Healthcare in the Mena It’S in Its Nascent Stages, but the Region Has the Potential to Be a Hub for Healthcare of the Future

Derivation, disruption, differentiation Ensuring singularity amid the marketing clutter

Success speaks for itself Ramzy Abdul-Majeed and Markus Thesleff The co-founders of Whissle Hospitality Group are all set to take their enterprise to the next level

Building a (great) company culture Investing in this now will pay rich dividends later Reinventing healthcare in the mena It’s in its nascent stages, but the region has the potential to be a hub for healthcare of the future

september 2017 | www.entrepreneur.com/me | UAE AED20

SEPTEMBER 2017 CONTENTS

18 Lachlan Jackson, founder, Ecocoast

24 18 28 60 INNOVATOR: INNOVATOR: START IT UP: ‘TREPONOMICS: Success speaks for RISING TO THE OCCASION ECOSYSTEM PRO itself The marine industry may not Reinventing healthcare in Experience matters Ramzy Abdul-Majeed and the most popular of industries the MENA It’s not the shopping Markus Thesleff, co-founders for entrepreneurs to get into- Healthcare tech may be in platform, but the shopping of Whissle Hospitality Group but Ecocast founder Lachlan its nascent stages, but the mindset that really matters, are all set to take their Jackson managed his way into region has the potential to says Ahmed Galal Ismail, enterprise to the next level. it (and is now there to stay). be a hub for the sector in CEO, Majid Al-Futtaim the future. Ventures. 70 34 START IT UP: ‘TREPONOMICS: Q&A PRO Beware of the underdog Money talks Nooruldeen Agha, founder Suhail Masri, VP of and CEO, Elabelz, on the Employer Solutions at e-commerce startup’s track Bayt.com, offers a primer on record and what makes it how you can determine your one to watch out for. employees’ salaries.

25 Okku Japanese restaurant, bar & lounge

september 2017 Entrepreneur 3 Entrepreneur ME ARCHITECT dps W406xH273 E.indd All Pages 8/22/17 11:55 AM Entrepreneur ME ARCHITECT dps W406xH273 E.indd All Pages 8/22/17 11:55 AM

CONTENTS SEPTEMBER 2017

44 40 ‘TREPONOMICS: TECH: MARKETING SHINY Inspiring trailblazers #TamTalksTech Cadillac’s new brand Gadgets and doodads campaign “Arabs of New that you might’ve missed York” celebrates innovative out on, sourced by a tech minds from the Middle East. aficionado. Yes, it’s okay to want them all… and no, 42 it’s not our fault. CULTURE: TRAPPINGS ‘Trep gear 41 Galaxy Note8 45 Cadillac’s “Arabs of New York” campaign with Mohamed Fairouz The executive selection for the entrepreneur on your list that has everything. 50 68 Okay, maybe for a little self- CULTURE: TECH: reward as well. DESIGN MOBILE TECH Form follows function From concept to launch 46 Design Haus Medy CEO Want to launch an app in ‘TREPONOMICS: Medy Navani explains how the MENA region? ESQUIRE GUY you can attract, engage and Andy Meikle, founder of Productive meals retain the right people for sports app 10, offers a The Esquire Guy writes on your enterprise, using your useful roadmap you can navigating the tricky terrain office space. follow. of a business lunch.

68 Andy Meikle, founder, 10

8 Entrepreneur september 2017

CONTENTS SEPTEMBER 2017

54 The link between entrepreneurship and happiness, by the in5 team

74 48 START IT UP: CULTURE: Q&A LIFE Shazam for cars Master the fundamentals UAE-based AI-powered James Clear makes the Seez app is all set to change case for why you need to the way you buy cars. do more of what already works. 64 FRANCHISE 36 78 58 Keep it local ‘TREPONOMICS: START IT UP: CULTURE: As the Partner & Operator PRO STARTUP FINANCE LIFE of McDonald’s chain in the Put the consumer in the “We got funded!” The two words every UAE, Rafic Fakih explains driving seat A look at how STARZ PLAY leader must use the importance of localizing Kunal Kapoor, founder of Arabia and Wego secured Colin Cauffield, Executive your franchise approach. The Luxury Closet, believes their latest fundraising Director, Upper GCC at EFS that for luxury brands wins- and what one can Facilities Services Group, 14 to thrive in the current expect to see from them in on the power of using EDITOR’S NOTE market landscape, they the future. “Thank You” at work. By Aby Sam Thomas must embrace digital.

72 Nooruldeen Agha, founder and CEO, Elabelz

10 Entrepreneur september 2017 60 YEARS OF ADVENTURE AND DISCOVERY

CA109244_Superocean Heritage II_203x273_Entrepreneur.indd 1 10/07/2017 08:26 MIDDLE EAST SUBSCRIBE EDITOR IN CHIEF Aby Sam Thomas [email protected] Contact [email protected] to receive CEO Wissam Younane [email protected] Entrepreneur Middle East every issue MANAGING DIRECTOR Walid Zok [email protected] DIRECTOR Rabih Najm [email protected] CREATIVE LEAD Odette Kahwagi MANAGING EDITOR Tamara Pupic

STARTUPS SECTION EDITOR Pamella de Leon PO Box 502511 Dubai, United Arab Emirates COLUMNIST Sindhu Hariharan P +971 4 4200 506 | F +971 4 4200 196 COLUMNIST Tamara Clarke COLUMNIST Shoug Al Nafisi For all commercial enquiries related to Entrepreneur Middle East contact COLUMNIST Erika Widen [email protected] EVENTS LIAISON Mark Anthony Monzon

CONTRIBUTING WRITERS All rights reserved © 2016. Opinions expressed are solely those of the contributors. Suhail Al Masri Kunal Kapoor Entrepreneur Middle East and all subsidiary Colin Caulfield Moustafa Mahmoud publications in the MENA region are officially licensed Fida Chaaban Ross McCammon exclusively to BNC Publishing in the MENA region by James Clear Andy Meikle Entrepreneur Media Inc. No part of this magazine may be reproduced or Rafic Fakih Medy Navani transmitted in any form or by any means without written Ahmed Galal Ismail Alexander Rauser permission of the publisher. Abdulwahed Juma Wissam Youssef

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In addition to our print edition, we’re bringing EntMagazineME you all sorts of industry news on our web mediums. Joining us online means getting @EntMagazineME MIDDLE EAST relevant business and startup content in real-time, so you’re hearing about the latest Entrepreneur-me developments as soon as we do. We’re looking Access fresh content daily on our website! EntrepreneurMiddleEast www.entrepreneur.com/me forward to interacting with our readers on all of our social media and web platforms- like any EntMagazineME thriving business, we’re looking to give and take. #TrepTalkME is already happening on all of our EntMagazineME digi platforms, and all good conversations go both ways. See you on the web! EntMagazineME

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ACCELERATE SME Finding common ground CONTRIBUTE. ENGAGE. GROW. Conflicts are to be expected at startups and, as an entrepreneur, you need to know how to tackle them

n an ideal world, the office (and understand the perspectives shouldn’t be a setting for any of) people on either end of the kind of conflict, but let’s be conflict. It is absolutely impera- real, such situations are to be tive that you do not -do not- have DISCOVER HOW TO ACCELERATE YOUR BUSINESS expected when people work a go at one of the parties in the withI each other in close proximity, conflict after having heard just the day in and day out. Be it among other’s point of view. Startups are Powered by Thomson Reuters, Accelerate SME is the gateway to the employees, or among co-founders emotional places, yes, but when SME ecosystem in MENA; providing access to the resources and solutions even, there are plenty of avenues managing these kinds of situations, for strife to occur within an orga- it’s important to remember to stay needed to support you at any business stage. nization, and as the entrepreneur as objective as you can, look out for running the business, it’d serve you the facts, and, well, just be wiser culture is something that’s vital for well if you are prepared to handle about things- though that’s easier your business’ success, and so, you We have joined forces with some of the region’s most powerful financial and manage these kinds of eventu- said than done. don’t want to have a workforce on- alities. Rest assured that avoiding board that’s low on morale. Make and workflow solution providers to service and support your specific needs. or ignoring such issues isn’t going 2. You now know the story- an informed decision with respect As a member of Accelerate SME you can access a wide range of business to be in your company’s best inter- interpret it in your company’s best to solving the conflict- your focus est- unresolved conflict can lead interests I equate this part of my should essentially be on preventing resources including, funding, online community, industry insights, tools to anything from staff turnover, conflict resolution process with the it from happening again. to, well, bigger problems- Harvard way I react to “inspiring” quotes and easy-to-use templates. Business School professor Noam that I see on Instagram: all of that’s When it comes to resolving con- Wasserman, when researching for great and all, but how does that flicts, getting it done may take his book The Founder’s Dilemma, affectme ? From a managerial point some time- but doing it right will found that 65% of startups fail as of view, this is when you need to serve you and your company well a result of co-founder conflict. consider what you have learned in the long run. Don’t shy away about the conflict, and figure out from such situations- it’s always So, if conflicts are to be expected in how it relates to your company- it’s better to tackle them head on at your business, how do you, as the not really about choosing one side the first instance. entrepreneur running the show, over the other; your role is to get go about tackling them? With the the issue resolved in a way that is disclaimer that I am not at all an good for your business in the long expert in this arena, and that I am term. simply looking back at my own experiences and things that I have 3. Make a decision (and then stick seen, heard and read, here’s my to it) Conflict resolution shouldn’t take on what you need to do to take on the form of a never-ending resolve a conflict: debate- after all, you don’t want these situations to fester, as let- 1. Start by listening to both sides ting things go without finding a Aby Sam Thomas Regardless of how you became solution will almost certainly lead Editor in Chief aware of a crisis within the work- to feelings of resentment within @thisisaby place, make it a point to talk to the workplace. A positive company [email protected]

FIND OUT MORE AT ACCELERATESME.COM

14 Entrepreneur september 2017 ACCELERATE SME CONTRIBUTE. ENGAGE. GROW.

DISCOVER HOW TO ACCELERATE YOUR BUSINESS

Powered by Thomson Reuters, Accelerate SME is the gateway to the SME ecosystem in MENA; providing access to the resources and solutions needed to support you at any business stage.

We have joined forces with some of the region’s most powerful financial and workflow solution providers to service and support your specific needs. As a member of Accelerate SME you can access a wide range of business resources including, funding, online community, industry insights, tools and easy-to-use templates.

FIND OUT MORE AT ACCELERATESME.COM IN THE LOOP

Global ambitions GCC startup PayTabs looks to expand internationally with a US$20 million funding

Explaining PayTabs’ differentiation amid a cluttered MENA fintech market, Abdulaziz F. Al Jouf, founder and CEO, PayTabs says, “When you talk about global scale, we offer 160+ currencies alternative payment methods. We are in the process of building a better checkout flow, which will offer a seamless experience. Secu- rity is very critical at PayTabs,

hence we have an advanced The Careem app fraud management system in place, with the highest level of Abdulaziz F. Al Jouf, founder and CEO, PayTabs PCI-DSS compliance. Apart Driving growth from systems, we have a dedi- ENA-based pay- cated dispute resolution team Chinese ride-hailing giant Didi Chuxing ment processing along with 24-hour customer invests in Careem Mstartup PayTabs has support.” announced a US$20 million Al Jouf refers to the fund- he Middle East to leapfrog traditional infra- investment raise in a Series A raising process as “fairly long (and global) ride- structure, and improve the lives round from undisclosed private drawn and time consuming,” hailing technology of people in our communities.” investors. Starting out of the and says the challenge was space has taken an “Careem is the region’s tech- Kingdom of Saudi Arabia to convince investors that a exciting turn as the nology and market leader,” (KSA) in 2014 and growing fintech startup operating out TDubai-headquartered Careem noted Cheng Wei, founder and their base there, PayTabs sub- of the GCC can not just aspire announced a strategic partner- CEO, Didi Chuxing. “Through sequently entered Bahrain, and to be a global player, but ship with Chinese ride-hailing technology exchange and its current fundraising is direct- also achieve it. “Through the giant Didi Chuxing, with the co-development, we look to ed towards further expansion proposed expansion plan, we latter making an undisclosed support continued growth and in the MENA region, Southeast aim to create over 4000 direct investment in the company as transformation of the region’s Asia, India, Africa, and Europe and indirect jobs in the next well. According to a statement transportation industry, tap in the next two years. Not just two years, across the world,” on the deal, this marks Didi’s into the significant potential of that, the fintech startup also he adds. first collaboration in the MENA the local internet economy and counts product development region, and Careem expects the foster more innovative services as a key priority, and seeks endorsement to “strengthen its for a broader network of com- to “engage in key strategic leading market position, and munities around the world.” acquisitions to further expand further enhance its reliable As reported by Techcrunch, our portfolio of products and transportation offerings across the Careem-Didi partnership is services.” the region.” an extension of Didi’s current As a B2B payment solution “Didi Chuxing brings leading global empire, as well as its provider, PayTabs enables edge AI capabilities, insight continuing push against its big- businesses to execute their and expertise to our organi- gest rival in the business, Uber, online payment capabilities, zation as we enter our next with it having recently made thus empowering small and phase of growth” says Mudas- an undisclosed investment medium enterprises, and sir Sheikha, co-founder and in Taxify, another Uber-like e-commerce ventures in the CEO, Careem, in the statement. service operating in Europe and region. The company believes “This evolution in our long Africa. Not just that, Didi also that its “unique technology relationship will enable Careem holds stake in Lyft in the US, and exclusive partnerships with to more effectively pursue in India’s Ola Cabs, 99 in Latin fraud prevention systems” growth opportunities through America, and Southeast Asia’s sets them apart from other continued innovation and sus- Grab, besides owning equity in electronic payment companies tainability. DiDi’s investment is Uber itself, through the acqui- in this part of the world. PayTabs online payment yet another endorsement of the sition of Uber’s China business

significant regional opportunity in 2016. careem paytabs, courtesy images

16 Entrepreneur september 2017 The Careem app

images courtesy paytabs, careem innovator

18 Entrepreneur september 2017 Rising to the occasion Lachlan Jackson founder and Managing Director, Ecocoast

The marine industry may not the most popular of industries for entrepreneurs to get into- but Ecocast founder Lachlan Jackson managed his way into it (and is now there to stay)

By Tamara Pupic

achlan Jackson, founder write down ideas and plans in different and Managing Director vivacious colors. If you want to under- of Ecocoast, a Dubai- stand how the Ecocoast team functions, based specialist marine just consider that one wall- it is a simple, contracting and coastal practical, and not-very-expensive DIY protection services solution, but even scribbling on it with a company, wasn’t at the dusty chalk is a way of making the team company’s headquarters members more deeply attached to and at Dubai Investment Park when I arrived aligned with the commitments they have there, as I was (obviously) a bit too early taken on. As another testament to this, forL our interview. In those extra min- later on in our conversation, Jackson utes, I looked around the bright meet- would tell me that there are two executive ing room I had been seated in: besides a coaches who work with the team, himself table and about six or eight chairs, the included, on a regular basis to hold them room contained a shelf with books (which accountable for their goals. “Everything were mostly entrepreneurship-themed), we do, every product or service that we and the wall behind it was plastered start doing, we approach them like we are with posters. Next to that, there was a pioneers,” says Jackson, remaining valid whiteboard stocked with dry erase mark- and succinct throughout the interview. ers, and yellow and pink colored sticky “We are either the first to bring it to the notes scattered all over it, indicating region, or we take an existing idea and that spontaneous brainstorming sessions make it better. We have a very narrow often happen here to encourage frequent, focus with what we do, but we dive deep efficient, and concise knowledge-sharing. back into the value chain, and we control Perhaps the most eye-catching element of the supply of our materials, the manu- all in the room was a wall decked in black facturing, the project execution, and the chalkboard paint, allowing the team to engineering behind it.”

september 2017 Entrepreneur 19 innovator

a great visual to answer why Jackson started the company- exactly a decade ago, the then 24-year-old Australian moved to Dubai to launch a branch office of his father’s coastal engineering consultancy, but quickly realized that only few products which his father used to offer in their home market were manufactured or available here. “At that time [2008/2009], the market definitely was not advanced

Lachlan Jackson, in this sector, in terms of a founder and lot of the solutions; it was Managing Director, maybe 10 to 15 years behind Ecocoast at the Marine & Coastal Australia or even Europe,” he Engineering says. “There were a lot of big Conference in 2016 companies, but due to licens- ing restrictions and capital requirements, there weren’t Launched in 2009, Ecocoast equating to over 5,180 tons any small companies, so a lot Contracting provides specialist “I think there is or 50 trailer loads. Today, of the structures that were marine contracting and coastal enough support, Ecocoast Contracting is a being built were simply a copy protection services -covering parent company to Ecobar- and paste version of large- the full lifecycle of a marine or VC funding, and rier Manufacturing, a marine scale structures. There wasn’t coastal project from develop- backing for manufacturing firm Jackson anyone to come in, move ment and protection, marine set up in 2012, that designs, quickly and take the risk on infrastructure, to operation tech companies, manufactures and distributes a smaller structures.” Jackson and maintenance- to develop- whereas the range of marine protection and spotted a gap of a fairly decent ers, contractors, operators and demarcation barriers under size between mega projects governments, primarily in the support to the brand Ecobarrier. Not too worth more than $10 million UAE. These services encom- traditional long into our conversation, it and smaller size projects of pass two main areas -coastal is clear why Jackson’s plans up to that sum, which were protection and marine infra- industries is for the company require a large of no interest to large compa- structure- mainly focusing on still lacking.” vertical surface to be devised nies. “That gave us the first the installation of marinas, onto. Over the last five years, step up,” he remembers. “We marine piling, beach cleaning the company has installed over were fortunate in a way that and maintenance. Since 2014, 165,000 meters of marine pro- we started exactly when the Ecocoast has cleaned over tection barriers to protect GCC downturn hit in 2009, the 2,800,000 square meters of coastlines and waterways in market fell out completely, area and removed over 2,240 construction projects that are and that took out a lot of big cubic meters of debris from valued at over US$100 billion. projects, but there were still a beaches and golf courses, Since inception, it has also lot of requests from develop- constructed berthing instal- ers, hotels, and so on, for small lations for over 40 marinas size projects. In a way, we were and marine service stations lucky that in the first three throughout the UAE. years, we survived largely on In one corner of the meet- the work from private devel- ing room, there is a nearly opers and the hotels which flipchart-sized poster on the hadn’t fallen out.” wall showcasing Ecocoast’s Before long, he was able to vision summary, including its again marshal the necessary core values (integrity, pride, focus to spot another market curiosity, solutions, and trans- inefficiency- no one was locally parency), core purpose (to manufacturing environmental innovate), and brand promises protection barriers, such as silt Geobags coastal protection by Ecocoast (100% delivery guarantee). screens. Starting the manu- In itself, the poster serves as facturing unit in 2012, despite

20 Entrepreneur september 2017 images courtesy ecocoast service unless we can benum don’t work onaproduct ora don’t compete onprice, andwe are not thecheapest option, we company’s competitors. “We to not only innovation butthe explains Jackson’s approach raw materials intheregion, access to key components and being challenged by alimited throughout theGulf,” Jackson the east coast of Africa and worksdo supervision outside ily focused ontheUAE, butwe “For services, we are primar Hong Kong, Maldives, Mexico. nia, Mozambique, Mauritius, Kuwait, Jordan, Gabon,Tanza Bahrain, Qatar, KSA, Oman, tries around theworld: UAE, municipality.” them start working withthe the product, andthathelped products, They thensupported increased theacceptance of cally fit for purpose andthat build something that isbasi the concerned companies to So, we started working with as they knew they would fail. tors didn’t want to use them to use them,butthecontrac the municipality said they had the companies used to buy and they weren’t madewell. So, weren’t engineered properly, poor quality materials, they the region, they were madeof high uptake of siltscreens in for example. There wasn’t a to compete. Take siltscreens industry. There are better ways manufacturer, andfor the kills itfor theclient, for the is dead. Therace to thebottom comes aboutprice, innovation commoditize anditallbe minute products orservices bottom destroys value. The I believe thattherace to the comes down to price, because never compete when itjust it isof nointerest to us.We “If we cannot benumberone, next oneto two years,” hesays. the minute we start, orinthe ber onewhether immediately, Ecocoast operates in14 coun ------into Asia orAmerica, be moving into Europe ortoo far We don’t have aninterest of focus onemerging markets. and so on.Primarily, we well asto HongKong, Mexico, all through theGCC, Africa, as says. “Products-wise, we ship shipping base, andanywhere UAE asourmanufacturing and of products, so we use the is theshippingandtransport underserved. Theother reason whereas thisregion isstill saturation to some degree, cause there isalready market behind t.” and theengineerng project exeution, manufacturing, the materials, the the supply ofour and wecontrol the valuechain, dive deepbackinto what wedo,but narrow focuswith “We havaery - our clients are multination We are fortunate thatalot of acceptance of theproducts. other markets relate to the challenges of expanding into radius isourcore focus. The within atwo-week shipping further.” more opportunities to explore whether thatmarket has one ortwo projects, we decide are solving. Once we have done product andwhat problem we understand thequality of the and governments to helpthem consultants, municipalities need to dothe hard work with afterwards. But we still do we generally come inquickly ject, andwhen itisawarded, come inquite early inthepro of where theprojects are. We is usually agood indication our clients are going, which markets. So, we analyze where als, andthey pullusinto new and 60%of revenue thisyear of thecompany’s revenue, ent makes upmore than20% Africa andAsia. Nosinglecli clients across theMiddleEast, nies amongits more than90 of thetop 10dredging compa CAGR of 56%,counting eight Ecocoast hasgrown at a - - - - but there are still so many op at themomentisnot great, Jackson states. “Themarket has come from repeat clients, have anddothings differ and reinvest everything you thing to doisto doubledown the rightthingto do. Thebest prices to compete, butitisnot it isvery easy to start cutting market stagnates. Ithinkthat innovate, andthatiswhere the reinvest, you can’t grow and are not profitable, you can’t behind every business. Ifyou profitable business isamission matter what they say, having a other ways to compete, andno on price, you needto find people start comparing price you mustn’t slow down. When half thechallenge of it.Now, but thatishalfthethrilland here,” headds.“Itisnot easy, you really can buildsomething other places intheworld, and portunities here compared to products andservices that does catch upquickly. Inmany different way. The competition another area ordothings ina up, maybe we can focus on competition starts to build starts to commoditize andthe ently. For example, ifthisarea Marina, inorder to expand tubular piles for pontoons Ecocoast was contracted in 4locations inDubai access platforms and the berthingcapacity to design andinstall - >>> >>> - innovator

‘TREP TALK Ecocoast founder and we do, there are copycats right Entrepreneurs’ Organization. other industries, so we don’t CEO Lachlan Jackson’s behind us. At a certain point, From his more experienced hire based on experience, but tips for entrepreneurs you have to work out that you peers, he is mainly seeking on value and personality. Then are not doing anything any advice on talent acquisition our training comes in in terms 1. If it was easy, different than the rest of the and retention as it is a press- of how quickly we can skill everyone would competition, so that’s when ing issue he is currently trying them up. But, finding them do it we take a step back and look to solve. “It’s about managing through the network of con- “This is one of the key man- at what we are doing now- Is 70 staff,” he says. “You do need tacts wasn’t a great success. It tras we live by at Ecocoast. it pioneering? Is it chang- someone to be in a full-time was mainly through LinkedIn You need grit and determi- ing things? Is it improving role just for that. A larger com- and external head hunters. We nation as an entrepreneur, the industry? If the answer pany can afford that. It is also relied on that a lot and then we even more so when you are is no, we take another shot about talent acquisition and had an extremely long vetting doing something new in a at it.” However, regardless of talent retention, like for eve- process. We would take three traditional industry. Nobody running a thriving company ryone else, because it is a big to six months to fill a role.” ever says it is easy, and if today, Jackson still remembers issue in the region. Six months When it comes to entre- you’re constantly pushing the struggle of its first days. ago, we assembled a team of preneurship, Jackson is now yourself it doesn’t get easier, Therefore, he’ll be keeping an six, myself included. That was on his second (successful) but the payoff is more than eye on the local startup scene, extremely challenging. Finding attempt. Prior to starting Eco- worth it.” particularly on those non- people in the region with the coast, as a fresh international tech entrepreneurs bound for experience in the industry is finance graduate, he co-found- 2. Know your why greater things than their pos- extremely difficult, particularly ed an Australian fashion label “Before starting any busi- sibly challenging beginnings at what we do. People come in 2003 with a manufacturing ness, in addition to having in business dictate. “I would from other larger companies or facility in Vietnam. However, a crystal-clear purpose and look to invest in startups but he notes that starting up in the vision for the business, it is outside the [marine] industry, “The challenges capital- and resource-intensive important to know your per- yet still in more traditional marine industry was a par- sonal reason for being and industries,” he says. “I think of expanding into ticular challenge. He opted to what you hope to achieve there is enough support, VC other markets bootstrap the business, and is out of it. Are you building a funding, and backing for tech relate to the still its sole shareholder. “That legacy business that you will companies, whereas the sup- makes you appreciate the scale, or are you building it port to traditional industries is acceptance of the value of every single dollar and for an exit? I cannot stress still lacking.” products. We are every single business decision how important this is for an From a personal perspec- fortunate that a lot that you make,” he explains. entrepreneur, as it will influ- tive though, to ensure that “You have grown. If I could ence how you structure your his future plans are not fits of of our clients are imagine myself here seven business and guide every irrational grandiosity, Jackson multinationals, and years ago, I think I would have decision you make. Know makes it a point to regularly they pull us into been amazed with what I have your why, and always keep it advises with his peers- he is new markets.” achieved. I would love to say top of mind in any strategic an Endeavor Entrepreneur, that when I started, I wanted business decision.” a global accolade awarded to to take over the world. But I high-impact entrepreneurs really wasn’t. I was very much 3. Establish a with the greatest potential for focused on a problem, I knew support network economic and social impact I could solve that problem, “Surround yourself with a in their respective regions, as and that was what drove me solid community you can well as an active member of very much at the start. I was turn to for support, whether very involved in the product that be mentors or peers. Beach development and the service There are some incred- nourishment development, and that was ible organizations such as & profiling by Ecocoast what motivated me. Only after Entrepreneur’s Organization three to four years did I start and Endeavor, whose core to look outside and focus on purpose it is to support the bigger picture and that sort entrepreneurs like us. But it of opened my horizons. Now, I is not a one-way street, and don’t want to build something you should be prepared to for a fast exit, that is not the give back. One of the best point. I am proud of what I things about being part of do and what we have built. these networks is being able Building something just to to reciprocate the support to profit and just to sell is not my your fellow entrepreneurs.” approach.”

22 Entrepreneur september 2017 entrepreneurs ME-innovation--startup- eng-print.pdf 1 8/22/17 4:42 PM

CMY

september 2017 Entrepreneur 23 Success speaks for itself Ramzy Abdul-Majeed and Markus Thesleff

The co-founders of Whissle Hospitality Group –the company behind F&B brands like Okku, Claw and more in Dubai- are all set to take their enterprise to the next level

By Aby Sam Thomas

amzy Abdul-Majeed and Markus Thesleff set up Whissle Hospitality Group in Dubai in 2009 (with the vision for it starting in 2005); however, unless you are particularly familiar with the region’s hospitality and F&B scene, there is a good chance that you probably haven’t heard of the company before. But while other entrepreneurs with enterprises as old as Whissle may find this scenario a cause for concern, Abdul- Majeed and Thesleff don’t seem to be really perturbed by it at all- their reasoning is that though you may have not heard of Whissle, you certainly couldn’t have missed Rthe many award-winning brands under this boutique hospitality group’s portfolio.

24 Entrepreneur september 2017 innovator

For one, there’s Okku, the because they don’t need homegrown Japanese res- Abdul-Majeed and to know us, but [they taurant, bar and lounge that Thesleff’s strategy to let should know] our brands started Whissle’s story, which the world know of Whissle’s and our people.” brands on their own merit is today a Dubai institution –with the company as In a landscape where with a slew of awards to its such (and themselves too) there is (arguably) a ten- credit. Other concepts that fall taking a backseat in the dency for entrepreneurs under Whissle’s purview in- process- has indeed been to want the limelight to clude Claw, an American-style a winning one. be shone on themselves barbecue and seafood eatery, as opposed to their busi- Sophie’s Café, a gastro-café “We said, nesses, such statements with a menu of wholesome let’s create a by Thesleff and Abdul- home-style meals, Cielo Sky hospitality group, Majeed are a welcome Lounge, a roof terrace destina- and let’s do it departure from what is tion, Casa de Tapas, a Spanish based out of Dubai. often the norm in this restaurant, Riva Beach Club, a Let’s create our space. In terms of per- Mediterranean cuisine-themed own brands, and sonalities, Abdul-Majeed retreat, and- well, I could go then take them is the one who seems on, but it should be clear by calm and collected, overseas- we now that Whissle is behind while Thesleff looks to wanted to actually some of the most popular F&B be the more emphatic, Ramzy Abdul-Majeed, co-founder, venues in Dubai. And given the have something enthusiastic one of the Whissle Hospitality Group success these concepts have born and bred in two, and together, they seen, it’s fair to say that Abdul- Dubai.” make for a rather well-matched concepts from outside of the Majeed and Thesleff’s strat- entrepreneurial duo, who were UAE and transplant it here, egy to let the world know of friends for a long while before and the market was then more Whissle’s brands on their own they became business partners receptive to ideas brought for- merit –with the company as as well. While Abdul-Majeed ward by large, well-established such (and themselves too) tak- comes from a finance back- players, as opposed to, well, ing a backseat in the process- ground, Thesleff has had both people they hadn’t really heard has indeed been a winning one. family business and entrepre- a lot about. But Thesleff and “Our focus has been on our neurial experience, and the two Abdul-Majeed weren’t keen on brands,” Thesleff declares. had been talking about setting being a part of the herd, so to “Let our brands speak for us- up a business together for a speak- sure, they could have long while before they eventu- also imported existing con- ally did so with the launch of cepts, but they had a different Markus Thesleff, Okku in 2009. At the time, vision in mind. “We said, let’s co-founder, Whissle Hospitality Dubai’s F&B scene was quite create a hospitality group, and Group unlike what it is today- the let’s do it based out of Dubai,” tendency then was to bring in Abdul-Majeed remembers. >>>

OKKU interior images courtesy whissle hospitality group group hospitality whissle courtesy images

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“Let’s create our own brands, and then take them overseas- we wanted to actually have something born and bred in Dubai.” And this was the principle that drove the creation of Okku (and Whissle, by default)- it was a singular ambition, and the co-founders readily admit that it was hard to get people to buy into them and their ideas. After all, a Japanese concept like Okku was completely new at the time in the market, but Thesleff and Abdul-Majeed were also using this fact to their benefit, as they were all set to be the first mover in this space in Dubai. However, this didn’t pan out as they hoped, and they had a whole other hurdle to face. Delays in construction caused them to OKKU interior postpone Okku’s launch date, and Zuma, a successful Japa- nese restaurant concept from they wholeheartedly embraced aged to successfully elevate in building up the Whissle en- London, unveiled its Dubai lo- that opportunity. Fast forward the Okku brand, but doing so terprise. Of course, their past cation in September 2008, five a couple of years, and not only didn’t mean they were done experience does back them up months before Okku was able is the Okku brand now firmly with their dreams though- they well: the duo have previously to open its doors. “We were on the same pedestal as both had a bigger vision for Whissle. seen success with Pangaea, the supposed to launch way before Zuma and Nobu, it has also “Most people would have award-winning lounge and club Zuma,” Abdul-Majeed says. garnered a slew of industry taken Okku, and focused on concept in London, New York, “And then [when we opened], awards testifying to its excel- Okku, and only done Okku, and and Marbella, and they’ve also everyone was saying, oh, you lence, which has in turn made expanded it,” Abdul-Majeed had Aviva, a private members just copied them. But you can’t Whissle a force to reckon with says. “We just had this vision club in London at the Baglioni do that in five months… So in the region’s F&B landscape. of- we wanted to change the Hotel- this concept is set to that was in itself a challenge, The manner in which the hospitality industry in the re- open soon in Dubai as a roof because suddenly, we were Whissle co-founders chose to gion. It can’t be this big hotel, terrace as well. Today, besides looked at, when we opened, as tackle competition –and that big franchise thing, and that’s Okku, Whissle’s original a copycat.” At around the same too, at such an early stage of it- there’s got to be creativity concepts like Claw, Riva Beach time, another global Japanese their business- should serve as here. We wanted to be pioneers Club, and others can be seen concept, Nobu, also opened an important lesson for other in that.” As per Abdul-Majeed as Dubai institutions in their here in Dubai, and this was a entrepreneurs. “Strategy-wise, and Thesleff, if Dubai were to own right, with each of them less than ideal scenario, to say the objective [we used] was to realize the aspirational goals having their own particular the least, and one can imag- do what we wanted to do, cre- that the UAE’s leaders had set USPs that make them stand out ine how frazzled the Whissle ate what we wanted to create, for the Emirate, then with re- from their peers in the market. co-founders were. “Our whole be who we are,” Abdul-Majeed spect to the hospitality indus- However, this represents the concept was [about] being the says. “Don’t really care about try, the city needed to have an realization of just one part of first mover,” Thesleff recalls. the competition so much, indigenous pool of talent to tap the Whissle vision. “We were “Our whole strategy was about because if you spend all your into- there had to be creative doing two things,” Abdul- being these two guys, [with time worrying about them, concepts that were born here, Majeed explains. “We were a] homegrown idea, and be- you don’t do what’s right for ideas that originated from here creating a bunch of brands ing a first mover… And all of you- that takes care of itself that could be exported to other here that we make successful a sudden, [we were] getting if you do a good enough job.” parts of the world. in this market… Then, from leapfrogged by not just names, “You got to focus on yourself, To say this dream is an ambi- that, the vision was, 8-9 years but, like, superpower names.” because where focus goes, en- tious one would probably be down the road, having created, But there was a silver lining: ergy flows,” Thesleff adds. “You an understatement- but this roughly, a brand a year, then Thesleff notes that the opening got to take care of yourself.” By is what drove (and indeed, we start the expansion and of Zuma and Nobu gave Okku following this principle, Abdul- continues to drive) Abdul- franchising process aggres- a benchmark to challenge, and Majeed and Thesleff man- Majeed and Thesleff forward sively.” And that is indeed

26 Entrepreneur september 2017 the plan that the Whissle far, for instance- Abdul-Majeed ideas in their heads, Abdul- co-founders are now working Thesleff and Abdul-Majeed and Thesleff were keen on hav- Majeed and Thesleff are quite on- the company is getting set point out that one of the ing the company set up a strong emphatic about the fact that paradigms that Whissle to take its best brands outside works with is that “we base, a strong foundation with the people they have on board of Dubai and the UAE, and don’t hire staff, we recruit their brands here in Dubai the company are the ones that make their presence felt not family,” and it is this first, from which their further will actually help them realize just in the neighboring GCC principle that essentially growth could be engineered it, and so, they don’t wish to market, but internationally as governs their management in a successful manner. Be it cut corners when it comes to well. Okku, for instance, is set styles in the organization. with the setting (and mainte- treating their staff well. “You to open a new flagship, Okku nance) of strong standards at won’t hear people working for at the Fairmont Hotel on The “Don’t really all of their different outlets, or us,” Thesleff says. “They work Palm later this year, with the care about withThe Seez the team laying out of proper with us; we work with them. new addition of Okku Beach, governance structures and legal And that’s what we are about.” providing a refined luxury chic the competition frameworks that ensure the Given that they operate in a pool and beach experience to so much, business’ continuity and excel- sector that’s all about treating discerning guests. Okku Riyadh because if you lence, the Whissle co-founders customers to great experiences, is under construction as well, spend all your have been (and continue to it’s safe to say that Abdul-Ma- with it slated to open its doors time worrying be) patient about building up jeed and Thesleff know a thing in early 2018. At the same their enterprise. But if there’s or two about treating people time, a new Sophie’s is set to about them, you one factor that these entrepre- well, and this approach extends open by the end of this year don’t do what’s neurs make a point to consist- to their workforce as well. And at Barsha Heights in Dubai, right for you- ently focus on throughout their if Whissle’s current status while three new Claw locations that takes care business lifecycle, then that and planned trajectory is any are slated for the GCC region would be on the people they indication, then yes, their in the next two years. Besides of itself if have at Whissle. As Thesleff modus operandi does seem to scouting for locations around you do a good and Abdul-Majeed point out, be paying off- and their future the world that would be a good enough job.” one of the paradigms that looks promising as well. fit for their existing concepts, Whissle works with is Abdul-Majeed and Thesleff that “we don’t hire staff, reveal that they are also build- we recruit family,” and ing new brands to add to these it is this principle that new markets as well as their essentially governs their own repertoire- one of these, management styles in the they tell me, will be Nama, a organization. While they Japanese bistro concept that’s may be the ones with set to be an offshoot of Okku, the grand visions and which already has two loca- OKKU tions in the pipeline- in fact, the Dubai Marina outlet is set to open mid-2018. As for long- Today, besides Okku, Whissle’s original term goals, Whissle hopes to concepts like Claw, be in the business of operat- Riva Beach Club, and ing hotels someday- with the others can be seen team having managed to excel as Dubai institutions as F&B operators, they believe in their own right, that they are well-suited for with each of them having their own delivering superior experiences particular USPs that as hoteliers as well. How- make them stand out ever, both Abdul-Majeed and from their peers in Thesleff tell me that they are a the market. long way away from realizing this particular dream- but it’s an aspiration they have in mind for Whissle all the same. It’s interesting to note here how these two entrepreneurs, while dreaming big in whatever they set out to do, are willing to take their time in realizing their ambitions. Consider what OKKU interior they have done with Whissle so images courtesy whissle hospitality group group hospitality whissle courtesy images

september 2017 Entrepreneur 27 start it up ecosystem | who’s got VC | Q&A | STARTUP FINANCE

Reinventing healthcare in the mena It’s in its nascent stages, but the region has the potential to be a hub for healthcare of the future

ccess, quality, and cost– the three words the practitioners- just a few of the issues that are pertinent MENA region’s healthcare policy makers often to the region. Increased healthcare spending has been Afind too difficult to contemplate. Regional govern- laid on the table quite often- from US$30.4 billion in ments have been aiming to solve a not even seemingly 2003, government spending in healthcare across the re- simple equation for ensuring affordability and access to gion is expected to reach $144 billion by 2020, according higher quality healthcare to all. There have been many to Al Masah Capital. Yet, the problem still appears in- attempts to work out the value of, let’s say, X, when Y surmountable. Instead of this less efficient expenditure, represents the currently lagging healthcare system char- solving this equation might today be about rearranging acterized by different levels of state financial assistance the terms inside of it, or, to put it simply, allowing and and personal income, varying stages of rural and urban encouraging new faster, better, cheaper models of deliv- developments, and the shortage of quality healthcare ering healthcare- a whole new X, if you will.

28 Entrepreneur september 2017 Due to the so-called “con- doctors’ average response nected care” revolution rate being 40 seconds. This spreading around the world growth has been fueled by over the last few years, the capital injections from technological advances have the founder’s family and been shifting our focus from friends and three external traditional asset-heavy hos- funding rounds, as well as pital-related developments to advertising revenue. As with pioneering medtech devices; many other entrepreneurs to new sector niches, such as trying to solve problems in digital health, including its their own local communities, subcategories mobile health, raising funds has been one of wearable devices, telehealth Allabadi’s biggest challenges. and telemedicine, and per- Altibbi provides 1.5 million pages of comprehensive medical content in Arabic, in addition “First of all, health tech is sonalized medicine; or more to a database of 12,000 registered doctors available for online consultations 24/7 new everywhere, so there are recently, to increased chatter not many past experiences to about augmented reality Jordan-based digital health learn from which increases and robotics applications in provider. “The only part of the risk for health tech start- medicine. But for all of that the Arab world that has a ups,” he says. “Secondly, not to actually materialize, legal law regulating telehealth many investors understand and regulatory constraints is in Abu Dhabi, and it is this field unlike e-commerce, are the first to be cited as one completely inadequate in its for example, where VCs of the key hurdles in fully im- restrictiveness, not making understand the drivers for plementing these innovations it easy for any company to success. Thirdly, it is again across the MENA region. access the market. In other the regulatory environment, A case in point: telehealth. places, such as Dubai, the which is not yet clear, and Often used interchangeably regulations are in the mak- Jalil Allabadi, founder of Altibbi, increases the risk for anyone with the narrower term ing and we only hope they a Jordan-based digital health provider who wants to invest in this “telemedicine,” telehealth don’t follow Abu Dhabi’s industry. On the other hand, is, according to the World example, but be more flex- can laws, we are well placed one should not ignore the Health Organization, a ible, for restrictiveness kills to adhere to any forward- opportunities for health tech Reinventing description of the remote innovation and hinders new looking regulations,” Allabadi in our region, which is in dire diagnosis and treatment of ideas.” The idea for Altibbi, adds. “We operate in a very need for better quality and patients by means of ICT which was launched in Am- critical industry touching hu- better delivery of healthcare.” technology. Now, while the man in 2011, evolved from man lives directly, yet in the But one country in the region region does boast of great Allabadi’s intention to make US and the UK, there have is trying to turn this situa- infrastructure in this area, an extensive Arabic-language been examples of laws that tion around- and that is the telehealth, however, has not medical dictionary written encourage new models of UAE, with the 46-year-old yet found a broader enabling by his father, general surgeon delivering healthcare to more nation attempting to leapfrog environment. Although Saudi Dr. Abdul Aziz Allabadi, people and this is what we much more mature health- Arabia and the UAE did available online for all Arabic would need our governments care systems. The country’s make it a central part of their speakers around the world. to focus on.” singular focus on marching healthcare policies, in the The company today provides Despite operating in an forward has included the UAE, for example, Health Au- 1.5 million pages of com- ambiguous and restric- 2014 launch of the UAE thority - Abu Dhabi (HAAD), prehensive medical content tive regulatory framework National Agenda outlin- Dubai Health Authority in Arabic, in addition to a across the region, Altibbi ing, among other targets, a (DHA) and Dubai Healthcare database of 12,000 registered now boasts 350,000 unique specific blueprint to provide City Authority (DHCCA) have doctors available for online visitors per day, of which world-class healthcare by made incomplete attempts to consultations 24/7. Altibbi’s 50,000 are subscribers 2021 to coincide with the regulate telehealth practice 28-strong team covers 10 to their premium service UAE’s 50th National Day; in their jurisdictions- infor- Arab countries from their “Call A Doctor,” which al- last year’s fast-paced imple- mation security and medical offices in Amman, Dubai and lows patients to make an mentation of the Dubai 10X liability are reportedly among Gaza, with a plan to open an unlimited number of calls to initiative, urging the Govern- the few issues that still need office in Cairo and Riyadh in doctors per month, with the ment of Dubai to embrace >>> to be defined with more clar- the near future. “In the rest ity and consistency. of the Arab world, we operate “We operate in a very critical industry touching human “Unfortunately, there is in a grey area yet, but we are lives directly, yet in the US and the UK, there have no regulatory framework confident that with our poli- been examples of laws that encourage new models of for telehealth,” says Jalil Al- cies and procedures, which delivering healthcare to more people and this is what labadi, founder of Altibbi, a follow the example of Ameri- we would need our governments to focus on.” www.altibbi.com www.altibbi.com

september 2017 Entrepreneur 29 start it up ecosystem | who’s got VC | Q&A | STARTUP FINANCE

disruptive innovation for the city to become 10 years ahead of all other cities; as well as this year’s announcement of the UAE Centennial 2071 plan, aimed at sustaining the country’s development into its 100th anniversary. Along- side all of that, the country’s drive towards innovation has gained immense momentum with last year’s establish- ment of the Dubai Future Accelerators (DFA) program, a government-supported accelerator that pairs public and private entities with entrepreneurs in order to jointly build, test, and deploy futuristic innovations. Its first cycle saw the participation of 30 companies trying to solve global challenges set by seven government enti- cian must be able to touch because everything inside leaving the same day, which ties, which resulted in the you. The law today still states this clinic is the same as you means that it is unnecessary signing of 19 memorandums that your first consultation, would regularly have. Every- for them to go to there in of understanding (MoUs). not every consultation but thing is so similar, but it’s the first place,” Amory says. The second cohort resulted the first one, must be with a digital. So, we will help fa- “That’s a massive waste, and in 28 MoUs being signed be- doctor. Our booth has been cilitate the alterations of the it’s taking away from the doc- tween some of the 12 public designed in a way that there law. We are going to be that tors who should be allowed and private entities and 35 is the same length between proof of concept for them to to spend more time doing the companies participating. you and the video screen say, ‘This is why this works, things that they should focus The DHA has taken part in as you have from a doctor and why we should do it.’” on. The private sector loves it the DFA program from the sitting in front of you. We The consulting stations can because if they have one hos- outset. have made so much accuracy be installed at multiple dif- pital and ten of those consult Since enrolling in the ac- around it that it feels like you ferent locations, allowing all stations, all of a sudden, they celerator’s first cohort, Sam are sitting right next to the stakeholders involved to ben- actually have 10 hospitals. Amory, founder of Alpha Sys- doctor. That law is what we efit from the shift to digital. So, they are reaching their tems Group, a Dubai-based are trying to change today.” “The public sector absolutely breadth- anybody walking startup specializing in tele- Amory’s aim of creating a loves it, because they have into that station becomes health solutions, has worked concept of a digitally con- 85% of people going into their patient. The insurance with the DHA to develop an nected health city in the Accident and Emergency, and companies like it even more autonomous digital mobile UAE by establishing a broad because they are saying, ‘I am booth which replicates a network of those consult sta- getting charged AED1,000 medical doctor’s clinic, al- tions to satisfy the healthcare every time someone goes to lowing physicians to perform needs of the country’s popu- Accident and Emergency, live consultations. Despite lation is not far-fetched. if I could reduce those by working on a government- At the time of the interview, 50%, I would be saving so backed idea, Amory also cites Alpha Systems Group’s smart much money.’ Lastly, a lot inadequate regulations as the mobile booths were stationed of patients don’t want to go main impediment. “First and in a number of government foremost, it’s the law, that’s entities. “They just need to “We are crossing a new the main issue,” he says. add the next phase [in the boundary and saying that “In general, there is no law law],” he adds. “The way to this is actually a physical around telemedicine yet, it is do that is to have a project, general practitioner’s still being developed. Today, and we are that project. We practice in a box because traditional medicine states are crossing a new boundary everything inside this clinic that you must see a doctor and saying that this is actu- is the same as you would Sam Amory, founder of Alpha Systems, first and have a face-to-face ally a physical general prac- a Dubai-based startup specializing in regularly have. Everything consultation where a physi- titioner’s practice in a box telehealth solutions. is so similar, but it’s digital.”

30 Entrepreneur september 2017 So, we transformed the way people in the medical sector people book appointments to see whether they were and streamlined the patient- routinely using these kind of doctor relationship.” information, and it seemed For some entrepreneurs, it was something very novel however, a lack of more inti- for them,” Barrelet recalls. mate knowledge of an emerg- “They were kind of familiar ing market proved too big an with it but not necessar- obstacle or required them ily incorporating it in their to adopt new approaches. standards of care. That was

Stephane Richard, founder, Blaise Barrelet, CEO, and the team of CureMatch, a San Diego- Two examples come from making it difficult for us to based digital health startup developing a system to choose the best cancer treatment the UAE. Part of the DFA’s analyze the data because options for patients based on genomic data. agenda is to look outward for there was no data. If we were big tech ideas. The concept to do it again, or set up a to hospital because they are means that you have to includes sponsoring air collaboration in the UAE, the afraid of catching something wait for an hour or two, tickets, accommodation, and important part would be to even worse. They want to go depending on the number of office space for the selected find partners on the ground downstairs in their building, patients and the doctor you international teams to enable that would be able to help us, see the doctor, print out the are visiting. With our online them to work on their proj- meaning that previously we prescription, go to the phar- booking system, however, ects in Dubai. Yet, Stephane were limited to only collabo- >>> macy, and it’s done.” each doctor can set up their Richard and Blaise Farther afield, Morocco- own agenda. It helps them Barrelet of Cure- based Zineb Drissi Kaitouni, reduce the no-show, or the Match, a San Diego- Morocco-based Zineb Drissi co-founder of DabaDoc, a patients being late through based digital health Kaitouni, co-founder doctor-to-patient online all the reminders that we company that helps of DabaDoc, platform, also had to build send to them. So, it included oncologists to select a doctor-to-patient online platform rapport with concerned explaining to both doctors appropriate thera- stakeholders, but to reach a and patients that they had pies, who took part different target- to encour- to be punctual. Also, the tool in the accelerator’s age a sustainable behavioral enables patients to book ap- first cohort, didn’t change in the market. Since pointments 24/7 versus call- find the local condi- its inception in 2014, the ing during the office hours tions ripe for their homegrown telehealth only, allowing them to see the business ideas to startup has enabled more availability of doctors in real spring into life. “We than 3.5 million patients time and in all transparency. started talking to to connect with more than 4,000 doctors in 90 different specialties across 40 cities in three markets: Morocco, Tunisia, and Algeria. “Our biggest challenge was to change mindsets because we came with a new technology that required them to change old habits,” Kaitouni says. “Doctors were used to receiving phone calls from patients and having their assistants scribble the patient’s name on notepads, and so on, and then we had to explain to them how technology was going to change all of that and actually help them better manage their appointments. Also, we had to educate both doctors and patients to respect the time of the appointments. Getting to the doctor’s office sometimes www.dabadoc.com | www.alphasystemsgroup.com www.alphasystemsgroup.com | www.dabadoc.com

september 2017 Entrepreneur 31 start it up ecosystem | who’s got VC | Q&A | STARTUP FINANCE

global market today and we cannot just say that our solution doesn’t work somewhere else. If it’s valuable, it has to work everywhere. So, the value of the product has to be communicated in person in the Middle East for people to understand it. Thus, it was more of a learning experience than a challenge.” Another inevitable part of the future of healthcare are AI and robotics. A recent report by PwC, What Doctor? Why AI And Robotics Will Define New Health, revealed that when questioned about receiving care from a non- human healthcare provider, the willingness of MENA rate with the DHA, whereas side,” Ramasarma says. “We work with the government, consumers outpaced their there were some private went with a completely open which works in its own way, Western counterparts. About clinics which might be more mind and absolutely no but we were open about 44% of respondents in the advanced in their use of ge- expectations, but I did my it, we often worked with UAE and 45% in Saudi nomics. Had we been helped homework by speaking with them in their own settings Arabia would undergo a to cooperate with them, we several startups from the to understand their pain major surgery performed by would have started working first cohort and I got an idea points. We understood that a robot, which is significantly with a private clinic and then on what they did and didn’t in the region personal face higher than 27% in the UK. extended our experience to learn. More importantly, time is very important, so In the UAE, customized the public sector. We ended my approach was that when we started doing that. In the robotic solutions have been up not being able to set up given an opportunity, I was US or in Europe, emails and introduced in a number of this relationship. It was a to make the best use of it, as phone calls are fine, but in sectors, from the country’s fantastic experience to go to opposed to taking something the Middle East you have first Robocop joining Dubai Dubai, but it basically helped back from it, I would give it to establish that personal Police last May, to developing us focus on our priorities.” all that I had. Also, I thought relationship. Since I grew the world’s first humanoid Nathan Ramasarma, this would be a good oppor- up in India, I was exposed to robot customs inspector, or co-founder and CEO of tunity for the team to work that early on, but the rest of exploring robotic applica- ArcSecond, took a different in a place they hadn’t been to the team didn’t understand tions in the education sector. approach. ArcSecond, his before.” that. For me, letting them be However, Hamish Clark, San Diego-based digital And the challenges were exposed to that was very im- Partner at PwC’s ME Health healthcare startup piloting instant, says Ramasarma. portant because we live in a Industries, says that the the use of wireless, wearable “Dubai is a completely differ- capabilities and insights from motion sensors in physical ent market when it comes to AI and robotics still need to therapy and rehabilitation how customers perceive new come more firmly into the participated in the DFA’s sec- technologies,” he explains. region’s healthcare regulatory ond cohort and became one “We had to learn firsthand system in order to allow it to the three startups awarded how to communicate the be ahead of disruption- not an MoU by the DHA at the value of the technology really behind it. “The existing legal end of the program. “The clearly. The US is a market framework tends to focus most important decision that understands technol- on what we call old health, that I made was that since ogy, but when we started we knew our backyard, the working with the DHA and “When we started working US, very well, we should see several of their hospitals, with the DHA and several what would happen if we we had to communicate the of their hospitals, we had to communicate the value went to a completely new value of our technology in of our technology in terms place, what the reception terms of the language that Nathan Ramasarma, co-founder and of the language that they of our technology would be they understood, which CEO of ArcSecond, a San Diego-based digital healthcare startup piloting the use understood, which means from both the government means focusing on their pain of wireless, wearable motion sensors in focusing on their pain points side and the private sector points first. Also, we had to physical therapy and rehabilitation. first.”

32 Entrepreneur september 2017 which means that it is very “We think that the UAE could can stay in the region. For focused on hospital-based become a world class center of example, companies like us systems,” he says. “There excellence for AI and robotics. come to the Middle East, could be more pace to this “All the conditions are here, we see a huge market, we you have an innovative economy, disruption in the UAE, forward-thinking leadership, become successful, but what because if you drive along a digitally-savvy population, as is the incentive for us to de- Sheikh Zayed Road, you will well as the opportunities such velop that technology further see many advertisements for as Expo 2020 coming up, to make in that region? I would love what I call old health. There the UAE really leapfrog the to establish a research center are not many references West.” in Dubai and get talent from to anything that does not Jordan or other countries, include coming to hospitals. have a geographical advan- which, as a US company, I I think that the implementa- tage in exposing locally-based cannot do otherwise. So, the tion challenge is a mindset entrepreneurs to 1 billion government and other enti- one, because where there is a people within just a four to ties in Dubai need to support will, there is a way. There are six-hour reach. However, a knowledge-based economy, many hospitals being built at he says, the region’s main not a commercial-based the moment, but healthcare strength is its talent pool. “I economy, which is happening is a knowledge-based busi- Hamish Clark, Partner at ME Health was introduced to excellent today. If this is taken into ac- ness. The implementation Industries, PwC. gaming companies based in count, the MENA region can now is about getting clini- Jordan, Lebanon and Syria,” become a larger knowledge cians and leaders to think in forward-thinking leadership, he explains. “All these coun- hub or a technology player. a very different way about it, a digitally-savvy population, tries have rich talent, but the The government is on the and then the regulation will as well as the opportunities problem is that they cannot right path, but accelerators catch up.” such as Expo 2020 coming enter the US or European are just one part of it. There With local entrepreneurs up, to make the UAE re- market for political reasons. are many things that need to solving problems of their ally leapfrog the West. More The GCC can solve that prob- be done.” own, smaller communities established health systems, lem by becoming a hub where So, how long will it take? across the MENA region, and like Germany or the UK, are it can consolidate talent from According to Amory, intro- with the increasing flows not that willing to embrace parts of Asia, parts of Europe, ducing change is more fea- of know-how towards the these new technologies [AI parts of the Middle East, and sible in this region, especially region, particularly to the and robotics], there is a far become that hosting solution in the UAE, than in other UAE, the big question now more vested interest in what of technology.” parts of the world. “There is is whether the region will be I call the old health system of In addition, Ramasarma a reason why I started here just a transit point or it has bricks and mortar hospitals. opines that the region should [UAE],” he says. “There is the ability to influence and The health systems here expand its currently limited a very quick path to getting shape the future of the whole are not as mature because knowledge base. “People things done. If I was to do healthcare industry. they haven’t been around come to the Middle East, that in the UK, it might take “We think that the UAE for long as in other parts of do business, and then they me 10 years. Here you have could become a world class the world, and they are more disappear,” he says. “I think enthusiastic people who love center of excellence for AI open-minded to having care that the Middle East should innovation, they want to be and robotics,” says Clark. “All through AI and robotics.” Ra- invest research money, not the first, they want to do the conditions are here, you masarma believes that Dubai just commercial money, things that nobody else has have an innovative economy, and the whole Middle East so that the technologies done before. They want to be ahead of the curve, they want to be riding the wave. Other places have the ambition, but they don’t have that drive.” This kind of thinking often does not come easily to regu- lators and decision-makers across the MENA region, but in the UAE, government officials obviously do not lack the spark that is often so prevalent in entrepreneurs. Therefore, the country seems set to change the region’s healthcare equation- it seems to be only a matter of time. www.arcsecond.co | www.curematch.com www.curematch.com | www.arcsecond.co

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Here are some of the most essential elements and tools that can be used to make salary decisions easily and much more accurately:

1. Internal pay scales Most established companies have a specific pay scale that they generally adhere to. The pay scale usually plots salary ranges for different positions in each unique department. It also indicates the salary progression as the employee accumulates more years of experience and tenure with the same employer. Using pay scales, the employer gains an idea of the cost of their employees’ salaries over a longer period of time, which as a result enables them to make well-planned decisions regarding annual raises, bonuses, and such. Pay scales are typically a function of human resources but are determined with the input and approval of management. At the end of the day, the manager of each department or Money talks team is the most involved in the inputs and Determining your employees’ salaries By Suhail Al-Masri outputs and has the most accurate idea on the appropriate compensation for the type of work the employees are accomplishing. alaries are one of the most critical The point is: pay scales should recognize the aspects of talent management. Although One thing to keep level of knowledge, skills, education, years employees care about a multitude of in mind is that of experience, and any other competencies salaries aren’t set different attributes when selecting a in stone. Most that are essential for a particular job. These Sjob, such as the job responsibilities, often than not, job elements come together to determine an management style, opportunities for candidates and appropriate salary at each career level, but career advancements, as well as training employers engage also serve as a general framework for what a and development, money remains a very in a negotiation particular company or organization affords to phase. This could important factor in the equation of hiring start during the job pay its employees. and retaining talent. interview. Many companies find it quite challenging 2. Industry and market benchmarks to come up with their salary decisions. There Pay scales Without doubt, managers and HR are so many different factors to be taken into are typically professionals do not arbitrarily pick their consideration. What is the employee’s career a function salary ranges and pay rates. Even when level? How much value will they add to the of human constructing their own pay scales, they often company? How profitable is the company? resources need to look at labor laws, market averages, What is the state of the economy like? What but are and industry benchmarks beforehand. This are the laws and regulations? What is the is to make sure that they do not under- cost of living? determined compensate or over-compensate their You will quickly realize that the salary with the employees for their work, that they stay in a question takes into account much more than input and competitive position among other employers, the amount companies afford to give away approval of and that they do not violate any minimum at the end of each pay period. With so many management. wage or union laws. elements at stake, the decision becomes But researching all of these different more and more complicated. elements and coming up with a number that Although determining salaries and pay addresses the aforementioned concerns structures is a concern for all businesses and can still be very cumbersome and time- organizations, startups and infant businesses consuming. Employers are often too busy to may have a bigger challenge in this matter. dedicate the time for such a process and may Having to make such critical decisions for not even have the expertise or the tools to the first time, they may be unaware of the conduct an in-depth compensation analysis. many tools and strategies that companies Because companies truly need a tool to can use to determine their salaries and pay help them benchmark and gain in-depth structures. salary information, Bayt.com introduced www.bayt.com www.bayt.com

34 Entrepreneur september 2017 the region’s first Salary Search tool. how much they were paid in their Once a job offer is extended, Thousands of employers across previous position(s). The number negotiation often takes place in order the Middle East and North Africa given by the job seeker would be used to arrive at the most reasonable (MENA) are using this tool to search as the benchmark and would help compensation. Some companies, salaries based on specific locations, the employer determine how much however, are inflexible and do not industries, positions, career levels, to offer. Job seekers who use Bayt. negotiate their offers. It all depends and many more criteria. For example, com have the option of listing their on what you have budgeted for the an employer can request to view the previous salaries as well as their position. However, it is advised that average salaries for everyone who target salary, which helps employers you begin by offering a smaller amount works in digital marketing in Dubai. screen candidates before conducting than what you can actually pay the Another employer may want to an interview or moving forward with a employee and, if necessary, negotiate view the salary ranges for industrial particular applicant. up. engineers in Kuwait. Likewise, employers have the option Such information is nowadays easily of stating their salary on their job 5. The full package Another thing accessible and of great value. Using descriptions. However, at Bayt.com, to remember is that compensation a tool like Bayt.com Salary Search, we discourage employers from doing includes more than just the salary. employers can benchmark against that. Studies suggest that the party Most compensation packages real-time industry data; analyze who reveals the salary expectations include benefits. Things like health and compare employees, positions, first will have a weaker position during insurance, transportation, housing, or entire pay structures; and make the negotiation process. Further, when education allowances and such are confident decisions regarding their you reveal salary information in a job to be considered when looking at and salaries. posting, candidates might be swayed negotiating a salary. These benefits by the money and not even care about have monetary value that you could 3. Previous salaries Another the type of role being offered. You even list and explain for a potential tool that employers commonly rely don’t want to hire employees who employee. on when determining their pay rates are money-minded. There are several Some companies prefer offering is knowing the candidates’ previous more precautions that you may need lucrative benefits in lieu of higher salaries. On a job application or to be aware of when it comes to salaries. Others offer competitive during the interview stage, an revealing salaries that you can check salaries but little to no benefits. In employer may ask the job candidate out on Bayt.com. either case, it is important to look at the value of the compensation package 4. Negotiation as a whole. One thing to keep in mind is that 6. Added value Finally, keep in salaries aren’t set mind that salary decisions can also in stone. Most be circumstantial. If a company is often than not, job interviewing an outstanding candidate, candidates and who has a very impressive experience employers engage and skillset, yet an expensive salary in a negotiation expectation, it is not unwise to bend phase. This could the salary ranges a little bit. start during the When employers are truly interested job interview. in hiring the best of the best, the Employers often chances are they will need to offer ask about salary more in return. As a result, hiring expectations, managers need to evaluate the “added which would let value” of a new hire in order to them know if the determine how much they should be job candidate will compensated. Ask yourself questions fit or break their like, “how much is their experience hiring budget. worth?”, “Are their skills in demand?” Job seekers are What about their education? Their sometimes first to potential? These questions are often bring up the salary answered on a case-by-case basis to question during determine the right compensation their interview. package.

Suhail Al-Masri is the VP of Employer Solutions at Bayt.com. Al-Masri has more than 20 years of experience in sales leadership, consultative sales, account management, marketing management, and operations management. His mission at Bayt.com goes in line with the company’s mission to empower people with the tools and knowledge to build their lifestyles of choice. www.bayt.com www.bayt.com

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on exclusivity, which until reach their target consumers recently has meant a minimal directly, and perhaps expand online presence. But shoppers’ their audience to customers dependence on the internet who would otherwise struggle -and slowing luxury sales- has to find them. pushed even high-end retailers Consumers would enjoy more to embrace digital technology. access to some of their favorite Digital can make a transform- brands while for investors, a ative difference in a brand’s brand’s online engagement ability to connect with and with luxury shoppers could keep their customers. Luxury mean stronger sales and new goods and services are now avenues for growth. pursued, tested and purchased Most luxury good sales are in very different ways than now digitally influenced- they were in the past; consum- meaning shoppers either ers expect efficient e-com- researched online and bought merce, engaging and exciting at the store, shopped in the Put the consumer in the driving seat interactions on social media, store but bought online, or For luxury brands to thrive in the current market and multiple channels through purchased entirely online. which to interact with brands. With relatively low pen- landscape, they must embrace digital Look at Net-a-Porter. By etration of e-commerce and By Kunal Kapoor examining the ways in which social media by many of the their customers are interacting leading luxury brands, there he luxury sector more innovatively when it with brands as well as study- is an opportunity to boost is being shaken comes to how they engage with ing their changing consump- direct-to-consumer engage- up like never a changing consumer base. tion and purchasing habits, the ment, particularly as younger before as it des- The obvious starting point company has created a seam- consumers, such as millenni- perately fights is the consumer. Even when less omni-channel presence als, spend increasing amounts to protect itself the landscape is changing so across a variety of mediums in of time online. from fakes, with dramatically, focusing on the mobile, tablet and desktop. Millennials view brands the anti-counterfeit market set consumer is always the way Tapping into the chang- much more differently than Tto grow to US$4.2 billion by to stay anchored to what’s ing attitudes and behaviors, previous generations. They’re 2020. And with many leading important. expectations and aspirations, not as worried about brand brands experiencing declining Let’s take a look at Net- of existing and new consum- names and will switch brands sales in key consumer markets flix, Airbnb and Spotify. ers provides opportunities for at a moment’s notice. The such as the US, Europe and These “disruptive” brands luxury brands to innovate and exception is brands that they China, the business of luxury use a range of sophisticated grow. By embracing digital trust. Millennials will often is at a crossroads. algorithms to learn their technology, luxury retailers can stick with a brand through It is still a hugely lucrative customers’ tastes and make industry, but how can a sector ever-more personalized and that is traditionally associated relevant suggestions. By doing with physical buying survive in so, they offer their customers this brave new digital world? experiences that are enrich- According to Bain & Com- ing, rewarding, insightful and pany, the global luxury goods meaningful. market is expected to grow by Of course, none of this would 2-4% to $296-302 billion in have been possible had it not 2017, driven by healthier local been for the digitalization consumption in China and in- of their markets but what’s creased tourism and consumer important is that it’s the confidence in Europe. consumer who’s in the driving However, the gulf between seat; they are more empowered the winners and the losers and informed than ever before. continues to widen. To win in But the luxury sector is a the new consumer landscape, special case, isn’t it? Not nec- where Red Bull is as powerful essarily so. a brand as Rolex or Louis Vuit- Leading luxury brands in

ton, brands must think much the fashion world are built www.mrporter.com

Founder of The Luxury Closet, Kunal Kapoor is a serial entrepreneur with a background in luxury and fashion. He built a successful sportswear brand in India, and then received an MBA from INSEAD in France. Kunal subsequently landed in Dubai, working for the French fashion empire Louis Vuitton. In 2011, Kunal founded The Luxury Closet, the largest marketplace for luxury items in the Middle East. This successful and unique venture sees luxury products from Louis Vuitton, Chanel, Rolex, Cartier, Louboutin and 100 other top brands sold, for up to 70% off the original price.

36 Entrepreneur september 2017 hard times, if that brand has ship between GCC consumers it’s the experiences that will world of luxury brands. It’s developed an authentic rela- and luxury brands. The culture increasingly drive sales by either evolve or die. tionship with them. Similarly, in the Gulf is still highly an- providing a sense of belonging, Every luxury brand needs trust is central to the relation- chored in passing down habits connection, authenticity and to innovate, to seize the op- and customs; a notion that relatedness. portunities to reinvent and Most luxury good creates reassurance through With this in mind, brands drive future growth. By nature, sales are now digitally long-term commitment. When that succeed will be those luxury brands create a dis- influenced- meaning purchasing luxury items, that inspire and are able to tance between the brand and shoppers either re- especially online, it is this deliver on their customers’ their customers, generating searched online and sense of trust that is so vitally needs. New consumers, digital the elusive aura and scarcity bought at the store, important. disruption of channels and that rationalizes the price tag. shopped in the store but So, while the future will business models, and changing But now is the time to bring bought online, or pur- undoubtedly bring many new attitudes to the idea of luxury, your consumers along on your chased entirely online. and exciting things for brands, are quickly transforming the journey.

| the fix | ing? Strategy should address all of these challenges. The same goes for objectives– What’s your digital strategy? does the brand want to transform digitally, Putting this together early on become more customer-centric, and will enable your startup to grow efficiently expand to new markets? Digital strategy must consider all of these objectives. ften, the concept of digital strat- strategy in place can play a huge role in egy is not paid enough attention determining the brand’s digital future. 2. Create guidelines Oto when building and launching a There are different issues that could come The next step is to create guidelines and startup. It is important to understand that as a result, such as technical debt and the sub strategies for each objective. What digital strategy, unlike digital marketing, implementation of a vast number of tools is the plan to increase brand awareness? is the foundation businesses must create that may create a defragmented offering How will the business increase sales? in order to digitalize their brand, services, of the business to customers. Guidelines, measurement plans, scope and or product. It will define how a business is In addition, many startups focus on ROI, road maps will guide the business towards going to transform digitally, and reveal the but are missing critical plans on how to effective execution of strategy. It will also general objectives of the business from a acquire actual customers. The days when help iterate and measure progress to digital perspective. startups were built around the concept of achieve continuous improvement. With the surge in IoT and a rapidly “we will figure out how to monetize the growing use of technology and internet, service later” are unfortunately over. 3. Roll out in achievable steps digital strategy proves vital to this startup In short, by defining your digital strategy, Finally, it’s time to execute strategy. This generation. you will manage your opportunities and is vital. The worst thing that can happen Digital strategy involves not only actual risks effectively and prepare your company is a business spending years working on technology, but also user experience, for successful digital presence. a plan only for business direction to shift marketing, mobile, customer service and It is also important to remember, to carry or experience damaging and costly delays. all other parts of a business that require out a full-fledged digital strategy, pro- Iteration plays a crucial role here. Getting digital tools. When creating your digital cesses must be managed by efficient team data, learning and improving is the only strategy, it is important to get a clear members, especially those most efficient way to succeed. It is best advised to roll understanding of where you are today, and with digital. Without setting a clear digital out projects in chunks so startups can where you want to be in the future. strategy, there is no chance to consolidate test the next steps without losing out on As a startup, it is important to create a or optimize your digital activities. time and money. At this stage, it should solid digital strategy at start in order to So, what does digital strategy entail? be clear that a digital strategist is the key make the right decisions. It includes mak- player for this task. ing the right technology decisions, such 1. Define challenges and objectives These days, with the rapid rise in as selecting the right tools, software and The first step is to define the organiza- startups leading to competition, creat- services to run the business, all to ensure tion’s challenges and objectives. These ing a digital strategy is a challenging job, well-informed decisions to produce scal- need not be just digital issues, but overall especially when time is of the essence. able results. This also helps the marketing issues faced. Does the business need more However, it brings a lot of opportunities perspective as digital strategy will help sales or a boost in brand awareness, does to the table, promotes efficient analysis of enable a startup to grow efficiently. customer support need to be enhanced the brand, and promotes digital standing. The setback in not having a digital or simplified? What are competitors do- -By Alexander Rauser

Alexander Rauser is the founder and CEO of Prototype, a digital agency based in Dubai specialized in designing and developing interactive solutions. Since 2010, Prototype has continuously worked with leading brands from various industries across the region and contributed to shaping their digital presence. Talk to Alexander on Twitter at @ARauser.

september 2017 Entrepreneur 37 TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PRO

will use on the marketing channel to zoom in on that audience. For example, if you are doing search advertising you will want to focus on people searching for keywords that could show they’re interested in your product. If you are doing Facebook advertising, you might want to show your audience to a demographic you feel represents your typical customer. AI can help in this area by using your historical data to actually identify gaps in your targeting and run experiments with enhanced targeting parameters in order to reach a more refined audience.

3. Placements Each marketing channel provides you a selection of placements where you can show your message to users- for example, these can be right-hand side, Machine-powered in-feed, full page pop up, and more, marketing depending on the channel. However, How artificial intelligence can improve your marketing strategy each placement will have different results even if it’s running the same By Moustafa Mahmoud ad. AI can automatically identify the best performing placements for any rtificial intelligence (AI) is channel will depend on the type of campaign based on historical data, and a hot topic at the moment, audience you are looking for, mainly by running multiple tests for each new mainly due to the applica- their “intent.” If someone is actively campaign on multiple placements. tions it can have in so many searching for your product on Google, fields, and its ability to their intent is completely different 4. Creatives transform every industry. It from someone simply browsing their The creative is ultimately what your has the potential to be the Facebook feed with no active intent audience sees. What are you going Amost revolutionary technology since to look for your product. Artificial to show the prospects to incentivize computing itself. intelligence can automate the selection them to click through and land on your Online marketing is the first in line of the marketing channels for your website? This is usually a very design for disruption, and it is a ripe field for campaign based on your objectives and intensive process, with people often automation and machine intelligence the historical data from your previous having to go great lengths to design a as well. When you think of any mar- campaigns. It also can continuously perfect creative that performs well. keting campaign aimed at acquiring optimize the selection of these chan- AI can actually dynamically gener- new customers to your online pres- nels for future campaigns based on ate creatives and banners for your ence, there are five main components the results it achieves. The output of campaign using the image and text that would go into preparing for such each campaign serves as an input to that exist on your website, in a very a campaign. the learning algorithm to help the AI unique process that often results in a Here’s a look into those five compo- improve on its next run. majority choice of the marketing chan- nents, and how artificial intelligence nel. But the ability to run tests on each can provide significant opportunities 2. Targeting of those creatives, and automatically for improvement in each: You can choose a great marketing select the winning ones is what makes channel for your business, but target- this approach extremely attractive. We 1. Marketing channel ing is what enables you to reach the personally use this in our own product Also known as your “traffic source,” exact audience that is relevant to your (instascaler.com), and we can create this is the platform where you plan business. In order to focus the delivery thousands of banners for any URL in to execute your marketing campaign of your company on acquiring users under one minute- and it’s all done such as Google, Facebook, Pinter- relevant to your business, you need to automatically with no human interest, etc. The choice for the marketing first think of the targeting criteria you vention whatsoever.

Moustafa Mahmoud is the founder and CEO at Cognitev, a technology company that creates marketing and advertising products powered by artificial intelligence. He is responsible for scaling up the business, establishing an experienced team and developing the brand’s key products, AdRelated.com and Instascaler.com, in an effort to deliver a new approach to advertising using artificial intelligence and semantic technologies. Prior to setting up Cognitev, Mahmoud was the CEO of ShopShopMe.com, the Middle East’s first and only shopping search engine, which allowed consumers to search for products across a number of online and offline stores from one single platform. Mahmoud holds a Master’s degree in Computer Science from the University of California, Berkeley.

38 Entrepreneur september 2017 | the fix | 5. Pricing This is where you define The future of manufacturing how much you will pay for Industry 4.0 is taking shape your campaign and the exact pricing model. AI can help ndustrial IoT is not a new concept; in most brilliant of humans cannot possible tremendously in cost optimi- fact, it has been around for decades. It carry out. For that reason, it is detrimental zation. For example, if you are is currently defined as a blend between that we enhance the speed and accuracy of running a search campaign it cyber and physical systems that incor- big data analysis. can help by adjusting bids dy- porate connected machinery that, with Moving on, Industry 4.0 is taking shape namically based on the quality Ithe help of software and big data, can not given three key characteristics. The first of of the traffic across multiple only analyze and make decisions but are also those is interoperability which is defined as channels and the metrics you predictive, using sensor data that comes “the ability of computer systems or software are monitoring which other- from a wide array of dispersed sources. For to exchange and make use of information.” wise would need continuous years, many factories have been relying on In other words, interoperability refers to human monitoring and tweak- smart sensors to monitor and control their the ability to integrate different systems ing. Artificial intelligence production lines. Part of Industry 3.0, car together and work smoothly without human can help in each of the areas and food factories for example have already intervention. While companies are adopting mentioned above in different been configured to be monitored by such hybrid systems, buying from different sup- ways, such as its ability to find sensors. A few years ago, this was an ex- pliers/manufacturers/vendors to reduce cost, patterns in massive amounts pensive privilege reserved for the few, today, they are also going through a process of of data, infinite real-time in industry 4.0 these sensors have not only integration, to connect their equipment, and testing, make suggestions for become smarter, but cheaper. As a result, disintegration, to secure them. improvement, execute deci- perfecting the processes in manufacturing The second characteristic is decentraliza- sions automatically, as well has become easier than ever, and in turn the tion, getting rid of those bulky centralized as control spending, optimize technology at our disposal also allows us to data centers, and instead creating an IoT budgets and reduce waste. maximize production efficiency. network of connected devices. These, of The technology itself is slowly moving course, come with a set of security chal- Artificial intelligence today towards self-sufficiency and reliance. Think- lenges that can and will be addressed with isn’t simply another buz- ing of the inevitable emergence of artificial the rise of powerful digital and cybersecurity zword; it absolutely has a intelligence (AI), companies will no longer giants across the world. The third character- place in marketing technol- need to solely depend on the input of their istic is operating in real time, or the ability of ogy, and will yield substantial employees, which will definitely contrib- devices and systems to seamlessly connect, benefits. We’ve arrived at the ute to reducing human error. Interestingly communicate and react in real time based on inflection point where legiti- enough, companies are also looking to the data they share. mate AI-powered marketing reduce machine downtime especially since In a nutshell then, industrial IoT is all solutions align with market- we are approaching a point where every- about creating “intelligent cyber-physical ers’ readiness. To prepare thing is expected to be monitored by robots systems” that can think and act for them- for the future of marketing, and where the sole purpose of the human selves, reducing human error, cost, wasted brands just need to advance resource would be to manufacture, but to time, and ultimately do the job that we, the their understanding of AI, and manufacture more robots. With artificial masterminds behind it all, could only dream start testing solutions today. intelligence, the robots, our very own crea- of doing ourselves. -By Wissam Youssef It must be noted here that tions, will thus be designed AI will not replace market- to do our jobs so much better ers; they will just be able to than we can; an ironic fact of skip the boring stuff, and let our day and age. AI take care of it. Machines Industrial IoT will eventu- demonstrated that they’re ally produce an indiscernible just much better than humans amount of big data which when it comes to leveraging can be utilized to make AI a massive amounts of data to reality. The possibilities are guide billions of repetitive endless, and predictive self- decisions that drive trillions sufficient machinery are only of dollars in consumers spend- one example. Analyzing this ing. sum of data however won’t We are at the very beginning be easy, a task that even the of a really exciting future- when we look at the results Wissam Youssef is the co-founder and General Manager of CME, a technology consulting firm that we are generating using the provides end to end engineering solutions from consulting to design and development, across hardware automation technology we’re and software. Wissam co-founded CME in 2003, and with nothing but a small office in Beirut, a few desks working on, we can clearly see and $100 worth of capital, Wissam’s hard work and determination made CME flourish, earning a track that we’ve barely scratched record among top US Fortune 500 companies after just 13 years. Today, CME is a multi-national company with 300+ engineers located in Argentina, China, India, Lebanon and the United States, implementing groundbreaking industrial the surface of the possibilities IoT solutions with unique engineering capabilities that place the company on top of the Lebanese technology sector. ahead of us.

Gadgets and doodads that you might’ve missed out on, sourced by a tech aficionado. Yes, it’s okay to want them all… and no, it’s not our fault.

A work of art Samsung The Frame TV

Samsung has successfully like a conventional televi- as customizable accessory 65-inch models, and it’s a merged art and technology sion, The Frame TV displays options like interchangeable television that you’ll want to with the release of The Frame custom-designed art pieces bezels and an optional Studio watch- whether it’s switched TV. The product is just what that you can select. With Stand. The Frame TV is off, or on. its name suggests- a televi- more than 100 art pieces in 10 outfitted with Samsung’s sion that looks like a framed different categories –includ- new Invisible Connection and piece of artwork. Here’s how it ing landscape, architecture, No Gap Wall-mount, which works. With the help of tech- wildlife, action, drawing and allows it to hang anywhere nology, The Frame TV looks more– to choose from, you’re and blend seamlessly into any like a picture frame hanging on sure to find something you living space without unsightly a wall when its “Art Mode” is love. There are options for wires or cables. The Frame on. Instead of fading to black art layouts and colors, as well TV is available in 56-inch and

The Frame TV was : samsung, nikon, lg lg nikon, samsung, : included in an exhibition entitled “Painting or

Not” at Kaviar Factory COURTESY in Loften, Norway IMAGES

See more, do more Samsung GALAXY Note 8 Samsung Galaxy Note 8 Samsung has officially restored flush with the back of the wide-angle camera captures the Galaxy Note Series with device, and the Home button more light with its 1.4 pixel and the release of the Note 8. The is embedded underneath the bright F1.7 lens, making it ideal device is back with a larger display, thereby rendering a for use in low light situations. Infinity Display, and a 6.3-inch clean, minimal design. The It includes 6GB RAM, dual screen giving you more space Note 8 truly shines with its SIM capability, biometric to use the S Pen. Although it’s 12MP dual camera technology authentication and expandable larger, the smooth, seamless that includes features like live memory up to 256GB via body is still easy to hold and focus, dual capture and the microSD card. With these manipulate. Thanks to the bokeh effect. Its telephoto lens improvements, plus standard 18.5:9 aspect ratio and Multi allows you to zoom in clearly Galaxy features like dust and Window Mode, you can see and with 2x optical zoom, and both water resistance, the Samsung do more at the same time. The cameras have optical image Galaxy Note 8 is definitely back fingerprint scanner is virtually stabilization. The Note 8’s with a bang.

Snap it up Nikon D850 The cooler side of The D850, Nikon’s latest FX- conservation format camera, combines high LG Electronics targets the region with speed and high resolution to energy efficient air conditioners render superior photos and 4K LG Electronics responds to regional video. It features an EXPEED concerns about energy consumption 5 image-processing engine with the introduction of DUALCOOL which enables up to nine frames air conditioning units in the Middle per second (fps) continuous East and Africa. Government entities shooting, a 45.7-megapixel throughout the region have been CMOS sensor, silent photography embracing innovations that put its in both photo and video modes, residents on the path toward energy and a wider viewfinder. The conservation- for instance, in the UAE, camera is equipped with a tilting the Emirates Authority for Standard- 3.2-inch touchscreen, focus ization and Metrology (EASM) devel- DUALCOOL shift shooting mode, and a oped a national energy efficiency poli- air conditioning rechargeable lithium ion battery. cy which includes minimum efficiency It also supports 4K Ultra HD standards for air conditioning units and a product by hot, dry and dusty conditions, DUALCOOL video recording and slow motion labeling system to educate consumers. With the is built to withstand extreme desert climates, a up to 120 fps at 1080p. The landscape moving in this direction, DUALCOOL, promise that LG backs with a 10-year warranty. Nikon D850 rounds out with LG’s latest flagship residential air conditioning DUALCOOL is also equipped with an array of Bluetooth and built in Wi-Fi solution, uses a Tropical Inverter Compressor to smart features that gives consumers greater con- making it an ideal choice for improve efficiency and performance. trol over cooling. The Smart Diagnosis interface both hobbyists and professional “The compressor is the most important ele- allows users access to setup, installation, trouble- photographers. ment of any air conditioner. It must withstand shooting data and other information directly Nikon high temperatures and harsh environments,” from their smartphone. In addition, the SIMs D850 says Kevin Cho, Vice President of Air Solutions. chip allows users to easily monitor the status of According to Cho, the top three buying factors the air conditioner as well as the current indoor for Middle East consumers are durability, fast or outdoor temperature. An added benefit of cooling and energy savings, and that’s the basis DUALCOOL air conditioners is the built-in Plas- on which DUALCOOL is developed. With By-Pass master Ioninzer, which sterilizes harmful airborne Cycle technology to disperse heat build-up, the substances such as bacteria and allergens. With new Tropical Compressor helps the air condi- DUALCOOL, LG Electronics combines innovation tioner function reliably in temperatures up to 65 with smart technology to offer the region a tailor- degrees Celsius. Coupled with Gold Fin, which made solution to decrease energy consumption shields the heat exchanger from corrosion caused as it relates to cooling.

#TAMTALKSTECH Tamara Clarke, a former software development professional, is the tech and lifestyle enthusiast behind The Global Gazette, one of the most active blogs in the Middle East. The Global Gazette has been welcomed and lauded by some of the most influential tech brands in the region. Clarke’s goal is to inform about technology and how it supports our lifestyles. See her work both in print regional publications and online on her blog where she discusses everything from how a new gadget improves day-to-day life to how to coordinate your smartphone accessories. Visit www.theglobalgazette.com and talk to her on Twitter @TamaraClarke.

september 2017 Entrepreneur 41 CULTURE business unusual | LIFE | TRAVEL | DESIGN | TRAPPINGS

‘Trep trimmings The executive selection From better goods to better wardrobe bests, every issue we choose a few items that make the approved executive selection list. In this issue, we present our selections from the Sandro Summer/Spring 2017 range, a worthy addition to your skincare routine, and a list of dos and don’ts when it comes to male grooming.

SMOOTH SAILING Sandro Summer/Spring 2017 Founded in 1984 in Paris, the House of Sandro ventured into menswear in 2007, which was also when the label came under the creative direction of Ilan Chétrite. For Sandro’s SS17 line, Chétrite takes in aesthetic influences from nautical themes: it includes wide, pleated trousers over loose, fluid shirts, with sharp double-breasted or two-button suits. The collection offers plenty to choose from and mix up, since the pieces are also sold separately, making it easy for you to transition from a board- room look, to a more laidback statement. If you like your suits tailored with an understated noncha- lance, this is the label for you. us.sandro-paris.com images courtesy sandro sandro courtesy images

42 Entrepreneur september 2017 business unusual | LIFE | TRAVEL | DESIGN | TRAPPINGS CULTURE

A GUIDE TO BETTER BEARDS An explainer by ManCave UAE founder and CEO Yasin Valimulla

Yasin Valimulla

When Yasin Valimulla, Associate Partner at Keller Wil- liams Realty Dubai, found the region’s market to be lacking when it came to grooming products for men, he decided to fill the gap by setting up ManCave UAE in 2016. As an e-commerce enterprise, ManCave UAE focuses on beard care, skincare and hair products, as well as suits tailoring and men’s accessories. Along with its own branded products, the startup collaborates with other brands to offer a variety of choices for its customers. Given ManCave UAE’s focus on beard care, we asked Valimulla his tips for keeping one’s facial hair in style- here’s what he told us:

Stay moisturized Fight the itch Stay brushed

“Understanding your facial “At some point on your “It’s key that the beard hair hair and having a barber journey to facial freedom, is maintained and brushed / who knows his stuff are two your skin may fight back. The combed with beard specific major keys to unlocking your dreaded itch is no joke, but products like [our] boar bris- beard’s potential. Moistur- it’s no reason to reach for tle brushes and pear wood izing daily with the right stuff your razor. Just keep sham- combs to evenly distribute is key. There are millions pooing and moisturizing, products, and keep the of products out there, but and your face will eventually beard clean and in place.” stick to the natural organic adjust to its newfound glory. Editor’s pick products, beard oils balms We suggest using a beard Shape it up NIOD and waxes.” shampoo that is delicate for For all of the late nights you facial hair.” “Once you’ve conquered a spend at the office (and the month of maintaining your stress that comes with it), this skin, growing your hair and new find will help you treat fighting the itch to shave all those unwanted fine lines, it all off, you should have a dark circles and puffiness perfect canvas with which to around your eyes. NIOD’s sculpt a facial masterpiece. Fractionated Eye Contour Some guys like to keep it Concentrate is non-greasy

sharp, others like to go natu- and absorbs quickly, soothing ral. It all depends on your and firming the skin around ave UAE ave face shape, so grow your the eyes. After cleansing and beard accordingly.” toning, morning and night, use your ring finger for a light www.mancave-uae.com touch, and apply moderately with a soft patting motion around the eye area. www.niod.com Products by ManCave UAE ubai, M an C D ubai, N ichols H arvey courtesy images

september 2017 Entrepreneur 43 TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PRO

“As a brand, New York is at our core, and we want to showcase our home and our brand to the Arab world. We decided to do this by celebrating talented Arab individuals who have succeeded, despite social obstacles, Inspiring in becoming ambassadors of the Arab world. They have reached great heights trailblazers in their careers, and Cadillac’s new brand campaign demonstrate what it truly “Arabs of New York” means to ‘Dare Greatly.’” celebrates innovative minds contribution to the city of from the Middle East New York, and to their Arabic identity, across diverse realms including music, art, design, architecture and media. We hope that by seeing what these individuals have achieved, others in the Arab world will also be inspired to find the ‘daring’ person within themselves. To demonstrate creativity and aptitude, and combine this with persistence and courage, to achieve their dreams.” Mohamed Fairouz is one of the entrepreneurial Arabs that will be featured in this Cadil- lac campaign. The 31-year-old Fairouz, an award-winning Emirati composer based in New York, has been praised by Nadim Ghrayeb, BBC World News as being “one Regional Marketing of the most talented compos- Manager, Cadillac ers of his generation,” with his Middle East music having been performed at locations around the world, including in the United States, or a brand that has home city of the brand, and is ideals and principles. the Middle East, Europe and been in the Middle a showcase of a select group “With this campaign, we are Australia. Besides Fairouz, East for 85 years, of inspiring personalities aiming to celebrate a handful “Arabs of New York” also it’s safe to say that originating from the Middle of the many talented Arabs in showcases Michel Abboud, iconic luxury auto East who have, through their the world that have pushed a Lebanese-born artist and Fbrand Cadillac knows a thing innate talent and sheer drive, their personal boundaries to architect, whose prolific design or two about the passions that made their presence felt in The realize key achievements in ethos has been translated into drive the people of the Arab Big Apple. According to Nadim their respective domains,” projects located at a host of world, and its newest market- Ghrayeb, Regional Marketing Ghrayeb explains. “We are major cities like Los Angeles, ing campaign looks to be a Manager, Cadillac Middle East, not saying they are the most Baku, Beirut and Dubai, as testament to this. Set to be “Arabs of New York” is a nod daring, but a representation well as Hala Abdul Malek, a released toward the middle of to “Dare Greatly,” the global of the many who have dared Lebanese-born New Yorker September, Cadillac’s “Arabs tagline of the Cadillac brand, greatly. They are examples with her own design consul- of New York” campaign is set, with its narrative showcasing that represent the ‘Arabs tancy studio called The Design as the name suggests, in the Arabs who live by the same of New York’ for their great Critic. >>>

44 Entrepreneur september 2017 Cadillac’s “Arabs With Fairouz, Abboud and of New York” Malek headlining “Arabs of campaign Clockwise from New York,” Ghrayeb hopes that top left: the campaign will be able to Mohamed Fairouz, create an emotional connec- Hala Abdul Malek, Michel Abboud. tion with their audience in the Middle East, giving them the required confidence to go out and achieve their ambitions in life. “We hope that people in the Arab world take away two important elements of the campaign,” Ghrayeb replies. “The first is Cadillac’s drive to celebrate talented Arab individuals, located across the globe, who have dared greatly, and succeeded in spite of social, economic and political obstacles and become ambassadors of our region. The second is that we hope those across the Arab world would see this and feel inspired to push their own boundaries, and if they felt apprehensive about trying something new or taking a chance, that they would feel empowered, despite any obstacles.” google image © shutterstock shutterstock © image google

september 2017 Entrepreneur 45 TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PRO

Productive meals The Esquire Guy on navigating the tricky terrain of a business lunch By Ross McCammon

he business lunch exists You should make the invitation, but so that two people may it may be a bad idea: Because the converse about busi- business lunch is more lunch than ness matters (which is business. The invitee can request a a meeting), while doing downgrade, like a meeting in their Tsomething they had to do anyway office. Or meeting for coffee. So, (which is eating). It is formal, yet throw the lunch out there, but keep it is human. It is committal, yet it in mind: it’s a bold move. is noncommittal. It is awkward, yet “My philosophy is that lunch is it is tasty. The business lunch is a not the most productive place to do paradox. business,” says Eric Manlunas, co- founder and Managing Partner at Lunch? Lunch. Wavemaker Partners, an early-stage We’ll assume you’re meeting your cross border venture capital firm counterpart one-on-one. And we’ll dual headquartered in Los Ange- assume the other person is, pretty les and Singapore. “I like to invite much, a stranger. And we’ll assume people in for a meeting in the office, you’re the one who is in need: of in the conference room. If the idea money, of a partnership, of a con- is something we like and we believe time the flourless chocolate cake tract. You’re the one pitching, and we can get comfortable eventu- is served, but for at least the first you’ve made the invitation. ally investing in, then we may have hour or so, you’re in. lunch. Lunch means they’ve made it The worst way to have a business Before your guest arrives lunch is to sit directly in front of through the first filter.” the other person- all that eye con- The point is, whether at the first The choice of restaurant is cru- tact is a little awkward, and you meeting or the second meeting, if cial. The place should be clearly might have to talk loud enough you get someone to agree to lunch, convenient for the other person. It that other people can hear you. you’re in. You might be out by the should not be in some sort of middle ground- it should be a place the other person need not travel far to get to. The message should be clear: KEY TECHNICAL MATTERS for the purposes of this meal, the What you need to know before setting up a business lunch other person is to be catered to- even before the lunch starts. • No sandwiches. • If your plate is at least one-third It helps if you’ve been there be- • No red sauce. emptier than the other person’s, he or fore. Because if you’ve been there, you know how you’ll be treated. You • No sandwiches involving red sauce. she is talking too much. want a place that understands ser- • Always pay. • If your plate is at least one-third vice. And good service as it relates • But never pay with a coupon or gift larger than the other person’s, you to the business lunch is a place card. (Or change from the petty-cash have (perhaps) ordered too much. where you’re seated immediately drawer.) • If the other person checks their and tended to immediately. • Say “appetizers,” not “apps.” At watch, immediately ask for the check. “If a guest needs a lot of peace and a business lunch, it might not be • If the other person checks their quiet and no attention, then I need immediately apparent which kind of drink, immediately order them to seat that person in an area that’s “app” you’re referring to. another. away from everyone else in the din- • “Guac” presents no such confusion. • If the other person checks their ing room, and I need to make sure • If your plate is at least one-third pulse, immediately ask for an my service person knows they don’t need to provide a lot of attention to fuller than the other person’s, you ambulance. And maybe refine your the table in terms of social interac- are talking too much. pitch a little.

46 Entrepreneur september 2017 the delivery guy, Mom- to be their The hierarchy of business assistant. It changes everything. As- meals sistants get good tables. If you call, (in descending order of you get a two-top for two people. If your “assistant” calls, you get a productivity) four-top in the corner for two peo- • Lunch ple. That’s the best table.) • Dinner Service-oriented places are used • Breakfast to specific requests. They welcome • Post-convention breakfast them. Says Coraine: “The more the assistant can tell us ahead of time, • Brunch the less intrusive we have to be. • Sharing a Twix from the vending We don’t have to try and figure out machine what your agenda is. So, if your as- • Popcorn Wednesdays! sistant says you want a quiet table • Monthly employee-recognition and you want to sit by the window, birthday cake time! Make it if you it’s great for us.” can! You want a four-top. You want to • Monthly employee-recognition sit next to each other, around one birthday cake time. Mandatory. corner. The worst way to have a business lunch is to sit directly in front of the other person- all that eye contact is a little awkward, and it might help to wrangle your pitch you might have to talk loud enough into something that can be deliv- that other people can hear you. The ered quickly and then dispensed corner is a little intimate, sure, but with. Says Jared Goralnick, Group lunch is an intimate thing. The key Product Manager at LinkedIn: with corner seating is that it allows “Lunches are more about furthering tion,” says Richard Coraine, Chief you to avoid the awkwardness, and the relationship than they are about of Staff at the New York-based it facilitates discretion. Which is furthering the deal. If I’m calling a Union Square Hospitality Group, occasionally important. lunch, I have a goal, but that goal is which operates restaurants such as Before your counterpart arrives, small, and it might be a five-minute Gramercy Tavern and Union Square you want to order some sort of thing. The rest of it is making them Cafe and Shake Shack. “The more beverage and scan the menu. You comfortable with that five-minute we know about what you need, the want to look around, you want to thing or making them comfortable better we are going to be at exceed- get comfortable and you want to just being around me.” ing your expectations.” be ready to receive your guest. The You go to the place, you order the You go to the place, you order the other person has the upper hand food, you do the pitch and then you food, you do the pitch and then (since you’re the one who needs have an actual conversation with an you have an actual conversation something, and this place may be a actual human being- about busi- with an actual human being- about place the other person suggested), ness or not. What the other person business or not. but by getting there early, being wants to see is someone who is Ask yourself if the restaurant you’re seated early, getting a good table comfortable being around a poten- going to is looking to exceed your and deciding what you’ll have -by tial new business partner and to expectations. That’s the kind of being relaxed- you’ve made this confirm that you and your business place you want. place your place. are as interesting as they initially You want to walk in seven minutes When your counterpart arrives, thought. You can relax. You can before the meeting. (Ten, and your subtly direct him or her to the chair have an interesting conversation. table might not be ready; five, and next to you. Pull the chair out, You can have an interesting meal. If, your counterpart might beat you. gesture toward the chair. (Note: do after you’ve done your five minutes, So, seven.) You want to sit down not pat the seat of the chair while they want to bring up the business at the quiet table your assistant smiling. Unless your counterpart is again, let them. requested, one where business a five-year-old.) may be conducted. Not a booth. A The best part about the business table. Four-top. That your assistant The meeting lunch is that it forces us to do requested. (Note: Those who do not The lunch part is easy. You eat, you something we don’t do enough in have an assistant must, for the sake talk. The business part is a little our professional lives: be ourselves. of reservation-making, deputize trickier. Because lunch is mostly And eat at a table for more than 15 ee this article in its entirety at E ntrepreneur.com at entirety its in article this S ee someone -the receptionist, a friend, about socializing and not business, minutes. But mostly, be ourselves.

september 2017 Entrepreneur 47 CULTURE business unusual | LIFE | TRAVEL | DESIGN | TRAPPINGS

have been known and taught for years. So it seemed silly to make a checklist just for them. Still, Pro- novost asked the nurses in his I.C.U. to observe the doctors for a month as they put lines into patients, and record how often they completed each step. In more than a third of patients, they skipped at least one. This pattern is just as present in our personal lives as it is in corporations and governments. We waste the resources and ideas at our fingertips because they don’t seem new and exciting.

This five-step checklist was the simple solution that Michigan hospitals used to save 1,500 lives. Think about that for a moment. There were no technical innovations. There were no pharmaceutical discoveries or Master cutting-edge procedures. The physicians just stopped skipping steps. the fundamentals They implemented the answers they already had on a more consistent Here’s why you need to do more of what already works basis. By James Clear New solutions vs. old n 2004, nine hospitals in Michi- by a physician named Peter Pronov- solutions gan began implementing a new ost, and later popularized by writer We have a tendency to undervalue procedure in their intensive care Atul Gawande. answers that we have already discov- units (I.C.U.). Almost overnight, In Gawande’s best-selling book, ered. We underutilize old solutions healthcare professionals were The Checklist Manifesto, he de- stunned with its success. scribes how Pronovost’s simple Three months after it began, checklist could drive such dramatic the procedure had cut the infec- results. In the following quote, Ga- Ition rate of I.C.U. patients by 66%. wande explains one of the checklists Within 18 months, this one method that was used to reduce the risk of had saved US$75 million in health- infection when installing a central care expenses. Best of all, this single line in a patient (a relatively com- intervention saved the lives of more mon procedure): than 1,500 people in just a year and On a sheet of plain paper, a half. The strategy was immediately [Pronovost] plotted out the steps published in a blockbuster paper to take in order to avoid infections for The New England Journal of when putting a line in. Doctors are Medicine. supposed to (1) wash their hands This medical miracle was also with soap, (2) clean the patient’s simpler that you could ever imagine. skin with chlorhexidine antiseptic, It was a checklist. (3) put sterile drapes over the entire patient, (4) wear a sterile mask, The power of never skipping hat, gown, and gloves, and (5) put steps a sterile dressing over the catheter The checklist strategy implemented site once the line is in. Check, check, at Michigan hospitals was named check, check, check. the Keystone ICU Project. It was led These steps are no-brainers; they

James Clear writes at jamesclear.com, where he uses behavior science to share ideas for mastering your habits, improving your health, and increasing your creativity. To get useful ideas on improving your mental and physical performance, join his free newsletter

jamesclear.com/newsletter. To have James speak at your entrepreneurial event contact him jamesclear.com/contact gawande atul credit image

48 Entrepreneur september 2017 -even if they are best practices- be- cause they seem like something we have already considered. Here’s the problem: “Everybody already knows that” is very different from “Everybody already does Representatives that.” Just because a solution is of MBRF and Metis known doesn’t mean it is utilized. at the signing Even more critical, just because a solution is implemented occasionally, doesn’t mean it is implement- | IN THE LOOP | ed consistently. Every physician knew the five steps on Peter Pro- Strategic support novost’s checklist, but very few did Mohammad Bin Rashid Fund partners with Metis Management Consultancy all five steps flawlessly each time. for post-fund monitoring of its portfolio companies We assume that new solutions are needed if we want to make real pro- ost entrepreneurs in the category assigned by MBRF to the gress, but that isn’t always the case. Middle East (and indeed company,” he says. “During these the world over) would meetings, Metis will go through the Use what you already have agree that managing overall strategy, marketing plan and This pattern is just as present in operations and funds is operating model as well as the review our personal lives as it is in corpo- as important as all of the the financial performance against the rations and governments. We waste effort put in for sealing a business plan.” Metis will then, in turn, the resources and ideas at our Mfundraising round. It is in recognition submit its report to MBRF detailing the fingertips because they don’t seem of this scenario that the Mohammed performance of the company against new and exciting. Bin Rashid Fund (MBRF), a fund certain pre-designed and agreed KPIs, There are many examples of established by H.H. Sheikh Mohammed and additionally, will also be responsible behaviors, big and small, that have bin Rashid Al Maktoum, Vice President for flagging off any potential risks that the opportunity to drive progress and Prime Minister and Ruler of Dubai, the companies could face. in our lives if we just did them to finance the UAE’s youth and small “By this arrangement, Metis will with more consistency. Flossing and medium enterprise (SME) projects, be working closely with the SMEs/ every day. Never missing workouts. has now set up a post-fund monitoring entrepreneurs and will be able to Performing fundamental business service for its portfolio companies. provide advice and support where tasks each day, not just when you Appointing Metis Management needed,” Shahin says. “We believe have time. Apologizing more often. Consultancy to carry out this special in the potential for growth of these Writing “Thank You” notes each service, Dubai SME (the agency looking companies, however, entrepreneurs or week. after Dubai’s SME and entrepreneurship SMEs sometimes lack the tools and initiatives) said in a statement that the skills necessary to make informed Here’s the problem: “Everybody the partnership would provide support decisions. Big corporations can afford already knows that” is very to SMEs “whenever they need to ask to hire a full-fledged finance team, different from “Everybody questions, bounce new ideas, or even strategy team and marketing teams but already does that.” Just re-plan or budget their forecasts.” SMEs can’t do that. We hope, through because a solution is known doesn’t mean it is utilized. MBRF currently provides three loan our highly experienced team at Metis, schemes to SMEs (credit bank, seed to bridge the gap, and enable those Of course, these answers are bor- capital loan and invoice/LPO finance), companies to achieve, and better yet, ing. Mastering the fundamentals and Metis will now be responsible for surpass their targets.” isn’t sexy, but it works. No matter representing MBRF with what task you are working on, there all the SMEs they fund by is a simple checklist of steps that handling the post-fund you can follow right now -basic monitoring operations. fundamentals that you have known Speaking about the about for years- that can immedi- partnership, Nayef Shahin, ately yield results if you just prac- founder and Managing tice them more consistently. Partner, Metis Management onsultancy onsultancy Progress often hides behind boring Consultancy, notes that, solutions and underused insights. under this agreement, You don’t need more information. Metis will now arrange for You don’t need a better strategy. routine meetings with the You just need to do more of what companies funded by MBRF. already works. “Some meetings will be James Clear writes at jamesclear.com, where he uses behavior science to share ideas for mastering your habits, improving your health, Saeed Matar Al Marri, Deputy CEO, Dubai SME and Director of and increasing your creativity. To get useful ideas on improving your mental and physical performance, join his free newsletter bi-monthly while [some] MBRF, and Nayef Shahin, founder and Managing Partner, Metis jamesclear.com/newsletter. To have James speak at your entrepreneurial event contact him jamesclear.com/contact C M anagement M etis courtesy image quarterly depending on the Management Consultancy, sign the partnership.

september 2017 Entrepreneur 49 CULTURE business unusual | LIFE | TRAVEL | DESIGN | TRAPPINGS

A project by Medy Navani

Business Review, “via a Form follows chain of psychological reactions, mood influences worker engagement, function with more positive moods When designing your office space, remember that it should linked to higher levels of engagement.” Therefore, aim at attracting, engaging and retaining the right people we must focus on design- for your enterprise By Medy Navani ing for engagement, to make those positive moods ver the past dec- accomplishment and suc- advocate of support- more likely. Thankfully, ade, the dialogue cess goes hand in hand ing corporate clients to more and more compa- surrounding with feeling great. Further, explore new ways to create nies are beginning to take design and its from a design perspective, healthy, inspiring, and notice of the real impact Oimpact on productiv- we know as designers and sustainable workplaces in workplace design has on ity and creativity in the architects that there are which employees can feel a company’s bottom line. workplace has contin- indeed many aesthetic and good about where they are, Recent research from ued to gain momentum practical elements that and what they do. Gensler, a global architect across the architecture, have a direct impact on the Environmental psycholo- and design firm, revealed interior and psychology mood, mindset and well- gists have come to pour that poor workplace design landscape. From a psycho- being of an individual or great amounts of focus was estimated to cost US logical standpoint, such a team. Both as a business over how design affects businesses a whopping discussion makes perfect owner and designer, I can mood, and as recently US$330 billion in lost sense- the unity between attest to being a fervent concluded by Harvard productivity each year.

Medy Navani is the CEO of Design Haus Medy. Established in 2006, Design Haus Medy is an award-winning architecture and interior design practice based in Dubai. With over 233 projects completed, Design Haus Medy uses a bespoke approach for each client, rich in intellectual rigor and creativity, to develop inspiring places with a powerful visual impact.

50 Entrepreneur september 2017 Medy Navani, CEO, Design Haus Medy For those startup and SME owners reading this in dismay, believing that they must hit an annual ‘TREP TALK forecasted turnover before they can invest in productive design, allow me to allay your disillusionment. Rest assured that successful design for increased productivity, happiness and creativity needn’t hinge on huge budgets making way for indoor putting greens, slippery slides, foosball tables, or giant hammocks, reminis- cent of Google’s global offices. In fact, what we are beginning to see more of as consultants, are offices seeking to become more mature and the trend of having the “coolest” office space being trumped by the desire to create more sophisticated work environments. Increasingly, we see workspaces reflecting the brand, organi- It can be as simple as ensuring the colors affect your mind, yellow, your zational ethos and company culture, right light temperature and lumen emotions, red, your body, and green, as opposed to focusing on trendy is applied during work hours, which your balance. A recent University of yet potentially superfluous bells and has been proven to help people sleep Texas study found that bland gray, whistles that are possibly best served better at night, and hence do great beige and white offices induced as fodder for Instagram. things for individual productivity the feelings of sadness and depression, Globally, we are also witnessing following day. Sleep problems are especially in women. Men, on the a strong surge in competition to also associated with both short- and other hand, experienced similarly attract top young talent, and hav- long-term sick leave, resulting in yet gloomy feelings in purple and orange ing an inspiring and engaging office lower productivity and consequently workspaces. Some of the other key space helps that talent to identify higher operational costs for the positive workplace design elements themselves with the environment business. Along with proper lighting, to consider include flexibility to and the brand, whilst dually serv- ensuring there is a supply of fresh air move, creating a sense of outdoors ing to maximize productivity. With at the correct temperature is also im- (green, natural light, natural motifs), that said, what are some of the basic portant in making people more calm, mixed space (multi-level, lounges, elements we should consider when it mellow and happy at work. break rooms, conference areas, open comes to shaping the optimum office Further, colors are known to have a and closed spaces), quiet spaces, as environment through design, which direct impact on mood, and can thus well as color and texture (earthy/ serves to attract, engage and retain profoundly affect how productive we mineral tones, natural fibers and the right people? are. Research has shown that blue fabrics, natural materials such as wood/metal/stone, patterns found in nature). Creeping beyond the discussion around sheer aesthetic in workplace design, another important facet I believe is important for business leaders to consider is that smart needs to become smarter in the modern workplace. Generation Z is now entering the workforce, and they make up the young, dynamic and hungry cohort of talent that we identified earlier. They are a generation highly advanced in technology, very well connected socially and have the means and know-how to access to huge volumes of information and the push of a button. So, what does this mean for designing workplaces conducive to the A project by Medy Navani skillsets, behaviors and preferences >>> images courtesy design haus medy medy haus design courtesy images

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of Generation Z? Undeniably, they require offices which are smarter, and which leverage state-of-the-art high technology that enables them to unlock their sharp skills and digital savviness, and perform at work to their full potential. Offices need to adapt their work settings to support unique work modes, maximizing output without compromising on employee satisfaction or happiness. Ultimately, a smart office needs to understand its users’ needs, habits and interactions. It watches, learns and transforms to provide the optimum playground for young, agile talent. A project by Medy Navani For example, in the next few years, virtual and augmented reality will Ultimately, a smart office needs to understand its users’ needs, reshape the employee experience as habits and interactions. It watches, learns and transforms to provide we know it. The technology is still in the early stages, but the opportuni- the optimum playground for young, agile talent. ties for young talent to express ideas are exciting. One example is offering employees futuristic-style immersive exciting times ahead for this style of gives the final user an opportunity training, which inserts the indi- technology-driven training, so stay to add their “cherry on top,” it al- vidual into “real life” experiences of tuned. lows the individual to add that final, training and confrontation. I imagine As both an interior designer and personalized touch to their space. It this will not only become very CEO with my own concerns for the is an environment filled with oppor- relevant and effective for police or wellbeing and productivity of my tunities to become creative. A space emergency worker training, but also team, people often ask me: “What that nurtures potential and facili- in corporate sectors. Think real life do you then consider as the perfect tates the expression of unique skills sales pitches in a room full of sharks, office?” I have to say it is an office and passions. A place where both or presenting a brand-new product which does not feel like “work.” It myself and my team can both focus in front of a conference of thousand is a place so well designed that it and get distracted. A place which people. We have very interesting and doesn’t actually look complete, it sounds, smells, looks and feels good. Ultimately, when it comes to businesses both large and small making the best use of their current office space, I always like to start by sug- gesting organizational leaders ask the actual users of the office -i.e. their employees- for their needs and wants when it comes to office design and features. From there, the designer can provide you with the answers by working closely with you to develop a custom-made solution. Be sure to avoid anything unneces- Snappcard users sary if it has no use, as form follows have collected 4,000 snaps or function in an office space. points per day, One final tip from me is that if you resulting in US$2.2 are in the exciting position to be cre- million worth of rewards to date. ating a new office space completely from scratch, bring the design expert on board from the beginning of the project, as engaging from the very first idea with an architect or interior designer will make a significant difference to the whole project. Good A project by Medy Navani luck!

52 Entrepreneur september 2017 start it up ecosystem | who’s got VC | Q&A | STARTUP FINANCE

made an important distinc- tion, separating people who became self-employed as a matter of choice from people who became self-employed as a matter of necessity. What did they find? That for the necessity group – those who moved to become their own bosses– happiness outcomes were little different than for people who moved into or in between regular jobs. But for the opportunity group, who had moved voluntarily, it was a different story. Binder and Coad reported “significant positive effects on happiness of switching from employment to self-employment, compared to a matched sample of those who remain where they are.” In their conclusion, the researchers suggest that “the autonomy enjoyed by ‘being one’s own boss’ more than compensates entrepreneurs for the hardships otherwise The link between entrepreneurship associated with self-employment.” and happiness From our base in Dubai, (And yes, there’s research to back it up) we at in5, TECOM Group’s enabling platform for en- By the in5 team trepreneurs and startups in the region, have a few or many peo- dom to be their own boss more ideas on why being an ple, being an and drive their own destiny. People are happy entrepreneur can make you a entrepreneur That is the intuitive part. when they happier person. is not mainly And research from Europe share an idea Entrepreneurs are more about money confirms it. Martin Binder exposed to positive influ- or ambition, and Alex Coad are German or brainstorm ences, which, by themselves but about do- economists who wrote a with a like- or in unison, promote happi- ing what makes them happy. 2010 paper entitled Life Sat- minded person ness. These include opti- AndF given that happiness is isfaction and Self-Employ- from another mism towards the future, such an important theme in ment: A Matching Approach. part of the motivation to do one’s best, the UAE, perhaps we should They looked at a large self-confidence, wealth, consider an increase in sample of data from the Brit- community. This power and societal. The entrepreneurship as a way to ish Household Panel Survey is how innovation satisfaction derived from also increase national happi- for 1996 through 2006. The happens and it is social entrepreneurism –a ness. The connection makes British survey asks people a good feeling. type of entrepreneurship intuitive sense, but there is how satisfied they are with that provides innovative also research to back it up. their lives overall, and also solutions so that society can Yes, entrepreneurs face measures their mental well- use them to advantage– is struggles and risks galore, being through a series of 12 another important source of but they also have the free- questions. Binder and Coad happiness.

in5 is an enabling platform for entrepreneurs and startups, offering five key benefits through its robust startup framework, creative spaces and specialized industry centers, training and mentorship programs, community-wide networking events and access to investors, in5 nurtures ideas and businesses to their next phase of growth. Launched in 2013 by TECOM Group, in5’s three specialized Innovation Centres provide aspiring students, entrepreneurs and startups with access to a diverse community of creative minds, facilitating the constant exchange of knowledge and passionate debate conducive to ideation.

54 Entrepreneur september 2017 That is not to say that en- a city where people feel crea- trepreneurs are immune to tive and empowered, a smart negative sentiments. They city, a global hub which has are susceptible to the fear the wherewithal to serve as of failure, the uncertain- the financial, trade, logistic ties from volatile market and touristic hotspot. conditions, a nagging worry Communities such as concerning revenues, or even Dubai Internet City, where the pressures that come with in5 is located, contribute to the day-to-day running of another aspect of entrepre- the business. For some as- neurs’ happiness: collabora- piring entrepreneurs in the tion. UAE, these negative senti- Humans are social animals ments are the hurdles that and it is our nature to want prevent them from achieving to work together. It gives | in the loop | their potential. But many of context and meaning to our these reservations are being work. Communities bring Calling Arab innovators addressed. businesses with similar goals Arab Youth Startup Marketplace in Dubai will to The Government of the into a common space and UAE recognizes the chal- encourage this sort of in- showcase MENA’s youth entrepreneurs lenges faced by entrepre- teraction. People are happy neurs. A lot is at stake, when they share an idea or ow seems to be the are invited to participate since entrepreneurs are the brainstorm with a like- right time for the and present their ventures progenitors of the small and minded person from another Naspiring entrepreneurs to investors and other medium businesses that are part of the community. This of the Arab region to take a ecosystem stakeholders, the lifeblood of the economy is how innovation happens leap of faith with a business and thereby generate and generate 42% of the and it is a good feeling. idea that they have always opportunities for growth, and workforce and contribute It is true many entrepre- wanted to execute. Under get connected to mentors. around 40% to the total neurs begin solo as a busi- the directives of H.H. The event will also host a value add generated in ness entity, and that thought Sheikh Mansour Bin Zayed pitch competition to discover Dubai’s economy according in itself is quite challenging. Al Nahyan, UAE’s Deputy and award the best startups to government agency Dubai But they absolutely don’t Prime Minister and Minister with cash prizes and other SME. have to go it alone. Dubai of Presidential Affairs, non-monetary rewards. The With this knowledge, the has a solid support system in the Arab Youth Center event also hosts a startup Government of Dubai is place where they can receive has launched the Arab exhibition, and intends to building a business ecosys- practical help, guidance, ca- Youth Startup Marketplace feature some of the top tem that nurtures entre- maraderie and the network. (AYSM), a platform that innovative businesses of the preneurship. The principles This is why we chose to strives to create a supportive Arab world as part of it. that support happy entre- write this article as a team, community of aspiring Arab In order to be successful preneurs are articulated in the in5 team, rather than startups and entrepreneurs. in creating a collaborative Dubai Plan 2021. The plan, have it be the work of one Aspiring youth entrepreneurs environment for the Arab with the aim of happiness at person. Because not only are in the Arab world can thus region’s startups, AYSM its core, aspires to lead the we stronger when united, stand to gain from AYSM’s invites entrepreneurs, Emirate into a happy place– but happier too. core objectives of creating investors, mentors, a space to “showcase incubators, and other innovations, exchange supporters to collaborate knowledge, and empower the with them and play a key part youth.” The event will also in the event’s first edition. connect startups to regional As for the entrepreneurs and international mentors, themselves, if you are an speakers and investors, and early-stage Arab-owned reward innovations in the startup (from any sector) process. with a tech or non-tech To be held annually, the first oriented product or solution edition of the event will be to offer, you can visit the held on October 3-5, 2017 official website to know more at Emirates Towers in Dubai, about the application process where startups, spearheaded to be a part of AYSM 2017. A workshop at by Arab entrepreneurs, aysm.arabyouthcenter.org in5 Dubai image courtesy in5 in5 courtesy image

september 2017 Entrepreneur 55 TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PRO

THE WHY ticket to keeping millennials While we could pretend that happy, because, if done right, corporations are growing soft it should reflect their interests Building and finally recognize the need and values and make them feel to treat employees as people, part of the company they are a (great) it is important not to delve investing in. too far into fantasy. One of Fundamentally, creating the principal reasons for this an interactive and engaging company culture budding interest in fashion- culture -if done right- will Investing in this now will pay rich dividends later ing a unique and overarching strength the bonds between company culture is the genera- company and its employees, By Tarek Bayaa tional shift in the workforce. which for most businesses is Millennials are taking over. fairly abysmal. The workplace e’ve got a great culture here” is a phrase In 2015, more than one should not be something that in three American workers people dread every morning. that’s thrown around during interviews, today were millennials- adults Staff should feel energized scribbled at the top of job descriptions, aged 18 to 34. In 2017, they about their role and find and a perk that millennials are often surpassed Generation X to something to look forward to. desperate to hear about in companies become the largest share of the Challenges, their co-workers, W American workforce, according the hour they get to play on wishing to employ them. In recent years, there has been a monumental shift towards nurturing this thing called to new Pew Research Center the Playstation at work- all of analysis of US Census Bureau these should galvanize them. culture, but what is it, why is it important, and what are data. This is even more true Stress at work is inevitable, some of the ways you can work towards it? for young populations, such as there is no business model India and Dubai, where a sig- that removes this element THE WHAT rooms, mobile cafes, and nificant majority of workforce entirely. Nevertheless, a strong Company culture defines casual dress codes. are already part of this well- support network in form of the environment in which How you choose to express researched generation. a great company culture will employees work. It includes your company character is up And if there is anything alleviate it. a variety of elements, such as to you, so do your research not recruiters have learnt about This is why culture matters. work environment, company on what everyone else is doing, millennials, it is that they are Culture sustains employee mission, value, ethics, expecta- but who your current employ- looking for tailored employ- enthusiasm- the charger that tions, and goals. ees are, including their demo- ment that supports their needs fuels them when they are low When you consider com- graphic, interests, and whether and accepts their individuality. and awards them when they panies with a clear company they are creative or techy, and If you are not going to provide have accomplished something. culture, names like Google, if you are starting fresh, what that, they aren’t going to grit Regardless of the challenges Facebook, Zappos, Twitter, kind of employees you want to their teeth and stick around- and potential pitfalls, it will be and Zenefits come to mind, attract and how you are going they will leave. Having a there to soften the blow. with their offices featuring no to go about it. strong company culture is the Finally, happy employees are doors, motivational slogans strewn across the walls, apps to help manage benefits, computer rooms alongside football If there is anything tables down the hallway– your recruiters have learnt about home away from home, as it millennials, it were. is that they are While offices don’t have to looking for tailored be as eccentric or eclectic employment that supports as these, there is a definite their needs and paradigm shift towards exu- accepts their berant and welcoming offices individuality. that commemorate this move away from the stoic and cold corporate way of life by remov- ing traditional office features -bland walls, cubicles, dull hanging prints from Ikea- and replacing it with chill-out

56 Entrepreneur september 2017 productive. They work over- time, they go the extra mile to help their colleagues, and they are constantly innovating on your behalf. No one does extra for people/business they don’t like. If you’re willing to invest a little capital in building and nourishing their culture, you will be repaid threefold. Another reason for investing in your company culture is so that you attract and retain top talent. One of the first things you learn about Google is that it receives millions of job applications a year. Why? Because its benefits and company culture are incredible. Google headquarters in Mountain View, San Francisco, USA Although it must be one of the most stressful industries to work in, hundreds of thou- your office culture. Now, this and the logic for it is sound: sands of people around the Creating an interactive is not a one-person job, but it if you want your employees to and engaging culture globe flock to its careers page. - -if done right- will does require direction, respon feel equal, to feel more than Culture is a recruiting tool. If strength the bonds sibility and ownership- a dedi- a small cog on a big wheel, you have established your- between company and cated official who will water it having an open system where self as a company that treats its employees, which with new ideas and concepts, they can go with their ideas its employees well, it is not for most businesses is and prune it of unsuccessful to department heads or even going to stay secret for long. fairly abysmal. ones when necessary. CEOs without getting buried The Seez team Your employees will tell their As your staff grows, so will under the hierarchy ladder is a friends, will share pictures of The workplace your culture. It is inevita- great move to empower them, last weeks’ pizza day at the ble that something that was and build a culture that values office on social media- word should not be visualized by one or two key everyone equally. about what a workplace it is something that players will become a dream will quickly get out, attracting shared and shaped by many. Now, culture can seem like those looking for that level of people dread While the core values should this all-powerful thing with care and support. every morning. never change -after all, they the potential to unite hearts In short: giving employees are the pillars on which the and minds and turn a profit, prodigious professional experi- Staff should company rests upon- you need but it is also an incredibly ences will transform them feel energized to ask your team about it. How fragile thing too. Frequently from staff to ambassadors, and about their can you improve it? What ele- communicate, internally and help you recruit and retain the ments would they like to see externally, what your culture top talent your business needs role and incorporated into the existing is. Like a corporate mantra, it to flourish. find something structure? If there are echoes will keep everyone focused on of advice coming from your A- what is important, and remind THE HOW to look players, it might be a good idea them of what they are work- Start by assigning a leader for forward to. to listen and integrate them. ing towards. Reward those this purpose: that person will Also, don’t be afraid to rear- who embrace and exude your be your cultivator, groomer, range your structures. There is core beliefs, be honest and nurturer, and all the things in- something to be said about the upfront with those who aren’t. between. For most companies, throng of corporations shifting That way, there will be less this will take the form of your from archetypal management disturbances and disruptions, HR Director or Manager. They styles. Open offices without and your original culture pitch will be the vanguard of this doors (metaphorical and remains at the heart of its fledging thing that will become literally) are picking up speed, constantly evolving form.

Tarek Bayaa is the Chief Commercial Officer at Bayzat, and he is responsible for establishing a world-class sales and delivering exceptional customer service. He has been involved in the company on an advisory basis since 2013, and joined the company full-time as the Chief Commercial Officer in April 2015. google image © shutterstock shutterstock © image google

september 2017 Entrepreneur 57 CULTURE business unusual | LIFE | TRAVEL | DESIGN | TRAPPINGS

touch participants on the arm ing,” either to meet business in a friendly fashion, those deadlines or because someone individuals are more likely to else in the team isn’t carry- sign petitions and co-operate ing their weight. The leader with a stranger. When teach- has to identify the resourcing ers encourage students with challenges of the business and a pat on the shoulder, those overcome them, meanwhile students are three to five thanking the individuals and times more likely to try solv- team for pulling together in ing hard problems. Simply the meantime. being thanked for completed The two words work led participants to be The leader doesn’t every leader must use twice as likely to volunteer for recognize the effort more.” If you walk into your office They may be simple- but their power shouldn’t But if saying “Thank You” each day and don’t see the be underestimated By Colin Caulfield is such a simple and effective floors shining, the security way to enforce teamwork, officer uniformed who greets eing in a position of help! No, the two simple -yet encourage engagement, and you with a smile or the leadership can be a highly effective- words you seek volunteers rather than administrator who photocop- double-edged sword. need to use are: “Thank You.” hostages to achieving busi- ied and scanned thousands For some, it is a burden In May this year, Dacher ness goals, then why do some of documents to support Bthat is placed upon Keltner a professor of psy- leaders seem to find it so the business, then you have them and unwillingly ac- chology at University of Cali- difficult to say? In her blog fallen into a trap. Every effort cepted; for others, it is a goal fornia, Berkeley, published for HuffPost, Diane Gottsman should be recognized, and achieved and embraced like The Power Paradox (How We identified at least four rea- as a leader you should place an old friend. Either way, Gain and Lose Influence). Af- sons why saying “Thank You” those efforts into context. when a person finds them- ter its launch, Keltner wrote may not occur: Rewarding business develop- selves in a leadership positon, an article for The Guardian, ment executives for clinching their team is looking at them in which he says: “Expres- The leader feels deals, but ignoring the rest of to lead, so lead they must. sions of gratitude create uncomfortable the team is just poor leader- Over the last 30 years, I strong, collaborative ties, Being socially anxious, which ship and a sure-fire way to have observed many leader- and pave the way for greater results in poor communica- break morale. The next time ship styles, and borne witness influence. Studies find that tion, or worse, no commu- you see the cleaner buffing to the various reactions that individuals who express grati- nication at all, is something the floors you should thank accompany each one. I have tude to others as groups are that a leader has to overcome. them for protecting the image seen autocratic leaders mak- forming stronger ties within Communication is critical of the business. After all, if a ing decisions in isolation with the group months later. Ro- to the success of the team, prospective client walks into an inflexible expectation, mantic partners who express and personal anxiety towards a filthy building, it will reflect democratic leaders encour- gratitude to their partners displays of outward emotion on the business– they may aging team input, and at in casual conversations were need to be wrestled with and think there is lack of care, a the other end of the leader- more than three times less pushed aside. It’s appreciated lack of process. Acknowledg- ship spectrum, laissez-faire likely to break up six months that that’s easy to say, but ing the efforts of the “entire” leadership, which appears a later. When experimenters not so easy to do for socially team is critical. free-for-all management style awkward leaders, but it’s with the inevitable negative imperative to read each situa- The leader has some consequences. tion and be comfortable with unresolved conflict But however a person finds your gratitude. Hostility towards another themselves in a leadership member of the team is a position, or whatever leader- The leader is distracted business killer. Leaders need ship style they adopt, there This is a two-way street. to get over any grudges and are two words that all leaders Leaders can often become dis- communicate their issue with must use every day. tracted when they “step out their colleague so they can It’s not “Good morn- of their helicopter and work move on. Once the issue is ing,” though very polite and in the weeds.” Remaining ho- aired and the matter closed, definitely encouraged, and it’s listic is essential as this will saying “Thank You” should most certainly not “Be quiet” allow leaders to identify who not be a challenge. or “Shut up,” unless you’re is delivering and conversely rude and uncaring- in which who is not. It’s also important There is a moral here, and case you should seek real to identify who is “overwork- it’s uncomplicated and clear: the words “Thank You” are simple and will take you far in Colin Caulfield is Executive Director, Upper GCC at EFS Facilities Services Group. life. Leaders shouldn’t under-

estimate them. keltner dacher © cover image paradox power the

58 Entrepreneur september 2017

TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PRO

sible to everyone creates guilt-free pleasure when going shopping. Another good example is Water- stones, the British bookstore. It was struggling for some time and, after failed attempts to embrace the digital world, changed its direction. Under the vision of helping people fall back in love with books, the company reshaped its stores to make them more welcoming, tranquil and immersive. It also Experience trained its staff on great stories and authors, so they could more passionately provide both compel- ling and accurate product recommendations. Of course, the answer is by no matters means always to focus on the It’s not the shopping platform- physical. There are a number of it’s the shopping mindset that really matters omni-channel success stories, too. Walmart, for example, recognized By Ahmed Galal Ismail that one of the biggest causes of stress and frustration among While some people ave a think about ence and offers your customers its customers were long queues. always want “to shop” and others the last time you more “emotional value.” This is Rather than opening more check- are almost made a pur- because, as branding expert Martin outs, it created the innovative addicted to the chase– maybe you Lindstrom once put it, “Emotions Walmart Scan & Go app, which thrill of “going ordered food for are the way in which our brains allows customers to scan items’ shopping,” most alternate between delivery online, or encode things of value.” Customers UPC codes on their phone, check the two mindsets. picked up a new think in experiences, not channels. out via a simple ecommerce-style pair of shoes from the mall, or you Armed with this “experience” cart, and then walk straight out of Hmay even have sourced a hand- and “emotion” mindset, you may the store after showing a security made gift made by a local designer decide that expanding into new guard their digital receipt. on Instagram. Was it a smooth channels is not even necessary. The immersive experience of Wa- and seamless experience? Maybe Take Primark, for example. While terstones is vastly different from not. Could it have been better? other major high street retailers the efficiency of Walmart’s Scan & Almost definitely. No matter how with significant omni-channel Go app, but which should retailers you shop, it is safe to say shop- presences have been floundering, offer? If you look at how consum- ping consumes a large amount of Primark has consistently posted ers shop, there are two distinct our time, so surely it should be strong revenue and profit growth, types of shopper mindsets– either painless, rewarding, and satisfying, and it doesn’t sell a single product “I need to shop,” or “I want to rather than a source of frustration. online. It remains, at the face of it, go shopping.” The first is a very Omni-channel has been a buz- a classic brick and mortar retailer. functional and planned process. zword recently, and it’s a regular It just delivers an extremely com- An extreme example would be the fixture at conferences and trade pelling experience, rooted in the grocery shopping list where you shows, and frequently tops the principle that purchasing fashion- have things that you need to tick agenda in corporate boardrooms. able items at price points acces- off as quickly as possible. Its premise is simple– deliver offerings across multiple offline and online channels to help fulfil the needs and expectations of customers, while opening up new revenue streams. But while the theory is sound, the message is misleading. To be successful, you can’t think channel first– build it and they will come. You need to think experience first– build it but only if it strengthens your overall experi- images © primark, amazon, najm najm amazon, primark, © images

60 Entrepreneur september 2017 with Carrefour to offer shoppers special promotions available only to Najm credit card holders, but through data analysis it was noticed that there was a gap to be filled. By tracking the customer journey, it became apparent that many shoppers who didn’t have Najm cards wanted access to these promotions, but by the time On the other end of the there are pioneering exam- data by itself doesn’t they applied for the card and spectrum is more of an ples of brands that deliver automatically lead to delivering received the standard ap- experiential journey where exceptionally experiential a successful omni-experience- provals, the promotions were customers want to “go shop- online shopping journeys. to truly understand our no longer available. Najm ping.” They are looking for a Take Amazon, for example. customers’ mindsets, we need then leveraged its technology to look at the journeys they more interactive, immersive Amazon, who mastered and solutions provided by take and use this data to target experience that goes beyond convenience with one-click them with a hyper-personalized the Etihad Credit Bureau to simply purchasing a product. shopping online, only opened and memorable experience that offer Instant Card Issuance, While some people always their physical grocery store keeps them coming back. which allows customers want “to shop” and others Amazon Go once they could to apply, get approval, and are almost addicted to the offer that convenience if window shopping. We do receive their credit cards for thrill of “going shopping,” not better with zero click this by combining data from immediate purchase in store most alternate between shopping; just pick up the a range of sources, including within just 15 minutes. the two mindsets. A work- vvgroceries and walk out. Wi-Fi connectivity, point of Understanding customers’ ing mother could be in a Whilst it may not be pos- sale, card transaction data needs and responding to “to-shop” mentality when sible to change a person’s and mobile payment apps. them effectively and ef- buying groceries for the mindset, I believe there are However, we recognize that ficiently has set companies house during the week, but ways in which brands and data by itself doesn’t auto- apart from the competition in an exploratory mood of companies can look to alter matically lead to delivering a since the dawn of time. In “going shopping” with her their behavior, depending on successful omni-experience- our fast-moving, multi- girlfriends on the weekend. the product type, shopper to truly understand our channel world, it is easy The key here is for brands to persona, time, and geogra- customers’ mindsets, we to get distracted and stray understand which mindset phy. By delivering a super- need to look at the journeys from this proven path. The customers are in at any given focused omni-experience, they take and use this data secret is to keep striving to moment, and shape the brands can even influence to target them with a hyper- truly understand what your core customer experience buying moods and density of personalized and memorable customers want, constantly accordingly– if a customer is purchase, which is hugely ex- experience that keeps them seek new ways to enhance coming “to shop,” make that citing for the retail industry. coming back. your experiences, and deliver functional experience even So, if we know that people Let’s look at the example more value for your company quicker, more seamless and display different mindsets of our personal finance by creating more emotional hassle-free. If your cus- when it comes to shopping, business Najm, that partners value to your customers. tomers are in the frame of how do brands go about mind to “go shopping,” you identifying these, in order know they are looking for an to shape the core customer inherently entertaining and experience accordingly? social experience. Retail- I believe it all comes down ers need to be prepared to to the smart use of relevant cater to customers’ varying data. At Majid Al Futtaim, mindsets through an omni- we are in the unique posi- experience offering. tion of being able to collect It is tempting to simplify customer data at multi- the situation by assert- ple touchpoints, whether ing that customers tend someone is grabbing a coffee, “to shop” online, but “go purchasing new jeans, catch- shopping” offline. However, ing the latest film or just

Ahmed Galal Ismail is the Chief Executive Officer of Majid Al-Futtaim Ventures, a subsidiary of Majid Al Futtaim Holding, and the Chairman of the Board of Directors for Enova, and both Majid Al Futtaim Finance and Cinemas. He manages the company’s strategic relationships with the Presidents and CEOs of various international partners, and oversees Majid Al Futtaim’s Cinemas, Leisure and Entertainment, Fashion, Healthcare, Finance business, as well as its involvement in both its F&B and energy management joint ventures.

september 2017 Entrepreneur 61 TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PRO

Derivation: sticking to our roots As a local brand, championing the heritage of the brand roots is a strategy that drives affinity amongst consumers. A whole lot more than merely creating products for a particular market, it is, in fact, creating a conversation amongst consumers and serving them in a way that is familiar. Humanizing the brand to become a valued member of the community through the formation of highly customized interactions, through products and services, is an important driver of brand loyalty. Accord- ing to Deloitte’s 2016 Millennial Survey, 73% of millennials said that business must have a positive social impact on society, as such companies that integrate within local communities are far more likely to drive brand affinity. At du, amongst our many customer service Derivation, disruption, touchpoints, which include in-store, digital/ online and social media amongst others, we differentiation also have a 100% Emirati call center for na- Ensuring singularity amid the marketing clutter tional customers. Not only are we proud of our heritage, we are also forward-looking and cater By Abdulwahed Juma to our customers in a way that they are becoming more and more accustomed to, by offering more digitization and automation in our ser- trategic brand differentiation is becoming vices. At the same time, we continued to stay increasingly challenging for brands in today’s digital true to our roots by integrating with the local age, where competing for a share of voice has become communities through a variety of initiatives including our annual Mawaed Al Rahman ini- even more competitive amongst traditional players tiatives, as well as socially relevant campaigns Sand disruptors. Today, a marriage of creativity and service such as #digitalfasting and #postwisely. excellence is a must for marketers to make a mark on Today, when a brand stands behind a social cause, its power can be amplified even further consumers, and with loyalties flailing, brands have no option afield owing to this incredible proliferation of but to make a big impression every single time. the internet and social media that we are witnessing– and when its messaging is emotional What does this mean for marketers? It means running multi- and speaks to the consumer on an individual ple, simultaneous campaigns in a manner that is fresh and new The new reality of level, social change can happen. When brands each time. It means creating and co-creating interesting con- branded content take on the onus of driving a social conver- sees creative tent, driving synergies with consumers through partnerships narrative becoming sation and inspiring positive change, they that will drive an emotional/brand love quotient, and it means human again. become more than their product and corporate taking more risks to reach more customers. We see the latest image– they become aspirational. Loyalty amongst consumers is flailing– this is a fact. Accord- reality of creative ing to a 2015 study by Catalina, a leading digital and consumer brand experiences, Disruption: changing the game beyond just marketing firm, 90% of consumer packaged goods brands ex- activations As technology continues to change the way perienced share declines, driven predominantly by the fact that directed at that we live and do business, it’s also chang- customers are switching, and loyalty is playing a smaller role. educating and ing our relationship with our customers. In Having said that, in the consumer technology space, one familiarizing. today’s consumer driven market, it is up to us company seems to continue getting the loyalty formula right– as a business to tap into that market’s mood Apple. In fact, Apple has become a benchmark for many when and offer an exciting and viable solution– this it comes to marketing and driving consumer behavior. Apple is where disruptive marketing takes its cue. credits its continued customer devotion to offering an innova- What we have seen globally is that disruptive tive, differentiated product, and ensuring a satisfaction rate marketing goes hand in hand with innovation- that is consistently in the upper 90 percentiles. one of the go-to brands as a success bench- Driving brand affiliation and resonance is a key point of dif- mark is Red Bull: the company has become a ferentiation; in addition to offering a superior service, we need publishing empire that happens to sell a drink. to consider a number of avenues that brands can take to ensure The company has consumers excited about the singularity in a cluttered environment. brand. By tapping into individual sensibilities, and catering to them, a brand differentiates Abdulwahed Juma is Executive Vice-President of Brand and Corporate Communications itself from its offering to drive affinity. At at du. du, we believe in creating platforms for

62 Entrepreneur september 2017 | ecosystem |

our consumers to achieve Maximize your potential their dreams, and we have The Thomson Reuters Accelerate SME platform has resources done this successfully at a aplenty for MENA entrepreneurs grass roots level with our Agent 055 Network and the duFC platform, as well as he Thomson Reuters Accelerate SME lifecycles. “For businesses in the early-stage various initiatives with Zayed platform was launched in September and growth-stage, we provide a wide array University and the American T2016 with an aim to become the digital of business resources to help them plan for University in Dubai. Today, our gateway for the SME ecosystem in the MENA business expansion to new markets, lever- customers know that we are region, and with over 4,000 entrepreneurs, age digital marketing to grow their customer their number one supporters, startups and small business owners having base, improve management of their cash flow, and this helps us further already signed up for its offering, the portal among others,” Ghanem explains. “Through entrench ourselves in their now seems to be well on its way to realizing its our business services marketplace, every- lives. vision. one from startup companies to established It’s easy to see the reason for these good businesses can find what they’re after. We Differentiation: figures though- not only is it a one-stop-shop have built a curated marketplace, partnering standing out providing access to resources and solutions with various providers, to create discounted, While communicating a for business owners at any stage in their ready-to-go service packages exclusive to our product, consumers weigh its enterprise lifecycles, Accelerate SME is also members with anywhere up to 15% discount success based on its delivery of completely free to join, making it a valuable on the providers’ standard rates. Our members promise. Is the product good? resource for cash-strapped enterprises in the can apply for discounted services ranging from Is service delivery sufficient? region. internal and external audit support, credit and Does it meet the standards “We offer an extensive and growing reposito- financial advisory, insurance and much more.” set in the communication? ry of industry insights, practical advice guides, For an entrepreneurial ecosystem that’s If a product falls short of its business tools and easy-to-use templates,” growing so quickly, Accelerate SME’s presence promise of differentiation, explains Tina Ghanem, Head of Accelerate in the MENA region bodes well for the upstarts consumers lose trust. In a SME. “Members are able to create a profile and that are making inroads into this realm. cluttered market, product dif- get their services listed on Accelerate SME, or “We offer a great starting point for any new ferentiation is key– but how do simply connect and network with other busi- entrepreneur or startup owner simply look- we showcase that differentia- ness owners and entrepreneurs via our online ing to arm themselves with the insights and tion through the clutter? As community hub. We have also joined forces knowledge to handle some of the big decisions marketers, we have to speak to with some of the region’s premier firms to cre- required when setting up a new company,” consumers in a way that they ate a marketplace for fast-track funding and Ghanem notes. “Our online Community Hub are now accustomed to. We financing solutions, and discounted business also provides a fantastic space for them to have to humanize the brand, services on Accelerate SME. Our members are connect with other entrepreneurs who are give it personality, and our able to quickly search, view and apply directly looking to make the leap, and bounce ideas offering and marketing strategy online via our platform for the services they off of. For startup founders, we offer specific will ensure it stands out. need.” how-to guides, custom toolkits, and other re- With the platform having already secured sources to support many of their key decisions The new reality of branded a sizeable audience in the region, Acceler- and business activities from the start. We help content sees creative narrative ate SME is now gearing up to broaden its them figure out where to set up their business, becoming human again. We scope and build itself up further. “We hope to how to price their products or services, how to see the latest reality of creative continue growing our community and onboard pitch to investors, and much more.” Suffice to brand experiences, beyond just a wider network of financial, government and say, there are a lot of benefits entrepreneurs activations directed at educat- technology partners from across the MENA can enjoy by joining Accelerate SME—so, what ing and familiarizing. We see a ecosystem,” Ghanem says. “Our future plans are you waiting for? Head to AccelerateSME. new reality of digital influenc- for Accelerate SME also involve launching a com and sign up now! ers and digital natives. As such, network of country-spe- content has become king, and cific portals to provide there has been a migration SMEs with access to from a monologue to a dialogue. localized resources No matter how secure a brand and partners, which may feel in its market position, we’re very excited it should never feel comfort- about. First up, we are able. Every single brand has a launching Acceler- responsibility to its consumers ate SME Jordan in to strive for differentiation, partnership with Bank from competitors and from al Etihad.” itself to deliver a fresh and ex- Accelerate SME is citing proposition- a promise of built in such a way relevant, differentiated benefits that it has something will ensure increased customer to offer businesses

www.acceleratesme.com www.acceleratesme.com loyalty. at all stages of their

september 2017 Entrepreneur 63 franchise

First, some context. The UAE is a common point of entry for international brands that want to expand into the GCC and the wider Middle East and North Africa region, due to its growing economy and proximity to other regional markets. When considering a new market, understanding the regulatory and legislative frameworks will make all the difference, helping prospective franchisors deftly preempt and navigate the hazards.

Conducting market research before entering a new market is incredibly important, giving the fran- A McDonald’s outlet chisor greater confidence that there is a demand for the product or service.

Know your brand Keep it local The franchising model is al- The importance of localizing your franchise approach most instinctive in the retail, hospitality and F&B sectors, By Rafic Fakih especially in the GCC where each of these sectors have ex- New franchisees rands that have grown seen through a recent CBRE perienced significant growth can avoid a lot of exponentially to enjoy report within which Dubai over the past few years. the mistakes startup widespread success in was listed as having one of When it comes to “first to entrepreneurs their country of origin the highest levels of brand the region” brands, there typically make, but are approaching integration in the world, are guidelines that both the because the B franchisor has saturation point can find second only to London. franchisor and the franchisee already perfected themselves at a juncture Franchising can be one of should follow before taking daily operations of choices. Does the brand the most effective ways to the plunge in a partnership. through trial and continue to grow steadily yet amplify business growth. From the franchisor’s per- error. incrementally within a famil- Within the thriving food spective, the first of which iar market, or does it take the and beverage category in the is to explore the brand’s leap to a new territory, one region, it is a model that has history, looking into the her- abundant with new consum- proved particularly compel- itage of a brand and at how ers but with unique nuances ling. that will fit into the local to navigate? While the UAE represents market. Additionally, brand The Middle East is a region a supportive market, these awareness is a key factor for that undoubtedly offers opportunities do not equal franchisors. Is this a brand attractive opportunities to a challenge-free process. In that local consumers covet brands looking to expand the UAE and across the GCC, but don’t have access to? their international foot- there have been numerous Has its online or social media print. A long list of foreign instances of popular brands presence penetrated the companies have recognized entering the Middle East local market? If the brand this opportunity and jumped only to fail shortly after, is unknown here, its launch into new markets such as often pulling out entirely. So may get lost in the already the UAE with the hopes of a why is this? Why doesn’t an internationally integrated warm welcome from its new international track record restaurant landscape that the customer base. This can be equal regional success? region has to offer.

Rafic Fakih is the Managing Director of Emirates Fast Food Company and Partner & Operator of McDonald’s restaurants in the United Arab Emirates. He is responsible for managing and growing McDonald’s in the UAE. Rafic has played a crucial role in the success and growth of McDonald’s in the country since the first store opening in 1994.

64 Entrepreneur september 2017 there are a lot of benefits Localize the brand ings are halal and adhere to that aren’t available to the Not every aspect of the busi- the local health regulations, entrepreneur starting a business internationally will be but we’ve also introduced ness from scratch. Perhaps as easily adaptable to a new new menu items such as the the most significant is that market as processes. The McArabia to appeal to the you get a proven system of arguably most important as- local audience. operation and training in pect to consider is who you’ll You must think of more how to use it. now be selling to and how than just product adaptation, When I began my journey they and their environment as product compliance for with McDonald’s, I worked are different to your prior a new country’s regulations for nine months in two experiences. may be a hurdle. If there are locations around the world, regulations restricting some learning how to construct When a business is success- of your products from enter- A McDonald’s outlet the perfect burger in Singa- ful, expansion is practically ing the country due to safety pore and prepare our world- inevitable for the ambitious and quality regulations brand. This sort of expansion famous fries in Philippines. is significantly profitable outlined in consumer protec- Scope out the The level of “McDonald’s and can have a strong positive tion laws, you could incur competition way” practical training I re- effect on the lifespan of a legal penalties and fines for Conducting market research ceived on both a service and business. breach. before entering a new market business level was unparal- When a business is suc- is incredibly important, leled to anything I could have Selling to a different audi- cessful, expansion is prac- giving the franchisor greater taught myself. ence means you have to tically inevitable for the confidence that there is a New franchisees can avoid consider the appeal of the ambitious brand. This sort demand for the product a lot of the mistakes startup product to the region’s of expansion is significantly or service. Failing to do entrepreneurs typically culture, and the Middle East profitable and can have a adequate market research is make, because the franchisor is the ultimate challenge strong positive effect on one of the biggest mistakes has already perfected daily for most brands in doing so. the lifespan of a business. independent entrepreneurs operations through trial Local trends, customs and Though doing business in a typically make. and error. This also ensures consumption habits must be new market can be testing at Throughout the market brand-level quality and taken into account, includ- times and requires both care research process, fran- consistency internationally; ing everything from halal and extensive research and chisors should also look into making sure businesses are requirements to something due diligence, the dividends competitors. Competitors offering their customers the as personal as taste. can be great. To grow domes- will always be in the picture, same quality service that At McDonald’s we’ve of tically, location is crucial, but is there “space” in the they’ve received or would re- course covered the basics of but to grow internationally, market, or is the competition ceive at locations elsewhere. making sure all of our offer- the onus is on localization. too fierce for your potential brand to thrive? Do not only think about A McDonald’s outlet space in the market, but also within your existing portfolio. Consider if this brand would be a strategic fit for your existing franchise portfolio, if it doesn’t mesh with the others or, on the other hand, if it conflicts them. Especially within the quick service restaurant market, looking into which of your potential competitors have already made it (or failed) in the region is crucial information.

Stick to brand guidelines The brand equity you’re acquiring is not the only advantage, but logistically images courtesy mcdonald’s mcdonald’s courtesy images

september 2017 Entrepreneur 65 advertorial

the upcoming award ceremony on Monday 11 September 2017 at Conrad Hotel, Dubai. The panel comprised 18 experts from prominent organisations including the Royal Institu- tion of Chartered Surveyors, Mace Macro International, and HLM Architects. Christopher Seymour, Regional Development Director and Head of Markets MESA, at Mott Honoring MacDonald and one of the judges of the Cityscape Awards visionaries for Emerging Markets 2017 Shortlist revealed for said: “The quality of entrants coveted Cityscape Awards continues to improve and this for emerging markets- year we saw a welcome return of some of the big names in organisers confirm regional property development highest number of underlining the prominence submissions received in of the Awards in our industry. Awards history; projects Sustainability as a theme is as selected from across the strong as ever but we are also world represent best in seeing a much needed increase in the planning and application architectural design of facilities management – this is something that the judg- he shortlist for the City- ing panel has been expecting scape Awards for Emerg- to see emerge over a number for the future, from cultur- with UAE projects Binghatti Ting Markets has been re- of years and demonstrates ally integrated city skylines to Pearls and Binghatti Stars, vealed, announcing the best real continuing maturity in the sustainable urban communities. said: “We are absolutely thrilled estate and architecture innova- clients’ portfolios where cost of Carlos Arnaiz, Principal at to be selected as finalists for tors behind some of the world’s operation is becoming just as CAZA, shortlisted for the the 2017 Cityscape Global most renowned new projects. important as the cost of build.” Commercial Project Award – Awards for Emerging Markets. With more than 300 submis- Covering categories across sec- Future with the BCDA Iconic It is an incredible honour to be sions received – the highest tors such as Commercial, Lei- Building in Taguig City in the recognised for our efforts on in the Awards’ history – a sure & Hospitality, Community, Philippines believes that there an international level by such total of 45 projects have been Culture & Tourism, Residential, are enormous opportuni- a prominent and reputable selected by an independent Retail, and Sustainability, the ties in the socio-economic organisation like Cityscape.” panel of experts. Representing Cityscape Awards for Emerg- milieu of emergence. He said: The Cityscape Awards for 13 countries including the UAE, ing Markets offer international “People are hungry for new Emerging Markets are spon- USA, Brazil, Egypt, India, Turkey architects and leading real ideas, the market is search- sored by VitrA as Platinum and Hong Kong, the projects estate developers a platform to ing for different ways to cope Awards Sponsor and Crystal will compete in 11 categories at communicate a shared vision with challenges and, as a Gallery - Official Crystal Trophy result, architecture has the Supplier, while the Cityscape potential to produce qualitative Global exhibition is supported change in how people will live by Foundation Partners: Dubai in countries in the emerging Properties, Nakheel PJSC; world. Our design research has Platinum Sponsors: Al Marjan been focused on this unique Island, Binghatti Developers, phenomenon and our goal is Union Properties PJSC; Gold to transform it into an architec- Sponsors: Tamleek Real Estate tural trend. It is an honour to Registration Trustee, and Silver be recognised for our efforts.” Sponsor: Maryapi Real Estate Muhammad BinGhatti, CEO Development; Project Market- and Head of Architecture at ing Sponsor: Aqua Proper- Binghatti Developers, who are ties and Strategic Partner: shortlisted in two categories Dubai Land Department.

For more information on the exhibition go to www.cityscapeglobal.com, or call +971 4 407 2579.

66 Entrepreneur september 2017 THE LARGEST AND MOST INFLUENTIAL REAL ESTATE INVESTMENT AND DEVELOPMENT EVENT FOR EMERGING MARKETS GLOBALLY

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10 sports app suming sports content, we identified the MENA region as the best market to launch a social sports app. The MENA region has a higher smartphone penetration than anywhere else in the world, more time spent on social media than anywhere else in the world, and most importantly (to us!), sport, social and photo/video apps make up three of the top six app download categories in the region. So, before you From concept go about actually launching something, spend the time to do your research, think carefully about your target to launch audience, and the problem [The how-to] you’re solving. technological advances and Furthermore, ask your- shifting consumer behavior. Want to launch an app in the MENA region? self if it is scalable. If your Don’t become disheartened; Here’s a roadmap you can follow business is successful in remain persistent, yet agile. Dubai, for example, will Along with identifying By Andy Meikle it be successful in Saudi what your platform, prod- Arabia, Egypt, and the rest uct or service will offer, you Whether your strategy of the region? Of course, the must also establish what will allow you to There’s no doubt about it: MENA region is certainly a your business model will bootstrap and grow, or first impressions in the tech great place to launch a new be. Whether your strategy if you believe investment and digital world matter a tech product or service; the will allow you to bootstrap will be needed, great deal. On average, al- cost per acquisition com- and grow, or if you believe understanding the way in which your idea will make most 80% of apps are never pared to the value per user, investment will be needed, money is imperative. used again 72 hours after coupled with the uptake understanding the way in they are downloaded. So, of new technology, makes which your idea will make what is the key to success, the MENA very attractive. money is imperative. Either particularly in the MENA Should you then identify an way, relationships are key to region, where smartphone opportunity to exploit, it’s make this happen, so take usage is topping the charts? important to ensure that the time to network with First and foremost, assess your product offering caters potential customers, clients, the opportunity and where to the users’ wants and partners and investors. I it’s at its greatest. For exam- needs. Spend time design- believe this is especially imple, whilst there is a global ing and building prototypes, portant in the MENA. Whilst shift in how fans are con- and testing them with your the region offers huge poten- target audience. User testing tial, it is a “small town,” so can be performed on as little build relationships and grow as five people (any more in a to understand who is looking specific test session can be for what. Ask direct ques- counterproductive) to get a tions and push for answers; true understanding of what fairly often, manners and does and does not work. respect can make it difficult You’re not necessarily going for people to tell you that to get it right the first time, what you’re offering is not and as much as research and actually for them. user testing will help you, The danger here is wast- your product will evolve ing time focusing on a lead once it is live, based on -be it a potential customer,

Andy Meikle is an entrepreneur and founder of sports app, 10. Launched in August 2017, 10 is set to revolutionize fan engagement with sport by giving them the tools and destination to react, capture, share and chat about key moments with friends. Personalized sports updates act as the catalyst for fans to film or snap their reactions, giving them a fun and safe space to share their emotion about the sporting moments that matter to them.

68 Entrepreneur september 2017 client, partner or investor– because they haven’t said yes, but they still haven’t said no! Whilst having such conversations you may have concerns over confidential- ity. I’m often asked whether NDAs should be signed before speaking to anyone about your world-changing (or even region-changing) plans. The reality is, if there isn’t any competition now, there probably will be soon enough. Approach each conversation at your own discretion, but don’t forget that the key to overcoming the challenge of someone replicating your idea is to be as agile, focused and com-

petitive as you can be so that Andy Meikle, founder, 10 you win! Once you have recognized the opportunity, estab- additional staff, raise invest- app- it was an important to success should dictate lished your product offering, ment, generate revenue or lesson we learned! Consum- your budget. If you can developed a business model, whatever it is that your ers aren’t very forgiving; if proceed with the latter, then defined your target audience, strategy demands. Now, an app is slow, or they come this approach will give you a and designed a smooth user it’s time to start building! across glitches and bugs then better chance of succeeding. experience, it’s time to focus From experience, when pos- they’re probably not going With 10, we’re very fortu- on your brand identity. Make sible and should financial to come back. In fact, over nate to have the support and sure your target audience resources permit, don’t cut 60% of apps are deleted af- belief from institutional and resonates with both your corners. Having grown my ter being used once because individual investors in the brand and product in equal previous business to over of technical issues such as region, who share our vision measure. For us, as sport is three million users, the big- crashing or error messages. for changing the way that enjoyed by all nationalities gest challenge we faced was That said, if financial re- fans will consume sports and as the region is a melt- ensuring our product could sources do not permit you to content, not just here, but ing pot of such, we selected scale, having cut corners build your dream team from globally. “10” and trademarked our when we initially built our day one, then build yourself While all of the above may logo, as it’s a number that is a minimum viable product, seem like an exhausting list 10 sports app synonymous with sport, but and take it to market or a or a tedious approach to also universal, unlike many beta group of users. This will launching your tech startup words or names. At this allow you to validate your in the region, I’d highly point, consider also what offering, proving the concept recommend going through name, tone, languages and to either monetize and grow, the motions anyway. You’re color schemes will appeal or raise investment to build going to be spending a lot of to your target audience. You your business. hours building this business, should perform this exercise There are several key stages and hopefully, for many before you start building to launching and building a years to come, so before you your product, as identity and tech startup in the MENA set off on the journey, make brand guidelines should be region, and whilst all of sure you’ve planned well consistent across your mar- the above are essential to before you start executing. keting efforts and product. get your business up and Yes, it may feel like it’s a Whilst it isn’t fun, if you running, one of the most im- race to produce and launch haven’t done it yet, then portant components is cash! your tech idea before some- now is certainly the time to Some may argue that your one else does, and it often complete your administra- budget should dictate your is; however, to avoid that tive tasks. When setting up strategy; however, one can infamous 80% bucket, the a business, you’ll need to also argue that the strategy most important thing is to be well positioned to hire that will lead your business get it done right! www.10.me www.10.me

september 2017 Entrepreneur 69 enjoying being the underdog,” says Nooruldeen Agha, founder and CEO of Elabelz. “We needed to build our operations by integrating the best practices from the region and beyond, and we wanted to ensure that we could offer to our pool of customers a service they had always dreamt of having in the region.” As of now though, given all that the Elabelz team have accomplished so far, the startup is now all set on growing its operations. “With a proven track record and amazing growth rate over the past 10 months, we are now ready to scale our operations in multiples of 10 in a very short period of Nooruldeen Agha, time, putting what we have founder and CEO, Elabelz built to work, and starting to gain a sizeable market share,” Agha reveals. “We are working on finalizing our first major round of funding from venture Beware of capitalists. We are talking with multiple regional inves- the underdog tors with a plan to close the round within the next six to This e-commerce startup’s track record and growth rate so far eight weeks.” makes it one to watch By Tamara Pupic A graduate of the Ameri- can University of Sharjah, “We are working on n October last year, reports stronger brand power and Agha started his career as a finalizing our first came out about a Dubai- substantial resources at their software engineer in 2010, major round of based fashion e-commerce fingertips, but about Elabelz, climbing up the ranks in the funding from venture venture entering the very an online fashion retailer region’s oil and gas compa- capitalists. We are talking with multiple nascent Iraqi e-commerce that had, at the time, been nies. However, it was in 2013 regional investors market, having developed established only four months that he decided to carve out with a plan to close a customized solution of earlier. Since its launch in his own path by co-founding the round within Idelivery and payment for the May 2016, Elabelz’s website Elephant Nation, a branding the next six to eight country’s large, increasingly and Android and iOS apps and digital advertising agency, weeks.” tech savvy and often deep- have offered over 21,000 fash- with his wife Rand Al Maeeni. pocketed youth population. ion products for men, women Having gathered a team of The online fashion e-com- and children from high “creative tech savvy enthu- merce platform, described by profile local and international siasts from around the world its founder as “officially the brands, adding 250 new prod- who are hungry for innova- world’s first international ucts every day. Their target tion, new design experiences e-commerce company that audience are young consum- and intelligence,” the wife- directly caters to the Iraqi ers, aged 30 and below. The and-husband entrepreneurial market,” had already been company has been enjoying a duo left their mark on the operational in Saudi Arabia, steady 40% growth month on region’s branding and digital Kuwait, Bahrain, Oman and month, beating even its most advertising sector, having Qatar, in addition to the UAE. ambitious expectations and worked with more than 100 Surprisingly, this news bit plans. clients, including the Govern- wasn’t about some of the “So far, we have been low ment of Dubai, Emaar Proper- region’s leading e-commerce key, gathering strength, expe- ties, and DP World, to name players, who have (arguably) a rience and brain power while but a few.

70 Entrepreneur september 2017 ecosystem | who’s got VC | Q&A | STARTUP FINANCE start it up

In mid 2015, with Elephant still very low when compared Nation reaching its stable to the US and Europe. We phase, Agha decided that it always catch up four or five was time for his “next big years later. So, the four years thing’, utilizing the data and of us catching up with the knowledge the company had rest of the world has started enabled him to acquire. On in 2017, which simply means the first day of 2016, he says, that the e-commerce market it was clear to him that his is only going to grow in the goal was to enter the region’s next four years in the MENA, e-commerce sector and even more than it grew in build “an Amazon for trendy the past 10 years combined. fashion buyers.” “I believe Furthermore, the fashion that our region had not been e-commerce front still has a ready for e-commerce until lot of room for another big The Elabelz platform 2015,” he says. “Even today, company in the market. The we are still in the very early competition in what we offer days of e-commerce in the is still limited to a company ture. Putting his analytical team, to gather the people MENA region. The total or two. Needless to say, the mind and business acumen who believe in the vision available market is grow- margins in the fashion in- to good use, especially when of what we want to build, ing every day and doubling dustry are much higher than facing powerful e-commerce although building the right every year. It is one of the electronics which will get competitors across the team requires a continuous very few sectors that are us closer to profitability in region, Agha decided not to effort throughout the life of actually seeing such growth. a shorter period of time com- squander the opportunity the company,” Agha says. I believe that the state of the pared to other e-commerce of being at the bottom. In “We have big a photography e-commerce sector is just businesses.” less than a year and without team that is shooting 24/7 as getting started in 2017, with Elabelz is incorporated in much fanfare, the Elabelz our studio is always run- the Amazon entry into the the British Virgin Islands, team has grown from 18 to ning. As fast as we shoot the market, and the Noon ven- and has registered offices in over 170 people, grouped products, they get on the ture. The appetite to invest the UAE, Saudi Arabia and among different depart- website for our customers. in the sector is now growing, Iraq. Following a transition ments, including operations, Our sourcing and data entry and I believe it will reach period of a few months, Al sourcing, technology and team is big as well because a peak in late 2017 till the Maeeni took full charge of development, photography every single day we add over end of 2018. The reason is Elephant Nation by the end and marketing. “In the be- 250 new styles to the web- that the MENA’s total spend of 2016, enabling Agha to ginning, the biggest challenge site. That is one of the most online compared to offline is fully focus on the new ven- was to assemble the right important things we offer. Our product range is always updated; every single day you will find new products on our website.” This rapid growth has, of course, not been without challenges. “Exactly because our growth is so fast-paced and our plans are so big, our other major struggle has been to get employees, investors, and suppliers to believe that we actually can deliver on the promise and the ag- gressive numbers we have sought out to achieve. Today, we have a proven track record and a concept that has achieved and sustained growth rates at or above the expected benchmarks, during which we have gained great Elabelz offers over 21,000 fashion products traction. It is only due to us for men, women and children believing in our vision.” >>> www.elabelz.com www.elabelz.com

september 2017 Entrepreneur 71 start it up ecosystem | who’s got VC | Q&A | STARTUP FINANCE

‘TREP TALK we had in the UAE in 2009 Elabelz CEO Nooruldeen and 2010 when e-commerce Agha’s tips for entrepreneurs had just started, but no one understood how exactly it 1. As an entrepreneur, should work. Also, a very you live by a different important note here is that set of rules Iraq doesn’t have infra- “From the moment you start structure that supports the up your business, no day will e-commerce sector like we be ‘business as usual.’ In the have in the GCC. That meant fast-growing entrepreneurial that we had to build our ecosystem that we have today, on-the-ground operation, you need to be vigilant, fast from consolidating to ship- and on point in every action ping to collect on delivery you take. Clearing out your (COD) service. We do it all email inbox is not your main in-house. Being a pioneer in target anymore. Getting the a market as big as Iraq, with world to move in the direction 30 million people and with you want is what you wake customers who are eager up to do every day as an to get the same quality of entrepreneur.” services offered in the GCC, is one of the most important 2. Get a great team things we needed to achieve together “A company is in order to build a brand simply a group of people. Make name that would be associ- sure you have the greatest ated with fashion all over the people you can find in order to region and beyond.” build with them the greatest company in the world.” “the good thing about starting in Dubai, in particular, is the availability of talent. A lot of 3. Manage your Nooruldeen Agha, eager young minds want to be a resources (and your founder and CEO, Elabelz part of a vision, want to take part time) in a success story. People want “Learn the art of delegation. to build something big and/or You can never do everything Although hesitant to talk eager young minds want to be part of something big, which right, and your opinion will about the company’s finan- be a part of a vision, want to makes a great environment for not always be right. As an startups in the region.” cials, Agha reveals that he take part in a success story. entrepreneur, you will always put his own skin in the game, People want to build some- As Elablez gets set for its be changing your mind, so and later received funding thing big and/or be part of next phase of growth, Agha let your team be creative and from four angel investors. something big, which makes notes that one of the main give them the freedom to “When it comes to tech or a great environment for challenges the company make mistakes and learn from e-commerce, there is still startups in the region.” will face will be sustaining them. Your job is to guide this resistance from investors to Not long after the Elabelz the same customer service creativity to serve the bigger understand and believe that team built a solid base in level that they are provid- vision which you and your team this sector is the future,” he Dubai and a few of the neigh- ing at the moment. “The key share.” explains. “It is where the boring countries, their eyes in e-commerce is how good world is going and where were set on Iraq, which was the products are and how 4. Set clear goals for money should be shifting to, a case study of how quickly fast and seamless can we your business just like that shift happened and how well they could get them to our customers,” “Be clear on how you will in the US before. We are enter an underdeveloped Agha says. “This is one of make money and how you getting there, but at a slower market, Agha remembers. the main aspirations that we can be profitable. Don’t start pace than we should. Still, “We wanted to test and see have at Elabelz- to deliver a company thinking, ‘I want I believe our region today is if we would be able to enter a service to our custom- to do what I love.’ Sometimes very attractive for entrepre- and operate in a market that ers which we have always what you love cannot generate neurs and investors since it had hardly seen the concept dreamed of receiving as scalable revenue. That is called is going through its biggest of buying online before,” customers. For that rea- having a hobby, which costs growth ever. In addition, the he adds. “Our customers in son, we will continue to be money, and doesn’t make you good thing about starting in Iraq have one main ques- relentless in maintaining and an entrepreneur.” Dubai, in particular, is the tion, and that is: ‘How do I improving the service level availability of talent. A lot of buy?’ It was something that delivered to them.” www.elabelz.com

72 Entrepreneur september 2017 www.gitexfuturestars.com

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Tarek and Andrew Kabrit, Seez is more like Shazam for prospects, among others. “Over co-founders, Seez cars- if you spot the make/ the past year, we added two model of a car you’d like to new features that had a great own on the roads, click an reception with our users,” image of it on the app, and its Kabrit says. “The first is a price machine learning and artificial estimator to find the value intelligence capabilities will of any car, and the second is find out someone around you location-based contextual mar- who’s selling it, assess its fair keting. We realized that one of market value for you, and its the problems for buyers or sell- personal car buying concierge ers is connecting logistically, chat bot Cesar will also aid the and finding a time that works negotiation process. for both to meet and check out So, how did Seez come into the car. So, we introduced the being? “We were walking on ParkCar feature, which allows the street in Beirut, and saw buyers to park the car they are a Mini Cooper we liked, so we interested in, and next time started checking it out and they drive into a mall or a wondering how much a car complex, they get a notification like that would cost… While telling them that there are 2-3 we were peeking into the car, cars similar to the ones they the owner came by and we want at the mall at that point chatted with him, [and it] that are for sale.” turned out the car was actually As the region welcomes a for sale,” Kabrit remembers. new generation of car buyers This got him thinking about open to new models and ways a technology that could help of buying, Kabrit believes such enable transactions of a similar a trend has been met with an nature. “Cars are usually the equal evolution in marketplac- second most expensive things es. As companies like SellAny- people buy, and to have such Car, Dubizzle, CarSwitch, and inefficiencies in the process others are addressing the need doesn’t make sense,” he says. by coming up with value-added Seez was founded in 2015 by services, Kabrit stresses that Tarek and Andrew Kabrit, and he doesn’t see Seez fighting for the app launched with two key a piece of the marketplace pie. features- a machine learning “We see ourselves as a pure enabled search engine feature tech company, where we use that provides information on AI and machine learning in cars with images as input, and almost all of our features- im- other, a marketplace model age recognition, price predic- wherein people can list their tor, and chatbot. We obviously The AI-powered Seez app is all set to cars with Seez to receive bids augment the AI systems with change the way you buy cars and offers from potential buy- manual/human work to ensure ers. a seamless experience for our By Sindhu Hariharan Given that any enterprise users, but with time, we aim with a search engine model to fully automate the search e’ve all been there: asking for needs critical mass before process for buyers.” But are recommendations from social circles, chasing monetization, Kabrit the region’s consumers ready relying on online classifieds, and visiting says the Seez team is currently to make one of their major W focusing on two key things- investments relying on a niche numerous showrooms before we zero down on a car to buy. In fact, according to Tarek Kabrit, the proving that the service can tech with high novelty factor? be monetized, and building Kabrit believes so. “Initially, co-founder and CEO of tech startup Seez, people a product that solves a real Seez might be a niche solution, spend an average of 17 hours in this process, problem for users. The startup, but over time, we definitely and he believes that as our cities get smarter, however, has planned for see it as more of a mass market our efforts to buy a car should evolve positively various revenue streams to tap solution,” he says. “At this in the near future, including stage, it is free and not mutu- as well. Seez is an app that helps you search, a freemium model for users ally exclusive, so there is very shortlist, and negotiate deals on a car of your “seezing” cars, and charging little opportunity cost to try it choice- but it isn’t just another cars marketplace. sellers a fee to connect with in parallel with your manual

74 Entrepreneur september 2017 ecosystem | who’s got VC | Q&A | STARTUP FINANCE start it up

search. That said, like every Seez recently new tech there will surely be launched a “slimmed- an education period to explain down version” of the our service and features to the app called Seez R, users. But regional users have which focuses on proven to be more than ready three key utilities: to take up new technologies in image search, price estimator, and a the past.” personal concierge With over 16,000 cars cur- chatbot. rently listed in the marketplace The Seez team side of the business, and 80% “I think we surely of users said to be returning underestimated capital firms Wamda Capital Dubai. As for markets, Seez to the app with an average the technical (where Tarek was a Managing is clear that while the MENA of three daily sessions, Seez, complexity of Partner earlier), Phoenician region is the perfect launch which is based out of the UAE, what we were Funds, and B&Y Ventures in pad for them, they consider seems to have had a fairly posi- building when June 2017. “We have been themselves a global service. A tive run till date. Even as the we first started, fortunate enough to raise some cryptic Kabrit says their next lean team perseveres at adding probably funding that allows us to keep market “can be KSA, but it new features to the app, it has focusing on the product for the can also be the UK, or even the grown its returning users by because I am short-term, before the pressure US.” Along with constant addi- over 80% since the launch, not a technical to monetize at scale kicks in,” tions and revisions to the app’s and says a steady stream of founder.” Kabrit says. features, Seez also launched inquiries on big-ticket partner- With a founding team that recently a “slimmed-down ships have also been coming in. has a wealth of tech and busi- version” of the app called Seez Perhaps it’s on the back of this ness management experience, R, which focuses on three key growth trajectory, coupled with one may think they have had it utilities: image search, price the founders’ strong industry all fall in their laps, but Kabrit estimator, and a personal con- experience (Tarek and Andrew says that it wasn’t at all easy. cierge chatbot. each have around 10+ years ex- The team has had its share of They say fortune favors the perience in management con- delays and obstacles along the brave, and one can’t help but sulting/private equity and big way, but believe they are over- notice that the Seez team has data/IT project management all still on track on their “road been quite brave to pack in respectively) that the startup to one million downloads” various emerging technologies has managed to raise US$1.8 strategy. Kabrit admits that from AI to image recognition million in seed funding just a finding tech talent in the region to geo-marketing etc. into its couple of years into the launch. proved to be a huge challenge, product. I ask Kabrit if that Pitching in for this round were leading to bringing in a team of strategy has worked well for undisclosed regional angels and five Danish engineers special- them, or if they have bitten off three MENA-focused venture izing in machine learning to more than they can chew, >>>

The NOW Money app www.seez.co www.seez.co

september 2017 Entrepreneur 75 start it up ecosystem | who’s got VC | Q&A | STARTUP FINANCE

and his plain-speak response simplify things and focus on ‘TREP TALK many great businesses in is sure to be useful for all one problem, and solve it really the West that we can adapt you emerging entrepreneurs. well- the car search problem.” Tarek Kabrit and bring to the region. No “I think we surely underesti- As for Kabrit himself, he’s Co-founder need to reinvent the wheel mated the technical complex- pretty glad about having moved and CEO, Seez as adapting something that ity of what we were building from the corporate world to exists elsewhere mitigates when we first started, probably life at a startup. “Working What are your top tips for a lot of the market and because I am not a technical on a startup has been very an entrepreneur to start a tech risks associated with founder,” he says. “If I knew refreshing in a way; there are business here in the MENA startups; then it becomes two years back what I know no politics, perception, and region? an execution game.” now, I would surely not have other things that are common “After completely indulging launched all those features in the corporate world… There in this space, I noticed that What is your outlook on together, but we did, we strug- is just you, your product, and there is very little new infor- the MENA’s tech startup gled at times, but we made your users- so you better make mation that you can’t get ecosystem? it. Going forward, we want to it count.” by reading a few books and “I think the ecosystem is articles: pick the right team, definitely evolving fast in big market, solve a problem, the region. From VC funds listen to users, do things to accelerators to support that don’t scale etc. But in systems, and even govern- reality, it is not just about ments, there seems to be A boost for financial ‘knowing’ these things, but a very healthy buzz around inclusion about figuring out what to startups lately. This coupled apply, when, and how. with a few success stories NOW Money raises US$700,000 from Accion That said, if I really need has gotten people excited Venture Lab and Newid Capital to summarize three key about this space. For the findings I would say: [First], longest time, whenever AE-based fintech NOW Money said, “Accion make sure your timing people wanted to talk about startup NOW Money Venture Lab and Newid Capital is not off, so many great exits it was always Maktoob Uhas managed to attract are specialist VCs for fintech companies came too early and Zawya only, now there US-based venture capital (VC) companies that work towards and eventually went under. are over 20 sizable exits firms Accion Venture Lab and financial inclusion. This means [Second], make sure your including Souq with close Newid Capital with its technol- that the expertise and support product solves a real prob- to a $1 billion valuation, ogy that promotes financial that they can offer is unparal- lem and double check that and Careem seems to be inclusion of the Middle East’s leled.” Owing to the nascent people actually care about on track for an even higher unbanked population. The fintech ecosystem in the region, you solving that problem. valuation. Those two com- startup announced in August which, according to Dillon, “isn’t Some founders jump to panies have proven that you that it has raised an investment very well understood globally,” conclusions about what us- can build billion-dollar busi- of US$700,000 from the afore- the NOW Money team spent ers want because it sounds ness focusing on the Middle mentioned VC firms as part considerable time explaining logical or because they think East. With over 300 million of its seed round, a year after their business impact to the that way themselves, but people and very favorable raising an initial seed funding of investors. “We hope this will be in reality, most of these are young demographics and $500,000 from an undisclosed the first of many US venture just assumptions that need exceptional mobile penetra- investor. NOW Money plans to capital investments in the to be very well tested before tion, there is no reason why extend the reach of its services region, and will help to grow the jumping in. [Finally], no the region can’t be a very across the UAE, and also ex- ecosystem further,” he said. need to try and be original sizable and lucrative market pand to other GCC nations with Dillon added that while they for the sake of it, there are for most startups.” the latest financial boost. didn’t specifically chase funding Commenting on the invest- from investors based in the ment, Ian Dillon, co-founder, West, it was a conscious decision to work with Accion and in the Middle East region, our options. Over the last two Newid, given their expertise in first investment into a wholly- years, the fintech startup has this space. Both Accion Venture digital neobank, and our first been carving a brand reputation Lab and Newid Capital are opportunity to focus on reaching for itself within the region with investment entities focused on low-income migrant workers.” recognitions like being declared ventures that positively impact NOW Money is a mobile bank- IBM’s Startup of the Year 2016, the financially underserved. Ac- ing technology service that aims Global Women in STEM Best cording to a statement by Amee to bring the migrant blue-collar Startup 2016, and also as the Parbhoo, Director of Invest- workers in the Gulf region and GCC regional winner of The Ven- ments, Accion Venture Lab, other low-income population ture 2017, a challenge organized the firm’s investment in NOW into the ambit of the financial by Chivas that seeks to reward Money marks a number of firsts systems, and also offers them social enterprises from all over for them- “our first investment a range of low-cost remittance the world.

76 Entrepreneur september 2017 Tonye Cole

TNoigneyreia Cno oliel tycoon & member, UN advisory board for SDG fund. Nigerian oil tycoon & member, UN advisory board for WSDeGn tf ufrnodm. bankruptcy to co-found energy giant Sahara Group. Went from bankruptcy to co-found energy giant FSoauhnardae Gr roofu Npe.hemiah Youth Empowerment. Founder of Nehemiah Youth Empowerment.

Hear from him and other champions of change at #GWEF17. Hear from him and other champions of cwhwanwg.we ialfto #ruGmW.EcFo1m7. www.wilforum.com

For more information on the exhibition go to www.cityscapeglobal.com, or call +971 4 407 2579. start it up ecosystem | who’s got VC | Q&A | STARTUP FINANCE

With industry giants Netflix and Amazon having recently ”We got funded!” entered the region, Sheikh A look into how STARZ PLAY Arabia and Wego acknowledges that while they have an opportunity secured their latest fundraising wins- and what one to get acquainted with best can expect to see from them in the future practices of such peers, STARZ PLAY Arabia “con- By Sindhu Hariharan tinues to stay ahead of the game by offering value for money, exclusive content, STARZ PLAY Arabia “We initially launched with and a localized user experi- Maaz Sheikh, arabia.starzplay.com around 3,000 hours of ence.” With its current CEO, STARZ PLAY Arabia content, and this has now pricing model starting at STARZ PLAY Arabia, a sub- increased to 6,500 hours AED30 per month, Sheikh Sheikh credits this and a scription video on-demand in 2017,” says Maaz Sheikh, considers their service “a “continued support from service catered toward the CEO, STARZ PLAY Arabia. premium yet affordable” industry giants and strategic Middle East, announced “Since our launch, we have service catered specifically investors” for STARZ PLAY in July that it had raised also introduced Arabic and toward this region, with one Arabia’s success in introduc- a third round of funding, French language content as of its differentiating factors ing various service enhance- which now brings the total part of our service. Our aim being partnerships with the ments over the years. This amount of investment in the is to continue to add more region’s telecom operators, includes a download function 2015-founded enterprise to relevant and up to date TV which allow for customers for offline viewing enabling US$125 million. The finan- series and movies as the year to easily subscribe to the subscribers to save their cial boost comes in from new progresses.” STARZ PLAY Arabia service. favorite content to personal and existing investors including international media and entertainment company STARZ, global asset manager State Street Global Advisors, and technology investment firms SEQ Capital Partners and Delta Partners. The digital streaming service plans to utilize the new funding proceeds to primarily enhance its customer experience, acquire new programming content, and enter additional markets. STARZ PLAY Arabia is American television network STARZ’s first branded streaming service outside of the US. Besides having a collection of Hollywood movies, international TV series, and children’s entertainment, the digital service also streams dedicated Arabic content to 19 countries across the MENA region.

“The MENA media ecosystem is going through a major shift as the business model of broadcast and linear TV gives way to on-demand streaming behaviors. The challenges to this legacy business model are creating opportunities for emerging players such as

STARZ PLAY.” arabia play starz credits IMAGE

78 Entrepreneur september 2017 devices and watch offline, Headquartered in Dubai, ‘TREP TALK additional telecom partner- STARZ PLAY Arabia says Maaz Sheikh, CEO, STARZ PLAY Arabia ships in North Africa, and it has signed up more content agreements with than 700,000 new paying Based on your track record funds, entrepreneurs should not major Hollywood studios. subscribers since its launch of raising funds in the compromise on the type and “During the last three years in 2015. In May 2017, the MENA region, what would number of investors.” our team has acquired a platform reported a total of be your top tips for the re- unique e-commerce skillset 95 million viewing sessions gion’s small businesses and What is your take on the for the high-growth mar- across the MENA region, startups to pitch and clinch MENA region’s current busi- kets in the world. We will earning them the status of funding for their ventures? ness ecosystem? continue to leverage that 11th most visited website “Beyond the obvious idea, “For our industry, the MENA skillset, and plan to expand in Saudi Arabia, and 25th market size, and business region offers a unique op- beyond the MENA region in the UAE, according to plan, I think investors invest in portunity due to a combination into markets that offer simi- SimilarWeb’s data. Speaking a team. When starting from of favorable factors such as lar economic opportunities about the company’s long- nothing, ambition and convic- population, demographics, in the media and entertain- term strategies, Sheikh be- tion are good, but humility smartphone penetration, and ment sectors,” he says. lieves that “even a year can and flexibility are even more mobile broadband growth. The seem like an eternity” in an important. For us, having an MENA media ecosystem is go- “Beyond the obvious idea, market industry such as theirs. “We experienced management team ing through a major shift as the size, and business plan, I think have adjusted and pivoted was the most important aspect business model of broadcast investors invest in a team. When elements of our business of our fundraising success. and linear TV gives way to on- starting from nothing, ambition hundreds of times since When pitching for funding, demand streaming behaviors. and conviction are good, but our inception three years entrepreneurs should always The challenges to this legacy humility and flexibility are even think of creating lasting and business model are creating op- more important. For us, having an ago, and we will continue to experienced management team listen to our fan base while long-term shareholder value. Fi- portunities for emerging players was the most important aspect creating long-term value in nally, despite one’s zeal to raise such as STARZ PLAY.” of our fundraising success.” the company,” he says.

WEGO www.wego.ae

Online travel marketplace Wego has got into a strategic partnership with Middle East media conglomerate MBC Group, with the latter making a “significant amount” of investment in the online travel marketplace. It is a part of the portal’s larger Series E funding round, valued at US$12 million. Wego uses a proprietary technology that searches and compares travel deals from “hundreds of airlines, hotels and travel agency websites,” thus helping users find the best deal. Founded in Singapore in 2005, during the early days of the marketplace model, Wego is now dual-headquartered in Dubai According to Wego co-founder and ness Development and Senior Product and Singapore, after experiencing rapid CEO Ross Veitch, MBC was the “obvi- Manager] and Fadel Zahreddine growth across the MENA region. Prior ous people” for them to reach out to [MBC’s Group Director of Brand Man- to the current round, Wego had already for its Series E round given the media agement- Marketing] by some venture raised close to $45 million over four company’s support to various online capital friends,” he says, alluding to the rounds (Series A to D) from global companies. “We’ve worked with vari- importance of professional networks tech investors including the US-based ous teams at MBC for several years for entrepreneurs. “MBC is not unfa- Tiger Global Management, Singapore’s now, but the investment conversation miliar with the online travel category Crescent Point, and SquarePeg Capital became serious after an introduction to and we weren’t surprised to learn that from Australia. Amin El Husseini [MBC’s Mobile Busi- they shared our views on the size >>> credits starz play arabia arabia play starz credits wego credits IMAGE IMAGE

september 2017 Entrepreneur 79 start it up ecosystem | who’s got VC | Q&A | STARTUP FINANCE

‘TREP TALK both online and ing,” he says. “Back in 2005, Ross Veitch, co-founder and offline. “MBC when we first launched CEO, Wego obviously has Wego, we were targeting some powerful the markets of Southeast Based on your experience in media platforms, Asia, and there just wasn’t raising funds in the MENA production enough online travel agen- region, what are your three capabilities, cies or suppliers selling top tips for the region’s and knows more online at scale at the time. startups to pitch for funds? than a thing We were obviously aware “[Firstly], keep in mind that Fadel Zahreddine, MBC’s Group Director of Brand or two about of this, but believed that all startups are different, so Management signing the partnership with Wego co-founder Ross Veitch building strong the online travel markets be very careful when taking brands in the re- would develop a lot faster generalized advice from other of the opportunity and the gion, so we plan to leverage than they actually did… But entrepreneurs about anything, king-making role that TV our new partner as much as what doesn’t kill you makes including how to go about rais- advertising can play.” possible.” Wego also aims you stronger, and we learnt ing investment. As part of the partnership, to focus on team building, quite a few things along the [Second], I personally engage Wego’s app and website and says it’s on the look out way that turned out to be in some tech angel investing will be promoted across for “talented and passion- very good conditioning for and see a lot of startups at MBC Group’s various media ate digital marketers, data approaching the markets of a really early stage. I often platforms, throughout the scientists and designers” to the Middle East.” advise founders to forget about year. “As we incorporate join them in Dubai fundraising and instead focus more video-based edito- and Cairo. on getting a 1.0 version of the rial content and product It’s taken a good product out the door, and iter- merchandising to Wego’s 12 years for Wego ate until they get some signifi- online travel marketplace, to reach where cant traction with real users. At there is obvious cross-over it is today, and that point you can have a more potential between MBC’s Veitch notes that meaningful conversation with programming and Wego’s it wasn’t an easy potential investors, and you’ll online services,” says Veitch. journey by any end up giving away less of your He adds that proceeds from means. “Our big- Wego company in the process. the round will be used gest miscalculation office in [Third], for early rounds you primarily in marketing, was market tim- Dubai really need to run the process yourself rather than hiring an advisor to do it for you. All investors want to meet the Ross Veitch, co-founder and CEO, founders or promoters before Wego investing, and for an early- stage company being able to hustle enough to get in front of investors and then pitch them convincingly is a good proxy for the skills you’ll need to get your company off the ground. For later rounds I encourage founders to engage an advisor, typically an investment banker, to help manage the process. It’s still a lot of work but the process will run a lot smoother, faster, and with a higher prob- ability of a successful outcome if you have a dedicated team focused on the task rather than you trying to do it all yourself on top of everything else involved in running a company. In our case we worked with the investment banking team at Arqaam Capital, who were very professional.” credits wego wego credits IMAGE

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Abu Muadh, founder, The jury panel Smart Labour presenting at Expo Live grant at Expo Live presentations

Dionyssia Lyra, founder, ICBA Winners of the Expo presenting at Live grant at the Expo Live presentations day

a digital solution attempting to solve Innovation for good Egypt’s road congestion by mapping the Five Middle East startups among 29 winners of Expo Live’s city’s formal and informal transport grant for social enterprises networks. Commenting on how the Expo Live grant can help bring a change, Expo Live s Dubai’s much-awaited Expo to showcase their work at Expo 2020, Vice President Yousuf Caires said in a 2020 promises to bring in oppor- a world Expo in the Middle East, Africa statement, “These are real change-mak- tunities for small businesses and and South Asia region that expects large- ers addressing our world’s most pressing A entrepreneurs, one of its initia- scale attendance from businesspersons challenges; they are visionaries who are tives implementing this objective, Expo and policymakers worldwide. determined to see their projects bring Live, has announced monetary grants to Among the 29 projects that have meaningful change to those that need it. 29 social innovation projects from 22 benefitted from the first set of grants are We are fortunate to have them on our countries, including five Middle Eastern five Middle East-based startups -three program, and look forward to walking by startups. According to a statement, Expo from the UAE, and two from Egypt- that their side on their path to success.” Be- Live, while not disclosing the amount aim to improve lives of people across the sides the MENA, the other recipients of for each project, says it would grant up globe with their digital solutions. The the grant originate from countries such to US$100,000 per initiative under its three UAE-based organizations include a as Bangladesh, Rwanda, Chile, Nepal, Innovation Impact Grant program. digital learning platform for blue-collar Kenya, Slovenia, among others. Launched by Dubai Expo 2020, Expo workers Smart Labour, the International The Innovation Impact Grant program Live with a fund of $100 million on offer, Center for Biosaline Agriculture (ICBA), is open for submissions twice a year seeks projects “offering creative solu- a non-profit agricultural research center (next cycle opens in September 2017), tions to pressing challenges that impact established to develop agricultural pro- and it recognizes creative solutions fall- people’s lives or help preserve our duction systems in desert environments, ing in the purview of Dubai Expo 2020’s world- or both.” Kicked off in January and Ver2 Digital Medicine, an e-health themes of opportunity, mobility and 2017, Expo Live says it will support win- services platform. The beneficiary sustainability. Organizers say they re- ning projects through “funds, business startups from Egypt are Yomken.com, a ceived 575 responses to their initial call guidance, promotion and acceleration.” “crowd-solving platform” that connects for proposals, which was then narrowed In addition to the aforementioned sup- businesses to the right solutions from down to the 29 winners. port, the winners also get an opportunity the crowd, and Transport for Cairo, www.expo2020dubai.ae/Expo-Live images © expo live live expo © images

82 Entrepreneur september 2017 Entrepreneur Middle East East SINGLE PAGE W203xH273 E.indd 1 8/22/17 12:40 PM