Enterprise Entrepreneurs Meetup
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Geoff McQueen
Dec 7, 2009, 11:50:06 PM12/7/09
to Silicon Beach Australia
A few days ago, Mark Burch asked whether there were any of us on the
list focusing on the enterprise space. As a result, about half a dozen
of us have been doing the reply to all thing, and we've arranged to
meet up for coffee on Thursday morning at 11am at Bar Fino, under the
MLC building.
So, if you're an entrepreneur focusing on the enterprise/business
market (SME counts), and you'd like to talk about the challenges of
succeeding in markets with longer sales cycles, much more due
dilligence and the different types of headaches that face us than the
consumer web crowd, come on down and say hi.
If it works, we might try and do something monthly, since especially
in this space, who you know matters a lot more than...
Geoff
list focusing on the enterprise space. As a result, about half a dozen
of us have been doing the reply to all thing, and we've arranged to
meet up for coffee on Thursday morning at 11am at Bar Fino, under the
MLC building.
So, if you're an entrepreneur focusing on the enterprise/business
market (SME counts), and you'd like to talk about the challenges of
succeeding in markets with longer sales cycles, much more due
dilligence and the different types of headaches that face us than the
consumer web crowd, come on down and say hi.
If it works, we might try and do something monthly, since especially
in this space, who you know matters a lot more than...
Geoff
Phil Evans
Dec 8, 2009, 5:53:12 PM12/8/09
to Silicon Beach Australia
This sounds like an interesting group. I wonder what other
differences there are in the commercial space besides the additional
sales challenges (and the legendary enterprise price black hole).
Unfortunately I can't make it on Thursday, but would be interested to
lurk on the subgroup if that's allowable.
You might also like to see if you can drag Duncan Bennett along. He
spoke at GrowthTown 4, knows his stuff and I think he's in Sydney on
Thursday. If you want to know about selling to enterprises he's
someone to talk to.
As an aside, I have been wondering of late if this enterprise-focussed
start-up space is poorly serviced globally. Silicon Valley seems to
be primarily consumer-focussed, perhaps there is a global opportunity
for Australia to specialise in the enterprise space?? I have some
half completed thoughts on this topic and probably need your (SBA)
help to refine and articulate them intelligently. I think the essence
might be that, where the consumer market seems to be all about
creating and servicing an unrecognised "need" or want (eg: facebook,
Twitter, etc.) and funding via numerous small transactions, the
enterprise market is all about identifying and servicing an existing
perceived need - probably more of these that are easier to identify,
but ultimately lesser (but still not small) business valuation
potential. Half completed thoughts......
Regards,
Phil.
differences there are in the commercial space besides the additional
sales challenges (and the legendary enterprise price black hole).
Unfortunately I can't make it on Thursday, but would be interested to
lurk on the subgroup if that's allowable.
You might also like to see if you can drag Duncan Bennett along. He
spoke at GrowthTown 4, knows his stuff and I think he's in Sydney on
Thursday. If you want to know about selling to enterprises he's
someone to talk to.
As an aside, I have been wondering of late if this enterprise-focussed
start-up space is poorly serviced globally. Silicon Valley seems to
be primarily consumer-focussed, perhaps there is a global opportunity
for Australia to specialise in the enterprise space?? I have some
half completed thoughts on this topic and probably need your (SBA)
help to refine and articulate them intelligently. I think the essence
might be that, where the consumer market seems to be all about
creating and servicing an unrecognised "need" or want (eg: facebook,
Twitter, etc.) and funding via numerous small transactions, the
enterprise market is all about identifying and servicing an existing
perceived need - probably more of these that are easier to identify,
but ultimately lesser (but still not small) business valuation
potential. Half completed thoughts......
Regards,
Phil.
Mark Burch
Dec 8, 2009, 6:06:53 PM12/8/09
to silicon-bea...@googlegroups.com
Well I'm kind of a contrarian in my outlook. When all the heat and excitement is in one direction (consumer web space) I look in the opposite direction. My gut feel is that the enterprise space is under funded and under serviced as you say.
This should definitely be a topic of discussion at one of our meetups. Phil I'm adding you to our offline discussion group.
Regards,
Mark Burch
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This should definitely be a topic of discussion at one of our meetups. Phil I'm adding you to our offline discussion group.
Regards,
Mark Burch
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Mark Kofahl
Dec 8, 2009, 6:19:03 PM12/8/09
to silicon-bea...@googlegroups.com
Geoff
This is a good endeavour. We work with all business including Gov and ASX listed and Fortune 500 types. There are definitely challenges as you suggest with everything from pricing structures, service and suppor, and contractual environments.
I'm not sure I can make it at 11 tomorrow, however, would be pleased to participate as you move forward.
Regards
Mark.
Mark.
Mark Burch
Dec 8, 2009, 6:59:13 PM12/8/09
to silicon-bea...@googlegroups.com, sba-enterprise...@googlegroups.com
Hi All,
Just to close the loop on this. I've just created a google group to support silicon beach enterprise entrepreneurs. It's a small membership so far, but in my view that is an advantage.
Group home page: http://groups.google.com.au/group/sba-enterprise-entrepreneurs
Don't miss the inaugural meetup tomorrow morning.
When: Thursday 10 December at 11am
Where: Bar Fino, MLC Building, Martin Place, Sydney
Regards,
Mark Burch
-----Original Message-----
From: silicon-beach-...@googlegroups.com [mailto:silicon-beach-...@googlegroups.com] On Behalf Of Geoff McQueen
Sent: Tuesday, 8 December 2009 3:50 PM
To: Silicon Beach Australia
Just to close the loop on this. I've just created a google group to support silicon beach enterprise entrepreneurs. It's a small membership so far, but in my view that is an advantage.
Group home page: http://groups.google.com.au/group/sba-enterprise-entrepreneurs
Don't miss the inaugural meetup tomorrow morning.
When: Thursday 10 December at 11am
Where: Bar Fino, MLC Building, Martin Place, Sydney
Regards,
Mark Burch
-----Original Message-----
From: silicon-beach-...@googlegroups.com [mailto:silicon-beach-...@googlegroups.com] On Behalf Of Geoff McQueen
Sent: Tuesday, 8 December 2009 3:50 PM
To: Silicon Beach Australia
Matt Moore
Dec 8, 2009, 7:07:26 PM12/8/09
to silicon-bea...@googlegroups.com
Geoff,
> As an aside, I have been wondering of late if this enterprise-focussed
> start-up space is poorly serviced globally. Silicon Valley seems to
> be primarily consumer-focussed,
Hmmm - is that true? salesforce.com? Oracle?
> enterprise market is all about identifying and servicing an existing
> perceived need - probably more of these that are easier to identify,
> but ultimately lesser (but still not small) business valuation
> potential. Half completed thoughts......
Geoffrey Moore's thoughts here are pretty relevant here (crossing the
chasm n such like). For enterprise software, the critical distinction
is often whether you are trying to sell it to IT people or business
people.
Cheers,
Matt
> As an aside, I have been wondering of late if this enterprise-focussed
> start-up space is poorly serviced globally. Silicon Valley seems to
> be primarily consumer-focussed,
> enterprise market is all about identifying and servicing an existing
> perceived need - probably more of these that are easier to identify,
> but ultimately lesser (but still not small) business valuation
> potential. Half completed thoughts......
chasm n such like). For enterprise software, the critical distinction
is often whether you are trying to sell it to IT people or business
people.
Cheers,
Matt
Duncan
Dec 8, 2009, 6:40:18 PM12/8/09
to Silicon Beach Australia
Geoff - Phil Evans from Remunerate suggested I should get involved
here - my company www.advocait.com.au does exactly this - would be
happy to provide some input to the group gratis if interested. Let me
know. Cheers Duncan
here - my company www.advocait.com.au does exactly this - would be
happy to provide some input to the group gratis if interested. Let me
know. Cheers Duncan
Elias Bizannes
Dec 8, 2009, 9:22:20 PM12/8/09
to silicon-beach-australia
As an aside, I have been wondering of late if this enterprise-focussed
start-up space is poorly serviced globally. Silicon Valley seems to
be primarily consumer-focussed, perhaps there is a global opportunity
for Australia to specialise in the enterprise space??
Just to be clear, Silicon Valley has a lot of B2B. Just because you don't hear it in the tech blogs doesn't mean it's not there. There's a hell of a lot more than I thought actually.
But everything else being discussed here is right on. Totally agreed that a separate discussion group should be created (we know silicon beach is taking off when this mailing list dies down and another ten replace it). The expertise for enterprise is very different from consumer web. Also, it's a different kind of networking that's needed to succeed: insiders in a specific industry as opposed to influencers in the tech industry
Mat French
Dec 8, 2009, 9:32:34 PM12/8/09
to silicon-bea...@googlegroups.com
From my experience, when entering into the Enterprise space, investors seem to be hung up on this "me too" issue. Let's not forget that competition is a good thing. VC's are especially interested in large volumes, short runways, less direct competition (Consumer Space) sorry bout stating the obvious... Where as in the Enterprise space, it's a little harder to find that niche (Mass Market). What we have done is identified a weakness in an industry segment and aligned this with SaaS design and delivery / SaaS Market maturity.
Part of the smaller valuations is that there is a little more competition in Enterprise space and the runway in our case is effected by changing buyer mentality which poses a little more of a challenge. It's also a leverage point to be haggled on price (Investor).
Domain Knowledge = Credibility = Opportunity.
--
Regards,
Mathew French
Part of the smaller valuations is that there is a little more competition in Enterprise space and the runway in our case is effected by changing buyer mentality which poses a little more of a challenge. It's also a leverage point to be haggled on price (Investor).
Domain Knowledge = Credibility = Opportunity.
--
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Regards,
Mathew French
Mark Kofahl
Dec 9, 2009, 4:34:11 PM12/9/09
to silicon-bea...@googlegroups.com
Geoff & Enterprisers
I should be now able to make it by 11, or shortly thereafter.
See you then.
Mark.
David Jones
Dec 9, 2009, 6:36:07 PM12/9/09
to silicon-bea...@googlegroups.com
Sorry I can't attend today.
I like Mat's points. Domain Expertise does seem to be pivotal. VC's don't just look at team's previous performance but their knowledge of the segment. In security for instance, you find serial security guys. I think this is because the needs of an enterprise become more deeply defined over time whereas consumer products have a shallow feature set with a broad value prop - this is because people
Phil, I don't think that consumer has more tendency for unrealised/unstated need - this is why any startups exist at all:
- When I say down in '98 to write an enterprise email filter, I only suspected virus and spam will become pandemic
- When we started threatmetrix, I suspected anonymity would drive fraud. I had no idea ppl would hijack online social gaming accounts and steal/sell their magic swords/potions. (thats still an enterprise sell)
As Mat says, we provide a solution to a weakness in a segment. Also Mat's point about SaaS. It seems that Enterprise solutions need to be conscious of macro trends of current purchasing and deployment. e.g In USA SaaS is well understood but in Asia its still emerging.
Then, in Enterprise the awareness and leverage of the right "Channels" is important. If you want to sell to SME, then you may not need a channel. But if a large part of your "Addressable Market" is Banking/Finance or Fortune 100/500/1000, then trusted partners of those companies (existing integration partners, resellers, OEM deals) are probably going to be pivotal to your market penetration/success.
Lastly, in Enterprise, sales requires understanding of the process for each type of customer SOHO, SME. Who are the stakeholders, blockers, is it a business unit sell or do you need C-level support. Oh and.. "is there budget"?
I like Mat's points. Domain Expertise does seem to be pivotal. VC's don't just look at team's previous performance but their knowledge of the segment. In security for instance, you find serial security guys. I think this is because the needs of an enterprise become more deeply defined over time whereas consumer products have a shallow feature set with a broad value prop - this is because people
Phil, I don't think that consumer has more tendency for unrealised/unstated need - this is why any startups exist at all:
- When I say down in '98 to write an enterprise email filter, I only suspected virus and spam will become pandemic
- When we started threatmetrix, I suspected anonymity would drive fraud. I had no idea ppl would hijack online social gaming accounts and steal/sell their magic swords/potions. (thats still an enterprise sell)
As Mat says, we provide a solution to a weakness in a segment. Also Mat's point about SaaS. It seems that Enterprise solutions need to be conscious of macro trends of current purchasing and deployment. e.g In USA SaaS is well understood but in Asia its still emerging.
Then, in Enterprise the awareness and leverage of the right "Channels" is important. If you want to sell to SME, then you may not need a channel. But if a large part of your "Addressable Market" is Banking/Finance or Fortune 100/500/1000, then trusted partners of those companies (existing integration partners, resellers, OEM deals) are probably going to be pivotal to your market penetration/success.
Lastly, in Enterprise, sales requires understanding of the process for each type of customer SOHO, SME. Who are the stakeholders, blockers, is it a business unit sell or do you need C-level support. Oh and.. "is there budget"?
Daniel Purchas
Dec 9, 2009, 7:08:25 PM12/9/09
to silicon-bea...@googlegroups.com
I'll cruise down shortly, catch you guys soon
Dan Purchas
GradConnection
044 909 7781
www.gradconnection.com.au
GradConnection
044 909 7781
www.gradconnection.com.au
Geoff McQueen
Dec 22, 2009, 1:52:25 PM12/22/09
to Silicon Beach Australia
Quick update on happenings with the Enterprise focused SBA'ers.
After a successful first meetup and some great introductions F2F a
couple of weeks ago, we're having another one today at 11:30am.
If you're interested in the non-consumer market - SME, Enterprise,
Government - please feel free to join us today, and if you can't make
it, join the Enterprise sub-group at http://groups.google.com.au/group/sba-enterprise-entrepreneurs
where you'll be kept in the loop about future meetups, etc.
Today's meetup is:
When: Wednesday, 23rd December at 11:30am
Where: Bar Fino, MLC Building, Martin Place, Sydney
Feel free to give me a buzz on 0414 678 466 if you're keen to join us
but can't find the location or are worried you'll wander around not
knowing which mob we are.
Geoff
Tim Bull
Jan 4, 2010, 4:16:56 PM1/4/10
to Silicon Beach Australia
We are Melbourne based, but I'd love to get a similar group off the
ground here - any interest from Melbourne Entrepreneurs on networking
around the Enterprise space?
ground here - any interest from Melbourne Entrepreneurs on networking
around the Enterprise space?
Tim Bull
http://www.binaryplex.com
On Dec 10 2009, 8:34 am, Mark Kofahl <markkof...@gmail.com> wrote:
> Geoff & Enterprisers
>
> I should be now able to make it by 11, or shortly thereafter.
>
> See you then.
>
> Mark.
>
> >> silicon-beach-aus...@googlegroups.com<silicon-beach-australia%2Bunsu...@googlegroups.com>
Kurt @ Bridge Systems
Jan 5, 2010, 4:26:01 AM1/5/10
to Silicon Beach Australia
Tim I'd be very interested in meeting around the enterprise space..
Kurt Falkenstein
http://www.bridgesystems.com.au
On Jan 5, 8:16 am, Tim Bull <tbull...@googlemail.com> wrote:
> We are Melbourne based, but I'd love to get a similar group off the
> ground here - any interest from Melbourne Entrepreneurs on networking
> around the Enterprise space?
>
> Tim Bullhttp://www.binaryplex.com
Ned
Jan 5, 2010, 5:48:07 AM1/5/10
to Silicon Beach Australia
While I'm not really in the enterprise space (and I need another
meetup like a hole in the head ;) I am really interested. Will
definitely come along to the first couple to hear more about what you
guys are working on.
meetup like a hole in the head ;) I am really interested. Will
definitely come along to the first couple to hear more about what you
guys are working on.
Ned
On Jan 5, 8:26 pm, "Kurt @ Bridge Systems" <k...@bridgesystems.com.au>
wrote:
> Tim I'd be very interested in meeting around the enterprise space..
>
> Kurt Falkensteinhttp://www.bridgesystems.com.au
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