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W. Scott WebberChairman & CEO
My Background
I have had the good fortune to be involved in many successful software ventures
Pansophic Systems - General Manager Software Artistry – CEO Corepoint Technologies – CEO Performance Assessment Network – Incubator,
Director & Mentor Installshield – Director Autobase – Chairman & CEO BidPal – Chairman & CEO
My Background
Funding I have acquired venture capital I have been a venture capitalist
Liquidity Events I have acquired companies I have had companies acquired I have taken companies public
My Background
Actively engaged in fostering economic growth in the community
Founded Technology Partnership in 1997 to foster growth in Indiana technology economy
Served on numerous corporate and not-for-profit boards
Ingredients for Success
Compelling concept
Well thought out business plan
Well-defined operating plan
Strong management team/organization
Necessary infrastructure
Create a corporate culture
Adequate funding
Competitive product
Business Plan/Begin with the end in mind
Well thought out, realistic 3-5 year plan Envisioned the go-to-
market strategy prior to investing in the business
Resources necessary for successful execution are identified Lofty goals can be
achieved with focus & preparation
Business Plan
Operating Plan
Define where you are going and how you are going to get there
You are much less likely to achieve your goals if you haven’t defined them
Implemented annual operating plan (GOSPA)
Goals...are supported by...
Objectives...which are reached by executing...
Strategies...which set the direction for your...
Plans...which are executed by the...
Activities...of the day, month, and/or year
GOSPA Defined
Strong Management Team/Organization
It is a company’s management team that will most impact its success
Success is most likely achieved when members of the senior management team have already been where you are going Brought in a seasoned management team that
knew how to achieve the objectives
Organizational Development
Hired over-qualified employees at all levels Fewer talented employees accomplish more Positions grow to meet employee expertise Most high growth company failures are due to
running out of management talent
Implemented career development planning for employees to prepare them for future responsibility Leadership Retreat
Infrastructure
Put systems in place proactively – less time consuming than reactive approach Salesforce Intacct Logistics
Planned processes will result in greater productivity
Structured processes insure repeatability of success
Define the Culture
Created a statement of Culture
Lead organization by example
Communicate with employees Quarterly company meetings Semi-annual company
training sessions Quarterly employee/CEO
luncheons
Adequate funding
Don’t dribble funds in, get enough funding early to take leadership position in fast-paced market – especially in technology where coastal firms WILL be growing rapidly
It’s about winning, not control 5% of $500 million worth more than 100% of
$5 million!
Investment Sequence
Product
Distribution
Customer service & support
Infrastructure
Competitive Product
It’s not about having the best product Microsoft didn’t have best product Oracle didn’t have best product SAP didn’t have best product
It’s about having a competitive product & executing better than the competition!
Of course, it doesn’t hurt to have the best execution, AND the best product!
W. Scott WebberChairman & CEO
Thank you!