Striving for Business Excellence · June 28 ,2010 Athens, Greece Pitching to Panel on: June 29 ,2010 Athens, Greece Global Experience Trip: September-October 2010 Silicon Valley,

Workshop Offered on:

June 24 & 25, 2010

Athens, Greece

Seminar Offered on:June 28 ,2010Athens, Greece

Pitching to Panel on:June 29 ,2010Athens, Greece

Global Experience Trip:

September-October 2010

Silicon Valley, California

A business education program enabling prominent technology companies and entrepreneurs to advance their capabilities and skills for taking their technology business to the next level

Stage-3 Update

Striving for Business Excellence

Be GLOBAL! The Journey of Tech Business Experience…

Business Acceleration Program

Offered byUP and to the RIGHT

www.up-andtothe-right.com

Endorsed byCorallia Clusters Initiative

www.corallia.org

HSIA – Hellenic Semiconductor Industry Association

www.hsia.gr

Sponsored by7L Capital Advisors

www.7lcp.com

Piraeus Bank

www.piraeusbank.g

With the Expert Contribution of• Experienced Executives and CEOs

• Business Acceleration Experts

• Venture Capital Investors

• Business Professors

• Entrepreneurs

http://www.up-andtothe-right.com/





http://www.corallia.org/

http://www.hsia.gr/

http://www.7lcp.com/

http://www.piraeusbank.g/

http://www.7lcp.com/

The Program

The objectives of the Business Acceleration Programare to enhance the capabilities of Greek technologycompanies in developing high value businesses, toprovide guidance for advancing to the next level andto promote business alliances for commercializationof innovations in global markets.

The Program is structured as a series of progressivemodules for advancing the business sophistication ofupper managers, entrepreneurs and leaders. TheProgram was tailored for Greek companies with theinsights and guidance of the endorsing organizations.

The program modules are carried out in four stageswhich include pre-work, seminars, workshops andreal life experience from executives, entrepreneurs,investors, customers and the global market place.

The Benefits

Discover practical tips on how to:- Maximize your technology business plan

- Craft a credible business value proposition

- Accelerate customer-driven development

Gain real life experience on how to: - Position your business for customer needs

- Differentiate your products in global markets

- Innovate more scalable business models

Take your business to the next level:- Polish your business plan with expert advice

- Perfect your positioning to customers and VCs

- Expand your reach in the global market place

Structure

Business Acceleration Program Stages

• High-Tech Business Fundamentals

• Crossing the Technology Chasm

• Customer Value Proposition

• Market Opportunity Metrics

• VC Investor Psychology

• Marketing Strategies

• Global Alliances

• Fundraising

Business Template

Team Coaching

Seminar - Think BIG!

1st Day Workshop

- Business Essentials

- Mini Exercises

- Refine Business Plan

2nd Day Workshop

- Team Presentations

- Expert Panel Advise

- Assess Business Case

3rd Day Workshop

- Perfecting Positioning

- Team & Advisory Board

4th Day Workshop

- Perfecting Pitching

- Preparing for Investors

Seminar - Be GLOBAL!

- Real life startup stories

- Tips for Scaling Business

5th Day Workshop

- Presentations to Panel

- Validate Business Case

Prepare

Launch

Advance

Trip to Silicon Valley

- Setup at “Plug & Play”

- Meet Greek Diaspora

Intro to Ecosystem

- Universities & Startups

- Business Infrastructure

Networking Events

- Executive Coaching

- Live Pitching to VCs

Intro to Customers

- Prospect Matching

- Customer Meetings

Reporting to Greece

- Self Assessment

- Tell the tale

Expand

Stage 1 Stage 2 Stage 3 Stage 4

The program will be conducted in English. Qualifying participants will attend in two-person teams who will actas the CEO & CTO during the course in crafting their technology business case for attracting customers andinvestors. The case includes team exercises and role playing on various topics such as, operating plan, businessstrategy, value based selling, licensing, fundraising and other non confidential subjects. As such, companies orteams should be careful not to disclose any information considered to be confidential or proprietary.

Stage-3 Workshop Update: June 24-25, 2010

The hands-on workshop by Bill Joos will focus on understanding the core entrepreneurial skills and applying USSilicon Valley best practices to perfect your business plan. The workshop will include the following topics:

Top Ten Mistakes in Business Plans: Your business plan is the most important document you'll write as anentrepreneur. It can be the ticket to funding, and interest from potential clients and partners. Learn what NOTto do so you can develop a hard-hitting, compelling business case for your company.

Perfecting Your Positioning & Your Elevator Pitch: The perfect elevator pitch is the one where the potentialinvestor in your elevator holds the door open before getting off and says, ‘Give me a business card. I want toknow more.’ This Elevator Pitch Workshop will help you as you strive for that perfect pitch.

Perfecting Your Pitching: Learn how to craft the best possible pitch (presentation) in the shortest possible time.This session will take you through the process of creating and delivering a one-page executive summary and 13-15 slide company overview presentation for investors or customers.

The Power of an Advisory Board (a Tale of Two Boards): A powerful Board of Advisors is often theentrepreneur’s most underutilized tool. Learn how to form, select, leverage and compensate your AdvisoryBoard for maximum effectiveness. Bill will also contrast the differences and similarities between Board ofAdvisors and the corporate Board of Directors.

Elevator Pitch Workshop: Practice makes perfect. This workshop allows you to have your elevator pitchcritiqued by your peers, Tom Katsioulas and Bill Joos in a safe and supportive environment where the focus in onconstructive feedback and building your confidence. You are not in competition with your peers as everyone is awinner when their presentation is evaluated using ten criteria utilizing a printed evaluation form.

Slide Development Workshop: Using the 13 topic slide template from Day One, this workshop will alloweveryone to work on the same slide concurrently to share ideas and concepts by looking at examples. Yourdeveloped slides will be critiqued by your peers, Tom Katsioulas and Bill Joos.

The Investor Meeting: During this session Bill will help you understand how to manage the three criticalcomponents of the initial meeting with an investor: your pre-meeting homework, meeting dynamics andmanagement, and the post-meeting follow up. Many of the techniques and tips of this session will directly applyto a meeting with a customer or business partner.

Who Should Attend:

Technology entrepreneurs and senior managers, executives, or leaders of technology firms who have completedbasic homework on their business plan. Expertise and experience of the participants are critical to the learningprocess. Essential prerequisites are fluency in English, a technology-related degree, basic skills in businessplanning and knowledge in financial statements. Bringing your laptop & slides of your business plan is highlyrecommended.

Bill Joos is the principal of "Go To Market Consulting", based in the heart of SiliconValley. He works with early stage startups, venture capital firms and their portfolioclients. He spent over 6 years as the VP of Entrepreneur Development at GarageTechnology Ventures, an early stage venture capital firm that he co-founded alongwith Guy Kawasaki. Bill has worked with literally hundreds of early-to-mid stage hightechnology startups and helped them polish and clarify their messages and refinetheir fund-raising and customer presentations; but his contributions to themextended well beyond being a "Pitch Doctor". He has mentored and coached themin go to market strategies, revenue and pricing optimization, business alliances,business development, partnerships, and marketing. Over 15,000 entrepreneursworldwide have attended conferences and workshops by Bill Joos on variousentrepreneurial topics. He has also held sales and marketing positions with a varietyof companies, including IBM and as a VP at the software division of Apple Computer.

Bill Joos – Principal, Go To Market Consulting

Day 1 – Workshop Agenda June 24, 2010

08:45 – 09:00 Registration/Coffee

09:00 – 09:15 Host’s Opening Remarks

09:15 – 10:30 Top Ten Mistakes in Business Plans

10:30 – 10:45 Coffee Break

10:45 – 12:45 Perfecting Your Positioning & Elevator Pitch

12:45 – 13:45 Lunch Break

13:45 – 15:15 Perfecting Your Pitching


15:30 – 16:45 The Power of an Advisory Board

16:45 – 17:00 Host’s Closing Remarks

Day 2 – Workshop Agenda June 25, 2010

09:00 – 10:30 Elevator Pitch Workshop (Part I)


10:45 – 12:00 Elevator Pitch Workshop (Part II)


13:00 – 14:30 Slide Development Workshop (Part I)


14:45 – 15:45 Slide Development Workshop (Part II)

15:45 – 17:00 The Investor Meeting


Day 3 – Presentations to Panel June 29, 2010

All teams that complete Stage-3 workshop will be eligible to present their business case to a panel of domain experts who have been CEOs of global high tech companies from Silicon Valley. Each company will be given a number and 30 minutes for presentation (and possibly more time based upon the number of teams) and 10 min for feedback from the panel acting as investors on how to strengthen their business plan and go global.


09:00 – 10:30 Company Presentations (1-2)








Stage-3 Seminar: Be GLOBAL! June 28, 2010

Seminar Date and Venue:

Who Should Attend:

Technology entrepreneurs and senior managers, executives, or leaders of technology companies. Expertise and experience of the participants are critical to the learning process. Essential prerequisites are fluency in English, a technology-related degree, basic skills in business planning and knowledge in financial statements.

Lessons from Silicon Valley stories of real life high-tech startups going global including, customer psychology and how to sell an early vision; tips on how to setup the business overseas, structure the operation and build the sales team; fundraising mistakes made and how to approach investors; case studies of company evolution, business models and success and failure analysis; growing technical founders along with the company; and tips on how to build the valuation of the company toward an exit, including some real life M&A and IPO examples.

Monday, June 28, 2010 at the Microelectronics Innovation Center (μIC), Sorou 12, GR-15125 Maroussi, Attica or a location nearby. More up-to-date information can be found at www.corallia.org.

Topics Covered:

08:45 – 09:00 Registration/Coffee


09:10 – 10:10 Costas J. Spanos“From Lab to GLOBAL Business”

10:10 – 11:10 Peter Feist“Entering GLOBAL Markets”


11:20 – 12:20 Jacob Jacobsson“Going GLOBAL - The Ride of Your Life”


13:30 – 14:30 Constantine Polychronopoulos“Pursuing a GLOBAL Vision”

14:30 – 15:30 Mikes Sisois“Growing With a GLOBAL Giant”


15:40 – 16:40 Athanasios Kalekos“Think BIG & Be GLOBAL - Valuation Matters! ”

16:40 – 17:20 PanelBy Experts Speakers

17:20 – 17:30 Hosts Closing Remarks

17:30 + Networking

http://www.corallia.org/

Costas J. Spanos – “From the Lab to GLOBAL Business

Dr. Spanos has over 25 years of academic & industry experience in high technology.He is Professor and Chair of the EECS department at UC Berkeley, where he servedas Director of the Berkeley Microfabrication Laboratory, Director of the ElectronicsResearch Laboratory and Associate Dean for Research in the College of Engineering.He was the founder and CEO of OnWafer, served on the technical advisory board ofstartups and many technical committees and was editor of IEEE Transactions onSemiconductor Manufacturing. He has published over 200 articles, received manybest paper awards, co-authored a textbook and was elected Fellow of IEEE for hiscontributions in semiconductor manufacturing. Prior to UC Berkeley Dr. Spanosheld various engineering positions at Digital Equipment Corp. He holds an EE fromthe NTUA, and M.S. & Ph.D. degrees in EECS from Carnegie Mellon University.

PresentationCan a technology entrepreneur build a business from the lab and lead it to global commercial success? Howdo you take research into market reality and build a company? And how do you grow a value add businessselling to giants with changing industry dynamics? The first story explores how two graduate students usedtheir research to target a niche market; how they created a value-add solution; avoided traps on perceptionsof value; understood the marketplace and how to monetize IP; raised money and hired the right executive;and staged a quick and lucrative exit when the timing was right. The lesson? Success boils down to knowingthe market, be there in person and delivering value. The second story explores the evolution from a lab ideato a disruptive technology in the same niche market; dealing with market perception, value-add or a threat;understanding the dynamics of the supply chain; “on the job” training about the need for physical presencein high tech sales; penetration, tortuous path to profitability and exit. The lesson? Same market, differenttechnology dynamics, so deep understanding of the industry is a must. So what should be done differently?

Peter Feist – “Entering GLOBAL Markets”

Mr. Feist is currently President & CEO of OneSpin Solutions, overseeing its globalbusiness from Silicon Valley. He is an internationally accomplished startup seniorexecutive with over 25 years of industry experience in the U.S. and Europe and anexemplary track record in executive & strategic management in Semiconductor andEDA companies. Prior to OneSpin, he served as CEO at SIGMA-C (acquired bySynopsys); President & CEO at PACT XPP Technologies AG; President & CEO atChameleon Systems Inc.; VP of worldwide marketing at QuickLogic Corporation;Senior VP of marketing at GateField Corp.; and European regional manager atOdeum Microsystems, a subsidiary of Hyundai's Digital Media Division. Earlier, heheld engineering, marketing and management positions at LSI Logic. Mr. Feistholds a Dipl. Ing. (MSEE equivalent) from the University of Dortmund, Germany.

PresentationYou got the team, the high-tech product and some proof of value and wondering whether you should goglobal and don’t know how to build an international operation? Jump in the water now to learn how to swim!Going GLOBAL is not a question of whether or not, but rather when and how. First assess the opportunities &risks of going global and understand the alternatives and phases that your company will go through. Second,experience the cultural and geographical and cultural differences and learn the work ethics & business laws.Third, decide whether you should build a direct or indirect sales channel: assess the cost of setting up a top-notch direct international sales team to support a low risk global market entry; evaluate the typical salesprocess; and consider the trade-offs in hiring a tactical or strategic sales person. Research case studies andmost of all be aware of the implications of government funding before you set up the business overseas withan outlook to stage an exit. It’s not easy, but if you plan for international expansion the Trevor O’Hara “10Success Tips for Getting it Right the First Time”, can be handy for navigating your ship in foreign markets.

Constantine Polychronopoulos – “Pursuing a GLOBAL Vision” Dr. Polychronopoulos’ has over 25 years of academic and industry experience inhigh technology. He the founder & CTO of Bytemobile Technology, the leader inMobile Internet solutions for wireless network operators worldwide. Prior toBytemobile, he was a professor of Electrical & Computer Engineering at UIUC anddirector of the Center for Supercomputing Research and Development. His researchon academic & commercial computing led to numerous innovations used by SiliconGraphics and influenced compilers and run-time systems at Intel, IBM and Compaq.He has also served on the editorial boards of IEEE and ACM journals; published over150 papers; served on the committees of over 50 international conferences; holds10 U.S. and international patents; and has received numerous awards including theNSF Presidential Young Investigator Award. He holds a Ph.D. from the University ofIllinois, an M.S. from Vanderbilt University and a B.S. from the NTUA.

Presentation

After years of research, innovations and contributions in multithreading computer architectures and wirelessnetwork performance optimization, a vision to pursue the mobile Internet led a team of engineers to createBytemobile, a startup which grew to become the global leader in platforms for GPRS/CDMA, 3G/HSPA and4G wireless network operators around the world. In this presentation we will provide a brief overview ofBytemobile’s technology, products and markets and the challenges, risks and opportunities associated withentering an emerging market back in 2000. We will discuss certain defining moments in the company’shistory both from the marketing and the operations and execution perspectives, and we will analyze thewhat-ifs as well as the benefits and the missed opportunities as we can best determine having the benefit ofhindsight. Our presentation will also cover the pros and cons of direct sales versus channels and how 2ndand 3rd order factors such as geography, local business practices, logistics etc. impacted and continue toimpact the way our company operates around the world. Finally, we will provide insight on the advantagesand the challenges of establishing and operating a technology company in the U.S. and in Greece.

Jacob Jacobsson – “Going GLOBAL - The Ride of Your Life”Mr. Jacobsson has over 30 years of executive and management experience inthe semiconductor and EDA industries, with large corporations and technologystartups. He currently serves on the board of directors at Actel Corporation anda number of privately held companies. Most recently he was the President &CEO at Blaze DFM where he established a scalable IP business model. Previouslyhe was the President & CEO at Forte Design Systems and SCS Corporation. Hehas also held executive management positions at Xilinx, Cadence, and DaisySystems. Prior to his executive career, Mr. Jacobsson held senior managementand engineering positions in the fields of IC design and automated physicaldesign. Mr. Jacobsson holds M.S. degrees in CS & EE from the Royal Institute ofTechnology in Stockholm and a B.A. degree from the University of Stockholm.

Presentation

If you had the experience of many startups would you build one again and what would you do differently?The Real life stories from five companies provide key lessons on what do to, or not! The 1st went public andbust for ignoring a standard; the 2nd went public forever for its financial conservatism and strong ethics;the 3rd exited when timing was just right; the 4th became a zombie for lack of focus; and the 5th ran out ofmoney and sold its assets to a buyer capitalizing on its proven, highly scalable business model. Key lessons?Don’t write a business plan for VCs, look for the Board to be your partner, align on their “timely return” vs.“the company’s success”. Make sure that you run the company, not them. Be a financially conservativeCEO, spend on whatever is necessary and save on whatever is secondary. Build a team culture with strongethics starting from VP of Engineering, then the CEO, VP of Marketing, VP of Sales and CFO in that order.Be ready to scale with the operation, replace yourself, or get terminated. Embrace standards even if theylead to sub-optimal products. And realize that success is about the ride of building the company, not justthe money.

Athanasios Kalekos – “Think BIG & Be GLOBAL - Valuation Matters!”

Mr. Kalekos has over 25 years in management and investment experience ofsoftware-related, High-Tech. He has been the President & CEO of Conformiq andexecutive VP at Coware corporation. Prior to Coware he was a general partner atTelos Venture Partners, an early stage venture capital firm. He has also served asthe senior VP of corporate strategy and professional services at Cadence DesignSystems, where he contributed to the company's transformation from a softwareprovider to a software-and-services solution provider which resulted in a revenueincrease from $300M to $1B over a period of seven years. Earlier in his career,A.K. held senior management positions at Computervision, Xerox and MentorGraphics. He holds a BSEE and an MSEE from Rensselaer Polytechnic Institute.

Presentation

A great deal of knowledge has been shared in this Business Acceleration Program with perspectives fromentrepreneurs, marketers, seasoned operating executives, CEOs and venture investors, who shared with ustheir business experience. In the final conclusion, we will use this “learning curve” as a framework to explorehow all this knowledge and experience can be leveraged to accelerate the growth of a startup. The uniquechallenges and opportunities faced by Greek startups will be explored in the context of competing in globalindustries and markets and compared to Silicon Valley startup lifecycles. In addition to developing productsand acquiring customers, startups consume time and resources in fund raising. The right times in the life ofstart-up to raise a new round of funding are discussed along with ideas on the best ways to approach thefundraising process. Fundraising, mergers, acquisitions, the sale of a company or an IPO always raise thequestion of company valuation. Simple methods to “triangulate” the value of a company are presented fromboth the point of view of the buyer/investor and the seller. Recap: Know Thyself - Have a Solid Plan – GetReady, Shoot, Aim, to advance your business case by presenting it to the panel of experts.

Mikes Sisois – “Growing With a GLOBAL Giant”

Dr. Sisois has over 32 years experience as a business educator, CIO, and executive,aligning IT with strategic corporate objectives. He recently became the Presidentand Managing Director of Theta Microelectronics, following a tenure as a facultymember of the Santa Clara University School of Business. Previously, he was theCIO and VP of Corporate Planning at ATMEL Corp., responsible for worldwide IT,design and manufacturing automation services and a scalable infrastructure thatsupported ATMEL's growth from zero to $2 Billion. Before ATMEL, he was VP ofR&D at Qronos Technology, a software supplier of ERP systems and director of IT atSeeq Technology, Inc. a semiconductor manufacturing firm. He also served as thedirector of Information Systems and a faculty member of Santa Clara UniversitySchool of Business. He holds a BS in Engineering from San Jose State University,and MBA and a PhD in Business Administration from Santa Clara University.

Presentation

Building a global Tech-Giant rapidly, often requires a sophisticated business plan, a seasoned executive teamand substantial VC funding. However, Silicon Valley has shown that being at the right place the right time,making bold moves and never giving up can fuel rapid growth defying any elegant business plan. This real lifestory will explore the evolution of a startup from a “napkin business plan” to a multi billion dollar giant in 15years. It began with a brilliant technical founder who wouldn’t give up after VCs declined to fund his idea;then the lean team that build technology for equity without a customer; the first customer contract to fundproduct development in exchange for some royalties; the defining market timing with a high volume contractand its rapid growth from zero to $100 million in 5 years, while gorilla rivals tried desperately to stop it andVCs begged to fund it; the bold deals of the founder leading to explosive growth from $100 million to $1billion and IPO in 5 years with him at the helm. It kept growing and growing to a point that 5 years later it wasa multi billion dollar startup/giant defying any conventional wisdom of how companies scale to that level…

Team Registration

We would like to attend the Core Advanced (circle one) acceleration program.

Step 1: Complete, sign and email the registration form to [email protected], or fax it to +1 702 974-6226.

Step 2: You will receive and invoice for the selected package and more information including a bank account to wire the fees.

Step 3: Upon confirmation of the wire transfer you will receive vouchers and workshop related material, if applicable.

• Endorsements: This Program is offered by “UP and to the RIGHT Consulting”, (a US “Company”) and is endorsed by and designed with the

insights of the Corallia Clusters Initiative and the Hellenic Semiconductor Industry Association.

• Cancellations: 50% of the fees will be refunded for written cancellations received by May 10, 2010. There will be no refunds thereafter.

In the event of cancellation of any of the modules, participants will be entitled to a refund for a portion of the fees paid.

• Non Liability: The Company and any of the guest speakers will not be liable for any confidential information disclosed by any participant.

• Conduct: Participants must distance themselves from their professional responsibilities during the seminars and workshops.

Team Member #1 Acting CEOFamily Name Last Name

Company Name Website URL

Title Email

Tel. or Mobile Skype ID

Signature Manager's Name & Signature

Team Member #2 Acting CTO

Family Name Last Name


Title Email



Participation

Disclaimers

1. Companies planning to register more than one team for the same or different packages may fill separate forms for each group.

2. There will be no individual participation. Individuals who wish to attend may team-up with a friend and must pay the full price.

3. Teams that purchase the Core program will be entitled to receive Stage-2 business presentation templates or workshop material.

4. Teams that complete the Advanced program will be eligible for Stage 4 incubation in Silicon Valley. More information about

incubation events and scope of services for Stage 4 will be announced around the completion of Stage-3.

Team Member #1 Acting CEOFamily Name Last Name


Title Email



Team Member #2 Acting CTO

Family Name Last Name


Title Email



Core 3

Advanced 4 Core + Workshops on June 24, 25, 29,2010

Registration Fee (by June 21, 2010)

€ 950

€ 4,150

$1,140

$4,980

Packages1 What You Get (Group of Two2)

Stage-3 Seminar on June 28, 2010

mailto:[email protected]





Documents

Striving for Business Excellence · June 28 ,2010 Athens, Greece Pitching to Panel on: June 29 ,2010 Athens, Greece Global Experience Trip: September-October 2010 Silicon Valley,