Today we have a pleasure to share an interview with Orfeuo Linor, freelance Startup and Corporate innovation consultant (Amsterdam, Netherlands), who recently gave a lecture on Customer Discovery in IT Park

– Hi, Orfeuo! Is it your first time in Uzbekistan?

– It is, yes! My first time, hopefully, not last.

– Oh, nice to hear that! What brought you here?

– Well, basically, it is via contact. A guy that I met, by the name of Ulugbek, in my time (I lived in London for almost 10 years), and we met at a start-up networking event, and he was very interested in legal tech specifically, start-ups in the legal industry, and we started talking, he introduced me to Uzbekistan. I already knew a few details about the politics in Uzbekistan, which he found interesting, and we became friends. That was about six years ago, and we always talked informally "Oh, it would be so nice if you would visit my country, Uzbekistan". And then, two months ago we built a business case – "Why don't we host an free lean startup event, and to see if there’s any interest in Uzbekistan. And so, we did! Here we are!

– That's amazing! Considering you're offering (and this is the quote from your presentation) "innovation services in the widest possible sense of the word", I would like to ask you several questions about the IT & ICT market in Uzbekistan.

– Go for it.

– What emotions do you have from the workshop that we hosted here, at IT Park? 

– Well, it was very nice. This is why it is so nice to work with start-up founders – it is probably the most rewarding. The real interest, in optimising the business model of their start-up. The real interest and eagerness, to learn about how start-ups in other countries were set up, how they are run, and how they optimise the process of knowing who your customer is, how you launch a product or service in a market. Now, seeing that, and seeing the moment when it connects, especially after the second video. The video was by Clayton Christensen of Harvard University, and he explains what we call "a milkshake example", which is explaining what is a job to do, why do people hire products and services. When you see that moment, when it connects, this little spark in the eye, that is very rewarding. Yes, it was a fun experience. 

– What do you think about the start-up ecosystem in Uzbekistan, considering that you saw people who are really really curious?

– Well, they definitely don't lack eagerness, this is clear. I think it can get a little more closely connected to other ecosystems, one of the prerequisites of calling yourself a start-up is if you are connected to the international start-up world "mafia". As you need this to learn how the funding side works. So, VC [venture capital], is very important. Besides the lovely bubble that is called the world of start-ups, it is a very much financially driven world, whereby each connection that you make will help you fundraise down the road. And therefore, I would say it would be nice if Uzbek ecosystem in the next few years would really focus on becoming a very important part of the international start-up ecosystem, and also to reach out to individual ecosystems, to learn their best practices. 

– I was meant to ask you "which problems would you identify" but you answered this question already. So, how do you think we can solve it, and what is the role of the IT Park in this process? 

– The most important thing in start-ups I would say is the human element, so it is by educating your start-ups' founders and everyone else working in the larger innovation ecosystem. Educating them, not only focus on local knowledge, but borrowing resources and best practices from other ecosystems and also actively reaching out. Network and learn from other ecosystems.

– How much time do you think it would take?

O: It is hard to say. I think it is not an overnight think, this is clear. Other ecosystems like Berlin, they were also not built overnight. And, of course, you're in the first stages of seeing what you need to launch this ecosystem, to make it sustainable in the long term. So, I cannot give a clear answer to that; I think it will take several years if not longer.

– That's a very fair answer. How do you think we could best attract Venture Capital from the west and the east? 

– Interesting question. I think you have lots to offer. If you look at the eagerness and some of your current propositions – they are ready for the big market, for the big world. I think you have something to offer. It's just about how you sell it, or how you increase the exposure of the local ecosystem and, of course, actively going out, as I told you before, to meet start-up people in other countries. And with start-up people, I mean investors, start-up founders, accelerators, angels, etc. Large international organisations as well. 

– Would you consider that we have a chance to become the IT capital of Central Asia? And by "we" – obviously not IT Park only, but Uzbekistan as a whole. 

– Difficult for me to judge at this stage, I would say that you have some fierce competition from your neighbours. Essentially, I think it is a financial play. It depends on how much funding you can attract for your ecosystem. Both within the country and also by attracting investment from other countries, from other large international institutions, VCs, funds, NGO funds, etc. It is a financial game.

– So, this was the answer to my next question – what is missing in our IT ecosystem.

– I think more funding would help. Like quite a few post-soviet nations, you have plenty of very good software developers, this is one of your key resources. However, your surrounding countries have them as well. So, it is a key thing to attract funding, and as soon as possible invest in the human side and capacity building in country. Perhaps, the first stage is that you have to borrow some resources, people and experts from other countries, but it should be the aim to build capacity in your own country. 

– I mean, you might have noticed, that's exactly what we are trying to do here, at IT Park. Do you think IT Park can help solve this problem, and what is your overall impression of IT Park and how would you rate it?

– For sure. I think you have a very complex brief because you do a lot. This must be quite responsibility for the people here, at IT Park. But I have come across some interesting profiles, people are very eager to build the local ecosystem, so I am sure you can do it. Yeah, and it depends a little bit on extending the skillset of those people – how fast are they making things their own and how fast can they learn from the best practises of other ecosystems. And last but not least, how quickly are you at building bridges, at reaching out to these other ecosystems. 

–  (I mean, we managed to get you!) So, which programmes apart from Incubation and Acceleration could we implement here, to develop a start-up ecosystem?

– VC funds is one, but also reaching out to local high net-worth individuals and teaching them what is like to be an angel. And that it does not only offer financial rewards but also other rewards. This is a process of really teaching them, that you have to, to a certain extend, guide them,

– The last question from this block, and I think it's going to be an interesting and a difficult one. How to earn 1 million dollars in Uzbekistan?

– There are lots of opportunities, if you would clone existing, successfully proven international propositions to the local market, then this 1 million is feasible, in a short term. However, to do that, you need a proper customer discovery.

– Last five questions about Uzbekistan. What is your overall impression of the country?

– Top marks for hospitality, very friendly people. Politically, there are a lot of changes which opens up a plethora of new opportunities. Breath-taking surroundings, the country is beautiful! Mesmerising Silk Road history. The country has a lot to offer.

– Which city in Uzbekistan did you like the most?

– I think each city that I visited, and I've visited three – Tashkent, Samarkand, and Bukhara, has something to offer. Hard to say which one would win. And I haven't seen the whole country yet! There’s enough left for my next trip.

– Well, that answers my next question "Would you come back here?". Nice to hear that! Have you tried plov already?

– Yes, many times! Yesterday twice even. 

– Well done! Would you recommend others to visit Uzbekistan?

– Definitely. I think I've reached out on social media, and I hope some of my friends and contacts will also visit your country, I think there's a lot to explore here for just about anyone.