2.

ENGINEERS AS
ENTREPRENEURS
 INDEX
• INTRODUCTION
• MIND SET OF THE ENTREPRENEURIAL LEADER
• CREATING ENTREPRENEURIAL VALUE
PROPOSITION
• SELLING THE ENTREPRENEURIAL VALUE
PROPOSITION
• ACTIVITES
• Reference: entp ARYA KUMAR PEARSON PUBLICATION
 ENGINEERS AS ENTREPRENEURS
• Sachin Banshal & Binny Banshal [Flipkart]
Flipkart: E-commerce (online-shopping) Company
Company Starting Year: 2007
Education: Both Sachin Bansal & Binny Bansal – B.Tech from
IIT Delhi in Computer Science & Engineering.

• Pranay Chulet [Quikr]

Quikr: Online and Mobile Classifieds Portal
Company Starting Year: 2008
Education: B.Tech in Chemical Engineering from IIT-Delhi
and MBA from IIM Calcutta.
 ENGINEERS AS ENTREPRENEURS
• Arunabh Kumar [The Viral Fever (TVF)]
TVF: Media & Entertainment Company
Company Starting Year: 2010
Education: B.Tech and M.Tech in Electrical Engineering
from IIT Kharagpur.
• Phanindra Reddy Sama [redBus]
RedBus: Online Bus Ticketing Service
Company Starting Year: 2006
Education: BE in Electrical and Electronics Engineering from
BITS Pilani and Proficiency in Computer network from IISC
Bangalore.
 ENGINEERS AS ENTREPRENEURS
• Bhavish Aggarwal & Ankit Bhati [OlaCabs]
OlaCabs: Transport (Online Cab booking)
Company Starting Year: 2010
Education: Bhavish is B.Tech in Computer Science and Engineering from
IIT Bombay and Ankit is B.Tech & M.Tech in Mechanical Engineering
from IIT Bombay.

• Kunal Bahl & Rohit Bansal [Snapdeal]

Snapdeal: E-commerce (online-shopping) Company
Company Starting Year: 2010
Education: Kunal has B.Tech degree in Manufacturing System Engineering
from University of Pennsylvania and MBA degree in Marketing and
Operation Strategy from The Wharton School. Rohan has completed his
B.Tech and M.Tech in Computer Science Engineering from IIT Delhi.
 ENGINEERS AS ENTREPRENEURS
• Sumit Jain, Lalit Mangal & Vikas Malpani [Commonfloor]
Commonfloor: Online Real-estate Portal
Company Starting Year: 2007
Education: Sumit and Lalit are B.Tech in Computer Science Engineering
from IIT Roorkee and Vikas is B.Tech in Computer Science and
Engineering from Visvesvaraya TechnologicaL University.

• Vijay Shekhar Sharma [Paytm]

Paytm: E-commerce (Online Shopping and Recharge) Company
Company Starting Year: 2010
Education: B.Tech in Electronics and Communications from Delhi College
of Engineering.
 ENRTREPRENEUSHIP- MIND SET
• It is new concept that differentiated from earlier
perspectives like: identifying opportunities, taking
risks and crystallizing Idea.
• It is the perspective that makes a difference even a
bad Idea can give good results but a good idea need
not necessarily yield good results in entrepreneurship.
• It is nothing but an attitude.
• How you think , belief system, habits and traits ,
confident, courage, self – esteem.
• It is the process of achieving the goal means
converting dreams into reality.
 ENRTREPRENEUSHIP- MIND SET
• A chain germinates from thoughts leading feelings to actions to results.

MINDSET

ENTREPRENEURSHIP

Entrepreneurial
Attitude
LEADER
CHARCTER
• The information stored in mind , which comes mainly
from our past programming.
• THREE ways in our programming :
Verbal programming : what we heard when we are
young
Modeling : what we saw when we are young
Specific incidents : what we experienced when we
are young
 CULTIVATING THE MIND SET
• AWARENESS
• UNDERSTANDING
• DISASSOCIATION
• AFFIRMATION

AWARENESS

CULTIVATING MIND
UNDER
AFFIRMATION SET
STANDING

DISASSOCIATION
 ENTREPRENEURIAL LEADERSHIP
• To be a successful entrepreneurial one has to learn and respond
to challenges that arise and adapt ones strategy.
• Entrepreneurial leadership arises when an entrepreneur
attempts to manage the fast paced , growth oriented company.
• Fast growing companies are called as GAZELLES.
• Entrepreneurial leaders have to take decisions effectively for
the fast changing environment.
• A new competitive mind set will focus on speed , innovation,
leadership and customer service and keep on moving a growth
path.
• Entrepreneurial leadership that the leader is self employed.
• De Carolis and Saparito have identified five behavioral characteristics in
leaders.
• They have patience and perseverance to convert their ideas into reality
which focuses on their achievement motivation quality.

ACHIEVEMENT

ORGANIZATIO INNOVATION
NAL GROWTH ENTREPRENEURIAL
LEADER SHIP

LEADERSHIP ACTION
• Research indicates Entrepreneurs are stronger in
emotional intelligence by turning into determination,
frustration into motivation, stress and anxiety into
self- reflection.
• It involves germinating and fructifying the seeds of
confidence to think , behave and act with
entrepreneurial for the organizational growth.
 Value Proposition Definition
A value proposition is a statement of the unique benefits delivered by your
offering to the target customer.
Successful Value Propositions are quantitative and easy to understand and
remember.

 Your Value Proposition is: a statement that includes your important customer
and market.
 Need along with your new, compelling, and defensible
 Approach to address that need with superior
 Benefits per costs when compared to the
 Competition and/or other alternatives
Value Prop Template:
company name------------ has created----------
For------------target audience-----------------,
that results in value 1-----------,value 2---------
, value 3---------------------.
Value Proposition is Not:
• A tag-line
• A mission statement
• An elevator pitch
• A positioning statement
• A positioning metaphor
Elevator pitch: A 60 second quick pitch
that describes the business.
Hook
Problem
Solution (value prop-ish)
Unique Features
Call to action
• Positioning statement: a value proposition plus a
competitive anchor.
• Metaphor: a way to anchor your brand to something
people already understand.
• Tagline: a marketing line to accompany your brand
name.
• Mission statement: a statement of the purpose of your
business.
A value proposition is a hypothesis that you offering will bring
certain values to a target customer.
Like any hypothesis, it needs to be rigorously tested in the lab
(read: with customers) before money is put into scaling.
The value proposition statement should consist of these
components:
1. What your product/service is
2. The target customer
3. The value you provide them
4.Emergent property: why your
5.product is unique
A value proposition is a promise of value to be delivered and
acknowledged and a belief from the customer that value will be appealed
and experienced. A value proposition can apply to an entire organization,
or parts thereof, or customer accounts, or products or services.
Value proposition - Wikipedia, the free encyclopedia
 FROM “VALUE CUSTOMER PROPOSITION” …
TO “VALUE BUSINESS CHAIN” & “VALUE MARKETING
STRATEGY”

VALUE
PROPOSITION

THE “VALUE CHAIN”

INBOUND OUTBOUND LOGISTICS
OPERATIONS
LOGISTICS (“Output”)
MANAGEMENT & MARKETING
(“Input”) CUSTOMER
(“Throughput”) VALUE
SUPPLIER
COMPANY RECEIVED
VALUE
RESOURCES VALUE-ADDED

VALUE VALUE VALUE VALUE

CREATION COSTING DELIVERY COMMUNICATI
(“Product/Brand (“Price”) (“Place/Channel ON
”) s”) (“Promotion/M
edia”)
Value Created Through…
Newness Price

Performance Cost Reduction

Customization Risk Reduction

Getting the job done Accessibility

Design Convenience
Brand/Status Usability
 The new kid on
the block

Pages 1-100: https://strategyzer.com/value-proposition-design

 Creating a Value Proposition
Communicating the Benefits of Your Product, Service or Idea, Simply and Clearly
(Continued)
http://www.mindtools.com/CommSkll/ValueProposition.htm

Step 1: Know your customer

Thinking from the perspective of your customer, ask the following:
Who is he or she? What does s/he do and need?
What problems does s/he need to solve?
What improvements does s/he look for?
What does s/he value?

Step 2: Know your product, service or idea

From your customer view point:
How does the product, service or idea solve the problem or offer improvement?
What value and hard results does it offer the customer?
Tip: Include numbers and percentages
To grab your customer's attention even faster in this financially-oriented world, your value
proposition should also speak percentages and numbers: How much will your customer
gain, save or improve? How much more efficient will he or she become? How much safer,
smarter, faster, brighter will the solution be? And so on.
Step 3: Know your competitors
Keep on thinking from the perspective of your customer, and ask:
How does your product or idea create more value than competing ones?
Tip: This can be quite difficult. See our articles on core Competence
Analysis and SWOT Analysis for useful tools for doing this.
Step 4: Distill the customer-oriented proposition
The final step is to pull it all together and answer, in 2 or 3 sentence: "Why
should I buy this specific product or idea?"
Try writing from the customer viewpoint by completing the following, (also
include the numbers and percentages that matter!):
"I want to buy this product or idea because it will..."
"The things I value most about the offer are..."
"It is better than competing products or ideas because..."
Step 5: Pull it all together
Now, turn around your customers 'answer' from step 4 into a value
proposition statement.
 Innovations: how to “sell” them
the value proposition!

Can you explain your innovation/thesis in 3 minutes?

Including the need, the approach, the benefits and the
competition/alternatives?

Need Approach Benefits

• 50mpg? • Weight reduction • Increased market

• Zero emissions? by materials share?
• Comfort and substitution?
style? • Improved engine
technology?