Startup Europe & TWIST event: Ecosystem scale up
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Transcript of Startup Europe & TWIST event: Ecosystem scale up
TransregionalWebInnovativeServices forThrivingDigital andMobile
“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
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
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
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)
Scaling with the right traction
500k/1M+Monthly unique
visitors
€50/100k+Monthly recurring revenues (MRR)
Average Series A metrics
B2C B2B
What?
A Scaleup is a company that has identified its product/market fit and has reached first proves of market traction
Scaleup is not a startup!
problem-solution
fit
product-market
fit
scalingup
focus on growthfocus on pivots
1. Seed 2. Startup 2. Early growth
So?
Scale up = Internationalization
Three main reasons to internationalize
1. Market
2. Capital
3. Human Resources
1. Bigger markets
2. Quicker markets
3. Business partners
Market
eCommerce Sales 2015 (source: eMarketer)Bigger markets
Average expenditure per user 2015 (source: Statista)
With richer customers
Average expenditure per user 2014 (source: Statista)
#5
Why?Quicker markets
#2
#12
#31
…
Global Innovation Index® Report 2015 (source: Cornell, INSEAD, WIPO)
Business partners
To boost your go-to-market strategy
And also…
Get in contact with decision makers
Capital
Seed80% from
national investor
Series A80% from
national investor
Series B70% from
internationalinvestor
Average fundraising figures
Capital = More availability
New York
UKGermany
Amount of VC Investments in 2015
Silicon Valley
Italy
$104M
$2.6B$4.3B
$7B$27B
And also…
More inclination towards high-risk investments
Human Resources = Hiring talent
Having access to a wide pool of international professionals
Keep in mind
Availability, cost and loyalty play a critical role
Where?
Startups are everywhere… Just choose the right hub
Startup hubs
New York
LondonBerlin
Tel Aviv
Singapore
There are few good spots but you have to know…
Silicon Valley
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
…
How much would cost to relocate your team?
Simulation
Marketing Manager Web Developer Graphic Designer Mobile Developer
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%
Watch out your runaway
New York
LondonBerlin
Tel Aviv
Singapore
Silicon Valley Rome
5months
6months
12months
13months
6months
11months
10months
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%
Not all the hubs at the same level
Berlin and NYC are very open to foreigners, the opposite of London and SF
Summary
• International market
expansion strategy
• Funding strategy
• Hiring-localization strategy
(which people where)
Critical issues
• Entrepreneurial &
Corporate culture:
• Ambition
• Growing the team
• Looking for excellence
• Availability of resources
Always set higher goals
Stick to your vision and have enough ambition to pursue it
… keep scaling!
Last but not least…
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.
If you have questions, please ask!
Q&A Session
THANK YOU
TWISTDigitalOnline
facebook.com/digitaltwisters
@digitaltwisters
[email protected] @www.digitaltwisters.com