MIT Sloan n n n

Executive Educationn nn
Entrepreneurship
Development Program

January 24–29, 2010

 “This seminar is a must for everybody
who wants to be challenged beyond
what conventional seminars offer. It is
one of the few that is clearly focused
on top entrepreneurial performance.”
Axel Schmiegelow
CEO, Denkwerk Neue Medien Holding GmbH
Vice President, German Multimedia Association (dmmv)

Program Facts

Duration: One week

Dates: January 24–29, 2010

Location: Tang Center

MIT Sloan School of Management
Cambridge, Massachusetts, USA

Cost: TBD ($8,800 2009)

(covers tuition, all program materials,
and most meals)

Apply online at: http://mitsloan.mit.edu/apply

> http://mitsloan.mit.edu/execed
 Entrepreneurship Development Program

An intense, one-week program for aspiring entrepreneurs/

intrapreneurs, corporate venturing officers, academics, and
regional development officers.

Program Overview
This course introduces participants to MIT’s entrepreneurial education programs,
technology transfer system, and global entrepreneurial network. The Entrepreneurship
Development Program covers the entire venture creation process, from idea generation
to building viable global businesses, with special emphasis on the nurturing roles of
corporations, universities, governments, and foundations. Using MIT’s entrepreneurial
culture as a model, participants learn what they need to know in order to develop ideas
into successful businesses and to increase entrepreneurial opportunities in their corpora-
tions, institutions, and regions.

“The program delivers on its promise— The MIT Edge

Entrepreneurship is an evolving discipline,
entrepreneurs can be made, not born. and MIT is at the vanguard of that evolution.

I have been able to harden my ideas in

From the Institute’s first “New Enterprises”
course launched in 1961 to the founding of

the crucible of entrepreneurial participants, the MIT Entrepreneurship Center in 1996,

MIT has played a major role in shaping
faculty, and business builders.” modern entrepreneurial concepts and best
practices. MIT’s programs are powered by
David Gallimore leading-edge technology and breakthrough
business research, and offer extraordinary
Senior Manager, Boeing Ventures
opportunities for those wishing to study
entrepreneurship.

In addition to its leadership in the develop-

ment of new technologies, MIT has an
unparalleled track record of driving technology
from the lab to the marketplace. MIT’s
entrepreneurial network has created more
than 5,000 new firms with combined
annual sales of over $200 billion.
Program Benefits
The program will enable participants to:
• CREATE, identify, and evaluate new venture opportunities
• INTERPRET customer needs and quantify the value
proposition
• NAVIGATE the venture capital investment process
• UNDERSTAND how the process of starting new ventures
may vary geographically and culturally
• OBTAIN critical feedback on business plans
A Sample Landmark Week in the Life of a Successful Entrepreneur/Intrapreneur
Day 1
• The Spirit of Entrepreneurship at MIT and the Importance of
Sales and Quantifying the Value Proposition
• Coaching Sessions
• Networking Tips and What Makes a Good Elevator Pitch
• Starting and Building a Successful High-Tech Venture:
Finding the Inspiration to Start and Build a High-Tech
Venture
• Winning Buisness Plans
• Team Formation
Day 2
• Breakfast Meetings with Entrepreneurs and Start-Ups
• Entrepreneurial Marketing: Basics and Framework;
Application in the Real World
• Organizational Models for Fast Growth Enterprises
• Starting and Building a Successful High-Tech Venture: Critical
Success Factors for Early-Stage Ventures
• The Importance of Human Capital: The Example of Paul
Revere
• Networking Reception
• Coaching Sessions
Day 3
• Breakfast Meetings with Entrepreneurs and Start-Ups
• Models for Going Global
• IP Strategies to Achieve Sustainable Competitive Advantage
• Starting and Building a Successful High-Tech Venture: Legal
Strategies for Early Stage Ventures
• Global Sales Strategies for Start-Ups: The Cases of Spotfire
and Meridio
• Reception and Dinner
• Coaching Sessions
• START and build a successful technology-based company
• DEVELOP the skill and fervor needed to create totally new
industries
• LEVERAGE new science and technologies from corporate
or university laboratories
• ENHANCE and expand their networks
Day 4
• Breakfast Meetings with Entrepreneurs and Start-Ups
• Marketing Strategy: Evaluating Marketing Attractiveness I
• Starting and Building a Successful High-Tech Venture
• Marketing Strategy: Evaluating Marketing Attractiveness II
• Starting and Building a Successful High-Tech Venture:
Financing and Governing the New Enterprise
• Capture Value Through Technology and Commercialization
Strategy
• Team Presentation Preparation Work
• Dinner
• Coaching Sessions
Day 5
• Team Presentations and Feedback
• Final Team Presentations
• Awarding of Certificates
• Starting and Building a Successful High-Tech Venture:
Selling Your Products and Solutions
The MIT E-Center
The mission of the MIT Entrepreneurship Center is to
educate and nurture the leaders who will make startup
companies successful. More than 1,400 students attend over
20 entrepreneurship courses each year.
Over 500 participants from 30 countries have attended the
Entrepreneurship Development Program since the course
was launched in 1999. Alumni of the program form a vibrant
and dynamic worldwide support network for the next
generation of aspiring entrepreneurs.
http://entrepreneurship.mit.edu
 The Learning Experience
Through lectures by senior MIT faculty, visits to high-tech startups,
and live case studies with successful entrepreneurs, participants
will be exposed to the content, context, and contacts that enable
entrepreneurs to design and launch successful new ventures based
on innovative technologies. Specially designed team projects give
participants hands-on, practical experience developing a business
plan, while networking events bring participants together with
members of MIT’s entrepreneurial community.

Who Should Attend Organizations of past participants

The Entrepreneurship Development Titles of past participants have included:
Program is designed for aspiring entre- have included: Biogen Idec
preneurs, corporate venturing officers, CEO Boeing Technology Ventures
and persons who would like to develop Managing Director Cambridge Enterprise (UK)
or strengthen a climate of entrepreneurship Vice President Catalunya Politechnica
in their corporations, universities, and Chief Technology Officer Convergys
regions. Teams of entrepreneurs or Director of Knowledge and Technology Danfoss Ventures
intrapreneurs are encouraged to attend R&D Manager Danish Venture Capital Association
the program together with university Business Development Manager Denkwerk AG
staff and/or development professionals Investment Manager Enterprise Equity (NI and Ireland) Ltd.
from their region. Venture Manager EOI Business School
Development Officer Grupo Guayacan, Inc.
The benefits of the program are reinforced Head of Innovations and Enterprise Hewlett-Packard R&D Labs
when three or more executives from the Professor Invest Northern Ireland (Belfast)
same organization attend. Companies Manchester Science Enterprise Centre
are strongly encouraged to sponsor team Motorola Ventures
participation, and admissions preference National Technology Enterprises
will be given to teams. Company (NTEC)
Sevenval GmbH
“The passion, energy, and talent at the MIT Entrepreneurship Center Swedish Agency for Innovation
Swedish Royal Institute of Technology
and in the surrounding entrepreneurial community are both humbling
Tech Capital Partners (Waterloo)
and inspiring. It’s crystal-clear to me that they know what the building
TechnoGlobal Advisors
blocks of entrepreneurship are.” WaveStar Energy
Robert Davila, Chairman of the Board, Grupo Guayacan, Inc. Wellington Partners

Industry Sectors Geographic Regions

Europe
(excluding UK/Scandinavia) 11%
Venture Capital 8%
Education 25% US/Canada/Mexico
Telecommunications 3% Eastern Asia 2% 31%
Health/Medical 3% Middle East 12%
Scientific Research 3%

Financial Services 3%
Computer Hardware 3%
Electric & Electronic Other 3%
Oil & Gas 8%
Equipment 4%
Industrial Machinery
& Equipment 4%
Motor Vehicles Scandinavia 14%
Government/Public 5% & Aircraft 8%

Software & Internet 8% Other 15%

UK 27%
Faculty
The faculty team planned for the Entrepreneurship Development Program includes:
William Aulet, Senior Lecturer, MIT Sloan School of Management,
Entrepreneur-in-Residence, MIT Entrepreneurship Center, is a serial entrepre-
neur who has run three companies, directly created hundreds of millions of
dollars in market value, raised more than $100 million in funding for his com-
panies, produced award-winning products, and helped develop numerous
business leaders in his 25-year business career.
Kenneth Morse, Former Managing Director, MIT Entrepreneurship Center,
has played a key role in launching several MIT-related high-tech startups,
including 3Com Corporation; Aspen Technology, Inc.; a biotech company; and
an expert systems firm. His expertise includes global sales and marketing
strategies for new high-tech ventures and university-based technology entre-
preneurship initiatives.

Steve Brown, Technology Licensing Officer at the MIT Technology Licensing
Office, manages the evaluation, prosecution, maintenance, marketing, and
licensing of seven hundred MIT inventions in the chemicals, materials,
bio/pharma and medical device areas.
Diane Burton, the Michael M. Koerner Assistant Professor of Management of
Technology, Innovation & Entrepreneurship, studies employment relations in
entrepreneurial companies and human resource management practices. In
ongoing research, she is studying entrepreneurial teams and executives'
careers.
Fiona Murray, Senior Sarofim Family Career Development Professor and
Associate Professor, Management of Technological Innovation and
Entrepreneurship, studies and teaches innovation and entrepreneurship
including the campus-wide iTeams course developing "go-to-market" strate-
gies for breakthrough innovations developed in MIT labs.
Michael Grandinetti, Senior Lecturer, formerly Senior Vice President and
Chief Marketing Officer with PTC's Software Solutions Group spent 12 years
as a senior executive at four venture-backed technology companies, where he
helped co-lead one company through an IPO road show, contributed to a sec-
ond company's IPO, and was instrumental in the creation of several new
product categories.
Richard Locke, the Alvin J. Siteman Professor of Entrepreneurship and
Political Science, and Director of the MIT Italy Program, studies economic
adjustment and development, comparative labor relations and political econ-
omy. His current work examines cooperative patterns of economic develop-
ment in Eastern Germany, Southern Italy, and Northeast Brazil.
Janet Shanberge, Senior Lecturer, MIT Entrepreneurship Center, has spent
the past 26 years focused on providing consulting services to multinational
and domestic companies on China business development. She is a specialist
in transaction facilitation between foreign investors and Chinese counterpar-
ties and has a successful record of project negotiation and implementation
on behalf of MNC clients.
Duncan Simester, Associate Professor of Management Science,
investigates marketing problems. His work on retail pricing investigates how
customers form inferences from competitive prices from common marketing
cues such as sale signs, price endings, installment billing offers and credit
card logos.

Executive Education Programs and Executive Certificates

MIT Sloan Executive Certificates are awarded to participants who have completed four or more open enrollment programs within a four-year period.
Certificates are offered in three areas of concentration and provide executives with the opportunity to tailor their education plans to meet their own
career development needs. Visit http://mitsloan.mit.edu/certificate for more details.

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Japanese Managers
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AND VALUE CHAIN MANAGEMENT
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