Entrepreneur Middle East's

It’s not just about the money Three steps to raise (smart) capital for your enterprise

On the right track 11 factors that Nothing ventured, highlight the nothing gained maturing of the MENA Entrepreneurs are known for being entrepreneurial capable of creating prosperity, but how do they handle the burden ecosystem of their big ideas and dreams?

The Recap Powering Enterprise the future Agility Access Power founder and Executive Chairman Awards 2017 Reda El Chaar This Lebanese entrepreneur is at the head of an enterprise developing renewable energy projects worth over US$1 billion in 23 countries across Africa and Asia

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34 The 2017 edition of Entrepreneur Middle East’s Enterprise Agility Forum, presented by du

22 44 34 32 INNOVATOR: THE RECAP: THE RECAP: INNOVATOR: Powering the future Enterprise Agility Awards Enterprise Agility Forum Focused on impact Reda El Chaar, founder and 2017 2017 Deliveroo co-founder and Executive Chairman, Access A look at the winners of the A round up of all the topics CEO Will Shu Power fourth edition of Entrepreneur discussed and insights shared The entrepreneur behind Meet the Lebanese entrepre- Middle East’s Enterprise at our 2017 Enterprise Agility one of Europe’s most neur at the head of an enter- Agility Awards, presented Forum, presented by du. successful tech startups prise developing renewable by du, which recognized explains how his enter- energy projects worth over prominent business leaders 62 prise made it to where it US$1 billion in 23 countries and enterprises across various CULTURE: is today. across Africa and Asia. sectors. LIFE Nothing ventured, 28 nothing gained INNOVATOR: Entrepreneurs are known Maximizing value for being capable of creating In conversation with prosperity, but how do they Monty Mobile founder and handle the burden of their CEO Mountasser Hachem. big ideas and dreams?

45 Wissam Younane, CEO, BNC Publishing, giving his welcome address at the Enterprise Agility Awards 2017

JANUARY 2018 Entrepreneur 3 Entrepreneur ME MPR dps W406xH273 E.indd All Pages 11/28/17 5:16 PM Entrepreneur ME MPR dps W406xH273 E.indd All Pages 11/28/17 5:16 PM 60 YEARS OF ADVENTURE AND DISCOVERY

CA109399_Superocean Heritage II_406x273_Entrepreneur-English.indd Toutes les pages 11/08/2017 10:11 60 YEARS OF ADVENTURE AND DISCOVERY

CA109399_Superocean Heritage II_406x273_Entrepreneur-English.indd Toutes les pages 11/08/2017 10:11

LIVE IN THE LARGEST TOWNHOUSES IN DUBAI

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22 Reda El Chaar, founder and Executive Chairman, Access Power

52 84 TECH: CULTURE: SHINY LIFE #TamTalksTech No island unto itself Gadgets and doodads MrUsta.com’s co-founder that you might’ve missed and CEO Ibrahim Colak out on, sourced by a tech believes it’s key for startups aficionado. Yes, it’s okay to ascertain their brand’s to want them all… and no, role in the community. it’s not our fault. 72 66 68 ‘TREPONOMICS: ‘TREPONOMICS: 82 MONEY: MARKETING PRO START IT UP VC VIEWPOINT Making the news The right fit Q&A It’s not just about the money Pace Public Relations’ Bayt.com’s Suhail Al-Masri Catching ‘em young Precinct Partners co-founder Meghan Powers offers lists three steps to help you UAE’s Fun Robotics and Managing Partner entrepreneurs five tips to hire someone who’s in line wants to help build the Amjad Ahmad explains three get their startups the media with your organizational region’s next generation of ways to raise smart capital love they deserve. culture. inventors and innovators. for your enterprise.

56 Cadillac’s “Letters to Andy Warhol” exhibition in Dubai offered visitors a peek into the artist’s personal experiences

12 Entrepreneur JANUARY 2018

CONTENTS january 2018

58 70 CULTURE: TECH: DESIGN THE FIX Building brand relevance Imagine the possibilities With 125 years of history Gene Jiao, President, behind it, Baker Interiors Huawei Consumer Business is all set to shape its next Group - Middle East & century in business. Africa explains how AI is (already) transforming the 78 future of work. START IT UP Q&A Betting (big) on dreams 55 S. T. Dupont Picasso lighters Chef John Buenaventura’s 58 Russell Towner, President and CEO, Baker Interiors Group Cuisinero Uno is making a mark on Dubai’s culinary scene. 74 54 START IT UP: CULTURE: 60 WHO’S GOT VC TRAPPINGS CULTURE: We got funded! ‘Trep gear LIFE The entrepreneurs behind The executive selection for First principles startups Justmop and the entrepreneur on your James Clear writes why Sihatech reveal what went list that has everything. Elon Musk’s success is an into securing their latest Okay, maybe for a little self- example of the power of funding rounds. reward as well. thinking for yourself.

62 Mona Ataya, founder and CEO, Mumzworld

14 Entrepreneur JANUARY 2018 55 S. T. Dupont Picasso lighters MIDDLE EAST

SUBSCRIBE EDITOR IN CHIEF Aby Sam Thomas [email protected] Contact [email protected] to receive Entrepreneur Middle East every issue CEO Wissam Younane [email protected] DIRECTOR Rabih Najm [email protected] CREATIVE LEAD Odette Kahwagi MANAGING EDITOR Tamara Pupic STARTUPS SECTION EDITOR Pamella de Leon FEATURES EDITOR Sindhu Hariharan PO Box 502511 Dubai, United Arab Emirates P +971 4 4200 506 | F +971 4 4200 196 COLUMNIST Tamara Clarke EVENTS LIAISON Mark Anthony Monzon For all commercial enquiries related to Entrepreneur Middle East contact [email protected] CONTRIBUTING WRITERS

Amjad Ahmad Dipika Mallya All rights reserved © 2017. Suhail Al-Masri Sene McKeon Opinions expressed are solely those of the contributors. Fida Chaaban Megha Merani Entrepreneur Middle East and all subsidiary publications in the James Clear Meghan Powers MENA region are officially licensed exclusively to BNC Publishing in the MENA region by Entrepreneur Media Inc. Ibrahim Colak Soukaina Rachidi No part of this magazine may be reproduced or transmitted in any Gene Jiao form or by any means without written permission of the publisher.

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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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EntMagazineME EDITOR’S NOTE

needs to be translated across all layers of the company. As the leader of the enterprise, when inconsistencies within your ACCELERATE SME organization are brought to your attention, it falls upon you, as the CONTRIBUTE. ENGAGE. GROW. captain of the ship, to ask some tough questions of yourself, and how you manage your people and your business. For instance: are you expecting your people to be simply servient and just going through the motions, or can you depend on them to do their work in DISCOVER HOW TO ACCELERATE YOUR BUSINESS the most efficient and effective way they can? When they see a fault in the way things are done, do your staff feel empowered enough to call Powered by Thomson Reuters, Accelerate SME is the gateway to the out such mistakes, and perhaps SME ecosystem in MENA; providing access to the resources and solutions more importantly, are their voices Say no to the status quo being heard? In terms of organiza- needed to support you at any business stage. Agility needs to be seen in everyone at an enterprise tional structure, are the chains of (and not just in the people running it) command you have in place helping move the company forward, or are We have joined forces with some of the region’s most powerful financial they simply dead weight dragging gility in entrepreneurs The curious thing about the or- it down? and workflow solution providers to service and support your specific needs. (and in the enterprises ganizations where I spotted these Now, yes, all of these are difficult As a member of Accelerate SME you can access a wide range of business they run) is something flaws was the disparity between things to ponder upon, but as we at Entrepreneur the almost idealistic paradigms the we usher in a new year, it’s well resources including, funding, online community, industry insights, tools Middle East have al- company’s leaders told the media worth our time now to make sure and easy-to-use templates. Aways celebrated, and so, I admit to they run their enterprises with, our enterprises are well-equipped have been a little taken aback when versus what was actually happen- for all of the opportunities (and I recently got to see first-hand how ing on the ground. challenges) that the future will certain organizations, which I had Sure, every business leader out bring. And entrepreneurs, please, thought of as being ahead of the there wants to present the best remember that it’s okay to find game thanks to the visionary ideas versions of themselves and their (or be shown) flaws within your of their leaders, were (at least in companies to the world, and this organization- what’s not okay is to the instances that I got to work is especially true of entrepreneurs let them remain as such. with them) actually grossly inef- whose startups are, more often ficient, and, well, bogged down by a than not, a lot more chaotic than Make change happen in 2018! steadfast adherence to inanities in they are made out to be. But when the name of processes. an organization’s flaws come across Now, before all of you manager- rather blatantly in the public- types come at me with a “processes facing areas of the business –be it are there for a reason” lecture, let customer service, HR, or, yes, even me assure you that I respect rules media relations- then this discon- that allow for people at a company nect between the company’s lead- to be effective and efficient- but ership and its employees calls for that doesn’t mean your employees further scrutiny. After all, the idea are to blindly follow bullet points of being agile, taking ownership of off a list for no other reason than, what one does, and doing things Aby Sam Thomas well, because “that’s the way we do the best way they can be done is Editor in Chief it,” or, worse, because “that’s the not something that’s restricted to @thisisaby way it has always been done.” the C-suite of an organization- it [email protected] FIND OUT MORE AT ACCELERATESME.COM

18 Entrepreneur JANUARY 2018 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 pictures

Ramesh Jagannathan, MD, NYUAD startAD The winners of startAD’s Hardware Venture Launchpad

A scene from startAD’s The participants at startAD’s Hardware Venture Launchpad Hardware Venture Launchpad

Innovation at work solution Maia Systems (led by CEO UAE’s hardware startups showcase their solutions at startAD’s Saeed Alnofeli) was recognized for its Hardware Venture Launchpad Demo Day technology that collects speed, location, overall exertion and performance data of racing camels, Team Stealthy’s hile entrepreneurs in from the UAE startup community, medtech wearable device (devised by emerging ecosystems like and at the end of the program, three CEO Nadiya-Keya Siddique and team) the MENA need all the teams emerged as winners, winning a was rewarded for its monitoring capa- support they can get for prototyping grant that can help them bilities that help enhance well-being Wgrowing their business, further develop their products. of women pre- and post-pregnancy. those working on starting and scaling “Unlike software startups, which SMADO, a smart automation lock a hardware startup do need special need little to no upfront capital device, spearheaded by CEO Midhun assistance. Recognizing the clichéd investment, hardware startups need Sankar and team, enables users to but true saying that “hardware is significant infusion of resources, and control doors via Bluetooth. hard,” New York University Abu Dhabi a strong business model that has the In addition to these three winning (NYUAD’s) startAD platform recently manufacturing details ironed out be- concepts, startAD also recognized organized a one-of-its-kind support fore seeing the light of day,” Ramesh team Project Realise (a team that’s program for hardware startups in the Jagannathan, Managing Director of working on recycling thermoplastics UAE supported by IBM, GE and Cres- startAD and Vice Provost for Innova- into 3D printer filaments) with a trip cent Enterprises. tion And Entrepreneurship at NYU to China to work with startAD part- Aiming to bridge the gap between Abu Dhabi, noted in a statement. “It ner labs and gain exposure for their emerging product startups and indus- is a challenging task, but startAD is cutting-edge hardware solution. The try stakeholders, startAD’s Hardware committed to helping to make Abu three winning teams (along with Pro- Venture Launchpad held its Demo Dhabi the global epicenter for hard- ject Realise) were also awarded IBM Day at NYU Abu Dhabi on December ware innovation.” cloud credits of up to US$120,000, 13, 2017. Over 20 teams from emerg- The three winning UAE-based and get an opportunity to be consid- ing hardware companies participated teams, who received the prototyping ered for mentoring and seed funding in the program, and showcased their grant includes Maia Systems, Team by startAD. solutions to investors and others Stealthy, and SMADO. While big data www.sites.nyuad.nyu.edu/nyuadstartad images © startad startad © images

20 Entrepreneur JANUARY 2018

“our goal is to put as many megawatts as possible on the grind to light up as many schools, homes, and so on, and later on, it is to create the largest pan-emerging market utility within the renewables sector.”

Reda El Chaar, founder and Executive Chairman, Access Power mages courtesy oln | www.oln.net | oln courtesy I mages

22 Entrepreneur JANUARY 2018 innovator

A very ambitious target of building Access Power meant taking part in a seismic shift to radically change the energy sector, filled with conservative, well-entrenched incumbents. Five years later, however, Access Power has a development pipeline of 1,000 MW in 15 African countries, and of 500 MW in eight countries in Central Asia- all collectively worth over US$1 billion. The key to this, El Chaar explains, was in tapping into an uncrowded Powering market niche. “When you go into highly fragmented emerging markets, it means that there is no single market that can deliver a high turnover,” he says. “Instead, the future you need to go to multiple countries and do smaller size Access Power founder and Executive Chairman projects, and in an aggregate, they become big. What Reda El Chaar power projects (IPP) sector, happens if you are a large and, very quickly, in the first utility, which are generally year, we became a very suc- extremely big companies, This Lebanese entrepreneur is at the head of an enterprise cessful consultancy, advising is that you have heavy developing renewable energy projects worth over US$1 billion on all IPPs from Morocco to overheads, and it becomes in 23 countries across Africa and Asia Oman,” he says. “The vision less economical for you to do has always been to become small projects in small frag- By Tamara Pupic the developer, owner, and mented markets. You look for operator of power plants, big markets where you can but the consultancy business deploy strategies of scale. ince the trend prospects for entrepreneurial was a building block to ac- On the other hand, we found towards greener, achievements in this sector crue the capital to get there. our niche because we limited more sustainable lay within his own area of When people heard that I our overheads, and by doing energy solutions expertise. Having moved was going to start a utility that, we were able to go into started quite to the UAE in 2003 from company with AED100,000, smaller countries, do smaller some time ago, Lebanon, El Chaar started they thought I was mad. size projects, and eventually Sthe prevalent his career in the energy sec- But I told them that I had a become a very attractive question has been whether tor first at Unilever, followed plan and that was to build platform. We managed to it is just a fleeting fad, or it by a five-year stint at ACWA my cash through consul- aggregate very large MWs, offers viable business oppor- Power, where he helped it tancy services, and then to and became an interesting tunities for the long-term. to become one of the largest pivot and move the company target for large utilities. Our The public is now more private power producers in towards becoming a devel- biggest USP, however, is what convinced of the latter, but the MENA region. In 2012, oper, owner, and operator of I call, PowerPoint to power only due to entrepreneurial- being 27 years old at the power plants.” plant. Many large companies minded individuals willing time, he started Access Pow- simply dismiss PowerPoints, to take tremendous risks er “with two desks” (for his “When people heard meaning that they don’t want related to disrupting the wife and himself), and AED that I was going to get into a project at a Pow- utilities sector. To Reda El 100,000 of his own capital. erPoint stage, but when there Chaar, founder and Executive It has since grown into an to start a utility is some more material behind Chairman of Access Power, a employer of more than 50 company with it. Our case is very different. developer, owner, and opera- people. “We started off by We start a project as a Pow- tor of wind and solar power providing consultancy ser- AED100,000, they erPoint, and stay with it until plants in Africa and Asia, vices within the independent thought I was mad.” it becomes a power plant.” >>> mages courtesy oln | www.oln.net | oln courtesy I mages

JANUARY 2018 Entrepreneur 23 innovator

niche that we have.” Time consuming processes aside, Access Power is enabling a wider social change, and that is in addition to providing affordable electricity to a reported 600 million Africans, who still do not have any kind of access to electricity, El Chaar says. For that reason, he is not fond of humanitarian aid, doubting its effects on a society apart from goodie bags donated at official ceremonies of bureaucrats, journalists, and the like. “I don’t believe in the aid approach, because explains that the solution is aid never builds countries, The $19 million Soroti Solar Plant is in being agile in all aspects it’s trade that does that,” he expected to generate clean, of the business. In Zambia, says. “There have been many for example, experts lined aid-driven electrification low-carbon, sustainable electricity up to propose solar power initiatives, and I call them to 40,000 homes, schools, and solutions, whereas Access a bandage approach to aid. Power suggested developing For example, somebody has businesses in the area. the country’s first privately cancer, and you give them a financed wind farm. It is now bandage. We cannot have a One of the first wins the there. But, beyond this, it working on a 130 MW wind bandage approach to aid, but company had was its official requires fundamental and farm concept with grant a trade approach to aid. So, entry into the Egyptian profound understanding of funding from the US Trade aid through trade. We try to market by developing two the people and communities and Development Agency find profitable opportunities, solar PV plants with a total that you are dealing with. (USTDA). “When we went to bring power to people capacity of 126 MWp located Many of our projects are in to Zambia and decided to profitably, so that everyone in the Benban solar park in faraway communities, so far do a project there, we went can benefit from it while the Aswan province of Egypt, that you have to drive for to one of their ministries creating a sustainable eco- with its strategic partner eight hours to get to a major and proposed a wind power system. The aid ecosystem is EREN Renewable Energy. city. It is very important that plant. Their immediate ques- not sustainable, because you Another was in Uganda, last that particular community tion was: ‘Is there wind in give free money, you build a year, when Access Power benefits from your project, in Zambia?’ Or: ‘Can we gener- power plant to some extent, inaugurated the country’s terms of job creation, elec- ate power from wind in Zam- you run out of money, you first grid-connected solar tricity, and so on. They need bia?’” he remembers. “Then, can’t continue, people don’t power plant- a 10 MW to give you, what we call, a we did our PowerPoints, our get electricity, and it’s all utility- in Soroti. The $19 full buy-in, meaning to be- studies, and so on, and today, gone.” million Soroti Solar Plant is lieve in it and become a part everyone wants to do some- Another illustration that expected to generate clean, of it. For example, in Uganda, thing with wind in Zambia. he is walking the talk is the low-carbon, sustainable the people who operate our So, everything starts with a Access Co-Development electricity to 40,000 homes, plant there are all Ugandans. desktop analysis, then you Facility (ACF), a competition schools, and businesses in So, there is a full Ugandan create your contacts there, offering technical and finan- the area. Yet, this is not the team operating the first solar but it does take a lot of time. cial support to chosen utility only value El Chaar, being an project in East Africa. This From the day when we decide projects. Since its inception environmentally and socially gives us the feeling that we that we want to approach a in 2014, ACF has received conscious entrepreneur, aims are giving back directly to the country, to the day when we a significant number of to add to those less devel- community.” get the first project, there can proposals- 55 in 2015, 96 in oped markets. “Doing busi- Identifying an opportunity sometimes take two or three 2016, and 82 in 2017. The ness in Africa takes a lot of that is worth investing the years. In general, I would say winning projects are mainly patience, perseverance, and time and effort that is usu- that it can take anywhere grassroots entrepreneur- you should mix these with a ally needed when dealing between eight months to two ship initiatives, such as this lot of passion,” he says. “If with the complexities of years. It can be a very time year’s proposed energy solu- you lose one of them, you these markets seems to be consuming business, but that tions for Tanzania, Ghana won’t be able to do business an art to master. El Chaar is exactly why we had the and Rwanda. Some of these www.access-power.com

24 Entrepreneur JANUARY 2018 innovator

Reda El Chaar, the last hurdle. That’s exactly founder and “Development what we did.” Similarly, Ac- Executive Chairman, business is one cess Power also launched Access Power Solar Shark Tank, a competi- of the riskiest tion offering a US$100,000 businesses, but grant to the projects in Asia, Africa and Latin America, if you have the in partnership with Dutch right know-how, development bank FMO. El Chaar’s approach to his the right people, business can be summed process and up as descending on a new country in anticipation of a procedures put rush of lucrative infrastruc- in place, you can ture contracts and fewer competitors, yet making manage that risk.” sure that the host country receives not only the needed right people, process and Uganda had failed, we would projects have already come to infrastructure and jobs, but, procedures put in place, have closed up shop. You fruition- one of the two first more importantly, technol- you can manage that risk. think about this risk every year’s winners were a team ogy and skills. The strategy You cannot erase it, but you day. Waking up in the morn- proposing a 50 MW Abiba is, therefore, reversing the can manage it. For the first ing and going to bed at night, Solar project in Nigeria’s Ka- “no risk, only gains” busi- project, the risk was massive. your head is all about the duna State. With the support ness tactic often taken by I had to put $2 million of my risk that you’re taking. But, of Access Power, the team international companies in own money before having it is not the thinking why has secured a $1.25 million emerging markets. When something that could even not to do it. On the contrary, loan from InfraCo Africa, a it comes to financing, El be called a project. Then, in we think of that risk so that multi-government funded, Chaar’s formula is similar- Egypt we put close to $12 we are aware of it and that privately managed company from its inception, Access million of upfront money. we are able to manage it.” By providing early-stage devel- Power has been taking on It is very tricky at an early- having his skin in the game, opment capital and expertise the full development risk for stage, because then you have El Chaar has earned the to develop infrastructure its projects. “Development concentration risk. At that trust of Eren Development, a projects in Sub-Saharan Af- business is one of the riskiest stage, you have one or two French renewable energy de- rica. Once completed, it will businesses, and that is why projects, and if something veloper. The two companies be Kaduna State’s first pri- we have managed to bring an goes wrong with them, you launched a privately funded vately developed renewable entrepreneurial spirit into are dead. At the stage we are investment vehicle —Access power facility, and its first a very non-entrepreneurial at today, with projects in so Infra Africa— to build a port- solar project. “We provide industry,” El Chaar explains. many different countries, we folio of power assets in Africa them [chosen applicants] “It is risky, but if you have have this diversification as a worth in excess of $500 mil- with funding and know-how,” the right know-how, the backup. Initially, it is a bet. If lion. The deal includes Eren >>> El Chaar says. “The entire team will work with us and Access Power and FMO we will help them make their launch second edition projects happen. In Nigeria, of Solar ‘Shark Tank’ for example, three Nigerian Competition for Innovative guys who had worked for Solar Projects big international companies abroad, decided to go back and give back to their country. They put together a specific project for a specific need and then got stuck because they didn’t have enough money to continue. They are exactly the type of people we want to support since they brought in some knowledge, some of their own money, and just needed somebody to help them at

JANUARY 2018 Entrepreneur 25 innovator

InfraCo Africa has have managed to complete now, our goal is to put as announced the signing of two new Developer Services the fastest built power plant many megawatts as possible Agreement with Access on the African continent on the grind to light up as Power and CPCS, worth up ever. It was in Uganda in many schools, homes, and so to a total of US$30m 2015. From the signing of on, and later on, it is to cre- the contracts, to delivering ate the largest pan-emerging the first power on the grid, it market utility within the took 12 months. Historically renewables sector,” El Chaar in Africa, it used to take up says. “My even bigger dream to five years from contract is to take this outside of our signing to delivering power. sector and to be able to build We did it in one year.” pan-infrastructures not just Lighting up homes in unfor power, but for roads, derserved parts of Africa and schools, healthcare. Basical- Asia is one possible explana- ly, to do pan-infrastructure tion of the rush, and a good investments. So, to take this one for that matter. How- spirit of entrepreneurship ever, El Chaar’s ultimate goal and innovation into those Development taking a 20% thought possible. El Chaar’s stretches far beyond what infrastructure sectors. If you stake in Access Power and a answer is hardly surprising. Access Power has achieved look at all of them, they all seat on the board, as well as “It’s very simple- aim for the so far- creating and seizing lack entrepreneurial spirit. committing to put up 70% of stars to get to the moon,” he opportunities to redevelop As we have been successful the costs to achieve the joint says, laughing. “Deadlines other sectors and our cities/ in the energy sector, I would venture’s African portfolio always get pushed, espe- countries along the way. “For like to see this formula target. cially in emerging markets. replicated in other sectors. Starting a utilities busi- However, you should always I would like to see Access ness is hard enough, but remember that just because “just because Power, as a group, growing managing it for long-term timelines get pushed you timelines get into other sectors, other success is often an even big- should not decide not to pushed you should than the energy sector, to ger hurdle to overcome. For have them. To the contrary, which we can bring our ex- that reason, I enquire how he I believe that an unrealistic not decide not to perience of how to originate sets deadlines for different timeline is better than no have them. To the and develop processes and phases of the projects. This timeline. People always say, procedures to create new has particular resonance as ‘Reda wants everything to be contrary, I believe opportunities and then turn the key to Access Power’s done yesterday.’ It is impor- that an unrealistic them into investable proj- success is bringing ideas to tant to stretch yourself. It’s ects. For example, we could market more quickly and about both overpromising timeline is better become a major player in the more affordably than ever and over-delivering. We than no timeline.” education sector by building schools on a PPP basis. I can build a school and lease it to East Africa’s largest PV power plant in Uganda a government, for example. They can buy seats in it on a yearly basis, for example. In the healthcare sector, it’s the same thing. I can build hospitals, and sell them bed spaces.” It’s clear that El Chaar has big dreams for the future of his business, and given how he has led Ac- cess Power to its current market standing, these goals aren’t as far-fetched as they may seem. After all, it’s by fostering relationships with entrepreneurial minds, both upstarts and veterans, that he has managed to break into and thrive in a images courtesy access power power access courtesy images

26 Entrepreneur JANUARY 2018 innovator

‘TREP TALK Reda El Chaar, founder and Executive Chairman, Access Power, busts six common myths of entrepreneurship

MYTH #1 MYTH #4 Entrepreneurs should not Entrepreneurs do not need pay themselves “I took a sector expertise prior to salary from day one. I’ve never starting “Another thing that I stayed a day in this company say to entrepreneurs is to stick without my salary because the with what they know. The grass reality is that if entrepreneurs is never greener on the other do not value their time, which is side. You can see an entrepre- the only thing they have, and if neur who has spent many years their business cannot give them in a logistics company, and at least the reimbursement on then one day he comes up with their time, then I don’t believe an idea to do an app that has they are building a sustainable nothing to do with logistics. I’m business. I’ve been paying my- always asking why they can’t self from day one and in a very come up with something within disciplined manner.” a sector or an industry that they know.” MYTH #2 Entrepreneurs work 24/7 MYTH #5 “Another of the big myths Young people make better is when entrepreneurs say entrepreneurs “I appreciate that they work non-stop. The entrepreneurs who started later reality is that no one can work in life because they have already 24 hours per day. And, if you played with other people’s mon- are doing that, you are doing ey and they’ve got the knowl- Reda El Chaar, founder and Executive Chairman, something wrong. For me, that edge of that particular sector. It Access Power is a signal that something is go- is great that we are encouraging ing wrong because there needs youth entrepreneurship, but I to be a balance. If you don’t think that the world would do have fun, you cannot succeed better if we supported those traditionally conservative “I want my team to in business. My motto is: work people who start a business at sector. El Chaar tells me that hard, party harder. The same 40 or 45 when they are burnt he meets with his previous feel that they are goes with not taking vacations. out from their jobs. So, that’s bosses, all highly respected both empowered Something is not right there.” another myth- an entrepreneur experts in the energy sector, and accountable for doesn’t have to be an 18 or over dinner once a month MYTH #3 19-year-old college dropout.” to ensure that he remains what they are doing. Entrepreneurs need to bring exposed to sound advice. With empowerment on investors “Entrepreneurs MYTH #6 His management style is not comes responsibility, are very stressed about bringing Tech entrepreneurship is the much different- empower in the money from investors, but only right route to follow to be empowered. “I lead and with that, my I always tell them to focus on “I would love to help others un- by example. I lead from the role becomes very their idea instead. If you really derstand that entrepreneurship front line. I like to empower simple, I become an have a good, genuine idea, you is not restricted to apps. Don’t people. I want my team don’t need anyone. Investors will get stuck in the IT industry. to feel that they are both advisor.” come to you. Great ideas never You can be an entrepreneur in empowered and accountable chase money but vice versa. any sector as long as you have for what they are doing,” he sibility and ownership of This is my genuine belief. If you the know-how and the passion says. “With empowerment their work to our staff, two, look at the venture capital world, to do it. Also, we hear a lot comes responsibility, and being a trusted advisor and a eight out of 10 ideas go bust. about tech entrepreneurs who with that, my role becomes solution provider, and three, Plus, that is an official number, are making the money, but we very simple, I become an being the driver of all the meaning that it [the failure don’t hear about those who are advisor. When they have an passion in this organization.” rate] must be even higher. This losing the money. There are issue, they come to me, and And for all his dreams for proves that money does not go definitely a lot of tech entre- I then become a problem a better, cleaner, brighter to good ideas. It is good ideas preneurs who are losing a lot of solver. So, my leadership future, El Chaar is essentially that bring in money.” money.” style is one, giving respon- making it happen.

JANUARY 2018 Entrepreneur 27 innovator

“Basically, our objective is to allow the operators to benefit from any additional revenues.”

business on showing operators the revenue opportunities they are missing, and offering them services to tap in to those avenues. Maximizing Monty Mobile, which is a member of the Monty Hold- ing Group, was founded by Hachem in 1998. The parent company started as a small one-office operation, and has since evolved into an international player in mobile messaging and transaction services. Monty Mobile is a GSMA certified Open Connectivity SMS Hub and Roaming Broker, that works closely with mobile operators to facilitate the international flow of data, voice, and SMS. Monty Mobile founder and CEO That may be a complex mouthful for those unfamil- Mountasser Hachem iar with the industry, and so, value Hachem explains, “Basically, By Megha Merani our objective is to allow the operators to benefit from any ell them how they Them, in this case, is mobile cations such as the Microsoft additional revenues.” can make more operators around the world. Skype, Viber, Snapchat and Two major avenues Hachem money, offer them It’s no secret that telecom- several others. sees telcos losing returns something no one munications companies London-based research on are SMS (Short Message else ever has, and across the globe have been and analytics firm Ovum Service) and digital advertis- be flexible– that’s struggling with revenue loss- forecasts in its 2014 report ing, which are the services Tthe simple secret es on international calls and that the telecommunications Monty Mobile is focusing on. to Mountasser Hachem’s roaming fees since the birth industry, globally, would lose He adds that most operators success. of over-the-top (OTT) appli- a combined US$386 billion seem oblivious to the “real between 2012 and 2018 to potential” they could be OTT apps. Ovum predicted achieving. that just consumer use of In other words, he wants OTT VoIP (Voice Over Inter- to make them an offer they net Protocol) would grow at can’t refuse, with Monty a compounded annual rate of Mobile’s services. 20% between 2012 and 2018 “For them (operators), of to reach 1.7 trillion minutes, course, the SMS revenues translating to $63 billion in that we are committing to lost income in the final year give them would be consid- of its forecast. ered low compared to other As the sector scrambles revenues they collect from to stop the haemorrahge in many other services as a earnings, Hachem, CEO of mobile operator. But because Monty Mobile, has built a it (traditional SMS) is a dead images courtesy monty mobile | www.montymobile.com www.montymobile.com | monty mobile courtesy images

28 Entrepreneur JANUARY 2018 innovator

Mountasser Hachem, founder and CEO, Monty Mobile

revenue (source), of course the operators to survive,” “what differentiates us from others any revenue out of a dead op- Hachem says. “You need to portunity is a really good deal have a mobile number to use are the commercial offers that we are for the operator.” WhatsApp– and the only way putting in place... and to summarize it While typical everyday to verify the user or to prove peer-to-peer (P2P) SMS to that you own this number in one word, I would say flexibility. If family, friends and colleagues is to send you a verification you go today to a company, they might be is near obsolete since the through A2P SMS.” birth of instant messaging A2P also applies to other bigger than us, but they don’t have the applications like WhatsApp applications such as Skype, flexibility that we have.” and Facebook, Hachem Facebook, Snapchat, as well says there is still great op- as banks. pay, for example, up to four Monty Mobile works closely portunity to claw back lost “So, SMS is being used or five cents sometimes to with mobile operators to revenue through Application- today either to notify or to deliver their verification secure their networks so that to-Person (A2P) SMS. verify,” Hachem says, and SMS because it’s the only Facebook, WhatsApp and “It’s true that WhatsApp there lies the untapped op- way to reach their customer- Viber, and other OTT apps and other applications portunity. “The international while a local A2P SMS do not find “cheap” ways have taken over the SMS, applications would pay more cannot go that far and the or grey routes to terminate or let’s call it the chatting to deliver the SMS than the average is around one cent,” SMS to their networks. “So business, but they still need local. So, Facebook would he explains. they send it through the >>> images courtesy monty mobile | www.montymobile.com www.montymobile.com | monty mobile courtesy images

JANUARY 2018 Entrepreneur 29 innovator

prepayment and investment for their horoscope. At that “today Monty Holding, especially Monty that the company covers on time, also, we were the pio- Mobile, is the pioneer and is considered behalf of the operator, which neers in bringing that idea to one of the biggest players in SMS eliminates the financing risk the Middle East.” for the operator. In fact, so But things changed signifi- and value-added services to mobile confident is Hachem of this cantly since the SMS-chat- operators.” model that the company ting-over-TV boom around announced in September 1999, as new technologies official route, which would takes his competitors have that it plans to invest $1.8 emerged to rattle and trans- be Monty Mobile, and we made that have left the way billion to drastically increase form the economy on all make them pay a higher rate open for Monty Mobile and the operators’ revenues, fronts, Hachem’s company for the operators.” given his team solid footing especially from interna- went through a period of A grey route is a messaging against bigger players. “We tional A2P SMS as well as major upheaval. In 2007, the route that is legal but takes have a lot of people (com- in roaming and value-added company had to downsize to advantage of a loophole in petitors) hating us because services. less than 10 employees and the GSM commercial frame- of the business we are taking “We have our own in- shut down its media busi- work because all operators from them, not only because vestors ready to invest,” ness. do not have a commercial we are good, but because Hachem confirms. “What “We passed through very agreement to terminate an they were not good as well,” puts us in a good position hard times,” Hachem recalls. SMS. So, an SMS route Hachem cheekily says. today is our previous good “After seven years the (SMS might be, “white” at origin, But he’s factual, not cocky. history with those investors. chat over TV) market was for example, but “black” at “Their mistake is that they The investors themselves very much saturated, so we the destination. This makes were not advising the opera- have felt the value of our had to shift our focus to it impossible to bill at the tor with how they can make ideas. We never came up telecommunications, even destination, resulting in loss more money. So, we stumped with an idea that’s not logi- though we have succeeded in of revenue as well as reli- a lot of operators when we cal.” launching the idea of enter- ability. put our offers on the table. Hachem adds that the tainment TV in the region.” The numbers Monty Their existing partners, our telecom market is a booming He is pragmatic however, Mobile commits to, Hachem competitors, would then market and Monty Mobile’s insisting that those who says, often “surprise” op- propose a similar offer, but $1.8 billion investment is don’t make mistakes “will erators– which is what has they will not match it, of “relatively small” when never succeed in life,” and given him the confidence to course.” compared to the huge poten- keeping up with technology take on bigger, and more es- Hachem adds that it’s also tial profits. innovation is crucial for tablished global competitors. been a disadvantage to his Monty Mobile is not new to businesses. Entering the arena to competitors that, unlike the SMS monetizing space “I would not call it [2007] compete with firms offering Monty Mobile, they do not either, he adds. a mistake, but because we the same service and that proactively approach opera- “Previously, before telecom like to take risks, many have been around far longer tors to help them optimize, we (Monty Holding) were times we fail to succeed,” he and hold existing agreements and maximize their shrink- into media. We had some says. “But we have the will,” with the operators didn’t ing revenues. TV channels where people he insists– now evident in scare him, he says. On the Monty Mobile’s model also sent SMS, for example, to the fact that the company contrary, he adds, the chal- comes with the option of participate in games or ask has about 80 employees in lenge fueled him. You can almost hear the sales pitch come on when he passionately explains, “Of course, there is someone else offering the same service, but what differentiates us from others are the commercial offers that we are putting in place... so to summarize it in one word, I would say flexibility. If you go today to a company, they might be bigger than us, but they don’t have the flexibility that we have.” Hachem has also analyzed and capitalized on the mis- www.montholding.com www.montholding.com

30 Entrepreneur JANUARY 2018 innovator

Saud Al Nowais, Commercial Counselor for the UAE to the USA their Beirut office, with Mountasser Hachem, another 50 in India, 20 in founder and CEO, ‘TREP TALK the United Kingdom, and Monty Mobile Monty Mobile’s Founder more across other locations and CEO Mountasser including Fiji and Dubai. Hachem’s tips for “If you looked at us 10 entrepreneurs years ago, you would say that we would never manage to stand on our feet,” Hachem 1. Look for new ideas says, with both pride and that progress with the humility. “But today Monty revolution of technol- Holding, especially Monty ogy Mobile, is the pioneer and is “If you go back 20 years, a considered one of the biggest message would take days to players in SMS and value- be delivered in an envelope. added services by mobile Today, a video can be record- operators.” ed and sent immediately in The CEO says he believes seconds. So, you have to keep he had to “fail to succeed.” on track of what’s going on “That’s the biggest lesson in the world and always try I’ve learned– that it’s okay to to think about ideas that go fail, but it’s not okay to give along with such revolution.” up. So, we never gave up.” And that’s one of the key “What puts us in a good position today 2. It’s okay to fail but traits he looks for in his it’s not okay to give up. people as well. Experience is is our previous good history with those “That’s the biggest lesson secondary, he says, admit- investors. The investors themselves have I’ve learned.” ting that he was never big on attending classes during felt the value of our ideas. We never 3. If your policy does university and although he came up with an idea that’s not logical.” not achieve your goals, studied finance, it was just it is time to change the to make his parents happy. “Even the developers who also because many operators policy and take action! Instead, he is drawn by are developing the services wish to keep their existing “In today’s highly competitive people who can match his themselves, they have to partners on even after Monty environment, those who can risk-taking propensity, and believe in the service they Mobile proposes additional adapt will survive and keep on those who can see the vision are developing, otherwise revenue opportunities. Any achieving financial success; in his ideas as well as adapt they will not manage to do it negotiation with an opera- while those who cannot will to new ideas quickly. perfectly. Whenever you go tor takes time and it’s not suffer the inevitable death of “I try to choose people who to an operator, the first thing always that we succeed, but their business.” are convinced and ready to they will be doing is trying even when we don’t succeed take risks- even though the to find an excuse not to take we know that we have of- risk on my team is not as big the service- especially the fered them something that from digital advertising. as the risk on me,” he says. technical people on the op- no one else is offering.” “Today, all kinds of digital That’s what thrills him. “We erator’s side, they’re always In some instances, he adds, advertising are in the market have never entered an easy the negative people in any operators belong to large and everybody is benefiting deal. All our deals are chal- discussion so you have to groups and the decision from them except the mobile lenging and exciting, and it’s be ready to clear all their not to work with Monty operators,” Hachem says. part of our flexibility to take concerns.” Mobile is due to group-wide “No one else has put digital risks.” More importantly, Hachem speaks from years agreements with other advertising in the same way he looks for people who of experience going from op- firms. But all this may be we put it,” he adds, although believe in Monty’s ideas. erator to operator trying to about to change as Monty other services similar to “Otherwise, even if we gave convince them of his ideas. is preparing to launch new Monty Mobile’s upcoming the best deal but the sales “It was not easy at all and services in February at its new offering are already person is not convinced it’s still not easy,” he says. RVS4 (Roaming, VAS and available. When asked if his with the service, he will This is mostly because dis- SMS) event in Dubai. The competition needs to start not manage at all to sell it cussions with mobile opera- new ideas are expected to worrying, Hachem laughs to the operator,” he says. tors take a lot of time, and help operators to profit and says: “They are.”

Megha Merani is an independent journalist with more than 10 years of newspaper, magazine and web reporting experience in the United Arab Emirates, writing hard news, investigative reports, features and opinion pieces. Her passion for storytelling coupled with a proven instinct for identifying talk- generating issues has resulted in breaking stories and insightful features that have made local, regional and international headlines. Her work has been www.montholding.com www.montholding.com published across Thomson Reuters, Zawya, Bloomberg Middle East, Gulf News, former local daily 7DAYS, and government publications.

JANUARY 2018 Entrepreneur 31 innovator

Will Shu, co-founder and CEO, Deliveroo As for Deliveroo, Editions is an extension of its premise to “bring you the food you love, right to your door,” with the company using its data and insights to identify everything from cuisines missing in a particular neighborhood to the expected demand for a particular F&B establish- ment’s offerings. “We think about the world in regard to the customer,” Shu explains. “It’s always [about] price, selection, service. Selection is para- mount, because food is not a commodity- well, it is, from a macro level; on a micro level, I would say it’s highly emotional. You want the best burger you can have- you don’t want just any burger. Focused on impact And so the ability to offer our customers what this crea- Deliveroo co-founder and CEO Will Shu tive class of chefs come up The entrepreneur behind one of Europe’s most successful tech startups with [is great], (and that’s explains how his enterprise made it to where it is today only available on Deliveroo)- because we built these kitch- By Aby Sam Thomas ens for [our] people. That’s the number one reason- ow long have you gone be predicted- the customer $482 million as part of its Se- that’s selection. Number two about with a potential experience he was getting ries F round, and the Ameri- is actually service level- [at new business idea in was, to put it quite simply, can entrepreneur was un- Editions,] service levels are your head? In the case horrible. “After a week, I was, derstandably buoyant about about five minutes faster per Hof Deliveroo co-found- like, what is going on here?” his company’s achievements delivery, because there is no er and CEO Will Shu, the Shu remembers. “And people in 2017. Besides its wins in front of house- everything’s period between his identifica- were, like, it’s just the way it the fundraising space, the streamlined towards delivery. tion of a particular problem is. And, you know, I had a job last year also saw Deliveroo And I would say, thirdly, it’s waiting to be solved to the ac- [then], so I didn’t do anything launch its Deliveroo Editions around thinking long-term tual launch of his enterprise about it.” Now, if Shu had concept, which Shu believes about price. If you think took about nine years. That’s stayed on with this particular is going to be a major part of about the restaurant margin right: the UK-headquartered mindset, then perhaps Deliv- the company’s business in the structure, it’s very different- online food delivery company eroo –which is, today, one of time to come. Editions are in an Editions kitchen, you may have launched only in Europe’s most successful tech essentially spaces run by De- don’t have a front of house, 2013, but Shu remembers startups, boasting of a cool liveroo that allow for selected and [as for] the real estate recognizing a gap in the food US$2 billion valuation, and a F&B establishments to oper- that is ultimately rented, you delivery space way back presence in 200 cities around ate kitchens from, with the don’t have to care if it’s the in 2004, when he had just the globe- would probably food being prepared at these highest footfall area.” As a moved to London from New have never come to be. But sites made solely for delivery result, prices too can come York in his then role as an –thankfully- while it did take orders. With Editions, restau- down- since many of the investment banking analyst quite some time, Shu did end rateurs get to run their kitch- overheads that often stress at Morgan Stanley. As a new- up doing something about ens at locations they weren’t restaurateurs out will now be comer to the city, Shu was the food delivery issue he had servicing earlier, and given taken care of by Deliveroo. annoyed by the lack of food spotted, and the rest, as the that these spaces are run by Deliveroo Editions launched delivery options, and at the cliché goes, is history. Deliveroo, they don’t need to in Dubai in October last same time, when he did find a I met Shu in Dubai in late worry about rent and other year, with its first site in restaurant that sent food out, November, which was shortly such factors- their sole focus the Jumeirah Lakes Tow- the actual timing when he’d after the company had an- will be on creating dishes that ers neighborhood of the city receive his order could never nounced raising a total of customers will be satisfied by. housing kitchens for popular images courtesy deliveroo deliveroo courtesy images

32 Entrepreneur JANUARY 2018 innovator

restaurants like Joga, Fraiche, like software, in a very long Burger and Lobster, Clinton timeframe.” “I think about chefs as a wellspring St. Baking Company, and oth- Shu’s vision of the future of creative talent. I think of them ers. A second Editions site is may take a while to be real- being planned to open in the ized, but Deliveroo does look as software developers- over Emirate in 2018, and even as to be well on its way to pre- it gets rolled out across cities paring itself for the increased time, I see recipes being more like around the world, Shu says scale of operations it predicts software, in a very long timeframe.” that Deliveroo’s latest fund- for the years to come. Indeed, ing round will help further the company’s mastery of build out the concept, which scale has been one of the key the prep time in the kitch- the impact he’s seen his should give the rest of us an factors that has enabled it to ens, etc. And all of this stuff, business makes around the indication of the company’s be the enterprise it is today- three years ago, was pretty world. “Expanding into all belief in this new arm of the its management prowess can much done manually- now these countries was really, online food delivery enter- be seen in Deliveroo’s fleet of it’s just a machine running, really, really awesome,” he prise. “I think Editions is a over 35,000 freelance riders it’s machine learning. So, the says. “And just seeing how huge part of our business around the globe, which allow models all re-train them- the cohort of customers that sits alongside our core it to promise its customers selves every single day, which here [in Dubai, for instance] business,” Shu says. “We’re that their orders will reach is great.” At the same time, behave no different than the building a huge number of them “in an average of 32 Shu has a personal trick up ones in London, that it is a tools for the people in Edi- minutes.” But with the com- his sleeve too- in Deliveroo’s global phenomenon, that we tions, the restaurateurs. It’s pany growing as massively as early days, he used to person- are really solving a problem not just, like, hey, this is it has, how has Shu managed ally deliver orders to custom- that resonates with everyone cheaper real estate, you don’t to maintain Deliveroo stand- ers, and this is something he in different cultures- I think need a front of house- we are ards to the exacting levels he still does from time to time. that part’s really cool… On building kitchen management set it up with? “Two ways,” Shu says that he uses his a personal level, visiting all technology, supply chain Shu replies. “One is that you bicycle to make deliveries these different offices [of- De management technology, and need to hire the right people. around the neighborhood he liveroo], and meeting people labor management technol- And that’s really, really hard, lives in, which, besides help- from different backgrounds ogy… We want to give our because our teams are dis- ing him with his personal fit- focused on the same mission partners the tools to succeed persed, and communicating ness goals, also allows him to is really, really awesome. the same way Amazon gives with the teams become hard- talk to restaurants and riders Can’t stress that enough- that its vendors tools to succeed er and harder. But technology in the area. “It’s not repre- part’s great.” Given how Shu as well. We’ve begun looking can help a lot on that- we use sentative of the entire com- is driven by the impact his a lot into robotics as well- a tool called Workplace that pany, but when we roll our enterprise delivers, it should how do we augment existing Facebook built, and I feel like new initiatives to restaurants then come as no surprise as labor in restaurants to make now I understand what every or riders in my neighborhood, to what headlines his advice it more efficient, are there market is thinking, kind of there’s going to be at least a for other entrepreneurs. “My things we can do to automate head to the ground, which is couple hundred people work- number one tip I always give certain processes… At the important. The second is our ing with Deliveroo, and so, I is: do something that you end of the day, I think about own technology- we have a get a pretty good color [of the actually, really care about,” chefs as a wellspring of crea- team of data scientists every- situation].” Shu says. “I started this tive talent. I think of them day trying to figure out how For Shu, making such business I’ve been thinking as software developers- over we reduce delivery times to deliveries is also a good about since 2004, the second time, I see recipes being more the customer, how to reduce throwback to one of his best I landed in London- I didn’t ever moments at Deliveroo. just start a company for the “In the very beginning, my hell of it. I don’t think that’s first few customers were a good idea. It needs to be just my friends- I used to something that you’re really call them every day, and tell passionate about, it needs to them to order food,” Shu resonate with you person- remembers. “They ordered it ally- or, you’re a veteran in an because they thought it was industry, and you understand funny that I would deliver it. certain inefficiencies, and you But then I realized that they can say, hey, I want to do this just kept ordering, without better. But I wouldn’t recom- me prompting them- so that mend, hey, let’s just start a was [a] really happy [day company for the hell of it.

Deliveroo Editions in Dubai for me].” As for today, Shu Because it won’t work- if you drives his happiness from don’t care.”

JANUARY 2018 Entrepreneur 33 Enterprise Agility Forum 2017 The Entrepreneurial Continuum in Perspective

An Industry Intel event

he 2017 edition of Entrepreneur Middle East’s Enterprise KBW Investments Chief Communications Officer Fida Chaaban, and Agility Forum, presented by du, saw more than 300 it started off with a welcome note by Essa Al Zaabi, Senior Vice- people come together for the fourth edition of the annual President, Institutional Support Sector of Dubai Chamber, who event, which was held at The St. Regis Dubai, UAE, on expressed Dubai Chamber’s interest in supporting entrepreneurs DecemberT 05, 2017. The annual conference, which is staged under with the right resources. The keynote address for the event was Entrepreneur Middle East’s Industry Intel banner, had speakers delivered by Hany Fahmy Aly, Executive Vice President – Enterprise from across the Middle East region to share their insights and Business, du, who spoke about some of the key principles MENA’s expertise on the MENA’s entrepreneurial ecosystem. entrepreneurs need to apply for greater success. Editor in Chief Aby Sam Thomas kicked off the event with his The first Talking Series session of the conference was a panel dis- opening remarks, where he reiterated Entrepreneur Middle East’s cussion on the topic, Walking The Talk: Encouraging Entrepreneur- goal of helping entrepreneurs and startups in the Middle East get ship in MENA (For Real), which was headlined by Hany Fahmy Aly, ahead, and thanked all of the publication’s supporters for their Executive Vice President - Enterprise Business, du, Ashraf Zeitoon, relentless passion in helping realize this objective. “We don’t take Founding Partner and Chief Ideation Officer, Diplomacy Labs, Nabra your support lightly,” Thomas said to the audience. “And that’s Al Busaidi, Executive Director, Young Arab Leaders, Reda El Chaar, why we remain as committed as ever to the mission with which we founder and Executive Chairman, Access Power, and Haytham launched four years ago, which is to help spur the MENA entrepre- Yousef Kamhiyah, CEO, Emirates Development Bank. The speakers neurial ecosystem forward, and thus play a part -even if it is a small stressed on the need for more funds and better market access for part- in helping transform the narrative of the Arab world.” the region’s SMEs, and also emphasized the need for bringing about The 2017 Enterprise Agility Forum was moderated by Thomas and regulatory changes for starting and running a business.

34 Entrepreneur JANUARY 2018 a production by supported by LUXURY PARTNER platinum ally platinum ally

gold ally gold ally gold ally gold ally ecosystem partners

This discussion was followed by the Voice as its panelists Samer Hamadeh, founder, ther grow MENA’s entrepreneurial eco- of Entrepreneurship segment, which was Aegis Hospitality, Aya Sadder, Incubator system. Featuring Khalil Shadid, founder headlined by entrepreneur and investor Manager, Intelak Aviation Incubator, and CEO, Reserveout, Zach Finkelstein, Sabah Al-Binali, who delved into various Hans Henrik Christensen, Director, Dubai VP – Corporate Development, Careem, facets of the MENA entrepreneurship Technology Entrepreneur Centre, and Rashid Sultan, founder, Savour Ventures, space, including some insights by the Ashraf Zeitoon, Founding Partner and and Lucy Chow, Director, Women Angel speaker on mistakes most commonly Chief Ideation Officer, Diplomacy Labs. Investors Network, the panel discussed made by the region’s entrepreneurs While the speakers recalled the various ways to transform MENA’s funding envi- and tips on how they can achieve their roadblocks that they faced along their ronment into a robust one that nurtures goals. Over the course of the conversa- personal entrepreneurial journeys, they and supports both local innovations and tion, Al-Binali also drew upon his own also underlined the significance of tak- helps them go global. professional journey to break some myths ing these challenges in one’s stride, and The 2017 Enterprise Agility Forum, around entrepreneurship in the region. persevering towards one’s goals. presented by du, was conducted with the The second of the Talking Series puts The third and final discussion of the support of Dubai Startup Hub, Luxury forward the need to embrace failures as day was on the topic, From MENA To The Partner, Cadillac, Platinum Allies, Sobha an integral part of your entrepreneur- World: Funding Innovations That Can Go Hartland and AJSM Investments, Gold ship journey. Titled Rolling With The Global, which delved into the efforts that Allies, Thomson Reuters, OMD MENA, Punches: Tackling Obstacles And Failures both the investor and entrepreneur com- Access Power, and VentureSouq, and Eco- In Entrepreneurship, the discussion had munity need to undertake in order to fur- system Partners, ArabNet and DTEC. >>>

JANUARYJANUARY 2018 EEntrntreepprreneureneur 35 Enterprise Agility Forum 2017 The Entrepreneurial Continuum in Perspective

An Industry Intel event entrepreneurs (and ecosystem stakeholders) are becoming more experienced, it also dem- onstrates how they’re becoming more introspective. And perhaps, more importantly, it shows how our ecosystem is finally finding the confidence to On the right develop, and begin to share its own body of entrepreneurial wisdom and knowledge, which is shaped by stakeholders from track the region to empower a new generation of entrepreneurs in 11 factors that highlight the maturing of the MENA the region. Here are 11 points entrepreneurial ecosystem By Soukaina Rachidi that prove the increasing maturity of the MENA region’s startup ecosystem. hen I joined the funds, accelerators, competi- entrepreneurial tions and training programs 1. We’re starting to scene in the UAE that cater to the startup and understand that in the summer SME community. money isn’t the only ofW 2014, Entrepreneur Middle Having said that, perhaps important element of East had just started out in one of the biggest improve- success Dubai, and the conversation ments that I’ve seen recently According to Hans Henrik about the MENA region’s has been in the quality of the Christensen, Director, Dubai startup ecosystem, at the time, conversation that we’re having Technology Entrepreneur was in its nascent stages. Most about entrepreneurship in Centre, “Out of 810 startups of the coverage about entre- the MENA region. Once upon in [DTEC], only 2% manage preneurship in the region was a time, I think there was a to get VC money.” Lucy Chow, limited to sharing the origin genuine belief in the region Director of Women’s Angel Aby Sam Thomas, Editor in Chief, stories of various startups Entrepreneur Middle East that if we just copy-pasted Investment Network (WAIN) and their unique selling different successful elements added that there’s no doubt points, which was, in itself, an Middle East’s 2017 Enterprise and mentalities from West- that “we need capital in the indication of how the region’s Agility Forum, presented ern startup ecosystems (like region.” This is true especially entrepreneurial ecosystem was by du: “Dubai has become a Silicon Valley), then we would at the seed stage, since many struggling to develop. However, leading hub for startups and automatically create a success- entrepreneurs in the MENA just three years down the line, entrepreneurs, who want to ful ecosystem in the MENA region still struggle to secure a lot has changed. As Essa Al- expand their footprint in the region. If only it were that investments in the early stages Zaabi, Senior Vice President, GCC, Middle East and North easy- unfortunately, it’s not, of their businesses. However, Institutional Support Sec- Africa.” He also noted how the and this was confirmed by the is funding (or having the ac- tor, at the Dubai Chamber of UAE (and indeed, the wider candid experiences that were cess to funding) the only thing Commerce and Industry, said, MENA region) has also seen shared by the speakers at the that guarantees success? in his address at Entrepreneur an increase in the number of 2017 Enterprise Agility Forum. Not by a long shot. Anyone Throughout the various dis- who is an entrepreneur knows cussions at the event moderat- that there’s much more to ed by Aby Sam Thomas, Editor success than having money. in Chief, Entrepreneur Middle While being able to receive East, and Fida Chaaban, Chief investment from corporates, Communications Officer, KBW angel investors and VCs is an Investments, all of the speak- essential part to helping entre- ers seemed to share a common. preneurs grow and scale their theme when it came to their startups, there are also other insights on the ecosystem: things that these stakeholders firstly, they were unconven- can give entrepreneurs that are tional, secondly, they were just as valuable- if not more. nuanced, and, lastly, they were For instance, when asked what Essa Al Zaabi, Senior Vice-President, localized. corporates in particular could Institutional Support Sector Not only do these three do to enable young entrepre- of Dubai Chamber qualities indicate that our neurs to become successful,

36 Entrepreneur JANUARY 2018 people (especially millennials) are no longer happy to accept the status quo. Many of them don’t feel happy or successful with what they currently do, because they feel that they should be able to do better with all the opportunities that the current age has to offer them. In the MENA region, the youth also believe, like Hany Fida Chaaban, Chief Communications Officer, KBW Investments Fahmy Aly, Executive Vice President – Enterprise Busi- Nabra Al Busaidi, Executive ness at du, that the “world Director of Young Arab Lead- cannot be dominated by one or ers, said that “corporates two global platforms,” and that should provide startups with “there’s a need for platforms the access to larger markets that cater to the region.” Es- and industry-specific mentor- sentially, young people in the Hany Fahmy Aly, Executive Vice President – Enterprise Business, du ing.” MENA are tired of feeling like Imagine if young entrepre- unsuccessful outsiders in their neurs in the MENA region own economic systems, and if we want more young people and startups could have access to fund- now they’re trying to change to succeed in these unstable economic ing, their target market and that. How, you ask? By try- times, then our ecosystem has to continue the knowledge that they ing to replace our society’s “stabilizing” the idea of success by spreading would need to unlock the full traditional idea of success with the responsibilities, risks, and benefits to potential of their startups? a more nuanced and equitable more stakeholders in our communities. They would be unstoppable. one that allows more compa- While it’s true that the MENA nies and individuals to “win.” be the best that they can be. all of the ingredients to create startup ecosystem has a long Whether they’re using their But what was truly powerful a successful startup ecosys- way to go as far as access to coding skills to build apps, about Aly’s keynote address tem is useless if the different funding is concerned, it’s or their wallets to support was the concluding remark: stakeholders don’t communi- a sign of maturity that our companies that are socially- explore where all that can take cate and collaborate with each ecosystem’s stakeholders are conscious, young people are you. This is an acknowledge- other. That’s why initiatives starting to understand that working hard to constructively ment of the very simple fact like the Dubai Chamber-pow- funding isn’t the only key to acquire more of the “success that success is no longer linear. ered Dubai Startup Hub is im- success. Now, they understand pie.” Luckily, this socio-eco- So, if we want more young portant, because it’s a platform that funding is only one part nomic shift hasn’t gone un- people and startups to succeed that brings together startups, of a comprehensive “success noticed by the MENA region’s in these unstable economic investors, trainers, govern- package,” which truly aims to business ecosystem. In Fahmy times, then our ecosystem has ment entities, and develop- activate the full potential of Aly’s keynote address at the to continue “stabilizing” the ment programs, enabling them entrepreneurship in the region. 2017 Enterprise Agility Forum, idea of success by spreading to work together on removing he demonstrated this shift by the responsibilities, risks, and the obstacles that inhibit the 2. We’re decentralizing highlighting how important it benefits to more stakeholders growth of the UAE startup and democratizing the is for startups to define their in our communities. ecosystem. idea of organizational values, to uphold them, and Ecosystem stakeholders success further empower their team to 3. We’re trying to have also realized that it’s not There used to be a time when streamline the entre- enough to introduce incentives the business scene was domi- preneurial experience for entrepreneurs to estab- nated by large companies and and implement smart lish startups in the MENA larger-than-life CEOs who solutions region- now, they realize that supposedly embodied the idea As I mentioned before, after the financial institutions in of materialistic success, which several years of experience in the region also need to be so many of us were taught to the world of entrepreneurship, encouraged to play an active pursue growing up. However, the MENA region’s startup role in building up the region’s with the increasing rates of stakeholders are already mak- startup ecosystem. As Hay- internet penetration and the ing some crucial realizations tham Yousef Kamhiyah, CEO of decreasing costs of smart Hans Henrik Christensen, Director, about our ecosystem. First of Emirates Development Bank, technology globally, young Dubai Technology Entrepreneur Centre all, they’ve realized that having said during the forum, “Banks, >>>

JANUARY 2018 Entrepreneur 37 Enterprise Agility Forum 2017 The Entrepreneurial Continuum in Perspective

An Industry Intel event

keep themselves tuned into leader in the MENA startup the latest entrepreneurial ecosystem, who knows ex- buzzwords, and then pepper actly what it means to pitch, them into their professional fund, grow and invest in the bios whenever possible. Now, region, is speaking out against don’t get me wrong: I’m not these popular narratives. saying that using certain Why, you ask? Well, although buzzwords on occasion is bad, these mainstream narratives because we can’t deny that, are supposed to be motiva- for example, the Internet of tional in nature, they might Things is a new field that’s unknowingly be holding back Ashraf Zeitoon, Founding Partner and changing many industries our startup ecosystem by Reda El Chaar, founder and Executive Chief Ideation Officer, Diplomacy Labs and reimagining our relation- forcing entrepreneurs to feel Chairman, Access Power ship with the world, literally. that they have to conform to by definition, are risk averse, If you work in this field or their, sometimes, inaccurate 5. We’re trying to [so they] have to be incen- you’re passionate about it, and culturally irrelevant as- clearly articulate the tivized to fund and support then it’s perfectly accept- sertions. expectations of the SMEs.” But Ashraf Zeitoon, able for you to use this term A perfect example of this is stakeholders in our Founding Partner and Chief wherever possible. What’s not the idea of “passion.” While ecosystem Ideation Officer at Diplomacy acceptable is when you mind- almost every motivational As startups, angel investors, Labs, also noted that it’s not lessly, unimaginatively, and startup post on Instagram will VCs, and governments in the enough to tell banks that they repeatedly use such words to tell you that being passionate MENA gain more experience need to invest in SMEs. “It’s grab attention in a network- is the be-all and end-all of in the realm of entrepreneur- [also]about providing infra- ing situation- or even in your entrepreneurship, Al-Binali ship, it seems that they’re structure” for such frame- believes that “if you’re pas- still trying to refine what they works that will give banks the sionate about something, want and expect as individual confidence to invest further you can’t make commercial stakeholders in our ecosystem. in this sector, because “given decisions.” And that’s a prob- However, I don’t think that the increased regulation and lem that I’m sure that many the region’s startup ecosystem the associated investment, entrepreneurs have faced will be able to develop into a banks are becoming more when trying to take their more mature, stronger one, reluctant to open accounts for entrepreneurial brain child until these stakeholders are startups.” to the next level. So, then, able to share their unspoken Keeping all of that in mind, the question becomes: what desires and expectations with one thing become abundantly other mainstream narratives each other. clear: if we want to unleash are restricting our ecosys- That being said, even when the full potential of the MENA Haytham Yousef Kamhiyah, CEO, tem’s growth, and what are our startup stakeholders try Emirates Development Bank region’s startup ecosystem, we doing to counteract them? to articulate their desires and then we have to start focusing LinkedIn profile. We get it, It’s time that more people in expectations of each other, I on incentivizing all of the you can follow a hashtag, and the MENA startup ecosystem don’t think they’re completely stakeholders in the financial you understand the basics of start questioning these narra- forthcoming. Therefore, a lot sector to get on the same SEO. But what’s the point of tives, so we can start finding of time and energy is wasted page. And this means that we being “found” on the internet better ones to motivate our in one stakeholder trying to also need to invest in creating if you lose all of your cred- entrepreneurs. figure out what the other re- the right legal frameworks, ibility in the process? ally wants. While it can’t be which will help them work in Thankfully, these days, denied that there’s a substan- the same literal and meta- there’s an increasing amount tial learning curve for all of phoric spaces that entrepre- of skepticism about main- the stakeholders in the MENA neurs do. stream (usually Western) region’s startup ecosystem, entrepreneurial narratives the only way that we can re- 4. We’re questioning in the MENA region, and duce this curve is by continu- the narratives and there’s a growing number ing to promote transparency buzzwords that define of people who are becom- as a key value in our entre- our startup ecosystem ing less inclined to blindly preneurial culture. During the It’s no secret that many accept them. In fact, people 2017 Enterprise Agility Forum, people in the MENA re- like Sabah Al-Binali, an active Lucy Chow, Director, Women Angel WAIN’s Lucy Chow demon- gion’s startup ecosystem investor and entrepreneurial Investors Network strated this transparency >>>

38 Entrepreneur JANUARY 2018 JANUARY 2018 Entrepreneur 39 Enterprise Agility Forum 2017 The Entrepreneurial Continuum in Perspective

An Industry Intel event

the forum, Khalid Shadid, if you want to be a neurship is overtly glamorized. founder and CEO of Reser- successful entrepre- The title, the culture, even the veout, emphasized that “it’s neur, you have to be struggle is sensationalized. But hard to find funding for novel receptive to con- what most people who have startup models in the MENA, structive criticism, tried to do “their own thing” especially in tech,” and so, because not every- will tell you is that it’s simply he advised his peers in the thing works, and you not as great as it’s cracked ecosystem to not hesitate to have to listen to the up to be. It’s definitely not a look for money around the people around you to popularity contest- or, at least, world to fund their businesses. know what to fix. it shouldn’t be. After all, if Rashid Sultan, founder, That being said, while there are you’re looking for some kind Savour Ventures unique regulatory obstacles in tors, because it reflects a lack of validation for yourself, they when she explained how WAIN the region, and less diversity of research or a general lack of are much easier (and cheaper) looks at startup founders first, when it comes to the source of common courtesy. Basically, ways of getting it than entre- and then expects them to re- funds in the MENA (as com- having a good product or ser- preneurship. search their angel investors to pared to the US and Europe), vice idea doesn’t entitle you to If you really want to be a see if they can get some kind of make no mistake; there’s still an investor’s money- no matter successful entrepreneur in the mentorship or valuable knowl- a lot of money in the region. In how much you might think it MENA region (or anywhere edge from them, in addition to fact, during the Agility Forum, does. In fact, one question that else for that matter), you have any potential funding. a very interesting point was Savour Ventures’ Rashid Sul- to be ready to do the work and Having said that, just because highlighted that I guarantee tan feels that startups aren’t most of the time you have to an angel investor or a VC, for you very few entrepreneurs asking themselves enough is: do it without any apprecia- example, shares a certain ex- think about. According to “What am I doing for inves- tion or praise. You also have to pectation or suggests a certain Sabah Al-Binali, entrepreneurs tors?” If entrepreneurs were develop a thick skin, because course of action it doesn’t shouldn’t just focus on telling able to answer this question, like Samer Hamadeh, founder mean that an entrepreneur investors what they want as a then their investment pitches of Aegis Hospitality, said dur- has to follow it every time. As startup, they should also take a might look very different. ing the forum, until people are Rashid Sultan, angel investor moment to ask investors what As Diplomacy Labs’ Ashraf “paying you to give you their and the founder of the Kuwait- they’re looking for in a startup Zeitoon highlighted dur- opinion of you, you don’t [have based Savour Ventures, billed they want to invest in- or even ing the forum, “we have to to] pay attention to them.” If as the Middle East’s first what kind of startups they like acknowledge that VCs [in the you want to be successful in food vertical accelerator, it’s to invest in. MENA region] are startups the world of entrepreneurship, important to “listen to your Now, this would seem like themselves,” and consequently, you simply cannot afford to “be investors, even if you don’t common sense, but alas, com- we need to give them more afraid to get your hands dirty” necessarily take their advice,” mon sense isn’t as common as time to adjust to the realities to get your startup on track. because this dialogue allows you might think. For MENA- of the ecosystem. Until then, The interesting thing about you to understand what they’re based entrepreneurs who startups, angel investors, and business is that you don’t have thinking, and it also gives you struggle to find funding, the so- VCs need to continue co- to have that entrepreneurial je an opportunity to articulate lution to securing more fund- creating investment etiquettes ne sais quoi to be successful, your own thoughts and goals. ing (in their mind) might be that empower entrepreneurs to all you have to be able to do At the end of the day, our to follow the “pray and spray” convince more of the region’s is to see an opportunity when ecosystem’s stakeholders don’t method. However, not only risk-averse to invest in start- it presents itself. As a writer, always have to agree, but they does this approach come off as ups and the ecosystem as well. semantics are everything to must engage in more dialogue, being sloppy, it also comes off me, which is why Hamadeh’s so that they can co-create suc- as being inconsiderate to inves- 7. We’re recognizing the statement, “I don’t call myself cessful businesses together. qualities that actually an entrepreneur, I am an op- make entrepreneurs portunist,” was so intriguing 6. We’re developing and startups to me. Why was it intriguing, better investor successful . you ask? Because it cuts to relations and pitching One of the biggest problems I the chase. Entrepreneurship etiquette in our have with the global culture of shouldn’t be about finding ecosystem entrepreneurship is the ideal- a platform to develop your If you talk to any entrepre- ized perceptions it promotes cult of personality. It’s about neur in the MENA region the about what it means to be an identifying an opportunity and first thing they’ll tell you is entrepreneur, or a successful fulfilling it in a profitable way. that there’s “no money in Samer Hamadeh, founder, one at that. For some reason, Whether you do that out of a the region.” Indeed, during Aegis Hospitality everything about entrepre- sense of social responsibility or

40 Entrepreneur JANUARY 2018 world of the Wild Wild East, then you’re going to have to pick your battles. The fact of the matter is, as Hans Henrik Christensen wisely said during the forum, “sometimes things won’t work out, and it’s okay to step away,” but you need to do it “before it wears you out, and kills your spirit.”

As a region with the largest Zach Finkelstein, VP – Corporate youth population in the world Development, Careem greed is beside the point. But, I always expected young people (and the region with the high- would hope that it’s done with to achieve the same milestones est youth unemployment rate), have to look outside of our a good intention in mind. in the same way, more or less. not only is it in our moral ecosystem for advice as much Like any trend, only time But, in the disruptive econom- obligation to encourage more anymore, because we have two will tell which entrepreneurs ic times of the 21st century, young people to engage in startup unicorns of our own- are truly committed to doing “linear living” is going the positive economic activity, it’s Careem and Souq. Not only are whatever it takes to succeed way of the dinosaurs, and our also in our economic benefit to these unicorns important to in the MENA region’s startup communities have to be willing help them fail fast and cheap. our ecosystem, because they ecosystem. According to Fida to accept the non-linear styles Although it’s a difficult lesson share MENA-specific advice Chaaban, if you want to be a of thinking and living that we to learn, more and more young that entrepreneurs in the successful entrepreneur, you need in order to thrive in this entrepreneurs in the region region can relate to, they also have to be receptive to con- day and age. are starting to understand that serve as institutions of hope structive criticism, because not Many Arab communities having the courage to end a in what can feel like a desolate everything works, and you have struggle to understand the venture is just as important as startup landscape at times. to listen to the people around value of “non-linear living” having the courage to start one In addition to that, these you to know what to fix. You and entrepreneurship, because in the first place. unicorns have also whet also have to be prepared to they provide very little secu- the appetite of national and pivot your business model at rity and even less glory. After 9. We’re starting international investors, and any point, because if you don’t all, how can your parents brag to look to our own created hype around the MENA fix it, your business might about you to the neighbors if entrepreneurial region’s startup ecosystem, not survive. Thankfully, more they don’t know what you’re success stories for which is essential, because in- entrepreneurs in the region doing, and if you’re doing it inspiration vestments and exits are crucial are realizing that now, which well? But, more importantly, As I’ve said many times before, to the growth of the fund- means that we’re finally mov- I believe that communities being an entrepreneur in the ing ecosystem in the region. ing in the right direction. in the MENA region dislike MENA region isn’t easy. Espe- That being said, that’s not the entrepreneurship, because in cially when entrepreneurs feel only way that these unicorns 8. We’re revisiting the this sector you’re more likely the need to draw inspiration are creating waves. Careem’s stereotypical ideas to fail than succeed, and we from the experience of startups investment in the Egyptian of failure in the MENA simply don’t like failure. Un- based in the US and Europe, transportation startup Swvl region fortunately, as an ecosystem, which have very different also shows that our unicorns Globally, the traditional idea we don’t talk about failure regulatory frameworks, funding can lead the way when it comes of success has always been a candidly enough, and if you landscapes, talent pools, so to investing in the abundance very linear one. Regardless of spend enough time on social on and so forth. Leading most of talented people in our whether we’re talking about media, you start to believe entrepreneurs in the region to region. When asked what key professional success or person- that giving up isn’t an option ask themselves the same ques- questions MENA-based entre- al success, global societies have for “real entrepreneurs.” But tion: how much of this advice preneurs need to ask them- perhaps knowing when to give can I actually implement in the selves to expand globally, Zach up is the only thing that makes day-to-day operation of my Finkelstein, Vice President of a true entrepreneur. startup? Corporate Development at Ca- In the MENA region’s startup Now, I’m not saying that reem, urged the entrepreneurs ecosystem (and our societies parallels can’t be drawn to in the crowd to ask themselves in general) it can be really help entrepreneurs in the the following questions: how difficult to give up, because by region come up with actionable are you going to beat the com- doing so, entrepreneurs feel advice. But as any polyglot will petition, and what will it take like they’re doing exactly what tell you, some ideas just don’t for you to grow? Two questions everyone expected them to do: translate in another language, that have undoubtedly changed Nabra Al Busaidi, Executive Director, fail. However, if you want to and the same goes for entrepre- Careem and our ecosystem by Young Arab Leaders succeed in the entrepreneurial neurship. Fortunately, we don’t association. >>>

JANUARY 2018 Entrepreneur 41 Enterprise Agility Forum 2017 The Entrepreneurial Continuum in Perspective

An Industry Intel event

42 Entrepreneur JANUARY 2018 neurs, in general, that makes 11. We’re learning them think that just because that nothing should they’re not gearing up for an distract our entre- IPO, that they can’t spend preneurs from their their time, energy or resources ultimate vision thinking about their “social The fastest way that a startup footprint.” Surprise, surprise: can lose its agility (one of its I don’t agree with this belief. biggest competitive advan- Startups in the MENA region tages) is by doing something need to start thinking about that most of us do way too how they’re spending their often: overthink. As Aya Sad- Khalil Shadid, founder and CEO, Sabah Al-Binali, entrepreneur Reserveout money, where they’re spending der, Incubator Manager at and investor their money, and how they can Intelak, said, during the forum: However, just because you’re optimize their expenditure to “If you have a big vision, it life savings into a potentially not a unicorn doesn’t mean make sure that more people doesn’t matter how you get disastrous venture. that you cannot inspire. Each are being empowered in their there,” it only matters “that Having said that, the desire one of us has the ability to value chains. you get moving.” However, so to follow a business plan to inspire someone else to be bet- Imagine if every startup many entrepreneurs in the a tee isn’t the only thing that ter, by always trying to strive tried to create a quota in MENA region lose sight of this will distract an entrepreneur for excellence in our personal, their company of how many because they spend so much from hustling their way to their professional and community people or how much work was time and energy trying to ultimate vision. Well-meaning lives. outsourced to individuals with achieve their vision in a logical investors who feel the need to special needs, single moth- order, or rather, the order they put entrepreneurs back on the 10. We’re learning ers or micro-entrepreneurs conceived it in at the beginning right track, because they’ve how to create more living in the MENA region with of their startup journey. made a reckless decision may value for our region’s the requisite skillsets? Not However, sometimes the be another reason why entre- economies by spending only would these startups be logical order isn’t always the preneurs lose confidence in wisely providing someone (who might best order to pursue success, themselves, and the unconven- During the forum, Reda El otherwise have difficulty -en especially when it comes to tional decisions that they have Chaar, founder and Executive tering the labor market) a job, prototyping and beta-testing to make in order to achieve Chairman of Access Power, they would also be giving them startup products and services. success. When it comes to run- noted how his team was able a sense of self-confidence and According to Sabah Al-Binali, ning a startup, there are only to build a multi-million dollar financial independence. This is when it comes to your offering, two details that really matter. renewable energy company by in addition to creating a great “there’s good, fast, and cheap. They’re the two elements that disrupting the utility sector (a buzz around their startups, You can do two out of three, can break or make a startup: traditionally non-innovative and recruiting organic brand and the best is fast and cheap. the people you select to be on sector) in just six years. An ambassadors for their products As long as what you’re offering your team, and the investors achievement that makes him and services in the future. is better than what’s in the that you choose to fund and believe that entrepreneurs Isn’t that both impactful and market, do it.” While this ad- mentor your startup. don’t need to “worry about fiscally responsible? Actually, vice might seem counter-intui- As an entrepreneur, when the money,” as long as they it’s fiscally responsible in two tive to most entrepreneurs, it’s you’re looking for partners in “[they] have a good idea.” Is ways. Firstly, it’s maximizing your venture, you need to look that true? Not entirely, but not the use of the funding available for people who have the cour- for the reasons that you might to the startups. Secondly, it’s age to break with the linear be thinking- at this juncture, providing a livable wage to thinking that so many of us I could discuss how there’s a someone who’s qualified, yet have been raised to use in our frustrating lack of funding in unable to find work. Undoubt- personal and professional lives. the MENA region, but we al- edly, there are already many You need people that under- ready know this, so there’s no startups in the region that stand that opportunities won’t need to beat a dead horse. outsource their tech and mar- always look like opportunities Instead, I’ll talk about how keting needs to countries like and failure doesn’t always Aya Sadder, Incubator Manager, startups in our ecosystem need Jordan or Egypt in the MENA Intelak Aviation Incubator come from taking the path to become better stewards of region, but it’s time that more least traveled. But most of all, their money- whether they entrepreneurs started thinking the best way to validate your you need people who will help have it yet, or not. Unfortu- about how they can strategi- idea, refine your offering, and you trust your instincts, so nately, I think there’s an erro- cally outsource their needs to test the appetite of your mar- your startup can always stay neous belief amongst entrepre- empower those in need. ket before you sink your entire agile.

Soukaina “Soukie” Rachidi is the founder and author of the Soukie Speaks blog. While she was born in Morocco, she spent most of her formative years in the United Arab Emirates. Soukaina has lived in Qatar, USA, and Argentina and her diverse work experience includes university student recruitment, management, customer service and PR. With a B.A. in International Relations from the University of Delaware, Soukaina is passionate about writing, global issues, entrepreneurship and sustainability. Enterprise Agility Awards 2017

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44 Entrepreneur JANUARY 2018 tries, including retail, health- we work with the business care, construction, energy, and community to get startups other key drivers of the Middle and entrepreneurs, large and East economy. small, recognized. We are Speaking on behalf of Entre- part of this ecosystem, not on preneur Middle East, Wissam the fringes- and this is what Younane, CEO, BNC Publish- makes our work worthwhile ing, commended the winners and pivotal.” at the ceremony for their Produced by BNC Publishing, outstanding achievements, the 2017 Enterprise Agility and reiterated Entrepreneur’s Awards, Entrepreneur of the commitment to helping Year, was presented by du, advance the MENA entrepre- with the support of Dubai neurial ecosystem. “We set out Startup Hub, Luxury Partner, from day one not just to be a Cadillac; Platinum Ally, Sobha Wissam Younane, CEO, BNC Publishing media outlet, but to invigor- Hartland; Gold Allies, Thom- ate the space itself,” Younane son Reuters, OMD MENA and said. “We are on the ground at VentureSouq; and Ecosystem eld on December This year’s installment of every available opportunity; Partner, ArabNet. 5, 2017 at the St. the event, which was in its Regis Dubai, UAE, fourth edition, saw a total of Essa Al Zaabi, Senior Vice-President, the 2017 edition 21 awards presented at the Institutional Support Sector of Entrepreneur ceremony, with all of the win- of Dubai Chamber Middle East’s ners having set themselves Enterprise Agil- apart from their peers in the Hity Awards, presented by du, region, by showcasing a com- recognized businesses and in- mitment to excellence, and dividuals that have established thereby raising the bar of their themselves as clear industry respective industries. Essa Al innovators, made significant Zaabi, Senior Vice President, contributions to the Middle Institutional Support Sector, East business arena, and set Dubai Chamber, presented the the benchmark for enterprises awards to the winners, who operating across the region. hailed from a variety of indus-

The winners of Enterprise Agility Awards 2017

JANUARY 2018 Entrepreneur 45 Enterprise Agility Awards 2017

Startup Hub Of The Year Dubai Technology Entrepreneurship Centre (DTEC) Innovation Hub Of The Year Dubai Future Accelerators Entrepreneurial Ecosystem Development Sheraa Sharjah Ecosystem Influencer Aya Sadder, Incubator Manager, Intelak Startup Of The Year Eventtus Mobile App Of The Year NOW Money Market Penetration Yalla Compare Fastest Growth Harmeek Singh, Founder and Chairman, Plan B Emerging Emirati Entrepreneur Yousuf Al Gurg, founder, Gravity Calisthenics Gym Contribution to Business - H.H. Sheikh Saeed bin Obaid Al Maktoum Chairman, AJSM Investments Homegrown Brand Of The Year Al Rawabi Dairy Company CSR Innovation Aster Volunteers Real Estate Innovation Azizi Developments Energy Innovation Access Power SME Banking Innovation Mashreq Bank Islamic Banking Innovation Dubai Islamic Bank Excellence In Digital Transformation Roads and Transport Authority Excellence In Innovation Development Mohammed Bin Rashid Innovation Fund Contribution To Business H.H. Sheikh Saeed bin Obaid Al Maktoum, Chairman, AJSM Investments Business Visionary Of The Year Thumbay Moideen, Founder President, Thumbay Group Lifetime Achievement K. Rajaram, CEO, Al Nabooda Automobiles Excellence In Strategic Leadership H.E. Dr. Aisha Bin Bishr, Director General, Smart Dubai Office Entrepreneurial Ecosystem Development - Sheraa Sharjah

Emerging Emirati Entrepreneur - Yousuf Al Gurg, founder, Gravity Calisthenics Gym

Business Visionary of the Year - Thumbay Moideen, Founder President, Thumbay Group (collected on his behalf) Mobile App of the Year - Now Money

46 Entrepreneur JANUARY 2018 Stephen Marney, Master of Ceremonies, addressing the assembly

Stephen Marney, Master of Ceremonies, addressing the gathering at the Enterprise Agility Awards 2017 Startup Hub of the Year - DTEC

Fintech Company of the Year Payfort

Ecosystem Influencer of the Year - Aya Sadder, Incubation Manager, Intelak Aviation Market Penetration - Yalla Compare incubator

CSR Innovation - Aster Volunteers

JANUARY 2018 Entrepreneur 47 Enterprise Agility Awards 2017

Startup of the Year - Eventtus Lifetime Achievement - K Rajaram, CEO, Al Nabooda Automobiles

Islamic Banking Innovation - Dubai Islamic Bank

Fastest Growth - Harmeek Singh, founder and Chairman, Plan B

Excellence In Innovation Development - Mohammed Bin Rashid Innovation Fund

48 Entrepreneur JANUARY 2018 Real Estate Innovation - Azizi Developers SME Banking Innovation - Mashreq Bank

Excellence in Digital Transformation - Dubai Roads and Transport Authority

JANUARY 2018 Entrepreneur 49 Enterprise Agility Awards 2017

Excellence in Strategic Leadership - Innovation Hub of the Year - H.E. Dr. Aisha Bin Bishr, Dubai Future Accelerators Director General, Smart Dubai Office

Homegrown Brand of the Year - Al Rawabi Energy Innovation - Access Power

50 Entrepreneur JANUARY 2018 Entrepreneur - SUC Sept 2017.pdf 1 9/27/2017 12:53:59 PM

CMY

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.

New year, new you FitBit Ionic

Fitbit launches its first You can access workouts Ionic also has a new relative smartwatch just in time or listen to Audio Coaching peripheral capillary oxygen to help with your fitness sessions, store and play saturation (SpO2) sensor, goals in the new year. Fitbit more than 300 songs in 2.5 which makes it possible to Ionic runs on Fitbit OS, the GB of storage, automatically track deeper health insights company’s new operating track your run with auto- like the likelihood of having system for smartwatches, pause for short breaks, sleep apnea in the future. which includes the Fitbit and see real-time pace Plus, Ionic extends basic App Gallery, where you can and distance information smartphone notifications select the apps you need right on your wrist. Other when you receive call, text and watch faces that appeal features include a new swim and calendar alerts, as well to you. The App Gallery exercise mode as the device as notifications from social offers a range of health and is water resistant up to 50 apps on your smartphone like fitness apps like Exercise, meters, improved heart Facebook, Gmail, Instagram, Fitbit Coach, Relax, Timer, rate tracking with enhanced Slack, Snapchat and more. If and other smart features PurePulse technology, and you’ve resolved to get fit in like on-board music and an integrated antenna for the new year, Ionic is an ideal notifications. Everything you Fitbit Ionic stronger connections to GPS accessory to help you see it need is all on one platform. smartwatch and GLONASS satellites. through. : fitbit, lg, the entertainer entertainer the lg, fitbit, : COURTESY Fitbit Ionic includes a new swim exercise mode as the device is water resistant up to 50 meters IMAGES

LG gram laptop Joy, all year long The ENTERTAINER The quickest way to make more money is to save some money, and the ENTERTAINER is here to make you richer in 2018. In case you’ve been living under a rock, the ENTERTAINER is the leading provider of Buy One Get One Free and discount offers for restaurants, bars, spas, attractions, activities, salons, sports, fitness venues and more across the Middle East, Asia, Africa and Europe. Their offers are packaged as annual products specific to your city. Do more, be more For example, ENTERTAINER LG gram Dubai features offers for using the app. Going all thousands of venues across digital also gives you more The LG gram laptop delivers is the name of the game. You Dubai in various categories like opportunities to save. When powerful performance in a can work late into the night restaurants, attractions, leisure, you purchase a digital product, super slim, easy-to-carry body. with the backlit keyboard. It and more. These offers used you become an ENTERTAINER The lightweight, portable also serves as ambient light- to be presented as coupons, member, which gives you device has a 72Wh battery ing. The precision touchpad but the company recently said access to new venues that are which allows you to work enhances fingertip control goodbye to the book and the added all year long, and the longer, up to almost a full day with a more accurate pointer product is now completely chance to earn Smile rewards on a single charge, without system, and the webcam is digital. So how do you get points every time you use the plugging in. LG gram comes in positioned on top of the dis- it? Just download the free app. Smiles is a virtual currency several models featuring the play for flattering video calls. ENTERTAINER app for your system that works a bit like latest 8th Intel Core i7 or i5 Optional features like touch iOS or Android smartphone. a rewards or loyalty program. processor, a 13-inch or 14-inch screen, fingerprint reader, and You can then select products If you own an ENTERTAINER display, and two SSD storage Thunderbolt enhance the user based on your location, and digital product, you can earn ports. According to LG, you experience. With LG’s new IPS purchase and unlock offers Smiles in many different ways can boost work efficiency by as In-cell Touch technology, the and use them to get rewards. much as 40% using the gram, gram maintains its compact For example, if you’ve used all which is partly attributed to its size, and the enhanced touch of the offers for your favorite minimal booting time of less screen allows for more deli- venue, you can buy back an than 10 seconds. Convenience cate, accurate on-screen haptic offer for 1,000 Smiles. Oh, control without color shift and in case you’re wondering when touching the display. how to help your friends, the LG gram laptop The fingerprint reader enables ENTERTAINER can be shared you to log in and power on at with up to 10 other people. the same time with the press Simply give them the username of a single button. What’s and password to your account, more, Thunderbolt allows for and then they can log into and compatibility with Mac prod- use the app on their phones. ucts, supports data transfer ENTERTAINER products are eight times faster than USB valid for one year, starting on Type-C, and enables seamless January 2, and expiring on transmission of 4K/5K content December 30, so get yourself to exterior displays. LG gram is started, and make this a year of the ideal device to help you do savings. more in less time.

#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.

JANUARY 2018 Entrepreneur 53 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 a limited edition of products from a French luxury Omega Seamaster brand, a worthy new addition to your timepiece collection, as well as Aqua Terra a noteworthy new platform that can cater to your skincare needs.

DEEP DIVE OMEGA An homage to the origins of Omega’s take it cues from the brand’s design of Seamaster collection, the Omega Sea- the 1060s, the renowned teak pattern master Aqua Terra Master Chronometer stripes across its dial is reminiscent collection retains the versatility that the from the decks of luxury yachts, and its Seamaster is known for- while also tak- teak dial -a favorite among Omega en- ing it up a notch. Featuring 40 models thusiasts- is inspired from the wooden in four assorted sizes of 41 mm, 38 mm, decks of sailboats. With its minimalistic 35 mm and 28 mm, the timepiece offers design, this collection is perfect for water resistance of up to 150 meters, work and play, for men and women, and runs on the Master Chronometer whether you’re on deck, or on deadline. Calibre 8900. While its twisted lugs www.omegawatches.com Omega Seamaster Aqua Terra

Eddie Redmayne with the Omega Seamaster Aqua Terra images credit omega, soroci, s. t. dupont dupont credit omega, s.images t. soroci,

54 Entrepreneur JANUARY 2018 Editor’s pick The Art of Living Well MissPalettable.com S. T. Dupont S.T. Dupont CEO Alain Crevet Picasso lighters Founded in October 2017 by co-founders As the CEO of S. T. Dupont, Alain Crevet Sameer Purain and Mukta Tewani Purain, sits at the helm of a boutique French luxury MissPalettable.com is a UAE-based plat- brand with a history and heritage dating form curating natural beauty and skincare all the way back to 1872. Indeed, Crevet’s products from around the world, bringing it own association with the prestigious label to the GCC and South East Asian consumer. started long before he became its CEO- he Seeing Asia’s leanings towards niche and recalls fondly the time when he was gifted clean skincare products, the husband and a S. T. Dupont lighter by his father for his wife duo decided to offer an alternative to 18th birthday, which was the first ever consumers, with a core focus on bringing luxury product he owned. Of course, it’s cruelty-free and eco-friendly products to the easy to see why Crevet was so joyful about region. receiving a S. T. Dupont creation- this is, after all, a brand that prides itself on crafting “exceptional products for exceptional peo- Soroci Soothing Alain Crevet, Skin Toner CEO, ARTISTRY ON HAND S. T. Dupont S. T. DUPONT “The meaning of life is to find your gift. The purpose of life is to give it away.” So said Pablo Picasso, and French luxury brand S. T. Dupont is paying homage to the iconic artist’s words by creating a limited edition of products bear- ple.” It’s this brand ethos that has attracted ing his name, which would make for people from all around the world –including exceptional gifts that testify also to your the Middle East- to become aficionados of discerning taste. This distinctive line of the savoir flaire that S. T. Dupont espouses, products –which includes pens, light- which is exemplified in everything from ers, and accessories- all feature Picasso’s the choice leather its craftsmen use, or the Profil de femme, made in 1965, with the lacquer finishes that are a class apart by artist’s delicate lines, in the case of the themselves. On a recent trip to Dubai, Cre- lighters, etched into the natural lacquer vet highlighted how S. T. Dupont’s myth, As for those who wonder whether natural work of its panels, while in the case of roots, and expertise have found favor with and organic beauty and skincare products the writing instruments, the drawing is the Middle East’s discerning clientele, with are worth trying, the co-founders have their wrapped around their lids. The scribes its writing instruments and lighters being reply ready. “It all comes down to health. If among you will also appreciate the black the products of choice here. But Crevet we can go out and join a gym to stay fit or diamond leather diary released as part of notes that his brand has also made it a buy groceries that are organic, why can’t we this collection- it has Picasso’s artwork priority to reciprocate the interest shown take care of our skin and start using natural reproduced in embossed silver, and yes, by this region- S. T. Dupont has created and organic products? Just like our gut and its appeal cannot be understated. products catering specifically to the Arab our heart, our skin needs nourishment, www.st-dupont.com world, be it with pens and lighters featuring which is why it’s so important we start horse and falcon motifs, as well as, more embracing our precious skin by starting to recently, prayer beads made of silver and S. T. Dupont question what products we use and what Picasso stones like amber, amethyst, malachite and ingredients we are putting on our skin.” wallet and tiger eye. This is, once again, a continuation With brands such as Mi Rebotica from pen of S. T. Dupont’s spirit of being masters in Spain, Oxymax from Australia and Abeauty l’art de vivre, the art of living well- and boy, from Italy, each curated brand has its do they make it look good. own distinctive USP. For lightweight and highly moisturizing products, have a look at Korean brand Soroci’s line- its products are packaged in sleek airless pump packaging, making it travel friendly, and ideal to give you hydration for a long flight ahead. With shipping across GCC, dive into the world of natural skincare by checking out the website. S. T. Dupont prayer beads www.misspalettable.com

JANUARY 2018 Entrepreneur 55 in pictures

Brought to you by are among the comparatively unknown and unexamined subjects of Warhol’s diverse, Inspiring vast body of work, but he drew and painted a range of Cadillac models, which are now on show in Dubai.” innovation As an influential artist of his time, Warhol gained Cadillac’s “Letters to Andy Warhol” a reputation as one of the exhibition in Dubai offered visitors a peek which depicted the artist’s founding fathers of the pop into the artist’s personal experiences close connection to the world art movement by his body of of fashion, media, art, and work that embraced popular everything pop culture, an culture and commerce. As ecember brought a “Letters to Andy Warhol” indication of how Warhol Cadillac’s video on the artist treat to Dubai’s pop was centered on correspond- embraced American brands puts it, “Warhol’s story is art aficionados, as ence written to Warhol and culture as his muse. a classic Americana story,” the travelling exhibi- by the likes of Yves Saint In a statement about the where he drew upon his Dtion “Letters to Andy Laurent, Mick Jagger, the exhibition, Patrick Moore, immigrant background to Warhol,” showcasing five Museum of Modern Art, the the director of The Andy create art from the various rarely-seen letters from the New York State Department Warhol Museum, said, “This brands he observed emerging archives of The Andy Warhol of Public Works, and others. exhibition, showing in the around him, and the shifts Museum, made its way to the These letters also served Middle East for the very first in consumerism culture Middle East. In partnership as inspiration for works time, is an outstanding op- they depicted. With Cadil- with Cadillac, the exhibition by modern-day artists like portunity for us to showcase lac’s own legacy of being an was housed at Dubai Design Sean Lennon and Zac Posen, Warhol’s life and artwork to iconic American symbol, the District, and offered a rare which were also showcased a whole new demographic. By brand seems to have been the opportunity for visitors to at this event. In addition, partnering with Cadillac, a perfect vehicle to bring the get a glimpse of Warhol’s the exhibition also featured brand that is the epitome of “Letters to Andy Warhol” ex-

personal experiences and artworks from different the American dream, we are hibition to art lovers across arabia cadillac relationships. periods of Warhol’s careers, sharing Warhol’s legacy. Cars the region. www.cadillac.com image COURTESY image

56 Entrepreneur JANUARY 2018 JANUARY 2018 Entrepreneur 57 CULTURE business unusual | LIFE | TRAVEL | DESIGN | TRAPPINGS

Interior works by Baker Furniture

is committed to maintaining that level of luxury positioning of the brands, and while keeping some manufacturing jobs on US soil, the acquirer is extending its current portfolio of middle and upper price point segments of the home furnishings industry to include the upper end/ luxury niche of the market. Towner says that laying the groundwork for a new phase is what they are focused on at the moment. “We are doing things on the cost side, in terms of making sure that our factories are run efficiently, and that we have the people who share the same passion and love for this business,” he says. “In the furniture busi- Building long time ago that there will ness, if you are not passion- always be a need for a table to ate about home and design, brand relevance eat at, a bed to sleep in, a sofa it’s hard to be successful. In to sit and watch TV on, and all our departments, I look With 125 years of history behind it, Baker Interiors then the challenge becomes for people who are passionate is all set to shape its next century in business how to become the best about the home. We have a by Tamara Pupic alternative for those people. I team of people who under- like that challenge. Certainly, stand our legacy, but yet have n recent decades, the brand founded in 1948, to its there are people who have their focus on today. One of manufacturing sector in portfolio of luxury furniture taken, I would say, a more the interesting things which, Western economies has brands. Yet, earlier this year, disposable view of furniture, I think is unique about Baker scarcely been in the area the four-generation-old but fortunately we are at a is that there is a DNA that of envy. The reasons for Kohler family business, itself size and scale that if we do exists here and that you can Iits slow and steady downfall dating back to 1873, decided our job right, if we remain see throughout all of our of- are plenty, but all lead to one to sell those three brands focused on design leadership ferings. There is a thread that single outcome- many brands to a Chinese-owned and and superior craftsmanship, has been pulled through since have had difficulties coping US-based furniture manufac- there will be plenty of market the beginning to this day.” with the erratic nature of de- turer and distributor, Samson share for us to take owner- Baker Interiors Group has cline, resulting in numerous Investment Holding Com- ship of. I believe that there is 18 corporate-owned and manufacturing factories be- pany, for reportedly US$35 a big movement worldwide operated showrooms in North ing downsized or shut down. million. The deal takes the to turn back to authenticity. America, Paris and London, However, for Baker Interiors Kohler family out of furniture Across the luxury spectrum, in addition to over 15 dedi- Group, a US luxury furniture manufacturing, but it is still people want integrity. That cated showrooms operated brand, the end game has been not time to bring the curtain is why I feel very confident by carefully selected part- starkly different. down on these furniture about everything that we do, ners. These showrooms are To begin with, it is a brand brands, as explained by Rus- from the way it is designed to located in Asia, Europe and that has been around for sell Towner, the President the way it is constructed and more than a century- Baker and CEO of Baker Interiors finished, there is an authen- Interior works Furniture, which includes the Group, with responsibil- ticity of each product. It’s by Baker Furniture Milling Road furniture brand, ity for both Baker Furniture special and unique.” was founded in 1890, and be- and McGuire Furniture. “It A couple of years ago, Baker came a part of the furniture has been a challenging time, Furniture made headlines products division of Kohler certainly the decade after when it created custom-made Company, a Wisconsin-based the 2008/2009 crisis, but chairs for the State Dining American manufacturing the good news is that even Room in the White House, company, in 1986. A few throughout that there were however its furniture can also years later, in 1989, Kohler people with the means and be found in the Oscars’ green

Company added McGuire interest in buying luxury room, and more. Samson furniture baker Furniture, a casual furniture furniture,” he says. “I learnt a Investment Holding Company image COURTESY image

58 Entrepreneur JANUARY 2018 right places. We are doing a tion to scale and proportion place in today’s world and lot of work across our loca- and the understanding of the staying true to the company’s tions in the US and Europe nuances of details, as we do, rich heritage. “I would say to revitalize those physical it will appeal to people every- that my favorite period is structures to make sure that where. So, we don’t neces- now. I very much view that the visual display of our sarily think whether there my responsibility at the mo- furniture is how it should is a design that is specific to ment is to take this company, be. We are spending a lot of Dubai since, I believe, with which has a 125-year-long time internally to make sure the intermingling of different heritage and legacy, in the that we are creating the right styles, the world has become direction that will build a experience for people. I am smaller and we don’t tend to foundation for the next 125 a firm believer that there look at it per region but as a years,” Towner concludes. are two organizational plays whole.” “When I look back, I wouldn’t right now. One is on price, Obviously, Baker Interiors say that I have a favorite pe- meaning you are either going Group is not only remaining riod in the company’s history, to be the lowest price in the relevant in a shrinking in- but I relish that fact that we market and compete on that, dustry but reinventing itself have this legacy to stand by. I Russell Towner, President and CEO, or you are going to provide with a potential to usher in a think it is important that we Baker Interiors Group the experience for people new era of furniture manu- draw on all of that rich herit- that justifies their purchase. facturing around the world. age, update it, and evolve it “Our plan is to grow We believe that Baker will be To achieve that, Towner says, so that it is current today. successful if we provide the plotting a new direction is It is about making yourself significantly, but we right experience.” based on both understand- relevant today, without losing like our positioning in In line with the company’s ing the cultural shifts taking the core of who you are.” the luxury segment international expansion busi- of the business and ness strategy, Baker Group recently opened its flagship we have no intention showroom, and one of the of trying to move our few mono-brand showrooms price point down.” in the region, at Dubai Design District (d3), in partner- the Middle East. In addition, ship with UAE-based home the luxurious Baker furniture furnishings dealer, Iconic is also distributed through Home. “We are a 125-year- select luxury furniture retail- old company founded on the ers and design boutiques in principles of design leader- over 40 countries around ship and superior craftsman- the world. What lies ahead ship, and those elements is strategizing and explor- appeal to people everywhere, ing but, as Towner explains, and if you ask how we ended also remaining deeply rooted up opening a store in Dubai, into the brand’s principles it is because here we have of design leadership and people with the means to superior craftsmanship. “For afford luxury furniture, now, we are focused on what but more importantly, they I call blocking and tackling have an interest in luxury types of things, which is an furniture and home design,” American football reference Towner says. “Wherever to basic, fundamental things in the world we find those that make our business bet- people, we want to make sure ter, such as making sure that that they have access to our we have the right customer furniture. There are certainly experience,” he says. “Our cultural elements that influ- plan is to grow significantly, ence which styles people but we like our positioning prefer. For example, in Asian in the luxury segment of the markets, they love round din- business and we have no ing tables. However, we lean intention of trying to move very much on our style that is our price point down. First rooted in classicism which we Interior works and foremost, our furniture believe is still very relevant by Baker Furniture needs to be distributed at the today. If you have the atten-

JANUARY 2018 Entrepreneur 59 CULTURE business unusual | LIFE | TRAVEL | DESIGN | TRAPPINGS

In theory, first principles thinking requires you to dig deeper and deeper until you are left with only the founda- tional truths of a situation. Rene Descartes, the French philosopher and scientist, embraced this approach with a method now called Carte- sian Doubt in which he would “systematically doubt everything he could possibly doubt until he was left with what he saw as purely indubitable truths.” In practice, you don’t have to simplify every problem down to the atomic level to get the benefits of first principles thinking. You just need to go one or two levels deeper than most people. Different solutions present themselves at different layers of abstrac- tion. John Boyd, the famous First principles Within a few years, SpaceX fighter pilot and military Elon Musk’s success is an example had cut the price of launching strategist, created the fol- of the power of thinking for yourself a rocket by nearly 10x while lowing thought experiment by James Clear still making a profit. Musk which showcases how to use used first principles thinking first principles thinking in a irst principles the world, Musk discovered to break the situation down to practical way. thinking, which is the cost of purchasing a the fundamentals, bypass the sometimes called rocket was astronomical- up high prices of the aerospace Imagine you have three reasoning from first to US$65 million. Given industry, and create a more things: principles, is one of the high price, he began to effective solution. • A motorboat with a skier Fthe most effective strategies rethink the problem. First principles thinking is behind it you can employ for breaking “I tend to approach things the act of boiling a process • A military tank down complicated problems from a physics framework,” down to the fundamental • A bicycle and generating original solu- Musk said in an interview. parts that you know are true tions. It also might be the “Physics teaches you to and building up from there. Now, let’s break these items single best approach to learn reason from first principles Let’s discuss how you can uti- down into their constituent how to think for yourself. rather than by analogy. So, lize first principles thinking in parts: The first principles approach I said, okay, let’s look at the your life and work. • Motorboat: motor, the hull has been used by many great first principles. What is a of a boat, and a pair of skis. thinkers including inventor rocket made of? Aerospace- Defining first principles • Tank: metal treads, steel Johannes Gutenberg, military grade aluminum alloys, plus thinking armor plates, and a gun. strategist John Boyd, and the some titanium, copper, and A first principle is a basic • Bicycle: handlebars, wheels, ancient philosopher Aristo- carbon fiber. Then I asked, assumption that cannot be gears, and a seat. tle, but no one embodies the what is the value of those deduced any further. Over philosophy of first principles materials on the commodity two thousand years ago, Aris- What can you create from thinking more effectively than market? It turned out that totle defined a first principle these individual parts? One entrepreneur Elon Musk. the materials cost of a rocket as “the first basis from which option is to make a snow- In 2002, Musk began his was around 2% of the typical a thing is known.” mobile by combining the quest to send the first rocket price.” First principles thinking is handlebars and seat from the to Mars- an idea that would Instead of buying a finished a fancy way of saying “think bike, the metal treads from eventually become the aero- rocket for tens of millions, like a scientist.” Scientists the tank, and the motor and space company SpaceX. Musk decided to create his don’t assume anything. skis from the boat. He ran into a major chal- own company, purchase the They start with questions This is the process of first lenge right off the bat. After raw materials for cheap, and like: What are we absolutely principles thinking in a nut- visiting a number of aero- build the rockets himself. sure is true? What has been shell. It is a cycle of breaking space manufacturers around SpaceX was born. proven? a situation down into the

60 Entrepreneur JANUARY 2018 core pieces and then putting widespread distribution of ments, the form of the bag put the function front and them all back together in a information for the first time remained largely the same. center. What are you trying more effective way. Decon- in history. Innovators spent all of their to accomplish? What is the struct then reconstruct. The best solution is not time making slight iterations functional outcome you are where everyone is already on the same theme. looking to achieve? How first principles drive looking. What looks like innova- Optimize the function. innovation First principles thinking tion is often an iteration of Ignore the form. This is The snowmobile example also helps you to cobble together previous forms rather than how you learn to think for highlights another hallmark information from different an improvement of the core yourself. of first principles thinking, disciplines to create new function. While everyone else which is the combination ideas and innovations. You was focused on how to build The power of first of ideas from seemingly start by getting to the facts. a better bag (form), Sadow principles unrelated fields. A tank and a Once you have a foundation considered how to store and Ironically, perhaps the best bicycle appear to have noth- of facts, you can make a plan move things more efficiently way to develop cutting-edge ing in common, but pieces of to improve each little piece. (function). ideas is to start by breaking a tank and a bicycle can be This process naturally leads things down to the funda- combined to develop innova- to exploring widely for better How to think for yourself mentals. Even if you aren’t tions like a snowmobile. substitutes. The human tendency for imi- trying to develop innovative tation is a common roadblock ideas, understanding the The challenge of to first principles thinking. first principles of your field reasoning from first When most people envision is a smart use of your time. principles the future, they project the Without a firm grasp of the First principles thinking can current form forward, rather basics, there is little chance be easy to describe, but quite than projecting the function of mastering the details that difficult to practise. One of forward and abandoning the make the difference at elite the primary obstacles to first form. levels of competition. principles thinking is our For instance, when criticiz- Every innovation, includ- tendency to optimize form ing technological progress ing the most groundbreaking rather than function. The some people ask, “Where are ones, requires a long period story of the suitcase provides the flying cars?” of iteration and improvement. a perfect example. Here’s the thing: we have The company at the begin- In ancient Rome, soldiers flying cars. They’re called ning of this article, SpaceX, used leather messenger bags airplanes. People who ask ran many simulations, made Elon Musk and satchels to carry food this question are so focused thousands of adjustments, while riding across the coun- on form (a flying object that and required multiple trials Many of the most ground- tryside. At the same time, the looks like a car) that they before they figured out how breaking ideas in history have Romans had many vehicles overlook the function (trans- to build an affordable and been a result of boiling things with wheels like chariots, portation by flight). This is reusable rocket. down to the first principles carriages, and wagons. And what Elon Musk is referring First principles thinking and then substituting a more yet, for thousands of years, to when he says that people does not remove the need for effective solution for one of nobody thought to combine often “live life by analogy.” continuous improvement, the key parts. the bag and the wheel. The Be wary of the ideas you but it does alter the direction For instance, Johannes first rolling suitcase wasn’t inherit. Old conventions of improvement. Without Gutenberg combined the invented until 1970 when and previous forms are often reasoning by first principles, technology of a screw press Bernard Sadow was haul- accepted without question you spend your time mak- -a device used for making ing his luggage through an and, once accepted, they set a ing small improvements wine- with movable type, airport and saw a worker boundary around creativity. to a bicycle rather than a paper, and ink to create the rolling a heavy machine on a This difference is one of snowmobile. First principles printing press. Movable type wheeled skid. the key distinctions between thinking sets you on a differ- had been used for centuries, Throughout the 1800s and continuous improvement ent trajectory. but Gutenberg was the first 1900s, leather bags were and first principles thinking. If you want to enhance an person to consider the con- specialized for particular Continuous improvement existing process or belief, stituent parts of the process uses—backpacks for school, tends to occur within the continuous improvement is and adapt technology from rucksacks for hiking, suit- boundary set by the original a great option. If you want an entirely different field to cases for travel. Zippers were vision. By comparison, first to learn how to think for make printing far more effi- added to bags in 1938. Nylon principles thinking requires yourself, reasoning from first cient. The result was a world- backpacks were first sold in you to abandon your alle- principles is one of the best

lon musk image © shutterstock © shutterstock musk image E lon changing innovation and the 1967. Despite these improve- giance to previous forms and ways to do it.

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

JANUARY 2018 Entrepreneur 61 TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PRO

Fadi Ghandour, founder, Aramex Nothing ventured, nothing “No one should think that their business is their life. I spent 35 years there and I am content gained now. More than half Entrepreneurs are known for being capable of my life was given to of creating prosperity, but how do they handle it, it is older than my the burden of their big ideas and dreams? children. I compromised everything in my life for By Tamara Pupic the business.”

ome people think I be- Veteran entrepreneurs, such as Ghan- However, the world of entrepreneurship trayed them, but I moved dour, are less likely to discuss the emo- is quite different in 2018. A series of “ on and now I need to send tional strains of running a business. high-profile suicides of tech entrepre- a message that Aramex In fact, asking him to talk about the neurs grabbed headlines a few years was not and is not my emotional toll of pouring everything ago, and have been followed by bil- life,” says Fadi Ghandour, into a company that, statistically, lionaire entrepreneurs tweeting about who last year fully exited might have failed, reveals that, during their “great highs, terrible lows and Aramex, the first MENA-based courier his Aramex era, hardly had he ever unrelenting stress”, or bosses publicly Scompany that he started in 1982. Over considered the consequences of being commending their employees for caring the years, the 58-year-old Ghandour an entrepreneur on his mental health. about their mental health by taking a has become a national figure for sup- “An entrepreneur, starting up his busi- day off. Similar actions, I believe, are porting entrepreneurship across the ness, constantly faces crisis, and that a rebellious response to today’s pres- Arab world. Far from the latter being is a never-ending process,” he explains. sure on entrepreneurs to put forward just the storytelling, Ghandour advises “You are in the business of continuous- a picture of success- even a minor post by setting a good example, and in this ly finding solutions, continuously wor- on social media about an entrepre- case, demonstrating that entrepreneurs rying, continuously having your brain neur’s daily struggles can quickly pile should not tie their self-worth to their work at a high speed to solve the daily up “the likes” by hundreds from fellow net-worth. “No one should think that challenges that you face, specifically in entrepreneurs who are grateful for the their business is their life,” he says. “I the region like ours where all kinds of opportunity to open up about their own spent 35 years there and I am content challenges are out of your control most stress of building a business for a living. now. More than half of my life was of the time. Entrepreneurs might have Mona Ataya, the founder and CEO of given to it, it is older than my children. insomnia, not sleeping well, and that Mumzworld, and co-founder of Bayt I compromised everything in my life for is all that I can remember from that -both of which are considered to be the business.” period of my life.” among the region’s most successful

62 Entrepreneur JANUARY 2018 online businesses- is the next person be it with your spouse, your children, I talked to, and her opinion on the your employees, and so on. It is because matter can be considered somewhat when you are running, you can’t afford mid-way. She is willing to open up somebody to pull you back. When you on the sleep difficulties, irritability, are juggling one hundred things at the and other stress-related symptoms same time, you cannot afford having pa- entrepreneurs experience, but points tience to sit back and take it easy. But, out that those fall under the weight of as long as your mindset is clear on why the ambitions she once readily signed you are doing what you are doing, that up for. “Do I sleep less? 100%,” she is your motivation.” says. “There have been days when I Entrepreneurs having honest dis- slept [for only] two hours. Since we cussions about (only potentially) launched Mumzworld seven years ago, surmountable bumps in the road to I haven’t had a weekend when I haven’t achievement has allowed for gathering worked. At the same time, when I’m enough data for drawing first statisti- home, I’m juggling things in a way that cal conclusions. A 2015 study by UC Ayman Fakoussa, my children don’t notice when I’m Berkeley and UC San Francisco titled co-founder and working, such as when I’m online or managing partner, Are Entrepreneurs Touched with Fire? The Qode checking messages. It’s a balancing act reveals that 49% of entrepreneurs and I ensure that nobody around me have a mental illness/history, including is impacted by it. Lack of sleep is one depression (30%), attention deficit “I actually am very [consequence] for sure, and the other hyperactivity disorder (29%), and one is not being able to switch off com- anxiety problems (27%), compared to open about therapy, pletely. You never ever switch off, not 32% of the control group. In the MENA and how it has even for a moment. The other thing is region, similar research has not yet helped me in certain that my health, wellness, and physical been undertaken or published, but four well-being have been impacted, and I out of six entrepreneurs interviewed times of my life. I will say that it is completely my fault. by Wamda last year admitted to having speak about it to Yet, whenever I feel burn out, all I have depression as a result of their startup break the taboos in to do is meet with the members of En- life. In most cases, the rare MENA- trepreneurs Organisation or Endeavor, based startup founders willing to reveal our Arab culture.” which I am a part of, and I’m revived their mental and lifestyle struggles tend and energized because I’m constantly to stick to more socially acceptable ing,” he says. “In the kind of work that learning. However, I will say that what issues: burnout, anxiety and/or fear we do, in the luxury world, you are out does get impacted is your patience, of failure, and weight-related health on parties a lot, but above and beyond issues. Ayman Fakoussa, co-founder that, you see other problems in the and managing partner of The Qode, world and start wondering how you can Mona Ataya, founder and CEO, and Rachel McArthur, the founder of help. Not many people spend enough Mumzworld Digital Ink, however, add another layer. time trying to help other people. One For Fakoussa, the success of his Dubai- thing that helped me tremendously was based boutique luxury PR and events that we started getting very involved agency caused him to feel emptiness with charity initiatives. We used our rather than elation. “There was another contacts and relationships to help time in my entrepreneurial career others, which was very fulfilling and where I felt my work lacked true mean- brought meaning to our work. It really changed things for us.” As the founder and managing editor of “Lack of sleep is Digital Ink Media, McArthur provides one [consequence] high quality content services for digital, broadcast and print businesses. Despite for sure, and the need for this kind of content in this the other one part of the world, she has been facing is not being able setbacks, especially due to being a sole founder. “The most stressful time, in to switch off my opinion, is about 12 months into completely. You a company,” she says. “That’s when never ever switch you’re looking back at the last year, seeing how you did, and looking ahead off, not even for a to what’s next and planning the next moment.” few months. I’m not going to lie; digital >>>

JANUARY 2018 Entrepreneur 63 TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PRO

content is still not viewed “If you’re down or having a bad day, as an essential service to you cannot show it, as you cannot many companies, and that’s demoralize the people working with fair enough, considering you, and it would be unprofessional many have only a little bit to do so in front of a client. That’s of budget to play with. So, there are times when you one of the biggest things I miss about have little idea what your being an employee.” next few months are going to look like. Also, one thing they should be promoting make it through?’ I did think you’re never really prepared Rachel McArthur, founder, how well they’re doing. But about therapy although I for when ‘going it alone’ is Digital Ink Media I personally think it’s also didn’t end up doing it, but how lonely it is at times. important to show you’re I know a lot of people who As someone who is a solo with the majority of MENA human. Take Instagram, for did it and it helped them a founder, you spend most of entrepreneurs is often fol- example, everyone shows the lot. You have to reach deep your time with your team or lowed up by a request to ‘best self’… But, it’s all a fil- into your mental resources clients– and the majority of remain anonymous for fear tered, edited version of real- to cope with that pressure. that time is spent managing of peer disapproval and ity. We have a responsibility In that, therapy or any kind or mentoring. If you’re down other social and family rea- to lead by example and show of counselling is helpful. or having a bad day, you can- sons. However, Fakoussa and that, ‘Hey, it’s not all glitter You have to put your ego not show it, as you cannot McArthur neither hesitated dust and unicorns!’” aside, you can’t do all by demoralize the people work- to seek professional help A calm demeanor masking yourself, and you have to al- ing with you, and it would when finding themselves a secret used to be a tactic of low someone to gently steer be unprofessional to do so in caught off-guard, nor to talk Tahir Shah, the founder of you in the right direction front of a client. That’s one about it. “I actually am very Moti Roti, a “Pakistani Soul and stabilize the way you of the biggest things I miss open about therapy, and how Kitchen” pop-up and food are thinking at the moment. about being an employee.” it has helped me in certain truck. In 2012, Roti left his I know many entrepreneurs Talking about enlisting times of my life,” says IT career to create “a go-to who are in that dark place the help of a psychologist to Fakoussa. “I speak about it delivery place for Pakistani and it is refreshing that the sort out their mental health to break the taboos in our and Indian food.” Yet, the entrepreneurial community Arab culture, that something journey ahead included in Dubai is very collective, “It’s kind of is wrong with you if you go closing the first pop-up store collaborative and support- reassuring to see to therapy. There have been due to low footfall, acquir- ive. It’s kind of reassuring that other people examples when I would sug- ing one of the first food to see that other people are are also struggling. gest to people to consider trucks in Dubai, and then also struggling. I think that I think that sense of going to therapy if they were selling it to pivot to a more sense of community in Dubai community in Dubai feeling depressed or not sustainable business model- is really integral and it really is really integral okay in any way, but there Moti Roti’s first bricks and plays into the removal of the was a perception that, if that and it really plays mortar outlet, which opened existing taboos.” (However, was the case, it meant that in JLT in 2016. Over this not long after this interview into the removal of something was wrong with time, many self-torturing with Shah, I was informed the existing taboos.” them. I think that it is so questions gnawed at him. that Moti Roti’s outlet in JLT wrong. I grew up in Canada “It’s just waking up in the had closed as well.) Tahir Shah, where that is considered a morning feeling like ‘I can’t Furthermore, one of the founder, normal thing.” McArthur do it, I can’t get out of bed,’” realities of entrepreneurship Moti Roti adds that while seeking pro- he says. “You are faced with is that founders have to deal fessional help can seem like innumerable problems and with an often-endless series a challenging experience, you think, ‘How do I solve of false promises. To Elissa entrepreneurs should not all of them and in a limited Freiha, the co-founder of rely on sunny optimism as a amount of time?’ Then, if it WOMENA, a Dubai-based defense mechanism. “Unfor- does not work out, what to angel investment platform tunately, it [seeking the help do next. In the early days, for female investors, em- of a psychologist] wasn’t when I took a round of fund- bracing her own vulnerabil- a pleasant experience, as ing from family and friends, ity as opposed to projecting I felt that I wasn’t really I had that pressure of the bulletproof mentality proved heard, and the professional’s people who had believed in to be a valuable coping priority was just prescribing me and invested in me, and strategy. “As we were getting medication. Nevertheless, I wanted to be able to pay more recognition and were I think many fear that they them back. I was constantly celebrated for the work that would look ‘weak,’ given that thinking, ‘What if I don’t we were doing, we did not

64 Entrepreneur JANUARY 2018 Elissa Freiha, den, one evening, I just col- ments when I was severely entrepreneurs have a deeply co-founder, WOMENA lapsed. I had developed quite depressed, going through ingrained fear of failure. an infection that required the very early challenges of “I don’t buy the story that bed rest and antibiotics, and WOMENA, and not being there is a specific fear of my fever was 40 degrees. able to achieve balance as an failure in the Arab culture,” I had a meeting regarding entrepreneur between life he says. “No culture in the what I thought was an and work. I used to sacrifice world likes failure, but the important opportunity that eating healthy, seeing my way you think about failure week, and despite not feeling friends and family, sleeping is what matters. It is not a well at all, I still made the well, just to work a little bit cultural thing; you are not effort, apologized profusely more. Entrepreneurs brag born with it. If you appreci- and requested we do a phone about not going on holiday ate learning by trial and meeting until I got better to for years. I met a female error, then it is a journey. come in. Sadly, the reaction entrepreneur a few years ago Don’t think of failure as an I received wasn’t all that who was highly celebrated in end. Your most important great. Instead of postponing, the industry, and I remember lessons in life as an entre- “We would get a quick I was being told I needed to her bragging about the fact preneur, and I’ll challenge high when people prepare this, that, and the that she started a business any entrepreneur on this, would tell us they other, and needed to get it while she had two children, happens when you actually wanted to be a part of across in 48 hours. To me, and that she didn’t take face an obstacle that you WOMENA, and then we would immediately get that was a huge red flag. If a a single holiday over this don’t overcome, when you crashed when they client isn’t going to forgive time. I knew that was a lie. don’t make it. When you started avoiding our a few days due to illness – That was a blatant lie, she make it, you don’t remember phone calls.” bearing in mind, the project must have taken a day off at what happened. Yet, when wasn’t time-sensitive, or least, and to tell everybody you don’t make it, it is then feel the same amount of suc- tied to an event that week– that you didn’t have a single that you remember. And cess behind the scenes,” she then chances are you won’t day off was a lie. They think that’s the biggest lesson in recalls the early challenges of be treated right throughout it shows that they kind of life. The recovery happens building WOMENA. “There the entire partnership. The earned their place, but it’s immediately, you have to was a lack of transparency lessons learned here are, just an exaggeration. I don’t move on very quickly. But, if from people we were en- one, you can never prepare doubt how hard they work, your character says, ‘I can’t countering in the sense that for illness– when it strikes, but it’s about the output. handle failure,’ then don’t be we would get a lot of verbal it strikes, and no project/ So, I started overcoming my an entrepreneur. Therefore, support, but when the time money in the world will problems by becoming more it is a character trait and not came for them to actually prevent it. So, you have to experienced, but also by a cultural thing.” act on it, to sign something accept that. And two, no being fed up with feeling the Ataya adds to conclude, or to pay us something, they matter how big or lucrative a way that I felt. For me, see- “There will be naysayers would disappear. This hap- project, if your client expects ing my family is important around you, and the reality pened hundreds of times. We you to drop everything for to me, something that I as an is that you need to kill the would get a quick high when them 24/7, you’re better individual, a social person, noise, and be very focused. people would tell us they off without it for your own an extrovert, need. Feeling I’ve been blessed that I have wanted to be a part of WOM- sanity.” that I was sacrificing the always been very focused on ENA, and then we would im- Likewise, Freiha has taken success of my business by my vision and what I want to mediately get crashed when a proactive approach to spending an afternoon with achieve. The entrepreneur- they started avoiding our building mental strength. For my father, who is 79 years ship ride is a very difficult phone calls, and so on.” that, she has had to debunk old, was unhealthy for me. one, and as long as your An important note here, some of the other popular That was destabilizing for mindset remains positive, though. Whilst removing myths of entrepreneurship, me.” and you know why you are some of the stigma by open- namely that entrepreneurs All in all, entrepreneurs doing what you are doing, ing up on what the life of an should work 24/7 in order dealing with life situations, the noise and the difficulties entrepreneur really looks to succeed. “It was calming both draining and exhilarat- are really irrelevant. If it like is publicly praised and when I finally felt that I was ing, are well outside the gets hard, so what? It’s part encouraged, their everyday receiving what I deserved, ordinary. For that reason, of your journey, it’s part of life can commonly bring but what was still destabiliz- Ghandour’s legacy -and what you’ve signed up for. polar opposite experiences, ing was going against my presence- remains with It’s not a punishment, but as McArthur explains. “Last better judgment in order young entrepreneurs across you [are] being blessed by an year, I kept on falling ill to follow social pressures the Middle East, especially opportunity to create some- every few weeks with what that I felt compelled to give when it comes to a narra- thing that will impact your seemed like a common cold,” in to as an entrepreneur,” tive, which he is particularly ecosystem. How amazing is she says. “Then all of a sud- she says. “I had a few mo- annoyed with, that Arab that?”

JANUARY 2018 Entrepreneur 65 TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PRO

Just as humans have personalities that differentiate them from one another, companies have personalities as well. These “personalities” are commonly referred to as the company culture. And when it comes to hiring, it is the responsibility of the hiring manager to make sure that the candidate they plan on giving a job offer to be a good fit of that culture. Culture fit means that a job candidate will be able to conform, adapt, or at least cope with the core values, norms, and collective behaviors that make up a business or an organization. Employers can no longer take a chance on someone who won’t mesh well with the existing team, doesn’t share common The right fit goals with their colleagues, or is not well- Three steps to help you hire someone aligned with the mission of the company. who’s in line with your organizational culture But keep in mind that hiring a culture fit By Suhail Al-Masri doesn’t mean disregarding your initiatives for increasing diversity and always hiring an exact replica of your existing employees, even xcellent time management, outstanding if they are top performers. Finding a culture communication skills in multiple languages, fit simply means finding those candidates who share your goals and values and those several years of experience in project who are able to assimilate to your work management, and a proven track record of environment in a productive and healthy increasing sales. That all sounds great, doesn’t manner. Especially in a startup environment, Eit? But what companies look for in an employee you need people who are truly aligned with you culture, who believe in your vision, and nowadays can actually extend beyond a list of skills, who are passionate enough to want to help degrees, or past experiences. transform this vision into a reality. So, how do you ensure that your next hire fits your organizational culture? Here are As an up-and-coming business, you should three steps from Bayt.com that will help you have already developed a talent acquisition Culture fit means that to do so: a job candidate will strategy to secure a steady pipeline of be able to conform, potential employees and build a great adapt, or at least cope startup team. Whether you have opted for with the core values, norms, and collective the classic and very effective job postings behaviors that make tool, a powerful CV search technology, or up a business or an even a customized talent sourcing service, organization. such as Source2Hire, you should already have many tools at your discretion to get the more open you the CVs flowing to your inbox. are about your Along with these talent acquisition tools, culture and its 1. Define your company culture you should have your talent screening unique elements, It goes without saying that you can’t look for approach mapped out and you should be the easier it something you haven’t defined. Therefore, the ready to interview, shortlist, and make will become first step in hiring a culture fit is determining your offers. to connect and what your company culture is all about. But hold on a second. Before jumping communicate What values, norms, and practices define right in, have you thought about what else with like-minded your business? These could include, but can make a job candidate ideal for your individuals who are not limited to, things such as respect, company dynamics and environment? can smoothly join fairness, trust, integrity, teamwork and What other items do you need to consider your team and communication. They could also include when hiring? After all, a candidate who truly help your practices and policies such as dress code, looks good on paper doesn’t necessarily company grow. timing and flexibility, interpersonal translate to someone who fits well within dynamics, and such elements that shape your your team, understands your business environment and daily dynamics. values and ethics, and adapts to your You’ll need to fully understand what makes unique culture easily. your company unique as well as what makes

66 Entrepreneur JANUARY 2018 ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PRO TREPONOMICS

manager during an interview that will also help determine the culture fit of the candidate. These include asking the candidate what they know about your organization’s values, their familiarity with the mission and vision that your organization upholds, and their knowledge about the pillars that your organization was established upon. An additional method that you can use during the interview is to ask the candidate what they would do in certain situations Finding a culture fit simply means outlining your culture in job postings and or moral dilemmas and see how these finding those candidates who share all application material is just as critical. answers align with your expectations. your goals and values and those Aside from the basic job requirements Since it might be challenging to contrast who are able to assimilate to your like years of experience, education and and compare different candidates based on work environment in a productive technical skills, you’ll need to include “culture fit,” it is recommended that you: and healthy manner. other requirements such as innovation, a. involve your team or your interview creativity, team mindset, leadership, or any panel and hear their impression of the someone a fit or a misfit for your culture. If other elements that relate to your values candidate, you aren’t able to tackle this on your own, and culture. Add a blurb about who you b. vary your questions to test for many it is also a common practice to survey your are and what distinguishes your company angles relating to your values and most employees and ask them how they perceive in your job description, or talk about it important cultural elements, and the organization’s culture. This could help during the interview. This will provide job c. keep a detailed list of what about the you discover the positive aspects of your seeker with some form of an introduction candidate you think “fits” and what organization that you may not have seen as to what your company expects from its doesn’t, so you can do some contrasting before, or you could end up discovering employees. after the interviews are done. some negative aspects that require your To increase the relevancy of candidates Another approach to discover whether immediate attention and remedy. But applying for your vacancy, and to decrease or not a candidate is a good culture fit is either way, you will come up with a basis the time it takes to hire, job sites such to give them a small tour of your company to help you define you culture, and screen as Bayt.com provide employers with a and introduce them to a few key members, for culture fit accordingly. huge platform to post their jobs and offer then follow up by asking the candidate precise filtration tools and questionnaires what form of culture they observed from 2. Make your culture visible so that the candidates they receive match their small tour. Later on, you can also ask Once you have determined what matters the required qualifications and culture fit your employees what they thought of the to your company the most, it is time to down to the smallest details. candidate. Depending on these answers, talk about it. Start with your company Remember, the more open you are about you’ll know if the candidate is perceived as website, where you can include a brief on your culture and its unique elements, a good culture fit. your organizational culture. This is not the easier it will become to connect and only beneficial in the case of potential communicate with like-minded individuals there are certain questions applicants stumbling upon your website, who can smoothly join your team and truly that can be asked by the hiring it will also benefit you in promoting your help your company grow. culture to any website visitors. Some manager during an interview companies go as far as creating a unique 3. Use the interview to test that will also help determine employer brand for themselves using a for culture fit the culture fit of the candidate. premium company profile, where they This is where you go beyond the papers. highlight how their organizational culture The interview is your best shot at Today, hiring someone who fits within differentiates them from their competitors. identifying a culture fit. your organizational culture helps to ensure By explaining your company culture to Depending on your hiring practices, that they remain productive, honest, and potential applicants, it is more likely that several of your employees may be involved active. It also guarantees that they do not you’ll receive candidates who truly share in the interviewing process. Therefore, it disturb the productive rhythm and healthy your core values and principles and those is important that they all have a firm grasp dynamics you may have already secured who are able to smoothly assimilate to of your company culture in order to be for your business. So, keep the concept of your company. capable of assessing whether the candidate culture fit in mind to stay on top of your Just like making your culture visible to is a good fit or not. hiring game and look beyond the long list potential candidates through your website Having said that, there are certain of skills and qualifications when picking is important for attracting relevant talent, questions that can be asked by the hiring the “right” one.

Suhail Al-Masri is the VP of Employer Solutions at Bayt.com, the #1 job site in the Middle East with more than 40,000 employers and over 29,900,000 registered job seekers from across the Middle East, North Africa and the globe, representing all industries, nationalities and career levels. Al-Masri has more than 20 years of experience in sales leadership, consultative sales, account management, marketing management, and operations management. www.bayt.com www.bayt.com 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.

JANUARY 2018 Entrepreneur 67 money ask the money guy | vc viewpoint | your money | ECON

Important questions to ask meaningful amount. They yourself: tend to be passive investors > What stage of development with limited terms, but, in (seed, venture or growth certain cases, you may choose stage) is my company? to involve them as advisors or > How much money is re- mentors. quired to achieve the next stage of development? Family groups > Do I need passive or active Wealthy families, at times, investors? allocate capital for direct > How involved do you I ex- investments especially in pect investors to be? their local markets where > Do I need industry or func- they are confident about the tional (finance, strategy, etc.) landscape, and believe they expertise? can add value. Investment > Do I need small or large amounts can vary depend- investors given the money ing on size of wealth and risk required? appetite. Strategies vary, but these are usually active 2. Understand the inves- investors that require board tor universe in your representation and key terms. It’s not just about market There are generally five Venture capital the money capital pools available for These refer to sophisti- Three steps to raise (smart) capital companies at various stages cated investors designed to of development. As a compa- finance early-stage companies for your enterprise By Amjad Ahmad ny matures, it will likely move from seed to growth stages from one capital pool to depending on fund strategy. aising money 1. Understand your needs another given the amount of They provide capital as well doesn’t come and the needs of your money and expertise re- as expertise depending on naturally to company quired. profile of partners and track most entrepre- Being self-aware of your record. Investment amounts neurs, and it is strengths and weaknesses is Friends and family can vary depending on fund likely that most critical in building a strong At the earliest stages of your size and focus (seed versus have not done foundation for your company. development, investors are growth stage). These are ac- it before they This will help you find the backing you as an individual, tive investors that expect key Ractually have right co-founders, employees, rather than your business terms relating to key business to do it. It is a necessary, but, mentors, advisors and inves- plan. Therefore, it is best decisions, including strategy, at times, unpleasant part of tors. Seek investors that com- to seek funds from those that management and exit. launching and growing a new plement your skills and close know you best. Keep in mind company. To make matters the skills gap in your company. that usually the amounts are Private equity worse, the process is ardu- Companies are living organ- small unless you happen to These are sophisticated ous, and getting to a “yes” isms with various complexi- know a couple of millionaires. investors designed to finance can be painstakingly long. So ties and needs. Like a growing Friends and family tend to be established companies from why make your job harder child, companies require passive investors with limited growth to mature stages by concerning yourself with different things at different terms. depending on fund strategy. getting the right investors? stages. Think of your company They provide capital as well The fact is that investors can in terms of developmental Angel investors as expertise depending on either help a business succeed stages and understand the These refer to high net worth profile of partners and track or lead it to fail. Choosing the important requirements of executives who are seek- record. Investment amounts right investors is arguably each stage. For example, at the ing private investments for can vary depending on fund the most important decision early-stages, you may require outsized returns. They are a size. Besides maybe requiring an entrepreneur has to make investors with strong techni- great source for early-stage controlling or majority stake, during their journey. I would cal skills that will help you in capital, however, amounts they are active investors that like to share the following product development, while usually are relatively small. expect key terms relating to systematic approach that we in later stages, you may need There are several networks key business decisions in- have used to raise capital for financial strength to help you that consolidate investors to cluding strategy, management several companies. scale. pool funds to provide a more and exit.

Amjad Ahmad is the co-founder and Managing Partner of Precinct Partners. Talk to him on Twitter @amjad_ahmad. www.precinctpartners.com

68 Entrepreneur JANUARY 2018 Important questions to ask when an investor agrees to 1. Reviewing their investment complementary skills I need? yourself: invest. However, this is track to understand their > Would this investor create > Which pool of capital is only the beginning of a long preferences. value for my company? right for me given my stage of relationship that may last 2. Talking to existing portfo- > Are we aligned on the com- development? longer than some marriages. lio companies to understand pany’s vision, mission and > Do I need or want passive or Therefore, it is critical that their approach and value-add. strategy? active investors? entrepreneurs understand 3. Investigating reputation > Does this investor have a > Am I prepared to attract precisely who their investors of partners through common time horizon and risk appetite money from sophisticated are, and should begin the fun- contacts. that is suitable for me? investors? draising process by identify- 4. Meeting on several occa- > Do I understand the key ing the right investors. Once sions to gauge chemistry. When raising funds to grow terms of term sheets to nego- you understand your needs, 5. Asking probing questions your business, you may be tiate effectively with sophisti- and choose the appropri- regarding your company’s tempted to accept all inves- cated investors? ate capital pool, it is time to strategy and future goals. tors who offer you money. > Do I have enough traction to prioritize the right investors However, fundraising is much get a favorable valuation from to target. You should perform Important questions to ask more than securing the neces- sophisticated investors? due diligence by researching, yourself: sary capital for your company. interviewing and conducting > Do I have a connection with It is about choosing the right 3. Perform due diligence on background checks on your this investor? investor to help you achieve potential investors potential investors. Some > Do I trust and respect this your goals and who can of- Most entrepreneurs believe actions that you may take investor’s feedback? fer you a lot more than just the fundraising process ends include: > Does this investor have the money.

Making a mark A Taqado outlet UAE brand Taqado’s regular burrito ranks fifth in Deliveroo’s 10 most popular dishes ordered in the world for 2017

well with Deliveroo in the UAE, but to have made it onto their top 10 list worldwide was well beyond our expectations, and needless to say, we’re all pretty ecstatic! We’ve worked really Taqado hard on delivering fresh and quality ingredients, and cook the business (“not cost cutting regular burrito great tasting food consistently everything from scratch every at the expense of quality and from all our stores, and also on day,” she says. Other factors consistency”). The UAE-born Taqado Mexican our partnership with Deliveroo Benchaffai notes include training With this achievement in the Kitchen had always declared themselves to address issues and investing in staff (“because bag, one has to wonder: what’s itself to be the “number 1 burrito and improvements to be made. we could never have succeeded next for Taqado? Benchaffai and taco spot” in the country, This shows us just how well without them”), taking on board replies: “2017 has been but now, it has started to make it’s all come together. It’s customer feedback and working challenging at times, but we’ve its presence on the global also amazing to see a small hard to address it (“which at kept our head down, and focused stage as well: Taqado’s regular homegrown brand make its times has meant changing the on making ourselves better, burrito (which, in the spirit of name against some pretty way we operate”), selecting whether it’s in staff training full disclosure, is a particular big international brands, and a number of core partners programs, improving efficiencies favorite of Entrepreneur Middle certainly gives us that extra (“like Deliveroo!”), and never on operations, or our recent Tour East Editor in Chief Aby Sam confidence boost as we look losing sight of the basics of Mexico with Taqado trip that Thomas) has been ranked fifth towards international growth in the team and prize winners just in online food delivery company the future.” Nadine Benchaffai, came back from. There are many Deliveroo’s top 10 most popular As for the factors that allowed co-founder and opportunities ahead of us, as we Managing Partner, dishes ordered around the world Taqado to secure this top spot Taqado Mexican continue further expansion in in 2017. on Deliveroo’s list, Benchaffai Kitchen the UAE, and internationally in Commenting on the ranking, puts it down to the brand’s 2018. There are also some new Nadine Benchaffai, co-founder determined focus on quality in partnerships on the horizon, so and Managing Partner, Taqado terms of its offerings. “Taqado’s look out for those next year!” We Mexican Kitchen, said, “I think USP starts in the kitchens, sure will, Taqado. Arriba, arriba! we knew we performed pretty where we only use the highest www.taqado.com images courtesy taqado taqado courtesy images

For example, AI-powered The Kirin 970 phones like our Mate 10 se- processor ries means that app developers can now capitalize on the power of Huawei’s Kirin 970 chipset- a mobile artificial intelligence computing platform that runs on a Neural Processing Unit, which performs 25 times more with 50 times more efficiency. New game-changing AI apps could potentially replace the entire generation of apps we currently use with intel- ers easier. Today’s users ligent apps. We believe the need technology to be more Kirin processor will play humane, transparent and an instrumental role in the rapid, which is why the core intelligence revolution. of our devices revolve around Having AI do the work for intelligent power, intelligent Imagine us will also increase ef- speed and intelligent camera. ficiency and productivity A phone that adapts to a in the workplace, freeing user’s behavior and needs, the possibilities up employees to work on from auto adjusting camera AI is transforming the future of work more intelligent and crea- settings to optimizing bat- tive tasks. It could also mean tery usage, for example, is By Gene Jiao that we’re able to alter our just the start. lifestyles to reduced work- From the wheel, to the f a machine could learn to about much more in re- ing hours with more efficient printing press, to the light do some of your work and cent times is because of its workloads. AI-powered bulb, automobiles, phones, lighten your load, would it implications on the future ability and efficiency will computers, mobile phones, make you happy or afraid? of work as we know it. The ultimately lead to better and the internet and more... all IThis will soon be a ques- ability to process, lever- intelligent products and ser- innovations that changed the tion each of us will have to age, and learn from big data vices for consumers across world also transformed the address, as with the evolu- means machines are becom- all sectors, bringing value way we live and work. Just as tion of technology, machines ing more powerful in the one to people’s daily lives with we now use gadgets we once are now learning to do many area they could not compete faster transactions, transla- thought were only possible of our jobs. Artificial intel- with humans: they can now tion and a more enjoyable in films, AI is no longer just ligence (AI) is changing the think, and faster. At Huawei, content sharing experience. the stuff of fiction from sci-fi way both businesses and we view this as an important The spirit of our Mate 10 films and futuristic car- individuals function. turning point and a shift series is built on that very toons. I, for one, am looking As AI continues to domi- from the smart to the intel- concept– to create innova- forward to an AI-powered, nate headlines, what many ligence revolution. tive devices that help make AI-assisted future. don’t realize is that although AI means some job descrip- the lives of our consum- Imagine the possibilities. it feels new, AI has been tions might be heading for present in our lives for some extinction– just as they did Huawei Mate 10 PRO smartphone series time. We are already using during the industrial and in- the technology in some way, ternet era. But it also means whether in the form of intel- new jobs -less monotonous ligent chatbots, digital assis- and more creative oppor- tants, targeted ads, or those tunities- will come to the innocent recommendations front. For example, just as that appear on sites as you social media, smartphones, browse. And now, even in and the internet all created phones such as the Huawei’s new and exciting jobs, so we Mate 10 series. The point is, believe will be the case with AI isn’t coming to take over AI. In fact, it’s an area we’re our lives– it is already here. most curious and excited The reason it’s being talked about.

70 Entrepreneur JANUARY 2018

TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PRO

out saw that I covered busi- cesses, profits, new products. ness news, but didn’t take Editors and producers at the time to check out the top tier media, and their show’s website, my LinkedIn audiences, are on the hunt profile, my host’s Twitter ac- for unique narratives, not count- all resources readily advertisements or market- available online that made ing materials. A story (and our program’s focus clear. email subject) detailing His pitch was most definitely a failed entrepreneurial a business story… about a project that eventually led new dog food on the market. to a multi-million-dollar The face of the brand -a business is going to catch (very adorable) puppy- was a lot more eyeballs than a available for interviews. generic one about an un- That night, our show aired known brand’s profits and an interview with a world success. It humanizes your leader as part of our cover- business, which connects age of the World Economic with an audience. A bonus Forum. It was hard to take for the reporter: your weird this person’s pitches seri- path to success can make ously moving forward. for a catchy headline that So, know your audience, gets heavy pickup on social and specifics about the media. Making the news content they cover. While a Five tips to get your startup the media love reporter may on the surface There is a great degree of look to cover an area that value in understanding who it deserves By Meghan Powers seems to be a fit for your exactly you’re reaching out to, and why they should company’s product or ser- bother to read your email. ven the most ambi- and websites along the way. vice, it isn’t always the case. Journalists’ inboxes are tious founders will A link to a profile piece on Knowing this in advance overflowing with pitches and find it challenging a trade blog can show an will increase the likelihood press releases, most sent to get editors and editor that your company is of both receiving a response blindly. producers to pay legitimate, profitable, on the from the writer. A common attention to their radar of respected industry mistake that many found- 4. No news is not good Estartup’s success. experts, and, well, interest- ers make when reaching out news for journalists Here are five steps you can ing. Any well-done place- directly to reporters is not It’s important that your take to catapult your com- ment can serve as leverage to taking the time to read bios, contact with reporters have pany into the media spot- the reporter or outlet of your articles, and social media purpose. While evergreen light, so that investors and dreams. accounts. Doing so will make profile pieces and features consumers alike will give it a difference, especially if you aren’t out of the question, the attention it deserves. 2. Know your audience, add a personal note ref- it’s more likely that some- and your audience’s erencing any of the afore- thing actionable is going to 1. Sweat the small stuff audience mentioned. Tell them about help get your foot in the pro- Even if you’re captaining the There is a great degree of the story of theirs you read verbial door of a newsroom. ship of the next big disrup- value in understanding who and enjoyed, or how you Maybe you’ve just hired on a tor in Silicon Valley, it’s still exactly you’re reaching out noticed they were following well-known industry name, difficult to grab the attention to, and why they should a relevant story on Twitter. or your company got a big of reporters whose inboxes bother to read your email. Genuineness, and research, round of funding, or you’re are flooded around the Journalists’ inboxes are goes a long way. speaking on a cool topic at a clock with pitches claim- overflowing with pitches and panel at a prominent confer- ing as much. Often, the best press releases, most sent 3. Your weird journey ence. These are all headlines way to navigate through blindly. I’ll always remem- can be invaluable that could warrant a blurb uncharted media waters to ber a pitch I received as an Speaking of genuineness, or story on their own, or act your final destination -say, interview producer for a one way to get the media as a platform for a bigger The Wall Street Journal or national show covering the to ignore you is by sending piece about your business, Entrepreneur- is to drop global markets and economy. them a self-promotional mission, or you, as a thought anchor at niche publications The publicist who reached pitch touting only your suc- leader.

Meghan Powers is a Senior Account Executive at Pace Public Relations, a firm specializing in media relations. She is a former guest booker and segment producer who has worked at CNBC Business News, FOX News, and Al Jazeera America. Meghan is a graduate of Denison University, where she received a Bachelor’s Degree in Media Technology & Arts. She currently resides in Washington, DC. Talk to her on Twitter @MeghanP. www.pacepublicrelations.com

72 Entrepreneur JANUARY 2018 A boost for the creatives OSN launches ASLI, a platform for MENA content creators to showcase their original works

wC’s Entertainment and Media outlook 2014-2018 for the Middle PEast and Africa region states that 5. Bring on the bylines digital advertising is all set to outpace Positioning yourself as an ex- revenue from traditional entertainment pert can also be achieved by channels, and considers it imperative for writing original content that companies “to apply a digital mindset to you can post on free web- build the right behaviors to monetize the sites like Medium, or shop digital consumer.” With media groups around to editors at other across the region revamping their models Martin Stewart, websites (particularly ones to suit consumer preferences and such CEO, OSN about leadership) that will dominant industry trends, regional media publish well-written, one- company OSN is the latest to announce of this region and its people, who like us, of-a-kind bylined pieces. If a strategic offering that is certain to love great entertainment. As we strive to you’re aspiring toward an on- encourage regional digital content continue to reshape the entertainment camera interview on national creators. landscape in this region, home to such television, write on a topic In a huge boost for the region’s creative amazing talent, it is with extreme pride that’s hitting the front page community, OSN has launched a localized, and excitement that we now deliver ASLI, of the national papers, such free, curated content publishing platform an online curated publishing platform, as tax reform or health care. called ASLI during the Dubai International where content creators can license and A link to your piece could Film Festival 2017 held in December.. showcase their unique work to reach a help a TV news producer According to a statement on the launch, vast audience.” OSN says that through have a better and clearer ASLI (meaning “genuine” or “original” ASLI platform, the network has now understanding of your point in Arabic and other regional languages) become “the first entertainment network of view as a business leader. will go live in early 2018 through the in MENA” to offer an online medium for Thought leadership pieces company’s existing digital streaming regional content creators to showcase on broader themes -but with platform WAVO, free for viewers, and is their original works. “ASLI will champion very specific talking points- expected to feature new age content on short to medium-form content so that can also help to establish the lines of those dominating MENA’s in one click, viewers will be able to enjoy you as an expert, and leave web and social media in Arabic, Urdu, diverse content across various genres a digital trail that highlights Hindi, Turkish, and other regional including travel and culture, adventure your expertise, background, languages. and lifestyle comedy, music, art, audio and success. Speaking at the launch, OSN CEO Martin podcasts, food and sports,” reads OSN’s Stewart said, “OSN is the region’s leading statement on ASLI. know your audience, and entertainment network. We have been The ASLI content on WAVO will be specifics about the content ASLI for more than two decades, which subtitled in both Arabic and English, they cover. While a reporter may on the surface look to is why we are deeply committed and fond and the original works of local content cover an area that seems to be creators thus stand a chance to be a fit for your company’s product featured alongside global shows. The or service, it isn’t always the creators will retain the intellectual case. Knowing this in advance property rights and full creative control will increase the likelihood of of their work. Launched earlier this year both receiving a response from the writer. as the network’s over-the-top content (OTT) arm, WAVO offers subscribers in Engaging with the media the region access to global hits including can be tedious and daunt- Westworld and Game of Thrones, along ing. By doing your research, with popular Disney content. OSN also “humanizing” your company, named some of the region’s existing and making sure your pitches content creators who will initially be and pieces are timely and featured including Peeta Planet, Punny Pun Times, Kerning Cultures, The Planet, relevant, you’ll have a better ASLI Producer Ismat Abidy, freelance filmmaker Faisal chance of getting the cover- Hashmi, Halla Walla’s Yasmine Rasool, OSN CEO What Doesn’t Suck, Waastaa / Halla Walla OSN age you desire, and likely Martin Stewart, and travel bloggers Jeff and Anne and The Scene Club. deserve. image COURTESY image start it up ecosystem | who’s got VC | Q&A | STARTUP FINANCE

Justmop co-founders Ali Cagatay Ozcan ”We got and Kerem Kuyucu funded!” The entrepreneurs behind startups JustMop and Sihatech open up about their recent fundraising wins By Sindhu Hariharan

JUSTMOP “With this round, we want www.justmop.com to deliver a better customer experience in our current UAE-based on-demand markets, focus on expanding home services marketplace to 10 cities across GCC, and in due diligence for other “Our biggest mistake Justmop has announced adding different verticals to regional markets. “We are at the beginning the completion of its Series our platform beyond cleaning in talks with very valuable of the investment A round of funding. Led services,” says Ali Cagatay potential partners in those process was to by Greece-based VC fund Ozcan, co-founder and CEO, countries, and we are plan- VentureFriends, along with Justmop. “We are also in the ning to expand Justmop exclusively talk to participation from existing process of enhancing our regionally to be able to clean one VC, thinking that and new investors like OAK mobile applications to make more homes and touch more they would definitely Capital, the investment them seamless and establish lives,” he says. invest. However, we vehicle of Nevzat Aydin and a higher degree of trust with As for the marketplace learned very fast 500 Startups, Justmop says the customer base. Finally, startup’s origins in the UAE, and diversified our the investment brings their yet importantly, we are plan- Justmop co-founder Kerem portfolio of investors total funding since launch ning to expand the team with Kuyucu, says it all “started to more than 10.” to “more than a few million beautiful minds who will with a dream” back in 2011. dollars.” While the size break limits, and come up “Cagatay and I met back in For those persevering to of the current investment with next generation innova- Rocket Internet Turkey,” raise funds from the region’s remains undisclosed, Just- tion ideas, execute them to he remembers. “After we investors, the founders’ own mop reported annualized make people’s lives easier. witnessed the company shut fundraising efforts are likely gross revenue of more than It is now time to deliver the down in 2012 before our to be an inspiration. The US$10 million and over 25% best of every service to every eyes, we took it as a sign entrepreneurs emphasize month-on-month growth home in the region,” he adds. from the universe, instead that while fundraising is in the last six months. The With the startup claiming a of being heartbroken. We an inevitable task to tackle startup (that entered the substantial market for their had to do something on our as business founders, it is UAE market with a single offerings in the UAE, Just- own.” Driven by the found- also a least-liked endeavor. cleaning company partner) mop has now set its sights on ers’ own frustrations with “There is not a secret sauce now counts more than 60 opportunities in other GCC finding a reliable house help to raising funds,” Kuyucu crew members and has countries like KSA, Bahrain, in the UAE, they realized says. “It is a full-time job partnered with over 100 and Kuwait, and Ozcan says that the market was not without any shortcuts, and companies. they are currently involved transparent about pricing, with a lot of rejections, back- availability and quality, and-forth conversations and besides the herculean efforts unknowns. It is not a math- that went into discovering ematical function where if help. “The pain point was you give an input, you get clear, and it was a personal a certain output. It takes a one. People looking for a thick skin to see the end of top-notch cleaning service in the tunnel. Perseverance is their first trial were not able the key.” He also refers to to find one imminently. We Justmop’s fundraising trajec- then decided we would build tory as one with a “funnel” an online marketplace where perspective. “Our funnel of we provide our customers raising money started with with five-star maid services,” locating potential investors says Kuyucu, narrating the and people, who we thought The Justmop team Justmop story. could refer us to potential courtesy justmop / sihatech sihatech / justmop courtesy IMAGE

74 Entrepreneur JANUARY 2018 investors. It continued with ting larger. According to a lot of phone calls and Harvard Business Review, emails most of which were the on-demand economy is unanswered. Next step was attracting “more than 22.4 setting up meetings. From million consumers annually meetings onwards, it is and $57.6 billion in spend- all about the market size, ing.” Operating in such a your metrics and the team.” fiercely competitive space, With a sizable market to Justmop counts two focus showcase in the region, the areas as its differentiators- startup says it focused on technology and execution. convincing investors about “We built a flexible and the strength of their execu- scalable infrastructure for tion, and whilst they suc- our technology that gives us ceeded in doing so, it wasn’t a head start over any other without faults. “Our biggest that fundraising is rarely commented in a statement, competitor… Second, our mistake at the beginning quick- and it’s no different “We at VentureFriends are founding team is stellar. of the investment process in Justmop’s case. “We were very happy to help Justmop Our investors have been was to exclusively talk to having our eighth meeting to achieve its ambitious part of multimillion-dollar one VC, thinking that they with another potential VC, goals in becoming a signifi- marketplace acquisitions. would definitely invest,” when VentureFriends ver- cant player in the Gulf area. Kerem and I managed three Kuyucu admits. “However, bally agreed that they would The Justmop team have international startups in we learned very fast and lead the round,” recalls achieved remarkable growth the region before starting up diversified our portfolio of Kuyucu. “As a last note, we over the last 1.5 years and Justmop. Thus, we can out- investors to more than 10. would like to emphasize that with the latest financing execute any other company We realized that they were starting up a company from round on track of having a with our current team and going to take more than scratch is a long journey presence in around 10 cities expertise,” stresses Ozcan. we anticipated, when they with a lot of downs and till end of 2018, thus ce- Claiming close to 250,000 started asking the same occasional ups. It is vital to menting its leading position cleanings and 60,000 cli- questions we answered in have investors that inspire in the market.” ents to their credit till date, our first meeting.” you and ours definitely do,” On-demand businesses, Justmop does seem all set If you are feeling frustrated he adds. On the investors both globally and in the to “out-execute” its regional about the length of the pro- part, George Dimopoulos, MENA region, have a large competitors. Here’s wishing cess, it’s useful to remember Partner at VentureFriends market, which is only get- them all the best!

SIHATECH the healthcare goals part of www.sihatech.com/en the Saudi Vision 2030. Sihatech aims to provide Riyadh-based healthcare answers to a question on tech startup Saudi Internet most people’s minds in the Health Application Technol- region: who’s the best doc- ogy Company (Sihatech) has tor for their ailments. The closed a Series A round of Sihatech website and app funding raising SAR5 million enables users to find doctors (US$1.3 million) from Saudi from over 100 different med- Aramco Entrepreneurship ical specialties, according Ventures (Wa’ed Ventures) to their needs, and book an and existing investor appointment directly with Waseel Application Service the chosen professional. On Provider, a healthcare IT the other hand, for hospitals Sihatech emerging winners at ArabNet Riyadh’s startup challenge firm based in KSA. Sihatech and doctors, the company plans to use the funds to helps them address the issue insurance companies and tem,” notes Ahmed Al Bader, “improve its offering for of digitization and storage of plans, and most importantly founder and CEO, Sihatech. the Saudi healthcare sec- medical records by offering a patient users, we will build “These economies of scale tor, expand its team, hire complete Hospital Informa- a network effect that will can then help us expand more local developers, and tion System (HIS) on the encourage increased quality, beyond KSA into the rest of expand its core technology cloud. “As we add more accountability and transpar- the GCC and to the rest of products,” aiming to drive hospitals, clinics, doctors, ency in the Saudi health sys- the MENA region.” >>> courtesy justmop / sihatech sihatech / justmop courtesy IMAGE

JANUARY 2018 Entrepreneur 75 start it up ecosystem | who’s got VC | Q&A | STARTUP FINANCE

Sihatech’s stand-out suc- the startup also considers cess in various regional itself a fintech platform as ecosystem challenges seems it’s working on building its to be a key enabler for the Jamalek product- one that current funding. Al Bader offers financing on medical believes the startup was procedures costing between approached by investors SAR40,000-150,000 in a thanks to their victories in- Shariah-compliant format. cluding Startup of the Year “We are now in the process at ArabNet Riyadh 2016, of building a payment gate- Startup Championship at way that will allow our us- The Sihatech team members ArabNet Digital Summit ers to apply for micro loans 2017, and finding a place in to finance certain medical over 2,000 doctors repre- the Top 100 MENA Startups procedures that are not typ- senting 30 different hos- ‘TREP TALK listing brought out by World ically covered by insurance pitals and medical centers Ahmed Al Bader, Economic Forum in 2017. and it will also allow small across KSA, Sihatech is one founder and CEO, Sihatech “We are very fortunate to hospitals and clinics to of the largest health tech have found investors that manage their revenue cycle providers in the Kingdom. What are your top tips for share our vision to improve with insurance companies In such a setting, Al Bader entrepreneurs who are healthcare across the MENA and their medical supply considers their partnership looking to raise funds for region,” Al Bader says. payments to their vendors,” networks and technology their enterprise? “They chose us and ap- he says. Maalem Financing as competitive advantages. proached us. We have high Company, a leading Saudi “Yes, there have been many 1. Get yourself ready “Be aspirations for our partner- financial institution li- doctor listing and booking prepared to both explain your ship with Wa’ed. We have censed by the Saudi Arabian websites. [But], we are core business and to answer already approached John Monetary Agency (SAMA) is different and unique in the all the different questions Hopkins Aramco Healthcare Sihatech’s partner in its ef- following three ways: loca- about the market, your com- [a joint venture between fort to bring patient/health tion, integration and service petition, your core customers, Saudi Aramco and Johns finance to the Kingdom. focus- keeping in mind that their acquisition costs, and all Hopkins Medicine] with a According to the MENA we are an online service that the key traction metrics.” long list of ideas to improve Healthcare Sector report offers a complete Hospital transparency and account- by Al Masah Capital, the Information System (HIS) 2. Have a targeted approach ability for the 65,000 Saudi MENA healthcare market on the cloud.” “Be focused on both the Aramco employees and their is estimated to be worth With a business model number of investors you family members.” $144 billion by 2020, comprising of revenue from approach, and your core busi- As for its future priorities, and the GCC’s healthcare SaaS software, and commis- ness. Do not let fundraising Al Bader says the startup market alone, covering six sions from ad-space selling, get in the way of running is keen to move beyond countries, is projected to be Al Bader wishes to stress to the day-to-day operations basic registration and ap- worth $69 billion. No won- users that Sihatech’s ser- of your business. Focus your pointment booking tasks, der then that the region’s vices “is and will always be energy only on smart money and develop capabilities for aspiring entrepreneurs con- completely free for patients investors. Top investors in telemedicine consultations, sider the sector lucrative for and will be a mix of free- your industry that can help patient procedure financing, technology-powered ideas, mium/fees” for providers not only open doors, but drug delivery, laboratory despite the legal and regula- (hospitals, clinics, doctors, guide you and hold your hand test delivery etc. In fact, tory constraints. And with and insurance companies). through them, and help you “Our ultimate goal is to avoid common pitfalls faced save lives by becoming the by other startups.” backbone of the health IT sector in the MENA, as well 3. Stay true to who you as coming up with creative are “Be honest. This above payment gateway solutions all else, [be honest] to [one] that limit the opacity of the self (and to one’s investor)… current medical procedure Remember, they are your pricing,” he says. With a partners, and you must have business objective that an open, honest and realistic noble and with its strategy discussion about both your of diversifying into comple- vision, and how you want mentary areas, it’d be safe them to share it and help you to say that Sihatech looks achieve it.” poised for greater successes.

76 Entrepreneur JANUARY 2018 start it up ecosystem | who’s got VC | Q&A | STARTUP FINANCE

John Buenaventura, CEO and Culinary Director, Cuisinero Uno “Choose the people who will stick by you through thick and thin, no questions asked. It’s not all about the money. Every successful business venture was born and developed from passion and people.”

“I was stuck with a contract with the owners of the building and the hotel operators, with zero money in the company bank account.” With his reputation at stake, Bue- naventura was determined to continue pursuing the venture with the mindset of “charging through the fear.” Betting (big) on dreams And that’s when the chef Chef John Buenaventura’s Cuisinero Uno is making a mark decided to crowdfund capital from his friends, family and on Dubai’s culinary scene By Pamella de Leon supporters around him- and, with their help, Buenaven- ocated in the for it: “I thought that I knew open his own restaurant. “I tura was able to raise almost Steigenberger everything, but apparently, was really scared, because AED8-9 million to launch Hotel, Business I didn’t. [However], it was a I knew how much money it Cuisinero Uno. Bay, Dubai, good lesson for me.” When cost [to run a restaurant],” It is this comradery that Cuisinero Uno, he arrived in Dubai in 2007, Buenaventura remembers. Buenaventura credits Cui- a bar and res- Buenaventura worked as a But he went ahead with sinero Uno’s beginnings to, taurant offering commis chef and was part it anyway- Buenaventura and during our conversation, tapas-style dishes which of the pre-opening team at resigned from his job and he made sure to thank a launchedL in mid-2017, is a the InterContinental Dubai signed all of the relevant number of people for sup- lifelong dream for CEO and Festival City, and worked contracts. However, once porting him in his venture, Culinary Director of the his way up to eventually again, he was faced with be it as mentors or partners- enterprise, Chef John Bue- becoming a chef de partie. a setback: he learned that these include Sacha Triemer, naventura. Straight out of From there, he continued to the capital wasn’t available Vice President of F&B high school, at 17 years old, the Four Seasons Resort in anymore for his enterprise. Atlantis, Matthew Goodlet, Buenaventura took up culi- Maldives as the head chef,

nary studies at the Center followed by stints at the Cuisinero Uno for Culinary Arts in Manila, Fire & Ice Steakhouse in Philippines, an affiliate Raffles Dubai, Monte Carlo school of Le Cordon Bleu in Beach Club in Abu Dhabi, Paris, followed by a Master’s Fairmont The Palm in Dubai, in Entrepreneurship in the and Seafire Steakhouse in Food Industry from Asian Atlantis The Palm, where Institute of Management. Buenaventura was awarded Shortly afterwards, he as TimeOut Dubai’s Young opened his first restaurant- Chef of the Year in 2015. It but it didn’t pan out as he was during his work with hoped it would. The business Atlantis when Buenaventura failed, and with candor, found himself faced with Buenaventura admits his a new entrepreneurial op- arrogance and lack of experi- portunity- an investment ence as being the reasons company approached him to no U no C uisinero courtesy images

78 Entrepreneur JANUARY 2018 Executive Chef at One&Only Resorts, Adeeb Ahamed, Managing Director of LuLu Financial Group, Twenty14 Holdings, and others. “They have been really backing [me] up since day one, and I really want to reiterate this, because without them, I would have not been able to open this restaurant and put up this place,” Buenaventura says. “They [Lulu Financial Group] themselves are also entrepreneurs, [so] they understand the struggle I’m facing. If they were [merely] businessmen, they would Cuisinero Uno only think about money, but no, they are [also] really, really good entrepreneurs, and so engaged and concerned Asian flavors, influenced rant, they make it a priority I really look up to them.” He about the well-being of the by the city’s diverse mix of to ensure there are dishes also highlights the support of place as well. More than cultural background. (In available to their liking. his team, most of whom he that, I think it’s the faith and fact, the Cuisinero Uno name “Even if you’re not a vegan has worked with for years in belief that we know that we itself is derived from two or vegetarian, I make sure previous roles, and in fact, can make it. We have been words: cuisine and kusinero, that you have it, because, points them out during our -all of [us], including me- which, in Tagalog, means trust me, it’s something dif- discussion. “My team has deprived of doing what we chef- “We are the chef of ferent,” says Buenaventura. been with me, beside me, all can do, but now we have the our cuisine,” Buenaventura “I even have meat lovers eat- the time. I am nothing if my tools to do what we do best.” says.) The chef adds that ing my fake carpaccio, and team was not with me.” He As someone who’s this pas- though some items on the it’s 100% vegetarian, so I’m goes on to say that, besides sionate about his team (and Cuisinero Uno menu stay the trying to change mentalities, the food and beverage being vice versa), I ask Buenaven- same all the while, he and and trying to educate the the main foundation of the tura how he went about his team aim to alter their public with it.” It’s worth restaurant, it is his team selecting the people he works menus every month depend- noting that the restaurant that makes for Cuisinero with. “I hire character, and I ing on what’s in season to is also trying its hand at the Uno’s USP. “It’s not just train skill,” he replies. “Skill keep offering customers farm-to-table concept by about me; it’s about Omar, can be taught by anyone, something new every time having their own aquaponics my operations director; but character will always be they visit. According to and hydroponics greenhouse it’s about Jackie, my sous there. Choose the people who Buenaventura, an advantage set up too. With the help chef- because if you actually will stick by you through they have with a flexible of UAE-based company talk to these individuals, thick and thin, no questions menu is that they are open Studpac Aquatic Solutions, they will tell you exactly asked. It’s not all about the to people’s cravings and they’ve been able to grow how we struggled and how money. Every successful suggestions. Plus, with this their own lettuce, tomatoes, we built this restaurant.” business venture was born approach, they source ingre- herbs, and strawberries. It’s Buenaventura asserts that and developed from passion dients locally, keep imported even used for cooking classes besides himself, others take and people. Apple, Microsoft, ingredients low, and in turn, they host, which is one of ownership and accountabil- Facebook, Virgin: it’s all keep their price points af- their business verticals, ity for the brand, as they too, about passion, it’s all about fordable. “We go to the mar- alongside the restaurant, as in part, own the restaurant. how people treat people. I’m ket, we go to Carrefour, we well as the hosting of private An indication of how much pretty much following the go to Deira fish market, we events. Buenaventura values his same business model- my go to Al Ain or Abu Dhabi- So how is the business staff members can be seen team comes first, because let’s see what’s in season, doing? The CEO replies that in the fact that each of them they are a direct reflection then we make something out when compared to restau- gets 5% of the net income, (and the face) of me.” of that.” Another factor that rants around the Business which, in turn, makes all of At Cuisinero Uno, the menu the chef asserts is how they Bay area, Cuisinero Uno is them stakeholders in the has a theme: Buenaven- adjust with current market doing rather well when you brand: “All of them are a tura calls it “Dubai cuisine,” trends- for example, with a consider its cash flow and the genuine part of this place, which is a mix of Emirati, number of vegetarians and feedback it’s getting. In the that’s why everybody is Mediterranean, Spanish and vegans coming to the restau- days since the restaurant’s >>>

JANUARY 2018 Entrepreneur 79 start it up ecosystem | who’s got VC | Q&A | STARTUP FINANCE

Cuisinero Uno culinary team ‘TREP TALK John Buenaventura, CEO and Culinary Director, Cuisinero Uno

What lessons have you learned in running a business? “Don’t relax, every day is always an opportunity to make something better. Don’t be rattled by problems; problems are created because they have solutions and keep believing in yourself. Get advice from different parties of different areas, but at the end of the day, it’s based on your judgement on what you need to do. Wisdom is key. Take care launch, Buenaventura says rather, to focus on its sig- Spanish influences, the chef of your team, save money, plan that they have been looking nature style. “I want to take also wants to open a Cui- accordingly, and pray a lot.” at “around 35-40% growth you out of the ‘sophistica- sinero Dos to focus on the in sales every month,” while tion’ of Dubai, and bring you Pan-Asian market, followed Why do you feel it’s impor- also sustaining steady, somewhere where you can by a Cuisinero Tres on Indi- tant to support homegrown organic growth on their be yourself, have really good an street food. An F&B con- F&B concepts? ratings from Zomato and food and beverages, without sultancy firm is also in the “I think there’s going to be a lot TripAdvisor. While it’s great ripping you off,” Buenaven- works- but Buenaventura of iconic restaurants coming up to see Cuisinero Uno receiv- tura explains. According isn’t going to be hasty with [in the next few years]; Michelin- ing its fair share of traction to the chef, Cuisinero respect to realizing these starred restaurant franchises today, Buenaventura admits Uno’s focus is to deliver an dreams. He has assured his coming up. But I think, in my that they had a lot of hurdles outstanding experience for investors that to avoid any opinion, homegrown concepts getting it to open in the customers- not one where conflict of interest, he won’t are going to really start to first place. “Thinking back, you just try once and pay a be opening anything new, emerge and pop up. And if it was really a struggle,” he hefty price for, but instead until he hits the targets for this will be a message for says. “This place is very one that you keep coming his first venture. With Bue- everybody, I would really ask special because when we back to. naventura’s single-minded the Dubai community to really built it, we built it with a lot Cuisinero Uno certainly focus driving the enterprise, support homegrown concepts; of blood, sweat and tears- aims for an inviting at- Cuisinero Uno looks all set not that they [shouldn’t] sup- literally. There were days mosphere: hip and retro to be a center of attraction port franchises, but [support] where we had no money in colors, lofty ceilings, lively on Dubai’s F&B scene- food- homegrown concepts [more so] the company bank account. beats, LED lights illuminat- ies, mark this place for your because these are the people We were the ones lifting the ing the bar, plus a counter next culinary outing! who know Dubai, who’ve been cement, building the floor, where one can see the chefs in Dubai and who are catering we were the ones [buying] preparing the dishes, an to the Dubai market, and it’s the bags of cement, bags of al fresco area, and a Jack not easy to set up an F&B, let sand, painting the walls, and Daniel’s lounge for private alone, a restaurant in Dubai. everything. And it’s not a gatherings. They’re also Franchises, they have lots of joke, it’s true- because we considering venturing into financial backing and everything; didn’t know otherwise what merchandising, be it with but homegrown concepts, we to do, we just had to adapt to their own brand of spices are the small players who really the situation. Eventually, out and sauces for customers to want to make a mark and I don’t of sheer hard work, faith, use at home, or with shirts know if you can write this, but lots of prayer and belief, it and knives branded with the we don’t do BS. We just literally [all just] happened.” It must Cuisinero Uno logo and the give you what good food is and be noted here that making chef’s signature. As for the good service, and that’s about a mark as a homegrown long-term, Buenaventura it. I think that’s what Dubai is concept in Dubai’s hospital- has big plans in mind- he missing, a lot of homegrown ity scene is an arduous task, reveals that Cuisinero Uno is concepts, not copy cats. There but Buenaventura notes actually the start of a three- are a lot of big names, but I that Cuisinero Uno’s goal restaurant project. While think homegrown concepts- we isn’t to imitate and compete Cuisinero Uno is an urban John Buenaventura, CEO and Culinary are starting to have our grip in with other restaurants, but fusion with Mediterranean Director, Cuisinero Uno [the market], and starting to really roll with the big boys.”

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A Fun Robotics course in progress learning STEM, and does a lot to improve their problem solving, teamwork, and communication skills at early stage. The startup, however, goes beyond nurturing next generation innovators: Fun Robotics also facilitates team building and design thinking for enterprises by organizing workshops for their employees, where they get to learn the basics of robotics as well as compete in engaging challenges. With a bachelor’s education in computer science, it was Taji’s keen interest in robotics and a passion to nurture children gifted with STEM skills that saw her take up various online courses from Catching ‘em young Carnegie Mellon University UAE’s Fun Robotics wants to help build the region’s next generation and MIT in the US. The ad- vanced technologies that of inventors and innovators By Sindhu Hariharan Taji set out to master can hardly be considered a walk ccording to the becoming knowledge-based and Human Development in the park, and factor in World Economic economies (as many Middle Authority, is on a mission to the matter of being a woman Forum, almost East nations are), it would provide the younger genera- in STEM in the region, and half of the MENA be safe to say that investing tion in the Middle East with you can’t help but applaud region’s popula- in digital automation and a fun and interactive learn- Taji’s determination. “Every tionA today is made up of science, technology, engi- ing experience in the field of thing in the beginning was youth under the age of 25. neering, and mathematics robotics and STEM. extremely difficult, and any While this can be seen as a (STEM), and breaking down With two major verticals- tiny support was very im- hugely positive demographic the “geeky” stereotypes research and development portant,” she admits. What for a region with ambitious associated with these areas (R&D) and robotics educa- started off as something as plans, it also means that will be crucial first steps. tion- Fun Robotics aims to casual as teaching robotics to what you do to shape this And this is what UAE-based invent futuristic solutions her own kids and her friends’ population will determine startup Fun Robotics is try- to life’s everyday problems, children, is now a stable the landscape of the future ing to do: this enterprise, as well as support educators business in the form of Fun as well. For countries in the which has been certified and schools to inculcate ro- Robotics, she says. “Then, process of transitioning to by the UAE’s Knowledge botics in their curriculums. gradually I rented a place in “Fun Robotics was launched after-school clubs only once in 2013,” remembers founder a week… I used to put the Robotics and STEM courses at Fun Robotics and CEO Lubna Taji. “And kits and laptops in a big suit- the main motivation behind case, [then when] I had more it was an aspiration to create demand, and I [conducted it the tools and the conduc- as] after school activities at tive environment for future schools. My husband’s sup- innovators and makers to port was really important, flourish, to make sure all stu- and my kids’ encouragement dents have the opportunity and excitement was essen- to be the problem solvers of tial,” she adds. tomorrow, by giving them Be it a result of the oil the chance to design and in- slump or a sign of times, novate today.” According to there is an increased em- Taji, robotics is an engaging phasis on creating a robust and exciting way to make technology ecosystem in the students get fully involved in region with the UAE leading mages courtesy fun robotics fun robotics courtesy I mages

82 Entrepreneur JANUARY 2018 the charge. The government how to build and program agencies and several private robots in an interactive organizations are working for environment. “Recently, we development of the ICT and also started a 3D printing STEM sector in the Middle course, where students work East, and they are also be- as designers to create their ing backed by an emerging fidget spinner and board entrepreneurship culture. game,” says Taji. The startup also imparts basic coding techniques in programming languages such as Python and Raspberry Pi. These programs along with customized sessions for companies and government entities indicate Fun Robotics’ key objective- A scene from an electronics to create a society (in the course by Fun Robotics UAE first, and later in the entire region) that’s not just Lubna Taji, consumers of technology and (despite being one of the ment entities, companies, founder and CEO, Fun Robotics ICT, but also creators. “As a youngest participants), and and others, Fun Robotics computer science graduate, was also awarded a special boasts of enviable metrics- robotics and STEM makes recognition for the team’s registering 2,400 student “A hands-on and my heart beat,” Taji exclaims. achievement in the field of learners, 380 completed project-based “Our objective is to be the Sustainable Segregation of workshops, 320 courses and education, and keeping leading robotics and artificial Waste at the Emirates Energy four major research projects intelligence academy in the Award. Ask Taji the team’s of its own. students engaged in a region, and to make STEM key takeaways from these With more women entering situation where they education affordable for forums, and she replies, the STEM and ICT arena in work as scientists everyone,” she adds. “Hard work pays off. While the UAE, an organization and engineers, is the And Fun Robotics is well watching students work on like Fun Robotics spear- best way to have a on its way to accomplish their projects and prepare headed by a woman techie that goal if you consider the for the competition and see can certainly help lay the generation of confident accolades it has managed to the sparkle in their eyes, groundwork to bridge the students equipped with win in the region and glob- we can see that we [are] gender gap in the region’s 21st century skills.” ally over the years. While achieving our goal; this is the tech entrepreneurship space. robotics challenges are few in generation that will invent While that admittedly is a “Six years ago when I started the region, the World Robot tomorrow.” key priority for Taji in the [in this field], there was no Olympiad (WRO), the First Having been a self-funded near future, she notes that awareness about robotics Lego League (FLL) and the enterprise so far, Taji and her finding and hiring talent and STEM. Right now, most UAE AI & Robotics Award team are currently putting for her venture is a chal- schools have started to have for Good are among the key in efforts to raise funding lenging aspect she hopes to STEM departments, and ones, and Fun Robotics has from external sources. “We change soon. “I can say that some schools have robotics managed to make a mark at are also working on opening I’m really lucky that I have as a subject, where they all three forums. In 2015, more branches in UAE and with me an amazing team [conduct] exams,” notes Taji. the startup bagged the first in the region. [Our] R&D de- of engineers from electrical “I believe that a hands-on place in the National level at partment is still young that and mechanical to computer and project-based educa- WRO Championship in the needs funds and support, and mechatronics,” she says. tion, and keeping students Open Category, and second and we are currently working “We know for a fact that we engaged in a situation where place in Regular Category on amazing projects that will complete each other.” With they work as scientists and (Junior High). The startup end up with strong product,” the UAE government intently engineers, is the best way to also won FLL’s second place she says. Fun Robotics’ focused on keeping up with have a generation of confi- Champions Award in 2016, R&D department works on the Fourth Industrial Revolu- dent students equipped with and most recently in 2017, developing robotics solutions tion, investment and support 21st century skills.” they won the first place in fields like healthcare, for robotics, AI, and related Fun Robotics’ offerings Champions Award in the FLL sustainable energy, automa- areas can only improve from include a variety of STEM competition, qualified among tion and assistive technology, here, perhaps translating courses, with one of their the top teams in Robotics among others. Having served into lucrative times ahead for most popular being a session category for the UAE AI & customer groups including Fun Robotics. This one’s for where they teach students Robotics Award for Good educators, students, govern- the future!

JANUARY 2018 Entrepreneur 83 CULTURE business unusual | LIFE | TRAVEL | DESIGN | TRAPPINGS

your target gets more defined customers and Ustas that is and homogeneous, you’ll find not related to our business. it much more manageable to The more you listen, the establish yourself within that more you have a grasp of your community. “Target small, community and their needs. impact big” should be the And if there is something mantra you live by. within your expertise that allows you to jump in and fill 2. Capitalize on your that gap, then it’s your time particular strengths to take advantage of that mrUsta, by our very nature, opportunity. is a community-building platform. Whether it be a 5. Remember to not gloat community of Ustas (service Of course, anything you No island unto itself providers) or a community of do for your community is What is your brand’s role in your community? customers, our strength lies newsworthy. However, let the in connecting the right people story speak for itself. Your By Ibrahim Colak (and services) to each other. most powerful messengers That’s why we, outside our are the members of the n the middle of the 19th other businesses by driving core business, focus on using community itself– let word- century, the United customers towards them. So this skillset when we reach of-mouth take over. The States Supreme Court that’s a positive start. out to the community at large. people within your community declared that a corpora- But moving on from the are your best storytellers– so, tion is “capable of being heart of your business, there’s your own employees are let them do the talking. Word- treated as a citizen of a lot more you can do. Your your most important of-mouth is infinitely the most I [the State which cre- brand is human, and just like asset, and therefore, the effective and impactful type ated it], as much as a natural any person, you live off the most impactful in defining of messaging there is. If you person,” effectively giving engagement and interaction your community role, want to talk about it yourself, companies the same consti- with other humans within and engaging with that be aware of your tone of voice tutional protections enjoyed your community. Not neces- community once your as not to sound like you’re by American citizens. Putting sarily to make sales per say, actions have been decided. bragging or boasting about the controversy aside for a but to add value to yourself something you should be moment (and yes, this was as a brand and to others. You 3. Get everyone involved doing in the first place. highly contentious consider- have your own community to Don’t forget to engage with ing subsequent rulings by the thank for your successes and your own direct community In Devotions, a work created same court), the landmark growth. When you give back –your staff and employees– by author John Donne in 1624, decision did bring up an inter- to them, consider your role when planning your next a memorable line of prose is esting point. We all know that as a mentor and as a teacher. activities. Remember that uttered: “No man is an Island, our brands have personalities, You want your business (just your own employees are your entire of itself; every man is a their own tones of voice. So as you would like as a person) most important asset, and piece of the Continent, a part why not think of our brands to be the agents for positive therefore, the most impactful of the main.” Donne consid- as people? And as people, is it change within your commu- in defining your community ers that we can only be at our not natural that we play a role nity. role, and engaging with that best when we work in tandem in our own communities? So, what steps should you community once your actions with others, as we are part of The good news is, the fact take as a business to carve out have been decided. Not only a greater whole –a community, that you set up a business a role in your own communi- does this give a sense of as one may say– as this is the already has positive impacts ty? Here are five pointers you comradery and ownership, but very nature of who we are. on your community. Ramifi- should consider: it also allows you to carry out With your brand, don’t be cations are felt everywhere your activities with a single, an island. There should be no down the line– you need to 1. Define your community strong, unified message. waters that isolate you from buy supplies, hire employ- Narrow down what you the rest– only bridges. Your ees, those employees need to consider as your community. 4. Get out and talk community makes you who eat, and so forth. And if your Although there are advantages to people Do you truly you are, and until you realize business model is anything to talking to a larger audience, understand the need of your and establish your role within like my company, mrUsta, an you may find that your community? At mrUsta, that very community, you online marketplace for profes- message and your role gets we’ve basically made it a rule doom yourself to seclusion as sional service providers, then dissipated as your target gets that each of us should know a business, and more crucially, you also help create value for larger and more diverse. As something personal about our as a brand.

Ibrahim Colak is the co-founder and CEO of mrUsta, an online marketplace that connects customers to trusted Ustas (services providers) efficiently, in a transparent and convenient way. www.mrusta.com

84 Entrepreneur JANUARY 2018 Entrepreneur ME Retail H273xW203mm-E.indd 1 11/28/17 5:17 PM Seddiqi_Entrepreneur_MAG_203x273_09_17.indd 1 14.09.17 17:01