startup europe & twist event: ecosystem scale up
TRANSCRIPT
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TransregionalWebInnovativeServices forThrivingDigital andMobile
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“First mover advantage doesn’t go to the first
company that launches,it goes to the first
company that scales.”
Reid Hoffman
Co-founder of
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A definition
“Scaleup is a business looking to grow/expand in terms of: market access, revenues, added value or
number of employees, identifying and realizing win-win
opportunities for collaboration between market leaders and
market disruptors...”
Wikipedia
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The product/market fit
“Life of any startup can be divided into two parts:- Before the P/M fit and- After the P/M fit”
Marc Andreessen
Co-founder of
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What is product/market fit?
• Identifying the right product setup• Target the most appropriate
customer segment• Defining the best channel to serve
the market (go-to-market strategy)
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Scaling with the right traction
500k/1M+Monthly unique
visitors
€50/100k+Monthly recurring revenues (MRR)
Average Series A metrics
B2C B2B
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What?
A Scaleup is a company that has identified its product/market fit and has reached first proves of market traction
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Scaleup is not a startup!
problem-solution
fit
product-market
fit
scalingup
focus on growthfocus on pivots
1. Seed 2. Startup 2. Early growth
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So?
Scale up = Internationalization
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Three main reasons to internationalize
1. Market
2. Capital
3. Human Resources
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1. Bigger markets
2. Quicker markets
3. Business partners
Market
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eCommerce Sales 2015 (source: eMarketer)Bigger markets
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Average expenditure per user 2015 (source: Statista)
With richer customers
Average expenditure per user 2014 (source: Statista)
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#5
Why?Quicker markets
#2
#12
#31
…
Global Innovation Index® Report 2015 (source: Cornell, INSEAD, WIPO)
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Business partners
To boost your go-to-market strategy
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And also…
Get in contact with decision makers
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Capital
Seed80% from
national investor
Series A80% from
national investor
Series B70% from
internationalinvestor
Average fundraising figures
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Capital = More availability
New York
UKGermany
Amount of VC Investments in 2015
Silicon Valley
Italy
$104M
$2.6B$4.3B
$7B$27B
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And also…
More inclination towards high-risk investments
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Human Resources = Hiring talent
Having access to a wide pool of international professionals
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Keep in mind
Availability, cost and loyalty play a critical role
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Where?
Startups are everywhere… Just choose the right hub
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Startup hubs
New York
LondonBerlin
Tel Aviv
Singapore
There are few good spots but you have to know…
Silicon Valley
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They are not all the same
New York
London
Berlin
Tel Aviv
Singapore
Each startup hub has its specs
Silicon Valley
Fashion techMedia/Ad
techRetail tech
Deeptech
VR/ARtech
VR
Fintech
Fintech
Media/Ad tech
eCommtech
Bigdata
Cybersecurity
Internet of Things
Estatetech
Socialmedia
…
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How much would cost to relocate your team?
Simulation
Marketing Manager Web Developer Graphic Designer Mobile Developer
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Moving to other hubs
New York
LondonBerlin
Tel Aviv
Singapore
You should mind where to move also based on the costs
Silicon Valley Rome
+92%
+80%
+18%
+80.50%
+3%
-9%
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Watch out your runaway
New York
LondonBerlin
Tel Aviv
Singapore
Silicon Valley Rome
5months
6months
12months
13months
6months
11months
10months
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But mind the cost of living
Previous simulation didn’t include the cost of living in a new hub
+130%
(source: Teleport.org)
+186% +30%
+127%+237%-12%
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Not all the hubs at the same level
Berlin and NYC are very open to foreigners, the opposite of London and SF
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Summary
• International market
expansion strategy
• Funding strategy
• Hiring-localization strategy
(which people where)
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Critical issues
• Entrepreneurial &
Corporate culture:
• Ambition
• Growing the team
• Looking for excellence
• Availability of resources
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Always set higher goals
Stick to your vision and have enough ambition to pursue it
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… keep scaling!
Last but not least…
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CEO & Founder of
Interview to a Scaleup
Marco Marlia
Leading provider in EMEA for new car sales and digital marketing software for the automotive industry.
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If you have questions, please ask!
Q&A Session
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THANK YOU
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