A Legacy Building

Growing into entrepreneurship Eight skills every entrepreneur needs to develop for business

Building Turning a legacy Zeyad heads Al Jaidah Harmeek Singh Techno Q co-founder The founder and Chairman and Managing Director on of Plan b is all about what goes into making differentiating his brand- a business successful and always staying ahead of the game for the long term

Not all about the clicks The case for retail businesses to have a brick and mortar presence (even in the ecommerce era)

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MARCH 2017 | www.entrepreneur.com/me | QAR15 AKB_10th anvrsry_215X27_Eng _AD_FA.pdf 1 1/22/17 3:09 PM

CMY

K march 2017 CONTENTS

20 Zeyad Al Jaidah, co-founder and Managing Director, Techno Q

20 24 28 32 INNOVATOR: INNOVATOR: INNOVATOR: ‘TREPONOMICS: Building a legacy Turning heads Mastering marketing PRO Techno Q co-founder and Plan b founder and Nadim Ghrayeb, Regional The pursuit of happiness Managing Director Zeyad chairman Harmeek Singh Sales and Marketing Bayt.com’s Suhail Al Jaidah on what goes into on how he ensures his Manager, Cadillac Middle Al-Masri busts the making a business successful enterprise stands out in a East, on the brand’s myths associated with for the long term. competitive market. transformation in terms of keeping your employees its image and ideals. happy at work. 36 74 ‘TREPONOMICS: START IT UP: MARKETING ECOSYSTEM Redefining influencer Turning digital dreams into marketing reality Edelman’s Director of Qatar’s Digital Incubation Digital –MEA Ema Linaker Center is leaving no stone explains why influencer unturned in helping marketing in the MENA tech entrepreneurs in region has to grow up in the country launch their 2017. startups.

52 Industry 4.0 is the reality of manufacturing today- and is here to stay

march 2017 Entrepreneur 3

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78 58 START IT UP: FRANCHISE: Q&A Cashing in on the opportunity Bridging the gap Zpizza’s Dubai franchisee Qatar-based Education Harsh Pancholia on why Basket wants to guide the opening a franchise business is MENA region’s youth in their better than starting your own. higher education forays. 48 82 CULTURE: ‘TREPONOMICS: LIFE SKILLSET Not a magic pill Identifying potential James Clear offers a Jezreel Bokingo, founder beginner’s guide on deliberate and MD, The Wingman practice to help you achieve 74 Education Basket wants to guide the MENA region’s youth on the importance of your goals. in their higher education forays prospecting for sales- and how you might not be doing 16 enough of it. EDITOR’S NOTE 44 50 By Aby Sam Thomas CULTURE: CULTURE: 60 TRAPPINGS LIFE MONEY: 70 ‘Trep gear Growing into YOUR MONEY IN PICTURES: The executive selection for entrepreneurship Put your credit card away It’s go time! the entrepreneur on your Bizworld UAE CEO Helen Coplex CEO Zach Ferres on A look at Facebook MENA’s list that has everything. Al Uzaizi lists eight skills seven ways you can fund #SheMeansBusiness, an Okay, maybe for a little every entrepreneur needs to your startup when VC money initiative to encourage self-reward as well. develop for business. is not an option. female entrepreneurship.

28 Nadim Ghrayeb, Regional Sales and Marketing Manager, Cadillac Middle East

10 Entrepreneur march 2017

CONTENTS march 2017

46 72 24 ‘TREPONOMICS: ‘TREPONOMICS: Harmeek Singh, founder and ESQUIRE GUY PRO Chairman, Keeping up with the times Securing your IP Plan b Group Want to understand Fatema Fathnezhad, legal millennials? The Esquire consultant at Cedar White Guy explains why it’s simpler Bradley group, explores than you think. the two key documents every UAE startup needs 52 to secure their intellectual TECH: property. THE FIX Industry 4.0 is here Volker Bischoff, General Manager, Robert Bosch Middle East explains why 54 YaHalla’s Alif Industry 4.0 is the reality of smartphone and Alpha tablet manufacturing today- and is here to stay. 42 65 TECH: MONEY: 68 SHINY ECON START IT UP: #TamTalksTech Taxing times ahead ECOSYSTEM Gadgets and doodads Lovrenc Kessler, Managing Keeping entrepreneurs at that you might’ve missed Partner of Simon-Kucher’s home out on, sourced by a tech office in Dubai says that with A new Endeavor Jordan study aficionado. Yes, it’s okay to VAT coming soon to the GCC, sheds light on migration want them all… and no, it’s companies need to rethink trends among Jordan’s not our fault. their pricing strategies. homegrown businesses.

68 A scene from 78the Endeavor Jordan David Llorente, event to discuss CEO, Narrativa at business migration 48 Forward

12 Entrepreneur march 2017

EDITOR IN CHIEF Aby Sam Thomas [email protected] SUBSCRIBE CEO Wissam Younane [email protected] Contact [email protected] to receive MANAGING DIRECTOR Walid Zok [email protected] Entrepreneur Middle East every issue DIRECTOR Rabih Najm [email protected] CREATIVE LEAD Odette Kahwagi SALES DIRECTOR – QATAR Manu Parmar [email protected] SENIOR JOURNALIST Aparajita Mukherjee STARTUPS SECTION EDITOR Pamella de Leon PO Box 502511 Dubai, United Arab Emirates P +971 4 4200 506 | F +971 4 4200 196 COLUMNIST Sindhu Hariharan COLUMNIST Tamara Clarke For all commercial enquiries related to COLUMNIST Shoug Al Nafisi Entrepreneur Middle East contact COLUMNIST Erika Widen [email protected] EVENTS LIAISON Mark Anthony Monzon All rights reserved © 2016. Opinions expressed are solely those of the contributors. CONTRIBUTING WRITERS Entrepreneur Middle East and all subsidiary Suhail Al Masri Tariq Chauhan Ross McCammon publications in the MENA region are officially licensed Helen Al Uzaizi James Clear Harsh Pancholia exclusively to BNC Publishing in the MENA region by Entrepreneur Media Inc. Volker Bischoff Fatema Fathnezhad Aly Rahimtoola No part of this magazine may be reproduced or Jezreel Bokingo Zach Ferres Barbara Soltysinska transmitted in any form or by any means without written Fida Chaaban Lovrenc Kessler Tarek Sultan permission of the publisher. Matthew Chaban Ema Linaker Kristin Wong-Ward

Images used in Entrepreneur Middle East are credited when necessary. Attributed use of Printed by Raidy Emirates Printing Group LLC copyrighted images with permission. All images not credited otherwise Shutterstock. www.raidy.com

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Scaling the startup ladder Working for an entrepreneur is nearly as hard as being an entrepreneur

’ve always maintained that be- have somehow gone south for him ing an entrepreneur or working to be so forlorn and glum. I found

for one is not for the faint- myself giving him a few suggestions 4436 1111 LANVIN.COM +974 DOHA, QATAR FIFTY ONE EAST, hearted, but I was still taken on what he could do to get out of his aback when a particularly misery: enterprisingI friend of mine (who works at a Dubai-based startup) STEP ONE COMMUNICATE confessed to feeling a crushing Your work at a startup shouldn’t sense of frustration at work. As one come at the cost of your well-being, of the company’s early recruits, I physical or emotional. Regardless remembered him being a passionate of your feelings of loyalty toward STEP THREE DECISION TIME champion of his employers, and yet, your company, I can assure you If, after all of the above, nothing here he was now, looking disillu- that wallowing in a murky pool of changes in your environment once sioned and demotivated. “I’m really self-pity is definitely not worth it. If your personal deadline has rolled overloaded,” he said to me, as he you have a problem, voice it to your in, then I’d say that it might be complained about his overwhelming employers- your bosses are entre- time for you to make a career move. workload. There were just too many preneurs, and they have a hundred I can’t say there’s any job worth tasks being thrown on his plate for different things on their minds all being miserable for, and while you him to execute, he explained, and the time, and so it falls on you to may have signed up to be a part adding to the pain was the fact that bring issues to the table. of the madness that is a requisite when things invariably fell through of a startup, it shouldn’t be so the cracks, he felt himself being at STEP TWO SET A DEADLINE TO overpowering that you become the receiving end of the blame. “Ev- EXPECT CHANGE dejected and disappointed. Making erything [that goes wrong] seems It’s one thing to take your problems the decision to move on from a to be my fault,” he said. “I feel sorry to your employers; it’s another thing company that you invested so much for myself.” altogether to see solutions come time and work into is difficult- but For all of the conversation about from them on the same. This, how- it may be well worth your while. the bravery of entrepreneurs in ever, doesn’t mean that you should building businesses, there isn’t have to wait indefinitely for change enough being said about the daring to happen- as I told my friend, shown by the people who work for doing so will only see you fall back these upstart founders. After all, the into despair. In order to avoid that, risk these people take by choosing set a realistic deadline for expecting to work for a startup (as opposed your entrepreneurial bosses to af- to putting their talent to use at a fect change in your startup environ- more established company) is pretty ment. If they value you as an em- monumental. More often than not, ployee, they should make an effort these are driven individuals who to help- and I do believe this has to are ready to go above and beyond come from the top. As we have re- what they are expected (read as: peatedly attested to in Entrepreneur Aby Sam Thomas paid) to do. I believe that my friend Middle East: a company is nothing Editor in Chief was one such kind of person, and without its team, and the people at @thisisaby so, his work circumstances must its top should remember that. [email protected]

16 Entrepreneur march 2017

LANVIN Entrepreneur - SFP.indd 1 2/26/17 4:56 PM LANVIN Entrepreneur -SFP.indd 1

FIFTY ONE EAST, DOHA, QATAR +974 4436 1111 LANVIN.COM 2/26/17 4:56 PM IN THE LOOP

Emerging technologies Smart Dubai Office and 1776 launch a hunt for blockchain innovations

n line with the Blockchain Strategy unveiled by Dubai in October 2016 -a vision to become the I first blockchain-powered city by 2020- Smart Dubai Office (SDO) and global entrepreneurship network 1776 are looking for startups that can transform conventional industries using their blockchain technology. SDO and 1776 are now inviting applications from enterprises for the Blockchain Challenge, a pitch competition to be

Samer Abu Ltaif, Regional General Manager, Microsoft Gulf and Veresh Sita, Chief Digital Officer, held on May 22, 2017 in Dubai. Selecting up to 20 Emaar Properties startups from the applications, the finalists of the Challenge will travel to Dubai to pitch their blockchain product/solution to investors, business leaders, Calling young innovators and others. Besides monetary rewards, and 1776 Microsoft launches UAE edition of Imagine Cup 2017 membership opportunities for the winning startups, with Emaar Properties the competition also offers a chance to receive pitch training, and networking opportunities for competing tudent developers, Microsoft is regional round will be $15,000 for startups. The three winning startups will also work looking for the next big innova- first, $10,000 for second, and $7,000 with the respective Dubai stakeholders to implement tion from the student commu- for third place winners. their blockchain solution in the city. nity, and here’s your chance to Speaking about the challenge, Sshow off your best software -so Samer Abu Ltaif, Regional General lution. Microsoft Gulf, in partnership Manager, Microsoft Gulf says that Mi- with Emaar Properties, is hosting the crosoft is “very proud of the change UAE edition of the Microsoft Imagine that we’re seeing in the UAE,” given Cup 2017, a large-scale student “the number of accelerators head- A team at the Enterprise competition offering young developing here, and the number of venture Challenge Qatar ers a chance to “mold the world of capitalists that are starting to show tomorrow” using their creativity and interest,” and he sees the Imagine Cup tech skills. Having debuted in 2003, as “a golden opportunity” in the cur- the competition holds the status of rent climate. With regard to the sup- Dr. Aisha Bin Bishr, Director General of the Smart Dubai Office with being the largest and one of the oldest port from Emaar, Abu Ltaif says he Evan Burfield, co-founder and CEO of 1776 in December 2016 technology challenges, and it kicks off considers the group to be a key player its regional round in April 2017. Like shaping the lives of people in multiple According to the challenge’s official website detailing the Microsoft YouthSpark initiative cities around the globe. “There is a the evaluation criteria, the jury panel will judge (of which Imagine Cup is a part), the lot of emphasis on digital transforma- startups on parameters including level of innovation challenge is based on the premise that tion in the context of urbanization in the use of blockchain, market size, business plans, many of today’s successful tech plat- and building cities…[Like Emaar], we team composition, and other skills. The contest has forms began as student projects, and are equally hungry to learn together also laid down a set of requirements that startups is designed to “create an avenue for and share those values with them,” must meet to be eligible to apply, which includes young entrepreneurs and innovators, he adds. factors such as scalable products, suitability to in bringing their ideas to market.” Emaar, on its part, also regards the implement in Dubai, and directly impacting the Imagine Cup selects most promising tie-up to be logical, both in terms of quality of life in the city, among others. Dubai ideas/teams in over 100 countries by matching of values and objectives government launched its Blockchain Strategy conducting local and online editions around tech innovations. “We believe to support its Smart City ambitions, by turning of the contest. These selected teams that we are building iconic experi- paperless and shifting government transactions to will then embark on an all-expenses- ences for people, but we are really blockchain platform- an online encrypted database- paid trip to the World Finals to building it for future generations,” by 2020. Subsequently, initiatives promoting compete with global student teams says Veresh Sita, Chief Digital Officer, blockchain have continued to be a focus for the for a US$100,000 grand cash prize. Emaar Properties. “We want to focus UAE. While recently Dubai’s government partnered Further this year, the contest has de- on youth, youth development and with IBM for testing blockchain technology for trade cided to not bind itself by categories youth empowerment. Instead of us, finance activities, the National Bank of Abu Dhabi and invites “technology solutions of in a vacuum, trying to figure out what (NBAD) also announced that it integrated global every type, from every field” that run future generations desire, we see no blockchain startup Ripple’s technology into its on Azure cloud, and “demonstrate better way than to actually use the systems. For more information on the deadlines and the potential for digital transforma- youth of today to help us design the details of the Blockchain Challenge, visit the official tion.” The cash prize for this year’s cities of the future,” he explains. website. www.1776.vc/sdo-blockchain-challenge image source: 1776 | imagine cup cup imagine | 1776 source: image

18 Entrepreneur march 2017 image source: 1776 | imagine cup plane, the Bremont DH-88 is available now limited in a strictly edition. But it won’t be available for long. commemorates theiraircraft andtheirachievement. Containing material actual from the record-breaking Black set anew record, hours.TheBremont the11,000milesfrom flying DH-88 Englandinjust71 cheering crowds. Flyingaspecially-builtDeHavilland Comet DH-88,CharlesScott andTom Campbell On October 22nd 1934,two exhausted airmenlandedonaracecourse inMelbourne,surrounded by IN 1934,BRITANNIA JUST RULETHE WAVES DIDN’T FIFTY ONE EAST | FIFTY

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T: 1111 +974 4436 INNOVATOR

was while in the US Al Jaidah met his business partner, Abdulla Alansari, who was a year junior to Al Jaidah at college, though at that stage, neither was very sure what business they would want to pursue when they eventually returned to Doha. It was during his time at QAPCO that Al Jaidah found his entrepreneurial spirits come to the fore. “My brothers had a small gift and electronic shop, called Target Centre at Kahraba Street, which they had bought from Building someone and it was not doing well,” he remembers. “It mostly sold electronic goods at a very low margin and did not have a solid business model behind it. They asked me to look at reviving the business and decide what to a legacy do with it.” Coincidentally, Alansari was also toying with Zeyad Al Jaidah a similar business idea, and that is what led to both of Techno Q co-founder and Managing Director them setting up a shop at on what goes into making a business successful for the long term Salwa Street to sell home theatres. However, that busi- By Aparajita Mukherjee ness didn’t do so well. “We failed miserably since we were targeting a price range of come from a business fam- My grandfather, with his sons, the utility section and three QAR200,000 to QAR250,000 ily, and I always wanted established Ibrahim Yousuf months down the line, I was and in 1994-95, there were to be like my father and Jaidah and Sons, which can in charge of capital projects in no takers of our product in grandfather, and continue still be seen at Souq Waqif, addition to my original job,” Doha,” Al Jaidah says. “We their legacy.” That state- around 1883. They were com- he says “In 1997, shortly after demonstrated our home ment by co-founder and modity traders, buying pearls starting Techno Q , I sought theatres to the then Prime Managing Director Zeyad from here and selling in India; a transfer to work with the Minister H.E. Sheikh Hamad Al Jaidah is an indication buying and selling spices from Doha Municipality as a drain- bin Jassim bin Jaber Al Thani, Iof the familial factors that India here too.” age engineer in the design who wanted an advanced au- led to his establishment of But Al Jaidah’s journey in division. I stayed there until dio system for his new palace. Medcare Women & TechnolQ, a 100% Qatari sys- setting up Techno Q wasn’t a 2001, when I decided that I H.E. Sheikh Jassim liked the Children Hospital tems integrator specializing in straightforward one- he was wanted to quit and become product, but said he did not audiovisual, building controls, educated in mechanical engi- full-time entrepreneur.” It want it, and instead, he gave fire and security systems, neering in the US, after hav- “With the healthcare us the specifications of what lighting, information technol- ing been given a scholarship “I havesector every dutyin G CCto he wanted based on what he ogy, broadcast and hospitality by Qatar Petroleum. After pass on credit and sav- had seen in New York those management solutions. “We earning his degree in 1994, Al projectedings, where toI can, g roto w at days: one single touch screen have been in business from Jaidah returned to Doha and amy compound customers. Sannualo, in to control all the electronic my father’s side for the past immediately started working ratebusiness, of over the character 12%, and goods at his home, and a three generations,” Al Jai- with Qatar Petrochemical exceedtraits of US honesty$71 billion and plasma TV, which was a novel dah notes. “My grandfather, Company (QAPCO), as a byintegr 2020,ity come we are with all a item in those days. We hadn’t Ibrahim Yousuf Jaidah, had a trainee mechanical engineer. greater premium than done anything like this before, partnership with his brothers, “Six months later, I was made setbeing to in maximizea job. These bus thei- but we were determined to and as their kids grew up, responsible for maintaining opportunityness ethics also at make hand.” make the client happy.” This they separated the businesses. the rotating equipment in me feel better within.” resulted in him and Alansari >>>

20 Entrepreneur march 2017 “Risk-taking is one of the most important traits of entrepreneurship. Always think big and never just look at local market dynamics. Make sure that you can build something that can sustain any foreign competition.” Zeyad Al Jaidah, co-founder and Managing Director, Techno Q INNOVATOR

Zeyad Al Jaidah, co-founder and Managing Director, Techno Q

travelling overseas just to un- “social esteem is the whole shopping mall, they speaker shop and have bagged derstand the ongoing trends less important to me bagged individual shop con- a QAR11 million project in consumer electronics by compared with the tracts. He details, “Abu Issa (referring to the WCMC-Q visiting fairs, and during one freedom I have of not was, at that time, building the project) and have come to us such trip to the US, they were anchor store Highland and for another QAR15 million having to answer to introduced to Amx, an Ameri- they wanted a sound system project– you both must be out can company which special- anyone for my work, for the store. By the time of your minds because you izes in touch screens, and had which, had I contin- we completed that, he also sure will fail.” (At that stage business dealings with Saudi ued to work for the wanted the anti-shoplifting of TechnoiQ ’s growth, the Arabia. government, I would cameras, which were add-ons largest project in value terms Recalling how they got the never have been able and helped us scale up.” that they had completed project off the ground, Al Jai- to enjoy.” Speaking about the initial was the Ministry of Interior dah says, “We did that project years, Al Jaidah admits that auditorium for QAR1 million, with great difficulty, since showroom, owned by Omar it was indeed very challeng- on Corniche.) “MidMac did we also had to cater for the Al-Fardan, who had just taken ing at the outset. When it not give us the job, but to specifications given for H.E. over the BMW agency. “As a comes to the hardships they someone else, who could not Sheikh Jassim’s palace by his consumer, who heard a robust endured, he says, “TechnoiQ deliver,” Al Jaidah recalls. “So, interior decorator, who wasn’t sound from our home theatre began without having any they came back to us asking if happy with the infra-red re- system, Al-Fardan wanted it project references. For we could deliver the project to ceivers popping out from the customized for his car show- instance, in 2001, when we their quality standards, and corners of the rooms! [But] room, again something we had went to Darwish Holding, we agreed.” we learnt a lot from that proj- never done before. These two which was constructing Coupled with lack of project ect, and in the end, the client early projects taught us how the Weill Cornell Medical references, a weak balance was happy. We learnt how to to evolve to our customer’s College (WCMC-Q) in the sheet did pose a stumbling offer custom-made solutions needs.” Narrating his experi- Qatar Foundation for the block to secure finance from and most of such projects ence with other big-scale audio visual system for the banks. “We were deemed too even today are big ticket, projects, Al Jaidah says that auditorium, and bagged it, small to get any direct jobs which suits us financially as it was around the same time and simultaneously, MidMac, from the government. Eventu- well.” The other project of that The Mall on D-Ring road which was also constructing ally, of course, we bid for as pride around the same time was also opening and though the temporary building for big a project as the Qatar was the audio system for the Techno Q could not secure Texas A&M, they said to us, National Convention Center, under-construction BMW car the audio system contract for ‘You guys who just run a which was a whopping QAR90

22 Entrepreneur march 2017 The race is on

INNOVATOR

million in project value,” “Trusting people was delegate,” he says. “Now, I at local market dynamics. says Al Jaidah, adding, “But, one of the biggest also have some other busi- Make sure that you can build in spite of these difficulties, challenges. I have nesses that I own with my something that can sustain I have never looked back to learned not to take brothers, such as the ones in any foreign competition.” He work in the government. I the construction sector, and cites his own example by say- believe whatever happens things at face value, I just do not have the luxury ing, “I always benchmarked is for the best. When I look always read between of doing everything on my the Techno Q product offer- around now and see some of the lines and the own. For me, trust now comes ings with what was available my friends who continued fine print!” ahead of experience, and I in the international markets. to work for the government have developed an eye with a I never execute a project in earning high salaries and, legacy to my children.” As for better judgment of whether I Qatar, with the standards culturally, they are held with challenges and lessons learnt can safely trust someone. This available locally, but rather I greater social esteem than a on his entrepreneurial jour- comes with experience.” As always think that even if an businessman will ever be. ney, Al Jaidah says, “Trusting for advice to a budding entre- American company comes But social esteem is less people was one of the biggest preneur, Al Jaidah feels that here with a job, they will not important to me compared challenges. I have learned not the most important advice is be able to better my quality with the freedom I have of not to take things at face value, that he/she must know the and execution standards, having to answer to anyone always read between the lines type of business they are going even though the costs could for my work, which, had I and the fine print! I make sure pursue inside and out, so that be more. Since the clients are continued to work for the gov- you put every single detail in they do not need to depend on paying a lot of money, they ernment, I would never have writing, especially in agree- someone who would run it for deserve the best-quality prod- been able to enjoy. Even if ments. The longer one takes them. “At least not the core of uct.” Continuing with his tips, someone is a minister, he will in drafting agreements, the the business,” he adds. “Sec- Al Jaidah mentions, “Make be answerable for his work, clearer the relationship will ond, when the time comes sure it’s a long-term business owe some explanations to his be in the long term.” to take the plunge, do not be idea and not something to superiors, which I honestly Cutting back to the pres- afraid to become full-time en- make a ‘quick buck.’ Custom- don’t have to.” ent, Al Jaidah has learned to trepreneur. Risk-taking is one ers will pick that up, and will Al Jaidah’s family and his delegate. “Sometimes when of the most important traits be reluctant to do business forefathers built their busi- you have grown the business, of entrepreneurship. Always with someone who would ness reputation on honesty you have no option but to think big and never just look disappear soon.” and integrity, and that’s a tradition that he is very particular about continuing. “I strongly believe in those qual- ities and think they are the founding pillars of any successful long-term business,” he states. “A businessman can easily oversell and overcharge, duping the customers who are depending on the expert– that is me, in this case. Just as I expect honesty and integrity from those who are selling to me, I have the duty to be honest and open about prices, and avoid over-billing to my clients. I have every duty to pass on credit and savings, where I can, to my customers. So, in business, the character traits of honesty and integrity come with a greater premium than being in a job. These business ethics also make me feel better within. I grew up hearing that my father Mohammed Jaidah was an honest and ethical businessman. I inher- ited this legacy from him and I want to pass on the same www.technoq.com

march 2017 Entrepreneur 23 INNOVATOR

Dr. Azad Moopen, Founder Chairman and Managing of services including market- Director, Aster ing campaigns, experiential DM Healthcare events management, branding services, activations and launches, visual merchan- dising, and other projects. Headquartered in Dubai, with offices in Abu Dhabi, India, and London, the Plan b umbrella today covers eight companies -Plan b Advertis- ing (creative and printing), Plan b Events (marketing, public events, exhibitions and in-house production), SiO2 Events (a boutique events agency), bSocial (the group’s PR and social media wing), bMovies (digital me- Turning dia, application and technology), bCreative (a boutique creative agency), Next Door (sports management) and bDecor (interior design)- and boasts of a team of more heads than 350 experienced multi- disciplinary professionals. Plan b Founder and Chairman Given the bustling business, social and cultural events Harmeek Singh space in the UAE, and its position of a Middle East With eight companies currently under its umbrella, trade hub, while it’s true Plan b is using its in-house expertise to stand out in a competitive market that event management and advertising enterprises have By Sindhu Hariharan always been recipients of robust growth, only a few have managed to carve a t’s easy to see that one India, Singh arrived in Dubai beginning, and found himself niche for themselves- and of the attributes that in 2003 with his first job wearing “multiple hats” for Plan b seems to be one such got Plan b founder and here being at a media sales almost a year before he was company in this space. “Our Chairman Harmeek company. He moved on from able to hire a small team. main edge is the fact that we Singh to his current the role after 10 months, but But those tough times have are in control of every aspect position of business Singh found that his regular since paid off- Plan b has of even the most complex success is his almost clients were willing to follow today cemented its place as 360 degree campaign, owing relentless desire to him to whatever he set out one of the UAE’s most well- to our in-house capabilities makeI sure he and his enter- to do next. “This gave me a known marketing and events through the eight group prise always stand out- the small platform to build and companies, offering a variety companies,” notes Singh. >>> entrepreneur is all about grow a sustainable freelance differentiating his brand and business, earning around “Our main edge is the fact that we are always staying ahead of the AED150,000 per month to game. “Turning heads- that’s AED200,000 per month in control of every aspect of even the what it’s all about,” Singh at the time, which gave me most complex 360 degree campaign, explains. “And that’s how we again the capital to plunge owing to our in-house capabilities managed to hyper grow Plan into entrepreneurship,” b in a short amount of time.” he remembers. Officially through the eight group companies,” Hyper growth is a good way launching Plan b Advertis- notes Singh. “This acts as a major to refer to Plan b’s evolu- ing in 2004, he admits that advantage in a very demanding service tion over the years. After it was a Herculean task to trying his hand at a slew of operate every aspect of his industry, and allows us to offer faster businesses back home in business by himself at the turnaround times to our customers.”

24 Entrepreneur march 2017 Harmeek Singh, founder and Chairman, Plan b Group

march 2017 Entrepreneur 25 INNOVATOR

One of Plan b’s events at The Kite Beach

“This acts as a major advan- “Strengthening of our individual sound metaphorical, it is tage in a very demanding very hard to fall when you service industry, and allows verticals, bringing in a strategy of have your feet firm on the us to offer faster turnaround consistent improvement and devel- ground,” says Singh. “As you times to our customers. may excel, move, and elevate Also, due to the nature of opment across our offerings, and into bigger and better things our industry, which is very expansion of our footprint are our just make sure you keep talent-driven, we make sure yourself grounded and close to keep on investing in top three main long-term objectives.” to what you are about.” As talent and embrace diversity. for Plan b itself, Singh has We have a very diverse work- and technology, and gives sourcing capital invites loss already laid out a roadmap force, which creates a very our customers the benefit of control, and hence chose for the enterprise that he stimulating environment, of cost-effectiveness, as we to pace my growth based hopes to realize in the years setting the tone of our com- have minimal layers of mark- on my capacity at all times, to come. “Strengthening pany culture.” ups with everything falling rather than raising funds,” of our individual verticals, This strategy of having supposedly in-house.” As for Singh notes. He adds that bringing in a strategy of in-house expertise along a the road ahead for the indus- despite this decision, the consistent improvement number of different verticals try at large, Singh believes group today is an entity that and development across our also makes sound business experiential campaigns are “in fact funds and acquires offerings, and expansion of sense, Singh reveals. “Plan b the way forward, and from successful businesses and our footprint are our three operates a group of compa- his enterprise’s perspective, IPs [Intellectual Property].” main long-term objectives,” nies, so our diversification Plan b has addressed this Coming from a person who he says. “Based upon the is balanced upon individual early on by investing in its started right at the bottom, pace of our growth, we have business units that are re- own development and tech- and bootstrapped his way to received a lot of interest from sponsible for their own bot- nology wing. the top in this way, aspiring entities abroad in a franchise tom lines. The benefit of It’s important to note entrepreneurs should take model, which is something having the expertise across here that Plan b has been to heart the dictum that under consideration at the the group gives us in-house an entirely self-funded enter- Singh considers as key to his moment.” capability for a lot of product prise so far, with Singh not turnaround story: “Strong Today, with a large part of development and R&D, which having used any external foundations and staying an entrepreneur’s time being keeps us up to speed with capital to build the busi- grounded, both are the key spent on attempting to influ- the rapidly moving trends ness. “I personally feel that to everything. While it may ence and communicate en-

26 Entrepreneur march 2017 terprise vision to stakeholders (be it “Keeping your employees ‘TREP TALK investors or customers or employees), happy takes more than just Harmeek Singh, founder and one can’t escape learning how to sell. a paycheck; you need to cre- Chairman, Plan b As a person who started his career in sales, it’s no wonder then that Singh ate a positive culture to What would you count among the has a head start in this aspect, and I inspire your staff. We try region’s biggest challenges for ask him about how significant is the to provide each individual entrepreneurs? ability to sell vis-à-vis the product/ with the drive they need “Well… real entrepreneurs don’t let idea focus, when it comes to a startup. to perform, by empowering any challenges stop them…but if I had Surprisingly, despite his own profes- to choose it would be competition… sional background, Singh believes them, welcoming change, UAE is a very dynamic and competi- that while “sales are the lifeline of any fresh ideas, and by celebrat- tive market especially in the lead-up to business,” the absence of a “product ing personal milestones EXPO 2020, exceedingly it would be desire and service excellence” can together as a family.” considered one of the main challenging cost the business a lot. “Successful factors and should be recognized.” businesses subscribe to the 80:20 in his attitude towards his employees rule where you make 80% of your as well- here is an entrepreneur who What are your views on the cur- sales through 20% of your custom- believes the right work culture plays rent tough business conditions for ers. And that is only possible once an integral role in an enterprise’s SMEs in the region? What would you become your customer’s ‘need’ success. This is clearly evident from be your advice to them to get as opposed to ‘want’, and that in Singh’s response to my question about through the conditions? turn comes with exceptional product his personal leadership strategy for “Macroeconomic conditions are grade and unmatched service quality.” his organization. “I have nurtured a something Singh also walks the talk, and Plan b family, rather than employees, at Plan everyone has in fact had a pulse on customers’ b,” Singh says. “Keeping your employ- has to sail fingers, and plotted its growth strate- ees happy takes more than just a pay- through, and gies accordingly. “[In the creative check; you need to create a positive since 2008, business], you need to be able to culture to inspire your staff. We try to tidal changes make your customers understand the provide each individual with the drive have become type of value you can add, and cater they need to perform, by empower- a mainstay of the needs your competitors won’t. ing them, welcoming change, fresh general mar- We invest a lot of time in getting to ideas, and by celebrating personal kets across know and understand our customers milestones together as a family. Our the world. to develop a long-term relationship, ‘event veterans’ still look forward to My advice to and build their trust by acting on our come to work every day, and motivate SMEs and commitments and over deliver on new staff to perform at their best. Our upcoming expectations.” company culture is a reflection of our businesses The importance Singh places on brand values- and [it] transfers in our would be to hold on to their market caring for his customers is reflected client’s organizations.” share…while we may not be in control of the economy on the macro level, we should be in control of our own product and service. Downturns can serve as an opportunity if you look at the right places. Just ensure that you’re safeguarding and maintaining your service levels and delivery expectations, and ride the wave in a steady manner. Soon enough you will see yourself riding high out of the low.”

What are your top tips for an entrepreneur to start and grow a business here in the MENA region? “Remain patient, nothing comes easy, and it takes hard work and determina- tion to achieve a sustainable business organization. Shrug off disappoint- ment, believe in your brand and make Emaar’s first luxury sure you’re making a difference to sales experiential something…everyday.” lounge in Harrods, London mages courtesy plan b b plan courtesy I mages INNOVATOR

Dr. Azad Moopen, Founder Chairman and Managing Director, Aster DM Healthcare Onward and upward Cadillac Middle East Regional Sales and Marketing Manager Nadim Ghrayeb Cadillac is undergoing a transformation in terms of its image and messaging- and Ghrayeb wants to show that the brand is living and breathing what it stands for By Aby Sam Thomas

For a luxury brand as has been happening here in that everything at Cadillac is recognizable and storied as the Middle East as well- and shaped around. It is not only Cadillac, one would perhaps Ghrayeb has been tasked our brand that holds these assume that its Regional with marketing the brand values true– we have also Sales and Marketing Manager across the region. “Cadillac revamped who our brand and for the Middle East, Nadim has undergone a big change vehicles are aimed at.” Ghrayeb, would have a rela- in its brand image and the For a luxury brand that has tively easy job on his hands. way it communicates to the more than 100 years of histo- But that does not seem to public,” he says. “When you ry behind it (and a presence be the scenario at all: over look at any kind of mate- in the Middle East for more the last two years, Cadillac rial from the brand, from a than 80 years), Cadillac’s has been going through a billboard to TV, you can see shift in tone and messaging self-imposed transforma- Cadillac reflects our way of is characteristic of its efforts tion in terms of how it is thinking: it’s sophisticated, to stand out and attract perceived in the market, and bold, and optimistic in tone, customers in what is an ex- yes, this shift in direction and these are our core values tremely competitive market out there. “Today’s Cadillac fields that share a common drivers are also bold, so- passion and a driven pursuit phisticated and optimistic,” to realize their dreams, and explains Ghrayeb. “Looking live their aspirations.” And at the new luxury segment, this thus explains the “Dare our customers are looking Greatly” theme that governs for a global symbol of style, Cadillac as a brand today- which represents the inde- but the genius of the motto pendently minded. We call is in that it is also reflective them ‘entrepreneurials.’ They of all of the innovations the are not always entrepreneurs automotive company has in the literal definition of the showcased since its estab- word, but they are successful lishment way back in 1902. Cadillac ATS-V sedan people in their respective “Our history was built on

28 Entrepreneur march 2017 “our customers are looking for a global symbol of style, which represents the independently minded. We call them ‘entrepreneurials.’ They are not always entrepreneurs in the literal definition of the word, but they are successful people in their respective fields that share a common passion and a driven pursuit to realize their dreams, and live their aspirations.” Nadim Ghrayeb, Regional Sales and Marketing Manager, Cadillac Middle East

daring,” the Cadillac website to maintain,” he explains. a rich market of self-starters XT5, which brings innovative proudly declares. “Our future “Now with our new brand who look for a brand like engineering, craftsmanship is too.” direction and fantastic model ours to align with.” As for and driving experience to the With respect to the Middle line-up that is growing and its portfolio here, Ghrayeb crossover segment,” he says. k hazzan.ae East specifically, Ghrayeb diversifying, we are continu- reveals that every model “We will also look to create says that Cadillac enjoys ing to elevate it. What helps in the Cadillac line-up is excitement around our per- | www. | great brand recall here, and us in the Middle East is that available in the region, thus formance V-Series vehicles, a that factor has given it quite the majority of the popula- giving customers here the lineup that combines all the some momentum in the tion is young. They are often luxury of choice. “However, hallmark designs of a Cadil- market. “Cadillac has been ambitious, they share our our main focus is on the re- lac with exceptional perfor- UAE D ubai, adillac, in the region for a very long brand values and are always cently launched CT6, which mance. The range includes time, with a positive brand daring to look to the future redefines the luxury sedan the CTS-V sedan, with a perception, that models like and grow. Also with SMEs segment with advanced tech- supercharged V-8 engine the Escalade has enabled us on an upward trend, there is nology and design, and the producing 640HP giving it >>> mages shot at Khazzan C X at shot I mages

march 2017 Entrepreneur 29 INNOVATOR

Mastering marketing Nadim Ghrayeb offers entrepreneurs five tips for branding

1. Be daring “This might be a cliché, but it is true. Always look to do things differently. In a world that is becoming more homogenized, people are looking for new and different experiences, and this applies, regardless of whether they are going to a restaurant or buying a new car.” Nadim Ghrayeb, Regional Sales and Marketing Manager, Cadillac Middle East 2. Listen to your customer “This might sound obvious; a sprint time of 3.7 seconds the very best experience now, we sell them a lifestyle, however, many companies are from 0-100km/h. Also in is what we judge ourselves taking them on a journey inward looking and change Cadillac’s performance line on. In the luxury market, of various experiences that and update their products up is the ATS-V sedan and customers in the region are they identify with, mak- only based on what they coupe powered by a 3.6LTT passionate about the prod- ing them proud to drive a think. It is critical now to engine producing 460HP ucts they purchase. They’re Cadillac, as it mirrors their listen to the customer, take with an acceleration of 3.8 knowledgeable about the life and ambitions.” It’s a their feedback, and integrate seconds from 0-100km/h.” automotive industry and tough premise, no doubt, but it into next gen products.” But with the Middle East vehicles. Similar to their Ghrayeb is confident that being a crowded space in global counterparts, this has the brand can indeed make 3. If it’s not broken, don’t terms of the automotive changed the luxury car mar- it work- after all, daring fix it “If you have a product market, how does the num- ket as car buyers in this re- greatly is what Cadillac is all that is working, don’t change ber of players in the field gion have high expectations about. it or look to branch out a 100 affect Cadillac’s ambitions of brands. What different ways for the sake of for the region? “The market they appreciate, Cadillac CTS-V sedan it. By all means, be forward is very competitive, and I in addition to a thinking, but the brand and believe this creates healthy high value and products have to evolve with competition and drives us to quality vehicle, the customer.” continue working harder to is a unique and achieve our goals,” Ghrayeb share-worthy 4. More is less “We often replies. “However, other experience. see a number of brands brands are not our focus; our When we sell a advertising looking cluttered customers and giving them customer a car with many messages trying to be communicated in one image. Simplicity is key: have as few messages as possible, Community and collaboration and communicate them pow- Nadim Ghrayeb explains the Khazzan X Cadillac community space in Dubai, UAE erfully to make it easier for the customer to understand “’Dare Greatly’ is what we live while working on not traditionally the kind of thing an automaker your brand.” the Cadillac brand, as a testament to our past would do, but we see it as an innovative way and our vision of the future. As a company that to address a need we saw and to be a part of 5. Having a good product has always looked to push the boundaries of Dubai. is not enough “As men- what is possible, we are looking to continue this The partnership with Khazzan gives us a space tioned earlier, just having a thinking to drive us to further success. in the region to allow people to be creative, co- good product is not the only We have built a platform with Dare Greatly create and be inspired. We look to strengthen factor in customers buying that celebrates and is led by individual passion this message with collaborations with local decision. Companies have to and creativity. For instance, we partnered with artists like Hussain Daghriri: a young Saudi give customers a full experi- Khazzan to create Khazzan X Cadillac, a multi- photographer who travelled across the Southern ence in and outside of their purpose community space based in the center Region of Saudi Arabia and documented the store, continually talking and of Dubai, with an on-site café that hosts eve- varied culture of that region. His journey was listening to the customer rything from art installations to yoga classes, then exhibited at Khazzan X Cadillac to give and engaging with them in from markets to meetings, from guest speakers others the opportunity to learn and be inspired an authentic way even when to craft classes. Creating a community space is of the great work we have done with Hussain.” they leave the store.”

30 Entrepreneur march 2017

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notch technology, in-office As much as we hate to admit game rooms, or infinite snack that personal matters are com- supplies, the options to pull in pletely sealed away while at the crème de la crème of job work (and vice versa), the re- candidates and make sure they ality suggests otherwise. This are kept happy and productive is the first myth to recognize are now more diverse than regarding employee happiness. ever. The line between personal and The reality is: there is an professional happiness is actu- The pursuit increasingly heavy demand on ally blurry. the employer’s end to cater to Bayt.com, the leading job site employees’ well-being, health, in the Middle East, surveyed and contentment at work. And professionals from various while many forward-thinking industries, career levels, and of happiness startups would jump at the locations to understand their next opportunity with their views on happiness and what Busting the myths associated with having teeth, to make sure their work- influences it. As predicted, happy employees at your enterprise place is as happy as it could there are many factors that get, it is a good idea to step impact employee happi- By Suhail Al-Masri back: see what truly makes a ness that overarch personal, difference for the employee geographical, socio-cultural, n average, employ- The concept of “employee hap- and what is practically within and professional dimensions. ees spend two- piness” is one of true value to the control of the company. The Bayt.com Happiness in the thirds of their day the corporate world. Not only Middle East Survey, January at work. Being in are well-established business- Many companies are beginning 2017, revealed that more than the office, among es progressing to maximize to offer gym subscriptions half (56%) of respondents are Otheir colleagues and managers, their employees’ satisfaction, or discounts, nutrition happy with their lives, at least is a major part of their life at startups and entrepreneurs are counseling, healthy office to some extent. large. How happy they feel at also beginning to view “happi- meals, and generally more The survey findings are very work is, therefore, significant ness” as a talent sourcing and attention and care towards positive in certain elements, at the personal and profes- retention trick. And whether the physical and mental such as the 83% satisfaction sional scale. they use flexible hours, top- health of their talent. rate with family relationships. Top 5 Important Factors That Impact Happiness Q. Whichtop 5of important the following do factors you consider that the impacttop 5 most happiness important factors that impact your general happiness levels in your country of residence? (Please select up to 5) GCC Levant North Africa Total KSA UAE Kuwait Qatar Bahrain Oman Lebanon Jordan Egypt Morocco Algeria Tunisia Employment 51 54 51 46 54 34 41 49 54 46 59 50 55 opportunities General safety and 48 47 58 56 51 42 41 55 54 40 52 56 48 security Leading a stable 48 51 44 50 46 42 44 61 54 49 44 48 44 financial life Ability to maintain healthy personal 38 38 36 34 27 42 45 41 33 37 37 43 48 relationships Low cost of living 37 37 33 30 28 30 34 32 41 39 39 38 36 Attitude and behavior of people in 32 33 31 34 38 45 40 30 29 34 26 26 29 general Clean environment 30 28 41 33 32 21 39 32 29 31 25 30 26 Access to healthcare 26 26 25 26 35 28 27 27 20 28 26 22 22 facilities Availability of utilities 24 23 26 29 21 36 20 24 21 25 18 25 25 Stability of political 23 24 21 21 18 23 31 23 26 21 21 25 21 environment Access to Educational 18 15 12 18 17 17 20 19 15 19 20 23 19 Institutions 9 Opportunities to 17 15 22 23 22 25 20 28 13 17 19 14 15 socialize Availability of entertainment 17 20 22 16 20 21 18 12 23 13 11 15 22 avenues Comfortable weather 14 12 12 10 15 13 17 19 15 15 18 14 15 tables and infographics © bayt.com bayt.com © infographics and tables General 12 13 11 10 15 17 11 5 13 11 14 11 16 infrastructure 32 EntrAvailabilityeprene urof public march 2017 11 10 18 9 10 9 13 10 10 11 11 12 10 transport facilities Other 10 9 4 9 8 13 8 8 10 12 12 10 10

All figures are %’s Base: Total (3,747) STRESS in the MENA Workplace

Among the many factors that affect the happiness and satisfaction of professionals in the MENA workplace is stress. It not only affects people mentally, but physically as well. This infographic investigates the general level of stress in the MENA, what causes it, how it affects professionals and what can be done to eliminate it.

What is your number Which aspect does one stress factor? stress affect in your life 39.9% the most? Financial situation 27.9% 19% Family relations Work 21% 18% Friendship Personal issues 19.9% 7.4% 8.1% 7.6% Health Work All Other performance mentioned 14.8% 16.4% Other Health

Stress in the MENA Workplace Is Not Uncommon How stressful is your job 24.7% 20% Moderately Stressful stressful

19.7% 17.6% A little Extremely stressful stressful 18% Not stressful

52% agree that workplaces are more stressful these days than they 2016 were a few years back.

55.4% feel overwhelmed at work at least some of the time.

But there are also a few con- attention and care towards the There Are Many Factors That cerning areas. So, this is the physical and mental health of time to debunk some of the their talent. Contribute to Workplace Stress myths surrounding employee happiness and hone in on the MYTH Stress is not work- 28.2% Low salaries 12.3% Lack of job security factors that truly make a dif- related 9.7% Workplace environment ference. In addition to the day-to-day 9.1% Lack of work-life balance life, many individuals experi- 6.2% Relationship with your manager nearly half of surveyed ence stress from the pressures 5.6% Unchallenging work employees referred to and undesirable circumstances 5% Relationship with coworkers “work related issues” as the related to work. Stress in the 4.7% Deadlines main stress contributor in workplace, if not contained 4.7% Company policies their lives. These “issues,” and coped with, can signifi- 3.9% Nature of work itself which include work-life cantly impact employees’ job 3.2% Work load 7.4% Other balance, job security, satisfaction and performance. deadlines, and workload, A Bayt.com poll, Stress in the are all within the reach and MENA Workplace, Septem- I tend to have frequent arguments with control of companies. ber 2016, showed that 52% of professionals believe that my managers, coworkers or customers MYTH Health and well- workplaces are “more stressful being are personal issues these days than they were a 31.5% 26.6% Although health is a topic that few years back.” Disagree would normally fall under the Indeed, professionals across Agree “personal life” category, it is the Middle East and North unwise for businesses and Africa (MENA) can experience organizations to completely stress to varying degrees, and ignore it. Take, for example, due to numerous causes. For 7.1% physical health and fitness. instance, 70% of respondents Strongly agree 19.5% Research, such as the Bayt.com to the Bayt.com Happiness in Strongly Happiness in the Middle East the Middle East Survey cited 15.3% disagree Survey, have repeatedly the “increasing cost of living” Neutral shown the correlation between as the main stress contributor. healthiness and happiness. But This particular factor may be even in terms of performance beyond the direct influence of and productivity, employees employers (although salaries 74.8% of professionals believe that who are physically healthy come into play as discussed in are less likely to demonstrate the next point). jobs at their companies are inconsistent performance or more demanding than have health-related productiv- Employers are encouraged others. ity issues. Mental health too to engage in candid and can be of significant impact on frequent conversations with their employees. the goal employee productivity, satis- is to gauge the employees’ faction, and overall happiness stress level and guide them 69.1% at the workplace. towards a happier and more of professionals agree that As an employer, you might balanced state. there is more pressure at still be wondering what your 2016 2015 role is in this matter. Accord- That being said, nearly half of work this year in comparison ing to the Bayt.com Health surveyed employees referred to last year. and Lifestyle in the Middle to “work related issues” as East poll, March 2016, 96% the main stress contributor of polled respondents believe in their lives. These “issues,” it is the employer’s responsi- which include work-life bal- EmployersMany are are encouraged concerned to that MYtheyTH may Salarie loses theirdon’t bility to promote employees’ ance, job security, deadlines, engage in candid and frequentjobs sooninfluence happiness health and wellness. This can and workload, are all within conversations with their Money cannot buy happiness go beyond the basic health the reach and control of com- employees.36.5% Whether through but money is, without doubt, insurance. Many companies panies. Stress is an issue that surveys,Very meetings, or casual a powerful26.4% tool. Not only is are beginning to offer gym sub- businesses, especially those chats,concerned the goal is to gauge the it needed Somewhatfor sustenance and scriptions or discounts, nutri- who are in the startup phase, employees’ stress level and physical well-being,concerned but it is tion counseling, healthy office must be aware of and compe- guide them towards a happier also frequently a requirement meals, and generally more tent to handle. and more balanced state. for quality education, >>>

tables and infographics © bayt.com bayt.com © infographics and tables 19.4% Not at all 17.7% Not very concernedmarch 2017 Entrepreneur 33 concerned

35% of professionals feel like they spend too much time at work.

Does technology like email, laptops and phones make your job more stressful or less stressful?

42.1% Less 40% stressful More stressful

17.9% Doesn’t affect it

It’s not all stress inducing though!

92.3% of MENA And 67.9% feel like professionals feel like they they can honestly convey have adequate control or their thoughts or complain input over their work about their tasks at work if duties. they want to.

Avoiding stress is key What can be done to avoid What’s your number one stress at work? strategy for coping with job stress?

25% Having regular 43.6% Exercising more team meetings frequently

23.9% Companies offering 39.7% Socializing with flexi-hours friends after work

19.1% Companies adopting an 6.3% Smoking open communication policy 5.9% Consuming more caffeine 13.7% Taking regular vacations 3.4% Eating more often 11.9% Lowering workloads by hiring new people 1.1% Taking over-the-counter or prescription medication 6.4% Other

77.4% believe that they could do a much better job if they were given more time.

Data taken from the Bayt.com “Stress in the Middle East and North Africa Workplace” poll, September 2016. For more research reports on the Middle East, visit: www.bayt.com/en/research-reports/

Header Illustration Designed by Freepik TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PRO

healthcare, investments, en- and pay structures against the MYTH Career growth is equipped with all the training tertainment, and many other region’s cost of living. There less of a priority and development resources. essential life aspects. So, we are highly effective tools to Out of all professional life A main takeaway here is: can say that happiness is not do that, such as the Bayt.com elements that impact happi- providing opportunities of ca- the immediate outcome of Salary Search. Using this, ness, the “availability of career reer advancement might be of money, but it is realistically so employers can ensure that advancement opportuni- higher value to certain employ- in the long-term. they are not undercompensat- ties” seemed to be the most ees. Some may be happier with Although millennials, who ing or overcompensating their neglected item. The Bayt.com a new position, a promotion, will soon make up the major- employees at all times. Happiness in the Middle East or even a training opportunity, ity of the workforce, are now 38% of those surveyed in Survey reported that only over a lavish private office for giving high value to non- the Bayt.com Middle East and three in 10 surveyed employees example. Companies simply monetary job attributes, such North Africa Salary Sur- are satisfied with the career need to listen. as opportunities for career vey, May 2016, claimed they advancement opportunities at Employee happiness is a very growth and learning on-the- had never received a salary their current jobs. important topic. There are job, the Bayt.com Millennials adjustment, despite the ever- If employees feel stuck in numerous factors that could in the Middle East and North increasing costs of living. It is their current position and that influence it and, in return, it Africa Survey, February 2014, not surprising, therefore, that there is no room for them to can have a significant impact showed that seeking a higher salaries can easily become a grow or advance in their pro- on productivity and perfor- salary is still a significant major source of unhappiness fessions, it is very unlikely that mance. Companies are right to incentive to join a specific at work. they will be happy at work. adopt progressive policies and company or field of work. Talented employees in most invest in their employee’s sat- What employees often strug- providing opportunities of cases have a clear career map, isfaction. But to successfully career advancement might gle with in our region is the with milestones to tick off, achieve employee happiness, be of higher value to certain mismatch between salaries employees. Some may be and end-goals to pursue. They employers need to define their and cost-of-living. Compa- happier with a new position, want to have an employer who corporate culture, assess their nies who are invested in their over a lavish private office listens, supports, and empow- employees’ needs and goals, employees’ happiness should for example. Companies simply ers. They want to feel secure and begin implementing their trulyProfessional assess their salary levels Life need Elements to listen. That Impactabout their Happiness career future and strategies accordingly. Q. Given below are some elements that people claim are important to their PROFESSIONAL LIFE and have a direct impact on their happiness and wellbeing. On a scale of 1 – 5 where 1 is ‘Extremely Dissatisfied’ and 5 is ‘Extremely Satisfied’, please specify your level of satisfaction on each of these elements. Professional life elements that impact happiness

Top 2 GCC Levant North Africa satisfaction Total box KSA UAE Kuwait Qatar Bahrain Oman Lebanon Jordan Egypt Morocco Algeria Tunisia Support from colleagues/ co- 51 55 58 54 59 61 58 47 46 46 47 56 39 workers

Working hours 50 56 59 45 53 57 47 51 50 48 37 53 45

Work-life balance 49 55 49 46 55 45 51 42 44 42 49 55 49

Recognition at 46 45 49 39 51 43 40 46 43 44 46 49 54 work Freedom to take 46 47 48 42 49 47 43 49 39 45 42 48 51 decisions at work Support received from direct/ line 42 43 46 49 51 41 40 40 40 41 41 42 38 manager Amount of pressure/ stress 39 40 45 41 47 45 38 32 41 35 31 40 41 faced at work Remuneration 33 38 40 35 39 37 30 25 33 31 24 32 24 received Availability of career 30 30 36 32 43 37 30 30 29 27 26 34 25 advancement opportunities

Suhail Al-Masri is the VP of Employer Solutions at Bayt.com. Al-Masri has more than 20 years of experience in sales leadership, consultative sales, account management, marketing management, and operations management. His mission at Bayt.com goes in line with All figures are %’s theBase: company’s Total missionWorking/ to empowerUnemployed people Professionals with the tools (3,317) and knowledge to build their lifestyles of choice. bayt.com © infographics

34 Entrepreneur march 2017 infographics © bayt.com TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PRO

Think you’re getting the most from influencers? Think again Why influencer marketing in the MENA region has to grow up in 2017

By Ema Linaker

36 Entrepreneur march 2017 INFLUENCER MARKETING PRICING MODELS In line with this trend of increased accountability, performance-based pricing models are gaining traction, with 50% of marketers reporting that cost-per-click (CPC) and cost-per-engagement (CPE) pricing models are the most effective for driving results. Only 17% of marketers think that pay-per-post or “flat rate” pricing, which is the most widespread form of influencer compensation, is effective. Influencer marketing pricing models are defined as:

> Pay per post or video - individual influencers are paid a flat rate for creating and publishing a piece of content, whether that be a tweet, a photo, a video or a blog post. > Free product or experiences - brands offer product or travel compensation in lieu of monetary payment, which can range from an all expenses paid trip to being among the first consumers to use a new product. > Cost per engagement (CPE) - influencers are compensated based on the number of engagements their content draws (likes, shares, retweets). > Cost per click (CPC) - brands pay for consumers who have taken an action after being inspired by influencer content (typically clicking through to visit a brand’s landing page). > Cost per acquisition (CPA) - influencers are compensated based on the number of sales or subscription sign-ups they drive.

s I’ve noted in a Which inﬂuencer marketing pricing model have you found to be the most eﬀective? number of other articles over the Pay per post/video 17% past year, influence is becom- Free product or experiences 16% Aing a major contributor to driving sales- which means CPE (Cost per Engagement) 25% that an effective influ- CPC (Cost per Click) 25% encer marketing strategy is essential for any busi- CPA (Cost per Acquisition) 7%

ness looking to maximize Other 10% organic sales. And when I say “strategy,” I don’t mean 0% 25% 50% 75% 100% “go out and hire an influ- Which inﬂuencer marketing models have you tried? (Select all that apply) encer for a single campaign.” According to The State of today’s hypercompetitivePay per post/video money into an increasingly57% positive ROI. A considered, Influencer Marketing Report, marketing environment. important weapon in the strategic, long-term approach Free product or experiences published in November Unfortunately, what I’m marketing 38%armory. My big- to influencer relationships 2016, only 17% of market- seeingCPE happen (Cost per Engagement) in the Mid- gest concern, quite43% frankly, is is an essential complement ers think that pay-per-post dle East is the distortion that the situation is getting to any customer-focused CPC (Cost per Click) 40% or “flat rate” pricing, sadly of influencer relationship so bad that we could see a strategy. >>> the most widespread form of marketingCPA (Cost by per media Acquisition) agencies 15% backlash, with brands get- influencer compensation, is and a select few “celebrity” ting turned off by unfulfilled “the most credible form Other 6% effective. Instead, to be ef- influencers that view influ- promises based on a false of advertising comes fective, influencer marketing ence as a purely transaction0% - premise25% of overnight 50%success, straight75% from the 100% must be an integral part of al relationship. This tells me and as a result, cutting back people we know and branding; it needs a consist- that 5 the © 2016 region Linqia, Inc.really All rights has reserved. not on influencer marketing. trust. 83% of online

eting R eport M ar k eting I nfluencer of tate ent voice that’s applied over yet bought into the power of This would be a huge shame respondents in 60 a sustained period of time influencer marketing, hence because, when done prop- countries say they trust to develop the relationship the lack of investment in erly, influencer relationship the recommendation of

he S T he © chart of trust that’s essential in terms of time, resources, and marketing delivers a strong, friends and family.”

According to an article in The greater value juxtaposed to Cashing in on the opportunity New Yorker, the Middle East is more mainstream media. In Challenges exist, but there is a business case to be L’Oreal’s fastest-growing new short, they are more authentic made for influencers in the Middle East market. When my company to their audiences and, as a indaHash launched its first result, more entertaining and By Barbara Soltysinska campaign in the region for relatable. For example, brands Dubai Tourism, it took just 48 in the region love vlogger Max he huge growth in the use Snapchat usage has leapt from hours for it to be booked out of Arabia, as he encapsulates Tof social media in the Mid- 3% to 12% in just a year, and and performing. In fact, just the crossover between the dle East presents marketers YouTube watch times are up last year, Dubai held its first expat and Emirati cultures and with great opportunity to capi- 80% year on year- in fact, the ever Social Media Influencers maintains his authenticity. talize on influencer marketing. MENA region has the highest Summit, highlighting the grow- There is also a close-knit and A report from We Are Social online video viewership after ing importance of the medium fast growing community of in 2016 highlighted how active the United States. in the region. “mummy” bloggers and food- the region is with as much as In the wave of widespread Influencers in growing ies in the region. >>> 75% of the population of Qatar digital adoption comes the rise markets like the using social media, 69% of of the social media influencer, Middle East can be those in the UAE and 40% in with reports suggesting that disproportionately Saudi Arabia. More generally, as many as 71% of consumers influential, due to the internet usage has grown 17% would be interested in buying fact that within a more year on year -more than 20 from a brand if endorsed by an conservative culture or million new users and many of influencer. Beauty bloggers ap- society, they represent these users are mobile- using pear particularly popular, with a more independent their phones to access both 63% of consumers influenced voice and distinct the internet and social media. in purchase decisions by them. personality which has

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

person- so why is this clearly tive, and clients who think significant insight utterly otherwise in this market are ignored by so many brands burying their heads in the here in the Middle East? sand. Poorly thought-out There’s a very good, and campaigns don’t even regis- very human, reason for ter on the consumer’s radar, this. While it’s tempting to and ad-blocking technology think that your message has is pretty sophisticated and a greater chance of getting effective these days. through to your audience if Playing by the rules means you use as many channels as more and better business possible, that channel usage for influencers, so it’s clearly is reaching saturation point. in their best interests to do And that’s when people turn so. That’s especially important as the cult of the super away from traditional mar- influencer emerges. keting channels altogether and instead ask their friends To communicate to today’s to help them choose. Middle Eastern customer, Why is influencer “the most credible form of Targeting and, more impor- brands must recognize that relationship marketing advertising comes straight tantly, communicating with all communication has to so important? from the people we know consumers has never been come from a place of trust. What people buy is hugely and trust. 83% of online more complex than it is to- Inherent skepticism can only influenced by what other respondents in 60 countries day. We are living in a world be overcome through the people around them are buy- say they trust the recom- of “content shock” -some- professional development ing. There is much research mendation of friends and thing I’ve written about a and nurturing of influencer to show that peer-to-peer family.” And Edelman’s Trust number of times before- relationships. It can only be- recommendation is the sin- Barometer for 2016 saw where multiple platforms, come effective and measur- gle biggest driver of purchase 65% of respondents state sources and screens are con- ably deliver brand awareness intent in this region. Accord- that they rate “a person like stantly vying for attention. and business impact if brand ing to The Nielsen Global yourself” as a credible or Traditional advertising ap- managers invest in those Trust in Advertising Report, extremely credible spokes- proaches are no longer effec- relationships.

>>> In a developing influencer MENA region also matures, it content created by influencers, international businesses to market, brands don’t neces- is likely that its market will fol- they are able to reuse it in their embrace influencer marketing. sarily need to do much in this low the same trend. Parenting digital marketing and so vastly As in the early days of social space to attract attention, bloggers are already seen to increase their ROI. Influencers, media usage, it is time to move and so, it may be tempting to be directly influencing fellow in the main, are not profes- away from the “spray and blow the budget with top tier parents within local businesses sional marketers and require pray” approach, and strategi- influencers who have some- and brands, particularly within guidance, especially in a newer cally apply objectives to the thing akin to celebrity status. fashion and beauty verticals. market, and so with indaHash, multitude of online person- But marketers with an eye on Quality control is also impor- the influencers are guided on alities that exist. Choosing, the long-term might be better tant, as there are still only a the appropriate hashtags, crea- and working carefully with to think about a more strate- handful of “decent” influenc- tive and brand messaging to social media influencers, who gic approach with mid-tier or ers in the region, so marketers ensure they adhere to the brief represent the values and vision “power users” with followings need to ensure that there is a and to any regulatory require- of your brand, to deliver mes- between 1,000 and 20,000. moderation layer that ensures ments. sages, create product aware- In more developed markets quality without impeding ef- Brand marketers have had ness and even CSR will lead like the US or Western Europe, ficiency. The 100,000+ global time to embrace their digital to a transparent, measurable it is this tier that enjoys the influencers on our platform strategy. With a wane in print return on investment for GCC highest engagement rates- are vetted for a good aesthetic advertising opportunities, and businesses looking to increase between 5-12% with indaHash standard, as well as their reach a social engagement opportu- visibility online- translating of campaigns versus an industry and engagement rates. As the nity that cannot be ignored, it course, to offline footfall and average of just 0.5%. As the brands retain copyright for makes sense for regional and brand goodwill.

Barbara Soltysinska is the co-founder of indaHash, an international platform for native ad campaigns with influencers, and LifeTube, the biggest YouTube multichannel network in Central Europe. Barbara’s achievements include being declared the 2016 EY Entrepreneur of the Year in the “New Business” category for “outstanding contribution to interactive marketing and advertising,” and she also is the first woman to win the “Man of the Year” title at the MIXX awards IAB, Poland, 2015, one of the most important awards in the interactive sector.

38 Entrepreneur march 2017 ment and exposure, as well ing that they are working as a deep understanding of with ethical brands that the influencer’s audience understand the paramount and how that audience can importance of creating be motivated. Investing in transparent, authentic, and building a relationship with meaningful relationships. an influencer that’s not a The risk to the industry is good match for your brand enormous if we don’t get this is simply throwing money right, particularly if adver- away– a strong foundation of tisers and brands feel that research and data is key. the industry is behaving in a less-than-ethical fashion. 2. Take contracts and It is essential that every- compliance seriously one -brands, digital agen- Exercising control over cies, public relations firms, influencers is a controversial and influencer marketing topic. We need as an indus- companies- toe the line. try to agree on ways of work- Playing by the rules means ing and ethical guidelines more and better business for that protect our clients from influencers, so it’s clearly in non-compliant influencers. their best interests to do so. Conversely, influencers need That’s especially important to protect their own position as the cult of the super influ- and reputation by ensur- encer emerges. >>>

It’s a two-way street It’s not just the brands- influencers need to protect themselves too By Kristin Wong-Ward

Who’s going to defend in Hawaii named Ryan Higa. the interests of the digital He came up with a slapstick influencers? We often talk skit incorporating Dave, one about the importance of of the Minions. Tweens were legal contracts that protect obsessed with Higa, and his brands when dealing with video got hundreds of thou- influencers. The argument sands of views on its first

www.instagram.com www.instagram.com often made is that brands day- big numbers for 2010. must demand full control, The film grossed US$450 and be contractually clear million globally. Having So where should you start? and relevance and then plots that the influencer was run a major brand’s digital- Here are four avenues to them against a specific role hired to promote a positive marketing division, I am explore: within the communications image about the product. It well aware of what brands mix. By developing this kind sounds good at first glance, are looking for -and worried 1. Invest time in of framework, it becomes a but as someone who has about- when they hitch their identifying the right lot easier to not only create been working in the digital reputation to an individual kind of influencer an approach that works for marketing arena for years, I whose job is to grab eyeballs. When you’re venturing into your business but also create would ask: who’s protecting Now I’m based in Dubai, new territory, it’s helpful metrics that support the the influencers? and I run a company that to start by building a investment in the strategy. I’ve worked with digital represents influencers and structure for your strategic These metrics are crucial. influencers since the birth of unites them with appropri- development. At Edelman, It is our collective respon- this sector. While at the Hol- ate brands. What has struck we use a methodology called sibility to really understand lywood production company me is that, especially in this Fluency, which guides you the metrics for success and that made Despicable Me, region, influencers are often through mapping influencers ROI with influencers. Deals we hired a wacky YouTuber poorly utilized. >>> against reach, resonance, should be based on align-

march 2017 Entrepreneur 39 TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PRO

>>> Brands tend to forget cial actors or glossy print that an influencer herself models who happen to have is, well, a brand. She is run- followers- they’re individu- ning a business, spending als with unique stories who heaps of time and effort have a relationship with crafting a content strategy their fans. That’s why that attracts the thousands influencers are so power- (or millions) of followers ful to begin with. Abuse that make her so appeal- that relationship, and it will ing to companies. I help the disappear. 3. The rise (and rise) of 4. Instagram and influencer grow that audi- Contracts are critical. the super influencer Snapchat are ence and make it more loyal They force a meeting of the We are already seeing essentially TV for and engaged. I do that by minds between brands and networks like Telfaz11 and millennials today protecting influencers. influencers. Negotiating the other super influencers Instagram and Snapchat Protecting them from contract allows both parties starting to monetize their are now so ubiquitous what? Advertisers. The to discuss issues that may brands in new and exciting among millennials in the money is tempting, but a arise down the line, to every- ways. Names like Fahad Middle East that some single paid post that pro- one’s benefit. But brands Albutairi, Charles Elachi, influencer channels on these motes the wrong brand to need to do their homework. Chaker Khazaal, Kim platforms are more powerful the wrong audience will cost Just because they hold the Ghattas, Tima Shomali, than traditional radio an influencer thousands of money doesn’t mean they and Karl Sharro are fast and television channels. followers and unquantifiable can call all the shots- or even becoming the PewDiePies of So watching where the engagement and goodwill. that they should want to. the Arab world. influencers you identify as And even if the brand is a As for influencers, they too a match for your branding good fit, strict corporate must do their homework. I Investing in building a relationship with an and marketing decide rules about “messaging” tell my clients: understand influencer that’s not a good to establish their brand leave influencers sounding the terms of engagement match for your brand is communities will be telling contrived. The audience and how the brand is enti- simply throwing money away. for the future of the market notices, and no one wins. tled to use your work. Study According to Kevin King’s in the Middle East. You need Some brands understand the fine print. Make sure Global Digital Trends Re- to be where your customers this better than others. In their brand truly furthers ports 2017, many influencers are, and if your customers less-developed markets, your brand. will recognize money-making are already congregating many brands don’t under- No deal is worth sacrificing opportunities and establish on one or the other, that’s stand that social media is your brand. That’s a lesson brands of their own in the where the meaningful not a platform for traditional that applies to my clients coming year. While some dialogue will take place. advertising. Influencers are as well as to the companies influencers will use their Instagram is clearly not anonymous commer- that seek their influence. personality to create their targeting Snapchat’s own brand and publishing functionality and customer Kristin Wong-Ward is the founder of Rose & Pacific, an ecosystem, others will pur- base, a strategy that influencer agency based in Dubai. R&P works with digital sue ventures that might be appears to be working if influencers to help them build their businesses, expand anything from clothing and the 2016 growth numbers their platforms, and increase revenue through partnerships. makeup lines to technology are anything to go by. But Kristin also produces television and digital content. Before moving to Dubai, Kristin was a feature film and television executive in Los ventures and apps to social- Snapchat now has regional Angeles, California. She contributed to the story development, production, and cause-based businesses. representation, so we and marketing departments of one of the most successful film companies Some influencers might can expect to see further in Hollywood and built its digital division. She worked on films including even use their community to development and different Despicable Me, Hop, The Lorax, and Despicable Me 2, which have earned more than US$2 billion globally. Previously, Kristin worked at an A-list crowdfund projects. types of influencers making talent management firm, packaging and producing film and TV projects for With this increase in the most of that platform’s all the major studios and production companies. exposure and visibility, we Spectacles and different anticipate agencies and storytelling formats like publishers will look to “ac- circular video. brand and its influencers. so by creating meaningful quire” influencers to act as This year, we expect to No matter which platform experiences for their umbrella or inclusive media see more brands provide your influencers choose, audiences- experiences that brands. Companies to watch their communities with the brands that find are interactive, tangible, and in this area include Hearst, direct and unique ways success with influencer seamlessly engaging for your Mic, Vox, and Complex. to interact with both the marketing in 2017 will do community.

Ema Linaker is the Director of Digital at Edelman, MEA. She is a digital native who has been working integrated communications for leading brands and agencies for over 20 years. She has worked at Google, Nuance, Ogilvy & Mather, and prior to her current role at Edelman, she used to head up Leo Burnett’s team of social, mobile and digital experts, working on multinational brands like McDonalds, Samsung and P&G.

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This month’s tech line-up features products that are all about making your home lives easier and smarter- and make you look better as well. It’s okay to want them all… and no, it’s not our fault.

Sennheiser GSP 350 The hub spot LG launches personal robots

LG’s eye-catching Hub contents inside of the refrig- sion on its display. It can also And because the Hub Robot Robot takes the concept erator to recipes with step- respond to you using body is able to distinguish differ- of the smart home to the by-step audio instructions. language, such as nodding ent family members’ faces next level. By connecting to Additionally, the Hub Robot its head when answering with its camera, it can be other smart appliances in offers conveniences such as simple questions, and is programmed with a differ- the home, the Hub Robot the ability to play music, set always aware of activities ent greeting for each family uses Amazon Alexa’s voice alarms, create reminders and inside the home, such as member. Hub Robot makes recognition technology to provide weather and traffic when family members leave, home and family manage- complete household tasks updates. It’s not just for come home and go to bed. ment a breeze. such as turning on the air tedious functions though, conditioner or changing LG’s Hub Robot can interact a dryer cycle with simple with the entire family in a verbal commands. The Hub variety of different ways. It LG’s Hub Robot Robot features an interactive can move and swivel in place, display that can show you as well as express emotions everything from images of by showing a facial expres-

Double down LG introduces TWINWash Doing chores just got better by up to 30 minutes, with the LG TWINWash and –wait for it- can also washing machine. A first of be managed using your its kind, TWINWash allows smartphone. Thanks to its you to do two loads of SmartThinQ application, you laundry at the same time. It can remotely troubleshoot has two completely separate problems, monitor and washing compartments; the control the washer from main one on top that is large anywhere, anytime. enough to accommodate TWINWash works hard so loads up to 19 kg, and a you don’t have to and, well, smaller one on the bottom it looks good doing it. The that handles loads up to all-in-one machine is striking 3.5 kg. The powerful main in stainless silver with washing machine handles chrome trim and black tint- the bulk of laundry, while a surefire way to upgrade the mini washer can be set your life and home decor. to a different cycle to handle smaller loads. TWINWash features innovative suspension, six- motion DD technology, LG TWINWash TurboWash, which washing machine reduces wash time

Blown away Dyson Supersonic Hair Dryer

Dyson blows away the has intelligent heat control, technology, producing a high settings and a cold shot too. competition with the helping to ensure hair pressure, high velocity jet The dryer is complete with introduction of its new isn’t exposed to excessive air stream. Supersonic gives two magnetic attachments, Supersonic hair dryer. The temperatures. A glass bead more flexibility of control a smoothing nozzle and Supersonic uses fast but thermistor measures the than ever before with four diffuser, to ensure healthy, focused airflow to dry hair temperature 20 times a heat settings, three airflow good-looking hair. quickly and carefully. It’s second and transmits this engineered to fit comfortably data to the microprocessor, in your hand, run more which controls the heating quietly and protect hair from element. The volume of the extreme heat damage. The air drawn into the motor Dyson Supersonic hair dryer is amplified by three due is powered by its patented to Dyson’s Air Multiplier V9 digital motor, which is up to eight times faster and Dyson Supersonic half the weight of other hair hair dryer dryer motors. In addition, the motor is small enough to be positioned in the handle rather than the head for a more ergonomic design. The Dyson Supersonic hair dryer , dyson dyson ,

: LG : #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 COURTESY print regional publications and online on her blog where she discusses everything from how a new gadget improves day-to-day life to

IMAGES how to coordinate your smartphone accessories. Visit www.theglobalgazette.com and talk to her on Twitter @TamaraClarke.

march 2017 Entrepreneur 43 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 the dos and don’ts to selecting and wearing a suit, and a cool accessory to round out your look.

BUTTON UP! THE SINGLE-BUTTON “The single-button suit jacket, in my opinion, is changing the game. Once seen as the casual man’s go-to for those ‘fancy’ events, the one-button is now gaining popularity at black tie and formal events. I love the one-button suit because it gives you the deeper [lapel] to show off a killer shirt and tie combo or vest.”

THE DOUBLE-BUTTON “The double-button suit, will TAILOR TIME probably be in every man’s JOHN DOUGLAS, CO-FOUNDER, SUIT UP DUBAI, ON FINDING THE RIGHT SUIT FOR YOU wardrobe. It’s classical, yet powerful. It’s the jacket for Fuelled by fondness for measurements- in the For those unaccustomed every working day. It shows off tailored clothing and tired comfort of your home or to wearing suits, the duo just enough tie and shirt.” of facing the common task workplace. (They’ll even recommends a grey or navy of trying to find well-cut head to the gym -as the suit- subtle in style, but with THE TRIPLE-BUTTON suits in Dubai, John Douglas startup had once done- all distinguishing details such “It has come and gone out of and Ryan Smith launched without a shop front.) as button holes a different the fashion world, but it’s a Suit Up Dubai in December “Everyone’s tastes are color, leaving the last sleeve great suit for the taller man, 2016. With backgrounds in different,” says Douglas, on button undone to show your showing less [lapel] in the operations and sales, plus a choosing a suitable suit. tailored suit as off-the- jacket.” keen eye for detail and high He likens choosing a fabric shelve don’t have working level of customer care, the to varying an individual’s sleeve buttons. And if you’re THE DOUBLE-BREASTED duo tested free tailor-made personality. “It’s not a secret into tailored suits and brave “The double-breasted jacket s s clothing services to family that when you feel confident in peculiar touches, the duo was predominantly worn by the

and friends. The startup in what you’re wearing, suggest it’s time to take out more political, and conserva- xk noc k currently offers affordable, you have an increased the checker suits, or mix it tive man. It shows off sophis- quality tailormade fitting level of confidence,” he up with a different colored tication. For that reason, the services in Dubai and Abu adds, explaining that the trousers, jackets or waist double-breasted jacket should Dhabi -including choices wearer should go with what coats. be worn at ceremonies, gradua- of fabric and bespoke makes him comfortable. www.suitupdubai.com tion events, and ball parties.” ubai, bo D ubai, U p S uit courtesy images

44 Entrepreneur march 2017 THAT ONE FACTOR THAT REALLY MATTERS Execs, to make a lasting is created using an average impression, the Suit Up Dubai based on neck size. Let’s be founders emphasize that honest, there aren’t many of the most important factor us that have the ‘average body’ in wearing a perfect fitting that would allow off-the-shelf suit is the fit type, even more to fit perfectly. A suit that’s important than style and not perfectly fitted makes even color. “Slim fit, body fit or the most beautiful colored classic fit, it’s the fitting of a suits look bad, if you’re a suit that really does show the muscular guy then show off BUTTON UP! difference between one suit your shape, if you don’t have to another. Off-the-shelf is the shape, we can help to usually the easiest option for create more shape [to make most of us with no time to get you] look slimmer or for the to a tailor, but off-the-shelve gentleman the classic fit.”

HOW TO TELL IF YOUR SUIT FITS WELL SHOULDERS “The shoulder TROUSERS “The waist should seam should finish flush, with be the perfect measurement the end of the shoulder. No allowing you to wear your kink, over halls or wrinkles. The trousers with no need for a seam on top of the shoulder belt, regardless of fit style should be the same length as always watch out for the kinks the bone under it.” at the bottom around your ankle when your trousers are too long.” MID-SECTION “Chest, waist and hip should always show some KNOW YOUR KNOTS “This shape, regardless of yours, the can be a key factor in the way breast should follow your body your suit will look. It’s the with no gaps or kinks when small details at times that closed and when open, we make a big difference. If you don’t want too much space that don’t know how to tie them, your jacket flaps around when there are thousands of videos walking.” on YouTube on how to tie new knots.” ARMS “The arm length should show some cuff without having Editor’s pick to constantly pull your shirt FABRIC FIT FOR PURPOSE BOXKNOCKS cuff down and the arm hole “Always ask, ‘What is your suit As an entrepreneur himself, (literally the hole your arm made up of?’ Always ask your BOXknocks founder Tareq fits through), should be high tailor or check the label in the Samara knows the significanceSimon Baker for Givenchy enough to show a separation shop. Some fabrics hold heat of making an impact in Gentlementhe Only from your chest to your arm.” more than others and in Dubai, boardroom. The UAE-based Absolute with the summer coming up, startup offers a range of men’s Feather that could be problem if you accessories, and this feather Lapel Pin, have the wrong sort of fabric. lapel pin is a dandy touch your BOXknocks Likewise, if you travel to other ensemble. With its distinctive countries, a lightweight suit texture, it’s a nice piece to may not be the best for the round out your look. colder conditions.” www.boxknocks.com

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

Keeping up with the times Want to understand millennials? It’s simpler than you think By Ross McCammon

If you’ve been a part of made in 1980, with less sta- the workforce for more than ble avenues up. And recent 15 years, you’ve probably court decisions have said heard some of the following that “paying dues” in the complaints: form of working long hours • Millennials are disloyal! is illegal. And according to • Millennials won’t work CNBC’s recent All-America long hours! Economic Survey, 18% of • Millennials feel entitled! millennials regard work-life • And they’re narcissistic! balance as most important in And if you were stand- an employer, whereas 19% of ing anywhere near me on a the general public feels the subway platform during the same way. morning commute, there’s a The above facts suggest chance I was the one saying that most negative assump- Older worker: Seriously? “The millennial generation those things. I have rolled tions about millennials are - IBM, 1964 is stunningly similar to every my eyes at millennials who wrong. But unfair bias by other generation I’ve led have had five jobs before the older workers has happened Entry-level worker: Is it salt- and managed in the past 25 age of 28. I have wondered ever since people started P-E-T-E-R or P-E-T-R-E? years.” why anyone that young cares working in large offices Older worker: [Just stares] Though, of course, time has about work-life balance. together. As Google’s head - East India Company, 1674 changed one thing. David (When I was 23, my idea of of human resources, Laszlo Reid, CEO and co-founder We don’t need to “understand” a healthy work-life balance Bock, recently told The New millennials. We need to of EaseCentral, an HR and meant I didn’t fall over while York Times: “What we’ve understand that the youngest benefits platform, says the walking to my desk due to seen is that every single generation is the least experi- only difference between the lack of sleep and the 20 generation enters the work- enced but the most idealistic. new kids and the, um, older or 30 cigarettes I smoked force and feels like they’re a Know why? Because they’re the ones is the primary medium youngest generation, and that’s the night before.) And, yes, unique generation, and the what youngest generations do. through which they get their I have been dismayed by generation that’s one or two information. For millenni- millennials’ nonstop social ahead of them looks back Anyway. Here’s how to als, it’s the mobile internet- media action at work. and says, ‘Who are these “deal” with millennials: which makes millennials, he But I’ve recently started weird, strange kids coming 1. Stop with “millennials.” says, “much more socially questioning this attitude into the workforce with their 2. There you go. diverse and overall more in- (OK, my attitude). Perhaps attitudes of entitlement and In fact, disregard all gen- formed about social issues.” it was how impressed I’ve not wanting to fit in?’ It’s a erational differences, says We don’t need to “un- been with the young workers cycle that’s been repeated Christian Brucculeri, CEO derstand” millennials. We I’ve shared an office with. every 10 to 15 years for the of Snaps, a mobile platform need to understand that the Or, it’s being old enough now past 50 years.” that creates branded con- youngest generation is the to realize that narcissism More research uncovered tent. “The same basic prin- least experienced but the does not have an age limit. the following bits of histori- ciples apply to the millennial most idealistic. Know why? So I took a look at the data, cal office dialogue: generation as to any other Because they’re the youngest and the data had an attitude age group,” he says. “Some generation, and that’s what about me, too. It said I’ve Entry-level worker: Yeah, I’ll people are inspired, excited, youngest generations do. been a raging idiot. be right there. But lemme hardworking, humble and Can that be irritating? Of Sure, millennials switch Instagram this starfruit. curious. Some are entitled, course. jobs more than any other Older worker: You’re kid- unfocused and political. Not Is irritation a symptom of generation, and more than ding, right? everyone is great!” old age? Indeed. half say they’re looking for - Whole Foods, 2016 Chris Paradysz, co-CEO Do I still think work-life a new job- but their median and co-founder of PMX, a balance is a pipe dream for income, adjusted for infla- Entry-level worker: Am I just digital marketing agency unserious people? I do. tion, is about US$2,000 less gonna be, like, tabulating all with clients like Wrangler Is someone on my lawn? I’ll than the boomer generation day? and Steve Madden, agrees: go check. ee this article in its entirety on E ntrepreneur.com on entirety its in article this S ee

46 Entrepreneur march 2017 See this article in its entirety on Entrepreneur.com CULTURE business unusual | LIFE | TRAVEL | DESIGN | TRAPPINGS

experience. In reality, we are merely reinforcing our current habits- not improving them. Claiming that improvement requires attention and effort sounds logical enough. But what does deliberate practice actually look like in the real world? Let’s talk about that now.

Examples of deliberate practice One of my favorite examples of deliberate practice is discussed in Talent is Overrated by Geoff Colvin. In the book, Colvin describes how Benja- min Franklin used deliberate practice to improve his writ- of improving performance. ing skills. The beginner’s guide to When Ben Hogan carefully When he was a teenager, deliberate practice reconstructed each step of Benjamin Franklin was criti- his golf swing, he was engag- cized by his father for his By James Clear ing in deliberate practice. poor writing abilities. Unlike He wasn’t just taking cuts. most teenagers, young Ben n some circles, Ben Hogan Hogan methodically broke He was finely tuning his took his father’s advice seri- is credited with “invent- the game of golf down into technique. ously and vowed to improve ing practice.” chunks and figured out how The greatest challenge his writing skills. Hogan was one of the he could master each sec- of deliberate practice is to He began by finding a greatest golfers of the tion. For example, he was remain focused. In the begin- publication written by some 20th century, an accom- one of the first golfers to as- ning, showing up and putting of the best authors of his plishment he achieved sign specific yardages to each in your reps is the most day. Then, Franklin went Ithrough tireless repetition. golf club. Then, he studied important thing. But after a through each article line He simply loved to practice. each course carefully and while we begin to carelessly by line and wrote down the Hogan said, “I couldn’t wait used trees and sand bunkers overlook small errors and meaning of every sentence. to get up in the morning so as reference points to inform miss daily opportunities for Next, he rewrote each article I could hit balls. I’d be at him about the distance of improvement. in his own words and then the practice tee at the crack each shot. This is because the natural compared his version to of dawn, hit balls for a few Hogan finished his career tendency of the human brain the original. Each time, hours, then take a break and with nine major champi- is to transform repeated “I discovered some of my get right back to it.” onships- ranking fourth behaviors into automatic faults, and corrected them.” For Hogan, every practice all-time. During his prime, habits. For example, when Eventually, Franklin realized session had a purpose. He re- other golfers simply attrib- you first learned to tie your his vocabulary held him back portedly spent years break- uted his remarkable success shoes you had to think from better writing, and so ing down each phase of the to “Hogan’s secret.” Today, carefully about each step he focused intensely on that golf swing and testing new experts have a new term for of the process. Today, after area. methods for each segment. his rigorous style of improve- many repetitions, your brain Deliberate practice always The result was near perfec- ment: deliberate practice. can perform this sequence follows the same pattern: tion. He developed one of the automatically. The more break the overall process most finely tuned golf swings What is deliberate we repeat a task, the more down into parts, identify in the history of the game. practice? mindless it becomes. your weaknesses, test new His precision made him Deliberate practice refers to Mindless activity is the strategies for each section, more like a surgeon than a a special type of practice that enemy of deliberate practice. and then integrate your golfer. During the 1953 Mas- is purposeful and systematic. The danger of practicing the learning into the overall ters, for example, Hogan hit While regular practice might same thing again and again process. Here are some more the flagstick on back-to-back include mindless repetitions, is that progress becomes as- examples. holes. A few days later, he deliberate practice requires sumed. Too often, we assume broke the tournament scor- focused attention and is con- we are getting better simply 1. Cooking Jiro Ono, the ing record. ducted with the specific goal because we are gaining subject of the documentary

48 Entrepreneur march 2017 Jiro Dreams of Sushi, is a 300,000 different chunks. equal would hardly be back system is coaching. One chef and owner of an award- Interestingly, Carlsen accurate. Assuming this consistent finding across dis- winning sushi restaurant in learned the game by playing is typical of their practice ciplines is that coaches are Tokyo. Jiro has dedicated his computer chess, which routine and they are equally often essential for sustaining life to perfecting the art of allowed him to play multiple skilled at the start, which deliberate practice. In many making sushi and he expects games at once. Not only did would you predict would be cases, it is nearly impossible the same of his apprentices. this strategy allow him to the better shooter after only to both perform a task and Each apprentice must learn chunks much faster 100 hours of practice?” measure your progress at master one tiny part of the than someone playing in- the same time. Good coaches sushi-making process at a person games, but also gave The unsung hero of can track your progress, time- how to wring a towel, him a chance to make more deliberate practice find small ways to improve, how to use a knife, how to mistakes and correct his Perhaps the greatest dif- and hold you accountable to cut the fish, and so on. One weaknesses at an accelerated ference between deliberate delivering your best effort apprentice trained under Jiro pace. practice and simple rep- each day. for ten years before being etition is this: feedback. allowed to cook the eggs. 4. Music Many great Anyone who has mastered The promise of Each step of the process is musicians recommend the art of deliberate practice deliberate practice taught with the utmost care. repeating the most -whether they are an athlete Humans have a remarkable challenging sections of like Ben Hogan or a writer capacity to improve their 2. Martial arts Josh a song until you master like Ben Franklin- has devel- performance in nearly any Waitzkin, author of The Art them. Virtuoso violinist oped methods for receiving area of life if they train in the of Learning, is a martial Nathan Milstein says, continual feedback on their correct way. This is easier artist who holds several US “Practice as much as you performance. said than done. national medals and a 2004 feel you can accomplish with There are many ways to re- Deliberate practice is not world championship. In the concentration. Once when I ceive feedback. Let’s discuss a comfortable activity. It finals of one competition, became concerned because two. requires sustained effort and he noticed a weakness: others around me practiced The first effective feedback concentration. The people when an opponent illegally all day long, I asked [my system is measurement. who master the art of delib- head-butted him in the nose, professor] how many hours The things we measure are erate practice are committed Waitzkin flew into a rage. I should practice, and he the things we improve. This to being lifelong learners- al- His emotion caused him said, ‘It really doesn’t matter holds true for the number of ways exploring and experi- to lose control and forget how long. If you practice pages we read, the number of menting and refining. his strategy. Afterward, with your fingers, no amount push-ups we do, the number Deliberate practice is not he specifically sought out is enough. If you practice of sales calls we make, and a magic pill, but if you can training partners who with your head, two hours is any other task that is impor- manage to maintain your would fight dirty so he could plenty.’” tant to us. It is only through focus and commitment, then practice remaining calm measurement that we have the promise of deliberate and principled in the face 5. Basketball Consider any proof of whether we are practice is quite alluring: of chaos. “They were giving the following example from getting better or worse. to get the most out of what me a valuable opportunity Aubrey Daniels, “Player A The second effective feed- you’ve got. to expand my threshold for shoots 200 practice shots, turbulence,” Waitzkin wrote. Player B shoots 50. The “Dirty players were my best Player B retrieves his own teachers.” shots, dribbles leisurely and takes several breaks to talk 3. Chess Magnus Carlsen to friends. Player A has a is a chess grandmaster colleague who retrieves the and one of the highest- ball after each attempt. The rated players in history. colleague keeps a record of One distinguishing feature shots made. If the shot is of great chess players is missed the colleague records their ability to recognize whether the miss was short, “chunks,” which are specific long, left or right and the arrangements of pieces on shooter reviews the results the board. Some experts after every 10 minutes of estimate that grandmasters practice. To characterize can identify around their hour of practice as

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 www.jameslcear.com www.jameslcear.com

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

4. Curiosity and an appetite for knowledge Curiosity can be a great driving force for entrepreneurs. A constant appetite for learning and knowledge can put you on a path of continuous self-development and growth. Developing this skill starts at childhood, by encouraging children to pick up new hobbies, pursue their interest, and explore the world around them.

5. Confidence and conviction It takes a lot of confidence to start a business, and it takes Growing into even greater confidence to persuade potential clients entrepreneurship and ultimately grow your Eight skills every entrepreneur needs to develop for business business. Believing in your abilities and your idea is (and for life) By Helen Al Uzaizi essential during the entrepreneurship journey, but this The entrepreneurial sense of dread, yet it plays an activities that allow them to doesn’t happen overnight. spirit is not a gift bestowed important role in the entre- express themselves creative- This skill needs nurturing. It on a small percentage of the preneurship journey. Failure ly. Nurturing ingenuity and can be done by encouraging population. On the con- can become a self-fulfilling creativity is a fun investment children to believe in them- trary, we at BizWorld UAE prophecy; if you fail once, get that can pay off greatly in the selves and their abilities. It believe everyone is born stuck in that mindset, and future. will help them grow up to be an entrepreneur- they just never try again, then you will individuals with conviction need to develop certain never climb out of the pit. Children, by learning that and the ability to communi- skills and behaviors at an Or you can choose to look at they can make a difference in cate their ideas and point of their immediate community, will early age to truly grow into failure as a valuable lesson, view to others. develop an understanding to the truly successful and effec- an experience where you challenges our society faces. tive entrepreneurs. These learn, move on, and grow. By By participating in activities like 6. Compassion and behaviors not only define a developing a resilient con- cleanups or food drives, they’ll emotional intelligence successful entrepreneur, but stitution, entrepreneurs will continue on this path of commu- Empathy is as crucial for can also be applied to any be more likely to overcome nity engagement in the future. a progressive society as it career path, develop leader- setbacks and have the deter- is for entrepreneurs work- ship capabilities, and shape mination to get back up and 3. Dedication and ing with a team. This goes individuals who are engaged keep moving forward. commitment to beyond relating to others’ in their community. To make productivity emotions, but working with the most of these skills, they 2. Ingenuity, creativity, Developing a sense of re- others to help accomplish must be nurtured at a young and critical thinking sponsibility to accomplish their goals and aspirations. age to realistically shape The difference between an tasks will help you in all Parents can set an example future entrepreneurs. Here entrepreneur that is just stages of life, from finishing for their children by showing are eight such traits that one getting by and one who is homework at school all the them what it means to listen needs to develop for business thriving is a creative drive way through to a profession- to others, support those (and for life): and an innovative approach al setting. By starting early around them, and why it is to solving problems. Devel- and developing a sense of ac- so important to do so. 1. Learning from failure oping this skill can start at countability, you essentially and getting back up early childhood; kids can de- create a habit and become 7. Positivity and optimism Just saying the word “fail- velop these skills by learning addicted to the feeling of ac- Entrepreneurs are often told ure” brings about a creeping to experiment and through complishment. that they need to surround

Helen Al Uzaizi is the CEO of BizWorld UAE and founder of the entrepreneurship education platform for the MENA region, Future Entrepreneurs. With a 15+ year career in the corporate and startup worlds, Helen directed her passion to the entrepreneurship education field, working to instill the entrepreneurial mindset in the next generation of leaders.

50 Entrepreneur march 2017 themselves with positive | THE FIX | people, but equally important, they need to be positive The race is on to succeed. Having a nega- Ford invests US$1 billion in autonomous vehicle tive outlook can drain one’s technology startup Argo AI energy and alienate people, hurting personal and professional prospects. Children iving into the industry’s self- aren’t born pessimistic, it’s a driving race, Ford Motors has learned trait, and so is opti- invested US$1 billion for the mism. That’s why optimism next five years in Argo AI, an needs to be nurtured at an Artificial Intelligence startup Dfocused on developing autonomous vehi- early age so they can be positive about their abilities and cle technology. Fun fact? The AI startup their future prospects. was founded by Bryan Salesky, a former employee from Google’s self-driving The difference between an team, and Peter Rander, who previ- entrepreneur that is just getting ously headed Uber’s autonomous efforts updating its software, with Uber looking by and one who is thriving is a up until September 2016. With Ford’s for cities to test its self-driving feature, creative drive and an innovative proficiency in the automotive sector and and Google’s parent company Alphabet approach to solving problems. Developing this skill can start at Argo AI’s robotics know-how, a team launching new division Waymo to primar- early childhood. from the two entities would develop a ily focus on developing its autonomous virtual driver system for Ford’s autono- vehicle tech. And if we look closer to 8. Engaging the mous vehicle that’s set to be delivered in home, UAE is taking steps to being a community 2021. The investment essentially means smart city, further closer to the vision Entrepreneurs experience that Ford is gaining a majority stake in of His Highness Sheikh Mohammed loneliness, sometimes ampli- the startup, though Ford CEO Mark Fields bin Rashid Al Maktoum, Vice President fied by the stress of their has expressed how Argo AI will oper- and Prime Minister of UAE and Ruler of daily lives. The best cure for ate independently, and is incentivizing Dubai. In collaboration with firm Ehang, loneliness is helping others employee retention by offering equity in the Road and Transportation Agency because it provides a deep the startup. recently revealed their plans for the sense of fulfillment and And in the future, Argo AI plans to Chinese EHang 184 passenger drone to belonging to the community. license its tech to other companies too. launch operations soon. Showcased at In addition, by becoming Quite familiar to those watching the the World Government Summit in Dubai, involved in the community industry too- if you remember, last year, the autonomous aerial vehicle was tested you gain new perspectives Volvo partnered with automotive safety and found capable of carrying a person. and further boost your company Autoliv to develop autonomous With a lot of players involved, we might self-esteem. Children, by software, and license it in the future too. finally be closer to having flying cars and learning that they can make That’s not to ignore Tesla’s approach to more, soon. a difference in their immediate community, will develop an understanding to the challenges our society faces. By participating in activities like cleanups or food drives, they’ll continue on this path of community engagement in the future. Nurturing these skills in children today can create more capable and effective entrepreneurs, leaders, and responsible citizens. While the BizWorld programs focus on the practical aspects of entrepreneurship, we place equal emphasis on developing these skills that help the entrepreneurial spirit truly shine. Peter Rander, Argo AI COO, Mark Fields, Ford president and CEO, Bryan Salesky, Argo AI CEO and Raj Nair, Ford EVP image courtesy ford motors motors ford courtesy image

support the quick, easy, and Industry 4.0 opens the door secure transfer of data from to a whole new workforce sensors that SMEs supply in areas such as mechatron- to manufacturers to the ics engineering, industrial production systems of large mechanics, and electrical companies. The protocol is engineering for automation freely available and free of technology. For the younger charge. Letting companies generation, now is the time of all size exchange data to consider choosing STEM will increase innovation and areas of study; the career competitiveness, as well as possibilities are endless as help Industry 4.0 become Industry 4.0 expands across more widely established. all sectors. This is good news for the global economy, as well 4. Connected technology = as here in the UAE, where ease and efficiency for day and optimize efficiency, there are strategic govern- consumers Industry 4.0 connecting machinery to the ment visions in place to Imagine, you want to buy a internet is the next step. But drive industrial and manu- new car– but in this age of is here in reality, many machines facturing development. personalization, you want to used in skilled trades or make it your own, and give It’s not fiction, manufacturing are still not Industrial scale machinery it the personal touch. Once it’s not the future- connected. Investing in all is a big investment– for you’ve configured the car it’s the reality of new machinery doesn’t have manufacturers to make the of your dreams, the per- to be the only solution – most of their machinery to- sonalized data is transmit- manufacturing today actually, lots of old ma- day and optimize efficiency, ted to the manufacturer’s By Volker Bischoff chinery can be retrofit with connecting machinery to the information systems. Your solutions: the sensors, the internet is the next step. design data is connected software and connections– and shared with different hen we think to bring them into the new 3. Automation = new job systems, flowing in two about the first industrial age. This enables opportunities directions– to the manufac- industrial things such as predictive There’s been a lot of talk turing floor and to suppliers, revolution, we maintenance, reducing that with the rise in auto- to ensure parts and materi- Wimagine heavy- downtime while increasing mation of services as seen in als are ready for produc- weight iron machinery. productivity– an investment Industry 4.0, human capital tion. This forms a network As we enter a new era in that can pay for itself in just will pay the price. And while between manufacturer and industrial manufacturing, 18 months, versus buying it means that there may be supplier. Once connected, we couldn’t be further away new machinery. a redistribution of work- a basic chassis and all the from that. Smart, intelligent force, it paves the way for required materials are given machines are improving our 2. Open standards = open new opportunities. Actually, an ID tag. This tag enables lives– both on an industrial economy scale and in our homes. It’s Bosch is helping to remove been termed Industry 4.0 one of the biggest barri- and has been gaining atten- ers for smaller companies tion on the global stage. But seeking to enter connected what does it actually mean industry. The company is and what are its applica- seizing the initiative and tions in everyday life? Here presenting a new, open are four things you may not industry standard it has know about Industry 4.0: developed in-house for the exchange of data in connect- 1. Old machine + rapid con- ed industry. This will enable nectivity = new benefit interplay between a wide Industrial scale machinery variety of partners in the is a big investment– for internet of things (IoT) and manufacturers to make the in Industry 4.0. The new most of their machinery to- standard will, for instance,

Volker Bischoff is General Manager of Robert Bosch Middle East, part of the Bosch Group and a leading global supplier of technology and services. Bosch offers products and solutions from automotive parts and equipment, drive and control technology and power tools to thermotechnology and security systems across the region.

52 Entrepreneur march 2017 Closing the gap

the parts to guide them- How Kuwait-based logistics giant Agility is embracing digital disruption selves through the factory– By Tarek Sultan the products are in the right place, at the right time, for igital disruption in the logistics industry markets where we have strong local relation- maximum efficiency. When is happening in ways big and small. ships with regulators, shippers, and transport the chassis passes an intel- DFor a mature company in a mature suppliers. ligent station, its ID tag is industry like ours, this can be either terrifying Using similar reasoning, we are partner- scanned. Your design data is or exhilarating. Personally, I am excited about ing with Colle Capital, an early-stage venture transferred to a cloud server the potential to close known gaps with our capitalist. One of Colle Capital’s portfolio and interactive communica- customers, drive efficiencies, deepen access to companies, called Hyliion, has developed a hy- tions platform, which runs services, and open entirely new markets with brid technology for the trucking industry that all relevant production line new ways of doing business. Our approach reduces fuel consumption and correspond- data in real time; intel- at Agility is two-fold. First, disrupt ourselves ing emissions by a staggering 30%. These ligently connecting man, from within, and simultaneously, invest in the savings are achieved by recycling otherwise machine and production. disrupters. wasted kinetic energy and through a simple But this doesn’t mean that 30-minute trailer retrofit. Hyliion has the factories will no longer need The certainty of disruption potential to disrupt multiple industries, from human talent; Industry 4.0 Change in our industry is inevitable. Here’s a supply to oil-and-gas and beyond. Imagine technology actively assists quick example. Even if you only spend US$10 for a moment the impact of a near-term 30% assembly workers. The on an e-commerce platform like Amazon, you reduction in diesel consumption for trucks. technology is fine-tuned get a digital experience that works simply, While we believe that this technology will to workers’ individual easily, and well. You can buy your product, succeed in its own right, we also believe that capabilities to boost their track its progress en-route, and manage we can accelerate value creation by using the efficiencies. Even handheld returns or concerns, all on a single platform. technology in our own fleets and promoting tools have smart technology However, when it comes to freight forwarding, the technology with customers around the to connect man and ma- shippers can spend anywhere from hundreds world. This philosophy of finding multiple chine better– making wrong of thousands to millions of dollars on freight points of leverage is at the heart of our tech assembly impossible. Now, and still have to write emails, make calls, fill strategy. you are eagerly awaiting out paperwork, and very often, still not know your car– you don’t want to with precision where their goods are at any experience a delay. Suppos- point in time. It doesn’t add up. It’s neither ing one of the machines in coincidental nor surprising that venture the production line is about capitalists have quadrupled investments in to breakdown? Since it is freight forwarding startups in the last couple part of the Industry 4.0 of years, according to The Wall Street Journal. platform, the data generated Venture capital funding for freight forwarding by the machine predicts the companies exceeded $1 billion in 2015, more Agility warehouse breakdown before it hap- than double the amount invested in the five pens. This means no more prior years. Put simply: the industry is ripe for Disruption without distraction pulling out repair manuals; change. The challenge of being a big company is not workers can use video gog- distracting the core business, even as we gles and augmented reality Partnering with the disrupters invest in the technologies that may change to connect in real time and Digital disruption is not just about improving it forever. There are many cautionary tales fix the impending problem the business we have today. It’s also about of logistics titans in our industry that spent swiftly, meaning little or no anticipating new ways of doing business. On hundreds of millions of dollars on transform- interruption to production. this front, Agility has created a new technol- ing their technology platforms and ultimately Everything is in place, even ogy venture to invest in disruptive technology failed. Internally, our approach has been meas- with last minute changes– related to logistics. The idea is to look outside ured change: engage widely, pilot at every your new car is ready to roll! our company at new business models that step, and roll out in phases, fixing problems we feel that we can either adopt internally or early and continuously. From our technology Innovations in Industry 4.0 promote through our business. For example, venture perspective, we ring-fence our invest- mean better quality services we have invested in Cargo X, a platform that ments from the business until it makes sense and products, more effi- is looking to revolutionize how road freight timing-wise, geography wise or service-wise cient use of materials and is booked in complex markets like Brazil. Our to link them together. In this way, we hope to improved safety standards. goal is not just to see it succeed in Brazil, but reap the benefits of revolution with the rela- These innovations are not to help bring the model to other emerging tive ease of evolution. the stuff of science fiction; they are a reality of modern manufacturing today, re- Tarek Sultan is the Chief Executive Officer and Vice Chairman of Agility, one of the world’s leading gardless of scale and size. providers of integrated logistics. It is a publicly traded company with more than $4.3 billion in revenue and more than 22,000 employees in over 500 offices across 100 countries. image courtesy agility agility courtesy image

Alif smartphone LTPS AUO (2.5D Arc screen) Designed Android 6.0 Marshmallow 6000+ mAh Battery Capacity FHD 1920x1080 pixels in Dubai 13MP Rear + 5MP Front Camera with Dual Flash YaHalla founder and CEO Corning® Gorilla® Glass 3 5.5 inch Display Bader Samir Tayeb is keen on GSM / WCDMA / FDD-LTE Fingerprint Scanner, making his Emirati tech brand Multi-function upto 5 fingers stand out in the market 64 Bit MTK6753 Octa Core 16G (Micro SD card Up to 64GB) By Aby Sam Thomas Mali T720 3GB LPDDR3 RAM Bluetooth 4.0, WiFi Support, GPS

You need to spend only a few minutes with Bader Samir Tayeb, the founder and CEO of YaHalla Global UAE and Ruler of Dubai. Technologies LLC, to see the Inspired by Sheikh Moham- enthusiasm and excitement med’s drive to make Dubai he has for his enterprise, and the UAE a leader in which the Emirati entre- terms of technology uptake wood-accented design and well, Tayeb says- he show- preneur hopes and dreams and application, Tayeb says its superior battery prowess, cased his company and its to become the “leading that he has followed the and as for the Alpha tablet, offerings to the world for the technology company of the same principle in crafting its built-in LED projector, first time at GITEX in Dubai region.” As a UAE brand and building the gadgets un- which transforms your small last year, and the response that has already released a der the YaHalla brand. The screen into, well, a large he got was very heartening, smartphone (Alif), a tablet specs for the devices speak one, is perhaps its most he claims. “People didn’t ex- (Alpha), and is now working for themselves- as an ex- prominent feature. And the pect a smartphone brand to on bringing out more such ample, Tayeb points toward reception to YaHalla’s prod- come out of the UAE,” Tayeb gadgets into the market, Ya- the Alif smartphone’s sleek ucts has been positive as says. “So, the reaction was Halla’s uniqueness is what good- it was more than what is making it stand out right I expected!” now, and Tayeb’s determi- Alpha tablet Right now, Tayeb says he nation and passion looks to DLP 0.3EM Inch DMD panel is in talks with both private be what will take the com- Capacitive Touchscreen and government entities in pany further forward on the Brightness 50 Lumens the UAE who are keen on 1280x800 Resolution road to success. Projection Distance : 20 to 380 CM supporting a homegrown Armed with a family 8000mAh Battery brand like YaHalla, while business background and 8 inches size also stepping up the compa- Camera : 5 MP experience in the bank- Rear + 2 MP Front ny’s marketing endeavors to ing sector, Tayeb set up Android 4.4 make itself better known to YaHalla to fulfill his own Processor Speed (max) 1.4GHz potential customers in the RK3188 Quad-Core entrepreneurial ambitions Mali-400MP GPU UAE, the GCC, and beyond. (“I always wanted to cre- 32GB, 2 GB RAM After all, just in terms of a ate something of my own, WLAN, Bluetooth, GPS brand name, YaHalla is es- ever since I was a kid,” he sentially catered toward the says), and he found him- Arabic-speaking user, for self being spurred ahead in whom the standard “Hello!” this endeavor by the Smart greeting when picking up City vision of H.H. Sheikh the phone is –you guessed Mohammed bin Rashid Al it- “YaHalla!” According to Maktoum, Vice President Tayeb, its marketing and and Prime Minister of the branding efforts are key to

54 Entrepreneur march 2017 H.E. Hisham Al Shirawi, 2nd Vice-Chairman, Dubai Chamber at the making YaHalla work as a dream given the crowded Smartpreneur 2017 launch business- he believes that nature of the market today, if marketed correctly, the Tayeb says that it is still company’s products’ specs large enough to entertain are of such a high grade such possibilities- statis- that it would easily appeal tics portal Statista.com to the tech savvy populace predicts that “by 2017, of the UAE and the region. over a third of the world’s As for the road ahead, population is projected Tayeb says he is going to to own a smartphone, an continue with his efforts to estimated total of almost A panel discussion make YaHalla more known 2.6 billion smartphone at the Smartpreneur 2017 launch at in the mobile devices users in the world.” With Dubai Chamber market, while continu- the future holding such ing with his research and potential, Tayeb feels that development efforts on new YaHalla can indeed tap into products to be launched. this market- and from his Tayeb is clear that he wants perspective, he is keen on YaHalla to be the future making sure his products leader in this space, and are able to stand up to the while it may be a grand best in the market today. For the record, YaHalla’s Tayeb says he is in talks with insistence on adhering both private and government to exacting high quality entities in the UAE who Get smart are keen on supporting standards for its range of a homegrown brand like products are indeed getting Dubai Chamber and Smart Dubai Office invite YaHalla, while also stepping it noticed- for instance, applications for Smartpreneur 2017 up the company’s marketing Tayeb was presented with endeavors to make itself the Tech Innovation award The Dubai Chamber of ested to apply are required better known to potential customers in the UAE, the at the 2016 Enterprise Commerce and Industry in to submit their business GCC, and beyond. Agility Awards staged by association with the Smart ideas, which must belong to Entrepreneur Middle East. Dubai Office have launched the following areas covered As for what’s next for the the second edition of the under the Smart Dubai Bader Samir brand, Tayeb reveals that Dubai Smartpreneur compe- mandate: “smart economy, Tayeb, founder besides newer editions tition. Aiming to transform smart living, smart mobil- and CEO, of its existing product Dubai into a Smart City, a ity, smart governance, YaHalla portfolio, YaHalla also vision in line with that of smart environment, and has smartwatches, smart- H.H. Sheikh Mohammed bin smart people.” The ideas glasses, drones, and “more” Rashid Al Maktoum, UAE will then go through an in the offing- he’s keeping Vice-President and Prime assessment process by a his cards close to his chest Minister and Ruler of Dubai, jury panel, and participants as to what “more” exactly the Smartpreneur challenge who qualify will then attend refers to, but once again, invites entrepreneurs based a two-day workshop on Tayeb’s excitement about in the UAE to contribute building relationships, and the future is easily palpa- to this digital transforma- developing a full business ble. And we wish him all tion with their technology plan, in relation to the sector the luck for it! innovations. H.E. Hisham Al to which they belong. Cash Shirawi, 2nd Vice-Chairman, prizes worth AED150,000, Dubai Chamber, Essa Al and the opportunity to join a Zaabi, Senior Vice Presi- year-long Tejar Dubai entre- dent - Institutional Support preneurship program await Sector, Dubai Chamber, and the top three winners of General Coordinator, Tejar the Smartpreneur contest. Dubai, launched Smart- The challenge is being held preneur in the presence of this year with the support entrepreneurs and other of Dubai Startup Hub, and members of the UAE’s busi- in collaboration with IBM. ness community. For more details about the According to a statement competition, check out on the launch, those inter- www.dubaichamber.com. image courtesy yahalla | dubai chamber chamber dubai | yahalla courtesy image

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

or she show off their creativity, and allow the customer to discover their talents? Over the past 12 to 18 months, I have been working to build my skincare brand, Herbal Essentials, while competing with established, better-funded brands. As a result, I have been amused to receive various snippets of well-meaning advice, all geared at becoming a digital entrepreneur: “Launch your e-commerce platform, and sell through that, as it will increase your brand reach and valuation.” (A note here: people here often seem obsessed about valuations, which don’t really mean anything to an entrepreneur whose business is not for sale. For the record, though, yes, we at Herbal Es- sentials are “online,” and we offer worldwide shipping as well.) But the point I wish to make here is that when it comes to smaller brands or early-stage Not all about the clicks businesses, please do not The case for retail businesses to have a brick and mortar forget to allow the customer presence (even in the e-commerce era) (who is the ultimate judge on whether you will succeed By Aly Rahimtoola or fail) the opportunity to experience your products and iven the headline of this one, but well, I did. This will cost efficiencies and market services. For many businesses, piece, before readers therefore make my next com- entry in a far quicker man- this means giving them the start sending in com- ment on the retail landscape ner than traditional retail- opportunity to experience the ments that I am out of sound quite contradictory ing channels, but there are brand in a live format. I can’t Gtouch with reality, or of my feelings on technol- pockets of the economy that help think that people seem that I am living in the 19th ogy, but let me say it anyway: will need -and always depend to forget that some businesses century, let me hereby make e-commerce or social selling on- the brick and mortar retail –such as fragrances, fashion or the statement that I love is not the be-all and end-all of stores. Detractors from this skincare– need the end con- technology. I embrace it, and retailing. While e-commerce, statement will point to tradi- sumer to feel the texture of the I have been an early adopter especially in the MENA region, tional retailing sectors such product, smell the fragrance of all things digital. If it has is growing exponentially with as fashion, and point to the note, try on the dress or shirt, a LED screen on it, then I every second person wanting success of Net-a-Porter and and consult with a retail advi- have probably owned it, its to be a digital entrepreneur, other online fashion sites. To prototype, and I will prob- people should not forget that this, I would concur and state ably be first in line to buy its the ultimate way to build a that these e-commerce portals successor as well. The older brand is to allow the consumer are wonderful for established readership might remember or potential customers to see brands where the consumer the Apple Newton from 1994 it, feel it, smell it– quite sim- knows what he or she wants, –the forerunner to the iPhone ply, to experience it. but what about the up-and- and iPad- I bet that very few E-commerce might afford coming designer that no one of you saw one, let alone own numerous benefits such as has ever seen? Where does he

Aly Rahimtoola is the founder and CEO of Herbal Essentials, a Dubai-based consumer skincare brand. He is an Endeavor Entrepreneur. www.herbal-essentials.com

56 Entrepreneur march 2017 develop a loyal customer base, there is no substitute for a superb retail experience, and for people to feel your product up close and personal. But don’t get me wrong: if you know you need to buy a specific brand or item, and want to stick to what you have always purchased, then e-commerce is wonderfully useful and a great way to make repeat sales. Souq, MarkaVIP, JadoPado and other regional e-commerce portals are great businesses (as Noon will be too), and there is no doubt established brands will focus on these portals in the months and years to come where efficiencies and rent savings can be passed on to the consumer. The potential loser in this triangle will be the traditional sor on how to fix that irritat- retail landlords who for many ing skin concern. Until the decades have been dependent digital world can figure out on the same brands opening how to teleport what I call this stores in multiple locations. real-world experience through a mobile device or tablet, then The lesson here is that for the case for brick and mortar smaller brands or new- stores will always exist. E- comers trying to enter the commerce isn’t the sole way market, scale, and develop for a brand to grow. a loyal customer base, Entrepreneurs and startups there is no substitute for need to remember this point, a superb retail experience, and then follow a strategy and for people to feel that compliments how best your product up close and they can reach and interact personal. with their customers. I am willing to place a large wager How many malls in the UAE that they would or could carry the exact same big name develop a deeper “consumer shops as other malls? With relationship” with human the advent of e-commerce, interaction and old fashioned this will change. Smart retail customer service, than by an landlords in the UAE and app on their mobile device. GCC, who understand this and The fact that e-commerce can see the seismic shift in portals in North America that channel strategy that is about have grown into giants with to happen should seek out amazing valuations on the smaller niche brands offering strength of their digital reach them discounted or cheaper like Warby Parker, Amazon rentals to lure them in and and Birchbox to name but a retain footfall and interest few, are all opening, or have from consumers. A potential opened, physical retail stores alliance between smaller niche helps to make my point. The startup brands supported by lesson here is that for smaller the retail landlords could be brands or newcomers trying an interesting alternative to to enter the market, scale, and the big brands going online. www.herbal-essentials.com www.herbal-essentials.com

march 2017 Entrepreneur 57

Entrepreneur Mag - Generic Ad.indd 1 12/5/16 2:06 PM franchise

A zpizza outlet in Dubai 3. You get to research the business’ viability before you start it I have been able to apply my analytical skills before opening zpizza by carrying out research on the viability of the business. One vital piece of information that franchisees hope to obtain is the confidence in which the new investment will succeed. As a business owner, my previous experiences have allowed me the ability to suf- ficiently network –as well as Medativ founder Mohamed Elawad use my connections– to open doors that might not have been opened beforehand.

4. Franchise businesses have higher rates of suc- Cashing in on opportunity cess It is a proven concept Here’s why opening a franchise business is better that franchises have a higher rate of success in compari- than starting your own By Harsh Pancholia son to a startup business. As a sizeable amount of work onsidering ventur- 1. With a franchise busi- risks involved, opening a has already been achieved by ing into the world ness, you get to enjoy a new outlet has, on the whole, the franchisor, high-brand of entrepreneur- support system from the been less risky than starting awareness and recall has ship by starting a start Opening zpizza has a business from scratch. I successfully been accom- franchise busi- been a fantastic, worthwhile have been fortunate enough plished. As it is my goal to Cness? There are definitely opportunity for me, as it has to begin a project that has triumph, I primarily deter- advantages to going down allowed me an ideal balance an existing proven business mined how much I would this route when starting up a between being independent model, and, as a result of have to invest, how much I business- here are a few that and receiving guidance. With the power of the internet, was willing to risk, and had I realized when I brought an abundance of valuable I have had the opportunity to gain a deep understanding the California-based casual previous experience, the to carry out searches on dining restaurant, zpizza, to franchisor has provided zpizza’s background before companies and businesses the UAE: me with a strong support signing any contracts. One are always more willing to system, while allowing me to great advantage of opening engage with internationally recognized brands, as fran- Harsh Pancholia, run my own business. During zpizza, rather than a brand chisees representing an MD, Arabian the preparation of opening new business, is that I have International international brand often Food zpizza, they shared their vast spent less time and invest- receive more credibility. knowledge and expertise on ment in my busi- the products. Additionally, ness. Additionally, as the business model had before investing, already been set up, I felt I was privileged safe in the knowledge of the in that I could available resources. acquire financial figures from the 2. Your risk factor in franchisors, and, launching a franchise in turn, I gained business is considerably knowledge of what less Although, admittedly, to expect from the there are still a number of beginning.

Holding a Bachelor’s degree in Business Administration from Babson College in Boston, Harsh Pancholia was raised by a family with strong business and entrepreneurial backgrounds, and is the fifth generation Pancholia Dubai resident. Pancholia founded Arabian International Food in 2015 and after discovering the UAE’s growing demand for fresh, healthier choices, he decided to open zpizza, the California-based pizza outlet that attracted international interest with its healthier options and all-natural ingredients.

58 Entrepreneur march 2017 | geek | Brainy bins GeniCan is a smart trashcan that scans your trash to generate grocery lists

rom making elabo- them away! So obviously, rate shopping lists to the best spot for the device Fposting notes on the was the garbage can and/or refrigerator to smartphone recycle bin,” founder Griffin apps, the humble grocery writes in a blog, explaining list has come a long way. A the motivation behind Geni- common theme across this Can. As a user, you simply evolution is the fact that the need to scan items before activity involves forget- tossing them into the can, fulness. To counter this and the device adds it to an problem, entrepreneur and associated smartphone app. inventor Rob Griffin created For items with no/unread- GeniCan, a “smart” trashcan able barcodes, you state the that scans your trash to item name, and GeniCan generate grocery lists. Along would add that to your with other futuristic smart grocery list as well. home technologies, GeniCan If grocery shopping still also made an appearance sounds like a daunting task, at the CES 2017 event in then worry not, GeniCan can January at Las Vegas. The make it easier. Through a patent pending attachable partnership with Amazon device for your trashcan called the Amazon Dash of the required initial invest- Additionally, as brands com- uses barcode scanners and Replenishment Service, ment. Before jumping in with monly have franchises all voice recognition technology GeniCan also arranges to two feet and making changes over the world, they benefit to help you make shopping deliver supplies directly to to existing products, it is from an internationally rec- lists based on what you’re your home or office. While essential for me to preserve ognized brand name. With disposing. the device only supports the brand. I continually over 100 branches across The founders, who per- products and barcodes strive to remain enthusiastic two continents –includ- sonally experienced issues of the US market in their about zpizza, in the hope ing the US, South Korea, relating to shopping for their current database, and uses that this shines through Vietnam, Bahrain and the grocery, knew that there only English for voice recog- my employees. Recruiting a UAE– zpizza has the benefit was a problem to solve, and nition, the app allows users great team will ensure suc- of an immediately recogniz- also that Internet of Things to add descriptions and cess for zpizza– by treating able brand name, with an (IoT) could solve it. “The images for new items, and employees with respect, established reputation. best time to capture those the startup also says that offering worthwhile training items for the shopping list it will focus on supporting and challenging staff, they 6. Business relation- is the second you throw additional countries. too will exert their passion ships As the franchisor for the brand. has previously built strong establishments, I have been 5. You are building a busi- able to benefit from these ness based off a well- already-in-place relation- established model zpizza ships. Typically, companies reaps the rewards of having and businesses are always been tried and tested. Open- more willing to engage with ing a new outlet has ensured internationally recognized that the already success- brands, as franchisees rep- ful ideas and operational resenting an international methods and procedures can brand often receive more be followed. The franchising credibility. This, in turn, model has given me access to makes it easier to initiate these systems and proce- a working relationship for dures, with me only having the supply chain, as well to make some tweaks based as helping to gain access to on the setup that I have. prime locations. www.zpizza.com | www.genican.com www.genican.com | www.zpizza.com

march 2017 Entrepreneur 59 money ask the money guy | vc viewpoint | your money | ECON

Similar options are available in the United Arab Emirates through platforms such as Aflamnah and Eureeca. This option can be risky, as many investors with equity on your books can quickly bog down your corporate operations.

2. Life and debt Debt is a four-letter word, but that doesn’t mean you should strike it from your vocabulary. One powerful advantage of debt is that it can allow you to maintain your equity. If your business is still in the bar napkin phase, taking out loans Put your credit card away against your personal credit or business assets might Seven ways to fund your startup on the sly make sense. By Zach Ferres If your business is beyond that initial startup phase, there are new options avail- California might be known have the same luster- boot- 1. The wisdom of crowds able such as venture debt. for the Gold Rush of 1849, strapping was the name of Crowdsourcing has moved Unlike a regular loan, ven- but a newfound thirst for the funding game. beyond tips for finding the ture debt comes in exchange riches has swept across the Founders spent time sell- best restaurants. The JOBS for rights to purchase equity. globe. Modern-day prospec- ing rather than pitching Act of 2015 threw open the It can be particularly useful tors are more interested investors for big checks. I floodgates of equity crowd- for startups that don’t yet in finding a mother lode of remember hitting my dad funding in the US Crowd- have positive cash flow or venture capital dollars than up for help covering my car funding platforms such as assets to serve as collat- they are in panning for shiny payments so I could make SeedInvest, Indiegogo and eral. Venture debt can help rocks. VC fever is upon us, payroll. We maxed credit Fundable have lowered entry lengthen your runway and as evidenced by the recent cards and waited for that barriers for people interested give you the time you need to mind-boggling US$68 billion next customer payment to in funding small businesses. fully flesh out your plans. valuation of unicorn startup come in the mail. Uber. The VC gold rush dramati- Seed funding is similar to 3. Reaping what you sow The ride-hailing app’s stag- cally changed the narrative, VC, but with fewer catches. Seed funding is similar to gering valuation made it the but this flood of funding has This option typically comes VC, but with fewer catches. most valuable startup in the been a blessing and a curse. from an angel investor or This option typically comes world, ahead of powerhouses Lessons from the pre-boom someone in your personal from an angel investor or such as Airbnb, Snap Inc. era are worth resurrecting. network. someone in your personal and SpaceX. Capitalizing on The shiny gleam the free flow of VC invest- of easy VC funding ment in 2016, Uber took blinds many compa- in $3.5 billion from Saudi nies to reality. You investors, added a $2 billion might not qualify for leveraged loan, and acquired or necessarily want a Chinese rival in a $35 bil- this sort of invest- lion mega-merger. ment. Depending on The streets of Silicon Val- the company you’ve ley, it seems, are paved with created, the stage of VC gold. But that hasn’t your growth and your always been the case. In goals, you might not the lean times of the Great even attract any VC Recession (circa 2007) the interest. Fortunately, idea of venture capital in- there are other fund- vestment for startups didn’t ing options: www.eureeca.com | www.grants.gov www.grants.gov | www.eureeca.com

60 Entrepreneur march 2017 network. A seed investment are spread throughout the transaction involves a cash- Middle East, according for-equity (or future equity) to a report from Gust and exchange, but you don’t need Fundacity. Entrepreneurs to pay back the investment might want to check out or make any sort of personal accelerators with a proven guarantee. It’s a great option track record, including in5 for early ventures that have Innovation Centre in the a large potential upside. An- UAE, UK Lebanon Tech Hub gelList has built a database and Flat6Labs in several of angel investors located MENA countries. in and interested in Dubai, offering you thousands of Bootstrapping might be my potential contacts. favorite funding method. You’re essentially selling 4. Survival of the fittest your product or service or using a credit card to grow There are countless pitch your startup. Negotiate bar- competitions throughout ter or trade deals with other the world that offer prize companies. Employ staff in money to promising startups exchange for company equity without taking equity. In as opposed to instant cash. my backyard, the Arizona Innovation Challenge offers A Midas-like obsession with $250,000 as its gold medal- VC funding isn’t in your definitely nothing to scoff at. be strings attached in the ness conditions such as the best interest. Thankfully, Aside from the obvious form of compliance reports. fabled free zones of the UAE. there are plenty of other op- financial benefit, these The US-Middle East Part- A lot of founders will take tions available. Once you’ve contests offer ancillary nership Initiative offers on a side hustle to make narrowed your focus, build advantages, such as the grants of up to $150,000 enough money to fund their a plan around your chosen opportunity to perfect your to organizations working to venture. A recent survey of option- an accelerator will pitch, gain feedback from in- develop independent media small business owners by want to see very different dustry experts and network organizations; expand op- American Express OPEN things from your company with key business contacts. portunities for women and found that about 15% were than a local angel invest- Dubai’s upcoming STEP 2017 youth; and support citizen working a second job to ment syndicate. Go down conference includes a pitch efforts to contribute to make ends meet. Potential too many paths at once, and competition with cash prizes positive economic, social investors and lenders will you’ll fail to do any of them that could provide the thing and political empowerment. likely be impressed with well. By carefully weigh- your startup needs to surge Opportunities in the UAE are what you manage to accom- ing each funding method from a promising idea to a fairly plentiful, including the plish through sheer will and and strategically choos- growing venture. Khalifa Fund for Enterprise a bit of elbow grease. ing your best bet, you’ll be Development, twofour54 and positioned to strike gold for 5. A grant adventure the Mohammad bin Rashid 7. Accelerate your growth your startup. The government is literally Establishment for Small and Startup accelerators and giving money away- with Medium Enterprise Develop- startup studios are increas- a few provisos. Nonprofits ment. ing in popularity worldwide. working in science, technol- The number of accelerators ogy, education and medi- 6. The old-fashioned way in the US increased by 50% cine can seek federal grant Bootstrapping might be my from 2008 to 2014, ac- money. A quick search of favorite funding method. cording to Brookings. These Grants.gov turns up more You’re essentially selling organizations offer benefits than 1,000 federal grant pro- your product or service or beyond a cash infusion. grams. The downside? The using a credit card to grow Startup studios and accel- applications are typically your startup. Negotiate bar- erators gild their investment onerous and can quickly ter or trade deals with other with a blend of services, become a time suck. companies. Employ staff in product development, The government won’t exchange for company equity capital, space and mentor- ask for equity in your as opposed to instant cash. ship in exchange for equity. startup, but there will still Seek out favorable busi- More than 46 accelerators

Zach Ferres is the CEO of Coplex, a Los Angeles- and Phoenix-based startup studio focused on truly collaborative design and development. Coplex builds startups and digital products using lean and agile techniques. Follow the company on Twitter @hellocoplex. www.eureeca.com | www.grants.gov www.grants.gov | www.eureeca.com

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

and methodologies therein. 2. Remind yourself of Also, companies should make your objectives forays into offering special- It’s easy to get lost in the ized services and reduce their grind and shuffle of daily reliance on generic services life. I’ve found that writing that do not have any inno- down goals and thinking of vation or value addition to them daily helps to inspire offer. There is a famous quote us to success. The capability that captures the fundamen- to imagine specific details, tal core for business success: and building personal con- “Turnover is vanity, profit is nections to our goals can sanity and cash is reality.” improve our comfort with The biggest challenge for the challenges we’re likely to the industry in 2017 will face on the pursuit of excel- be maintaining cash flow lence. robustness. To achieve this, companies must be aggres- 3. Think of the future sive and proactive in control- It helps to have a clear vision ling their accounts receiva- about our long-term goals. If Planning pathways bles situation while retaining you can’t think more than a their existing strength in month ahead, try to stretch to progress service organization. your imagination to one By Tariq Chauhan This year, the primary reso- more month, to create a two- lution for companies must be month plan. The anticipation e are poised at an industry, we are under a to embark on the pursuit of and visualization of long- the end of the lot of pressure from clients excellence. Companies should term objectives is a powerful first quarter of a to reduce operational costs, facilitate the cross exchange motivator that can inspire very challenging which will require innovation of knowledge and experi- us to improve our efforts and year with a slug- and skill enhancement. ence between colleagues and reduce our anxieties. gish economy The key to survival in the management, to benefit every Wand subdued business senti- given market conditions is individual as well as the 4. Keep yourself account- ment. The remaining three increasing investments, both company overall. able for your goals quarters of 2017 will require towards employee-centric So, what’s the best way to Set constant reminders to us to tighten our belts and initiatives, as well as innova- achieve success on the pur- analyze where you are today, put in a comprehensive and tion and technology. The suit of excellence? and where you need to be. robust plan to analyze our prudent strategy would be There’s no one size fits all It’s vital to make a wish key results and identify criti- to perform a balancing act solution and various meth- list, visualize the outcome, cal focus areas. between maintaining growth, ods would be relevant and identify the obstacles, and The most important for whilst rationalizing costs by applicable to a variety of plan the processes needed to professionals today is to improving productivity levels situations. However, there overcome challenges on the clearly align their personal across the board. are a couple of time-tested way. and career goals with certain In a nutshell, a success- approaches that are near milestones. At people-centric ful 2017 strategy must be universal. Success is not an overnight organizations (like EFS), it built upon three critical KPI development, but rather the is imperative for employees indicators i.e. deliverance 1. Tackling macro culmination of a series of to look at their work-life on ensuring maximum cli- challenges at micro lessons learned from various balance to ensure that they ent satisfaction, exercising levels mistakes. The end outcome have definitive personal prudence in maintaining net Breaking down any problem is influenced just as much by resolutions, which makes a profit margins, and 360-de- into a series of interlinked skill, as it is by the motiva- qualitative difference to one’s gree sustainability. simple and small goals is an tion and attitude driving the personal life whilst working To do this, companies easy way to build confidence pursuit of excellence. As for- on professional KPIs. must dedicate consider- and momentum to achieve mer Indian President Dr. A. We believe there is great able resources to improve more difficult and long- P. J. Abdul Kalam once said: prospect of growth in 2017, efficiencies and synergies. term objectives. Consistent “A dream is not that which with the major challenge There must be a concerted incremental steps deliver you see while sleeping; it is being managing costs and effort to expand the scope bigger results than one large something that does not let facing fierce competition. As and breadth of skills training desperate lunge. you sleep.”

Tariq Chauhan is a Harvard Business School alumnus and a professional entrepreneur, with over 26 years of diverse experience in international banking, technology and asset management, real estate and a track record of building and establishing companies across the GCC, USA, UK and Asia. Since 2010, Tariq has been at the helm of EFS Facilities Services Group, leading as the Group Chief Executive Officer and as a member of EFS’ Board of Directors. Tariq has led the evolution of EFS Facilities Services’ business portfolio and spearheaded the company’s expansion into 23 markets across MENA, Turkey and South Asia, and supervised the growth of its workforce to more than 12,000 professionals globally.

62 Entrepreneur march 2017

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consumers cannot do much about VAT enforcement and therefore will continue to buy the everyday goods that they need. However, there may be some short-term changes in buying behavior for big-ticket items (price-elastic goods such as cars, fine dining, watches etc.), with demand brought forward as these are occasional items and are more expensive. Since VAT is borne by the end consumer, most businesses will be able to maintain tax neutrality. However, VAT will come with certain legal requirements and reporting compliance. This will impact businesses’ overhead costs, as they will require more staff (i.e. compliance, legal, accountants, and IT professionals), and new IT systems to Taxing times ahead incorporate the taxes. With VAT coming soon to the GCC, companies need Risks for retailers’ margins to rethink pricing strategies It’s up to retailers to manage the upcoming VAT to their advantage. That’s By Lovrenc Kessler why the impact on businesses is likely to be twofold: first, since VAT is set n the Gulf Cooperation Council pose a risk to profits. So what effects low at 5%, the change in demand for (GCC), declining oil prices have can businesses expect from the new tax, goods is likely to be minimal. Second, forced states to look at other and how can they tackle it sustainably? retailers may be able to use VAT as an revenue sources, and have thus put opportunity to improve their margins, pressure on businesses and their Impact of VAT on consumers but if mismanaged profitability could Imargins. The UAE, until now a tax-free and businesses suffer, resulting in price wars. country, announced that value-added As VAT is a tax on consumption, ex- Some retailers may be tempted to tax (VAT) is to be introduced in 2018, cluding essential items, it should not absorb the VAT in order to maintain which as a whole will intensify price impact the cost of living to a noticeable or reduce prices. The danger in this pressure and deteriorate margins, mak- extent. So whilst the overall impact strategy lies in the increased volume ing price management more important on consumer demand will be minimal, required to preserve margins. In ad- than ever. for a while large-scale re-pricing will dition to reduced margins, trying to The findings of Simon-Kucher’s make buyers more “price aware,” i.e. maintain or lower prices could create a Global Pricing Study highlight the risks more conscious of prices in general. price war scenario, with few winners. of sloppy pricing and show that compa- Unaccustomed to paying any taxes At the same time, increasing prices to nies are still investing too little in price on their purchases, seeing the VAT counteract this would lead to losing out management and pricing tools. How- listed will have a psychological impact on customers and in effect give rise to ever, those that invest in price man- on consumers. The good news is that inflationary pressure. agement have more pricing power to Retailers therefore need to employ counter price pressure and attain 25% smart pricing strategies such as bun- higher EBITDA margins. An alarming dling goods, reviewing pack sizes, and 49% of the companies stated that they taking a granular approach to managing are actively engaged in price wars, and price points. They also must ensure facing price pressure. Furthermore, that communication and promotion only six out of 10 companies managed are sharpened during this period of to increase their margins compared to change and actively sell the value of previous year. This general business their goods. Most importantly, they climate shows decision makers in the should not react with knee-jerk price region how the introduction of VAT and cuts when faced with erratic volume a lack of effective price management changes. >>>

Lovrenc Kessler is Managing Partner of Simon-Kucher’s office in Dubai, responsible for the company’s business in the entire Middle East. Simon-Kucher & Partners is a global consulting firm with 980 professionals in 33 offices worldwide focusing on TopLine Power®. Founded in Germany in 1985, the company has more than 30 years of experience providing strategy and marketing consulting and is regarded as the world’s leading pricing advisor.

march 2017 Entrepreneur 65 IRAQ FINANCE 2017 IRAQFourthIRAQ International FINANCE FINANCE Conference & 20172017 Exhibition onFourth Finance International and banking Conference Services in& IraqExhibition Fourthon Finance International and banking Conference Services & in Exhibition Iraq on10on Finance– 11Finance April and 2017, and banking Phoeniciabanking Services Services Hotel, Beirut in in Iraq Iraq 10 – 11 April 2017, Phoenicia Hotel, Beirut 1010 – 11 – 11 April April 2017, 2017, Phoenicia Phoenicia Hotel, Hotel, Beirut Beirut Join us at the most imperative, stimulating and game-changing Join us at theevent most imperative,on financial stimulating industry in and Iraq game-changing Join us at the mostevent imperative, on financial stimulating industry and in Iraq game-changing eventevent on on financial financial industry industry in in Iraq Iraq www.IraqFinanceEvent.com Co-hosted by Central Bank of Iraq Co-hosted by Central Bank of Iraq Iraq Finance 2017 is an opportunityCo-hosted to exchange, by Central negotiate, Bank challenge,of Iraq decide, resolve and expand Co-hosted by Central Bank of Iraq Iraq Finance 2017 is an opportunityyour financial to exchange, business negotiate, interests challenge, in Iraq. decide, resolve and expand Iraq Finance 2017 is an opportunity to exchange, negotiate, challenge, decide, resolve and expand your financial business interests in Iraq. Iraq Finance 2017 is an opportunityyour to financial exchange, business negotiate, interests challenge, in Iraq. decide, resolve and expand your financial business interests in Iraq.

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| in the loop | Seven tips to successfully manage VAT Allez les entrepreneurs! Companies should use the time before VAT implementation to analyze their France offers a visa for entrepreneurs and startups price positioning more accurately. This requires managers to take the following ancy being an entrepreneur in steps: France? With the launch of the FFrench Tech Visa, perhaps you 1. Avoiding general X% price increases can, as the French is luring in foreign when VAT comes into place, and entrepreneurial talent with it. Part of instead smartly reworking the entire the initiative to expand its “Passeport price strategy. Talent” scheme launched in 2016, the French Tech Visa aims to attract 2. Starting a systematic price foreign tech talents including startup optimization process, classifying founders and employees, talent to products by their degree of competition, join French startups, and investors price elasticity, marginal return, growth and angel investors. The visa is valid potential etc. and reviewing price for four years on a renewable basis, optimization factors for each category. covering the spouse of the main ap- Foreign Affairs and International De- Impact simulations, price fine-tuning plicant to ensure similar labor market velopment, the Commissariat général (such as new price barriers), price access and no work permit required à l’Investissment, Bpifrance, Business communication etc. need to be for work performed as an employee. France, and Caisse des Dêpôts et Con- considered. Prospective foreign founders are sigation- indeed, it’s a key step for the sought to apply to the French Tech country’s entrepreneurial ecosystem. 3. Thinking innovatively and Ticket program- a year-round seed It echoes a sentiment of inclusion in implementing intelligent options such accelerator program for international welcoming foreign talent in UAE too. as bundling and modified stock keeping entrepreneurs who are looking at Earlier in February, the UAE Cabinet, units (SKUs). building a startup in Europe, offer- presided by His Highness Sheikh ing services for startups in various Mohammed bin Rashid Al Maktoum, 4. Informing and legally “signaling” lifecycles, from being a budding UAE Vice President, Prime Minister general objectives via marketing early-stage startup to a sustainable and Ruler of Dubai, had approved an activities, and making sure the industry one as it provides financial support entry visa scheme to attract profes- is consistently heading in the right and training, to customer acquisition. sionals to UAE- which, if you’re keep- direction. Foreign tech talent are sought to join ing watch on his Twitter account, was French startups while foreign tech in- where it was also discussed. Accord- 5. Preventing price decreases, as vestors are invited to launch their VC ing to a release by the Government many contracts refer to net prices and firm with an office in France, or work of Dubai, the new system will include these will not change. Suppliers and with a French VC firm. At the mo- two phases: its first phase includes contractors should be prepared, think ment, EEA and Switzerland citizens tourism, health and educational ahead, and develop price adjustment don’t require a visa to work within visas, while its second phase includes strategies for their trade partners to France’s ecosystem. Managed by the acquiring talent in health, scientific, reduce negotiation pressure. French Ministry for the Economy and research, technical and cultural fields. Finance, its partners include the Direc- Certainly, there’s more to come for 6. Preparing the sales team with tion Générale des Entreprises, the budding entrepreneurs. training sessions, explaining Ministry of the Interior, the Ministry of http://visa.lafrenchtech.com/ statements, Q&A sessions etc.

7. Acting rather than waiting, implementing a new price strategy that incorporates VAT as soon as possible– ideally starting now and gradually implementing changes so that by the time VAT is in place they can demonstrate price consistency and create a positive image.

If managers quickly take these tips on board, they will be thoroughly prepared to face the market changes that the VAT introduction will entail.

march 2017 Entrepreneur 67 start it up ecosystem | who’s got VC | Q&A | STARTUP FINANCE

they would consider relocating to, 67% of the survey respondents said they would prefer to move their business to the UAE; 24% of respondents (majority of these from the tech industry) stated that they would choose to relocate to the US- a move that may not be as easy after recent developments in US around immigration regulations. Historically, Jordan is known for producing strong A scene from the Endeavor Jordan event to discuss business migration tech talent, and most regional enterprises count a significant portion of technical staff Keeping entrepreneurs at home with ties to Jordan. In terms of entrepreneurial successes A new Endeavor Jordan study sheds light on migration in the region, the acquisition trends among Jordan’s homegrown businesses of Maktoob.com -a company By Sindhu Hariharan founded by Jordanian entrepreneur Samih Toukan- by Yahoo always features as a key The Jordanian chapter were to start your business The World Bank’s research, instance. Subsequently, and of global entrepreneurship all over again, would you set Jordan’s economic growth more recently, notable MENA support organization, En- it up in Jordan?’” says Rasha was observed to be “sub- startups such as Jamalon, deavor, has a tricky problem Manna, Managing Director, dued” in 2016, as regional MadfooatCom, CashBasha, on its hands when it comes Endeavor Jordan. “Astonish- instability takes a toll on the and Kharabeesh have all been to developing their pipeline ingly, 60% of respondents country. Jordan has been able to start their ventures of startups they want to sup- said they would not.” Not just playing a substantial role in from scratch in Jordan, port in the country. Despite that, 45% of the respondents “managing spillovers from and gone on to scale their its mandate to transform the also said that they would the Syrian crisis,” notes the businesses in the country. Kingdom’s entrepreneurial consider moving not just their World Bank. Moreover, in the Given this history, Endeavor ecosystem, Endeavor Jordan headquarters, but entire op- bank’s “ease of doing busi- Jordan was keen to look at claims to be unable to find erations as well. With regard ness” ranking -a metric that the key reasons leading to “high-impact entrepreneurs to the study sample, while ranks economies from 1 to such migration trends, and who lead high-growth, in- 125 may not be a number 190 with first place being the found that 74% of respond- novative businesses that can commensurate to the count best- Jordan’s recent stand- ents were wanting to access create material wealth and of companies who set out to ing is at 118, in comparison to larger markets. High taxation employment in Jordan”- and launch in Jordan, the griev- UAE’s 26th rank and Saudi (45%), regulatory instability the reason for this is because ances are quite common, and Arabia’s 94th position. This (40%), and access to fund- these founders are either it’s important to note that perhaps explains the regions ing (38%) constituted a few in the process of relocating almost half of them belong to figuring on top of Jordanian other reasons for enterprises from Jordan, or have already the technology sector. That entrepreneurs’ wish list for to look outside Jordan. In relocated to markets more is why Endeavor Jordan also migration. When asked where the case of online bookstore favorable for their business. hosted an interactive event Endeavor Jordan conducted post the survey for both the Jordan Business Migra- public and private sector tion Survey in November representatives to discuss 2016 among 125 Jordanian solutions. enterprises, and the results Speaking about the study shocked the organization. and the event thereafter, When these companies (of Manna states that the survey different sizes and from results are perhaps an indica- a variety of sectors) were tor of Jordanian entrepre- asked if they were currently neurs’ lack of confidence in considering moving their “any short-term reversal of business out of Jordan, 72% the unfavorable economic and said that they were. “We entrepreneurial situation” asked entrepreneurs: ‘If you in the country. According to www.endeavorjordan.org www.endeavorjordan.org

68 Entrepreneur march 2017 ‘TREP TALK Jordanian entrepreneurs speak Jamalon, founded by Jordanian Ala markets stems from the needs of out on Endeavor Jordan’s business Alsallal, the founder relocated to each venture. “For us [CashBasha], migration survey results Dubai in 2016, although the startup our network, our reach, Jordan is the maintains operations in Jordan only place we would be able to pro- Nasser Saleh, founder and CEO, (where almost 90% of his employ- gress with such momentum in such MadfooatCom ees are based) for “keeping costs short time,” he adds. This optimism While MadfooatCom currently has down.” However, Alsallal tells En- was uncovered in Endeavor’s survey no plans to move out of Jordan, deavor that last year, when Jamalon as well, with over two-thirds of re- Saleh says that the startup may set in motion its plans to scale up spondents who choose to keep their consider moving in the future, and introduce publish-on-demand business in Jordan saying, “Jordan “if current and new investors in capabilities to the Middle East, they is home.” A quarter of the busi- the company demand that we relocate to a more did not find Jordan’s regulatory nesspersons also said that the low investment-friendly country.” He adds that the environment to be conducive for cost of human capital was among startup “might consider relocating our headquarters the new model. Similarly, Jordan- the reasons they remain in Jordan. A and keeping part of the operations in Jordan if the based media platform Kharabeesh is case in point is the startup Mad- tax system becomes more unfair for our sector, another startup whose co-founders, fooatCom, a fintech venture behind and if the cost of quality technology resources and along with most of the executive the launch of Jordan’s electronic operations becomes higher than other countries.” team, relocated to Dubai this year. payment system eFAWATEER. While Speaking of the ways to address the the fact that the company’s major Mohammed Asfour, CEO, Kharabeesh observed trends, Endeavor Jordan’s client is the Central Bank of Jordan “Our business in the UAE has Manna says, “Any rectification of has a lot to do with the startup stay- been growing much faster than the local entrepreneurial ecosystem ing in Jordan, MadfooatCom founder it has in Jordan, which made the requires the support, collective ef- and CEO Nasser Saleh says that “the move a necessity. It has also facili- forts and long-term commitment of high quality of financial services and tated our expansion into the Saudi all relevant stakeholders from the technology talent,” and a “favorable market. However, the company public and private sectors backed by ecosystem,” are reasons that keep does not plan to relocate its operations from Jordan, a cohesive government strategy that them in the country. which will continue to serve as a support office to develops a consistent policy frame- Dubai and the KSA.” work.” For instance, inadequate “Any rectification of the local sources of venture capital in Jordan entrepreneurial ecosystem Ala Alsallal, founder, Jamalon results in most ventures relying on requires the support, collective “Customs and taxation regulations informal funding through family and efforts and long-term for exports, as well as free-zone commitment of all relevant friends. Even with tangible devel- regulations, have been so behind stakeholders from the public [in Jordan, compared to] other opments in this scenario in recent and private sectors backed by a years, the risk appetite of the finan- cohesive government strategy countries in the region. Given that cial institutions continues to be low. that develops a consistent policy 95% of Jamalon’s sales are outside Hence, Endeavor emphasizes that a framework.” of Jordan, we found Dubai to be a good location for long-term commitment from stake- our print-on-demand, which will shape the future holders, a “more holistic approach,” On its part, Endeavor Jordan admits of the publishing industry in MENA. We would have and public-private joint efforts is that while it is understandable for loved to have set this up in Jordan.” needed to reverse this trend. founders and business develop- However, despite these dominant ment personnel to be based out of Fouad Jeryes, co-founder, CashBasha trends revealed by the data, it’s im- the larger markets in the region, “In my view, and to the most sincere of my inten- portant to note that there is also op- their concern lies with the ventures tions, Jordan in itself is a startup. That is its prime timism among the nation’s entrepre- (such as the 45% of the surveyed advantage. The dynamics of the country present a neurs that more success is to come. respondents) that wish to relocate hotbed for tech startups to blossom. It’s a resource- Besides success stories to inspire their operations entirely. The or- ful environment where most advice, partners, and aspiring entrepreneurs, and a grow- ganization says: “with prices rising support systems are way less than six degrees away ing support system, Jordan has also in Jordan and the best of the coun- from you. Although KSA might be had global recognition and commen- try’s talent increasingly seeking jobs the major market to serve, and the dations come its way recently. In a abroad, Jordan is fast losing what is UAE allows for mature products recent visit to the country, Amazon’s considered its competitive advan- to seek larger clients, the cost of Jeff Bezos was heard praising the tage.” And it is to plug this leak that setting up shop, recruiting talent incentives offered by the Jordanian Endeavor Jordan wants to “act as a and proving product viability in economy for ICT ventures, and the catalyst” for sustainable economic Jordan is practical and achievable. Kingdom’s investment climate in growth in the region, and wants to With Jordan being a “spring-board” for companies general. As an entrepreneur who had tap into its network of mentors to and a place where their headquarters are still based, a chance to meet Bezos in this visit, help create employment opportu- we mustn’t forget that this part of the world is CashBasha co-founder Fouad Jeryes nities in the local market. Here’s sadly fragmented, and Jordan is a small market, but insists that not all businesses are wishing the organization all the best companies jump to other areas to reach additional the same, and decisions to enter new in this endeavor. customers. It’s expansion, not desertion.” www.endeavorjordan.org www.endeavorjordan.org

march 2017 Entrepreneur 69 in pictures

#SheMeansBusiness Q&A with Rasha Kashkoush, Facebook Corporate Communications of MENA and Turkey

Can you take us through the kind of events/programs that Facebook will be running for #SheMeansBusiness in the MENA region? “#SheMeansBusiness is an initiative to help give more women with great business ideas the opportunity, support Clare Woodcraft-Scott, CEO of Emirates Foundation, Mai Medhat, CEO and co-founder of Eventtus, Iman Ben and practical advice they need to turn Chaibah, founder and CEO of Sail Publishing, and Sarah Beydoun, founder of Sarah’s Bag these ideas into reality. In the Middle East and North Africa, #SheMeansBusiness is partnering with organizations in the UAE and Egypt to train 10,000 women in one It’s go time! year. In the UAE, Facebook is working Facebook MENA launches #SheMeansBusiness to encourage with Sheraa Sharjah and Emirates female entrepreneurship Foundation. These organizations are building a coalition of other UAE-based omen’s role in society startup incubators, NGOs, and women’s has a great impact on the organizations to further reach that goal. economy- and indeed, is In Egypt, Ahead of the Curve will take an influence of progres- the lead in building a team of partners to sion.W According to a McKinsey research, reach women across the country.” increasing women’s participation in the workforce in GCC alone would add What would your pitch be to MENA US$180 billion or a 7% increase to women to get them to participate the economy in 2025- an optimistic in Facebook’s #SheMeansBusiness Rasha Kashkoush, Facebook Corporate Communications possibility for the business scene in of MENA and Turkey initiative? In other words, what’s in it the region. In the spirit of encourag- for them? ing women’s participation in business, Publishing, and Sarah Beydoun, founder “Training, learning, and community. Facebook launched the MENA edition of of Sarah’s Bag. #SheMeansBusiness will give more its global initiative #SheMeansBusiness #SheMeansBusiness aims to train women with great business ideas the on February 22, 2017 in Dubai, UAE. women entrepreneurs, women-owned practical advice they need to turn these The event welcomed attendees, includ- and women-led businesses to utilize ideas into reality. We’re working with ing Nicola Mendelsohn, VP EMEA at and leverage Facebook and Instagram our partners in the region to provide Facebook, Clare Woodcraft-Scott, CEO for their business. For its MENA mar- advice, knowledge and tools that will of Emirates Foundation, with a short ket, Facebook has partnered with UAE give more women across the MENA the discussion from its partners Francesca initiatives Sheraa Sharjah and Emir- support they need to continue growing. Capobianchi, SMB Community Engage- ates Foundation to build a network of Specifically, Facebook and Instagram ment Program Manager at Facebook, UAE-based startup incubators, NGOs are fueling small business growth– it’s Dina Sheriff, CEO, Ahead of the Curve, and women’s organizations to reach a great way for small and medium and Najla Al-Midfa, General Manager their goals, says Rasha Kashkoush, businesses (SMBs) to reach existing of Sheraa Sharjah. It also featured a Facebook Corporate Communications of customers and find new ones, simply quick panel from a few of the startups MENA and Turkey. In Egypt, Facebook because it’s where people are spending featured on its platform: Mai Medhat, has partnered with Ahead of the Curve their time. In the Middle East and North CEO and co-founder of Eventtus, Iman to lead in growing a team of partners Africa, more than 152 million people Ben Chaibah, founder and CEO of Sail to extend its reach among women in access Facebook every month. Across the region. Using workshops, the UAE, 74% of people are already #SheMeansBusiness women entrepreneurs training sessions and online connected to at least one business resources, along with its in a foreign country; in Egypt and in community to provide sup- Saudi Arabia, the figure is at 63%. For port, it seeks to provide users SMBs, marketing used to be expensive insights, skills and network and difficult, but Facebook Pages to scale their business online. are increasingly becoming a primary For female entrepreneurs, it’s presence for small businesses, used by certainly an indication of ad- more than 65 million small businesses vancement, and we can’t wait around the world because they’re free, to see its fruition. easy to use, and they work well on https://shemeansbusiness.fb.com/ae mobile.” images courtesy #shemeansbusiness #shemeansbusiness courtesy images

70 Entrepreneur march 2017 AD 20.3x27.3 04.pdf 1 2/16/17 10:54 AM

21-22 March 2017

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Book your pass and benefit from early bird registration fees until 15th of March.

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march 2017 Entrepreneur 71 TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PRO

Key elements of a non- disclosure agreement A well drafted non-disclosure agreement should, among other points and at the very least, address the following five essential components:

1. It should clearly identify the parties to the non-disclosure agreement. When a non-disclosure agreement is signed, a confidential relationship is created between the individual or entity disclosing confidential information (Discloser) and the individual or entity receiving (Receiver) the confidential information. This relationship legally binds the Receiver to keep the information a secret.

2. It should clearly Securing your IP define what comprises The two key legal documents every UAE startup needs confidential information. This helps establish the sub- By Fatema Fathnezhad ject matter that is being disclosed and helps the Receiver hen starting a new documents that you need to lists, pricing plans, manufac- identify what information is business, founders have in place to jumpstart the turing processes or formulas, confidential. are usually busy protection of your startup’s novel invention designs, or Wworking on a million intellectual property in the confidential material con- 3. It should clearly list things at once, and dealing UAE. tained in copyrighted software exclusions from the with legal documents is not programs. definition of confidential the most exciting item on the 1. NON-DISCLOSURE The UAE’s general contract information. to-do list. However, a startup’s AGREEMENT law, labor law, and unfair Exclusions to the definition of intellectual property is typi- A non-disclosure agreement, competition law provide for confidential information are cally its most important and commonly known as an NDA protection of confidential in- based on generally established valuable asset, and founders or a confidentiality agreement, formation through contractual principles of law. A party should take steps early on to is one of the best ways to relations. As a result, a best receiving such excluded infor- protect it. protect valuable confidential practice for you when looking mation has no obligation to A quick way to organize the information and intellectual to protect your startup’s confi- keep it confidential. For exam- strategy around your startup’s property of your business. dential information is to enter ple, a common exclusion from intellectual property is to Through the use of a non- into contracts with employees the definition of confidential make a checklist of all of your disclosure agreement, you can or third parties to obligate the information is information initial intellectual property protect the confidentiality of party receiving confidential that was disclosed to, created, considerations. This will help secret information that may information to keep it a secret. or discovered by the Receiver you keep track of each item as be disclosed in, for example, prior to (or independent of) you deal with them. Examples a financing round, a business Types of non-disclosure any involvement with the of concerns that can go on this transaction or an employment agreements Discloser. checklist include branding, relationship. Usually, this is A non-disclosure agreement trade marks, patents, trade information that gives your can be “one-sided” or “mu- 4. It should clearly secrets, copyrights, confiden- business a competitive edge tual.” A one-sided non-disclo- define the obligations of tiality, invention assignments, and is not generally known in sure agreement exists when Receiver. user-generated content, data the market. Examples of such only one party is disclosing Generally, a Receiver will have privacy, consumer protections, information can include ideas confidential information. A a duty to hold and protect the etc. for a new website, financial mutual non-disclosure agree- secrecy of the confidential To help simplify the basics data and plans, specific know- ment exists when both parties information as if it were their and get you started, we’ve how of a business, sales data are exchanging confidential own confidential information, outlined the two key legal and plans, customer data and information. and strictly limit the access

72 Entrepreneur march 2017 to and use of the confidential because it’s often the value of 1. Technology assignment Depending on the type of in- information to only situations your intellectual portfolio that agreement. tellectual property assignment that require it. Additionally, investors and venture capital This agreement assigns any agreement being used, the it is common to see language firms will be evaluating. intellectual property created description of the intellectual stating that the Receiver may In contrast to international before founding of a startup. property may also contain in- not breach the confidential norms, in the UAE, the assign- Technology assignment agree- formation about any relevant relationship, induce others to ment to employers of owner- ments usually come into play applications or registrations, breach it, or induce others to ship to works created by their for technology startups, where associated ‘goodwill’ (business acquire the confidential infor- employees during the course a developer may assign or sell reputation), or a description mation by improper means. of employment is dependent their rights in a software code of assets being transferred. on the type of employment to a startup in exchange for 5. It should clearly state and the intellectual property equity or cash. A non-disclosure agreement a term during which the rights of concern. A recom- should define a time period confidential information mended approach to ensure 2. Invention assignment during which the Receiver is will be disclosed. that any prior or unwritten agreement. obligated to maintain confi- A non-disclosure agreement agreements to assign intel- This agreement assigns any dentiality of the information. should have a term dur- lectual property are clearly intellectual property rights in ing which the confidential documented is to put in place relevant work product created 3. It should clearly define information will be disclosed. a confirmatory assignment be- by employees or contractors of the obligations of the This term usually depends on tween the parties. A confirma- a startup, after its foundation. parties. the nature of the transaction tory assignment is a ‘confir- Invention assignment agree- Generally, an Assignor will or relationship between the mation’ of a prior unwritten ments are commonly signed by have a duty to assign its own- Discloser and the Receiver. assignment of intellectual not only employees, but also ership interest to the Assignee. property rights between two founders, of a startup. This Depending on the type of in- 6. It should clearly state or more parties. Despite this ensures that the startup has tellectual property assignment a time period during which and as mentioned above, the clean ownership of all items agreement that is being used, confidentiality of the UAE’s general contract law, in its intellectual property the Assignee may also have an information must be main- labor law, and unfair competi- portfolio. obligation to pay a lump sum tained. tion law provide for protection or a specified amount of equity A non-disclosure agreement of confidential information Key elements of an intel- to the Assignor. should define a time period through contractual relations. lectual property assign- during which the Receiver is As a result, a best practice ment agreement 4. It should clearly state obligated to maintain confi- to begin with when founding A well-drafted intellectual a term during which the dentiality of the information. a startup is to assign all rel- property assignment agree- intellectual property evant intellectual property to ment should, among other assignment agreement 2. INTELLECTUAL the company through entering points and at the very least, will be effective. PROPERTY ASSIGNMENT into an intellectual property address the following four es- Depending on the type of in- AGREEMENT assignment agreement. sential components: tellectual property assignment An intellectual property as- agreement being used, the signment agreement is one of Types of intellectual 1. It should clearly term can be for a specific date the tools that you will need property assignment identify the parties to the of transfer and assignment of to ensure that your startup agreements intellectual property already existing or developed has complete and clean Intellectual property assign- assignment agreement. intellectual property, or for as ownership of all intellectual ment agreements should not By signing an intellectual long as a term of employment property assets of the busi- only cover employee and property assignment agree- or contractor relationship is ness in writing. This helps contractor works created ment, the party assigning (As- expected to last. your startup avoid any costly during the course of employ- signor) assigns its ownership In conclusion, to properly issues that could result from, ment, but also works created interest in any intellectual protect your startup’s intel- for example, claims by patent as a result of funding by your property to the party receiving lectual property, you should trolls or competing companies startup, and financial rights it (Assignee). consider investing some time trying to copy your software (royalties) in all works. There at the early founding stages or product offering. What’s are two types of assignment 2. It should clearly in drafting an intellectual more, intellectual property agreements, a technology as- identify and describe the property checklist, and putting assignment agreements are signment agreement and an intellectual property to into place well-drafted non- key to keeping your startup’s invention assignment agree- be assigned and/or being disclosure agreements and ownership in its intellectual ment that you can consider transferred and assigned. intellectual property assign- property portfolio in order. using to build and protect This helps exactly detail the ment agreements. It may take This can be especially impor- your startup’s intellectual intellectual property being some time- but it pays to do it tant for technology startups, property portfolio: transferred and assigned. right. Good luck!

Fatema Fathnezhad works as a legal consultant with Khalid A. Altamimi Advocates & Legal Consultants, a member firm of the Cedar White Bradley group. She advises startups on a variety of IP protection and commercial matters. Fatema can be reached on [email protected].

march 2017 Entrepreneur 73 start it up ecosystem | who’s got VC | Q&A | STARTUP FINANCE

DIC winning Tech Innovation award at Entrepreneur Qatar’s 2016 Enterprise Agility Awards

Turning digital dreams which presupposes that they already have a product into reality in hand which needs more refinement, DIC puts it out Qatar’s Digital Incubation Center is leaving no stone unturned in helping to an external committee tech entrepreneurs in the country launching their startups comprising decision-makers By Aparajita Mukherjee from Qatar’s digital ecosystem.” As for the eligibility criteria for applicants to he Digital Incuba- premises and support for up “Submission for the Idea the two tracks, Al-Buhendi tion Center (DIC) to six months and focuses on Stage Track is open through- says, “For the Ideas Track, is a one-stop idea creation and transform- out the year and the commit- we look at the innovation shop for digital ing those ideas into viable, tee judging the applications aspect. In addition, we entrepreneurs market-ready products, the is usually composed of the should be able to foresee Tin Qatar –both Qataris and Startup Track is for early DIC staff or drawn from the growth in the business idea.” non-Qataris– who either stage startups with the pri- MOTC,” explains Duha Al- For the Startup Track, she have an idea or an existing mary aim of fine-tuning their Buhendi, the acting Digital adds that DIC assesses and startup. Operating as part business model, housing Incubation Center Manager. sharpens the business plan: of the Ministry of Trans- them for up to two years. “But for the Startup Track, what stage is the startup at, port and Communications do they have a prototype of (MOTC), the center offers “The objective of DIC has been to provide their product, etc. two tracks for incubating the necessary support for new tech startups In 2016, DIC added 11 entrepreneurs– the Idea to emerge from Qatar. Developing the new startups as part of the Stage Track, for aspiring en- technology sector in the country plays a key Startup Track and 14 Idea trepreneurs, and the Startup role in our transformation towards a smart Stage teams. The 25 teams Track, for those who already society. We believe the youth of Qatar has were chosen after a rigorous have a startup but need the capacity to achieve great success if given selection process, with the help in scaling up. While the right support mechanisms, such as these judges for the final selection the Ideas Stage Track offers incubation programs.” of the startups including

74 Entrepreneur march 2017 Abdulaziz Al Khal from the been that there is nothing ing space for digital entre- Al-Buhendi adds, “We need Qatar Mobility Innovation final in our learning curve,” preneurs, has enabled us to to retain our youth, since Center, Mahmoud Abdellatif Al-Buhendi says. “Each of learn how to navigate and we will forever be nurtur- Khalil from Qatar University, our startups has unique penetrate regional markets– ing young minds and their Najat Abdulraheem from challenges, and we, at DIC, the different regulatory ideas for the best develop- Ooredoo, Dr. Munir Tag from also learn with each of them requirements and regimes, ment of our country. We, at the Qatar National Research and grow in the process. the unique challenges of DIC, will need to be nimble Fund and a representative Over the six years of our the different ecosystems. footed to harness the fast from the Qatar Development existence, DIC has learnt It is partnerships such as developments that Qatar is Bank (QDB). At present, all that with each startup, we this that are helping DIC to witnessing, especially in the these teams are housed in need to think out of the box, develop best practices for run up to the FIFA World the DIC facilities and are in and not only rely on past startups in Qatar.” A final Cup 2022.” various stages of their prod- learnings to help them out.” learning for the DIC is the The Qatari entrepreneurial uct development in diverse Secondly, she continues, realization that DIC itself is ecosystem has other play- fields, such as cyber security, partnerships and networking also a startup. Describing ers, such as Qatar Business edutainment, e-commerce, are the best ways to sup- what that realization means Incubation Center (QBIC), gaming, digital content and port startups. Partnerships for day-to-day functioning, but Al-Buhendi points out smart city solutions. between DIC and different that DIC is only for digital Commenting on DIC’s new players in the Qatari ecosys- “We need to retain our startups, which is not the intake, Reem Al-Mansoori, tem that can support entre- youth, since we will for- case with QBIC. “We view Assistant Undersecretary- preneurship are vital and an ever be nurturing young them as a partner, a col- Digital Society Sector of ongoing process which needs minds and their ideas for laborator, not a competitor,” MOTC, says, “We are excited sustenance. DIC is always the best development of she says. “We realize that if with the new batch that has looking for ways to initi- our country. We, at DIC, we can partner better with will need to be nimble joined DIC. The new teams ate new partnerships. “For footed to harness the QBIC, the overall impact will are working on innova- instance,” says Al-Buhendi, fast developments that be positive in developing tive technologies and much “our collaboration with Qatar is witnessing, es- the Qatari entrepreneurial needed solutions for Qatar. entities such as the Dubai- pecially in the run up to ecosystem. Together, we can The objective of DIC has been based AstroLabs, a co-work- the FIFA World Cup 2022.” create a more potent startup >>> to provide the necessary support for new tech startups to emerge from Qatar. Develop- ing the technology sector in the country plays a key role in our transformation towards a smart society. We believe the youth of Qatar has the capacity to achieve great success if given the right support mechanisms, such as these incubation programs.” Even though the center does not offer direct funding, the different services that each startup receives during the two-year period amounts to around QAR400,000 in indirect support, a MOTC statement has said. In 2017, applications for the first intake of entrepreneurs in the year will be done through the QITCOM 2017 Entrepreneur Zone to be held at the Qatar National Convention Center between March 6-8, 2017. Ever since its inception in 2011, DIC has been fine- tuning its strategy. “The most important learning has www.motc.gov.qa/en/dic

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

pipeline, train them together Hashir Abdulla and Moham- Startups showcase and share our expertise with ed Harif, founders of Qeeks, A few of the startups incubated at DIC Qatar each other. Our outlook with another DIC success story, regard to the Qatar Sci- mention that the center ZSS Founded by Ziyad portal addresses the ence & Technology Park is played an important role Al-Salloum difficulties faced by small the same.” Looking to the in setting up their venture, ZSS is working on businesses and individuals future, Al-Buhendi explains right from the process of introducing the world’s first in finding the right mobile that DIC aims to be the best pitching the idea to forming geographical password app developer, the large incubator in Qatar, and then the company and providing solution. This cybersecurity development cost on each scale up to become a major all necessary progressive technology will utilize the platform and the time player in the wider region, guidance, and is still working human ability to remember involved in doing so. Qeeks building partnerships with closely with Qeeks to make it places as a means to sports a feature-rich easy- organizations, such as QDB, ready for the current market. provide safe access to to-use interface to create QSTP, Microsoft, Supreme They add, “DIC helped us different systems. Instead mobile apps for business Committee for Delivery & understand that for a prod- of writing conventional profiles, events, bookings Legacy, Qatar Exchange, uct to be successful it needs passwords that are difficult and appointments, with Ooredoo, Silatech, QBIC and to have a well-executed to remember, construct, WordPress site integration. others. business plan along with the and maintain, this UK- www.qeeksapp.com right marketing strategy.” patented technology allows “DIC provides a good entry With the current low inter- users to pick memorable Lagyy Funded by Khalid point for entrepreneurs to national hydrocarbon prices places on planet Earth Al-Mohannadi the Qatari startup ecosys- and reduced opportunities, for which the app will Meaning “find” in Arabic, tem, allowing us to network does Al-Buhendi think more the application Lagyy with like-minded people, spreading the word about of the youth of Qatar will lists products from the new technologies.” look to entrepreneurship as vendors dealing in building a career option? “There is no materials, furniture, For both the tracks that DIC denying the fact that oil and lighting and many more. provides, it plays a role when gas prices impact the num- “This is a new and unique it comes to commercializing ber of jobs that are available app and, as far as I know, the entities. Al-Buhendi in this marketplace,’ she such an app is not available speaks about five distinct says. “But this fact alone anywhere in the region,” and important roles that DIC cannot determine why the said Al-Mohannadi, who has so far played in this do- Qatari youth will be driven is the founder and general

main: network building, in- to take up entrepreneurship Ziyad Al-Salloum, manager of the company. cluding funding from QDB or as a career option. Other founder, ZSS The app enables local angel investors; assistance in factors will affect the choice companies to showcase showcasing their businesses; too. The academic curricula automatically generate their products to those in help in creating industry in the country have changed a one-time, unbreakable search of similar products contacts; training and coach- to incorporate entrepreneur- password. “Just imagine and services. There are ing for professional roll-out; ship so that students are your geographical a number of categories and boosting their marketing exposed to the phenomenon password to your bank, ranging from kitchens, efforts through DIC’s own from a young age. Culturally, email, or social network is flooring, bathrooms, social media and PRs. Ziyad within Qatar, the accept- your summer home or the lighting, wall coverings and Al-Salloum is the founder of ability of entrepreneurship lake you visited few years services related to home ZSS, one of the 72 startups as a career option has gone ago!” says Ziyad. building and smart homes. already incubated at the up, compared to the 1990s. www.zss.net www.lagyy.com center. “DIC provides a good There is at least one entry point for entrepre- entrepreneur in every family, Qeeks Founded by neurs to the Qatari startup a member who has started Hashir Abdulla and ecosystem, allowing us to his or her entrepreneurial Mohamed Harif network with like-minded career very young. At the Qeeks stands for ‘Qatar people, spreading the word other end of the spectrum, Geeks’. It is a do-it- about the new technologies, we see elderly women start- yourself mobile app builder and building relations with ing their home businesses. for anyone with basic potential clients. This all Over the past six years, we computer knowledge to has a ripple effect in creat- have noticed that the type, create, manage and publish

ing a more robust ambience variety and the quality of both iOS and Android Khalid around Qatar’s transi- ideas that come in, as ap- apps by themselves, in Al-Mohannadi, tion to a knowledge-based plicants have significantly English or Arabic. The founder, Lagyy economy,”Al-Salloum says. improved.”

76 Entrepreneur march 2017 CS Abu Dhabi 2017 203x273 ENG v1.pdf 1 16/02/2017 12:40

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depending on the student’s current grades, requirements from the course, career plans and budget.” Irrespective of the level of education (un- dergraduate, post graduate etc.), the enterprise presents students with global course options, in line with their specifications and creden- tials.

“We are the official representatives for academic institutions in the MENA region, and are remunerated by them as a percentage of the tuition fee for every person we successfully enroll.”

At a time when every task is getting automated or being replaced by technology, Left to right: Education Basket counts the Education Basket personal and customized co-founders Jessica Naimé and attention offered to students Mylène El Fakhry as being its USP. “We assist the students throughout the entire application process and later on, once an accept- Bridging the gap ance is received, throughout the visa procedure [for an Education Basket wants to guide the MENA region’s youth overseas institution] and in their higher education forays the hunt for appropriate accommodation,” adds El By Sindhu Hariharan Fakhry. “Finally, we do keep in touch with our students report published After all, it’s rarely (if ever) to kickstart [our] regional to make sure their transi- by the Institute an easy task to get into these project,” explains El Fakhry. tion period goes smoothly of International schools, and MENA students Launched in Doha in 2013, and we receive their attend- Education re- need to be prepared and Education Basket today ance records as well as their vealed that in guided to make the best out has operations across the grade reports to share with 2016,A the number of Middle of their learning opportuni- GCC, with offices in Kuwait, their parents and sponsors East students travelling to ties abroad- and that’s what Lebanon and Egypt, and its (at the student’s discre- study to universities in the Education Basket’s found- founders believe that the tion).” She emphasizes that United States increased by ers set out to do with their company’s structure today the team’s counselors offer almost 5%, when compared enterprise. Started by long- has “successfully progressed unbiased advice, and they with the previous year. time friends Jessica Naimé from a startup to a medium- also “go the extra mile” to This is just one indication and Mylène El Fakhry, who sized company.” Explaining secure scholarships from of the interest in overseas were formerly a journalist the full suite of services various sources. In doing so, higher education showcased and financial consultant provided by the education the company has managed by students in this region, respectively, the duo picked consultancy, El Fakhry says, to arrive at a pretty straight- and with MENA companies Qatar to launch Education “Academic orientation is at forward revenue model: “We often citing inadequate Basket. “Qatar, with its the core of our business, and are the official representa- skills among talent as major 2030 vision dedicated to every case is unique, so the tives for academic institu- impediments to business transforming a commod- advice we give when it comes tions in the MENA region, growth, this trend is a ity reliant market into a to choosing a major, univer- and are remunerated by healthy sign- but it comes knowledge-based economy, sity or country for higher them as a percentage of the with its own set of hurdles. seemed like the perfect place education is customized tuition fee for every person et k et bas education credits IMAGE

78 Entrepreneur march 2017 Despite such high ambitions, Kingdom,” says El Fakhry. the founders have been cau- “Just like students, partners tious and selective when it who appreciated our work comes to raising funds for also referred us to other growth. The decision has institutions, and instead of been driven primarily by us approaching potential “the ability of the partner universities for agreements, [investor]” to help them we started being approached expand with their expertise by them directly.” and network. “After careful But the business develop- consideration, we decided ment efforts of Education to join forces with Eurotech Basket aren’t limited to [in January 2016], a 17-year- sealing partnerships. The old Kuwait-based corporate research and market intel- training company with a ligence team has a huge task very rich network of clients on their hands in staying across the region and of- updated of the dynamic fices in Saudi Arabia, Dubai, regulations in the region’s we successfully enroll.” foraying into foreign edu- Lebanon, Turkey, Malaysia education sphere, and hence Speaking about why the cation led to setting up an and London,” says El Fakhry. constantly screens websites company picked Qatar for office in Kuwait, Education Considering the nature of of the region’s education its inception, El Fakhry is Basket is now also venturing business, references and Ministries, local newspapers, thankful to Qatar’s emphasis into the region’s largest mar- relationships play a key role and other official announce- on becoming an educational ket- Egypt. “We have already in scaling such a venture, ments for changes. They hub, and the government started a due diligence pro- Education Basket has been also participate in industry “allocating its second largest cess in two new markets, one quick to realize this. “Our trainings, fairs, and other budget to education.” She in the GCC (for Q4 2017) and numbers helped us sign our activities hosted by universi- adds that the country’s ini- another in North Africa (for first agreements with educa- ties and consular services tiatives like Education City, Q2 2018),” adds El Fakhry. tion partners in the United to achieve this. In fact, as >>> and the World Innovation Summit for Education under the umbrella of Qatar Foun- dation have all helped boost their business, and “allowed us to operate profitably since day one.” As for subsequent expansion decisions, “the intrinsic thirst of Lebanese people for academic advancement” prompted the entry into Lebanon, and the company has now even centralized their support functions (finance, marketing, administration) in Beirut, owing to the city’s bustling startup ecosystem. While Kuwaitis’ history of

“After careful consideration, we decided to join forces with Eurotech [in January 2016], a 17-year-old Kuwait-based corporate

as k et training company with a very rich network of clients across the region and offices in Saudi Arabia, Dubai, Lebanon, Turkey, Malaysia and London.” ducation B E ducation of am H achem P et k et bas education credits IMAGE @ image

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

‘TREP TALK Mylène El Fakhry, co-founder and Executive Director, Education Basket

What are a few key chal- when they invest in higher lenges you anticipate or education abroad. The already face in scaling up outcome would be obtaining your business? a degree from a recognized “[First], protectionist regula- institution across the region tions governing “for-profit” in order to land a job when educational businesses, and they come back. For others, [second], optimizing existing studying abroad sometimes resources to fulfill ambitious could be seeking a new ad- Education Basket team at an event projects.” venture, opening up to other cultures and experience new part of the SME’s expansion With business fundamentals In your experience of run- ways of life. Finally, others strategy for 2017, Education working in its favor, Educa- ning Education Basket, seek more affordable univer- Basket is also organizing its tion Basket has thus been what are a few preferred sity options abroad.” first higher education fair successful in providing coun- vocations or courses that within the next few months, seling for over 1500 stu- are in top demand today What are your top five bringing global universi- dents across the region, and among MENA’s youth? tips for an entrepreneur to ties and student community claims to have placed over “Medicine, engineering start a business in MENA? together in Kuwait, Qatar 600 of them in institutions and law degrees are still “[Firstly], data is key but not and Lebanon. Further, look- based in the US, Canada, very popular amongst high visible to the naked eye, be ing to leverage the online UK, EU, Russia, UAE, and school students looking into ready to dig for it. [Second], medium to develop a loyal other countries. While the education abroad. However, cut costs on everything customer base, the company team admits that 2016 has with the GCC’s different except salaries and legal has developed customized been a tough year for GCC- visions to be implemented advice. [Third], gut feeling online content in Arabic based education businesses, in the coming decades, the and ambition are useless and English, working with Education Basket has seen trend is about to change. without a solid business university partners. “We revenue grow at an average Some Gulf nations are try- plan. [Fourth], when hiring, have allocated an impor- 30% rate since their launch. ing to shift towards more think: trust, competence tant budget for our online As for the future, El Fakhry service-oriented economies, and resourcefulness (in that strategy and developed an notes various external fac- and humanities as well as order). [Finally], make sure interactive web portal where tors that serve as a positive social sciences are starting the expectations of your students can create their influence for their growth to trend amongst master investor(s) are aligned with private space to communi- story. An increase in the rec- students. Students tend to the nature and pace of your cate with our team members, ognition of the advantages look for education excellence business model.” share their files and fol- of an international educa- low up on their application tion experience, coupled process.” And to drive these with the improved focus on activities, Education Basket human capital development claims to be blessed with a by the region’s governments, team of “dynamic people,” in simplified global mobility, touch with students’ needs and access to institutional and trends. “The diversity financing options for stu- within our team often allows dents, have all placed the students to relate to our spotlight on higher educa- own experiences, but more tion, and these are expected importantly, feel confident to “have positive outcomes about our services,” adds El on the region, if channeled Fakhry. through a clear plan.” Educa- tion Basket believes this is “We have allocated an impor- where they come in, and tant budget for our online for those just out of school, strategy and developed an interactive web portal where feeling overwhelmed with students can create their the options facing them, the private space to communicate company has just one thing with our team members” to say to you: “Get in touch!”

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ning the lottery. You can, however, drastically improve your chances by offering your services to more people, and the easiest way to do that is to dedicate regular hours each day solely for finding new prospects and for following up on existing leads. It’s not the most fun activity, but it’s necessary if you want a steady stream of customers coming in.

3. Fine-tune your sales pitch Don’t just talk about what you do and how awesome your services are. Know your prospects’ specific needs, and communicate how you can cater to these. Being able to offer tangible benefits to your customers show that you genuinely value your clients and don’t just see them as cash cows.

Take your game to business development Identifying potential agencies: they are experts in their field and they save you time, money and energy, Prospecting is the crucial sales tactic that you might not be providing you fertile grounds for expanding your reach. doing enough of By Jezreel Bokingo 4. Switch up your tactics hen it comes to sales, Sadly, a lot of sellers don’t pros- Think out of the box and don’t just concentrating on closing pect enough, or don’t do it properly. rely on usual methods like emailing a deal with a current Either they don’t understand how to and networking. Take your game to client is not enough. You do it, or they just don’t view it as an business development agencies: they W have to think long-term important step. This is understand- are experts in their field and they to be successful in this competitive able: prospecting involves communi- save you time, money and energy, industry, and being able to tap cating to strangers, and it comes with providing you fertile grounds for into a steady stream of customers a high possibility of getting rejected. expanding your reach. There are so interested in your services is the best But just because it’s not enjoyable many ways you can make people way to keep your numbers up. doesn’t mean you should stop giving aware about what you’re offering, at The secret lies in properly identi- it your best. reasonable cost- you just have to use fying potential clients, an essential Here’s what you can do to make them to your advantage. process known as prospecting. Skip- prospecting easier: ping it would be akin to looking for 5. Utilize your existing an object in a pitch-black room, and 1. Know your target market customers prospecting half-heartedly wouldn’t Once you have your list of prospects, Take care of your customers: re- be any better. But do it right, and you zoom in on the people or companies member their birthdays, send them might just be rewarded with consist- whom you think can benefit most invites to exclusive events, and get ent sales. from your services. Study your past feedback from them. Word of mouth It takes a lot of time and effort to sales to create a profile of your ideal will always be one of the best forms create a pipeline with enough good customer and check your database of advertising, and happy customers prospects to see you through quarter for people who fit your template. telling other people how pleased they after quarter. You have to capture This way, the time and effort you are with your services is an effec- your prospects’ attention, keep them spend prospecting is maximized. tive method of increasing awareness interested, and make them want of your brand. Also, once you’ve what you’re offering. To accomplish 2. Prospect regularly closed a sale, don’t hesitate to ask that, you have to nurture your rela- Let’s be realistic: your chances of your client if they know anyone else tionship with your prospects, and getting a customer immediately after who might need your services. Who this requires a massive amount of just a single cold call are just a bit knows, your next client might just be patience. higher than your chances of win- closer than you think!

Jezreel Bokingo is the founder and Managing Director of The Wingman, a business development agency. A business opportunity creator, strategist and a creative, he is passionate in business development, relationship management, demand generation, sales strategy and event management that help global entrepreneurs win new business and expand in the Middle East, North Africa and South Asia. He has worked with blue chip clients that include Emirates, Jumeirah International Group, Majid Al Futaim, Nasdaq Dubai, AXA Insurance and Chalhoub Group, just to name a few. www.wingmandubai.com

82 Entrepreneur march 2017 8 - 11 MAY 2017 DOHA EXHIBITION & CONVENTION CENTER - DECC

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