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NEW A WHOLE WORLD ADAPTING TO CHANGE WHY REMOTE WORK MAKES TEAMS (AND LEADERS) BETTER "WE GOT FUNDED!" THE STORIES BEHIND THE RECENT FUNDRAISING SUCCESSES OF ZIINA, OGRAM, AND BAIMS DRIVEN BY DEMAND DUBAI-BASED LOGISTICS TECH STARTUP ONE CLICK DELIVERY SERVICES SAYING IT AS IT IS CREATING A MORE ETHICAL, RESPONSIBLE AND SUSTAINABLE WAY OF DOING BUSINESS READY FOR THE WORKFORCE HOW TO PREPARE FOR EMPLOYMENT IN A POST COVID-19 WORLD CHANGING MINDSETS ARE OPENING GAPS IN THE MARKET (AGAIN) JUNE 2020 | ENTREPRENEUR.COM | UAE AED20 9 7 7 2 3 1 1 5 4 1 0 0 8 >

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3 June 2020 / ENTREPRENEUR.COM / CONTENTS JUNE 2020 40 46 Faisal Toukan, CEO and co-founder, Ziina 17 ‘TREPNOMICS PRO A blank canvas The status quo will be disrupted in many ways, Hanna VanKukein writes. With that, our mindsets and ideals will change, and will open gaps in the market as people opened their minds to new possibilities in order to find new solutions. 20 MONEY VC VIEWPOINT Necessity is the mother of innovation Lessons from history show why the COVID-19 crisis could lead to the uncovering of the MENA region’s next unicorn. 19 ‘TREPONOMICS PRO Ready for the road ahead Strategy& Partners Marc-Albert Hamalian, Ramy Sfeir and Bilal Mikati on how GCC family businesses can prepare for growth after the pandemic. 50 START IT UP ECOSYSTEM A launchpad for success As it celebrates its third anniversary in the UAE, we take a look at how startAD has bolstered Abu Dhabi’s entrepreneurial ecosystem. 22 ‘TREPONOMICS SKILLSET Riding the wave Youness Yaghcha looks at the significance of building a resilient culture of innovation for corporations in a post COVID-19 world. 42 START IT UP ECOSYSTEM Saying it as it is Deborah Webster, founder and CEO of Amani Circle, on creating a more ethical, responsible and sustainable way of doing business. Reflections while #stayinghome

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10 / ENTREPRENEUR.COM / June 2020 SUBSCRIBE Contact subscriptions@bncpublishing.net to receive Entrepreneur Middle East every issue EDITOR IN CHIEF Aby Sam Thomas editor@bncpublishing.net CEO Wissam Younane wissam@bncpublishing.net DIRECTOR Rabih Najm rabih@bncpublishing.net CREATIVE LEAD Odette Kahwagi MANAGING EDITOR Tamara Pupic STARTUPS SECTION EDITOR Pamella de Leon GROUP SALES DIRECTOR – B2B GROUP Joaquim D’Costa COLUMNIST Tamara Clarke INTERN Aalia Mehreen Ahmed PO Box 502511 Dubai, United Arab Emirates P +971 4 4200 506 | F +971 4 4200 196 For all commercial enquiries related to Entrepreneur Middle East contact sales@bncpublishing.net All rights reserved 2020. Opinions expressed are solely those of the contributors. Entrepreneur Middle East and all subsidiary publications in the MENA region are officially licensed exclusively to BNC Publishing in the MENA region by Entrepreneur Media Inc. No part of this magazine may be reproduced or transmitted in any form or by any means without written permission of the publisher. Printed by United Printing and Publishing upp.ae Images used in Entrepreneur Middle East are credited when necessary. Attributed use of copyrighted images with permission. All images not credited otherwise Shutterstock. CONTRIBUTORS entrepreneur.com/me ACCESS FRESH CONTENT DAILY ON OUR WEBSITE! MIDDLE EAST EntMagazineME @EntMagazineME Entrepreneur-me EntrepreneurMiddleEast EntMagazineME EntMagazineME EntMagazineME MIDDLE EAST In addition to our print edition, we’re bringing you all sorts of industry news on our web mediums. Joining us online means getting relevant business and startup content in real-time, so you’re hearing about the latest developments as soon as we do. We’re looking forward to interacting with our readers on all of our social media and web platforms- like any thriving business, we’re looking to give and take. #TrepTalkME is already happening on all of our digi platforms, and all good conversations go both ways. See you on the web! Annas Abedin Jumana Al Darwish Arejie Al Shakar Dan Bolton Fida Chaaban Tamara Clarke May El Khoury Lindred Greer Marc-Albert Hamalian Kasun Ilankoon Nelio Leone Alex Malouf Bilal Mikati Ramy Sfeir Hanna VanKuiken Debora Webster Youness Yaghcha

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12 / ENTREPRENEUR.COM / June 2020 CONTENTS JUNE 2020 31 ‘TREPONOMICS SKILLSET Ready for the workforce May El Khoury gives a quick how-to on preparing for employment in a post COVID-19 world. 26 ‘TREPONOMICS PRO Recession-proof marketing Nelio Leone gives five tips for businesses to ride the tsunami caused by the COVID-19 crisis. 36 TECH SHINY #TamTalksTech Gadgets and doodads that you might’ve missed out on. 34 CULTURE LIFE Live experiences will live again “We are not meant for a digital world, and whilst events can take place within this realm, they cannot replace the live experience,” writes Dan Bolton. 56 START IT UP Q&A Soaring high UAE startup The Concept wants to help you travel using sustainable products. 38 CULTURE TRAPPINGS ‘Trep gear The executive selection. 40 CULTURE LIFE Reflections while #stayinghome Jumana Al Darwish, co-founder of international franchise The Happy Box, looks back at the 10 lessons she’s learnt through the COVID-19 crisis. 60 START IT UP Q&A Driven by demand Dubai-based logistics tech startup One Click Delivery Services sees surge in growth amid the COVID-19 crisis. 46 START IT UP STARTUP FINANCE We got funded! The stories behind the recent fundraising successes of MENA startups Ziina, Ogram, and Baims. 29 ‘TREPONOMICS PRO Job hunt Annas Abedin on four key tips to finding jobs and building careers in the age of COVID-19 and beyond. 42 Deborah Webster, founder and CEO of Amani Circle, on creating a more ethical, responsible and sustainable way of doing business. 34 Live experiences will live again 37 Sony 4K Handycam

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14 / ENTREPRENEUR.COM / June 2020 I t was in November of last year, at the third edition of the Sharjah Entrepreneurship Festival (SEF) organized by the Sharjah Entrepreneur- ship Center (Sheraa), when, while making my way around the event, I accidentally ran into H.E. Sheikha Bodour Al Qasimi, a trailblazing member of the Sharjah ruling family, who, among her many roles, is currently the Vice President of the International Publish- ers Association. Now, I’ve had the pleasure of interacting with Al Qasimi a few times over the years- one of those instances is what led to her be featured on the cover of Entrepreneur Middle East in 2017 for her role in establishing Sheraa, but there have, of course, been other occasions where our paths crossed and it didn’t lead to anything as substantial. However, on this particular afternoon at SEF 2019, Al Qasimi surprised me by saying that she needed to apologize for something that happened the last time we met. I was quite taken aback when Al Qasimi said this, because I couldn’t remember anything at all untoward that happened the last time we had met, which, I recalled, was at SEF’s first instalment in 2017. But then Al Qasimi recapped the whole episode for me. I had apparently seen her at the event then, and had asked her for an interview for Entrepreneur, but since she was occupied with something else at the time, she declined my request, but told me that she’d come back to chat with me later. However, as it so happened, Al Qasimi wasn’t able to do that in the end, and from my point of view, this was completely understand- able- I was certain that she had prob- ably just forgotten about my request, and/or gotten busy with other matters given the gathering we were at, and so I wasn’t really bothered about it, and I had let it go at that. But here was Al Qasimi, two years after the above incident, apologizing to me for this apparent slight (which, I reiterate, was definitely not how I perceived it), and I couldn’t help but be struck by the consideration and goodwill she was showing me by doing so. As I said in a tweet at the time, this was “a small but remarkably thoughtful EDITOR'S NOTE Your acts of kindness can go a long way in these times AMPLIFYING GOODWILL

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15 June 2020 / ENTREPRENEUR.COM / act of kindness” from Al Qasimi toward me, and I recall thinking that the world would be so much better if more of us would follow her lead when it comes to our interactions with the people around us. For instance, just imagine the effects such small but significant acts of magnanimity by each of us could have on our society and ecosystem as a whole. I’m bringing all of this up now, be- cause this particular occurrence (and the thoughts it left me with) was the first thing that came to my mind when I found that Al Qasimi has, together with Africa 2.0 Foundation founder Mamadou Kwidjim Touré, in response to the ongoing COVID-19 crisis, launched a global initiative called the #UbuntuLoveChallenge. Based on the African philosophy of ubuntu, which means “I am because we are,” the #UbuntuLoveChallenge is an effort at bringing together people to combat the hardships we face right now, and thus address these problems in a collective manner, so as to realize a better future for us all. While we may be participat- ing in it as individuals, the #Ubuntu- LoveChallenge aims to amplify each of our endeavors and thus broaden its reach, be it as inspiration for someone else to do the same, or simply initiate an impactful undertaking of their own. For me, the best part about the #UbuntuLoveChallenge is how it is quite open in terms of the kind of things one can attempt to do under its banner: it can be something as far-reaching as kickstarting a fund to support entrepreneurs amid the COVID-19 crisis (as done by Sheraa’s Najla Al Midfa), to something as simple as checking in on someone you haven’t heard from in a while (as done by Bahrain Development Bank’s Areije Al Shakar)- sure, their scales may be dif- ferent, but there’s value to be gleaned from both of these endeavors, and boosting them can only result in good. At the end of it all, each of our acts of compassion in these times can lead to tremendous goodwill being shared around- I remember only too well how Al Qasimi made me feel with her act of kindness last year, and I sure would love for everyone to feel the same way now through an extensive effort like the #UbuntuLoveChallenge. I’d like to invite you all to share with me how you plan to participate in the #UbuntuLo- veChallenge--use the hashtag, and tag me @thisisaby on Instagram and Twit- ter. Looking forward to seeing what you come up with--let’s put ubuntu into action! Aby Sam Thomas Editor in Chief @thisisaby aby@bncpublishing.net AMPLIFYING GOODWILL | YOUR ACTS OF KINDNESS CAN GO A LONG WAY IN THESE TIMES UBUNTULOVECHALLENGE.ORG

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16 / ENTREPRENEUR.COM / June 2020 ‘TREPONOMICS PRO A WHOLE NEW WORLD Reflections on what the post COVID-19 world will look like for business

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17 June 2020 / ENTREPRENEUR.COM / How changing mindsets open gaps in the market For example, in the years of The Great Recession (2008-2009), people ev­ erywhere were under great economic pressure. Many people struggled to make car payments, and others were looking for second jobs for supplemen­ tary income. The pressure and the need resulted in a gap as people opened their minds to new possibilities in order to find new solutions. So, when Uber launched, offering a new way to get around without owning a car, as well as a new way to earn money on the side, this cross-industry innovation was warmly welcomed. Going back further into history, in the US, during the Second World War, when the men were called to the front lines to fight, this led to a shortage in people to work in the factories back home, causing pressure on the manu­ facturing and industry sectors at the time. This resulted in the creation of a new mindset, signified by Rosie the Riv­ eter- suddenly, women were needed in the workforce, and they responded. Fol­ lowing the war, the men returned home, and resumed their jobs in the factories. However, a shift had happened– women no longer wholeheartedly believed that they belonged only at home, as had been the pre-war notion. Whether the brand recognized it at the time, or not, the Tupperware brand responded to this new mindset for many women, who desired to be in the workforce. By introducing an at-home selling model (Tupperware Parties), Tupperware changed their employee model, and in many ways, they intro­ duced the modern-day gig economy, thereby enabling women to work in the post-war era. Now, this move by ‘TREPONOMICS PRO Changing mindsets are opening gaps in the market (again) by HANNA VANKUIKEN A blank canvas T he world has been changing rapidly, thrown into tumult by the novel coronavirus outbreak. As this virus has swept the globe, taking lives, disrupting healthcare, and the global economy, the pressures that people and businesses are facing are constant, and are constantly changing. These massive pressures and challenges that people are feeling mean that their mindsets are changing too. What we were concerned about in January is no longer a priority– our focus, ideals, and needs have shifted. What were commonly held notions before will transform. The status quo will be disrupted in many ways, and our expectations will change under the pressure of our current context. As the world changes, so will our mindsets. As our mindsets and ideals change, this will open gaps. These gaps are areas of new needs, new desires, and changing dynamics. The gaps are opportunity, space, and relevancy for products, services, brands, and industries, which will change in response. FOLLOWING THE SECOND WORLD WAR, THE MEN RETURNED HOME, AND RESUMED THEIR JOBS IN THE FACTORIES. HOWEVER, A SHIFT HAD HAPPENED– WOMEN NO LONGER WHOLEHEARTEDLY BELIEVED THAT THEY BELONGED ONLY AT HOME, AS HAD BEEN THE PRE-WAR NOTION. >>> American World War II wartime poster produced by J. Howard Miller in 1943 for Westinghouse Electric as an inspirational image to boost female worker morale POSTER CREDIT THE COMMONS

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18 / ENTREPRENEUR.COM / June 2020 Tupperware may seem like a small step. Comparatively, it wasn’t a fast change like Uber. However, today, we have made great progress in, while still striving for, gen- der parity across workplace hierarchies and industries. This is in part due to a boost and a change in mindset brought on by Rosie, and then stimulated by Tupper- ware, as a movement began. So, what does this mean for today? Well, for starters, we are finding ourselves in a gap market again. A look at the gap market of today We are in an unpredictable and constantly chang- ing world. Our world has slowed down, taken vast precautions, gone inside, and in some instances, even shut down. Our world has changed drastically- creating a host of new pressures and challenges. The scale and severity of change that we see in the market today is creating gaps of new mindsets, new needs, new ideals at an equally rep- resentative scale. We are in a gap market– a time in which change and disruption of the norm is, in some areas, more common than continuation of the norm. Today’s gaps, these new opportunities, are not stan- dard– they are the result of unpredictable challenges, causing new needs and shift- ing mindsets. We can begin to identify these gaps by observing headlines, habits, and changes, and then ask- ing ourselves questions, to open our own minds to what perceptions may change. For instance: will consum- ers shift their perception of healthcare? As more people, cooped up in their homes and scared of the pandemic, are finding new ways to pro- actively boost their immune systems and improve their well-being, will they be open to new ways of taking care of their health? Will consumers shift their perception of sharing per- sonal data? As governments and organizations begin to plan for or roll out contact tracing to manage the out- break, using consumer data towards a concrete and spe- cific benefit, will consumers become more comfortable and perhaps even appreciate sharing their data? Will consumers shift their perception of live events? As people, businesses, perform- ers, museums, and others have found ways to engage and deliver experiences through online streaming or video conferencing apps, we have engaged using digital channels in prevalent and unprecedented ways. We’ve also found new ways to en- able accessibility, despite being in our own homes. Will consumers be open to this notion, that if a live meeting or event isn’t pos- sible, then digital is a viable option? Will consumers shift their perception of humanity and connection? While digital experiences have been our only connection to the rest of the world throughout this crisis, we have also realized what is more important than our screens or our latest apps. As consumers have come out to applaud and thank our healthcare workers each evening, will consumers continue to take time to celebrate the thing that also makes us so vulner- able- our humanity? We are living through a gap market, and as such, op- portunity is rampant as the pressures of this epidemic are changing mindsets. As peoples’ notions, mindsets and assumptions change, this creates the opportunity for brands to respond, to innovate, to reframe, and to deliver in new ways that will lead us into the post- coronavirus era. ‘TREPONOMICS SKILLSET Hanna VanKuiken leads account management for Rapp, a global advertising agency and creative consultancy. She has over eight years of experience leading teams in branding and design agencies as well as traditional advertising agencies. In the span of her career, she has led work with Proctor and Gamble, Mondelez International, FedEx, Hewlett Packard Enterprise, CA Technologies and MetLife. She is passionate about cross-functional collaboration and breaking down silos in order to achieve business goals and deliver to consumers and buyers in new and innovative ways. Originally from the US, Hanna is currently based in Dubai. rapp.ae THE SCALE AND SEVERITY OF CHANGE THAT WE SEE IN THE MARKET TODAY IS CREATING GAPS OF NEW MINDSETS, NEW NEEDS, NEW IDEALS AT AN EQUALLY REPRESENTATIVE SCALE. TUPPERWARE PARTIES IMAGE CREDIT THE COMMONS

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19 June 2020 / ENTREPRENEUR.COM / T he dual shocks of the CO­ VID-19 pandemic and low oil prices are severely stressing GCC economies. This espe­ cially applies to many family businesses, which entered the crisis on shaky footing with high leverage, limited liquidity, and depressed profits. It is vital that these businesses weather the current storm and prepare themselves for the future, given that these organiza­ tions constitute 60% of the region’s non-oil GDP and employ 80% of the workforce, according to PwC’s Middle East Family Business Survey. Fortunately, most family businesses have taken sound measures for the immediate crisis. Many are supporting staff and retaining the talent necessary for their long-term success. Some are contacting key clients and suppliers to coordinate actions and ensure business continuity. They are drawing down credit lines and pooling cash among their busi­ nesses while getting the most from their working capital. However, beyond the crisis response, family businesses must adapt themselves to a changed post- crisis landscape. We believe that family businesses should adopt four strategies to better position themselves for long- term success: 1. Diversify through a new lens Economic cycles have shortened, and financial crises have become sharper, more frequent, and global in nature. Con­ sequently, the traditional risk manage­ ment focus on sectors and geographies is failing to shield portfolios adequately. Moving forward, family businesses need to take a more encompassing view of risk when constructing and managing their portfolios. They should incorporate an assessment of other factors (e.g. cybersecurity threats, disruptions to supply chain, geopolitical events) on cash flows and valuation drivers (e.g. demand, price) to understand risks in aggregate across the portfolio. They should also conduct portfolio stress testing against these potential shocks. Family businesses need to improve portfolio liquidity and geographical diversification. This means rebalancing and, where necessary, overhauling their portfolios to reduce concentration on core businesses. Taking some of their assets public can boost liquidity, and also allow them to benefit more directly and faster from government stimulus packages during times of crisis. Geo­ graphical diversification can also reduce potential market risks. 2. Digitize their core operating busi­ nesses and invest in “stay-at-home” Before the pandemic, online shopping and working from home was on the rise. Now, it is likely to become a structural “way-of-doing-business” for consum­ ers and businesses alike. Thus, family businesses, particularly those in retail or financial services, will need to adapt their operating companies’ business models to the new “stay-at-home” economy. They will need to open digital channels and offer services remotely. For that, they will need to invest in digital infrastructure and cybersecurity and develop the appropriate digital capabili­ ties for their core operating businesses. In considering new investment oppor­ tunities that will benefit from the “stay- at-home” economy, family businesses should look at digital business enablers such as cybersecurity, distance learning tools, remote work platforms, digital banking, and delivery services. ‘TREPONOMICS PRO How GCC family businesses can prepare for growth after the pandemic READY FOR THE ROAD AHEAD by MARC-ALBERT HAMALIAN, RAMY SFEIR, and BILAL MIKATI Marc-Albert Hamalian is a Partner with Strategy& and a member of the family business, investments and real estate practice in the Middle East. He leads the family business and investments offering, working primarily with family conglomerates, investment companies/private equity firms, and sovereign wealth funds. Ramy Sfeir is a Partner with Strategy& who leads the family business, multi-sector investments, real estate and consumer markets practices, as well as the deals platform in the Middle East. He works mainly with family conglomerates, investment companies, sovereign wealth funds, and real estate developers. Bilal Mikati is a Principal with Strategy& and a member of the firm’s family business, investments, and real estate practice. Having joined the firm in 2007, Bilal has more than eight years of consulting experience covering a broad set of assignments across the Middle East. Bilal focuses on the firm’s investment platform. >>>

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20 / ENTREPRENEUR.COM / June 2020 A s the global COVID-19 pandemic enters its sixth month, the outlook for startups may, at first glance at least, seem bleak. After a record-breaking year for the MENA region’s startups in 2019 (with exits and investments at an all-time high), the first half of 2020 has been markedly different. Indeed, according to recent research by Wamda, the crisis has negatively impacted 71% of startups in the region, with half of the respondents having a cash runway of less than six months. Yet, amid the doom and gloom, the crisis has borne incredible stories of resilience and in­ novation from startup founders across the MENA and beyond– and if history reveals anything, it is that diamonds are often created under the greatest of pressures. When the 1973 oil crisis struck, the US experienced its worst drop in gross domestic product (GDP) in two decades, and saw unemployment nearly double. But two tiny IT compa­ nies emerged from the rubble of that 16-month recession– Microsoft and Apple. Today, they are trillion-dollar household names, two of the most valuable companies in the world. But these two tech giants were far from the only companies to be created in such dire economic conditions. Auto giant General Motors, today worth MONEY VC VIEWPOINT LESSONS FROM HISTORY SHOW WHY THE COVID-19 CRISIS COULD LEAD TO THE UNCOVERING OF THE MENA REGION’S NEXT UNICORN by AREIJE AL SHAKAR 3. Take advantage of localization opportunities The closing of national borders to protect populations from the COVID-19 pandemic has accelerated the examination of critical supply chains and how to increase localization efforts. For family businesses, investing in local production capabilities and supply chains can reduce reliance on imports and protect against potential supply chain disruptions. Opportunities in manufactur­ ing could be particularly attractive given the manufacturing sector’s stable perfor­ mance through oil cycles in Saudi Arabia. They can also consider domestic tourism and entertainment opportunities given the expected drop in international travel. 4. Pursue private sector participation (PSP) opportunities Government defi­ cits in the region are increasing, a result of lower oil revenues and higher spend­ ing to support economies. For example, the Saudi Arabia government announced stimulus packages totaling SAR120 billion (US$32 billion) as of April 9, 2020. Governments will therefore need family businesses to fuel the economic engine more than ever. Family businesses should respond by taking on significant PSP projects such as infrastructure opportunities by, potentially, creating partnerships between multiple family corporations to combine capabilities and share risk. To adapt to these changes and enhance the performance of their businesses and investments, family businesses must strengthen their corporate holdings by attracting the right talent, improving portfolio construction and value-creation capabilities, and investing in digitization initiatives. In this manner, they can be ready for growth after the pandemic. OPPORTUNITIES IN MANUFACTURING COULD BE PARTICULARLY ATTRACTIVE GIVEN THE MANUFACTURING SECTOR’S STABLE PERFORMANCE THROUGH OIL CYCLES IN SAUDI ARABIA. THEY CAN ALSO CONSIDER DOMESTIC TOURISM AND ENTERTAINMENT OPPORTUNITIES GIVEN THE EXPECTED DROP IN INTERNATIONAL TRAVEL. Necessity is the mother of innovation

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21 June 2020 / ENTREPRENEUR.COM / some US$32 billion, was founded during the Panic of 1907 that lasted three years. Computing leader Hewlett Packard was founded in the immediate aftermath of the 1930s Great Depression. And while the 2008 financial crisis led to a global reces­ sion that endured for most of the late 2000s, it also saw the emergence of a number of unicorn startups like Uber and Airbnb. In many of these cases, coveted unicorn status was rapidly attained as agile, innovative businesses re­ acted to new opportunities driven by necessity, such as a sudden shift in consumer behavior. In this way, the COVID-19 pandemic could serve as a global market leveller that will see even cutting-edge business mod­ els refined, as VCs are forced to choose more carefully, strategically, and sparingly where they deploy their cap­ ital. To put a modern spin on an old saying, necessity is the mother of innovation. Here in the Middle East, we could see significant growth in the performance of VC-backed firms that fo­ cus on tech and innovation. For one thing, the region isn’t saddled with the kind of legacy systems that can hamper growth, and through agility, can leapfrog other more established markets as governments race to build thriving tech and startup ecosystems. Simply put, the Middle East offers genuine unsaturated white space for the enterprising VCs that are flowing in in ever greater numbers. To date, the region has only birthed two unicorns, but the conditions are ripe for the next one. An unprecedented boom in the consumer uptake of fintech and other technologies is happening, catalysed by the pandemic. The Kingdom of Bahrain’s national e-wallet, BenefitPay, for example, saw a 1257% surge in transac­ tions in March alone, as Bahrainis wary of infection turned away from physi­ cal offerings. There are 67 global VC-backed fintech unicorns in the world today, but none in the Middle East. Meanwhile, the region’s governments are investing considerable sums in build­ ing increasingly dynamic and sophisticated fintech ecosystems. Bahrain is home to the region’s first fintech regulatory sandbox, with graduates including the re­ gion’s first Sharia-compliant cryptocurrency platform, and the region’s first open banking infrastructure pro­ vider. From the UAE to Saudi Arabia, other countries in the region are following suit. In every major recession, new companies emerge and others reinvent themselves. Apple, born in the wake of the oil crisis, did so twice to get where it is today– first during the dot-com crash of the early 2000s, and then again in the wake of 9/11. Across the region, agile in­ novative startups are turning to where they’re most in demand, using their technol­ ogy to support their com­ munities while seeking out new opportunity. In Bahrain, wearable healthtech venture HayaTech is helping its community boost immunity and exercise safely, while queue management system Skiplino is providing its ser­ vices for free to government agencies, medical centres, and hospitals. Meanwhile in the UAE, ride-hailing app Careem, the region's first unicorn, has introduced a delivery service enabling customers to order meals and groceries while adher­ ing to the city’s lockdown protocols. With examples like these and more, cautious VCs are paying close attention. There is a wealth of talent in the Middle East. And while VCs are investing less frequently, they are investing more ac­ curately. The third MENA unicorn is just waiting to be found. Areije Al Shakar has more than 16 years of experience in banking and entrepreneurship. In her current role at Bahrain Development Bank (BDB), she is a Senior Vice President heading the Development Services Division, and leads the fund management team of the Al Waha Venture Capital Fund of Funds as Director and Fund Manager. Her role and involvement at the bank includes coaching, mentorship, startup seed funding, and entrepreneur development. She has been involved in the development of several support services for entrepreneurs, namely in the establishment of BDB’s Rowad Program and the Seed Fuel-Rowad startup funding program, a part of the Global Accelerator Network. She has worked in reputable organizations including Investcorp, Citibank, BNP Paribas, and Lehman Brothers on the treasury, investment management, and advisory side. She holds a Master’s of Science in Public Policy and Management from the School of Oriental and African Studies (SOAS), University of London, and a Bachelor of Commerce in Finance from the John Molson School of Business, Concordia University. She is also a Kauffman Fellow Class 24, and a certified business coach and mentor from the UK’s Chartered Management Institute. alwahafund.com TO DATE, THE REGION HAS ONLY BIRTHED TWO UNICORNS, BUT THE CONDITIONS ARE RIPE FOR THE NEXT ONE. AN UNPRECEDENTED BOOM IN THE CONSUMER UPTAKE OF FINTECH AND OTHER TECHNOLOGIES IS HAPPENING, CATALYSED BY THE PANDEMIC. NECESSITY IS THE MOTHER OF INNOVATION | THE MENA REGION’S NEXT UNICORN Areije Al Shakar, Director and Fund Manager, Al Waha Venture Capital Fund of Funds

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22 / ENTREPRENEUR.COM / June 2020 ‘TREPONOMICS SKILLSET RIDING THE WAVE by YOUNESS YAGHCHA Building a resilient culture of innovation for corporations in a post COVID-19 world GOVERNMENT ENTITIES AND OTHER LARGE ORGANIZATIONS COULD GREATLY BENEFIT FROM ADOPTING MORE DISRUPTIVE THINKING. THE BEST THING ABOUT THE MODEL THAT I’M ABOUT TO PROPOSE IS THAT ANY ORGANIZATION CAN START EXPERIMENTING WITH IT- ALL THEY HAVE TO HAVE IS AN INTERNET CONNECTION, AND SOME KIND OF COMMUNICATION PLATFORM. 22 / ENTREPRENEUR.COM / June 2020

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23 June 2020 / ENTREPRENEUR.COM / RIDING THE WAVE | BUILDING A RESILIENT CULTURE OF INNOVATION FOR CORPORATIONS IN A POST COVID-19 WORLD The power of technology and the ingenuity of the human spirit have really been driven home for me by my experience as a program manager with the Anjal Z program facilitated by Seedstars. This initiative, led by the Abu Dhabi Early Childhood Authority, offers an equity-free, eight-week, high-impact growth program, for global scale-ups that focus on improving early childhood development (children between zero and eight years of age) in the fields of health and nutri- tion, early care and education, child protection and family support. Initially, we began de- livering the training in person in Abu Dhabi; however, as the dangers of the COVID-19 pan- demic began becoming increas- ingly evident and governments around the world began impos- ing travel restrictions and other safety measures, I decided to return home to Switzerland to be with my family. But like many businesses and teams all around the world, we at Seed- stars and the Abu Dhabi Early Childhood Authority worked together to successfully turn the training for the Anjal Z pro- gram into a virtual one. Delivering this program virtu- ally in the unprecedented con- text of the COVID-19 pandemic has given me a new perspective on entrepreneurship, agility, and innovation. Now, more than ever, I’m concerned about the fate of our global business ecosystems, because I have worked in financial services and management consulting (with a special focus on innova- tion and business strategy) in Europe and the MENAT region, and I know how resistant cor- porations can be to change. Nevertheless, the COVID-19 pandemic has undoubtedly her- alded a new age in our global business ecosystems and cor- porations can no longer afford to resist change. While startups are used to fast decision-making, boot- strapping, adapting business models, and having difficult conversations about burn rates and runway, large corporations aren’t. However, the current pandemic will change life as we know it for months, maybe even years to come. So, if cor- porations are unwilling or un- able to learn, grow, and adapt, they might never recover. I know that developing a robust culture of innovation may seem daunting for many corpora- tions, but it’s necessary if they wish to survive the COVID-19 pandemic and continue to thrive in a post COVID-19 world. With this predicament in mind, I believe it’s time that corporations worldwide con- sider internalizing the spirit of the popular corporate innova- tion outpost trend. For several years now, many corporations have set up inno- vation outposts in some of the world’s most vibrant innovative communities to be “close to the action.” Yet, according to Ales- sandro Di Fiore, founder and CEO of the European Centre F or decades, governments and business communities globally have analyzed the disruptive forces that could impact global economies and debated what should be done about them. While the disruptive trends of the Fourth Industrial Revolution (including the internet of things, artificial intelligence, blockchain, so on and so forth) have inevitably changed the way that we live our day-to-day lives, these changes have happened “slow enough” to allow those who benefit from the status quo to resist the changes needed to establish the innovative, sustainable, ethical, and inclusive economies of the future. However, in the past several months, the COVID-19 pandemic has forced our global communities to face many realities, the truths that we have been too scared to deal with, because they would require us to exchange the comfortable status quo that we have known for so long with a completely different way of living, learning, and doing business. Although implementing these changes has felt seemingly impossible, the response of governments, businesses, and populations to the COVID-19 pandemic worldwide has only served to prove that we’re capable of anything if we put our minds to it. ANJALZ.SEEDSTARS.COM >>>

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24 / ENTREPRENEUR.COM / June 2020 for Strategic Innovation, most innovation outposts fail to achieve their goal of promoting innovation and forward-think- ing strategies in organizations, because they don’t develop the standard operating procedures needed to extract value from the contacts, companies, and innovations that can be found in abundance at these outposts. While the innovation outpost model is an interesting concept for attracting new talent and ideas, I believe that it’s crucial now for corporations to prior- itize promoting the innovative potential that already exists in their own organization. Now, you might say that most large corporations already have R&D departments, but I believe that this view of corporate in- novation is too narrow in this day and age. Large organiza- tions can no longer afford the tunnel vision associated with the traditional R&D department model. Although it’s vital for corporations to constantly de- velop the products and services they offer to their customer base, it’s also important for them to improve the way that every department in their or- ganization operates because, ultimately, every department contributes to the success of a company- not just the R&D de- partment. After all, they do call it an innovation pipeline, not an innovation pipe. So, how can corporations develop the inno- vative DNA of each department within their organization? Personally, I believe that the secret lies in unleashing the problem-solving potential (or solution-finding potential, to frame it more positively) of cor- porate employees. At the end of the day, who understands the inner workings, assets, and shortcomings of an organization better than its own employees? It seems impractical to me for corporations to go looking for innovation elsewhere, when they haven't spent enough time and/or resources developing and implementing effective innovation pipelines that op- erate within and across their organizations. Below, I share a tentative model for how a corporation could begin estab- lishing such a company-wide innovation pipeline. But while this particular piece focuses on innovation in the context of corporations, I believe that government entities and other large organizations could great- ly benefit from adopting more disruptive thinking like this. The best thing about the model that I’m about to propose is that any organization can start experimenting with it- all they have to have is an internet con- nection, and some kind of com- munication platform. 1/ Establish “incubation centers” Corporates could establish a space or time of day in each department to allow their em- ployees to gather and debate about the issues that negatively impact productivity, or brain- storm new and creative ways to promote excellence and high performance. When employees with similar ideas or passions find each other, they can form a team, and begin preparing a pitch to present a solution or “hack” to senior-level manage- ment and fellow employees at an intra-department pitch com- petition. 2/ Host intra-department pitch competitions Several teams from each depart- ment could pitch their solution or “hack” to a panel of senior management and fellow em- ployees. The competition’s cate- gories could be organized by de- partment pain points, types of innovation, or any other catego- rization that would make sense to the department in question. One winner or multiple winners could be selected by the judging panel. After the competition, the winning teams could receive more guidance and feedback from senior management (or a group of external mentors) about how they could improve and execute their projects. 3/ Host company-wide presentation events The winners from each intra- department competition could gather to present their ideas to the leadership of the company and its employees, and explain the added value of their pro- jects and how their solution or “hack” would impact the organization’s overall standard operating procedures and how they might impact the day-to- day operations of each depart- ment, if at all. 4/ Partner with relevant startups At this juncture, I would en- courage the leadership of each department to explore their innovation outpost network (or any network at their disposal) to see if there are new or estab- lished startups that are working on similar ideas as the winning teams. The corporation could then choose to partner or ac- quire these startups to help roll out the proposed initiatives. Many top public and private organizations already practice open innovation -a process for sharing knowledge and ideas with other organizations- and it’s about time that this became a standard practice. Once the above model has been realized, then it’s just a mat- ter of rinse, lather, and repeat. Ultimately, every corporation is different in terms of size, resources, and level of innova- tive thinking. The model that I shared above could be repeated on a quarterly basis or a bi- annual basis, depending on the needs of the organization. A corporation could even choose to establish a completely dif- ferent style of promoting in- novative thinking within its or- ganization. Regardless of how a corporation chooses to promote innovation, I think it’s crucial that more companies establish some sort of culture of innova- ‘TREPONOMICS PRO SEEDSTARS.COM

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25 June 2020 / ENTREPRENEUR.COM / tion that promotes the follow- ing key behaviors: 1/ Promotes disruptive thinking As I mentioned before, having obsolete products and/or ser- vices is not the only thing that can render a company obsolete. Having antiquated standard op- erating procedures or mentali- ties can be just as detrimental to a corporation’s long-term success. Consequently, it’s im- portant that every department in a corporation focuses on how it can improve its performance or efficacy- no matter what they do. 2/ Encourage employee engagement The happier your workforce is, the likelier they are to work for you and bring their A-game. Promoting cultures of innovation and well-being is important in this day and age as millennials, unlike their predecessors, are less likely to stay in a job where they don’t feel that they’re growing or contributing to society. Ac- cording to Deloitte’s Global Millennial Survey 2019 report, 49% of millennials surveyed would, if they had a choice, quit their current jobs in the next two years, up from 38% in 2017. Some of the reasons they cited included “dissatisfaction withpay and lack of advance- ment and professional develop- ment opportunities.” While the model I propose might not be able to address all the issues that corporations face in terms of employee retention, I do be- lieve that it could tackle many of them. 3/ Promote inter and intra- departmental collaboration One of the biggest pitfalls of most large corporations is that their teams or departments often work in silos. Therefore, they don’t know what’s hap- pening in other teams or de- partments, which often leads to fractured organizational identity, breakdowns in com- munication, and “leaks” in cor- porations’ innovation pipelines. By making value-sharing an important tenet of innovation pipelines, corporations can avoid “identity crises,” and pro- mote more collaboration among their employees. 4/ Encourage collaboration or delegation when necessary True leaders, whether they hold titles or not, know when to ask for help, or even when to “pass the baton,” if there's someone who’s more capable of executing a task. Not only could encouraging corporate innova- tion teams to collaborate with startups help the corporations’ employees acquire valuable in- sight and skillsets, it could also help them learn the importance and value of delegating in the innovation process. Either way, it’s a win-win situation. While many businesses may be overwhelmed by the impact that the COVID-19 pandemic has had on their operations, I believe that it was only a mat- ter of time until something like this pandemic came and sent shock waves through our global business ecosystems. I know that it might not be easy to hear, but it must be said. Many stakeholders in our global business ecosystems have been operating in an unsustainable fashion for decades. The status quo had lulled us all into a false sense of security and compla- cency. However, the abrupt and indiscriminate impact of the COVID-19 pandemic has served as a sobering reminder that we can no longer resist change. Ei- ther our global business stake- holders and community evolve, or we go under. As the late chairman and CEO of General Electrics, Jack Welch, once said: “If the rate of change on the outside ex- ceeds the rate of change on the inside, the end is near.” To me, these words don’t only refer to the innovative potential of corporations and the business ecosystems in which they exist; it also refers to the values that we believe and the values we choose to practice. Corporate innovation means nothing if it’s not informed and guided by fundamental values such as inclusivity and sustainability. If these difficult times have taught us anything, it’s that we’re stronger when we work with each other, and for each other. ACCORDING TO DELOITTE’S GLOBAL MILLENNIAL SURVEY 2019 REPORT, 49% OF MILLENNIALS SURVEYED WOULD, IF THEY HAD A CHOICE, QUIT THEIR CURRENT JOBS IN THE NEXT TWO YEARS, UP FROM 38% IN 2017. Youness Yaghcha is Partnerships Manager at Seedstars. Youness is a serial entrepreneur and an expert in growth and innovation, with a solid consulting and private banking background exceeding a decade. He has held various advisory, management, and technical roles at prestigious European private banks in Switzerland and boutique investor relations firm. He is an expert at communicating and managing relationships with private investors, institutionals, and Ultra-high- and high-net-worth individualsaccording to their professional and cultural requirements, and has made several investments of his own. His motto: disrupt the status quo, and rethink everything. seedstars.com Dissatisfaction with pay, lack of advancement, and few development opportunities are the top reasons for near-term exits Dissatisfied with pay/ financial rewards Not enough opportunities to advance Lack of learning and development opportunities I don’t feel appreciated Poor work/life balance (lack of flexibility) Boredom/ not challenged I don’t like the workplace culture 43% 34% 35% 33% 28% 27% 23% 15% 22% 19% 21% 21% 15% 16% Millennials Gen Zs Percent of millennials and Gen Zs who plan to leave their current organizations in the next two years for the following reasons: RIDING THE WAVE | BUILDING A RESILIENT CULTURE OF INNOVATION FOR CORPORATIONS IN A POST COVID-19 WORLD DELOITTE’S GLOBAL MILLENNIAL SURVEY 2019 REPORT

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26 / ENTREPRENEUR.COM / June 2020 W e’re safe. It won’t happen to us.” When I first heard about the coronavirus, I was pretty sure it would stay confined to some remote areas. I was sure it would never impact me or anyone I know directly. But then the wave rose, which led to people starting to ransack supermarkets for toilet paper. Life started to feel like an episode of Black Mirror gone terribly, terribly wrong. This crisis is a monster wave. No one could ever see it coming. And it will cost the world economy approxi­ mately three trillion dollars. Businesses are bracing for impact: some will get wiped out, some will have the surf of their lifetime. Like riding a wave, it all comes down to how you catch it- or in this case, how it catches you. WINNERS AND LOSERS: A DATA-DRIVEN APPROACH Many companies like Airbnb, Uber, and Whatsapp started during an economic downturn. As such, everyone is wondering who will come out strong out of this one? The intuitive answer is “e-commerce.” Or “All you need to do is to go online.” However, it’s not that obvi­ ous, unfortunately. According to ProfitWell, business-to-consumer (B2C) and direct-to-consumer (DTC) enterprises are being massively hit. After all, being online doesn’t necessarily solve an underlying problem: people are clinging to cash, as no one really knows how long it will last. Let’s take a look at busi­ ness-to-business (Figure 1). In the last 24 months, espe­ cially software-as-a-service (SaaS) businesses, exploded. Today, that exponential growth has flattened out. In Figure 2, Uber gives us an interesting perspective per industry (conversions = sales). The stats in Figure 3 make it clear that being in e- commerce doesn’t guarantee success. During a crisis, people tend to stick to basic needs like food, health, pharma, and media (enter­ tainment and news). But stay with me, things get more interesting when we look at traffic growth. Traffic growth gives us a clear sense of where eyeballs are going. In modern mar­ keting, attention (a.k.a eye­ balls) is the real currency. And the eyeballs all go to websites in financial advice, entertainment, and news. In short, this is what the two graphs in Figure 4 tell us: people are in “brows­ ing mode,” not in “buying mode.” #STAYHOME: WHAT DOES THIS MEAN FOR BRANDS AND MARKETERS? Social Fulcrum’s data on social media advertising for B2C gives another piece of the puzzle. Customer ‘TREPONOMICS PRO Five tips for your business to ride the tsunami caused by the COVID-19 crisis by NELIO LEONE Recession-proof marketing PW SUBSCRIPTION INDEX B2C Subscription PW Index Here we’re looking at an aggregate of all B2C Subscription companies on PW (not E-commerce or media) with their MRR tracked since January 1, 2020. Data has been cleaned and outliners removed. WHEN MEASUREMENT WAS TAKEN 1,350 1,313 1,275 1,238 1,200 1 / 1 / 20 1 / 16 / 20 1 / 31 / 20 2 / 15 / 20 3 / 1 / 20 3 / 16 / 20 3 / 26 / 20 Figure 1 SOURCE PW SUBSCRIPTION INDEX AS OF 03/26/2020

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27 June 2020 / ENTREPRENEUR.COM / Conversion Growth or Decline Due to Covid-19 80% 60% 40% 20% 0% -20% -40% -60% Manufacturing Media Pharma Real Estate Retail Software Technology Telecom Transportation Travel Insurance Healthcare Food Finance Energy Education Ecommerce Construction Agriculture Advertising acquisition cost (CAC) is up by 45%, while cost per mille (CPMs) are down by 29%. What does that mean? The increase in CAC means that acquiring paying customers will now cost +45% more than pre COVID-19. And venture capitalists (the guys paying for this tech startup) are not willing to “burn” cash anymore. So, that leaves you with less access to capital, and more cost to acquire. But there is also some very, very good news. The decrease of CPMs means that advertis­ ing platforms (e.g. Insta­ gram) are charging 29% less to show ads. So, now we have a clear picture. People spend a lot more time on social media. They are not willing to buy (except food and meds), they want to be entertained for free, and in the middle of all that, ad platforms are charg­ ing you less to show up on people’s feeds. This is a fertile ground for the golden grail of marketing: underpriced attention. But things get even more intriguing. Ac­ cording to Statista, because of COVID-19, social media consumption increased by +40%, yet the increase in content created and up­ loaded has only increased by +14%. That means there are in­ creasingly way more people listening than people talking (Figure 5). So, if your brand has anything, but really anything to say, then, say it today! But, remember: you are not allowed to sell. FIVE GROWTH HACKING TIPS FOR ANY BRAND OUT THERE Okay, enough geeking out on data. Now, let’s see how we can leverage these insights. Tip #1 Make sure your brand is browsable Companies who will win big out of this crisis are those focusing all their efforts on building a “browsable” brand- not brands that want to sell, but ones that want attention. Tip #2 Get your users to build a habit There is a common principle that states it takes between 21 and 66 days to develop a habit. After 21, 35, or 66 days, users will feel they are missing something when they don’t interact with it. Habits are a marketer’s wet dream: - They override rational and conscious decision-making - They build retention and life-time value - They are hard to break If you are a marketer or founder your most important question today is: how can I induce my target audience to get into a habit around my brand or product? Tip #3 Build audiences Marketing produces only one type of asset: targeted audiences. What does that mean? First, you build an audience. Then, you start selling. In other words, building an audience today, during this whole COVID-19 pandemic when people are bored at home, is much easier than it was before. Provide free PW SUBSCRIPTION INDEX B2B Saas PW Index Here we’re looking at an aggregate of all B2B Subscription companies on PW with their MRR tracked since January 1, 2019. Note that this mixes in companies of all sizes, types, etc. although outliers are removed. WHEN MEASUREMENT WAS TAKEN 1,450 1,338 1,225 1,113 1,000 1 / 1 / 19 2 / 11 / 19 3 / 24 / 19 5 / 4 / 19 6 / 14 / 19 7 / 25 / 19 9 / 4 / 19 10 / 15 / 19 11 / 25 / 19 1 / 5 / 20 2 / 15 / 20 3 / 26 / 20 RECESSION-PROOF MARKETING | FIVE TIPS FOR YOUR BUSINESS TO RIDE THE TSUNAMI CAUSED BY THE COVID-19 CRISIS Figure 2 Figure 3 >>> SOURCE PW SUBSCRIPTION INDEX AS OF 03/26/2020

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28 / ENTREPRENEUR.COM / June 2020 value to those people out there, and get them to subscribe to your email list in exchange- then, then, in three to six months, you go for the ask. The outcome? It is very practical: an excel sheet with people’s first name, last name, phone number, and email. The more you grow that list now, the bigger the potential buying audience will be in the future. Tip #4 Obsess about churn Okay, by now, you probably got the drill. But some might ask: “I’ve got three months of runway. If I don’t get cash in, my business will shut its doors 90 days from now. Why are we even talking about content?” I agree. Retention is the new acquisi­ tion. But high churn rates will bleed out your business. Managing churn means getting super close to your customers. Call them. Make a list of VIP customers, call 10- 50 customers a day, and ask them how this crisis is impacting them. If you’re the founder or head of growth, trust me, they’ll appreciate you taking the time to call them and show you care. Try to understand how you can support them through these trying times. This increases the attachment to the brand on the customer side, and it boosts your customer-centricity. You’ll get super valuable insights from these calls that will help you to: > Build super relevant content for similar audiences > Get a pulse of how the market is shifting > Increase top-of-mind awareness Follow up with automated messages- then, make an offer. Spend hours, even days if needed, on the phone with customers. Tip #5 Time to partner up Entrepreneurs tend to be insular- it’s now time to break the silo! Get out there. This crisis is unprecedented, so instead of a tweet saying “smashing it even during COVID-19” just to fake-it- until-you-make-it, reach out to other founders. We are all in the same boat. So, now, it’s time to partner up to find common solutions. If you had a dream partner that was inaccessible in the past, now that same partnership might not be a forbidden dream anymore. Based on the “churn calls” you made to your customers, by now, you should have a clear understanding of their pains. If you are unable to alleviate or address that pain, other companies can. Help them solve your customers’ problems, while you solve theirs. You might not have another chance to get a key partnership for so cheap in the future- the time is now! In Mandarin, the word for crisis is a synonym for opportunity. Whether it’s capitalizing on underpriced attention, building massive audiences, getting closer to your customers, or building key partnerships, the crisis is indeed offering massive marketing opportuni­ ties. Surf or get wiped out- either way, the wave is coming. Game on! Time to ride the tsunami. Nelio Leone is the founder and chief executive officer of Urban Monks, a growth marketing agency headquartered in Dubai dedicated to building awesome brands. Nelio has been a growth marketer for nearly a decade, and he has a passion for building edgy brands with digital flair. He discovered this passion during his time at Careem, where he was the Director of Brand and Organic Growth, and one of the company’s first 30 employees. Nelio has also held roles at Washmen, L’Oreal, and Chanel. He speaks six languages, and even learned Mandarin by hacking through it in the back seats of cabs. urbanmonks.io ‘TREPONOMICS PRO Figure 4 Traffic Growth or Decline Due to Covid-19 -50% -40% -30% -20% -10% 0% 10% 20% 30% 40% Manufacturing Media Pharma Real Estate Retail Software Technology Telecom Transportation Travel Insurance Healthcare Food Finance Energy Education Ecommerce Construction Agriculture Advertising Figure 5 Worldwide Italy Spain France Germany China United States Spending longer on social media (e.g. Facebook, Instagram, Twitter, etc.) 44% 14% 52% 10% 49% 15% 27% 7% 21% 5% 50% 17% 32% 6% Creating/uploading videos (e.g. on Tik Tok, Youtube, etc.) Details: Worldwide, March 16 to 20, 2020; 16-64 years; Online survey © Statistica 2020

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29 June 2020 / ENTREPRENEUR.COM / W ithout a doubt, the COVID-19 pandemic has had unprecedented health and economic impacts on people and countries across the world. While health professionals are working tirelessly to keep us safe and treat those of us who get infected, government and business leaders are also working tirelessly to mitigate the economic fall-out. Never- before seen stimulus packages to protect and support large enterprises, SMEs, as well as ordinary citizens, are either in the works, or have already been implemented in various countries, which is providing important relief. Unfortunately however, no matter how sizeable or generous any government or private sector relief initiatives are, sup­ ply and demand in many industries will shift (some temporarily while the econo­ my recovers, others permanently), and as a consequence, there will be many millions of jobs that will significantly change, or be lost for good on a global scale. According to the International Labor Organization (ILO), the lockdown measures to date (full or partial) “are now affecting almost 2.7 billion work­ ers, representing 81% of the world’s workforce.” Indeed, the ILO “estimates that 1.25 billion workers, representing almost 38% of the global workforce, are employed in sectors that are now facing a severe decline in output a high risk of workforce displacement.” As such, an important component of efforts to tackle the long-term impact of this crisis therefore needs to be a structured approach to help everyone in the workforce navigate these new realities of the labor market. Given the magnitude of the coronavirus pandemic, all members of the workforce need mar­ ket intelligence on how their industries, and consequently, jobs will be impacted, as well as guidance and coaching on actions they need to take to ensure a promising and successful professional future in a post COVID-19 world. We at Makeen Advisors believe there are four categories of questions that everyone in the workforce needs to address for themselves in order to be able to chart a clear path forward, and be ready for the new realities created by the COVID-19 pandemic: 1. How is my industry and my job affected by COVID-19? What are the short-term and long-term implications of the virus for my industry, both locally and internationally? How soon are jobs in my space going to come back? Will my industry grow or shrink? What jobs in my industry will be higher in demand, versus lower in demand? What skills are important to have and develop to succeed in the expected new state of my industry? Will there be a shift in how work will be done going forward (e.g. will there be an increase in flexible and project-based work, compared to full- time employment), and am I prepared to succeed in such a changed environ­ ment? 2. How can I address skill gaps I have to meet the realities and requirements of a post COVID-19 job market? While learning new skills is always important and helpful, it is beneficial to be aware of and prioritize the skills and tools that will be in demand the most, both during and after the pandemic. Do I know what those skills are, or how can I figure that out? What is the best way to build those skills, and what are the best resources to use? Since there is a plethora of training providers and courses, how do I evaluate which learning options are the most relevant and conducive to help me advance- e.g. which ones are recognized in the industry, which have clearly defined and relevant learning objectives, etc. ? 3. How do I find and successfully acquire emerging job opportunities? How are jobs in my current (or target) industry filled? Are there specific job platforms or recruiting firms I need to register with? What do I need to do in terms of preparing my profile or in terms of outreach, in order to increase the probability of success? Do I have the right profile for the opportunities I am going after? Are there other industries or functions in which my skills can be relevant, and how can I figure out whether that is the case? ‘TREPONOMICS PRO FINDING JOBS AND BUILDING CAREERS IN THE AGE OF COVID-19 AND BEYOND by ANNAS ABEDIN Annas Abedin is the co-founder of Makeen Advisors, the largest network of independent management consultants in the Middle East. With over 15 years of experience in his specialist field, Abedin previously held the role of Engagement Manager at McKinsey & Company, MENA, and prior to this, he held the title of Managing Director at both Namshi (now part of Emaar Malls) and Jumia Egypt (now part of Jumia Group, stock-listed at NYSE). makeenadvisors.com >>>

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30 / ENTREPRENEUR.COM / June 2020 ‘TREPONOMICS SKILLSET T he latest wave of fresh-faced and eager graduates will soon embark on their journey of entering the workforce, but with an un­ stable global economy, and many looking for employment at the same time, how can graduates prepare to enter the workforce after the ongoing CO­ VID-19 pandemic? Given my role as the Career Services and Internship Coordinator at Canadian University Dubai, here are some of my top tips on how graduates can use the time they are spending at home to refine their skills in preparation for secur­ ing that all-important first job: HOW TO PREPARE FOR EMPLOYMENT IN A POST COVID-19 WORLD by MAY EL KHOURY Ready for the workforce >>> There are many peculiarities by industry, and following a standard ap­ proach of creating a CV and sending applications in all likelihood will not be sufficient to stand out. 4. How do I stay focused and ener­ gized during this period? We are going through exceptional times and which are mentally challenging on various fronts, including health, family, and oth­ er personal relationships, financial chal­ lenges, and many others. It is important that we are cognizant of the challenges we are facing, and have a plan to deal with them, and not let them linger in the background demotivating us. Important questions include: how do I keep myself physically fit and healthy- e.g., sleeping patterns, nutrition, exercise? How do I achieve clarity on my financial situa­ tion, and am I doing all I can to manage my cash effectively? Finding new jobs or switching industries might take a long time- do I have a roadmap for what I need to do, and am I mentally prepared for the failures or challenges I might encounter on the way? Which commu­ nities and professional groups can I join to help me during the transition? It is evident that we are going through a period of profound change and significant challenges, and no one has all the answers on the above ques­ tions, and what the future will bring. But to limit the damage and enhance our preparedness, it is critical that we know what the key questions are, and to make it a priority to formulate a view and to continuously refine it based on new information and evidence. Fortunately, to facilitate this process, new analyses are becoming available by the day, and thought leaders across the spectrum of industries are in many cases making their insights available for free, be it on news channels, social media, or their own corporate websites. It’s thus up to us to take advantage of these insights.

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31 June 2020 / ENTREPRENEUR.COM / READY FOR THE WORKFORCE | HOW TO PREPARE FOR EMPLOYMENT IN A POST COVID-19 WORLD 1. Use this time to get to know yourself better Many students often seek advice on what career they should pursue from their families, who usually offer emotional and traditionally- driven advice due to social conforms and expectations. Middle Eastern families are known for encouraging their children to seek a profession in medicine, engineering, and law, but there is a plethora of other professions out there to explore that are more in demand. If you work in something that you like, you’ll naturally be successful, but when you’re doing something you don’t like, it can have a negative impact, and you could end up being unpro­ ductive. Now is a great time to get to know yourself bet­ ter, work out what you enjoy, and think about what career you can see yourself taking forward after graduating. Investing in a behavioral assessment is an excellent idea as it analyzes your char­ acteristics and personality, and it can guide you to the field to which you’re most suited. The assessments are a great way of understanding what your values are, what you like, and what you don’t like. When looking for a job, a behavioral assessment should match at least 70% of these values. Using the help of men­ tors and career coaches is another great way to explore career options, and it can also help break bad habits. They will be able to guide you towards an ideal career matched to your personal­ ity type, as they will help you learn to identify your strengths and weaknesses. 2. Understand the market Once you’re clear on the ca­ reer direction that you want to pursue, research what jobs are available and what the demands are. Read the job descriptions carefully to find out what skillsets are required for that specific job. Then look into ways that you can develop and hone these skills, so you can speak about them confidently in interviews. Gather as much experience as possible. Accept intern­ ships and volunteer. Getting a feel of the industry that you want to work in will help with confidence and knowledge, and give you bet­ ter insight into the profes­ sional market. Prepare a CV, and tailor it based on the job description for which you are applying. Be sure to connect with re­ cruiters in the field you are looking to enter, as they can help you understand what skills you need for certain roles, discover companies that are hiring, and get you in front of hiring employers. Even though we are cur­ rently housebound, it is still important to network. LinkedIn allows you to remotely connect with employers and leaders in the market, as does Ojo. Ojo has been created for fresh graduates, linking you to employers, life coaches, career coaches, and job op­ portunities. 3. Hone your workplace skills The top three skills that recruiters are looking for at the moment are adaptability, communication skills, and demonstrated team players. With most workplaces ex­ periencing an uncertain fu­ ture and not knowing when normal office operations will resume, communication skills have never been more critical. Communication skills cover verbal and writing skills, but they also include behavior. How a per­ son addresses members of their team, and how they set tasks is incredibly important to employers, especially as teams are getting to grips with working remotely. Positivity, empathy, pa­ tience, and understanding will go a long way. If you need to be critical, think about how you can offer con­ structive criticism, so that people can build on their skills. Look to be supportive, collaborative, and helpful. With the majority of work­ forces working remotely, we need to carefully consider the words and the channels we use when talking to colleagues. Having regular video meetings is a great way for the team to connect, as well as through apps like WhatsApp. It is essential to think carefully about the tone of voice of the mes­ sages that you are sending, and to consider the time you’re sending messages and emails. Although everyone is working to their schedules, sending non-urgent mes­ sages to colleagues out of work hours isn’t advised. The key for anyone looking for employment opportuni­ ties during these challenging times is to be positive, eager to learn, and to be adapt­ able to different environ­ ments and situations. With situations changing daily and companies having to navigate business through unprecedented times, aware and supportive colleagues are celebrated. May El Khoury serves as the Career Services and Internship Coordinator at Canadian University Dubai. She holds a BA in Industrial Sociology and is an Accredited Consultant of Harrison Assessments, and brings with her 15 years of experience in the HR field with a focus on talent acquisition and development in diverse industries. Prior to working with Canadian University Dubai, she worked as a Managing Partner at Taozeef (Talent Management Services) and as a Workforce Acquisition and Development Manager at Juma Al Majid Group. In her current role, she guides and prepares students at Canadian University Dubai to be employable in the job market. cud.ac.ae

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32 / ENTREPRENEUR.COM / June 2020 A s countless companies of all sizes find themselves shifting to remote work due to the novel coronavirus pandemic, the chal- lenge also creates opportunities. I believe that now is a great time for organizations to change their thinking in ways that will improve the people side of their operations, long after the current crisis has passed. For starters, let’s consider this question: how does work from home affect the HR or the “people” aspects of business? When shifting to remote work, companies will likely experience substantial people chal- lenges in terms of communication, conflict management, and motivation. Remote work is like a magnifying glass for underlying people issues in companies- people prob- lems that can be glossed over or shoved under the rug in face-to-face teams tend to explode, and quickly, when companies go remote. This is because remote work, when not carefully done, lacks the social context of face-to-face work. The small social cues that can help smooth social interactions go away, and this means underlying conflicts become more manifest, coordination issues become roadblocks more quickly, and so on. The silver lining of this is that these diffi- culties in going remote will force companies to take a more intentional approach to peo- ple dynamics than they did when operating in person, and this intentionality around people issues will only make companies that much more effective when in-person operations resume again. Indeed, when you talk to the CEOs of com- panies on the top 10 remote companies list (such as 10up or Automattic, the company behind WordPress), they strongly believe remote work has made them better at the people issues in their organizations than companies run in person, because it has forced them to be so intentional on the people side of business. This includes pro- viding infrastructure to coordinate work- ers, virtual coffee rooms to promote social bonding, employee recognition programs for motivation, virtual town halls to reduce power distance, and clear norms and eti- quette around meetings and internal com- munications. Smart companies should be quick to realize the challenge of remote work and build in solutions to “scaffold” the people-side of work. Again, this intentionality will serve them well not only during remote work periods like this, but also back in the office in person. As examples of this, our team in the Sanger Leadership Center has a subcom- mittee working on reclarifying our cultural values and practices, including thinking about how to bring them into the virtual environment. How can we preserve our culture in this new way of working, as well as get super intentional and clear about what our culture is more generally? We also are working on writing down our rules for running meetings online, such as ensuring speaking time for each person and keeping discussions to fewer than five people. These are all good people practices and backed by lots of research in management and psychology. Remote work is forcing us to get better at them now. SUGGESTIONS FOR EFFECTIVELY WORKING FROM HOME Broadly stated, to be effective at working at home, we all need to get super intentional about the people side of work. For employ- ees, this means being aware of your own motivation and energy and finding ways to structure your work-home life to support yourself right now. Additionally, research suggests having a routine, knowing your needs (social contact, physical movement, structure), and building (and holding to) a daily routine that is intentionally designed to meet those needs is critical. For leaders running effective remote teams, it's important to take the time now to make a plan about how to be intentional about the people side of your teams. When being intentional about teams, I always start first with Situational Awareness, and then look at four key criteria that every team (and leader!) needs- specifically, can my team COPE? This includes assessing Culture (value-based, meaningful, and inclusive rituals, artifacts, and norms), Objectives (clear, fair, and motivating per- formance targets), Processes and norms (playbooks for how to communicate and work together), and Experimentation (sup- port for flexibility and adaptation). Here are a few specific actions you can take to address each of these critical team: ‘TREPONOMICS SKILLSET ADAPTING TO CHANGE WHY REMOTE WORK MAKES TEAMS (AND LEADERS) BETTER by LINDRED L. GREER

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33 June 2020 / ENTREPRENEUR.COM / 1. SITUATIONAL AWARENESS KNOW HOW YOUR TEAM IS FEELING AND WHAT THEY NEED, AND WORK TO MEET TEAM NEEDS. Take the time to do one-on-ones with direct reports to understand their needs right now. What are their emotions and their energy? What do they need to be productive? What resources do they need? Interestingly, successful remote companies agree that having a large budget to set up a comfortable home office is critical. Has your organization updated policies and se- cured funding to help support employees to comfortably work at home? Relatedly, set up an energy/culture check within your teams. Have a meeting at the end of the week to see how the team is do- ing; you might need to adapt for next week. Or send out an anonymous culture pulse survey at the end of every week to do an energy check. Gratitude checks or asking for positives of the week can also be helpful practices in helping people reappraise the situation. 2. CULTURE FORM A CULTURE SUBCOMMITTEE AND FIND WAYS TO REALLY EMPHASIZE YOUR MISSION AND VALUES RIGHT NOW. Empower this committee to find and set into action three to five cultural practices that can bring your company's values and missions alive in a remote work environ- ment. How can cultural traditions have continuity in the new way of work? How can traditional offsites be run online? How can rituals celebrating successes be brought into the online environment? In addition to ensuring that your culture translates to remote work, reminding people of your core mission and values is also a great way to provide stability and motivation during tur- bulent times (and ensure alignment and motivation during times of smooth sailing as well). 3. OBJECTIVES ENSURE THAT INDIVIDUAL AND TEAM PERFORMANCE GOALS AND RESPONSIBILITIES ARE CLEAR (AND VISIBLE IN A DAILY WAY). Setting long-term company goals and then being clear how that translates to team and individual objectives each week (and is visible in daily life for employees, includ- ing in new online environments) is always important. If you are not already using pro- ject management software such as Asana, now is the time. Minimally, even a shared Google sheet that clarifies who owns what and when it's expected to be done can be helpful, especially if it’s something engag- ing that people will want to log in to and look at every morning. Providing people with goals and ensuring mechanisms for accountability will keep your remote team going and make the team even better when it goes back to face-to-face. Don't forget to build in a little extra time in the next few weeks, though, as people adjust to the new normal- again, show compassion, know individual needs and bandwidths right now, and adjust goals accordingly. But do set, communicate, and make visual realistic goals as a way of in- creasing energy and preserving team align- ment and direction. 4. PROCESSES AND NORMS MAKE A PLAYBOOK FOR COMMUNICATION AND MEETING NORMS IN THE REMOTE-WORK ENVIRONMENT. Where are quick-response questions com- municated that used to be done face-to- face? (Over Google Chat, Asana, Slack?) What is the structure for an ideal meeting? What types of meetings are there? How are the rules to run decision-making meetings different from town halls or larger standup meetings? (Three to five people in the virtual room is ideal for decision-making/ problem-solving meetings. For larger town halls or standups, you can have more peo- ple, but people should be on mute unless speaking and chat functions should be used to gather questions and ideas.) What are the norms about video on/off? (Research suggests video always on, unless there are extreme circumstances, is the best!) 5. EXPERIMENTATION MAKE SURE YOUR TEAM IS ACTIVELY EXPERIMENTING, ADAPTING, AND BEING FLEXIBLE BY BEING MINDFUL OF YOUR OWN MINDSET, SELF-COMPASSION, AND FLEXIBILITY AS A LEADER, AND THEN FINDING WAYS TO SUPPORT YOUR TEAM ON THESE TOPICS AS WELL. Coping with change requires flexibility. To be flexible and adaptive, you have to start with both compassion and a growth mind- set for yourself as leader. For example, Sue Ashford and colleagues found that leaders can only help others if they have compas- sion for themselves. So make sure you are taking care of you, getting your head in the right space, and setting the right image for your team. Then make sure you are doing everything you can do to show compassion for the different needs in your team. Use this com- passion for yourself and your team to help promote a growth orientation for members to learn how to flexibly adapt to a new way of work. ADAPTING TO CHANGE | WHY REMOTE WORK MAKES TEAMS (AND LEADERS) BETTER Lindred (Lindy) Greer is an Associate Professor of Management & Organizations at Michigan Ross as well as the Faculty Director of the Sanger Leadership Center. Her research focuses on how to lead effective organizational teams, with specific interests in leadership skills in conflict management, diversity and inclusion, vision crafting, and the communication of emotions. Lindy is currently an Associate Editor at the Academy of Management Journal, on the boards of six of the top management and psychology journals, and has served on the boards of professional associations such as the International Association of Conflict Management and the Conflict Management Division of the Academy of Management. RESEARCH SUGGESTS HAVING A ROUTINE, KNOWING YOUR NEEDS (SOCIAL CONTACT, PHYSICAL MOVEMENT, STRUCTURE), AND BUILDING A DAILY ROUTINE THAT IS INTENTIONALLY DESIGNED TO MEET THOSE NEEDS IS CRITICAL.

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34 / ENTREPRENEUR.COM / June 2020 Live experiences will live again “We are not meant for a digital world, and whilst events can take place within this realm, they cannot replace the live experience.” by DAN BOLTON CULTURE LIFE I remember the day well. It was the start of the first week in March, and we were navigating what would essentially become a perfect storm of challenges that would be problem­ atic to any business. Rewind a few months, and the last quarter of 2019 and the beginnings of 2020 had not been as busy as we would have usually anticipated in the events industry. Clients were taking longer to pay. Tensions with Iran meant clients were nervous to host events in the Middle East region where we are based, and then there were issues brewing in China with a little-known virus that had started to take hold. Hearing that it had already shut down parts of their economy, it became clear that people would have to spend some time apart, which is a difficult proposition when your entire business model and industry is built upon bringing people together. As the first emails and calls to cancel events started filling our inbox and voicemails in that first week of March, it became very clear that the world was arguably having a defining historical event, which would stand alongside those memorable “where were you” moments, such as 9/11, the first man on the moon, and the financial crisis of 2008. This time, it would be: “Where were you when the coronavirus pandemic hit?” 34 / ENTREPRENEUR.COM / June 2020

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35 June 2020 / ENTREPRENEUR.COM / On that fateful day in March, we went from a successful business with a pipeline of more than six months of interesting and exciting projects, to lit­ erally absolutely nothing in the space of 12 hours. To say that this is something we were completely underprepared for would be an understatement; we simply never thought that we would be in a position to experience this. To watch helplessly as the world around you be­ gins to crumble, and to have a complete overwhelming feeling of helplessness is something that, like many business owners, I was completely unfamiliar with. Throughout the years I have been in the industry that I love, no matter what the challenge, I always believed that there was something to be learned from the experience that you were going through. I believed opportunities can be created to adapt and deal with the challenge at hand, and that with this, a solution can be found. This time, however, the solutions were not ours to find. This was a problem much bigger than anything we could manage. This event was global and life-changing. The world we lived in had literally changed in the blink of an eye, and there is abso­ lutely nothing that we can do about it. As the domino effect of the pandemic took hold across the globe, one by one, the shutters came down, and we were forced indoors. When we could go out, we were told to keep at least two meters apart, to not embrace those we love, and social distancing quickly became the new buzz word. Eventually, the dust began to settle, and collec­ tively, we realized the ramifications of this new norm we collectively found ourselves in. The emphasis began to switch to finding solutions to help evolve an industry that relies on people not socially distancing. “Pivot” became the new tag line, as businesses that depend upon the now socially unac­ ceptable gatherings of people explored alternatives to help them survive in a new, unknown world. This “pivot” towards global digital gatherings has accelerated in recent years. There is certainly something to be said about the ability to connect with industry peers, delegates, fans and a wider audience across the world through online and digital mediums. As brands, businesses, and event at­ tendees look to evaluate and minimize overheads where possible, the wider population has also started to ask le­ gitimate questions about what they can personally do to stem the challenges that climate change and unsustainable travel and business practices pose the planet. In the weeks following the complete overnight collapse of the live events industry in which we do business, the scramble began to examine ways that we too could evolve into a fully digital and online service provider. Exacer­ bated by the relentless news feeds and reports that the live industry will be in shut down for a significant amount of time, that concerts festivals and other large public gatherings might be out of action until at least the end of the year, and that mega projects such as the Olympics and Expo 2020 will in fact take place in 2021, this evolution continued at pace. Was digital the savior to our stalled business that has been forced into a hiatus with the global shutdown? This question has been lingering since that fateful day back at the beginning in when our world imploded, and it has continued to keep myself and many others awake at night as we endure a period of self-isolation and lack of interaction with fellow human beings. And therein lies the answer to that very question that has paralyzed us with bouts of anxiety induced insomnia. It is the essence of humanity: our yearning and ability for social interaction. To be able to feel the bass of your favorite band as it travels within your body, to laugh and joke with your socially close companions at a gig from your favorite comedian, to person­ ally engage with your audience, to be wowed by acrobatic feats of human brilliance, to touch, to taste, to smell, to love, to laugh, to cry, to experi­ ence- to live. Everything that we are going through right now goes against the natural DNA of who we are. We are social beings. We are not meant for a digital world, and whilst events can take place within this realm, they cannot replace the live experience. Live will reign again. Once the world heals, we shall mourn our collective losses, and then emerge from within a period of imposed self- isolation having had the time to reflect upon the world in which we wish to live in. Live event experiences will be back, more relevant, and stronger than ever- just different from what we might be used to. LIVE EXPERIENCES WILL LIVE AGAIN | WE ARE NOT MEANT FOR A DIGITAL WORLD Dan Bolton is the owner and Director of Dan Bolton Creative Management Agency. A member of the British Business Group Dubai and Northern Emirates, Dan is an artist director and creative producer with over 21 years of experience and an extensive global network in the live events, entertainment and performance industry. Bolton’s credits include the Jakarta Palambang Asian Games 2018 opening and closing ceremonies where he was the associate choreographer and chartist, artist director for the inauguration of the Louvre Abu Dhabi in 2017, part of the flash team for the 2017 Edinburgh Hogmanay celebrations, creative producer for the AFC champions league final pre-match opening ceremony in 2016, along with a host of other leading international shows that include the London and Athens Olympic Games opening and closing ceremonies, as well as the Manchester and Glasgow Commonwealth Games opening and closing ceremonies. danbolton.me EVERYTHING THAT WE ARE GOING THROUGH RIGHT NOW GOES AGAINST THE NATURAL DNA OF WHO WE ARE. WE ARE SOCIAL BEINGS. WE ARE NOT MEANT FOR A DIGITAL WORLD, AND WHILST EVENTS CAN TAKE PLACE WITHIN THIS REALM, THEY CANNOT REPLACE THE LIVE EXPERIENCE.

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36 / ENTREPRENEUR.COM / June 2020 GADGETS AND DOODADS THAT YOU MIGHT’VE MISSED OUT ON, SOURCED BY A TECH AFICIONADO. YES, IT’S OKAY TO WANT THEM ALL… AND NO, IT’S NOT OUR FAULT. CAPTURE THIS SONY HANDYCAM FDR-AX43 IMAGES COURTESY SONY | HONOR | LENOVO TECH SHINY Sony has unveiled the new 4K Handycam with a built-in gimbal mechanism and the Balanced Optical SteadyShot technology for capturing smooth, high quality video. Developed especially for con- tent creators and vloggers, the device combines essential hardware and software in a compact bundle featuring a ZEISS Vario-Sonnar T zoom lens with 20x optical zoom and 30x Clear Image Zoom for 4K video. This iteration of the Handycam also has three mic capsules to capture clear sound and reduce noise. Plus, it has a tilting LCD screen with touch display to make selfie shooting on-the-go easier than ever before. With a battery enabling up to 235 minutes of continuous shoot- ing, Handycam is a vlogger’s best friend. 37 Sony 4K Handycam

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37 June 2020 / ENTREPRENEUR.COM / #TAMTALKSTECH Tamara Clarke, a former software development professional, is the tech and lifestyle enthusiast behind The Global Gazette, one of the most active blogs in the Middle East. The Global Gazette has been welcomed and lauded by some of the most influential tech brands in the region. Clarke’s goal is to inform about technology and how it supports our lifestyles. See her work both in print regional publications and online on her blog where she discusses everything from how a new gadget improves day-to-day life to how to coordinate your smartphone accessories. Visit theglobalgazette.com and talk to her on Twitter @TamaraClarke. #TAMTALKSTECH | GADGETS AND DOODADS THAT YOU MIGHT’VE MISSED OUT ON TUNE IN HONOR MAGIC EARBUDS HONOR Magic Earbuds filter out unwanted ambient noise thanks to its dual microphone setup: Feedforward and Feedbackward- these work together with the inner microphones to cancel out background noise. The small, in- ear devices also come with touch control, which lets you control music and calls quickly. You can even toggle the noise cancellation feature on and off when you need it. Aside from its “magical” han- dling features, the earbuds render crystal clear vocals and deep bass thanks to its 10mm driver unit. The earbuds offer up to 3.5 hours of streaming, up to 2.5 hours of call time, and around 12 days of standby time to keep you tuned in wherever you go. Lenovo is offering two new smart solutions for computing with the E14 and E15 laptops. With improved screen to body ratio of 85%, this E series of devices offer greater durabil- ity and security. The integrated touch fingerprint reader, which is embed- ded in the power button, offers one touch power and log-on, while the optional IR camera with Glance by Mirametrix software can respond to your presence and automatically unlock the laptop. ThinkPad E series devices are powered by AMD Ryzen 4000 series processors and feature Harmon speakers with Dolby Audio, a dual array far field microphone, and Microsoft Teams and Skype for business hot keys to help you work efficiently. EFFICIENT (AND EFFECTIVE) LENOVO THINKPAD Lenovo ThinkPad HONOR Magic Earbuds

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38 / ENTREPRENEUR.COM / June 2020 CULTURE TRAPPINGS IMAGE CREDIT PAUL SMITH | BREITLING | DOLCE & GABBANA | SHISEIDO ‘TREP TRIMMINGS THE EXECUTIVE SELECTION F rom better goods to better wardrobe bests, every issue we choose a few items that make the approved executive selection list. In this issue, we present our picks from the Paul Smith SS20 collection, a refined timepiece that could be your next splurge, and more. Paul Smith SS20 THAT ‘70S SHOW PAUL SMITH SS20 There is a touch of nostalgia in Paul Smith’s Spring/Summer 2020 collection. The line is inspired by the personal wardrobes of creative people that Smith came to know in his trips to New York’s up and coming art community in the SoHo district in the 1970s. At the time, galleries that were opening up like OK Harris, Pace, and Leo Castelli influenced the city’s young artistic community, and that was a period when an artist’s tailored suit could double as overalls, and individual style was expressed with everyday items like an oversized jacket or customized cotton shirt. As such, this collection centers on function and utility as key, with suits that are soft and wearable. These suits are worn oversized with jackets longer, lapels wider, and trousers higher on the rise- it’s certainly a wardrobe for those with an artistic, daring flair. With colors slightly mismatched, it’s a nod to the pop art palette, which includes pastels of soft pink and caramel, to electric hues of strong yellow and blue. paulsmith.com Paul Smith SS20 Paul Smith SS20

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39 June 2020 / ENTREPRENEUR.COM / 'TREP TRIMMINGS | THE EXECUTIVE SELECTION EDITOR’S PICK FUSION OF OPPPOSITES DOLCE & GABBANA The One for Men Eau de Parfum Intense by Dolce & Gabbana is a seamless fusion of opposites. Concocted by perfumer Jean-Christophe Herault, it is a scent of extremes, opening up with accents of golden neroli essence, fused with cypress and cardamom, as well as musky cashmere, tinged with calming clary sage and benzoin at its heart. Along with notes of deep black leather, patchouli, and labdanum, this is an intense, warm, and spicy scent that simply deserves a spot in your collection. dolcegabbanabeauty.com IN WITH THE OLD BREITLING Having debuted in 1984, the Chronomat continues to be centerpiece in the Breitling watch collection, and nearly 40 years later, the horology brand does not disappoint with its newest redesign of the timepiece. Throughout its evolution, every Chronomat has had features that makes it instantly stand out. First is the use of the signature rotating bezel, the interchangeable rider tabs at 3 o’clock and 9 o’clock that the wearer can adjust for either a count up or count down timer function, and the signature integrated Rouleaux bracelet with a butterfly clasp. Powered by the Breitling Manufacture Caliber 01, an in-house mechanical movement, it also comes with lume on the dial, with a 200-meter water resistance, making it a great dive watch as well. The collection consists of four steel on steel models, with silver, copper, blue, or black dials, as well as the Bentley model with a green dial, and the Frecce Tricolori limited model with a blue dial. Plus, there’s also a steel version with gold rider tabs, a silver dial, and a street bracelet, another with a steel and goal case, and finally a model with a golden case that comes with a black rubber strap. With the range of different metal and dial options, whether you wear it to your beach or your board meetings, you’ll be sure to find one that’s the right fit for you. breitling.com SHISEIDO Based off the company’s holistic research in skin science, Shiseido’s new Vital Perfection line is definitely worth your time. Its Uplifting and Firming Cream has a silky and luxurious texture that promises to fight wrinkles, dark spots, and the loss of elasticity. With its use of key ingredients that deliver on antioxidant, skin brightening and soothing functions, the high-glycerin moisturizer is ideal for treating dry, mature skin. Suitable for both your morning and evening skincare routine, after cleansing and toning, take two pearl-sized amounts with a spatula or your finger. With a light tap, dot evenly onto your cheeks, forehead, nose, and chin, and spread it out smoothly. Your skin will thank you! shiseido.com

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40 / ENTREPRENEUR.COM / June 2020 REFLECTIONS WHILE #STAYINGHOME 10 LESSONS I LEARNED THROUGH THE COVID-19 CRISIS T he world has been presented with its greatest fear: an ever-changing pandemic forcing global business communities at large to pause in confusion, in panic, and in distress. Leaders from an array of disciplines have been pushed out of their comfort zones to reassess their modus operandi and adapt to new market dynamics. Like many owners of self–funded businesses, I have nurtured the growth of my social concepts, The Happy Box, The Happy Studio, and Happy Hearts Global over the years organically and regionally, and yet, I was not prepared for a market play overnight. However, there is beauty in chaos, because amidst it all, a silver lining shines. This pandemic has forced us to remove our blind shades and see clearly, probably for the first time in a very long time. With hundreds of how-to guides pouring in from “experts,” is there really a survival handbook for all this? With so many lessons doing the rounds, here are a few of mine. LESSON 1 BACK TO BASICS IS KEY How many times has entrepreneur- ship been dubbed as the never-ending hamster wheel? I have been on it for six years, and I am exhausted. My business was always chasing the next big thing. I had this urge to diversify my product and service base, because it would in- crease our financial rewards, which it did- but so did our expenses. The COV- ID-19 disruption has enabled me to take a step back and refocus. By understand- ing what my business’ 10x factor is, I am able to capitalize on it, and ensure further systematic growth and sustain- ability. Despite the pandemic, our sales have increased, because our product of- fering has remained consistent over the years, with a strong consumer sense of brand loyalty. LESSON 2 EMBRACE AGILITY My late father used to always tell me, “You are a lion, Jumana,” and his words ring in my ears more so lately. This ethos bears a similarity with my lead- ership style. I have always thought of my business as agile, in the sense of its ability to move fast and be responsive, whilst maintaining a strong foundation. With market fluctuations over the years, there was no choice but to continuously innovate. Six years later, our concept remains. Businesses must never remain stagnant, and they must continuously evolve and adapt to new market trends. Nothing is ever set in stone- including existence. by JUMANA AL DARWISH CULTURE LIFE

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41 June 2020 / ENTREPRENEUR.COM / Jumana Al Darwish is an award-winning social entrepreneur and philanthropist. She is the co-founder of the international franchise, The Happy Box, and the founder of global brands, The Happy Studio, and Happy Hearts Global. Jumana holds a Bachelor’s degree in Community and Ethnic Studies from Concordia University in Canada, a Master’s of Science in Evidence-Based Social Intervention from Oxford University in the United Kingdom, and a Strategy Execution Program Certificate from INSEAD in France. LESSON 3 THERE’S STRENGTH IN PARTNERSHIPS What competitors fail to understand is that it takes years to build a brand, and a lot of trial and error. Brands are never built overnight, and what may work for one business may not necessarily work for another. Clients buy a product or service because of their allegiance to that brand, the consistency in its offering, quality, and service. As such, duplicating another business’ offering will not ensure success. There is power in partnerships. I’ve witnessed an in- crease in competition, even from the closest of our partners, but I have also seen impactful collaborations come our way in the form of co-creating with like-minded businesses and govern- ment entities for the greater good. LESSON 4 SHOWCASE SOLIDARITY Small businesses are important to the growth of any economy, yet they are fragile at this time, and need the great- est of support from governments and semi-government entities. Government fees alone compromise approximately 7% of our business’ yearly expenses. A solidarity fund supporting small businesses could help our future and the future of many others. The key to staying financially afloat is by lowering administrative costs, which could less- en the burden on small businesses like ours. What is needed is a backbone to rely upon, and there is no better one than having the support of our ena- blers, who basically helped nourish the sheer existence of our entrepreneurial spirit. LESSON 5 CASH IS KING In the words of Ken Morse: “Cash is more important than your mother.” Well, not mine, but you get the gist of what I am trying to say. Cash is everything. It is of great importance to maintain your business’ financial health, and more so when you are self-funded. This gets difficult at times when expenses are high and receiva- bles are delayed from partners, thus creating a prolonged cycle of payment delays, which hurts small businesses the most. I would love to see an ex- penditure scoring system put in place for all stakeholders, as this could really change the course of how we do busi- ness in the future. LESSON 6 REALIGNING TEAMS If anything, the COVID-19 crisis has made us all more human, more resil- ient, and more understanding, and yet even with that, there is a fine line. I have always said that personnel are at the core of a business’ success. With the right people on board and the art of delegating, your business is set. This pandemic has enabled me to determine the keepers, the ones who share my business’ core values, and those who don’t– and that is ok. It is always hard to let team members that you invested in go, but a crisis calls for thick skin and tough decisions to be made. LESSON 7 THE FUTURE IS TECH Technology has kept us uniquely con- nected and informed, and now is the time to upgrade and integrate technolo- gy processes in our business functions. In my business, I am not only deploy- ing technology for communications, but also looking into more effective technological channels and platforms to innovate our products and services, and serve our core essence. Tech is the future, and an investment that all small businesses should consider. LESSON 8 WEIGH SOCIAL VS. ECONOMIC VALUE We’ve seen throughout this crisis that social values supersede economic val- ues. In my humble experience, social enterprise should be a core component of one’s business, be it in the realm of education, nutrition, healthcare, en- vironment, female empowerment, or microfinance. The point is, initiatives that aim to create social value will add purpose to one’s business, and offer greater meaning to its existence and now more so, especially with the ongo- ing issues concerning global welfare. LESSON 9 REMAIN ETHICAL Ethics are the backbone of all human interaction, and when faced with risk, they tend to surface. I found this to be an incredible moment of truth that has helped me filter my stakeholders, from personnel, clients, and business partnerships. It has been my greatest learning, which will certainly serve as a basis for future business undertakings, and which will enable me to establish the boundaries I need for my business to thrive. LESSON 10 DON’T FORGET “YOU” Don’t forget to care for yourself. As you adapt to the new normal, you are truly not alone in the process. No mat- ter how hard we try to manage, there are things that remain outside of our control. Reach out to your trusted net- works and engage. I have always said that entrepreneurship can be a lonely experience, let alone leading during a time of crisis. We all need each other, and what an amazing journey it is to share this experience with others. The beauty of this process is that you will be equipped for anything, literally anything, after this. REFLECTIONS WHILE #STAYINGHOME A SOLIDARITY FUND SUPPORTING SMALL BUSINESSES COULD HELP OUR FUTURE AND THE FUTURE OF MANY OTHERS. THE KEY TO STAYING FINANCIALLY AFLOAT IS BY LOWERING ADMINISTRATIVE COSTS, WHICH COULD LESSEN THE BURDEN ON SMALL BUSINESSES LIKE OURS.

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42 / ENTREPRENEUR.COM / June 2020I 'm disappointed, at least in terms of results from the region,” says Deborah Webster, founder and CEO of Amani Circle (Amani means “harmony” in Swahili), a Dubai-based consultancy on sustainable business practices, when asked how satisfied she is on the impact of her ven- ture in the GCC market over the last few years. “However, I keep reminding myself that change happens by a few taking the lead, and until I find those few, I need to keep chipping away.” Born and raised in the GCC region, Web- ster launched Amani Circle in 2017 with an aim to unlock the region’s potential when it comes to achieving harmony between business practices and the envi- ronment, society, and communities. How- ever, she now finds a greater appetite for her work in the UK and Europe. “There are healthier ecosystems to drive in- novation,” she explains. “They also have more robust approaches to issues such as sustainability, data privacy, and ethi- cal consideration around technology. The message and approach in the UK and Eu- rope are vastly different from the 'move fast and break things' doctrine touted in Silicon Valley, which I frequently hear repeated in the ecosystem here.” Since it’s fairly rare to talk with a startup founder and/or advisor who is not unnecessarily bombastic, and does not shy away from giving constructive feedback in order to make things bet- ter, I ask Webster to share with me her thoughts on the UAE's entrepreneurial ecosystem in particular. “It pains me to say this, but I think that there's a lot of talk about innovation, and there are some brilliant people here, but it upsets me to see people taken in by fancy pitches and not peeling back the layers, so [the main challenge is] the lack of proper due diligence, and the lack of responsibility and thought around technology, data, and simple ethics,” Webster responds. “We seem to be backing 'me-toos' in a way that is akin to fattening up a cow to sell on the market. This, for me, is not innovation. It’s replication. And while we do this, the true innovators are being overlooked.” Webster is not just talking about the need to prevent such mistakes in the ecosystem- Amani Circle is a testament of her intention to do something about it. To start with, Amani Circle is focused on helping companies become both profit- able and purposeful. “The two matter, because if a company doesn't make a profit, it is unsustainable, it can't hire the best people, and/or won't be a secure place for those people to invest their time and talent,” she says. “When we say pur- pose, we look for those whose practices are a true and honest reflection of that purpose, i.e. purpose in action. One of the secrets in the sauce, so to speak, is find- ing out people's aspirations and whether they can fulfill them through their work. We like to say, you pay people to turn up, but they choose to donate their heart and their mind.” SAYING IT AS IT IS Deborah Webster, founder and CEO of Amani Circle, on creating a more ethical, responsible and sustainable way of doing business by TAMARA PUPIC START IT UP ECOSYSTEM "IT UPSETS ME TO SEE PEOPLE TAKEN IN BY FANCY PITCHES AND NOT PEELING BACK THE LAYERS, SO [THE MAIN CHALLENGE IS] THE LACK OF PROPER DUE DILIGENCE, AND THE LACK OF RESPONSIBILITY AND THOUGHT AROUND TECHNOLOGY, DATA, AND SIMPLE ETHICS.”

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43 June 2020 / ENTREPRENEUR.COM / SAYING IT AS IT IS | DEBORAH WEBSTER, FOUNDER AND CEO OF AMANI CIRCLE AVMANICIRCLE.COM The next pillar is responsible leadership. “Firstly, we create a distinction between leaders and people in positions of power, since just because people have a title doesn't mean that they are leaders,” she says. “Responsibility and accountabil- ity are key in drawing that distinction. Competence is one thing, but responsible leadership is about moral courage. It's about character (not personality). Is this person a person of their word? Can they be trusted? Character and responsible leadership are tested in tough times, like now.” According to Webster, another way to look at all this is as personal govern- ance. “People talk about family govern- ance and corporate governance, but, in reality, we’re only as good as our weakest link, the decisions and actions of indi- viduals,” she explains. “So, being able to understand and strengthen the human factor is very important.” Through Amani Circle, Webster also explores sustainable business practices, especially when it comes to the situations which she describes as 'good' people do- ing 'bad' things. “This is justified in the name of profit, or under the other popular banner of 'that is standard practice,’” she says. “For me, it begs the question of why we are creating and allowing corporate practices to corrupt people. Why do we think it's ok to act in a way that disre- gards consequences?” Amani Circle also analyzes the ethical use of data and tech- nology, Webster notes. “This is a big one, and where all of the above play a critical role, because just be- cause we can, doesn't mean we should,” Webster notes. “I'm of the view that to unleash powerful technologies, when we do not seem to have the character ma- turity to deal with them responsibly, is dangerous. With the current lack of global standards and regulation, some are be- having abysmally, because 'legally,' they can get away with it. In the process, they feel it's ok to collect and analyze copi- ous amounts of data, which is, in effect, hacking people's inner worlds, and thus, the ultimate invasion of privacy. I believe when Socrates said, ‘Know thyself,’ he meant for humans to know themselves and their inner world, not for Alexa, Siri, or Google to tell us who we are or what we want.” Webster started her career in the marketing field, which is what got her convinced in the power of relationships. Towards the end of 1990s, she moved to the US and worked for a startup that aimed to digitize the yellow pages in those early days of the internet. In the midst of Webster talking about her love of build- ing things in new domains, I notice that this part of her story carries a lesson for how to go about making decisions in difficult situations- so, dear reader, pay attention! “That was also where I faced a tough moral dilemma, because, through the books, I saw that funds came in from investors one day, and the next, large pay- ments would be made to the directors as loans to officers. No one else in the com- pany was aware of that. In the meantime, they were not meeting payroll. I remem- ber the CEO calling a town hall meeting to explain the situation to people, and that they were trying to figure it out. He added that, if anyone had any bright ideas, they were willing to listen. I remember speak- ing out to say I did, but advised it would be better if we discussed it in his office.” At this point, it's important to note the power dynamics at play: Webster was then “a little 25-year-old girl,” and she was having to state her case to a burly ex-Chapter 11 attorney from California. “I told him that I saw some loans to offic- ers so maybe the officers should pay them back,” Webster remembers. “I cheekily pointed out a loan is, by definition, a payment due, but, in his mind, the loans were instead of them taking out salaries. I challenged him on that point, highlight- ing that that meant all the risk was sitting >>>

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44 / ENTREPRENEUR.COM / June 2020 with the employees.” To emphasize the point, Webster paints the pic- ture by telling me about one of the employees- a manager from the of- fice in New York, a single mother, with no other source of income. “So, if I stayed, I would be lulling people into a false sense of security that everything was fine, but in effect, putting them more and more into a financial hole. If I left, it would likely be taken as a signal of trouble, which could lead to some people, if not all, leaving, which meant that we would not finish the product, and hence, no revenues.” But Webster wasn’t satis- fied with the two routes she had in front of her- so she went on and cre- ated a third option. She contacted recruiters and got new roles for the team. This personal initiative and com- mitment to help others served as Webster’s first foray into the recruit- ing industry. “It was about really understanding the client, the vibe of the company, and other little things to get the 'fit' right,” she says. “I also got really good at profiling can- didates, because by understanding both the candidate and the company, I could zero in on targeting the right candidate for the right role/right company, saving time, and improving outcomes. Some of the jobs were just filling in for someone for the day, but the fit was so right that by noon on that day, the client would call ask- ing if they could take them on board full-time.” Working in recruitment, Webster says, taught her the power of a paycheck, “and how a job, even for a day, can make a marked differ- ence in the lives of people who live hand to mouth.” This period of her career holds one more interesting story which hap- pened during the 2008/2009 finan- cial crisis. “I remember getting a call from a past candidate, who was with Lehman Brothers, asking if I could help him and his team. So, I started meeting them and profiling them, not really knowing what I could do given what was happening around us. So I called a client who was also a mentor, and after I explained the composition of the team, and that I hadn't met the heads yet, he said, ‘I’ve always known you do things dif- ferently, but today you've gone up in my estimations even more.’ It turned out that every recruiter in town had contacted him trying to sell him the team, but no one had sat down to figure out the engine, so to speak.” Before you finish reading this feature, I will share with you a few other valuable lessons from Web- ster’s fruitful career. Some years ago in Malta, Webster took part in a Nokia challenge for innovative solu- tions using low tech phones to solve a problem for people living on less than US$2 per day. The solution did not win, but the projects was suc- cessful nevertheless. “If we want to change the world, we won't do it through charity, but by changing the way business operates,” Webster concludes. “Solutions exist, but a key obstacle is human apathy; there- fore, aligned interests and appetites are essential if we want to build traction and see results. And, lastly, we need to reverse engineer the keys that bring mutual success to companies and people. They are the ones that, in reality, set me the chal- lenge to plough all my experiences, research, patterns into a model that we call Amani.” START IT UP ECOSYSTEM 1.“Some companies that have a more command and control style of leadership struggled to deal with the working-from-home environment. Some were tempted to compen- sate for the lack of ‘visibility’ by deploying au- thoritarian-like technology to monitor people’s inputs. Companies need to think through what matters more– input or outputs. They also need to consider what employees’ expecta- tions will be post-crisis, and ensure they have the environment and circumstances that enable bright people to operate.” 2. “In some cases, there was poor handling of treatment of people. For instance, to cut costs, some companies decided to let go of people, which impacted not only their paychecks, but other factors like health cover and visas. The UAE government was very good in changing some of these regulations, but the reality is then when lockdown is lifted, the 30-day window is likely to be back in place, and these people will have to leave the country. Others chose to relegate the responsibility of an- nouncing layoffs to HR where, in reality, this is the leadership’s responsibility. The other factor was the trickling of decisions of this nature, creating further angst in a situation that is already rife with uncertainty and fear. This is a sign of weak leadership, and needs to be addressed.” 3. “Some companies, especially startups, need to consider that what they were working on, and/or their approach may have been relevant before the crisis. But they must not underestimate how the crisis will impact the relevance of their business and/or approach. They must factor this in deciding what to do going forward.” 4. “There may be a temptation to use the crisis to implement technologies that are more akin to surveillance tech. There may not be any legislation currently to stop these practices. But as founders, investors, and decision-makers, we have a moral obligation not to deploy tech that has the risk of taking away people’s privacy and freedom– regard- less of the spin and hyperbole media and project promoters may be using.” ‘TREP TALK FOUR NOTES DEBORAH WEBSTER HAS MADE ON BUSINESSES NAVIGATING THE COVID-19 CRISIS “IF WE WANT TO CHANGE THE WORLD, WE WON'T DO IT THROUGH CHARITY, BUT BY CHANGING THE WAY BUSINESS OPERATES. SOLUTIONS EXIST, BUT A KEY OBSTACLE IS HUMAN APATHY; THEREFORE, ALIGNED INTERESTS AND APPETITES ARE ESSENTIAL IF WE WANT TO BUILD TRACTION AND SEE RESULTS.”

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46 / ENTREPRENEUR.COM / June 2020 ZIINA ziina.com Ziina, a UAE-based licensed social peer-to-peer (P2P) payment solution, has suc­ cessfully raised a pre-seed round of US$850,000, led by San Francisco-based Class 5 Global, with partici­ pation from Samih Toukan’s Jabbar Internet Group and other prominent angel investors. Promised to be as easy as sending a text message, the social P2P payment solution is available on the iOS App Store and Google Play Store for download, which allows UAE bank account holders to send and receive money with just a phone number- no IBAN or SWIFT code required. According to its release, the app offers bank- grade security and end-to- end encryption, providing a seamless way for users to split cost of the bill. “WE GOT FUNDED!” The stories behind the recent fundraising successes of MENA startups Ziina, Ogram, and Baims by PAMELLA DE LEON 1. Have a short-term vs long-term plan "Investors want to hear from a founder that can navigate both favorable and tough circumstances. Given the current climate, they want to understand how your startup is positioning itself in the short-term without sacrificing its long-term vi- sion. Show them how you’re navigating current circum- stances to get to that light at the end of the tunnel." 2. Demonstrate what you’re building "This is the time for you and your team to focus on build- ing. Show VCs that you’re using this time effectively by demonstrating how you’ve iterated your product. How is your core product going to come out of this current situation better?" 3. Be optimistic "It is natural for every en- trepreneur to be optimistic; this isn’t the time to lose that optimism. Investors can feel it. While current circum- stances aren’t favorable, bad times don’t last. Uber, Airbnb, WhatsApp, Groupon were all founded in the last reces- sion. To quote Y Combinator’s Paul Graham: “Any startup that gets started during the next few months is dispro- portionally likely to succeed. Success depends most of all on determination, and imag- ine how determined you have to be to start a startup in a global pandemic.” ‘TREP TALK ZIINA CEO FAISAL TOUKAN SHARES TIPS FOR ENTREPRENEURS LOOKING TO RAISE FUNDS FROM INVESTORS AMID THE COVID-19 CRISIS Faisal Toukan, CEO and co-founder, Ziina START IT UP STARTUP FINANCE IMAGES COURTESY ZIINA

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47 June 2020 / ENTREPRENEUR.COM / Co-founded by Faisal Tou­ kan, CEO, Sarah Toukan, Chief Product Officer, and Andrew Gold, VP of Engineering, the startup is on a mission to simplify payments for everyone. By leveraging the MENA re­ gion’s adoption of fintech, Ziina aims to encourage the use of mobile payment solutions to fast track the UAE’s transition towards a cashless society. Fresh from launching their operations out of in5 Dubai’s startup incubator, with a license issued by TECOM, the founding team seems to have a good support system too- their advisory board includes serial entrepreneur Samih Toukan, as well as Emre Tok, former VP of Growth at Careem, who led a team of 80 people. Using research on its core target demographic, the startup plans to introduce value-added services such as QR code integration, prepaid cards, and utility payments, among others. The team is keen to democratize access to financial services by be­ ing the go-to platform, with plans of making it easy for anyone who wishes to invest by integrating third party robo-advisors to Ziina’s platforms. In terms of plans for the future, the startup plans to launch operations in Saudi Arabia in 2023, and the team also plans to integrate different revenue streams in their platform. For point-of-sale solutions and prepaid cards, Ziina will take a small percentage fee on all transactions from vendors. Toukan also points out that with the ongoing COVID-19 crisis, they expect an uptake in use for their platform as one, people have fewer opportunities to meet in person, so they will resort to sending remote pay­ ments when they need to pay someone pack, and two, people are wary to handle physical cash to avoid pos­ sible germ contamination. “Muslims in the UAE can use the Ziina app to send cash gifts to each other to preserve cultural and religious traditions," he also notes. As a region with one of the highest rates of smartphone penetration in the world and a young population, Joel Ayala, co-founder and Managing Partner of Class 5 Global VC, noted his compa­ ny's eagerness to join Ziina's funding round, saying, “The economy is still cash-based. It’s tough for people to do simple things like paying their friends. Ziina is taking a Silicon Valley mindset to the region, and solving this problem with technology.” Ahmed Wadi, founder and CEO, Moneyfellows Sarah Toukan, Chief Product Officer and co-founder, Ziina Andrew Gold, VP Engineering and co-founder, Ziina WE GOT FUNDED | MENA STARTUPS ZIINA, OGRAM, AND BAIMS THE SOCIAL P2P PAYMENT SOLUTION ALLOWS UAE BANK ACCOUNT HOLDERS TO SEND AND RECEIVE MONEY WITH JUST A PHONE NUMBER- NO IBAN OR SWIFT CODE REQUIRED. The Ziina app

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48 / ENTREPRENEUR.COM / June 2020 OGRAM ogram.ae In an indication of how the MENA region is embracing the future of work, UAE- based platform Ogram has announced the completion of a US$870,000 in a pre- Series A equity round by Global Ventures. Launched in 2016, the online platform connects on-demand vetted gig workers with temporary job opportunities in different sectors, mostly in F&B, hospitality, e-commerce and logistics. The startup solves staffing challenges such as limited access to reliable staff, lengthy and costly onboarding processes for temp workers, and a lack of availability of staff at a short notice. Co-founders Shafiq Khartabil and Karim Kouatly, who were former restaurant operators, experi­ enced similar staffing issues and wanted to address the staffing issues they faced in the F&B sector. In 2019, they were joined by former banker Karim Beyhum. According to a statement, the startup has, so far, served over 450 businesses and individual clients in the UAE, with over 1,050 active service providers placing 2,000 jobs per month. The Ogram app and website allows customers to book a job opportunity, as well as access to automated clock- in/clock-out timesheets, and direct staff payment through individual online wallets. The platform features pre- screened part-timers such as baristas, bartenders, waiters, drivers, entertain­ ers, retail staff and cleaners. UAE residents who apply for temporary work permits to accept part-time work can apply for roles in the plat­ form. Clients have included Al Tayer Group, Anantara Group, Bentley, and Chez Charles. With the new capital infu­ sion, Ogram plans to scale its business in the UAE. As the current pandemic stir current employment structures, Noor Sweid, General Partner at Global Ventures is bullish on her company’s partnership with Ogram, with the firm also joining Ogram’s board fol­ lowing the round of funding. “We believe that embracing flexible work and upskilling the workforce to adopt mul­ tiple jobs will be the future of work in the region,” she says. Khartabil notes that the current situation with the COVID-19 crisis has been a wake-up call to the global workforce, pushing indi­ viduals to garner multiple income channels and for companies to look into flex­ ible solutions to reduced fixed costs amid the market uncertainty. “Going forward, we believe that flexible workers will allow busi­ nesses the agility to recover in line with the economy,” he says. “The gig economy is the future of work and mul­ tiple jobs will be the norm future generations. It is a great time for investors and industry to take part, and fuel this growth.” START IT UP STARTUP FINANCE IMAGES COURTESY OGRAM 1. "Embrace the crisis and find creativity in building value to your existing user base or a new user base. 2. Don’t bargain with the idea that things will go back to status quo. Accept the change, and adapt quickly. 3. Engage your investor base, and continue investor discussions on how your business model has adapted during COVID-19, and what that looks like post COVID-19 (emphasizing on product sustainability). 3. Reinforce your mission/ vision with your investor discussions with strong conviction galvanizing them to believe your mission/ vision as well." ‘TREP TALK OGRAM CO-FOUNDER AND CEO SHAFIQ KHARTABIL SHARES TIPS FOR ENTREPRENEURS LOOKING TO RAISE FUNDS FROM INVESTORS AMID THE COVID-19 CRISIS Ogram co-founders Shafiq Khartabil, Karim Kouatly and Karim Beyhum

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49 June 2020 / ENTREPRENEUR.COM / BAIMS baims.com Kuwait edtech startup Baims had successfully raised an undisclosed amount in a seed funding round led by Al­ Wazzan Education, a service provider of K-12 American, British and Arabic education in Kuwait, along with VC firm Seed Partners, and several angel investors. Launched in 2017, Baims is an e-learning platform for Kuwait students that digitizes the offline tutor­ ing experience and makes content accessible online. Started by Yousef AlHusaini and Bader Alrshaid while pursuing their engineering degrees in Kuwait University, it was originally focused on engineering subjects, and has since grown to tailor fit high-quality tutoring courses based on the university cur­ riculum. With a 70% discount on the price tag of a normal tu­ toring hour, AlHusaini notes that the startup was able to break even in just 24 hours after its launch. AlHusaini commends the help of the startup’s early supporters, including engineer Khalid Al­ bash who taught physics and lent his office to shoot Baims’ first courses. They also credit Hemma Tech Accelerator’s Jassem AlMutawa, who, even while the duo were still university students, provided them with guidance on lead­ ership, negotiation, and the significance of having a scal­ able plan, as well as offered his office and studio spaces for their use as well. With a portfolio of top tier professors and tutors, the startup has expanded its scope to include colleges and universities in Kuwait and Saudi Arabia today, and it has also added courses suited for high school students. The platform is run on a revenue- sharing model with its in­ structors, who provide con­ tent tailored for each subject. Available on web, iOS, and Android devices, it has more than 1,000 recorded courses and over 30,000 lectures, with more than 450,000 course enrollments. With the impact of the coronavirus pandemic crisis manifesting in all industries, Alhusaini and his team of­ fered all of the startup’s high school courses for free, which helped it amass over 130,000 new course subscriptions and also introduce a large section of the high school population to online learning. “Before COVID-19, [people] thought that edtech startup solu­ tions are a secondary option, but today, it’s a need and a must!” he notes, adding that now is the best time for investors to leverage the op­ portunity in the huge digital transformation in the educa­ tion sector, given how Baims experienced exponential growth in a matter of days. This is a sentiment that is shared by one of their inves­ tors too- Fawaz AlObaid, Managing Partner of Seed Partners, comments, “We are thrilled to be joining Baims, a startup who we feel serves a much-needed purpose in our modern so­ ciety. Baims is a unique and well-guided startup, focusing on empowering the youth and offering other models of education. Edtech has always been an intriguing field for Seeds Partners, and we are extremely honored to be as­ sociated with Baims and its founders in helping pave the way for future generations.” As for advice for fellow ‘treps in these times, he shares: “Keep your burn rate low, and hire based on your needs, be flexible with adapting the new change, and restructure your plan overall for 2020, and focus on user acquisition, market share, and giving back to the com­ munity.” Looking forward, the co-founders are now keen to grow their startup within the region. “Our ultimate goal is to be a part of the stu­ dent’s life,” says Alhusaini. “Baims stand for Big Aims, and our aim is to build a strong youth community for a better educational ecosystem in the GCC and MENA region, and improve educational content.” IMAGES COURTESY BAIMS THE SOCIAL P2P PAYMENT SOLUTION ALLOWS UAE BANK ACCOUNT HOLDERS TO SEND AND RECEIVE MONEY WITH JUST A PHONE NUMBER- NO IBAN OR SWIFT CODE REQUIRED. Yousef AlHusaini and Bader Alrshaid, co-founders, Baims Baims app WE GOT FUNDED | MENA STARTUPS ZIINA, OGRAM, AND BAIMS

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50 / ENTREPRENEUR.COM / June 2020 W hen New York Universi- ty Abu Dhabi (NYUAD) opened its campus in 2010, it was a key step in the UAE’s strategy to move the country into a knowledge-based economy, remembers Ramesh Jaganna- than, NYUAD Vice Provost for Entrepre- neurship. At the time, Jagannathan was among the small group of founding faculty members on the ground, having joined NYUAD after a three-decade-long career at Eastman Kodak Company, and “hav- ing witnessed firsthand its rise and fall as a giant in corporate innovation.” As the Associate Dean of NYUAD Engineering, he helped build the university, and was then invited by the Abu Dhabi govern- ment to be one of the five experts to certify its 2030 vision. “I was struck by the immense potential for the Abu Dhabi startup ecosystem to lead the UAE and the MENA region,” Jagannathan says. “We bootstrapped a pilot entrepreneurship program at NYUAD in 2015, and offered free weekly educational and training programs for the UAE community on lean startup, customer discovery, digital mar- keting, startup financing and legal, angel investment, and fundraising.” In 2016, Jagannathan and his team managed to successfully raise significant funds for startAD, which was built as a model for entrepreneurial education and innovation for the GCC region by NYUAD and Tamkeen, an Abu Dhabi-based government company that bills itself as one “that delivers projects enriching the UAE's social, cultural, and educational landscape.” Despite the then ongoing global oil crisis, Jagannathan remembers startAD finding favor with the ecosystem at large owing to the way it worked. “The model enables major regional corpora- tions to innovate with global startups through an immersive program that is based on a disciplined, repeatable, and scalable process to efficiently de-risk the path to product/market fit,” he explains. Indeed, in a short period of three years, startAD has created a successful ecosys- tem platform of programs aimed at re- gional capacity building, youth entrepre- neurship, research commercialization, and business acceleration for SME, corporate, and government innovation. It has gradu- ated 118 global startups that have raised US$50 million, secured over 50 pilots with corporations, generated $15 million in revenue annually, and created over 250 jobs. Over 6,000 people have participated in startAD programs in these three years. “We strongly believe that startAD’s holis- tic approach, the processes and programs are directly applicable to scale and build MENA and other emerging ecosystems,” Jagannathan declares. "It is an unprec- edented opportunity for the UAE to be the regional leader in the 21st century entre- preneurial economic transformation.” However, this process has not been smooth sailing at all times. Robyn Brazzil, Director at startAD, says that working in an emerging ecosystem often included overcoming the lack of cultural acceptance of entrepreneurship and adoption of new technologies. “This was universal across A launchpad for success “OUR PHILOSOPHY IS TO NOT JUST TEACH THE COMMUNITY HOW TO CODE, BUT GIVE THEM THE ENTIRE DIGITAL OPEN SOURCE TOOL KIT TO BUILD ANY SMART SYSTEM THEY COULD IMAGINE.” IMAGES CREDIT STARTAD As it celebrates its third anniversary in the UAE, a look at how startAD has bolstered Abu Dhabi’s entrepreneurial ecosystem by TAMARA PUPIC and ABY SAM THOMAS START IT UP ECOSYSTEM Ramesh Jagannathan, Vice Provost for Innovation and Entrepreneurship and Managing Director of startAD

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51 June 2020 / ENTREPRENEUR.COM / A LAUNCHPAD FOR SUCCESS | A LOOK AT HOW STARTAD HAS BOLSTERED ABU DHABI’S ENTREPRENEURIAL ECOSYSTEM the stakeholders we engaged with, from corporates, government entities, and even within the university,” Brazzil says. “The only remedy for this was time, and demon- strating the viability of entrepreneurship as a legitimate career path through regional successes like Careem and Souq.” Other challenges included finding people with the right mix of expertise and the right mindset to join the program as mentors, trainers and coaches. Today, she adds, their team of experts is their biggest strength, who are constantly developing new program offerings that do not currently exist in the market, which include a community based prototyping lab, a hardware-based accelera- tor, a UAE-wide youth incubation program, and most recently, a deep tech focused in- cubator targeting UAE research and faculty. Jagannathan adds that startAD’s strategy to build the regional ecosystem is based on the philosophy of demystifying and democratizing the entrepreneurial innova- tion process, especially in the digital smart space. To provide an example, Jaganna- than explains that its Al Warsha program is based on a gender, education, and age neutral philosophy, where a grandparent in their seventies, or a construction worker, or an architect who is interested in transform- ing their career, or even an artist would learn how to build their own smart systems in a matter of hours. They would learn using open source platforms how to build prototypes, such as autonomous cars, smart vacuum cleaners, a smart watch, or a smart speaker, and interact with them using voice, gesture or facial recognition. Furthermore, the Al Warsha program helps startups and potential entrepreneurs to productize their innovations in Shenzen, China, by connect- ing them to startAD’s network partners. Most importantly, these programs are of- fered to people at no cost. “Our philosophy is to not just teach the community how to code, but give them the entire digital open source tool kit to build any smart system they could imagine,” Jagannathan says, explaining that the Al Warsha program is conceptualized as the foundation to cata- lyze and build the innovation infrastructure across the entire regional community, and as such, it has so far trained over 1,000 people and supported over 20 prototypes. “I am also proud of the community that we have built and the ‘give back’ mentality of our entrepreneurs,” Jagannathan adds. >>> THE EXECUTIVE SUMMARY startAD’s corporate partners sound off on the program’s growth and development over the years Samah Al Hajeri / Chief Innovation Officer, UAE Ministry Of Economy “I believe that startups and small and medium-sized enterprises (SMEs) will lead the economic growth in the UAE and the GCC over the next few years. The UAE government has been aware of the importance of startups and SMEs in supporting the national economy and its crucial contribution to GDP; hence, there are many initiatives and projects to support and encourage both locals and residents to start up their businesses in UAE. The importance of having a program like startAD in UAE lies in its main role in stimulating the growth potential of the UAE in the region, being a hub to accelerate and support startups and innovation, as well as in developing the startup ecosystem in Abu Dhabi and the UAE. The startAD program actually contributes highly by removing the barriers to entry, providing tangible resources and providing the environment and ecosystem, so that the very best ideas and entrepreneurs are allowed to flourish. We have decided to associate with startAD due to their impact in the entrepreneurship and innovation ecosystem as in just three years, startAD has welcomed over 6,000 participants and accelerated over 100 startups– 68 of which are based in the UAE. Moreover, startAD has it all in one; their experienced staff and the local expertise with international exposure and knowledge, the facility and space provided to startups from labs, spaces and prototyping facility, the quality and the content of the training courses as well as the programs and mentorship that are delivered. Furthermore, their strong international network being integrated with NYU is an important factor to support startups. Dealing with startAD’s professional and experienced staff made my experience with startAD was very pleasant. Our employees have learned a lot, and enjoyed the experience, which has resulted in some of the employees have decided to incubate their personal projects and ideas in startAD.”

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52 / ENTREPRENEUR.COM / June 2020 “For example, one of our youth program participants had an idea for a hardware- based startup and was running into challenges on how to scale his product to be production ready. He was able to access our lab facilities with the help of our team and prototype several versions of the product, and then we were able to connect him with other more experienced entrepreneurs we have worked with, both within the UAE and abroad, to answer questions about how to manufacture and grow a hardware-based business. At other times, we see a successful startup that takes on talent from another startup from the same cohort that was unable to continue. There are many such examples where an entrepreneur can truly start with an idea, and get the resources they need every step of the way through our network and community. These opportu- nities make me proud of the community that we have built.” Lenka Basweidan, founder and COO at Arabee, a multi-format online Arabic language program, confirms that taking part in startAD proved beneficial to them due to forging valuable connections with other startups and industry experts. “You get out what you put in, and this quote encapsulates our participation in the startAD program,” she says. “The startAD team has been key in ensuring we got the most out of the program. If we needed help in a way that was not part of the incubator, they went out of their way to help us in any way they could, but attendance and participation are key. You are given the opportunities to connect with fellow entrepreneurs, learn new skills, refine existing ones, acquir- ing knowledge you didn't even realize you needed to know. The one-to-one START IT UP ECOSYSTEM “Innovation, technology, and sup­ porting startups has always been at the forefront of the UAE’s agenda as the country transitions to a knowledge-based economy. As such, a program like startAD is per­ fectly aligned with national objec­ tives and developing a supportive ecosystem for startups. The Manassah entrepreneurship competition, which was designed to support the UAE’s most ambitious retail and F&B entrepreneurs, is Aldar’s first retail startup program in partnership with startAD. Joining forces with this global accelerator is a fantastic way for us to build a community of entrepreneurs and harness their talent to energize our communities. Choosing them as our partner also came as a natural deci­ sion since they have already made great strides in that domain, directly contributing to the UAE’s economy by providing startups with the nec­ essary tools to launch, develop, and scale their ventures. So far, this competition has given us the pleasure to meet with a num­ ber of creative and talented people developing innovative concepts, and we look forward to working closely with them. It is really exciting to see homegrown concepts be­ come part of our thriving retail port­ folio. Another reason why we are so keen to work with more startups is the mutual benefit. They benefit from working with a company such as ours that can offer scale and large company expertise, and we can learn from them. Specifically, we can learn how to be more dynamic, innovative, and agile– three of our core values at Aldar and areas we are constantly seeking to build upon. Innovation is something that is embedded in our corporate mission statement, and to increase our maturity in this area, we plan to inject more startup solu­ tions into our business. We advise any interested startups to reach out to us in order to explore col­ laboration op­ portunities. We are very keen to support them take their plans to the next level, and identify the best ways for them to grow.” THE EXECUTIVE SUMMARY startAD’s corporate partners sound off on the program’s growth and development over the years Maan Al Awlaqi / Executive Director – Strategy & Transformation, Aldar Properties “THE BIGGEST VALUE WE GIVE STARTUPS, BESIDES CUSTOMERS AND FUNDING, IS SAVING THEM TIME. OUR PROGRAM IS DESIGNED TO CONDENSE WHAT CAN BE A PAINFUL 12-18 MONTH SALES CYCLE INTO A MATTER OF WEEKS AND MONTHS."

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53 June 2020 / ENTREPRENEUR.COM / A LAUNCHPAD FOR SUCCESS | A LOOK AT HOW STARTAD HAS BOLSTERED ABU DHABI’S ENTREPRENEURIAL ECOSYSTEM mentorship part was particularly helpful as it is tailored to your startup. So, the more effort you put in, the more benefit you will get out.” This sentiment is echoed by Nadim Habr, CEO of DesignHubz. “Being part of startAD enabled DesignHubz to accomplish in 10 days what would have taken us three months,” Habr says. “I would recommend any fellow entrepreneur to join startAD. The program is an intensive two-week sprint that gives startups access to customers, investors, and mentors. These are the top three priorities for any startup.” Prateep Basu, founder of SatSure, a spatial data intelligence startup, moved from India to attend the startAD program in order to learn about the MENA region’s construction market. “We learnt quite a lot about the cul- tural way of doing business in the UAE, and through our interaction with local firms, such as IMKAN, CCC, ADM, and ProTend- ers. The networking sessions with repre- sentatives of these companies, the mentors of the program, and the other entrepreneurs who were part of the cohort along with us gave us deep insights into technology trends in this sector, key market gaps which people are excited about solving, and potential partnerships that we could have in the re- gion. Because of this wholesome experience and the fact that SatSure won the Imkan Innovation Award of $10,000 along with a paid pilot project, we have been actively seeking business in the region, and we have also identified a local partner, Abu Dhabi- based Digital Trinity, to establish a joint venture with in order to bring our automat- ed satellite image analytics products to the region to help executives in the construc- tion and oil and gas sectors address some of their key project management challenges.” The main benefit of the program, Basu says, is that it is very goal-driven. “To make the best out of this program, I would suggest coming prepared for 10 days of high energy, a good mix of academic and practical coach- ing on business modeling, lots of coffee, and very little sleep!” One of startAD’s key advantages lies in its collaborative model that involves many stakeholders across corporates, government, investors, and academia, both locally and globally, and across the entire startup life cycle, Jagannathan explains. “This means that we can support ventures from the idea- tion stage all the way through launch and exploring new markets,” he adds. >>> THE EXECUTIVE SUMMARY startAD’s corporate partners sound off on the program’s growth and development over the years Walid El Hindi / CEO, Imkan Properties “We believe that the UAE is an environment where innovative and entrepreneurial spirit thrives with its excellent infrastructure and business-friendly economy. At the very core of IMKAN is an ethos to ‘do this differently,’ as we aim to redefine and foster new standards of modern community living and national development through innovation and forward- thinking. As a major push towards supporting Abu Dhabi as the creative and entrepreneurial capital of the UAE, we decided to partner up with NYU’s startAD program. We fully support and share their vision in advancing local industries through introducing global technology. Furthermore, we believe the startAD program truly unlocks the country’s potential by equipping students, startups, and corporates from across the globe with the necessary tools needed for homegrown innovation that serve a global need, while contributing to UAE’s economy through new business development and job creation. Last year, we embarked on a corporate innovation partnership with startAD, where we awarded the startup SatSure with the US$10,000 IMKAN Innovation Award. The geospatial data analytics company leverages advances in satellites, machine learning, and big data analytics, and supports local corporations in developing decision-making insights for planning and monitoring assets. This year, we officially launched the pilot program with SatSure as part of our agreement as Venture Launchpad sponsors. We are at the initial stage of the program, whereby the team is developing the software and installing the hardware onsite, and we are very pleased with our progress so far.” "WE BELIEVE THE STARTAD PROGRAM TRULY UNLOCKS THE COUNTRY’S POTENTIAL BY EQUIPPING STUDENTS, STARTUPS, AND CORPORATES FROM ACROSS THE GLOBE WITH THE NECESSARY TOOLS NEEDED FOR HOMEGROWN INNOVATION."

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54 / ENTREPRENEUR.COM / June 2020 START IT UP ECOSYSTEM startAD’s accelerator model is also a low-risk way to explore the market, since it takes zero equity while start- ups gain the tools necessary to develop a robust sales process, and understand pilots and partnerships while apply- ing them directly with its corporate partners. “We work with our corporate partners closely for months ahead of the accelerator cycle to align on desired outcomes, refine their problem statements, and match them with the startups,” Jagannathan explains. “The biggest value we give startups, besides customers and funding, is saving them time. Our program is designed to condense what can be a painful 12-18 month sales cycle into a matter of weeks and months. This is huge for a startup at the early stages where time wasted on big corporates that will go nowhere or who ask for endless cus- tomizations can kill a startup’s growth trajectory.” Going forward, Jagannathan and his team do not intend to slow down. Some of the key milestones ahead of them, he says, include setting up the infrastructure and catalyzing the necessary stakeholders to support research commercialization. “While NYUAD is our home, we work side by side with world leading researchers and labs that are creating amazing innovations in deep tech that can be grown from the UAE,” he says. “This is a long-term process that we hope to see materialize in faculty spinoffs in the next five years from not just NYUAD but other UAE universities. We are also looking forward to sup- porting more students through our youth programs, which will focus more on future skills building and creating conscientious leaders that will create products that have a deeper impact on society. Lastly, we are proud to be a part of the vibrant Abu Dhabi eco- system where month over month. new initiatives are being launched. I think given all of the recent activity in the past 12-18 months, we will start seeing results in the next few years, which, to me, would translate to more compa- nies establishing in Abu Dhabi, and more Abu Dhabi companies securing post Series A rounds of funding.” “Abu Dhabi has been and will continue to show economic gains by supporting efforts in value creation, knowledge transfer and diversification. Part of that effort is nurturing and growing the local entrepreneurial talent. Anchored at NYU Abu Dhabi and powered by Tamkeen, an Abu Dhabi government owned company, startAD is a key player and a positive contributor within Abu Dhabi’s entrepreneurial ecosystem. startAD is an Abu Dhabi-based global accelerator steering technology startups to launch, develop, and scale their ventures. Accordingly, Khalifa Fund, an enabler and orchestrator of the entrepreneurial ecosystem, has chosen to work with startAD due to synergies and vision to foster the local entrepreneurial talent by bringing global perspective into local context. startAD are passionate and serious about their mission. They do not take shortcuts, are committed to success, and they deliver. startAD was able to adapt quickly to changes and needs, embrace collaboration, and have a proactive attitude to achieve the desired goals. Entities, private, public or semi- public, could easily benefit by working with startAD to foster both the entrepreneurial and intrapreneurial talent for a more vibrant economy. We strongly recommend working with startAD, and we plan co-create and deliver high-impact programs in the future. startAD are passionate and serious about their mission. They do not take shortcuts, are committed to success, and they deliver.” THE EXECUTIVE SUMMARY startAD’s corporate partners sound off on the program’s growth and development over the years Mouza Al Nasri / Acting CEO, Khalifa Fund For Enterprise Development "KHALIFA FUND, AN ENABLER AND ORCHESTRATOR OF THE ENTREPRENEURIAL ECOSYSTEM, HAS CHOSEN TO WORK WITH STARTAD DUE TO SYNERGIES AND VISION TO FOSTER THE LOCAL ENTREPRENEURIAL TALENT BY BRINGING GLOBAL PERSPECTIVE INTO LOCAL CONTEXT. "

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56 / ENTREPRENEUR.COM / June 2020 W hile the airline industry may still be figuring out its bearings given the impact of the COVID-19 crisis, Dubai-based startup The Concept is making its presence felt in this landscape thanks to its innovations that help boost the sector’s efforts in the sustainability domain. Founded by Yadhushan Mahen- dran, Maria Sobh, and Muhammad Rijal Hikmatullah, The Concept was formed in 2017 with the mission to create “disrup- tive hardware and software solutions that embodies sustainability, technology, and innovation.” With the initial aim to re- move non-sustainable hardware from the aviation industry, its first core prototype distorts a centuries-old product: a pas- senger’s inflight food tray. The redesigned lightweight in-flight economy food tray called NEOS Fly combines functionality, sustainability, technology and conveni- ences, and would make a positive impact on the environment, while also allowing airlines to save money in the long run as well. The trio, who have diverse backgrounds in business, design, and engineering, started out on this enterprise while they were university students, and got their venture off the ground by joining the Dubai-based aviation and travel incuba- tor, Intelak. Having to balance their final year as university students, while setting up their own startup was a challenging but rewarding experience, Mahendran remembers. “We’ve not only grown as co-founders, but also grown individu- ally as entrepreneurs in way where we’ve learnt how to balance our company.” He commended the program’s mentors as essential in helping them realize the capacity to build a startup, while also helping boost their relationship and skills, which soon grew to complement each other’s. “This [experience] not only let us validate our business potential by working with some of the world’s leading airlines and flight catering centers, but it also helped us to fulfill and understand the fact that there is a need for sustain- able hardware in this market.” Being selected as one of the top winners in the program then enabled them to get direct access to key stakeholders in the aviation market, and they soon noticed the lack of sustainable hardware for the aviation sector. “This further strengthened our drive towards achieving our vision. Our aim through our company is to balance innovation, sustainability, and price points for our clients, whilst maintaining the highest possible quality.” By honing into this gap in the MENA region’s aviation market, the co-founders settled in on The Concept’s core value of sustainability, and essentially, disrupting the supply chain of waste management. The Concept partnered with manufac- turers and recyclers based in Europe, wherein they have the capability to de- sign, manufacture, and recycle in-house. Though they’re currently engaging with UAE government sectors to help setup production facilities locally, finding a lo- cal company with whom they could part- ner up with was a major hurdle initially, as most of them didn’t want to work with smaller companies like The Concept. However, the co-founders call this one of their “best” hurdles, as it forced them to look for out-of-the-box solutions, which included designing products designed in UAE and having material and produc- tion partners in Europe. By creating such partnerships, they hope to reduce production and final product costs, while also achieving a sustainable product life cycle. Mahendran describes their process as one that goes into “identifying the gaps of lack of practicality, and where UAE startup The Concept wants to help you travel using sustainable products by PAMELLA DE LEON Soaring high START IT UP Q&A IMAGES COURTESY THE CONCEPT The Concept team at Sheraa "THE MORE YOU’RE COMFORTABLE WITH GOING BACK TO THE DRAWING BOARD TO WORK ON CHANGES, THE MORE REFINED THE FINAL PRODUCT WILL BE. IT’S DEFINITELY A LEARNING CURVE AND IT’S IMPORTANT TO HAVE AN OPEN PERSPECTIVE ONCE IT COMES TO THE ACTUAL PROCESS OF DESIGN, RATHER THAN JUST FOCUSING ON THE FINAL OUTCOME.”

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57 June 2020 / ENTREPRENEUR.COM / sustainability as a solution hasn’t been introduced.” He elaborates, “It’s become natu- ral for us to begin by diving deep into the design, material, and business model of a prod- uct. The first questions we ask ourselves are: ‘How is it being made?’ and ‘What happens to the product at the end of its lifecycle?’” This is exactly how Mahen- dran and his team went about building The Concept’s prod- ucts. They found that in 2018, the aviation industry gener- ated an average of 1.43kg of cabin waste per flight, which is potentially 6.1 million tons of waste annually- equivalent to 17,000 empty A380 aircraft. According to a 2020 report from United Nations Environ- ment Program, only 9% of plastic waste is being recycled, while 12% is being inciner- ated, and 79% is discarded to landfills. This thus creates an opportunity for The Concept to not only rise as changemak- ers, but as rectifiers in the lifecycle of products in the aviation industry. Besides sustainability as a main core in their manifesto, Mahendran says they’re also about build- ing products that is superior in quality and competitive in pricing. For creating their first product NEOS Fly, Mahen- dran says they started with the involved stakeholders, considering the user journey, with reiterations as a natural occurrence. “We believe the more you’re comfortable with going back to the drawing board to work on changes, the more refined the final product will be. It’s definitely a learn- ing curve and it’s important to have an open perspective once it comes to the actual process of design, rather than just fo- cusing on the final outcome.” Working closely with materi- al and manufacturing partners to help validate and test the product, it took The Concept 13 prototypes, multiple focus groups with over 100 cabin crew, and even a live piloted flight to come up with the cur- rent version of the NEOS Fly. “Using recycled materials, we were able to meet the goal of creating a closed-loop sustain- able product that can be me- chanically recycled at the end of its lifecycle, and contributes to being made into new prod- ucts whilst still holding its mechanical properties,” ex- plains Mahendran. While they offer a variation of materials for clients, rPET, which stands for recycled polyethylene tere- phthalate or recycled PET, has been one of their most sought after material. “We offer our clients (aircrafts) the service to use their used PET water bottles that were consumed onboard the aircraft by their passengers to be recycled and made into brand new, NEOS Fly trays,” says Mahendran. “These trays can be then recy- cled again into new trays and other products at the end of its lifecycle. Not only does this motivate our clients in regard to being sustainable, but we offer them rebates per ton in regard to the waste materials collected that are re-used to create new NEOS Fly trays.” Another key characteristic that Mahendran points out is how the product combines design and engineering: the team designed the NEOS Fly to be up to 30% lighter than existing trays in the market, allowing an airline to save up to $1,500,000 in fuel savings (according to their estima- tion), just from using their lightweight food trays. But it’s worth noting here that it has taken the team two years to reach production and launch stage, which also included a fair share of challenges and R&D. “Plenty of people might think, ‘It’s just a tray, how much is there to innovate?’” Mahendran says. “However, we’ve learnt through the pro- cess, the level of detail in innovating a product to the best of its capability in terms of practicality and sustain- ability.” With a B2B business model, the co-founders kept in mind while building the product that airlines would not be willing to pay more for sustainable materials and technology, making R&D all the more significant, as they wanted to offer a much supe- rior product to existing trays at a similar or even lower cost. With their business model, the co-founders foresee working SOARING HIGH | THE CONCEPT WANTS TO HELP YOU TRAVEL USING SUSTAINABLE PRODUCTS The Concept team at Intelak Incubator NEOS Fly tray >>>

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58 / ENTREPRENEUR.COM / June 2020 directly with airlines and flight cater- ing centers, and also through distribu- tion partners based in the UK (who has opened the opportunity for NEOS Fly to be used in over 20+ airlines worldwide), who will take care of 70% of their sales. While the product has been in develop- ment, The Concept has also been work- ing closely with multiple airlines and stakeholders in the market, thanks to their pre-product marketing that they’ve executed. Not only has the strategy helped create traction and attention, but helped the startup secure a pilot with “one of the leading airlines in the world” and open access to multiple flight cater- ing kitchens around the world. To date, The Concept has raised $150,000 in a pre-seed round from a UAE-based angel investor, along with grants from commer- cial and government entities, and they’re now looking to raise $1,200,000 for a seed round that will go towards produc- tion and scaling. They’re also looking to embed RFID tech in their trays to enable airlines to collect and understand pas- senger consumption behavior. This is part of a long-term plan to include the data as a value-added service through a subscription model: “Within the next 3-5 years, we aim to provide our hardware at almost no/zero cost, basing our business model around the data collected from the passenger consumption behavior being sold back to airlines and flight catering centers.” Amidst the ongoing crisis caused by the coronavirus pandemic, Mahendran notes that they’ve been lucky to have been se- lected by the Abu Dhabi-based tech hub Hub71 as part of its Mubadala-backed incentive program, which will help them in opening a second office in the UAE capital. “Not only has Hub71, through their partners (such as Microsoft), con- stantly offering us solutions on how to go about our business, but they have also been backing our business in these tough times,” says Mahendran. In a similar manner, as an alumni of Sheraa’s Pre- Seed Launch program, the Sharjah-based entity has been connecting The Concept with the right stakeholders to ensure business continuity. In-house, they’ve been preparing for a short-term impact for their business as they predominantly fall within the travel industry, but they’re using this time to accelerate into other verticals such as events and hospitality by working on supplying with sustain- able catering hardware. “As a company, we see a great opportunity to seize at this current situation. We believe airlines are changing their strategy to look for alter- natives even with current contracts or tenders; [this is] where we could come in and propose our solutions.” START IT UP Q&A What’s a key lesson you’ve encountered in your journey as an entrepreneur? “We’ve faced a lot of challenges and failure such as finding the right distribution partner, raising invest- ments, and getting major airlines on-board. The one thing we learned as entrepreneurs is that don’t be too optimistic based on the words of the people in a meeting, always proceed forward with an open mind, but don’t expect it to be rainbows and butterflies after. Asking people a ‘yes or no’ question for us has be- come so pivotal as a startup, so that we are able to judge our next steps. We’ve had a handful of opportuni- ties that didn’t end up maturing, which caused false hopes. In the end, it’s helped us to be more stra- tegic and purpose-driven when we have key meetings, ensuring that we are able to get direct answers from those present.” ‘TREP TALK Q&A WITH YADHUSHAN MAHENDRAN, CO-FOUNDER AND CEO, THE CONCEPT "WITHIN THE NEXT 3-5 YEARS, WE AIM TO PROVIDE OUR HARDWARE AT ALMOST NO/ZERO COST, BASING OUR BUSINESS MODEL AROUND THE DATA COLLECTED FROM THE PASSENGER CONSUMPTION BEHAVIOR BEING SOLD BACK TO AIRLINES AND FLIGHT CATERING CENTERS.” THE-CONCEPT.CO NEOS Fly tray

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MIDDLE EAST FOR THE MOST DARING LEADERS FOR THE MOST DARING LEADERS BNCPUBLISHING.NET

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60 / ENTREPRENEUR.COM / June 2020 T he spread of the coronavirus and sweeping policy measures taken by various governments have led many industries into unchartered territories. We’ve seen tourism, airlines, electronics, and many other industries hit by the COVID-19 crisis, but there’s been an unprecedented growth spike in the online food and delivery in- dustry. As consumers globally have been either mandated to stay home or have chosen to do so, they have resorted to ordering food, groceries, shopping, and other essential needs online. Due to the surge of online shopping, many delivery services and solutions companies are thriving during this pandemic. KPMG Lower Gulf’s latest report, Navigating The Pandemic, has revealed that among the strong performing sectors, online retail, particularly of groceries, has witnessed significant growth. Grocery retailers witnessed a 20% to 40% increase in sales during the first half of March, compared to the same period last year. Online marketplaces also saw surging demand, particularly for laptops/tablets, and gym equipment. One Click Delivery Services, one of the fastest growing regional technology companies specializing in last-mile, is currently experiencing a sharp spike in demand for fleet and fleet software management, in order to respond to their clients’ high demand of food and groceries orders. “With restaurants and retail stores changing their business model to deliveries, we are facing a surge in delivery demand, which has led us to increase our fleet capacity by 14% in under one month,” says Hassan Hallas, co-founder and CEO of One Click Delivery Services. “The verticals operating more than others are the delivering necessities, such as grocery stores and pharmacies. Restaurants are also operating well, as customers still want to enjoy their favorite meals, even when the dine-in option isn’t available (with the exception of a few restaurants).” With health and safety being a concern to all customers, all delivery services have introduced measures to deliver goods safely. In the case of One Click, Hallas explains how his enterprise has taken extra measures to ensure that their last mile delivery goes smoothly. “We have a great responsibility of protecting Dubai-based logistics tech startup One Click Delivery Services sees surge in growth amid the COVID-19 crisis by KASUN ILANKOON Driven by demand START IT UP Q&A "WE ARE WORKING AS HARD AS WE CAN TO BE AS HYGIENIC, FAST, AND EFFICIENT AS POSSIBLE TO KEEP OUR AND EVERYONE ELSE’S BUSINESS GOING.” THIS ARTICLE WAS ORIGINALLY PUBLISHED ON CONSTRUCTION BUSINESS NEWS MIDDLE EAST | 1CLICK2DELIVER.COM Hassan Hallas, co-founder and CEO, One Click Delivery Services

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61 June 2020 / ENTREPRENEUR.COM / all customers and riders, so we have implemented strict hygiene protocols that all riders must abide by,” he notes. “It starts at the warehouse, where all the disinfection begins. This, of course, is additional time and work from our side– but this is the way things must be done. Riders then must have their vehicles deep cleaned, and also continuously sanitize their hands and change their masks and gloves multiple times. We are working as hard as we can to be as hygienic, fast, and efficient as possible to keep our and everyone else’s business going.” One Click Delivery Services aims to develop solutions that cover the entire last-mile delivery phase, with its end goal being to become a one- stop shop for all last-mile delivery phases, ultimately changing the last-mile delivery landscape through digitization. “To keep our clients satisfied, we are keeping their customers happy by executing deliveries rapidly and safely,” Hallas says. “Our strong technology is enabling them to manage fleets easily and efficiently, especially in such times of high delivery. Every one of our solutions facilitates a specific element of the last-mile delivery, from fleet management and data collection, to client acquisition and more. We aim at becoming a one- stop shop for all last-mile delivery phases, ultimately changing the last-mile delivery landscape through the digitization of every angle.” One Click’s efforts in this arena can perhaps best be seen in its software-as-a- service (SaaS) solution, nGage, a game changer for the logistics industry, which makes the company especially stand out from the rest of the competition in this market. “nGage last-mile delivery is a SaaS that our clients are provided with to manage their fleet and track package deliveries in real time, optimize routes, get all the necessary information about fleet activity, and much more,” says Zeid Abu Ennab, Senior Director – Brandware and SaaS, One Click. “It gathers all last-mile delivery elements information into one comprehensive and user- friendly software. Clients no longer need to take orders and assign drivers for deliveries manually. Orders come through the software and riders/drivers are immediately assigned to pick them up, and are given the best route to take with the help of the GPS.” Apart from nGage, One Click is also planning to introduce a new groundbreaking technology called Brandware, which can dynamically and digitally update the look and feel of your fleet and delivery specialists. The patented technology includes uniforms with digital panels, as well as delivery boxes and backpacks with digital panels. “Our goal was never to simply create a software, sell to our clients, and stopping there,” Hallas explains. “It was creating an entire last-mile delivery ecosystem. Our software provides us with particular data, which is later utilized for the creation of another solution, useful at a later stage– in a domino-like effect.” With the COVID-19 pandemic changing how every industry operates, One Click’s flexibility allows them to adapt and evolve to provide the right solutions for their clients. “Our flexibility is our ‘secondary USP.’ The blend between our technology, and the brains behind the technology. We are proud of our management’s agile approach to challenges. Our team does not turn away any client, no matter what the size of their business is. We custom make solutions for all clients, create new services, and find ways to solve their challenges,” Hallas concludes. DRIVEN BY DEMAND | DUBAI-BASED LOGISTICS TECH STARTUP ONE CLICK DELIVERY SERVICES “OUR FLEXIBILITY IS OUR ‘SECONDARY USP.’ THE BLEND BETWEEN OUR TECHNOLOGY, AND THE BRAINS BEHIND THE TECHNOLOGY. WE ARE PROUD OF OUR MANAGEMENT’S AGILE APPROACH TO CHALLENGES." Kasun Illankoon is the editor of Construction Business News Middle East and Logistics News Middle East, where he is responsible for content creation that reflects the current state of the construction and logistics industry. cbnme.com

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62 / ENTREPRENEUR.COM / June 2020 F irst of all, forgive the headline– I’m not looking to trivialize what’s going on right now. I do understand what you all, as en- trepreneurs, are going through: I’ve been a founder myself, and I’ve poured two years of sweat and tears into an idea. I remember going without a salary on many oc- casions, and still believing that my business would work out. This is what I remember when I see many of my friends who are SME owners and founders in the UAE enduring the worst possible hardships right now. They’re doing everything they can do to stay afloat, including cutting costs as much as they feel they can do, and chasing payments. Short of a bailout, similar to what we’ve seen in Europe where governments have stepped in with a raft of poli- cies, stimulus packages, and employee payment schemes (I remain hopeful that govern- ments in the region will step up and do more, rather than let businesses fail), SME own- ers must look to themselves right now to survive this crisis. Looking beyond the summer, I’m hoping that we are going to see drastic changes to how we work, how we get paid, and a reduction in bureaucracy that will benefit everyone. Here’s what I mean: 1/ The remote working revolution Let’s start with the most obvi- ous one. This pandemic has made us all realize that we don’t need offices to work out of. All we need is a computer and an internet connection. That’s it. This could result not just in employees being able to live wherever they want (and move to cheaper locations), but also companies resizing and reducing their office space. Rent is one of the top two costs when running a business, and this trend toward remote working could result in SMEs being able to drastically reduce their overheads. The challenge here could be how the number of work visas a company is entitled to is often tied to the size of office space rented– free zones and governments will need to rework this policy. 2/ A future with less red tape You can show me all the “Ease of Doing Business” reports that you want till you’re blue in the face, and I will tell you that there’s still too much bureaucracy here. Well, that red tape needs to go. We don’t need company stamps or a company card. Given every- thing is supposedly digitized, should we need to make so many calls to government offices and pay for process- ing both physical and digital forms? Governments must transition away from their old habits, embrace digital-only services, and reduce costs for us all. 3/ Improved cash flow I remember how much time I used to spend chasing on money owed to me, and how little recourse I had besides the constant follow-ups. There’s little any of us can do, besides spend days following up via email and phone calls. Governments in the region have promised to take action on late payments from their own entities. But they’ve got to go a step further, and set up mechanisms that make it easy -and cheap- to follow up on pending payments. Improving cash flows will benefit every- one in the economy, most of all SMEs and their employees. 4/ Fairer taxation Muttering the word tax in the UAE often feels like a taboo. And yet every company pays for a whole range of fees and services. Would a corporate tax be fairer, especially if it meant that companies paid proportionately? There’s been increasing chatter about the idea of a corporate tax being introduced, and it may be the right way to go if the fees go, and if the tax provides for transparency and fairness based on a company’s size and operations. 5/ A (real) sense of community This is my last hope, and it’s up to SMEs to make this happen. SMEs are the life-blood of the economy. Let’s focus on just Dubai, as an example. I’m going to quote a couple of statistics from a 2019 report issued by Dubai SME: SMEs represent 99.2% of the number of establishments in Dubai, they account for 51% of the workforce, and they contribute around 46% of Dubai's GDP. You run this city and this Emirate. Your voice has to be heard loud and clear. You’ve got to come out of this as one community. Set up associations, organizations, or whatever you want to call them. But come together as one. When you join forces, we all have to listen to you, and help change the economy and the laws so they support your growth. These are my five cents for today. My hope is that the pain will ease, as we return slowly back to work. And we have to build something better for the economy and for the SMEs that power it. Do let me know your thoughts, and whether you agree, disagree, or see things differently. Let’s start a conversation on how business should be for SMEs, once all of this is over. What SMEs in Dubai (potentially) stand to gain from the COVID-19 crisis by ALEX MALOUF Alex Malouf is a marketing communications executive who has spent the last 17 years in the Middle East. Alex has lived across the region, in Saudi Arabia, Bahrain, Lebanon, Jordan, Syria and the United Arab Emirates. He is the Corporate Communications Director for the Middle East and Africa at Schneider Electric. CULTURE LIFE SILVER LININGS

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Your business continuity is our top priority. Our initiatives and remote solutions have got you covered in all situations. du.ae/wegotyourb

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