Level C 

C.1 Enterprise Selling (1 cr)

C.2 Startup Valuation Methods (2 cr)

C.3 Running experiments with agile (0.7 cr)

C.4 Startup Boards: Advanced Entrepreneurship (0.7 cr)

C.5 Beyond Silicon Valley: Growing Entrepreneurship in Transitioning Economies (0.7 cr)

C.6 Valuation for Startups Using Multiple Approach (0.3 cr)

All the level C courses make together 5 cr 

 

C.1 Enterprise Selling (20–25 hrs) 

Offered by Smith School of Business via edX

 

Selling is one of the most crucial and oldest professions and it is an extremely marketable skill for most consulting, management and executive positions. In fact, for many careers in business, the starting point is sales. In this course you will get the chance to learn how to “sell” to senior executives in enterprises.

 

Do you think

 – You could sell a $1,000,000 services deal to a team of experienced executives at a multinational corporation?

 – You could close an annual software contract for $50,000 to the founding team of a fast-moving startup? 

 – You can convince a C-level executive to make a purchase decision and choose your business

 – You have the communication skills that will enable you to sell your ideas, services, products, and most importantly yourself! 

 

Over the duration of this course, enterprise selling, you will have opportunity to learn sales concepts like the sales cycle, buying process, and managing enterprise customers through a variety of lectures, case studies, and video role play analysis. There will be an opportunity to see the sales process in action, taking potential customers and converting them into enterprise accounts, enabling you to practice your skills to become a sales leader. 

 

C.2 Startup Valuation Methods (52 hrs, 2 cr) 

Offered by Duke University 

 

How do different types of investors think about an investment opportunity? What kind of securities and contracts do they offer? How should a company decide what is a “good deal”? This course is designed to introduce you to the challenges and pitfalls of financing new enterprises. You will learn the basic tools for valuating companies, including using discounted cashflow analysis in Excel and understanding how to apply this model to your entrepreneurial venture. You will then learn how valuation works with different types of securities that investors use to finance startups, from bank loans to venture capital to angel investing. 

 

C.3 Running experiments with agile (20 hrs) 

Offered by University of Virgina by Coursera 


To deliver agile outcomes, you have to do more than implement an agile process; you have to create a culture of experimentation. It’s this commitment to experimenting that’s at the heart of today’s most successful implementations of agile. This course shows you how to integrate the practice of experimentation across concept testing, usability testing, functional testing, and continuous deployment.
 

 

C.4 Startup Boards: Advanced Entrepreneurship (20 hrs) 

Offered by  Stanford University via NovoEd

 

Accelerate your startup through hands-on guidance from a board of peers and experts custom-built for your venture. Learn how the most successful startups seek guidance from the smartest people in their industry to avoid common startup traps. Immediately apply your learning to your new venture, working with your board to identify and achieve your important milestones.

 

Basically, we’ll show you how to use experiments to answer these three big questions:  

– Should we build it? (And then: Did it matter?)
– Is it usable?
– Did it break?
 
We’ll show you how to:  

 –  Translate your product’s strategic direction into a user-centric charter with lots of small, testable ideas
 –  Test user motivation to make sure you’re building something that matters
 –  Design and conduct usability testing (even without working software)
 –  Use narrative collaboration to focus your testing 
 –  Integrate functional testing into a more continuous release flow

This course is supported by the Batten Institute at UVA’s Darden School of Business. The Batten Institute’s mission is to improve the world through entrepreneurship and innovation: www.batteninstitute.org. 

 

C.5 Beyond Silicon Valley: Growing Entrepreneurship in Transitioning Economies (20 hrs) 

Offered by via

 

The path for entrepreneurs to grow their companies outside of well-developed entrepreneurial ecosystems like Silicon Valley is challenging. Most markets around the world do not look like Silicon Valley, and they never will. But there are other models to support new businesses. In transitioning markets (where entrepreneurs do not have much access to private sector financing), government officials, donors, and business leaders are experimenting with creative approaches to support the growth of entrepreneurs. Northeast Ohio, whose largest city is Cleveland, is one such community. During our time together in this course, we will be exploring some of these innovative approaches. 

 

A massive intervention of government and donor resources in Northeast Ohio has been in place for over ten years. In that time, Northeast Ohio has experienced success (including job creation and follow-on funding) with alternative methods of financing startups, but it has not been easy. Yes, some progress has been made, but whether or not they’ve hit on ultimate success has yet to be determined. A dynamic entrepreneurial ecosystem takes many years, even decades, to develop. Government officials and donors typically are looking for shorter term success with their support programs which makes long-term support for entrepreneurship challenging. 

 

During this course, we will hear from entrepreneurs who have launched products and services ranging from medical devices to LED lights to whiskey. You will learn how these entrepreneurs engaged with resources made available to them through a variety of programs and intermediary organizations. We have chosen to talk with many business people that are still in the process of developing their companies and whose ultimate success or failure is still to be determined. 

 

In addition to learning about Cleveland’s attempts to support entrepreneurship, you will also be hearing in the lectures from leaders in selected markets around the world including Greece, Vietnam, Tunisia, Argentina, Rwanda and China about how they are working to support the growth of start-up companies.

 

One of our goals is to learn from you how different communities around the world are approaching implementing strategies and methods to support businesses. Taking what we’ve learned from our examples in class, I will ask you to reflect on how to best grow entrepreneurship where you live. I am excited to use this global platform to create a dialogue where information flows in multiple directions. 

 

Most MOOCs rebroadcast professors’ lectures, but this course will be different. Don’t expect to see me standing in front of the camera, talking and lecturing every module. Instead, the lectures will be relatively short in length and will have more of the feel of an engaging documentary than a static classroom setting. 

 

C.6 Valuation for Startups Using Multiple Approach (10 hrs) 

Offered by Yonsei University via Coursera 

 

In addition to discounted cash flow method, multiple method is one of the most popular methods of firm valuation. PER is often used among financial professionals to make a quick-and-dirty estimate of a firm value. In this course, you are going to learn the concept and usage of PER, PBR and PSR. In addition to these basic multiple ratios, you are going to learn how to make an estimate of enterprise value and founder’s ownership before and after additional funding. Startups require a number of financings before IPO.

 

After taking this course, you are going to be able to answer questions such as

 

 – What the price per share should be given the startup’s estimate of earnings in the future

 – How many shares the founder should give up to raise additional capital; and so on?

 

In the discounted cash flow method and multiple method, you are always given earnings or cash flows to make estimate of firm value. In this course, you are also going to learn how to generate cash flows or earnings from the financial statements. After taking this course, you will be able to understand the meaning of financial statements such as balance sheet, income statement and cash flow calculation. 

X