Can India Arrest the Slide in its Innovation Ranking?

Over the last few years, the Global Innovation Index (GII) compiled annually by INSEAD, WIPO and Cornell University has become the most commonly accepted global indicator of nations’ innovation performance. So, there has been much angst in India over the last couple of weeks once it emerged that India has fallen 10 places in the last year from 66 to 76

About the Global Innovation Index

I have written about the GII in this blog before. Just by way of reminder, the GII measures national innovation performance by looking at a whole set of variables related to both innovation input and output. The innovation input index is a function of institutions, human capital and research, infrastructure, market sophistication and business sophistication. The output index considers knowledge and technology outputs as well as creative outputs.

My main reservation about the way this index is computed is that some of the variables are general business climate variables and not specific to innovation per se. I also wonder whether there is a degree of double counting in the index – at the minimum, I suspect some of the variables they measure are strongly correlated with each other.

But the good thing about the GII is that it has now fallen into a pattern, is fairly stable in the way it is compiled year after year, and therefore should give us a sense of broad trends even if the exact score computed is not sacrosanct.

Why are we slipping?

To see why we are slipping, I took a closer look at the scores of India vis-à-vis China. As the two “emerging market” giants, the world often sees China and India as competitors (though we all know, of course, that China has been ahead of India in the economic sweepstakes). And, to make it even juicier, China’s rank on the GII has been improving unlike ours which has been steadily declining!

There is not much difference in scores between India and China as far as institutions are concerned and this has been the case for the last few years. Not surprisingly, China scores much better than India on infrastructure, but many of the infrastructure variables captured in the GII are broad ones like electricity output and logistics performance, and we know that India has a long way to go on these parameters. So, there is no great surprise here.

On market sophistication (credit, investment, trade and competition), India has actually pulled marginally ahead of China in GII 2014, though we trailed China last year. Many of the parameters that go into this metric are again broad ones that would go into any competitiveness study and are not specific to innovation.

On business sophistication (knowledge workers, innovation linkages, knowledge absorption), China is ahead, but the gap has declined marginally from 2013 to 2014. That’s a good sign, and India is even ahead of China on a couple of sub parameters that add up to this score – state of cluster development and joint venture/strategic alliance deals.

Then, where is the slippage and is it a cause for concern?

Yes there is a concern, because the most serious gaps between India and China are on two critical parameters that are linked intimately to innovation: the input parameter relating to human capital and research, and the output parameter relating to knowledge and technology outputs.

Though we keep emphasizing the importance of leveraging the demographic dividend, and both education and skill development have been flagged for some years now as critical issues, India’s Achilles heel continues to be what is represented by the Human Capital and Research (HCR) parameter of GII.

We are behind China on every single component of this parameter. The three main constituents of HCR are (school) education, tertiary education and research and development. On both (school) education and R&D, the gap between India and China is widening fast. Only in tertiary education is the gap narrowing, and that is because of recent improvements in India’s Gross Enrolment Ratio.

School Education

This assessment of (school) education is corroborated by reports like the Annual Survey of Education (ASER). ASER 2013 shows that while the percentage of children out of school has declined, the percentage of children in Standard V who can read a Standard II text has also declined from 52.9% to 47% between 2009 and 2013. While there have been noteworthy efforts to improve school education including the government’s Sarva Shiksha Abhiyaan (which can take some credit for the improvement in school enrolments) and private efforts like that of the Azim Premji Foundation on the quality side, clearly we have a long way to go before we can ensure a foundation of good schooling to our kids.

Research and Development

The R&D issue is more tricky. India’s R&D intensity has remained stubbornly range-bound between 0.9% and 1% for the last two decades. We pride ourselves on our ability to make do with less as exemplified by the achievements of the Space programme in the public sector, and that of automotive and pharmaceutical companies in the private sector. Yet, our adverse trade balance and poor standing in high technology industries (except for a small number of honorable exceptions) show that we have been unable to develop the sophisticated technological capabilities needed to hold our own in global markets.

There is a “chicken and egg” problem here – some firms don’t invest in R&D because they don’t have the right people to do R&D. And, in those companies where they do have the right people, the top management does not have the confidence to put enough resources behind the team. Either way, firms fail to develop a sound R&D and innovation capability.

Given these problems, it is not surprising that India lags on knowledge and technology output as well.

I have my doubts about the GII’s methodology in calculating the other output parameter – creative outputs. GII shows a huge swing from 2013 to 2014 on this parameter with India well ahead with respect to China last year, yet lagging China significantly in 2014. Since a country’s creative outputs can’t change that rapidly, I am inclined to just ignore this parameter.

Conclusion

I am not too optimistic about India reversing this downward trend in GII quickly. Some of the announcements by the new government will help enhance economic institutions, investments and infrastructure if they are pursued seriously. But, it is not clear how and when the slide in human capital and research (as measured by the GII) will be arrested. Some of my pet ideas in this direction are in the slide below.

[The views expressed here are the personal views of the author.]

Life-transforming lessons from “The Matrix”

I still remember the feeling of being blown away by “The Matrix“. The movie had stunning visual effects. But more remarkably, it helped connect several dots in my head that have evolved into life-transforming mantras:

Do not try and bend the spoon. That’s impossible. Instead… only try to realize the truth. There is no spoon

Many of us lead our lives with bags of things that we believe impossible to achieve – spoons that we cannot bend. The spoon may be the aspiration to be an Olympic athlete, climb Mt Everest, run for the president’s office, or as common as a resolution to resist the urge to overeat, read a book every moth, blog regularly or make time to connect with old friends. We are often limited by our own ambition and tenacity. There is no such thing as an unattainable goal. The trick is to realize that the constraints that limit us from realizing our full potential may only exist in our mind.

Let me illustrate the point with the narrative that I heard from the man himself – Mark Inglis. Mark is an accomplished mountaineer, researcher, winemaker and motivational speaker who hails from New Zealand. In 1982, when 23 year old Mark lost both his feet to frost bite, scaling Mt. Everest seemed impossible. But Mark overcame his worst fears and physical limitations by sheer determination. He designed his own prosthetics and trained hard for 24 years to pursue his seemingly unattainable dream. In 2006, Mark became the world’s first double amputee to scale Mt. Everest.

While very few of us may possess the kind of grit that enabled Mark to overcome the odds, it’s quite interesting to note that we were all blessed with that same indomitable spirit as a child. Not caring about the length of his or her arms, an infant will persistently try to grab the moon. As we grow older, our experiences shape the matrix of constraints around us and we stop shooting for seemingly unattainable goals.

Unplug yourself from this system. Freeing your mind is the first step to unlocking this potential. Knowledge and training will do the trick.

In the book Outliers, author Malcolm Gladwell says that it takes roughly ten thousand hours of practice to achieve mastery in any field. Zach Hambrick, associate professor of psychology at Michigan State University, notes that his research does not support “the egalitarian view that anyone who is sufficiently motivated can become a master.” Kaufman, however, made the most convincing argument by taking the middle ground. “Everyone can’t be a genius in everything,” he says. “But I’m coming around to the idea that every single person has the potential for genius in something.”

But finding true passion and aptitude for an adult is far from easy, let alone a child having to figure it out without any guidance or inspiration. Interestingly, as I was drafting this post, I came across a related LinkedIn post by Sir. Richard Branson titled “The importance of encouraging children to shoot for the moon“. It is a very inspiring story of Barbara who witnessed the launch of the world’s first privately-funded spacecraft to carry astronauts to space at the age of 11. The road-trip her parents took to the Mojave desert to witness the space shuttle launch sparked her life’s passion for aerospace. Ten years of inspiration and perspiration later, she is now a student at MIT and interns at Virgin Galactic.

The best thing we can do for ourselves and for our next generation is to keep reminding that there is no spoon (that cannot be bent).

Photo Credit (Creative Commons)

Guest Post by Mohit Garg, Co-Founder, MindTickle

Anuj Tandon Talks about “How Rolocules is Using Games to Build Personal Bonds” #iSPIRT Event – Conclave for India as ProductNation

We recently had 11 disruptive startups that made a presentation to the Hon. IT Minister, Ravi Shankar Prasad. The first presentation was made by Anuj Tandon of Rolocules. You can access the presentation made by Anuj here

Anuj Tandon Talks about “How Rolocules is Using Games to Build Personal Bonds” #iSPIRT Event from iSPIRT // ProductNation on Vimeo.

Platform Thinking: How To Get Startup Ideas

How does one find new startup ideas?

Every business is built around solving a customer pain. Solving a customer pain creates value which in turn, if successfully harnessed, can be monetized. Platforms, in particular, connect demand and supply to solve customer pain on both sides.

Platform Thinking And Startup Ideas

One of the patterns for new startup ideas, that I often see in platforms, is the following:

Match an unmonetized/unvalued surplus with an unsatisfied scarcity. 

This requires a unique combination of two factors:

1) Unmonetized/unvalued surplus: This implies that there is some form of surplus which cannot be monetized at the moment. However, given the opportunity, the owners would want to monetize it. A similar dynamic exists for surplus that isn’t currently valued by an audience/market (e.g. a person’s creativity).

2) Unsatisfied scarcity: The second important factor is scarcity. More specifically, scarcity that isn’t currently optimally satisfied. There might be solutions to the scarcity but none of them are optimal enough.

startup-ideasA good balance of both factors is required. If the scarcity is already being addressed, there may not be any need for a new solution. If the surplus is already monetized, it may be difficult for the producer to engage with more means of monetizing the surplus.

Hence, both aspects are equally important for the platform to exist. Also, depending on which of the two aspects is stronger, the seeding of the platform may start either with tapping the demand or with harnessing the surplus.

At the very outset, let me clarify that this is one of many different patterns for finding new startup ideas. Even among platforms, many different form of patterns exist.

Understanding Surplus And Scarcity

Surplus may exist in various forms. It may be a surplus of time, attention, money, physical commodities. Let’s look at a few examples below:

AirBnB

A surplus of accommodation in a particular location during a certain time period

MEETS

A scarcity of accommodation in that same location during the same time period.

Amazon Mechanical Turk, TaskRabbit

A surplus of time to perform certain tasks

MEETS

A scarcity of time to perform those same tasks.

KickStarter, IndieGoGo

A surplus of investable capital

MEETS

A scarcity of capital

SkillShare

A surplus of niche skills and talents

MEETS

A scarcity of niche skills

Quora

A surplus of knowledge on a niche topic

MEETS

A scarcity of knowledge on the same topic

Zilok, Rentoid, Neighborrow:

A surplus of physical items

MEETS

A scarcity of those same physical items

YouTube

A surplus of niche creativity

MEETS

A scarcity of niche entertainment

This model isn’t limited to online networks alone. Offline spaces also allow this model if you can achieve concentration of supply within a limited physical space. Coworking spaces like The Hub are an example of such a model, matching a surplus of office space with those in need of one.

A Final Note On Platform Ideas

For a given idea,

1. Identify the commodity that’s being traded, a target segment where a surplus exists and a segment with a scarcity

Again, surplus and scarcity that are currently not being utilized or satisfied are likely to come on board much faster.

2. Determine degree of overlap between the two target segments to allow the transfer to occur

Since scarcity and surplus need to be matched, there should be a high level of overlap between the two sides. Hence, it often helps to start by targeting a micro-market which provides a good concentration of demand and supply.

3. Determine factors based on which the two sides will be matched

The matching needs to be determined based on certain factors to ensure that the scarcity and surplus successfully satisfy each other. Quora determines matches through an “Ask To Answer” feature which surfaces the users most likely to have an answer to a certain question based on their history of answers on that topic. AirBnB matches accommodation surplus with scarcity based on time (exact dates) and location (exact place).

In summary,

Match an unmonetized surplus with an unsatisfied scarcity. 

This article was first featured on Sangeet’s blog, Platform Thinking (http://platformed.info). Platform Thinking has been ranked among the top blogs for startups, globally, by the Harvard Business School Centre for Entrepreneurship

India to transform into a software product nation

The Finance Minister’s recognition of software products as a distinctive category which can propel India forward as a product nation could well mark a new era in India’s industrial development.

At the time of independence, we had very limited industrial capabilities. But, in the last 67 years, we have built a strong foundation across industries ranging from tractors to telecommunications, and dairy to drugs. Yet, we fall short of getting global recognition because we lack enough widely visible products and brands.

And, software products could well be the arena to change this image. We have companies that have shown they have what it takes to be global leaders – InMobi challenges Google in mobile advertising, and Fusion Charts is a preferred source for visualization tools. India’s software services industry has helped develop a huge talent pool that can write the most complex software.

In addition, today’s youngsters have the aspiration, ambition and confidence to build sophisticated and powerful products.

Sales and distribution is no longer a problem because the internet allows you to serve a global market. The missing link to creating the next Facebook or Google from India is a supportive ecosystem that promotes rapid growth.

Identification of software products as a category distinctive from services should help us overcome some of the barriers to creation of this ecosystem.

Multiple levels of taxation, difficulties in availing R&D tax credits, and barriers to venture capital investment are some of the issues that can be sorted out now that the potential of software products has been recognized.

The significance of software products goes well beyond their potential contribution to Brand India.

Well-designed software products that combine the special needs of Indian customers with the right technology have the potential to transform the productivity of India’s large MSMEs (Micro, Small and Medium Enterprises) sector across industries.

Just one such product, Tally, has made accounting easy for millions of Indian enterprises.

Software products can provide platforms for improvement in government functioning and effectiveness whether it be the issue of birth certificates or facilitating financial inclusion. They can help provide better healthcare and education.

The most sophisticated defence and aerospace products have software at their heart, so software product capabilities could in the long run help our security and defence as well.

Success in software products could help promote product thinking in other industries as well. The advantage of focusing on software products first is that unlike many other product categories (like drugs or semiconductors), the upfront investments are much more manageable, and we already have the talent base and skills to get going.

Why is product thinking crucial? Because it makes possible the capture of value within our country. According to one estimate, Apple earns $368 out of every $560 iPhone. In contrast, Foxcon’s margin on every iPhone that it manufactures for Apple is less than $15. We need to change from “India Inside” to “India: Product Nation” so that we can appropriate a significant part of the value created by our talented designers, engineers and scientists.

The Vajpayee government is often given credit for removing the barriers to the growth of the software services industry through policy changes it made in the late 1990s. If the Modi government takes today’s announcement to its logical conclusion, it could be on to something much bigger – positioning India for success in the trillion dollar software product industry.

100,000+product start-ups, employment for 3.5 million technical people and more than $500 billion in market value are some of the results we can expect in the next ten years. But the biggest prize would be the spillover effects of unleashing India as a product nation.

Cross Post from BusinessToday

Government recognizes the Software Product Industry

The fact that the Finance Minister specifically underscored the Software Product Industry (SPI) in his maiden budget speech is testimony enough of the Government’s resolve to make significant and dramatic changes to achieve rapid economic development. Here are two reasons why we believe the Government is moving in the right direction.

One. Empowering the masses. There is no reason why software products cannot make an impact across various sectors in the economy including agriculture, education and healthcare among others. Software products can provide platforms for improvement in government functioning and effectiveness whether it be the issue of birth certificates or facilitating financial inclusion. They can help provide better healthcare and education. The most sophisticated defence and aerospace products have software at their heart, so software product capabilities could in the long run help our security and defence as well. 

Two. Promote Product Thinking. Success in software products could help promote product thinking in other industries as well. A healthy Software Product industry is also pivotal to developing our Defense, Aerospace and Electronics industries. It is also necessary for creation as well as maintenance of strategic technologies that are critical to national security. The advantage of focusing on software products first is that unlike many other product categories (like drugs or semiconductors), the upfront investments are much more manageable, and we already have the talent base and skills to get going. But why is product thinking crucial? Because it makes possible the capture of value within our country. According to one estimate, Apple earns $368 out of every $560 iPhone. In contrast, Foxconn’s margin on every iPhone that it manufactures for Apple is less than $15. We need to change from “India Inside” to “India: Product Nation” so that we can appropriate a significant part of the value created by our talented designers, engineers and scientists.

Image Credit: Economist

Keep in mind that India is already a global player in Software Products and has the potential to be one of the global leaders in this important industry. Companies like Tally, Zoho, InMobi and QuickHeal have created market leadership in their own segments. In recent years, hundreds of well-qualified technical people are leaving IT Services and joining the software product startup ecosystem. About 15-20% of new engineering graduates from marquee colleges are now electing to be part of Software Product companies. Software Products is the next wave. With a little effort, India can emerge as one of the dominant players in several categories of the global Software Product industry.

Fortunately, the Government recognizes this potential. In the budget speech, Mr. Jaitley clearly said: “There is an imminent need to further bridge the divide between digital “haves” and “have-nots”. For this it is proposed to launch a pan India programme “Digital India”. This would ensure Broad band connectivity at village level, improved access to services through IT enabled platforms, greater transparency in Government processes and increased indigenous production of IT hardware and software for exports and improved domestic availability. Special focus would be on supporting software product start-ups”.

The new Government has clearly taken a step in the right direction. The Software Product industry waits with bated breath.

Disruptive Innovation Revisited

Disruption and disruptive innovation have been in the spotlight of late. The guru of disruptive innovation, Clayton Christensen, and his famous theory were put under the scanner in a highly critical if somewhat flippant recent piece by Jill Lepore in the New Yorker. Just a few weeks earlier, the New York Times carried a provocative article titled “Business School, Disrupted,” that examined the potential of MOOCs to change management education and chronicled the troubled efforts of arguably the world’s strongest business school brand, Harvard Business School, to embrace MOOCs.

Is the problem with disruptive innovation or innovation itself?

Though Lepore’s article is ostensibly targeted at disruptive innovation, her grouse seems to be with innovation itself. She chronicles how “progress” used to be the ideal, till the notion of “progress” got discredited because of the many negatives that came along with it (atom bombs, for instance). Today, innovation has become the holy grail even though innovation can result in several unanticipated negative consequences.

As someone who has beaten the innovation drum for close to 2 decades now, I have to admit that some of this criticism is justified. The word innovation is used quite indiscriminately these days because it’s the “in thing.” I remember grimacing when I once read a report on the Indian BPO industry that gushingly identified picking up and dropping employees at home as the most important innovation of the industry! But, many people are sensitized to this debate – whenever I try to define innovation in my class these days, we end up having a lively discussion about the difference between improvement and innovation. I must admit that in keeping with the times, and reflecting the importance of small changes in most business contexts, my own definition of innovation has become much broader over time (see below)!

Innovation can be criticized on several counts including a propensity to create needs that are not fundamental, being wasteful of resources, and, at times, acting as a smokescreen for other less desirable activities. The best example of this last one is the success of the pharmaceutical industry in justifying high prices for drugs in the name of innovation, when some studies have shown that what really pushes up the price of drugs is the marketing activities undertaken by these companies (that these marketing practices are often far from kosher is another dimension of this story!).

Lepore’s criticism

But Lepore’s main target is disruptive innovation. Much of her criticism is targeted at the process of Christensen’s theory-building. She cites examples from Christensen’s own work to try to establish that disruptive innovation is not based on strong empirical evidence. She faults it for not being predictive, pointing out that Clayton Christensen predicted that the iPhone would not be successful! She accuses Christensen of picking and choosing data to suit his theory, and suggests that the cases he cites don’t take alternative explanations into account.

Some of this criticism may be unjustified. As far as I can make out, there is no “theory” of disruptive innovation. It’s an interesting concept, particularly when it is contrasted with “sustaining” innovation (for a review of disruptive innovation, see my earlier post. Incidentally, this is the post on my blog that has the highest number of hits!). Christensen advanced the concept of disruptive innovation as an explanation for why several successful companies failed.

In fact, disruptive innovation can be subject to legitimate criticism, but not along the lines of many of Lepore’s arguments. Christensen sees disruptive innovation as a new way of doing things that is often inferior to the existing way, but one which advances rapidly thereafter, so much so that it can overtake the sustaining innovation trajectory at some point. One of the difficulties I have always found is identifying which (potentially) disruptive innovation will actually succeed and which will fizzle out.

Which disruption will succeed?

MOOCs is a good example. Plain vanilla online learning has been around for some time, and the demise of education as we know it has been predicted for the last 15 years. But, the first phase of online learning proved to be a complement to conventional education rather than a substitute. It’s only in the last few years that the improvement in streaming technologies and the huge increase in the availability of low-cost internet bandwidth have resulted in the take-off of MOOCs. Interestingly, MOOCs are still dependent on the teacher, only you now see her in video streamed from the MOOCs site.

However, even today, the jury is out as to whether MOOCs will replace classroom education. MOOCs seem to work well for self-motivated adult learners but there are many aspects of education that can’t be achieved through MOOCs such as socialization, working in groups, and values.

Lepore is critical of the way people tend to see disruption lurking everywhere. But, there are two reasons why disruption has become a part of our everyday lexicon. The first is that the internet has been a trigger for disruption in different industries and product categories. Particularly where the product itself is digitisable (books, movies, photos, music, etc.), the internet has clearly acted as a force for disruption. The second is related to cost and reach. The focus on reaching out to price-sensitive “unserved” or “under-served” markets (the so-called “bottom of the pyramid”) has led to people trying to discover ways of delivering products and services shorn of frills, and at the lowest cost possible. This has inevitably led to attempts to “disrupt” markets in the way that Christensen suggests. But, though this sounds easy, it’s not so in practice as several efforts have shown (see, for example, my earlier post on chotukool).

Tailpiece: What can we learn from this episode?

There may be a lesson for would-be management gurus from the Christensen experience. He has become an easy target because he appears to be a “one-trick pony,” known for disruptive innovation and nothing else. Contrast this with Michael Porter (5-forces framework, generic competitive strategies, competitive advantage of nations, clusters, CSR and shared value) and CK Prahalad (strategic intent, core competence, bottom of the pyramid) and you realize the difference. Both Prahalad and Porter moved on to other ideas, and such portfolio diversification made their reputations less vulnerable to sniper fire!

Join us in hosting the Minister for IT – Bengaluru, 1st July

At the forefront of progress is change. iSPIRT continues to drive the process of change to Transform India as a Product Nation, using the engines of private initiative, policy and programs like Playbook Round Table and PNCamp. iSPIRT’s policy initiatives involve active dialogue with Government.

Conclave for India as the Product Nation

As part of this initiative, iSPIRT is hosting  the “Conclave for India as Product Nation #1″, an open dialogue between the Product industry and our Ministry for IT.

Welcome Sh. Ravi Shanker Prasad

iSPIRT lives and breathes (software) Products and Products only. It’s think-tank has passionately engaged with the Ministry of IT to advocate recognition of the Software Product industry in its own right. We welcome the Hon’ble Minister for IT Shri Ravi Shankar Prasad, to meet the Industry folks and experience our Industry in person, first hand.

 

You already know iSPIRT is an open-source movement. This means everyone can contribute, and each contribution is recognized. It is each such contribution that makes the open-source movement go from strength to strength. In keeping with this philosophy, you are warmly invited to participate in the Conclave with the Minister. iSPIRT Founder Circle members, Product Circle members, Fellows, Mavens and Saarthis are all welcome to attend. It’s your industry, our industry, so be there!

Prior confirmation is required… so do RSVP here to help us make adequate arrangements.

Agenda:

    • Introduction
    • Showcase of Disruptive product initiatives in India
    • Interaction session with the Product industry

Venue:

Hotel Le Meridien, 3pm – 6pm
Sankey Road, Bengaluru
Registration : 2.00pm

Do come in early. Doors close at 2.45pm.

How Acquisitions proceed

Acquisition opportunities arise through design or by chance. As your company profile improves, bigger players may approach you if they perceive a complimentary relationship. That could be a large competitor, who has been losing key accounts to you. An OEM or strategic partner, who observes significant sales resulting from the partnership, may look for vertical integration.

It is also possible to plan for an acquisition once your business has reached a certain scale. The points made above can work in reverse – you can judge which competitor, partner or someone in an adjacent space can benefit from acquiring your product. As part of your roadmap, you can then align your positioning, offerings and client base to be complimentary. By winning deals with some overlap in clients, you can work towards some kind of sales, SI or OEM relationship. After creating a network of senior level contacts inside that organization, you can make an overture for a strategic investment or outright acquisition.

The first contact must be at a high level, preferably CEO, directly or through trusted contacts. Once initiated, an M&A negotiation proceeds like an investment deal. The acquirer has to find your product, leadership team, client base, current revenue and growth potential attractive. You must be convinced that the buyer is the right one in terms of business prospects, culture, and management team.

Negotiations have to proceed in strictest of confidence. The risk is higher for the smaller company – any leak can impact market confidence in your future if the deal falls through. After signing a mutual NDA, both sides share high level revenue and profitability numbers. You may have to part with much more information than the buyer if you are much smaller. Get clarity on mutual synergies in clients and products and future combined roadmap. M&A makes sense if 5 and 2 can result in something more than 7.

The first one or two meetings are usually decisive. It is quickly apparent whether both sides have a similar vision and share similar values. Cultural fit can make or break the deal. With two CEOs used to having their own way, a lot depends on their rapport. M&A deals have fallen through because of ego issues between leaders.

If there is good business synergy, the acquisition amount and terms are discussed. Once there is a handshake on valuation and broad merger principles, a term sheet is signed.

In M&A too, the buyer will assign a team to verify all claims, do customer checks, and examine potential risks or liabilities related to tax, loans, IP, client defaults etc. Any major risks or liabilities discovered during this review can result in the deal falling through or change the valuation. If all goes well, both sides work on a comprehensive agreement to conclude the deal.

So Long, and Thanks for All the Fish #InnovateDelhi

This blog is part a recollection of the events of the Pitch Day. And part a farewell post to those amazing 112 students who continued to surprise us till the last day at Innovate Delhi.

This Sunday marked the culmination of the intense three weeks of action happening at IIIT Delhi as a part of Innovate Delhi Entrepreneurship Academy (IDEA). Where on one hand we have extended weekend based startup events happening in the country. IDEA could could be described as being on adrenaline, with more rigor, creative problem solving and the fun.

The day was a typical June summer in Delhi, by being slightly hot than what was comfortable. The past weeks saw nearly 40 teams working on their ideas, iterating and pitching leading upto the main event. Only the top five were to present that day. With the certificates of participation distributed, the focus was now on two major groups. The finalists who were presenting that day to the investors/judges were practicing with Randy. The others were setting in motion the open house.

Speaker
Kiran Karnik

With the judges comprising of a diverse and interesting mix. The spectrum ranged from Mr. Vinod Rai, the former CAG of India all the way to Dr. Pankaj Jalote, Director of IIIT Delhi. The sounds of healthy debates boomed across the hall with the judges talking to the teams. There were student groups working on their ideas even before they came to the program to others who pivoted on their ideas and names the day before. The variety ranged from an online wig platform called WigVanity to MyParking which helped people find parking spots in NCR.

With the open house being wrapped up all of us moved to real attraction of the evening, the top pitches. The  welcome note by PK from IIIT Delhi was followed by speaker talks by Kiran Karnik and Sharad Sharma amongst others. One could see the hunger for knowledge and the collective wave of emotion in the student audience when Sharad quoted number and facts about the software and the startup industry in India. Celebrating the pride in our product startups.

We soon began with the pitches which made for the highlight of the evening. Weeks of learning for the final teams reduced to just five minutes. Which could make or break their odds of winning. With Surfing Couch taking the top honours for their idea of providing free community wi-fi, Shoutstr and Ripple followed close on the heels for a podium finish. Aegis (wearable for women safety) and ZapApp were the other two startups vying for the top slots.

ZapApp
ZapApp

The student testimonials on stage were a perfect example of the diversity and broke the stereotypical mold of the impression we have of an Indian entrepreneur. There were ‘students’ coming from remote Indian villages to others who were married. Talking of age, a very interesting observation came across. All the finalist teams had atleast one team member above the average age with atleast a few years of industry experience. What inference should we draw from this, I’ll leave that to you.

With the events of the evening concluding, it was not long before students had crowded around their favorite judges soaking in what wisdom they offered and asking them a lot of questions. Rem Koning had to be excused towards the end, with the Delhi weather taking the better of him. Students just loved Sharique Hasan, with requests for IDEA ’15 already pouring in. But the hands down favorite was Randy Lubin, and it was not long before he was posing for pictures.

Surfing Couch is declared the winner
Surfing Couch is declared the winner

After three weeks you could see the camaraderie in the students, now working on the details to execute their ideas in the real world. As members of the Indian startup ecosystem, we take so many things for granted. But seeing a batch of the next generation of builders, beginning their startup journey reminded many of us about why we started in the first place. So Long, and Thanks for All the Fish.

Acknowledgments: No event takes place without the healthy support from a huge set of unnamed workers. Special shout out two amazing people who helped with the creating the digital record for the Pitch Day.

a. Bhavna Nagpal for helping with the tweets on @InnovateDelhi. You can see the entire chatter at #InnovateDelhi.

b. Tasveer, the photography club of IIIT Delhi for helping provide pictures for this post. They also have an amazing album covering the proceedings of the day.

With Inputs from Gurpreet Bedi

The Real Reforms: Is Anyone Listening?

The papers are breathlessly reporting the arrival of   “reforms 2.0” while the stock markets are doing what they always do – reacting to rumour,  hyperbole,  fears, uncertainties and doubts. But reforms 2.0 won’t impact the lives of citizens and won’t create jobs, that most crucial of determinants of the economic well- being of a people.

“I’m moving my company to Singapore”, said the CEO of an innovative startup. The company had developed sophisticated imaging and vision products using proprietary technology that would be of great benefit to the defence forces. The company was based in Bangalore where the design and development got done, components were sourced from overseas, manufacturing and assembly got done partly in India and partly overseas. The final product was Indian and competed more than favourably against competition from Israel and some other countries. However, given procurement policies, products from foreign companies were cheaper, received payments far more smoothly whereas the Indian company had to pay duties and taxes on imports (set-offs for these duties too forever to materialize) and had to constantly follow up for several months to get their bills cleared. Of course, that this company didn’t employ “consultants” who could help smoothen the process didn’t help matters. Hence the move to Singapore where the product would get built and shipped to India as a foreign product against a LC (letter of credit) issued by the purchasing entity in India!

Another entrepreneur, similar tale. Upon following up for months to get his payment, he was advised to divide his invoice into two parts in future: one for which payment would be made in US Dollars since it was imported and another for the Indian components of the final product. The US Dollar invoice would get paid via a LC while the Rupee invoice would get paid in due course. The only problem – the US Dollar invoice was only 30% of the overall price! Of course, this entrepreneur too wasn’t willing to inflate invoices and continued to suffer.

In another case, upon filing for the registration of his new company with the Registrar of Companies (RoC), the entrepreneur was informed, after a few weeks of course, that the registration request had been rejected as the name he had selected had “venture fund” in it and therefore required to be approved by the concerned department in Delhi. Not wanting to get into that black hole, the entrepreneur decided to re-file with just “fund” in the company’s name. After some more weeks, another rejection letter ensued. Upon again following up with the RoC, he was told that “fund” didn’t quite explain what the company did! Exasperated and harried as almost 7 weeks had elapsed, he asked the RoC for his suggestion. Finally, after almost 9 weeks, he got the “fund advisors” approved as the suffix.  Another entrepreneur’s application got rejected  since in the opinion of the RoC, the selected name sounded made up! The entrepreneur had to take a dictionary to the RoC to show them the name actually meant something in the English language!

These are but four examples of the kinds of absolutely irrational, meaningless, unfriendly, opaque bureaucratic policies that plague our system. Is it any wonder then that mind numbing corruption takes hold?

There are all kinds of approvals and permits and registrations required to set up a business. The Political and Economic Risk Consultancy based in Hong Kong in a January 2012 report said India’s bureaucracy is the worst in Asia – no surprise to anyone! According to a November 1st 2011  Wall Street Journal article, “India ranks among the world’s worst countries at encouraging entrepreneurs. For ease of starting a business, India is 166th out of 183 countries, just ahead of Angola, according to World Bank figures released recently. Only one country, Timor-Leste, is worse at enforcing contracts.” According to the World Bank “Doing Business” publications,  India ranks an abysmal 132 out of 183 countries in “ease of doing business’ and where, among other notable dismal indicators,  it takes, on average 7 years to close a business and  1,420 days to enforce a contract and where the cost of starting a business is 46.8% of per capita income!

Given this pathetic state of affairs, one can only stand up and salute the intrepid Indian entrepreneur who perseveres with fortitude in spite of the best efforts of bureaucracy, corrupt officials and maddening policies.  India’s small firms add about 3.3 million jobs each year but with over 15million people entering the job market each year, entrepreneurs can and should be playing a critical role in India’s economy.

The two fundamental and critical reforms namely, (a) administrative,  to dramatically simplify, empower and make transparent rules of engagement and (b) legal, to enforce the sanctity of contracts and the rule of  law in a speedy impartial manner are still pending in spite of the recommendations of umpteen committees over past decades. Real reforms in these two areas alone will unleash the energies of entrepreneurs and take India on a different trajectory. Is anyone listening?

Reblogged from YourStory.com

Before you innovate, get out of your comfort zone

I had the pleasure of speaking to a batch of about 130 students, startup aspirants, product developers last week at the Innovate Delhi event. I was teamed up with Rajat Garg, of SocialappsHQ, and a heavy-weight with facts, numbers, trends, valley companies and slides. We were to cover “opportunity hypothesis’ broadly – how does a startup get an idea; validate the idea; build a demo/prototype and how the idea evolves into a business. Rajat and I spoke the night before (having him as a co-conspirator for the TIE Indian Internet Day event helped) and we decided to put on a joint session rather than one followed by another. Rajat would put up some slides, covering the theoretical framework and I would lead a workshop type session engaging the audience around their observations.

As I reached the venue a bit early (surprising since I had a long drive from Gurgaon to Okhla) I had some more time to gather my thoughts and think about what/how I would try to communicate. On a hunch, I decided to move around the hall (library converted to a training hall, with cameras, voice recorders and lots of other gizmos that only professors at Stanford can afford to have 🙂 and observe the batch to find some ideas that I could build on.

innovate delhi teams
As I went around the hall, some patterns started to form. Most of the folks were in blue jeans – the de-facto dress for the generation. About 20% of them had Apple laptops and the rest windows (similar to trends in India) but nearly all of them had squeaky clean covers – no personalization, no stickers proclaiming their love for free world! Nearly all of them had their laptop chargers plugged in (though it was an hour prep session and most laptops were fully charged). Though it was a hot day and so many bodies made it a wee bit sticky, all of the attendees were glued to their desk/seats even though the assignment was to think and come up with ideas on “marriage apps”. And the most critical observation of all, nearly all of them were glued into their course workbook; and the FB page setup for the event.

And then it struck me – this was a typical group of young Indian professionals, who love to “conform”. They all had been good students, mostly good kids, folks who would describe themselves as “being different” but would completely fit into a “stereotypical” definition of an IT/tech product persona. They were all living in their comfort zones – not ready to push their own limits, not expressing their yet-to-be-formed personalities, safe in the middle-of-the-road lives they were living. As I looked further to validate these assumptions new patterns emerged. Only 2 out of 130 had brought along tablets as their primary device. Nearly all of them had smartphones but very few were working on the FB page/course app on their phones? Few were taking pictures of the class and tweeting.

innovate delhi 2I had found my core argument for the day – I was going to challenge the group to think of their own personalities, experiences, behaviours. I was going to inspire them to reflect on who they are, and who they want to be and how they would differentiate themselves first before thinking of great, differentiated, innovative products that they would design, develop and bring into the world. I would show them how living (and using) on the edge of technology is almost a pre-requisite to pushing the boundary further; how great ideas evolve from personal needs and small advances which turn into big stories cause as the follower crowd discovers the same challenges when their use graduates and are happy to use the solutions the leaders have created.

And therefore, as Rajat opened his talk with the big concepts around finding an idea; finding a space that has some tailwinds, taking risks etc and set the stage for some curiosity, I found the means to engage with the audience with these questions:

  1. If the fashion trends for the day are colored trousers (yellow, green, orange), why are 90% of you in blue jeans?
  2. Why don’t I see any art, stickers, graffiti, pictures of any laptops?
  3. Why don’t I see folks using tablets when we all know that tablet volumes have crossed laptops this year
  4. Why did folks prefer to sit at their desks than take their laptops out into the terrace with a lovely garden view for the ideating exercise

But most importantly, could they think of pushing the boundary of any tech usage when they were not living on the edge themselves, when their own habits were on the trailing edge?

Needless to say, the rest of the talk was fun, interactive and stimulating. Rajat had some great slides – internet & mobility trends, numbers and wisdom from the trenches. I was able to co-relate those slides into how folks should use that information into their own “opportunity hypothesis”.

innovate delhi3As I look back at the end of the week, I find myself thinking again about the ‘conformity” of our post-independence indian culture; the regimentation of our education system and our social expectations that we need to break first before disruptive, revolutionary innovators and entrepreneurs will emerge. Hope this brief note makes you think a bit about yourself!

 

 

This Fourth Wave of Indian Enterprise Software Startups is World-Class

India’s enterprise software industry has been slowly bubbling since the 1980s but has generally failed to deliver a large number of high impact, high value companies.  We do have some companies that everybody talks about – iFlex, Tally, Zoho – but these are far and few between. I believe that we are seeing a new scalable wave of enterprise software companies coming out of India and there is a potential to deliver several high impact companies over the next decade.  Here at Lightspeed Venture Partners, leveraging our global strength in enterprise technologies, we see opportunities to partner with companies that are cloud-native and have cracked a global market – examples of current active categories in India are CRM, analytics/big data, marketing automation and infrastructure.

India’s enterprise software industry has to be looked at separately from the outsourcing/BPO firms like Genpact, Cognizant, Tata Consulting Services and Infosys.  Starting in the 1980s and early 1990s, this services industry is now mature and at scale.

Separate from the outsourcing/BPO industry, India’s enterprise software industry (or “products” as it is called by many here in India) has evolved from the 1980s to now in what I think can be divided into four waves, coinciding somewhat with three trends: 1) enterprise software moving from desktop to client-server to cloud; 2) evolution of Indian industry post 1991 liberalization; and 3) increased experience of Indians at successful US product companies.

Picture1

WAVE 1

Tally-

The first wave of software products came along in the late 1980s/early 1990s – the focus was desktop products for business accounting.  Companies in this wave include Tally Solutions (still the undisputed leader in SME accounting software in India), Instaplan, Muneemji and Easy Accounting.

WAVE 2

Infosys-finacle ramco  5I-flex_Solutions_logo.svg G  _institute_Newgen Logo

This generation of software products emerged in the 1990s as projects within outsourcing firms or from internal services arms of larger corporates. Infosys launched Finacle. Ramco Systems launched its ERP. And Citibank launched CITIL which became i-Flex.  Other notable companies included 3i InfotechCranes Software, Kale Consultants, Newgen SoftwarePolaris Financial Technologies,Srishti Software and Subex.

I remember attending CEBIT in Hanover in 1989 when many of these Indian software and consulting companies were first introduced to Europe.

The late 1990s saw a wavelet of ASP (application service provider) startups in India, most of which got crushed after the dotcom bust.

WAVE 3

eka-nexus-funding-147zycus-logo Manthan-Systems-Logo talisma logo

The 2000s saw on-premise India-first companies such as Drishti-SoftEka SoftwareEmploywiseiCreate SoftwareiVizManthan SystemsQuick Heal TechnologiesTalisma (for which I did some initial product management work while at Aditi Technologies) and Zycus get started.  This was the era of 8-10% GDP growth in India which lasted till about 2010.  Many of these companies had a direct sales model. After India, they generally expanded into the global South (Africa, Middle East, SE Asia, Latin America) where they found similar customer requirements and little competition from Western software companies.  Bootstrapped in their earlier years, some of these companies grew over several years and have broken through to $25 million+ in annual revenue.  Key verticals have traditionally been BFSI (banking, financial services and insurance), telecom, retail/FMCG (fast-moving consumer goods aka CPG in the US) and outsourcing/BPO.

Having been around for over a decade, some of these companies generally face the challenge of migrating to the cloud, upgrading user experience to modern Web 2.0 levels, and expanding addressable markets beyond the global South to the US and Europe.  We have seen some of these companies get venture funded, typically at much later stages in their go-to-market relative to US-based software companies.  Several of these companies have received funding in the past couple of years, ostensibly to “go international” and “go cloud,” not an easy task, especially when done together.

WAVE 4

Starting in around 2010, a new wave of cloud-native companies were launched, perhaps following the slowdown in India’s economy and the growth/acceptance of SaaS as a delivery model and as a sales model in the US.  These companies have grown and now could power beyond the $10M/year revenue glass ceiling.  The reason for the scale potential being higher for this cloud-native wave is the cracking of efficient online sales channels to reach markets globally.

Why this decade? Because there is an increased willingness of companies around the world to search for and buy software products online.  There is now a large pool of founders who have worked at global enterprise product companies (e.g. Indian offshore development centers or in Silicon Valley itself with companies like SAP, Oracle, Google, Microsoft, Adobe) and have experience in product management, marketing and sales.  And finally, there has been a dramatic reduction in the capital required to bootstrap enterprise software companies.  Everybody uses AWS and software from other startups to get started. It’s quite meta.

Wave 4 companies have the opportunity to break through the barriers that previously relegated Indian enterprise software companies to selling to the global South. We have seen Atlassian (Australia), Zendesk (Denmark) and Outbrain (Israel) do this move to Western or global markets.  Zoho is an Indian company that is rumored to be at $100 million per year revenue scale – they have been part of many of the waves I have described.

This cloud-native wave, I believe, can be divided into two dimensions. One dimension is the platform/tools companies versus workflow automation (applications) companies. The other dimension is India-first companies versus the global-first companies.  We see opportunities in all four quadrants, each having its own challenges.  We are interested in looking at companies in all these segments, with a bias toward companies which have reached some scale ($1M ARR) and are going after large addressable markets with aggressive sales & marketing execution.

Fourth Wave

 [Please note this is not a comprehensive list of companies nor a view on which companies we admire or not]

Global-first companies coming out of India have started to crack or have cracked the online sales model, using SEO, SEM, content marketing and telesales.  They are typically going after mature segments where buyers are typing keywords into Google at a high rate. This online selling model results in an SMB and mid-market customer base.  In many cases, founders may have to move to the US to enterprise sales.  It’s worth noting that scale markets are not necessarily all in the US – companies could get built with a general global diffusion of customers, perhaps with help from resellers.

I see India-first companies typically going after newer high-growth companies in India (e.g. ecommerce, retail) and startups.  Some go after Indian arms of multinationals (MNCs).  This is a reasonable early adopter market to cut a product’s teeth on, but has limited ability to scale.  Of the newer crop of India-first companies, very few go after large enterprises in India – there are exceptions like Peelworks and Wooqer.  The model here generally is SaaS as a delivery model but not SaaS as a sales model (ie direct sales, not self-service).  Many software companies are essentially verticalized.

We continue to see a few high-ticket, high touch direct sales enterprise software companies which are global-first, including companies like CloudbyteDruva,IndixSirion Labs and Vaultize. Many of these start out with teams in both Silicon Valley and India or transplant themselves to the Valley over time.  I think this will continue to happen but we will not see the explosion here that we are seeing in the number of companies utilizing low touch online sales models.  I see several high-impact companies coming out of these direct sales enterprise software startups as well.

I think this dichotomy between India-first and global-first companies is interesting and makes India a distinctly different type of investment geography, different from Israel (which has very small domestic market where tech companies move to the US very quickly), different from China (which mostly has domestic market focused startups and very little enterprise software) and different from the US (which is primarily domestic-focused in $500B enterprise tech industry in the early years of most startups). In terms of investor and founder interest, the pendulum may also swing back and forth between these two models as the Indian economy grows, sometimes at high speed, sometimes at a snails pace.

[With input from the team at iSPIRT and several of the companies mentioned above].

Reblogged from YourStory & LightSpeed Venture Partners blog.

A 10-Point Agenda to Support Technology-driven Innovation

With a new government at the helm, this is the time for wish-lists and advice as to how it can make a major impact. Here’s my two pennies worth on what should be the government’s priorities if it wants to promote technology-driven innovation and entrepreneurship.

Ease of Doing Business

India routinely does badly on the World Bank’s survey on ease of doing business. But, from talking to entrepreneurs, I get the sense that setting up a new services business is fairly straightforward, that’s why we see so many new service businesses springing up all the time. While there is always scope for improving the time taken to set up a service business, the real issue is with manufacturing businesses.

Most of the barriers to set up a new factory are at the state level, but the central government could help by creating a blueprint for a genuine single window approval system (possibly by studying the relatively more efficient states) and diffusing it to other states. Perhaps the centre can even incentivize states to adopt such a system (through a special grant?).

Availability of stable power is another important framework condition to encourage entrepreneurship in manufacturing as few entrepreneurs can afford to invest in large gensets for a fledgling enterprise.

Finally, while ease of setting up a business is important, ease of closing a business is equally salient. That’s an area for immediate attention.

Strengthen support for technology development

India’s success in services has obscured the fact that we are slipping backwards in several technology areas. In both more mature areas like electronics as well as important new areas like nanotechnology and new energy technologies, India is far away from being a serious player.

Over time, the government’s support programmes for technology development by industry have stagnated, and in some cases withered away. The only exception has been in Biotechnology where a robust set of support programmes is in place thanks to the initiatives of Dr. MK Bhan when he was Secretary of the Department of Biotechnology (DBT). [See my earlier post on Dr. Bhan’s initiatives at DBT.]

Some features of the DBT’s initiatives are (1) close involvement of industry in the design of support programmes; (2) willingness to support small firms with outright grants for genuinely innovative technology development efforts; (3) a variety of schemes tailored to meet the size and needs of different biotech enterprises; (4) a strong delivery mechanism (a separate Section 25 company) to execute the programmes. These could either be replicated in other sectors, or the Department of Science and Technology charged with rolling out large horizontal programmes along these lines.

There is an urgent need to start at least ten national collaborative R&D platforms involving industry, academia and research institutions to support technology development and commercialization in areas of critical importance to the country. Previous experiences such as the NMITLI programme of CSIR and the CAR programme of the office of the Scientific Advisor to the Cabinet can be drawn upon to design effective collaborative programmes. [See my earlier post on collaborative R&D programmes.]

Public procurement plays an important role in government support for local technology development. Government should give short-term preferential procurement to products based on local technology, developed specifically for Indian needs, which have been granted Indian patents. And, it should play a proactive role in helping local firms meet pre-qualification norms rather than using such norms to prevent local firms from participating in government tenders.

Promote Application-oriented Research in Academia

There is frequent criticism that Indian academia is too theoretical and lacks an application focus. Not enough research is done, and whatever research there is tends to be esoteric and abstract. Genuine application often involves crossing disciplinary boundaries, but Indian academia works within tight disciplinary silos. Yet, we also know that innovation in frontier areas has its seeds in academic research.

A first important step would be to recognize the importance of application-oriented research in Indian academia. The most prestigious science awards in India are the Bhatnagar awards, but these are based on research alone. I hear that there is a committee to set up a similar set of awards for translational research (this is the term in vogue for application-oriented work), this needs to be expedited and efforts made to find really outstanding people to be the first recipients of the awards.

Application-oriented criteria like patents, technology transfer/commercialization need to be included in the faculty evaluation process at our top institutions with some fungibility between these criteria and publication-related criteria.

At least 2 -3 positions of Professors of Practice need to be created in each department in an IIT or NIT which can be used to attract researchers from industry on either a fulltime or adjunct basis. The criteria for appointment of these professors of practice need to be different from those applicable to regular faculty appointments with a greater focus on application and commercialization. These professors of practice will also hopefully act as a bridge between the institution and industry, and enhance communication between the two.

Faculty should be encouraged to get involved in start-ups, either directly or as mentors. All restrictions on such activity should be removed. Strengthening of faculty evaluation processes within institutions will help dispel any concerns of faculty members pursuing commercial interests at the expense of their academic commitments.

Joint appointments need to be encouraged to promote inter-disciplinary work. Inter-disciplinary academic programmes and research projects can also help.

Inter-disciplinary work can also cross institutional boundaries. A couple of existing programmes catalyzed by Dr. Bhan show how this can happen – (1) the Stanford India Biodesign Programme brought Stanford Design School, All India Institute of Medical Sciences and IIT Delhi together to create a new generation of designers of biomedical equipment, and a whole slew of new products; (2) the IISc-St. John’s Glue project brought together India’s leading science institution and a leading centre for medical research. Though located in the same city, these two premier institutions hardly used to interact with each other. Such glue programmes/ projects are particularly relevant to our country since we have a large number of high quality specialized institutions but a small number of high quality multi-disciplinary universities.

Some institutions have already set up tinkering labs to enable students to experiment in a non-formal setting. The government should give a one-time grant to the top 50 technology institutions to set up such labs.

Summary: The Ten Point Agenda

 

[The views expressed here are the personal views of the author. Some of these ideas have been expressed before in different forms by others, and I thank everyone who has contributed.]