Tag Archives: Entrepreneurship

Slicing Pie – Part 3 (or How Startup Funding Works)

A colleague of mine at EPFL just mentioned a new nice infographics about sharing equity in a start-up: How Startup Funding Works. It has apparently its roots with famous entrepreneur Paul Graham. It could be indeed based on his essay written in 2005. Nice piece of vizualizing. Thanks Sanna 🙂

So following many posts about equity splitting including the one about the nice book Slicing the Pie, here is the visual solution.

how-startup-funding-works_51db987f390b4

Slicing Pie (how to fairly split equity) – Part 2

Following my recent post (part 1), here is what I keep from the book without giving all details. Moyer probably needs to sell a few copies!

slicing-pie-funding-your-company-without-funds-mike-moyer-paperback-cover-art

Moyer introduces the Grunt Fund as a mechanism to allocate equity between founders. He is using the classical metrics I have used in the past (again see Equity Splits in Start-ups) but he adds one interesting point: a dynamic allocation based on future contributions such as time and cash, weighted with your value (reputation, experience, etc). His process is simple:
– Appoint a Leader
– Assign a theoretical value to the ingredients provided by the various Grunts.
– Keep track of the contributions and calculate the possible equity whenever you need based on the relative contributions by each Grunt.

A Grunt Fund makes some people uneasy. They like to know what they’re getting into and they like the I’s dotted and the T’s crossed. That’s fine. If this is you, then don’t use a Grunt Fund – get a job instead. [Page 50] Then be careful about who and what you need. It’s up to you to decide what you need, but be fair!

Moyer mentions on the following page Noam Wasserman’s The Founder’s Dilemma (which I have not read) as a theoritical validation of his approach.

Without entering too much detail, Moyer gives value to time (2x what would a normal salary be) and cash (4x the actual amount). This is subjective. The critical element is that all Grunts agree with the rules. It can change from one company to the other… “Remember, you need to compensate them for not only the work they did, but also for the risk they take.” [Page 64]

When it comes to ideas or intellectual property, Moyer has principles I am quite close to: “Don’t get me wrong, ideas are critical to a business’ success. But turning the idea into a reality is where the value is built, not in coming up with the idea in the first place.” [Page 82]

Sometimes you will need to remove someone. There are 3 possibilities:
– he/she resigns without cause. You need to reduce his slice;
– you terminate him/her without cause. The slice should be kept;
– you terminate with cause. He/she may lose the slice.
[Chapter 5 + Pages 141-145]

The Grunt Fund is for the early days only. When do you stop using it? When you have a predictable business model, or when you have raised $1M. [Page 114]

As a conclusion (and Moyer mentions it many times), “a Grunt Fund is a moral contract, not a legal contract. It tells us how to treat each other fairly. […] A Grunt Fund is the foundation of a trusting relationship.” [Pages 121-122]

Slicing Pie (how to fairly split equity) – Part 1

An EPFL entrepreneur had contacted me about equity split between founders, employees and investors in a start-up. I mentioned my experience and related blog post on the topic: Equity Splits in Start-ups. Then he came back to me with a book he advised me to read. I am half way through it and it has interesting (and new to me) lessons. So thanks Justin 🙂

The book is entitled Slicing Pie, and subtitled Funding Your Company Without Funds.

slicing-pie-funding-your-company-without-funds-mike-moyer-paperback-cover-art

I will probably go back when I am finished with this book, but already, here are some examples of what I liked:

The Gap

Somewhere between the inception of your earth-changing idea and the investor presentation to Andreessen Horowitz there is a gap. During that gap, you are expected to have actually built something that resembles a business enough that the gentle and kind venture capitalist will decide that you have your act together and write you a fact check. I call it “the Gap” because it’s during this time that you either fill the gap with behaviors that create a business or let is consume you and your wonderful idea. Most fledging businesses experience the latter.
The days of back-of-the-envelope deals are over. (In fact, they may never have actually existed.) Few investors are willing to provide capital to a company that is little more than a rough idea.
Nowadays, you need to have something worth investing in which often means a management team, a business plan, and, if you’re smart, a working prototype. For bonus points get a few beta customers who are actually paying you. Now you have something worth discussing. [page 2]

The need for Entrepreneurs

“Entrepreneurs give security to other people; they are the generators of social welfare.” The country needs entrepreneurs, the world needs entrepreneurs. Without them not much would happen.
In spite of the exciting life and important role of entrepreneurs, most people never become entrepreneurs. To most people, life is too risky. Most people can’t handle the ambiguity. Most people are afraid of failure. Every entrepreneur fails more often than they succeed. [pages 9-10]

Good and Bad Lessons

Failure is how an entrepreneur learns. Good lessons improve an entrepreneur chances for future success. If you created a product that nobody wants, if your employee leaves you, if a competitor comes out, if your marketing did not work, if you run out of money, you will learn.
Being an entrepreneur requires a lot of trust and confidence.
But if they get burnt by partners, they learn bad lessons. They spend more time covering their own butts. They learn to move more slowly and take fewer risks. They learn to be less like entrepreneurs and more like everyone else. [pages 10-11]

Grunts

Grunts are people who are willing to forgo cash compensation in exchange for a piece of the pie. Grunts do the work necessary to turn an idea into a reality. They will do the fun work and the dirty work. They are as comfortable licking stamps as they are building a strategic plan. [page 28] (I love grunts probably because in some aspects I am one, even if not an entrepreneur!)

As a conclusion to his first chapter, author Mike Moyer claims that an entrepreneur needs a method for slicing the pie that is easy to understand and
– rewards participants for the relative value they provide,
– provides motivation for them to continue to provide more ingredients,
– allows founders to fairly add or subtract participants to or from the company,
– is flexible in the face of rapid change.

More in part 2!

Safe choices aren’t always good choices

I am reading I’M Feeling Lucky – Falling On My Feet in Silicon Valley by Douglas Edwards. I thought it might be just another book about Google. It is not. The lessons are amazing. And I will come back with many things I liked. One deserves a full article, and it is about “Safe choices aren’t always good choices”. The story is covered on pages 256-258.

When Google finally recognized its failure in implementing a CRM software to manage customer emails, “composing a list of CRM vendors didn’t take long. Fewer than half a dozen major players offered stable, well-tested systems. […] Larry has a college friend, David, who would advise us on desirable features and then added, by the way, he and a buddy were building a CRM product called Trakken. […] Interested? Interested in an untested CRM product still in development with one tiny client? Sure that’s just what I was looking for – another risky technology with no support and no track record behind it. I thanked David for his help and, because he was a friend of Larry, assured him we’d be happy to send him our request for proposal. [Meanwhile they analyzed established players.] I felt confident I could convince Larry and Sergey to loosen the purse strings and do it right this time: spend money for a high-quality, stable system from a respected vendor. I hoped Larry’s friend had taken the hint and forgotten about us. [He had not] I didn’t want him to complain to Larry when his hopes were dashed. I decided to head him off at the pass by talking to Larry myself. “Actually,” Larry recommended “you should hire these guys. They’re really smart. They’ll work hard to build the product and we can invest in their company. […] They’ll be very responsive.” I could say I was stunned, outraged, incredulous, but that would be an understatement. I couldn’t believe Larry was going cheap again instead of buying reliability. When I informed the other vendors, they thought I was either corrupt or an idiot. […] “If you can believe you can build an email tool like resembling ours in thirty days, you are mistaken. It has taken us four years and twelve hundred customers.” […] I’d still be cursing Larry’s decision today if not for one small thing: Larry was absolutely right. […] Within a couple of months we had the CRM system we wanted built to our specs, fully stable and intuitive to use. […] So what did I learn from all this? I learned that obvious solutions are not the only ones and “safe” choices aren’t always good choices. I had thought that due diligence meant finding the product most people relied on, then putting pressure on the vendor to cut the price. It never occurred to me to talk to Larry not to do that. We had different tolerances for risk and different ideas about what two smart people working alone could accomplish in a complex technical area – and that is why I spent seven years working in mainstream media while Larry found a partner and founded his own company. Two smart guys working on complex technical problems, it turns out, can accomplish a hell of a lot.

Proven Tools for Converting Your Projects into Success (without a Business Plan)

Winning Opportunities is not just another book about business planning. Indeed Raphael Cohen’s new book is subtitled Proven Tools for Converting Your Projects into Success (without a Business Plan).

This 200-page, 18-(short)-chapter book is a very interesting way to analyze your project opportunity (maybe more in a corporate than in a start-up set-up). “Designed for doers, it provides a structured model of the entrepreneurial/intrapreneurial process. […], it is about discipline and process. […]. In other words, creativity is not enough. Framework and discipline are essential companions.” [Page 3] Cohen is therefore a disciple of Peter Drucker who believes entrepreneurs can be tought. But he adds on page 15, that “Observation is a state of mind. To understand your customers, you need to spend time observing them in their own environment. […]. There is no way engineers ensconced in their cubicle offices could observe (and so identify) such a “Pain”. Many real opportunities can only be identified outside of your office.” He is also close to Steve Blank and his customer development framework and here I should remind the reader with Blank’s comment on creativity.” But it’s more likely that until we truly understand how to teach creativity, [entrepreneurs] numbers are limited. Not everyone is an artist, after all.” And we should be all aware that though tools and states of mind are critical, success can not be guaranteed, its odds can increased however.

Cohen has a great framework that is summarized in the next figure but you should read his book and see how he builds the full IpOp (Innovation by Opportunity) model, step by step.

Again he is close to Blank when he explains that assumptions will be checked via practice, not via theory: “Selecting a Business Model usually requires making a number of assumptions. In many cases, it is impossible to verify these assumptions before implementing the Business Model in real time or at least in a pilot study. You should test a Business Model whenever possible, and must always be prepared to revise it or explore alternatives.” [Page 73]

One critical factor that may not be enough emphasized in business planning is the energy required to sell. “To be successful, it is not enough to have written up the perfect Business Model, you still need to persuade customers to buy. And for this, you must convince them that what you offer has an outstanding superior perceived value”. [Page 80]. You need to desire and be able to sell!

Cohen mentions metrics as a way to measure success. His KISS are Key Indicators of Success and these may be subjective. He is right. But once you decide about how you define success, measure it. “The Definition of Success determines a project’s sex appeal. […] While other factors such as preventing the competition from entering the market, testing new markets or distracting stakeholders from other issues may play a role in the decision process, it is the Definition of Success that is the bottom line. Whatever is measurable will always be very much at the heart of the decision process, because it is an output that can be monitored.” [Page 91] “Defining failure will provide stop/no stop criteria” [Page 92]. My personal experience is that it is one of the toughest decisions to admit one’s own failure. “If the opportunity is worth it, you will find the necessary resources when the time comes.” [Page 99].

Cohen introduces the concept of Unknowns as a separate chapter, showing again that entrepreneurship is not easy. They should be catalogued, characterized, prioritized. “Be humble enough to recognize what you do not know” [page 109] and “testing assumptions is often the key to reducing the level of uncertainty” [page 110]. One of the best examples of reducing unknowns is Arnaud Bertrand’s amazing testing with Housetrip.

Again entrepreneurship is about selling, making money, it is about action. “The fun part is in the action. This is why people excel at thinking of Tactical Moves. In fact, most people jump straight from identification of the Opportunity into planning Tactical Moves. Some even jump into the action without any planning at all. Because most creative people are action-oriented, their natural inclination is to skip the strategic analysis presented in the previous chapters. […] And these people like action” [Page 113] and again: “Finding Tactical Moves is a highly creative process” [Page 115].

At the same time, action can be scary, because of the possible collateral effects: “damaging the company’s reputation; altering the essence or image of an existing brand; upsetting distributors or other partners; reducing the market share of other company products (this is known as cannibalization); irritating management; disclosing critical information; making colleagues jealous” [Page 118]. I remember an entrepreneur from my Index days telling me, “each day, you take 10 decisions, 5 might be good, 5 might be bad; just hope the bad ones will not be deadly”. Action, Action!

“Contrary to common belief, entrepreneurs do not like to take risks” [Page 126] “What they like is success and they are willing to take risks to achieve it.” {…] “Managing risks means not only identifying them and anticipating their impact but also preparing contingency plans.” (cf Plan B by Mullins and Komisar, next blog paper or the famous Pivot by Blank / Ries). “The contingency plan sometimes turns out to be the main plan”. And it may mean rethink the Definition of Success and revisit the stop / no stop criteria. Once again uncertainty is highly present and decisions never black and white.

Lack of money is often presented as the main obstacle to start-ups and intraprises. While this may sometimes be the case, the truth generally is that really attractive projects get the necessary funding. Of course, some people are more skilled than others in obtaining the Resources they need. Necessary qualities of an attractive entrepreneurial or intrapreneurial project are:
• The ability to deliver a convincing Definition of Success (plus possible additional Benefits) as against the Resources required (Return on Investment)
• A reasonable chance of success, given the team behind the project and other critical success Factors and Unknowns.
Many entrepreneurs are not lucid enough to make a realistic assessment of the attractiveness of their project, having a tendency to believe that what is attractive to them is automatically attractive to others. It is important that entrepreneurs seek resources from the right people. To do so, they will need a sufficiently large network to turn to.” [Pages 135-136]
“Fund-raising exacts an enormous collateral cost. The whole time spent on looking for money and convincing fund providers is unavailable to promoting delivery of the Definition of Success. The milestone-based is much healthier than putting a lot of energy into multiple rounds of financing, but is only possible with a very well-thought-out pre-project.” [Page 138]

Business plans are in fact more trouble than they are worth [page 151], because:
• They do not increase the probability of success of a new venture, […]
• Less than 10% of business plans actually get read. […]
• Production of the plan delays presentation of the project to Decision-makers
• Apart from people who make a living producing, teaching or selling business plans, almost everybody else in the business community agrees that they are useless for start-ups and new initiatives. The business plan does however remain relevant as the output of a strategic analysis for coordinating the functions of an existing organization (marketing, production, HR, finance, etc.)
• So … writing them is a waste of time and energy

Cohen finishes his book by explaining how important is an ecosystem friendly to entrepreneurs. “The simple Five P’s formula for emPowerment is a recipe that works wonders to promote innovation within organizations:
+ A Passionate leader
+ Permission (to do)
+ Protection (in the event of failure)
+ a Process
= Powerful Performance (by emPowered People)” [Page 185]

The book is extremely well-written and this is not so common in the business litterature. Another original feature is that Cohen does not use quotes (mea culpa!) at the beginning of each chapter but jokes. And because he authorizes the use of them, here is one I liked:

Making a compelling proposition pays
A guy with a severe stutter applied for a job selling Bibles. The interviewer believed he’d never make it as a salesman, and was about to tell the guy to look elsewhere for work. The stutterer begged for the job, “P-p-p-p-p-le-ease g-gg-g-ive m-m-m-mee a ch-ch-cha-a-ance. I-i-ic-c-can d-d-d-o i-i-tt.”
The manager said, “Okay”, and gave him a few Bibles and the rest of the day to see if he could sell one or two. By lunchtime, the stutterer was back, having sold all the Bibles. The manager was impressed, and asked if he could accompany the stutterer after lunch. “S-s-sure,” said the guy, and later they went out to the streets.
They approached a house, and the stutterer went up and knocked on the door. When the homeowner answered, he said, “G-g-g-g-good a-a-a-ftern-n-n-noon, M-m-ma’am. I-i-i’m s-s-s-selling B-b-b-bibles. W-w-w-w-would y-y-y-you l-l-l-l-l-like to b-b-b-buy a B-b-b-b-bible, or sh-sh-sh-ould I j-j-j-j-ust r-r-read it t-t-t-to you?”

A non-negligeable advantage of Cohen’s book is that it is freely downloadable and the author is just aksing you to pay what you think is fair once you’ve read it. I have not paid anything yet but my contribution has been to write this blog article and I would certainly recommend interested people to read and pay! Is this enough Raphael? 🙂

“Entrepreneurship should be cherished,” the Nokia chairman says.

I did not check how many times I blogged about Finland, but it is certainly one of the most interesting and entrepreneurial countries in Europe. However, when I attended the REE conference at Aalto University last week, I have been shocked by the talk of Risto Siilasmaa. He is not only the chairman of the struggling mobile giant, but also the founder and chairman of F-secure, a successful software start-up. If you have time, watch his talk and listen carefully. Here are may notes, hopefully correct: “Entrepreneurship should be cherished, because it will be critical of the future of the world. It is not a profession, it is a state of mind.”


(Go to youtube at http://youtu.be/nFyKRCo4QkM if you do not see the embedded frame!)

“In 1924, Finland got 37 medals and 14 gold medals in the Olympics, much less in 2012. Finland was poor but at that time Europe was 25% of the world population and 33% of the GDP. In 2050, it will be 7% of population and 15% of GDP. And we will not be able to give to everyone all the wealth Europeans enjoy today. Not even talking about climate change and aging. Today, out of 100 people, 46 work in Europe including 8 in health care. In 2050, 38 will work and 18 in health care. Less than 20 will create wealth for the others. The equation does not work. European subsidies are 1/3 to coal mining and agriculture and 6% to R&D and technology. This is also meaningless. Europeans citizens need to elect leaders who have vision and courage… Entrepreneurship is making an impact and there is no point in doing small innovations when you are going to fail.”

Risto founded f-secure when he was 24 years old, but began making pocket money when he was 12. He studied at Aalto but found more negative elements than positive ones. Entrepreneurship was not valued, teachers did not value their teaching or if they taught well. “It was very disappointing”. He did not have classmates with an interest in entrepreneurship BUT he has to thank Aalto for pushing him to create a company with a friend when he began doing business. It was a consulting/project firm and he hired many Aalto alumni. He also remembers “the aversion to transfer practical skills” and an attraction for theory [something we should think about – why is that?]. “Management science was disappointing, the more complicated you were, the better (do you know what are “diseconomies of time compression?” [see next line]). CEOs never read management research, researchers want they fellow researchers only to read them, or why would not they use “lead-time” instead of the complex concept before? Whereas there might be hidden gems in research but how can CEOs know.” “Again entrepreneurship is a state of mind, which implies pragmatism, ambition, dreams, perseverance, optimism and give-up-&-start-again. It is also about a desire for results. We need to wake up, try, kill what fails and start again.” Siilasmaa quoted George Bernard Shaw: “Some men see things as they are and ask why. Others dream things that never were and ask why not.”

Then there were Q&As about:
– The Taboo of Money. Yes, the new French president said he hates rich people. Money is a by-product, but success should be celebrated. Once you have enough, you do not need money, but it is an outcome.
– Stock options. Q: Is it accepted in Finland like in SV? A: yes but down rounds and lack of exits make stock-options less successful not less accepted.
– Values: they should come from parents not from school. Now it is true some leaders succeed with strange values, such as “cult leader”. Not easy to blame them when they are successful but then how do we align this with values… not easy.
– Research on entrepreneurship again: if a paper is not complex, it is not accepted, too bad! CEOs read 300-page books with 1 idea, unfortunately. So you need to select teachers with the right values & ambition. Why not entrepreneurs? There is a book about picking the right people. Google it…

The REE conference was rich in quality speakers but nothing close to Siilasmaa. I noticed some good things such as “being an entrepreneurs is making an impact. Just like scientists or artists, it is about do you want to be remembered. Therefore we should “expose as many people as possible to entrepreneurship and hope that diversity will induce wealth. Again it is about a Darwinian process. And we should also be aware that entrepreneurship is not just about satisfying needs, but also answering to frustrations and desires.

I was less convinced about the fact that creativity can be taught (but I am not creative so maybe I should follow such courses!), about the idea that customers may be better to fund your start-up than investors (it is not my experience but I might be biased) or even that teaching can replace the state of mind. But there was a funny analysis that I restate my way: “If 100 students follow a course, 10 may launch a company, 5 will fail because they did not listen / learn, 4 will survive because they learnt the tools to avoid fatal mistakes, and 1 will succeed because he did not fully listen and did it his way on top of surviving.”

Let me finish with something loosely related. As you may know if you a regular visitor here, I love to put cap. tables of start-ups when available (at time of an exit), and here is F-secure.

Semiconductor start-ups. Is it the end?

I was lucky to be invited as a panelist at the Global Semiconductor Conference in Geneva on May 8-9. The round-table topic was “how to create more successful start-ups”. But before mentioning that discussion, I’d like to mention the previous panel, which gathered Stan Boland, former CEO and co-founder of Icera Inc, Dennis Segers, CEO of Tabula and Remy de Tonnac, Chief Executive Officer, INSIDE Secure. Stan has sold Icera to nVidia for $367M after raising $250M (a nice but small 1.3x return). Dennis has raised about $200M for Tabula and apologized for preventing start-ups to get that money, whereas Remy just took INSIDE Secure public on the Paris stock exchange, raising €70M after the company raised more than €100M in venture money since its inception.

I was very impressed by INSIDE Secure long history (it was founded in 1994), including unfortunately washout rounds. What was great is de Tonnac’s message stating that start-ups can only survive if they keep their entrepreneurial spirit and innovation DNA. Here is my usual cap. table format for the company. [The history, the list of investors and number of financial rounds are so long that the numbers might be approximation only…]


click on picture to enlarge

This shows once again that it is possible to try and succeed in Europe, but it seems to take much more time than in the USA. Now back to my panel. The motivation for the topic is the smaller and smaller number of funded semicon start-ups as the next figure shows.


click on picture to enlarge

And apparently, the main reason for this “crisis” comes from the huge amount of money these start-ups needs to reach profitability.

click on picture to enlarge

Well, if it was just about the amount of financing needed, biotech would be dead too, and my recent post Biotech IPOs, not so different shows it is not true. There might be at least two other reasons which explain the difference:
– you cannot go public without any revenue as it is the case with biotech, and I am not sure why (is it because the life cycle of semicon products is much shorter?) and
– the financial ratios of semicon companies are not great (Intel, the market leader is worth 2.5x its sales and 10x its profits).
But I am not fully convinced by the argument.

In fact I had another argument which might be simply said a lack of creativity combined with a culture of collaboration which has been lost. Indeed, the day before, another panelist said “why the heck would I share it, if I had the killer app”. Well, one might not share a killer app, but in Silicon Valley, there has been a lot of sharing:

Even today, people at LinkedIn and Facebook help each other even if they compete. I am less sure this happens at Google or Apple though! And here is what the NPR Radio “Morning Edition” had to say about the Silicon Valley ingredients. I strongly believe and agree with de Tonnac that we need more Entrepreneurial Spirit and Innovation DNA.

Prophet of Innovation – Joseph Schumpeter and Creative Destruction

This is a (very long) summary of “Prophet of Innovation – Joseph Schumpeter and Creative Destruction” by Thomas McCraw, Harvard University Press, 2007. In fact, these are extracts from the book and I mentioned the pages as much as I could. If you are courageous enough to read until the end, you might be interested in buying the full book. Schumpeter is clearly the Prophet of Innovation and Thomas McCraw’s book is a great piece of historical and economic analysis. It is about Schumpeter life, which is by itself interesting. His life was not simple, a devastating first wedding, a personal bankruptcy, a short experience as a minister of finance, the rise of Nazism; stability [nearly?] came at Harvard with a new wedding. But it is first and foremost an amazing synthesis of what innovation and entrepreneurship are about. I could nearly feel a Schumpeterian when I read these clear explanations, despite the fact that Schumpeter was clearly a conservative. So let me try to summarize what I kept from this 700-page book (including 200 pages of notes).

Entrepreneurs are the agents of innovation and creative destruction [page 7]

Schumpeter especially emphasizes the role of new companies in making innovations that interrupt the circular flow. New firms “do not arise out of the old ones but start producing beside them”. In transportation for example, “it is not the owner of stage coaches who builds railways”. Schumpeter also argues that “the entrepreneur is never the risk bearer. The one who gives credit [that is, provides the necessary capital] comes to grief if the undertaking fails. … Even though the entrepreneur may risk his reputation, the direct responsibility of failure never falls on him. [Page 74]

In his definition, the entrepreneur is not a run-of-the-mill business executive, or even the owner of chief executive of a successful firm. The entrepreneur is “the modern type of captain of industry” – obsessively seeking an innovative edge. […] He is not driven solely by a wish to grow rich or by any other “motivation of the hedonist kind”. Instead he or she feels “the dream and will to found a private kingdom. […] There is the joy of creating, of getting things done, or simply of exercising one’s energy and ingenuity. [He] has some characteristics in common with Max Weber’s “charismatic leader”. [Pages 70-71]

The important players in this process are entrepreneurs and investment bankers, who generate “new purchasing power out of nothing”. The investment banker is not just the middleman standing between savers and users of capital; he is instead “a producer” of money and credit, “the capitalist par excellence”. Schumpeter hammered the function of banks in creating money. Keynes had said to him “there were not more than five people in the world who understood monetary theory”, adding that he, Schumpeter, assumed himself to be one of the five. [On note 21, page 533, the author adds “In the history of American capitalism, banks took a smaller role. This did not mean the United States was any less entrepreneurial, of course. It was the most entrepreneurial country on earth, but not because of its banks. Substantial new businesses were funded through “equity” by wealthy families.]

There are 5 types of innovation [page 73]:
(1) The introduction of a new good – or a new quality of a good.
(2) The introduction of a new method of production.
(3) The opening of a new market.
(4) The conquest of a new source of supply of raw-materials or half-manufactured goods.
(5) The carrying out of a new organization.

An important general lesson is that increases in scales almost always require advances in technology which often reduce marginal costs still further. [Note 35, page 525] Steel and automotive industries are just two examples of his time, or more generally steam, electricity, transistors.

Part II begins with an analysis of why entrepreneurship was never widespread even if there were “early forerunners such as Venice, Florence and the Netherlands.” It was even widely resisted for reasons which are “as much cultural and social as they are economic”. (We are talking about an analysis over centuries from the middle ages until the industrial revolution.)
(1) A conviction that spiritual life suffered grievous damage if people became immersed in materialism.
(2) The absence of a belief in upward social and economic mobility.
(3) No widespread sense of personal freedom and individual autonomy.
(4) The governance of most occupations and crafts by cartels (agreements to divide markets and keep prices high) and guilds (exclusive associations of craftspeople).
(5) Entailed estates market by primogeniture. Entailment (imposition of a specified succession of heirs) and primogeniture (inheritance solely by the family’s eldest son) discourage innovation and risk-taking.
(6) A primitive financial system that lacked paper money, stocks, bonds, or any other credit mechanism.
(7) The absence of the two pillars that support all successful business systems: a modern concept of private property and a framework for the rule of laws.

In 1911, Schumpeter flatly asserted that individual entrepreneurship held the key to economic growth in any country. This explains his fascination of the United States but Schumpeter may have missed that it had a strong entrepreneurial spirit from the start. “Capitalism came in the first ships”. [Pages 145-149] The economy has entered the realm of meritocracy, which is inherently hostile to hereditary class. Entrepreneurship had become a function, not a market of class. [Page 159]

In phase with my quoting Hegel [1] on passion, Schumpeter claims that “no company can ever retain a position at the top of its industry without doing very much more than this – without blazing new trails, without being devoted, heart and soul to the business alone”. Any company [falling into routines] “will soon be overtaken by aggressive, risk-taking competitive entrepreneurs”. “Entrepreneurs need extraordinary physical and nervous energy. The best of them can sustain their efforts on a high level only if they have that special kind of vision – … concentration on business to the exclusion of other interests”. [Page 162] That is why Schumpeter believes in “the Instability of Capitalism”: the whole idea of a capitalist equilibrium is misleading. […] The origins of broad expansions always come from innovations in specific industries, which then ramify into other parts of the economy … such as in textiles, then in steam engines and iron, then in electricity and chemicals. Overall industry-specific innovation does not follow but creates expansion. [Page 163]

He even added that “one cannot assume that capitalism will last forever. No other economic or social system has ever done so, and capitalism may be a transitional phase in a broad movement toward a more egalitarian order. [Note 36 page 566] Outside influences – wars, earthquakes, even many new technologies and inventions – are not the sources of the perpetual changes that characterize capitalism. Instead change is part and parcel of capitalism and it comes from entrepreneurial behavior. [Page 164] Early in the twentieth century, firms such as ATT, GE, Kodak and DuPont set up research departments. They made innovation part of their business routine. At the same time, new firms spring up alongside the giants. […] By definition, innovation causes obsolescence and Schumpeter warns against allowing the old to block the new.

Schumpeter ‘s key point is the insatiable pursuit of success and of the towering premium it pays that drives entrepreneurs and their investors to put so much time, effort and money into some new project whose future is completely uncertain. Financial speculation, though it gets bad press is an important part of the process [page 178]. The entrepreneur tries to preserve his high profit through patents, further innovation, secret processes and advertising – each move an act of aggression [Page 255]. Entrepreneurs reduce cost, then prices, stimulate demand and enable larger volumes. The dynamic process will come many times: “all successful firms have been entrepreneurial at some point, though a given company is certain to be more entrepreneurial at one point and less so at another. When their innovations dwindle, firms begin to die.” [page 181]

Part III – Business cycles – 1939, Capitalism, Socialism and Democracy – 1942, History of Economic Analysis – 1954. “Using theory, statistics and history” is a Schumpeter motto, you cannot just do one approach, you need to combine the three to make good analyses.

Business Cycles. Innovation propels the economy. New firms, entrepreneurs drive innovation. All companies must react, adapt. Meanwhile, powerful elements resist major innovations. Nobody ever is an entrepreneur all the time and nobody can ever be only an entrepreneur. The entrepreneur not only innovates but also carries day to day management. The entrepreneur may but need not be the person who furnishes capital. It is leadership rather than ownership. [Again] Risk bearing is no part of the entrepreneurial function. It is the capitalist who bears the risk. [Pages 254-255] A major theme: “the extreme difficulty of changing traditional ways of doing things”. [Page 257]

Schumpeter places heavy emphasis on the role of marketing. It was not enough to produce satisfactory soaps, it was also necessary to induce people to wash. [Page 258] Then he studies cases: textiles (cotton vs. silk) [page 258], rail [page 261], finance [page 264], automobile [page 266], steel [page 267], electricity [page 268]. But McGraw claims book is a relative failure. He apparently got lost into too many details.

Schumpeter also draws sharp distinctions between inventors and entrepreneurs and between inventions and innovations: “The making of an invention and the carrying out of the corresponding Innovation are, economically and sociologically, two entirely different things.” Often the two interact, but they are never the same, and innovations are usually more important than inventions. [page 259] “Necessity may be the mother of invention, but it does not automatically produce innovation” [page 260]. In conclusion of his book, “without innovations, no entrepreneurs; without entrepreneurial achievement, no capitalist returns and no capitalist propulsion. […] Stabilized capitalism is a contradiction in terms.”

In 1942, he published Capitalism, Socialism and Democracy. It is interesting to see the connections between Marx, Keynes and Schumpeter. They may disagree, but there was some respect due to the broadness of the vision and ambition. “The book begins with a penetrating and wholly serious fifty-eight-page analysis of Karl Marx’s work. […] Marx was the first economist of top rank to see and teach systematically how economic theory can be turned into historical analysis.” But Schumpeter thinks Marx was wrong because of “his oversimplified view of social classes”, not just capitalists and proletarians, he failed to distinguish the entrepreneur from the capitalist, and the wrong argument that “society’s total income would steadily fall”.

His first question was “Can capitalism survive? No I do not think that it can.” Even if capitalism has produced the greatest per capita output of goods ever recorded, […] in favor of the lower income groups, […] by virtue of its mechanisms […] thanks to businesses of grand size. Then Schumpeter introduces his famous term, “creative destruction”. It is an essential fact of capitalism. It is what capitalism consists in and what every capitalist concern has got to live in. He then criticizes the idea of perfect competition, which does not take business strategy into consideration. There is no perfect information. And there is a continued emergence of new products and new ways of doing things, which is the fundamental impulse that sets and keeps the capitalist engine in motion. Perfect competition and static assumptions are wrong [2]. The economy is about oligopolies, which engage in mass production with very large capital investments. All this does not ease equilibrium analysis or mathematical modeling. [Pages 348-354]

Schumpeter proposes a sharper focus on products and marketing as elements of competition. It is not [that kind of perfect] competition that counts, but the competition from the new commodity, the new technology, the new source of supply, the new type of organization. The economics profession did a capital crime: failing to acknowledge that continuous innovation is endogenous to capitalism. It should focus on change, […] with the mistaken idea that monopoly and big business are the same thing. Long-run cases of monopoly are almost non-existent. Technical innovation and organizational remodeling, not monopolistic profits, account for the prosperity of most great companies. Schumpeter identifies capitalist entrepreneurship with technology progress itself. As a matter of historical record, they were “essentially one and the same thing”, the first being the propelling force of the second.

The tendency of some industries to grow into big business while others do not has seldom been well understood, either today or during Schumpeter’s time. […] The economics literature on why firms grow large is very extensive and often controversial. [Note 55, page 613] Many scholars debated whether Schumpeter believed innovation to be helped or hindered by the rise of big business (see the Economist post – https://www.startup-book.com/2012/01/11/innovation-is-not-about-small-or-large-its-about-fast/ ). Indeed Schumpeter could seem inconsistent. He usually argued that size in and of itself does not preclude innovation, and can promote it in ways that would not occur in small businesses. He did not usually argue that small business was inherently less innovative and he admired entrepreneurial startups throughout his career. A typical misreading: “Schumpeter believed that technological innovations are more likely to be initiated by large rather than small firms” is inaccurate, but plausible! [Note 25, page 639].

His political analysis of capitalism, socialism and democracy may look dated even if it has interesting points. But I see bias as we all have when we talk about convictions or faith… [indeed see below!] Still, let me go on quoting. “Capitalism has developed the seeds of its own destruction. Persons of supernormal ability and ambition can reach a much higher standard of living, provided they would pursue business careers. Capitalism substituted impersonal efficiency to the feudal features. So that people have “the individualistic rope” to hang themselves. The bourgeoisie is politically helpless and unable not only to lead its nation, but even to take care of its particular class interest. Furthermore capitalism and in particular big business undercut not only the aristocracy, but also many small producers and merchants. A share of stock for tangible assets takes the life out of the property. And if this trend goes on long enough, there will be nobody left to defend the bourgeois values” [Page 357].

Large businesses do not command the same degree of loyalty from their workers. Employees take economic progress for granted but they have little emotional attachment to the success of their companies. (And because of the uncertainty), they feel personally insecure. Because people have come to expect a continuous flow of new products and methods, innovation itself is being reduced to routine, progress is depersonalized and automatized. Individual entrepreneurship becomes less salient. By reducing everything to a calculus of costs and benefits, it rationalizes. Economic efficiency is only one of the many human goals and not necessarily the most important to every individual so that the future of capitalism cannot be assured on the basis of is superior economic performance. (And do not forget, there are always cycles and crises…) [Page 358]

His criticism of socialism is also dated, but here it is: a socialist system must replace an economy based on mature big-business capitalism, through routine governmental action and will take 50 to 100 years to complete. The noneconomic attributes need to be primary motives but worth the price of reduced economic efficiency. Can innovation impulses be released as in capitalism this way? Furthermore, it has to be assumed that uncertainties or imperfect information are not an issue, that improvements can be disseminated by a central authority, that business cycles are eliminated, that unemployment does not exist, that the disappearance of the private sphere eliminates friction and antagonism. One way is to nationalize big business while neglecting small producers with a way to motivate managers. (Comment: Schumpeter analyzed Germany, the UK and the USA; not France, which in a way has some attributes of his description). [Page 360]

Then he switches to the analysis of democracy. Schumpeter is not sure of what common good is as it may mean different things for individuals. And it is not the same thing as the choice of the majority. He compares voters and voting to customers and buying, with advertising/marketing as similar. McCraw adds “it is as if he were discussing capitalism in America and democracy in Europe.” “He wrote on democracy as simply a mechanism, while ignoring its powerful ethical dimension.” [Pages 369-71]

[In an over-simplistic manner we can see the old tension between left-weak-collective- equality and right-strong-individual-freedom. In the French motto, I am not sure where we put fraternity.] McCraw quotes Churchill for this chapter: “The inherent vice of capitalism is the unequal sharing of blessings; the inherent vice of socialism is the equal sharing of miseries”. But as a conclusion, imperfect competition is according to Joan Robinson the most brilliant part of the book. (With a background in math, I particularly appreciate Schumpeter’s comment: “There is nothing in my structures that has not a living piece of reality behind it. This is not an advantage in every respect. It makes, for instance, my theories so refractory to mathematical formulation.” Indeed, there may have been far too much math in economy and not enough history…)

The part on World War II shows that the combination of high public investment (military spending) and individual entrepreneurship & large scale business may be the winning recipe, a combination of Keynes and Schumpeter, even if they were academic adversaries… [Pages 383-389]. What makes the book really interesting is indeed noticed by the author himself: “by comparison with other major theorists stretching from Adam Smith to Keynes, he insisted on giving opposing arguments not only their due, but far more.” And this will be confirmed by his History of Economic Analysis published posthumously in 1952.

For Schumpeter, the troubling issue was not economic at all but ideological; widespread prejudice against business, held over from the New Deal. Thus entrepreneurs would have to do their work “in the face of public antagonism, under burdens which eliminate capitalist motivations and make it impossible to accumulate venture capital”. (In these last two words, Schumpeter made early use of a term that became commonplace four decades later. He did not invent the phrase – its origin is obscure – but was one of the first economists to use it.) [Page 424]

The History of Economic Analysis is his grand ‘oeuvre. McCraw quotes Moby Dick’s Melville: “To produce a mighty work, you must choose a mighty theme”. The book “tracks important thinkers down both productive and non productive paths. It shows how potentially seminal ideas often get lost, only to be rediscovered decades or even centuries later.” He also describes bias. “All human beings grow up having subconsciously developed a sense of how the world works. […] All analysis begins with a distinct intuition that is almost inherently ideological, and usually our way of seeing them “can hardly be distinguished from the way in which we wish to see them. This is a dangerous situation for researchers.” […] “The first thing a man will do for his ideals is lie.” [Page 456]

As an example, Schumpeter notes that starting with Adam Smith, the classical economists made use of the term “stationary state” to describe both an existing situation and some condition they thought would materialize in the future, persisting to the stagnationist thesis – the notion that the age of innovation has passed and “mature” capitalism was at hand. And Mill’s ill-advised identification of the entrepreneur with the risk-bearer “only served to push the car still further on the wrong track.” Today in the twenty-first century, many economists add entrepreneurship to the three factors of production as traditionally conceived; land, labor and capital. That addition owes a very great deal to Schumpeter’s own work. [However] entrepreneurship is very difficult to measure and virtually impossible to express mathematically. Gains, returns only emerge when an entrepreneur innovates in some important way – and then disappear as the innovation spreads. Meanwhile they have contributed to general economic growth. The best example is the offering of a new product or a new brand. There are means available to the successful entrepreneurs – patents, strategy and son on for prolonging the life of his monopolistic or quasi-monopolistic position and for rendering it more difficult for competitors to close up on him. By connecting strategy to entrepreneurship in his History, Schumpeter shows that he has come to understand the connection far better than he did before. [Page 458] On the anecdotal side, Schumpeter understands better Keynes: “the arteriosclerotic economy whose opportunities for rejuvenating venture[s] decline while the old habits of saving form in times of plentiful opportunity persist.” Keynes saw the need to invest, Schumpeter the need for innovation. The problem is you need both at the same time.

Schumpeter represents advances in economy reasoning as nonlinear. History of Economic Analysis succeeds where much economic writing of our own time fails, having sacrificed the messy humanity of its subject on the altar of mathematical rigor. Above all else, Schumpeter’s History is an epic analytical narrative. It is about real human beings, moored in their own time, struggling like characters in a novel to resolve difficult problems. [Page 461]. Compared to Keynes, Schumpeter had no reason to think that life was something a person could be expected to enjoy automatically. It was one thing to grow up in Britain – stable, prosperous and ever-victorious – and quite another to be a child of vanquished and vanished Austria. No wonder his vision differed so thoroughly from that of sedentary Keynes as well as those of Smith, Ricardo or Mill. Unlike any of them, Schumpeter had to reinvent himself multiple times. For every episode of destruction, he tried to convert his experience intro a recreation or reinvention of some aspect of economics. [Page 468]

As an intermediate conclusion, again his famous quote in Business Cycles: “Without innovations, no entrepreneurs; without entrepreneurial achievement, no capitalist returns and no capital propulsion. The atmosphere of industrial revolutions – of “progress” – is the only one in which capitalism can survive”

In the last years of his life, he analyzed again what economics is about. The combination of narrative, numbers and theory could exercise a power that none of the three could do alone. Theories are stylized stories; but without real stories and statistics to back them up, they lose much of their force. He also emphasized a “principle of indeterminateness”, contrasting it with Marx economic determinism and one-size-fits-all fiscal Keynesian prescriptions. Time and chance made most economic predictions risky and all determinism futile. Wars and natural disasters disrupted even the most sophisticated forecasts. Equally important for this principle, is the human element of leadership. “Without committing ourselves either to hero worship or to its hardly less absurd opposite, we have got to realize that, since the emergence of exceptional individuals does not lend itself to scientific generalization, there is here an element that, together with the element of random occurrences with which it may be amalgamated, seriously limits our ability to forecast the future.” Schumpeter quest for exact economics had finally ended. [Pages 475-476].

After Schumpeter’s death, comments were many. “Schumpeter’s writings provided an ideal corrective to Keynes’s fatal omission of innovation’s important role in capitalist evolution. Conversely, Schumpeter’s own shortcomings lay exactly in the areas that Keynes’s theories illuminated – where consumption and investment could be considered as aggregates; where analysts could think in macro-economical terms about the total output of national economies.” On entrepreneurship, “his vision of the innovating entrepreneur, who did have glamour and was not dominated by middle-class values, could grow.” [Page 492].

Finally McCraw summarizes Schumpeter contributions:

“Innovation in the form of creative destruction is the driving force not only of capitalism but of material progress in general. Almost all businesses ultimately fail and almost always because they fail to innovate. Only through innovation and entrepreneurship can any business except a government-sponsored monopoly survive over the long term.” Schumpeter finally thought that entrepreneurship could occur within large and medium-sized firms as well as in small ones, despite bureaucratic obstacles. Thus “new men” founding “new firms” were still vital but they were no longer they only agents of innovation. “The history of the information technology industry confirms his thinking especially well – both the scrappy young firms in Silicon Valley that either perished or remained small-to-medium-sized and others that grew to be giants (Hewlett-Packard, Intel, Oracle, Cisco Systems, Amazon [sic], Google, Yahoo). Outside of Silicon Valley, the same pattern obviously holds for Microsoft and Dell Computer, founded by the teenagers Bill Gates in 1975 and Michael Dell in 1984”.

Two other topics were important, the money question and business cycles. “Daily transactions totaling trillions of dollars are driven by intra-corporate repositioning on currencies, by trading in stocks and bonds by funds management. This pattern fits perfectly Schumpeter’s theory of innovation and credit creation as the touchstones of capitalism.” […] “The rise of mixed economies both in industrialized and emerging countries (the major legacy of Keynes) has tended to flatten the business cycles” [Page 499]. He adds on a related note that we may have forgotten the deepness of “the crises in the 1780s, 1810s, 1830s, 1850s, 1870s, 1890s, 1907-08, 1920-21 and of course 1929-39. In 1929, the Dow Jones peaked at 381, in 1932, it was at 41. After the 40s, the business cycles were much smoother and brought under greater control”. Clearly the 2000 Internet crisis and 2008 financial crisis seem to be smoother.

At the same time, in the new world of academic economics, neither the Schumpeterian entrepreneur as an individual nor entrepreneurship as a phenomenon attracts much attention. A focus on the topic would be a quick ticket out of a job. But paradoxically, they’ve been broad enquiries into the nature of innovation. What is it that drives innovation? Several hundred case studies confirm Schumpeter’s thesis. [Page 500] He further adds a long bibliographical note, an opportunity for new readings! I noticed authors I do not know [yet!], such as Frederic Scherer and Mark Perlman [3].

“Schumpeter regarded inequality of opportunity as unacceptable, but he also held that the results produced by inequality of effort were deserved. He found disparity inevitable and effective in stimulating innovation Schumpeter made also a very subtle point: that the benefits to society of important innovations and the lavish profits accruing to winning entrepreneurs must be measured against the total cost of time and money invested in the same industry by unsuccessful entrepreneurs as well. They receive no returns for their efforts, but their competitive pressure spurs the winners to victory – to the great benefit of society. That the winners receive all the rewards is a mere detail – and a temporary one at that, since the “competing-down” element eventually diminishes that profit, as imitators copy the innovation”. [See my post scriptum on bias]

Not until the late twentieth century, long after Schumpeter’s death, did the significance of his emphasis on innovation, entrepreneurship, business strategy, creative destruction, and ample credit as the wellsprings for economic growth become fully clear.

Post-Scriptum: McCraw’s provides also many and interesting comments about Schumpeter views on the academic world: “A scholar’s most creative years came between the ages of twenty and thirty. For this reason, he urged students and colleagues to avoid the distractions of marrying young. Instead, they should concentrate on their work – sifting their brains for fresh ideas.”

About universities [page 416]: “the layman thinks he knows what a professor is. However, this term denotes a group of people who differ widely in type, function, and mentality. There is the academic administrator; the university politician; the teacher in the sense of a man who imparts current knowledge; the teacher in the sense of a man who imparts distinctive doctrines or methods; the scholar in the sense implied by “learnedness”; the organizer of research; the research worker whose strong point I ideas; the research worker whose strong point is skillful technique, experimentation and its counterparts in the social sciences. And all these – and others – are very different chaps and hardly ever fully understand and appreciate one another. Yet it takes all of them to make a modern university and it takes recognition of all these types and the way they cooperate or fail to cooperate in order to understand what a university is and how it works. And he who insists on merging them into a unitary professorial type and leaves it at that will obliterate not only secondary details, but essentials.”

About mathematics: Schumpeter apparently was never at ease with mathematics even if on his own, he performed daily exercises in calculus and tried to master advanced techniques such as matrix algebra. “Whatever the other advantages math may have, it is certainly the purest of human pleasures.” [Page 470]

About scientific bias: During a famous conference in 1948, he accused his fellow professionals in blindness to their own subjective prejudices. In economic analysis, the outcome of “science” depended in large part on the social situation of the individual thinker. “Logic, mathematics, physics and so on deal with experience that is largely invariant to the observer’s social location and practically invariant to historical change: for capitalist and proletarian, a falling stone looks alike. The social sciences do not share this advantage. It is possible, or so it seems, to challenge their findings not only on all the grounds on which the propositions of all sciences may be challenged but also on the additional one that they cannot convey more than a writer’s class affiliations and that, without reference to such class affiliations, there is no room for the categories of true or false. He adds “Model building consists in picking out certain facts rather than others”. [Page 477]

During that conference, he said that Marx was wrong in the increasing misery of the masses, Keynes was wrong on stagnationism and a state of permanent inanition without government stimulus. He criticized the distaste for big business, where only monopolies should be fought. “Schumpeter had come to realize, that like all other analysts, he had his own vision and accompanying ideology. […] What should be done? Nothing! So long as intellectual freedom reigns, one economist’s skewed vision will be balanced by another’s. Ideological vision is a good thing which motivates the scholars to do their work. [Pages 479-483].

About social “sciences”: The relationship of economics to the other social sciences is a complex story. There has been an on-going de-emphasis of courses in economic history in favor of ever more refined mathematical techniques, which have also invaded sister disciplines such as political science, sociology and economic history. After a lifelong struggle, he concluded that exact economics can no more be achieved than exact history, because no human story with a foreordained plot can be anything but fiction. Because of the infinite mixture of influences on human behavior, no two real economic situations are ever exactly alike [Page 504].

Notes: [1] “Passion is considered as something which is not good, which is more or less bad: humankind should not have any passion. But passion is not exactly the right word for what I just designated here. According to me, human activity derives in general from individual interests, from special aims or, if one prefers, from selfish intents. I mean that mankind puts all the energy of its will and of its nature to serve its goals, while sacrificing any other ambition, or rather while sacrificing everything else. […] We shall say therefore that nothing was ever done without being supported by the interest of those who collaborated. This interest, we shall call it passion when, while pushing back all other interests or goals, the entire individuality projects itself on its objective with all the inner fibers of its will and concentrates on this goal with all its strengths and all its needs. With this meaning, we must say that nothing great in this world has ever been accomplished without passion.” Hegel in Reason in History.
[2] Analysis never yields more than a statement about the tendencies present in an observable pattern. And these never tell us what will happen, but what would happen if the continued to act as they have [Note 11 page 636].
[3] Here are some books mentioned by McCraw
– Entrepreneurship, Technological Innovation, and Economic Growth: Studies in the Schumpeterian Tradition (The International Schumpeter Society Series) Frederic M. Scherer (Editor), Mark Perlman (Editor), 1992
– New Perspectives on Economic Growth and Technological Innovation. Frederic M. Scherer, 1999
– The Growth of the Firm: The Legacy of Edith Penrose by Christos Pitelis (with a chapter on Penrose and Joseph Schumpeter on innovation, profits, and growth).

European Founders at Work

European Founders at Work is a very interesting book. It is the perfect complement to Founders at Work, particularly for the European dimension.

One comment though, I noticed 8 UK projects out of a little more than 20 and these 20 are mostly Software or Internet. More diversity may have been great. This being said, the lessons are great! Here are some… (and you will learn much more by reading the book entirely!)

About the US Market (for Europeans)

“I think that Europe has a lot of credibility in certain sectors, particularly media and the creative industry, but I think that in technology, generally, most of the world’s biggest companies were founded in the US and, therefore, the expectation in the US market is that in technology, they are going to be talking and buying from US companies. […] it’s important to become a US team in the US market. […] I think you need to be prepared to make a pretty big investment in the US and you need to be prepared to build up the business for several years,” Jos White – MessageLabs

“I would say that the IT sector, and especially enterprise software, is extremely global but remains dominated by US companies. There are very, very few examples of European IT and software companies that have managed to go global. I believe, the only way to make that happen is to go global very, very quickly, as we did from the outset.” Bernard Liautaud – Business Objects

“In my experience, if you come from a smaller European market, like Hungary or Sweden, you tend to think that it’s a nice next step to go to UK or Germany. The issue is that if you become successful there, it is still only a sixth of that of the US market. So, if you get a US competitor, you immediately become a regional player instead of a global player. So, very early on, I said we shouldn’t even be thinking about opening up offices in Frankfurt or in London because the way to make it globally was to first prove that we can make it on the world’s biggest market, which is the US. That’s going to be the truth at least for the next ten to fifteen years.” Peter Arvai – Prezi

“I think the reality is that it’s not about Europe vs. Silicon Valley. The best entrepreneurs in Europe understand Silicon Valley very well. They have spent time in Silicon Valley and developed relationships in Silicon Valley. Take all of that and all of the value that comes from that because you’re a fool if you think that Silicon Valley isn’t the most sophisticated, vibrant place for technology start-ups on the planet. It probably will continue to be so for the next twenty-five to fifty years because of the network. And the ecosystem is so profound there and keeps on getting stronger with Zynga, with Twitter, with Facebook, etc. I think any European entrepreneur or any entrepreneur in this space that doesn’t want to spend time or learn from Silicon Valley is foolish. But I think there’s a lot of things that you can learn and be aware of as an entrepreneur if you’re not in Silicon Valley, that you can use to your advantage.” Saul Klein – LoveFilm


The interviewed entrepreneurs

About success and failure

“Any successful entrepreneur knows that it was a combination of skill and attitude, with luck, that really leads to success. And there are very fine lines between success and failure” Jos White – MessageLabs

“I learned that the game is never over: you should never give up, stubbornness is somehow a requirement to lead a company to success, and the road to success is inevitably paved with failures. When things start to go wrong, the worst thing to do is panic and change everything.” Olivier Poitrey – DailyMotion

“I think as an entrepreneur you fail all the time. You’ve got failure built into your business. Right? So you don’t really keep track of failure. You never really fail. I think that’s essential when you’re an entrepreneur, that you’re not afraid of failure. You embrace failure. Your whole business is based on trying out stuff, being ready for stuff to fail and just taking the next step as soon as you fail.” Boris Veldhuijzen van Zanten – The Next Web

About ambition

“Come up with an idea which is impossible then try to find somebody who can make it un-impossible and then do deals which have never been done before.” from the Shazam founders

“[A new trend is] You definitely see entrepreneurs being extremely ambitious.” Reshma Sohoni – Seedcamp

“I guess one advice is it’s more exciting if you feel like you’re changing the world in a positive and innovative way. So we’d love to see more of those out of Europe.” Brent Hoberman – lastminute.com

“But it is probably harder in Europe in that it innovates less, because you have less-crazy investors financing crazy entrepreneurs. [Advice:] One, international. Two, innovation and no copycat. And then, three, big ambition.” Loic Le Meur – Le Web

About the team

“There are very few founders that stay with their businesses beyond five years and quite often, in my opinion, it’s because they didn’t manage to surround themselves with the right team.” Bernard Liautaud – Business Objects

“But also obviously you hire people that are better than you” Ian Dodsworth – TweetDeck

“I also learned how hiring the right people from the start is key: the very first people to join will shape the company’s personality. And finding talented people you are pleased to work with is very important to generate emulation from new hires. Olivier Poitrey – DailyMotion

“A common mistake is building the team. If they’re quite scared to part with something … Like when they’re quite scared to part with equity or bringing on mentors. “Do you want to be a big fish in a small pond or a big fish in a big pond?” They’re too closed with their equity and they try to do everything.” Reshma Sohoni – Seedcamp

“Another common mistake is like a cliché now, but it’s just the classic: “I’ll just build another feature and I’ll focus on my product.” Alex Farcet – Startupbootcamp

About entrepreneurship

“The main advice is just start. Many people have hundreds of ideas, but they never really start their own project. And if you fail, start again. Entrepreneurship is, in my point of view, the best and the only way to personal development” Lars Hinrichs – Xing

“There are a lot of moments like that where you don’t know what you’re doing, but this was the whole point.” Giacomo Peldi Guilizzoni – Balsamiq

“Do it.” It’s the best decision I’ve ever done in my whole life. […] And I was studying engineering as well, and I had one hundred classmates. And I know that almost zero of them actually went on to start a company, which is kind of crazy because I know a lot of them have good ideas. But none of them quite felt that they were able to pull it off.” Eric Wahlforss – Soundcloud

“I have been lucky enough to be born with optimism.” Richard Moss – moo.com

“Hang in there. Don’t give up. I heard that most start-ups fail because the founders stop working on them.” Richard Jones – last.fm

“I would be realistic and I would say, “Look, if you think you are the lucky sperm that’s going to get the ovule, go ahead and start the business.” It’s a very difficult thing to do with a very high probability of failure. But it is essential for society and even those who try and fail are also helping society. So I encourage people to try, but at the same time warning them how difficult it is. I am tenacious and I am sometimes lucky and I’m good at spotting trends. But I was also lucky. Most people who try businesses fail. That’s the truth and people should be warned about that.” Martin Varsavsky – FON

As a conclusion let me quote Saul Klein in his foreword… “Right now, Silicon Valley is peerless at both supporting innovation and creating serious scale. There’s been no master plan, but the 60-year interplay of government as an early catalyst; academia and established companies as early customers and sources of talent; and of course, investors willing to take risks and a long term view, have given entrepreneurs fertile ground to sow seeds and try to grow monsters with dragon’s teeth ready to conquer the world.You need every element of this ecosystem working perfectly to create monsters. This is serious progress. But the straight facts are that while we are unquestionably masters of invention in Europe, we don’t yet have the ecosystem— or perhaps the attitude. […] For me, the big question is if we are truly able to do this.”

Post Scriptum: I am not finished yet. I love to add cap. tables and not so many of these entrepreneurs are running a publicly quoted company. Strangely enough, one is Russian, Yandex. Its foudner and CTO says something great about sales: “I think one of them is when you create a software product, you have to learn how to sell it, you have to learn how to make it a product. It’s a very basic skill. I think every engineer has to try that at least once, to sell the software he created, regardless of how bad it is. No matter how unpolished your product is, you have to try to explain why it is good for someone else.”

Here is Yandex amazing cap. table…

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Something Ventured: a great movie

I just watched Something Ventured and I loved it. Loved it so much I plan to have it shown to as many EPFL students as possible in the spring! It is a movie about passion, enthusiasm, energy, changing the world and yes… about money. When asked about their hope about the movie, producers Molly Davis Paul Holland said: Our high hope for this film is that every student that wants to be an entrepreneur—at every level, high school, business school, on corporate campuses—sees it. We want to see more young people fall in love with entrepreneurship… And if we have a quieter, more serious goal, it’s that I want policymakers to look at this and say ‘What can we do to make it easier, not harder, for people in this country to start those kinds of businesses?’

I would have said I hope that every student — at every level — sees it. And the producers added we were trying to explain our vision for the movie and said, ‘What we are envisioning is a movie like Reds [Warren Beatty’s 1981 film about the original Bolsheviks], where you go back in time to talk about an exciting period — in that case 1917 Russia — and ask people in the present day what it was like back then. Dan said ‘Ok, so you want to make Reds but without the Communists.’ That is ultimately what came about: A really beautiful dialogue with really interesting men and the people they financed.

“A Film About Capitalism, and (Surprise) It’s a Love Story.”

This is the title of another article about the movie, where the journalist says “moviegoers can see what might be the rarest bird in the documentary world: a genuine love story about capitalism.” Somewhere else, the moviemaker, Dayna Goldfine explains: “I think what compelled us to take this one on, even though it is a positive view of business, was, one, it’s a chance to do this kind of alternative view. But also, what these guys were doing – both the entrepreneurs and the venture capitalists – was creating real products. So much of what has come down in terms of the financial tragedy of the last few years has been caused by the investment bankers –people who were really just creating financial instruments, as opposed to changing the world with technology by creating or funding an Apple Computer, or a Cisco Systems, or a Genentech”. Co-moviemaker Dan Geller adds: “I wouldn’t say that money was incidental – money was important – but the overwhelming enthusiasm was for taking these brilliant ideas and these inchoate technologies and making something earth-shattering with them. That’s the energy, I think, that comes through in these stories.”

Yes it is a movie about capitalism, about business. But it is also a movie about enthusiasm, happiness, failure also. It begins in 1957 with Fairchild and Arthur Rock. It could have begun with French expatriate Georges Doriot. A professor at Harvard who supposedly taught manufacturing (in fact it was about how many glasses to drink at a cocktail party and how to read newspapers – go to obituaries), Doriot did not create venture capital with ARD (even if he funded Digital Equipment – DEC) – Rock created the term later, but Doriot inspired most of the heroes of the movie: Tom Perkins, Bill Draper, Pitch Johnson, Dick Kramlich. And these guys funded Intel, Atari, Apple, Tandem, Genentech, Cisco. (The movie tells stories from the 60s to the 80s, but Google, Yahoo, Amazon, Facebook could have been added). Indeed with the movie, the Social Network, it’s the best movie I have seen about high-tech entrepreneurship. What I had nearly forgotten in The Social Network is the closed Boston society (Zuckerberg desperate efforts to enter high-end social clubs). Here also, the Wild West explains its success through openness and risk taking.

And the authors did not cheat. It is also about painful memories, how Powerpoint ended up in Microsoft hands, maybe because the entrepreneur had found it too tough before or how one of the rare women in this world, Sandy Lerner, the co-founder of Cisco, may have not forgiven her firing from the company she had created: “you gotta understand the game that you’re in. […] Look, there wasn’t a box for me.” So yes, it is also about failures, “living deads”, but there is a “feel good” attitude, funny moments, such as when Valentine visiting the Atari factory does not recognize the cigarette brands he smokes!! Or when Gordon Moore (the famous Moore law) remembers that Intel went public the same day as PlayBoy.

So if you do not know much (or even if you do know a lot) about Fairchild, Intel, Atari, Tandem, Genentech, Apple, Cisco, and even if you do not care about entrepreneurship, run and watch Something Ventured. Hopefully you will care!