StartupCamp: Business Strategy
October 3rd, 2007
Bill Tatham of NexJ Systems is presenting Business Strategy. Having achieved a 7000%+ return on capital with Janna Systems - Janna was sold to Siebel for $1.76 billion in 2000 - he is very qualified to give this talk.
There are 3 levels of strategic value:
- Strategic Technology
- Predictable Financial Results
- Global Market Leadership
Understanding the mechanics of the market and the stock price, along with their growth rate, allowed Janna to sell for a premium of 75% over the then current stock price.
He recommends reading all of Geoffrey Moore’s books. He is actually walking through Moore’s Technology Adoption Lifecycle from Crossing the Chasm.
Model for Success:
- Enterprise Software
- Direct Sales Model
- Compelling Technology
- Differentiation through Extreme Market Focus, Commitment to Customer Service
He says that you should avoid giving a minority shareholder controlling interest just to get the cash. Management produces the plan, the Board approves the plan, and management executes the plan.
He is a big fan of co-operative education and continous learning; an academic approach to business.
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