EAS 545

In-class Discussion Topic(s) Readings, Case Studies and Assignments
Introduction: Seizing the Opportunity
High-Tech Ventures: Overview I
  • Louis Agassiz as a Teacher
  • The Innovators DNA
  • The New Venture
  • Expect the Unexpected
  • Hewlett Packard: Creating, Running and Growing an Enduring Company
High-Tech Ventures: Overview II
  • The Winning Strateg
  • Vermeer Technologies (A, A-1, B, C)
Intellectual Property and IP Strategy
  • Intellectual Property & Strategy
  • Palm Computing, Inc. (A)
High-Tech Product Development

Early Stage Sales & Marketing

Concept Testing

  • Product Development: A Customer-Driven Approach
  • The Sales Learning Curve
  • Sales & Marketing $0-1 Million
Product-Market Fit

Customer Discovery & Validation

  • Hypothesis-Driven Entrepreneurship: The Lean Startup
  • Dropbox: “It Just Works”
High-Tech Market Strategy: Crossing the Chasm

Conjoint Analysis

  • Innovating for Cash
  • Palm Computing: The Pilot Organizer
Pricing Strategy

Market Strategy, Segmentation & Positioning

  • Note on Marketing Strategy
  • Principles of Pricing
  • LinkedIn (A)
Understanding Financial Statements
  • Business Model Canvas
  • The Power of Virtual Integration: Interview with Michael Dell
Business Models

Decision Trees & Expected Value

Present Value Analysis

  • Product Development at Dell Computer
Operations Strategy & Strategic Alliances

FDA Regulatory Process

  • Note on the U.S. Food & Drug Administration
  • Nucleon, Inc.
Venure Finance: It’s More Than Just the Money

The Venutre Capital Method

  • Bootstrap Finance: The Art of Start-ups
  • Raising Startup Capital
  • Convertible Notes in Angel Financing
Negotiation Skills

Deal Structure & Term Sheets

  • You Can Negotiate with Venture Capitalists
  • Evaluating Venture Capital Term Sheets
IPO Process & Considerations
  • A Note on the Initial Public Offering Process
  • Facebook, Inc.: The Initial Public Offering
Capital Requirements & Alternatives
  • Palm Computing, Inc. 1995: Financing Challenges
Open Innovation

Strategic Business Model Decisions

  • The Era of Open Innovation
  • Sirtris Pharmaceutical; Living Healthier, Longer
Ownership & Compensation
  • Chapter 6, Reward Dilemmas: Equity Splits & Cash Compensation, from The Founder’s Dilemmas (Wasserman)
  • How Much is Sweat Equity Worth?
  • NanoGene Technologies, Inc.
Leadership and Vision

The Entrepreneurial Opportunity of Disruptive Technology

  • Exploiting an Age of Disruption
  • Level 5 Leadership
  • The Spoiled Startup: Too Much Money is a Bad Thing
  • MIPS Computer Systems
Leadership and Crossing the Chasm
  • Note on the Hiring & Selection Process
  • Hiring is Hard Work
  • First Who… Then What
  • Vinod Khosla and Sun Microsystems (A)
Leadership & Motivation
  • Why Incentive Plans Cannot Work
  • Life/Work Article
  • Visionary Design Systems: Are Incentives Enough?
Scaling a Startup
  • Growing Up by Staying Young
  • Scaling a Startup: People & Organizational Issues
  • N12 Technologies: Building an Organization & Building a Business
Leadership and Execution
  • Leading by Leveraging Culture
  • Momenta Corporation (A, B)
Leadership in High-Tech Ventures

Wrap-up: Harvesting and Giving Back

  • Managers and Leaders: Are They Different?
  • Reflections on (Schumpeterian) Leadership
  • Bridging the Gap Between Stewards & Creators