don’t sacrifice long-term

value for short-term results. They act on behalf of the entire company,

beyond just their own team. They never say “that’s not my job."

DevOps

dive deep

Leaders operate at all levels, stay connected to the details, and audit

frequently. No task is beneath them.

Weekly ops metric meetings

a scorecard for each service team

a graph for every metric that customers care about

each graph has a line…fitness function

Correction of Error (COE) process

Amazon has a very metrics-driven culture

customer obsession

Leaders start with the customer and work backwards. They work

vigorously to earn and keep customer trust. Although leaders pay

attention to competitors, they obsess over customers.

Press release to capture the customer

perspective#1

FAQ to answer any questions a customer

might have#2

Press release to capture the customer

perspective#1

FAQ to answer any questions a customer

might have#2

Start finding the right ‘primitives’#3

Launch, then iterate fast & often#4

Innovation Methodology

Work backwards from the customer – Customer obsession

Narrative process – Dive deep

Primitives – Think Big

Single-threaded teams – Teamwork

Release – Deliver results

Measure – Dive deep

Iterate – Bias for action

The Institutional Yes!

Rate of Experimentation

Culture

Mechanisms

Organization

Architecture

Startup DNA

41

RBachar@amazon.lu

@razbachar

Vincent.Jocquet@Sentiance.com

@VincentJocquet