Cracking the Code: From Startup to Scaleup in Enterprise Software with Ram Jambunathan (SAP.iO), Lonnie Rae Kurlander (Medal), Caitlin MacGregor (Plum), and Dimitri Sirota (BigID)

The startup journey is hard. Data shows that 70% of upstart tech companies fail, while only 1% of these startups will go on to gain unicorn status. Success in enterprise software often requires deep industry experience, strong networks, brutally-efficient execution, and a bit of luck. This panel brings together three successful SAP.iO Fund-backed enterprise startups for an open discussion on lessons learned, challenges of scaling, and why the right strategic investors or partners can be beneficial even at early-stages

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Why emerging tech is relevant to enterprise

Tech Crunch is kicking off a conference in San Francisco September 5 and will include interviews with enterprise software leaders, rising founders and VC’s ahead of the game. Yahoo Finance’s Zack Guzman and Sibile Marcellus discuss with SAPIO Senior VP and Managing DIrector, Ram Jambunathan, and “Wall Street Journal” Wealth Reporter, Veronica Dagher.

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3 Things with Ram Jambunathan

1. Ram, SAP is a purpose-led organization. What is one thing you do, in life or business, that demonstrates this?

I am often asked why we are doing this.  Well, fundamental to everything we do is for our customers’ benefit, which is in turn reflected in business performance. It turns out that these groups of founders, such as women and minorities who have traditionally been ‘underinvested in’, consistently deliver high business returns, because they are building solutions that customers want.  It makes sense to prioritize and emphasize our efforts and investments to support these groups – they’re doing all the right things.  

As managing director of SAP.iO, I have global responsibility for supporting early-stage external startups through our unique mix of investments and incubation.  As part of this, I am extremely proud to be driving SAP.iO No Boundaries, our commitment to supporting underrepresented entrepreneurs in business to business tech, through which we have pledged to support more than 200 select, high potential B2B tech startups by 2023. 

Some critics ask if we have lowered the bar. My response to that is absolutely not! It simply means we need to search harder to find these entrepreneurs because they generally don’t have the access or the network to find funding or customer introductions that other groups typically enjoy.  So it’s not about giving special favors, but it’s about ensuring we are able to hear their voices. 

I personally know of the struggles and hurdles that women or other underrepresented entrepreneurs in tech face – in building a network, getting funding, attracting customers and being taken seriously.  I personally know women who were told ‘You don’t need an investor, you need a rich boyfriend’‘I can’t invest in someone if they are going to have a family at some point’, or even (believe it or not) ‘You won’t date an investor? Sorry, I can’t work with you’

As an entrepreneur and innovator, myself, this one is personal for me and we need to change the status quo!

2. Ram, who is the one person you consistently read and why? 

One person who I consistently read, and follow is Horace Dediu (@asymco), author of the asymco blog and an expert on how innovations are absorbed by markets, and why some platforms end up winning.   Horace combines a structured way of thinking with deep content expertise that results in foresight on how the future will evolve, including in areas such as mobile computing and the future of transport (e.g., micro-mobility, electric vehicles).  He then tests these predictions over time with a rigorous, data-driven approach, but also notes: “All great insights I’ve ever seen have come from n=1 [data points]”. 

I first discovered Horace in 2009 when I stumbled onto his initial blog post where he shared his predictions (starting from 2007) how Nokia / like competitors would evolve through 2014.  And, as the years evolved, his predictions came to be stunningly prescient.  He ended his first post in this way: 

“The key takeaway from this analysis is that the industry standard product cycle for an integrated, platform-based product is 5 to 8 years and if one competitor can achieve a 2 to 3 year cycle, then the more nimble competitor can “turn inside” the industry and, within two cycles, dominate it. Although smaller competitors are able to turn product faster, they are usually unable to sustain the platform heavy lifting (which takes an order of magnitude more effort/assets).” 

I think all of us at SAP can recognize parallels to what’s happening in enterprise software, and the importance for SAP to run nimble and simple. And I’ve been hooked since. 

3. What is one life lesson that you’d share with your younger self.

About Ram Jambunathan

Ram is the Managing Director of SAP.iO. In this role, Ram is responsible for the SAP.iO Fund, which makes direct investments into early stage startups and the SAP.iO Foundries, a global network of top-tier, primarily zero-equity ask startup acceleration programs for startups in areas strategic to SAP. Ram has been with SAP for 10 years, leading various strategic initiatives. Before joining SAP, Ram was consultant at McKinsey & Co., a founder of T-Networks (now part of Broadcom), and a Member of Technical Research & Development at Lucent Technologies. Ram has more than 5 patents and more than 10 peer-reviewed publications, and received his doctorate in Electrical Engineering from the University of Michigan Ann-Arbor. In his spare time, Ram practices freestyle rapping about SAP.iO.

Hors-Série L’innovation au cœur du retail: Le digital au service du parcours client

Stratégie client omnicanal, quelle concrétisation sur le terrain pour Intersport ? Expérience client: quelle maturité pour les entreprises ? Quelles sont les contraintes ? Comment améliorer les interactions avec les marques ? Le mobile a-t-il tout changé ? Quels sont les apports de l’évolution des outils de relation client de CRM en mode Cloud ? Quid du futur des magasins physiques ? – Avec: Matthieu Pellet, directeur du Digital chez Intersport. Vincent Torres, président et fondateur de Revers.io. Et François Massemin, directeur de l’expérience utilisateur chez SAP France. – Hors-Série L’innovation au cœur du retail, du dimanche 19 mai 2019, présenté par Frédéric Simottel, sur BFM Business.