Entrepreneurship

IBBT - 2011

Monday 2 May 2011

Who am i ?

» Master Applied Computer ScienceVUB

» Master Software EngineeringEcole des Mines, Nantes / Universidad Nacional de La Plata, Argentina

» Part-time researcher on Semantic TechnologySTARLab, VUB

» Master in General ManagementVlerick

» Co-found and CEO at Collibra

Monday 2 May 2011

Collibra» Best of breed data governance vendor

Founded & raised € 850.000 seed round summer 2008

» Customers

» Proof of Concepts / Opportunities

» Recognition: Gartner cool vendor, PWC Technology Forecast, start-up awards

...

Monday 2 May 2011

Collibra over time

» 2007 - 2008: PrepareIdea, Team, Business Plan, Seed round

» 2008 - 2009: DiscoverPaper plan to real market feedback, getting to plan B

» 2009 - 2011: ProveReleased product, International customers, Sales channels, Market recognition

» 2011 - 2013: BuildScale R&D and Sales & Marketing, USA office, Partner network, ...

Monday 2 May 2011

International Sales» Target market

Fortune 2000 - not a lot of in Belgium

» Find a channel to your target marketWeb, Trade shows, Partners, Analysts

»We are not a Belgium companyCustomers know Belgium for chocolate and beer, not software

We have a reseller for Belgium (RealDolmen)

» International sales in practiceInside + technical sales: Sell by phone / web conferences

» Push vs Pull

Monday 2 May 2011

Open Source

» It’s a business model

» It impacts Sales & Marketing more than development

» It’s about volume - less about technology ?Data Integration - Talend

Middelware - JBoss

ERP - Open Bravo

OS - Red Hat

» For a new category, it doesn’t make senseVolume is low

Monday 2 May 2011

Thank you

» Questions ?

Monday 2 May 2011