An overview of IBM's successful program to help start-ups succeed in a global scale. With details from DK

1. IBM Global Entrepreneur
Building the Smarter Planet Ecosystem
Anders Quitzau, Innovation Executive
andersq@dk.ibm.com
© 2012 IBM Corporation

2. IBM and the Venture Capital Community
IBM
Credibility & Revenue
visibility Growth
“Gives” IBM “Gets”
Expertise
Expanded ecosystems
Infrastructure
Strategic insights
GoTo Market
activities Portfolio
Gaps
VC Community addressed
IP Acquisitions
2 © 2012 IBM Corporation

3. Our Venture Capital ecosystem is key to IBM’s growth and
innovation
• A significant portion of IBM revenue is derived through
business partners
• VC-backed companies are the next generation of our
ecosystem
• Through our relationships we find:
• Innovation, invention and entrepreneurship
• Access to talent and strategic insight
• New business models and technologies
• Growth in emerging geographies
• VC-backed companies account for 1500 new business
partners and 30 acquisitions for IBM in the past 10 years
3 © 2012 IBM Corporation

4. We are looking for entrepreneurs who reach these critical segments
Analytics $164 billion opportunity
Cloud $181 billion opportunity
Smarter Planet $66 billion opportunity
Smarter Cities $20 billion opportunity
4 © 2012 IBM Corporation

5. Why do entrepreneurs take risks for success?
What they want: What they need:
§ Solve pressing societal issues § Money – venture capital or
“friends, fools and families”
§ Build something unique
§ Partners and social networks
§ Address an unrecognized
problem § Low-cost, available
infrastructure
§ Disrupt established practices
§ Advice and mentoring
§ Get rich
§ Access to markets
§ Technology, business and
selling skills
§ A bright idea or urgent need
5 © 2012 IBM Corporation

6. Teaming with entrepreneurs to fuel collaborative innovation
April 2010 2012
Expand our
Deepen our geographic Advance top
Launch of IBM relationships companies’
Global with selected footprint to seize potential for
Entrepreneur start-ups new success
opportunities
• Opens our • IBM SmartCamp • Expanded • Almost 1,000
doors and Global Finals program to Brazil, Global
resources to 2010 China, Mexico, Entrepreneur
entrepreneurs Turkey, Spain, participants
• Streetline named
looking to bring 2010 Global Germany
• Over 200 start-
the next big
Entrepreneur of • Local SmartCamp ups building or
idea to market the Year events in dozens porting to IBM
of new cities technologies
6 © 2012 IBM Corporation

7. IBM Global Entrepreneur offers benefits to startups
ü Mentoring
and
networking
ü IBM
industry
insights
ü IBM’s
wider
eco
system
ü Access
to
IBM
technical
leaders
ü Access
to
so@ware
ü Local
go-­‐to-­‐market
support
ü IBM
Smarter
Planet
visibility
7 7 © 2012 IBM Corporation

8. IBM Global Entrepreneur Case Study: Sophia Search
The Solution: Contextually aware enterprise search solutions building products that
enable organizations to gain knowledge from unstructured content
Development
§ IBM Innovation Center Hursely
§ Cloud enabled
§ IBM hardware, software integration
§ Enterprise-ready
Mentoring and Networking
§ Technical appraisal with IBM GBS Strategy Consultant
Sales and Marketing
§ Customer references with Lead Horse Technologies and Wordtracker
8 © 2012 IBM Corporation

9. IBM Global Entrepreneur Case Study:
The Solution: Advanced power management and Smart Grid solution for enterprises
Development
§ IBM Innovation Center La Gaude
§ Cloud enabled
§ IBM hardware, software integration
§ Enterprise-ready, SAFE approved
§ IBM Cognos Analytics on top
Mentoring and Networking
§ Technical road with IBM IDR experts in Europe and US
Sales and Marketing
§ Marketing material, exhibition in IBM Forum in Kgs. Lyngby and La Gaude
§ On-going joint projects with large customers
§ Joint go-to market in Europe, US and Australia
§ Part of IBM Smart Grid Solutions portfolio
9 © 2012 IBM Corporation

10. IBM Global Entrepreneur Case Study: nViso
The Solution: nViso provides a scalable emotion recognition platform to capture and
analyze the emotional response and visual attention of consumers
Development
§ IBM Innovation Centers
§ Access to technical resources
§ Cloud specialty enabled
Sales and Marketing
§ IBM Smarter Planet reference
"The SmartCloud and Global Entrepreneur program changes the game. Having
access to world-class enterprise deployment capabilities combined with a first
class marketing engine is like being given a booster rocket in deploying innovation
applications on a global basis.” – Tim Llewellynn, CEO & Co-Founder
10 © 2012 IBM Corporation

11. IBM SmartCamp winners attract venture capital funding and awards
● SmartCamp: Exclusive networking and mentoring event
§ Identifies early stage entrepreneurs who are developing
business ventures that align with our Smarter Planet vision.
Streetline gets $15M for
smart parking
VatorNews
● 2010 SmartCamp Winners:
§ Since November 2010 SmartCamp finalists have raised
more than 50 million dollars total in venture capital
funding.
Acumen Fund Invests in
Parking-Technology Startup Sproxil, Inc. to Combat
Streetline Backed by Bill Counterfeit Medicine Using
Ford’s Firm Mobile Technology
Bloomberg
PRWeb
CareCloud Raises $5 Million Panoramic Power Announces
in Second Angel Investor $4.5 Million Funding
Round HealthPlanNews
Globes Israel
11 11 © 2012 IBM Corporation

12. Ten SmartCamp events around the world in 2011; will continue
events in 2012
IBM Announces Silicon Valley’s IBM’s Innovative Approach
Smartest Green SMB Startups to Venture Capital
InformationWeek The Street
Jun 14th
Nov 17th
Oct 4th, 5th
June 28th, 29th June 14th
Finals: San
Francisco
Sept 21st Oct 27th, 28th
May 17th, 18th
April 27th
Nov 10th, 11th
Panoramic Power Announces $4.5 SmartCamp Bangalore:
Million Funding IBM’s Adoption Plan
Forbes India
Globes Israel
12 12 © 2012 IBM Corporation

13. The 2011 finalists: driving Smarter Planet and Smarter Cities solutions
Traffic management solutions
Context based analytics for hidden data patterns in large scale
applications
Energy efficient telecommunications solutions
Smart sensors in shopping carts to monitor consumer behavior
in real time
Real-time data analysis for mobile applications
Indoor location mapping platform
Analyzes on-line competitive information for retailers
Patented technology that monitors, detects and identifies toxins
in surface water
Pocket scan technology for skin cancer prevention
13 © 2012 IBM Corporation

14. IBM SmartCamp Global Finals: the results
§ 2011 Global Entrepreneur of the Year:
Profitero – Analyzes on-line competitive information for retailers
Nine out of the nine finalists for IBM’s
Global Entrepreneur of the Year title
are analytics startups. That’s either an
anomaly or proof that analytics is hot,
hot, hot. - GigaOm
§ 445 attendees over 3 day event: Master Classes, Mentoring Sessions, Finals Day
§ Speakers included: California Lieutenant Governor Gavin Newsom; Manoj Saxena, General Manager,
IBM Watson Solutions; Guy Kawasaki, Founder and Managing director, Garage Technology Ventures;
Promod Haque, Managing Partner, Norwest Venture Partners; & Evangelos Simoudis, Senior Managing
Director, Trident Capital
§ Read more about the Global Finals:
http://w3.ibm.com/news/w3news/top_stories/2011/02/stgswg_smartcamp_finals_2012.html
14 © 2012 IBM Corporation

15. The Streetline Journey: from initial meetings to launch
• Nov 2010: Named 2010 IBM Global Entrepreneur of the
Year at SmartCamp Global Finals
• Dec. 2010: IBM mentorship begins
• Jan-May 2011: Solution and GTM validation
• Jun 2011: Streetline raises $15 mm B round
• June 2011: Cognos integration begins
• Aug 2011: Integrated IBM – Streetline solution complete
• Sept. 2011: Joint solution announced (over 100 articles)
• October 2011: IBM sales force starts selling Advanced
Parking Solution by IBM-Streetline
15 © 2012 IBM Corporation

16. Teaming with Entrepreneurs to Build a Smarter Planet
Denmark – (MARK YOUR CALENDARS)
April 26 9 – 13 Global Entrepreneurs – network meeting
June 11 9 – 14 Smart Camp’light’
Autumn ’12 Agro Food Park – Smarter Food Entrepreneurs event
Learn more about the IBM Global Entrepreneur Program:
www.ibm.com/isv/startup
16 © 2012 IBM Corporation

17. Startups help us build a smarter planet… and smarter cities!
The key precondition for
REAL CHANGE
now exists.
A period of discontinuity is a period of
OPPORTUNITY
for those with courage and vision.
There will be
WINNERS
and there will be losers.
17 © 2012 IBM Corporation