Kellogg’s building block courses within the entrepreneurship program provide students with leadership skills that target specific areas of a business or industry.
Entrepreneurial Selling: Business to Business (MKTG-962-5)
Professor: John Aiello
One of the major challenges of starting and growing a successful entrepreneurial venture is selling. Whether the sale is to early employees, prospective investors or customers, entrepreneurs must be the chief evangelists and salespeople for their businesses. The process of business to business (B2B) selling is significantly different from business to consumer (B2C) selling. The B2B sales process is more complex, time-consuming, costly and involves relationship building and contract negotiations with many stakeholders. This course introduces students to a unique blend of frameworks, structured content and practical experience. Students learn how to develop an impactful message for various targets, how to prepare for early sales calls with customer prospects, how to conduct an initial sales call, how to develop and implement a repeatable sales process, how to ask for the deal, and how to navigate the deal to a close. Lectures are augmented by guest speakers with real world examples of topics in the class, role playing to practice the art and science of selling, discussion, and written assignments to assess the progress of each student.
Entrepreneurial Selling (KIEI-966-0)
Professor: Craig Wortmann
Selling is a life skill. This course is designed as an adventure of discovery. You will be tested, taught and transformed through a series of lectures, discussions and exercises that are designed to push you up and out of your comfort zone. The biggest challenge to growing a successful entrepreneurial venture is selling. Entrepreneurs must build a strong sales pipeline to ensure profitable growth as they tackle other pressing issues like product development, staffing, infrastructure, and financing. In the Entrepreneurial Selling course, you will learn how to acquire and delight customers, use selling skills in different contexts, manage the entrepreneurial selling process, measure your success and use the key tools required for success in building a company. My goal with this course is to make you as efficient and effective in selling as possible, so that when you are spending time selling, not a moment is wasted. Why? Because as an entrepreneur (and a human), the way you spend your time determines success and failure. Period.
Entrepreneurial Tools for Digital Marketing (MKTG-961-5)
Professors: Troy Henikoff
, Sean Johnson
, and Kevin McTigue
Most people agree that the Internet has been the single biggest challenge to business in the last 100 years, yet very few know how to effectively leverage the web as a tool for customer acquisition, retention and growth. The Entrepreneurial Tools for Digital Marketing course is based on the framework of the customer relationship funnel, focusing solely on the web/mobile channel. Customer discovery and validation in the web/mobile channel involves strategies and tactics that are faster and less expensive than physical channels. Consequently, digital marketing is an integral part of both the entrepreneurial and corporate environments. This class is very hands-on and tactical, providing students with exposure to the basic concepts of UI/UX, A/B testing, conversion funnels, SEO, SEM, Google Analytics, Google Webmaster Tools and much more. Students work in groups in practical settings and the course will include guest speakers.
Entrepreneurship: Innovation, Teams and Culture (KIEI-952-5)
Professors: Joe Dwyer
, Mark Achler
Most venture capitalists agree that the key determinant of success in an early stage company is the management team. In an environment where formal business plans are of little help and ideation continues around the development of the right business model, management teams must be innovative, resourceful and adaptive. People – not plans – define outcomes. But attracting, coordinating and encouraging the right co-founders and employees is challenging, especially when facing scarce resources and deep uncertainty. This course explores the factors that define high-functioning teams and offers frameworks for assembling, motivating and coordinating effective teams in highly fluid and challenging contexts. Topics include the psychology of teams, legal aspects to team building, and how to divide responsibility, compensation and equity among founders. Culture is key to sustainable success in the face of evolving needs, crises and opportunities. The course leverages a powerful intent-driven framework designed to define and grow corporate cultures to create lasting value. The goal is a repeatable methodology for achieving a “flow state” of innovation, bringing together founders, employees, customers and investors to achieve extraordinary outcomes.
Entrepreneurship Through Acquisition (KIEI 905-5)
Professor: Alex Schneider
There are many paths to entrepreneurship, and one of those paths is through the acquisition of an existing company. This course will highlight aspects of strategy, finance, organizational behavior, marketing and other business disciplines through the context of acquiring and owning a small business. The course will outline pathways to entrepreneurship through acquisition, including search fund, independent sponsor, or through a CEO-in-Training program at a PE firm or a family business. The end goal is ownership of a company in the near future.
Intellectual Property for Entrepreneurs (KIEI-935-5)
Professor: James Conley
This course equips entrepreneurs with the requisite knowledge to secure and leverage intangible, knowledge-based assets for their business. The course begins with a survey of various intellectual property forms for inventions, original expressions, source identifiers/brands, confidential information, etc., and how they can be used to build a unique selling proposition. Students explore the cost effective paths to registering these intangibles as patents, copyrights, trademarks, or securing trade secrets. Methods for leveraging IP ownership to realize investment and/or exit from the businesses are reviewed. Case studies explore entrepreneurship challenges in the electronics accessories, sound engineering and consumer durable contexts.
Introduction to Software Development (KIEI-924-0)
Professors: Jeffrey Cohen
, Brian Eng
This course is a prerequisite of KIEI-925
This course is geared to provide technical literacy for non-programmers who will be founders, employees, or consultants to "tech-enabled" organizations. This is a survey-style course that is very hands-on – students will learn the essentials of coding by creating websites and basic software applications that manipulate data and work across today’s platforms and devices.
Startup Programming & Management (KIEI-925-0)
Professors: Jeffrey Cohen
, Brian Eng
Prerequisites required: KIEI-924-5, KIEI-933
This course provides students with an introduction to web development and software project management. Students build a functional prototype of a simple database-backed web application and deploy it to a production Internet server. The course provides an overview of the key concepts of programming and application development, the essentials of the Ruby on Rails web framework, and the core principles of agile management. The class is recommended for students who plan to start web-based businesses and want to understand the process of developing a minimum viable product (MVP). Additionally, students who plan to work for a startup and need to understand the technical aspects of business in order to communicate with or lead a development team are encouraged to complete this course. Students are expected to have a Mac, Windows or Linux computer in order to complete homework projects.
Product Management for Technology Companies: An Entrepreneurial Perspective (KIEI-932-0)
Professor: Mohanbir Sawhney
Product Managers are responsible for identifying unmet customer needs, orchestrating the development of products and solutions to address these needs, bringing new products to market and managing products as a business. In a technology startup, the Product Manager is typically a Founder. In mid-sized and large technology firms, the Product Manager is a middle manager who needs to manage products as a business. Product Management is a distinct discipline that will benefit Kellogg students who want to become technology entrepreneurs or students who are recruited by established technology companies for product management roles.