The document is a presentation by Artturi Tarjanne about venture capital and what venture capitalists consider when evaluating potential investments. It discusses the typical backgrounds of VCs and what they expect from investment targets. Key criteria include the management team, market potential, exit strategy, business model, technology, and financials. The presentation emphasizes the importance of having a management team with relevant experience and the potential for high growth and return through acquisition by a large company.
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SPINNO 5.3.2010
Taustaa: AT ja Nexit
Mitä pääomasijoittaja odottaa sijoituskohteeltaan?
Artturi Tarjanne 22.11.2007
Helsinki Stockholm Silicon Valley www.nexitventures.com
2. Artturi Tarjanne
1
From a SW Entrepreneur to a Venture Capitalist
1. SW Entrepreneur:
- Independent consultant, Movision Ltd, 1983-86
- VP Sales, Venture Investment & Automation, 1986-91
- Co-Founder, CEO, Solid Information Technology, 1992-97
2. Business Angel: Founder, Managing Director, ATC Oy, 1997-99
3. Venture Capitalist: Co-Founder, General Partner, Nexit Ventures 2000-
Associations and public activities
FVCA, Ohjelmistoyrittäjät, Hetky, Tietotekniikan liitto
Ohjelmistoviennin neuvottelukunta, Tekes SPIN, Tekes VERSO, SW OSKE, JPT
OSKE, DIGI OSKE
artturi.tarjanne@nexitventures.com
Helsinki Stockholm Silicon Valley www.nexitventures.com
3. Nexit Strategy
Bridging Mobile Opportunities
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The Nexit Bridge – connecting the mobile hot spots
Bridging Nordic mobile companies to Silicon Valley markets and exit
opportunities
Providing US based mobile companies with a Nordic market insight,
customer access, and technology resources
Access to lead mobile operators and handset manufacturers in Asia
Helsinki Stockholm Silicon Valley www.nexitventures.com
4. Strategy Execution
Nexit Management Resources
3
Michel Wendell General Partner (US)
- 25 years of international high-tech business, Silicon Valley resident since 1995
Artturi Tarjanne General Partner (FIN)
- 25 years of entrepreneurial experience in Infocom
Pekka Salonoja General Partner (FIN)
- 21 years in communications industry, VP and GM of Server Products at Nokia
Michael Mandahl Venture Partner (SWE)
- over 20 years of high-tech, 12 in entrepreneurial roles
Patrice Peyret Venture Partner (US)
- Highly successful serial high-tech entrepreneur with 25 years operating experience
David Aslin Venture Partner (US)
- General Manager at HP, 3i GP in Silicon Valley
Risto Yli-Tainio CFO (FIN)
- 17 years of experience in financial management in Infocom and VC industries
Sami Karppinen Investment Director (FIN)
- 11 years of Infocom industry and investment research
Helsinki Stockholm Silicon Valley www.nexitventures.com
5. Value of Innovation
VC View
4
“Venture Capitalists
are professionals seeking for
high growth companies”
Helsinki Stockholm Silicon Valley www.nexitventures.com
6. The VC target –
Returning 10x or more
5
VC is a ’hits’ based business
– the real success comes through very few but really great homeruns
These homeruns can be achieved by
– targeting aggressively to the world top
– by investing only to the best companies
– but plenty enough and early enough
"The problem of European VC is the scale
- too many companies invested in,
with a little amount of money.“
Source: Summary of EVCA VC Conference, 2005
Helsinki Stockholm Silicon Valley www.nexitventures.com
7. Value of Innovation
Making Business out of Innovation
6
EXIT
IPO / TRADESALE
2. Entrepreneur 3. VC and other
supporters
1. R&D Innovations
Helsinki Stockholm Silicon Valley www.nexitventures.com
8. What Venture Capitalists Consider
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1. Management
2. Market potential
3. Exit potential
4. Business model
5. Technology
6. Finance
Helsinki Stockholm Silicon Valley www.nexitventures.com
9. 1. The Management Team
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Most important single issue for VCs
Entrepreneur vs. Inventor
– Deep knowledge and network within the target market
– Identification of an opportunity
– Creation of an organization to pursue the opportunity
– Unconstrained by lack of resources
– Determination to succeed in the face of high risk
– Ability to change course in the face of setbacks
Teams win, Superstars loose
– Diversity of the team
– Who has worked together before?
– What is the motivation of the team?
Helsinki Stockholm Silicon Valley www.nexitventures.com
10. 2. Market potential
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The size of the potential market
Growth and/or internal dynamics of the market?
The level of competition? Can it win in the marketplace?
Access to the market? Is there a distribution channel in place?
Timing is essential but difficult!
Helsinki Stockholm Silicon Valley www.nexitventures.com
11. 3. Exit Potential and Path
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IPO – not very common path
– AIM, NASDAQ, OMX and others
M&A – the most typical exit path
– Is your business a lucrative M&A target for the leading international
names in the business?
– Why? Who are the potential buyers?
– Have any of the potential buyers a clear track record of buying such
entities? How much do they pay? What are the drivers for the price?
– How to make yourself more interesting and visible for the right crowd?
Helsinki Stockholm Silicon Valley www.nexitventures.com
12. Entry in EU – High Value Exit in US
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USD $M The Nexit bridge
50
47 $M
45
Median entry valuations
exit substantially lower in the EU
40
in all VC investment stages
35
30
Median M&A exit valuations
substantially higher in the US
25 23 $M
20 Arbitrage: entering with low
15 $M
15 European valuations and exiting
entry with high US valuations
10
5 $M
5
0
Median VC pre Median M&A
money valuation Europe US
valuation
Source: DowJones VentureSource Reports, year 2005
Helsinki Stockholm Silicon Valley www.nexitventures.com
13. US Dominates the Tech Market
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North America dominates the market cap of public technology companies (63%)
– On IPO’s European VC funds yield returns similar to the US
– In trade sales the European VC performance is significantly below US
Strong US presence is important for creating high value
M&A opportunities for European VC investments
Market capitalization of public technology companies
Europe $361B
9%
Asia $421B
11 %
North America
$2,455B
Japan $665B %63
%17
Source: Morgan Stanly GIT, 2006; VC Performance in Europe and US, Hege et al, 2006
Helsinki Stockholm Silicon Valley www.nexitventures.com
14. 4. Business model
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Scalability
– Can it be sold/ licensed in high numbers with reasonable
sales and production costs?
– Is it a global solution?
Differentiation and protection
– Compelling reason to buy?
– Unique selling point?
– Barrier of entry?
– Unfair advantage?
– First movers advantage?
– Customer lock-in?...
Helsinki Stockholm Silicon Valley www.nexitventures.com
15. 5. Technology View
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Technology Team
– Is there any real deep knowledge and expertise?
– References, strengths, weaknesses
IPR quality, protection
– The quality of intellectual property rights
– Protection of IPR’s: patents etc
Optimal product
– Minimum set of product requirements
Technology risk
– Alfa, beta or a market proven solution
– Any serious unsolved problems?
Helsinki Stockholm Silicon Valley www.nexitventures.com
16. 6. The Finance View
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Use of funds
– Developing new technology or scaling existing business?
– Control: funding split in multiple stages with milestones
Financing terms
– Liquidation preferences etc.
Financial risk
– Future funding: when, how much, from who, any special risks?
– Balance between total funding need and the market potential?
– Is it possible to control the need of future funding by fine tuning the
business model or growth rate?
Helsinki Stockholm Silicon Valley www.nexitventures.com
17. Value Creation in High Tech
Strategic Value vs. Financial Value
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Strategic Value Curve
value Value peak (“Big company needs it, little company has it”)
Strategic value
Big company starts internal development
Competitors emerge
Financial value
Initial customers Meaningful revenue
Initial development
complete
t=0 time
Credit: Intelligent Capital
Helsinki Stockholm Silicon Valley www.nexitventures.com
18. Exit – muutama huomio
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Hyvän exitin salaisuus: yhtiöt ostetaan – niitä ei myydä!
Yli puolet Eurooppalaisten VC-rahotteisten teknoyhtiöiden
onnistuneista irtautumisista tehdään USA:han
Lähes 2/3 maailman teknoyhtiöden markkina-arvosta on USA:ssa!
Exit-markkina on hyvin syklinen –
korreloi melko hyvin 6 kk:n viiveellä NASDAQ:in kanssa
Ajoitus on muutenkin kaikki kaikessa, esim:
– Konsolidaatioaallot
– Suurten markkinavoimien teknologiaratkaisujen ajoitus
– Markkina-alueen aukeaminen ja johtopaikan valtaaminen
Helsinki Stockholm Silicon Valley www.nexitventures.com
19. Yhtiön arvosta ja
arvon maksimoinnista
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Tunne alueella toimivat markkinavoimat, niiden ostokäyttäytyminen
– Ostajien todelliset road mapit, niihin liittyvät puutteet ja haasteet
– Päätöksentekoprosessit ja päättäjät, pyri henkilökohtaiseen kontaktiin
Tutki kaikki toteutuneet transaktiot toimintaympäristössäsi
– Selvitä kaupan taustoja mahdollisimman syvällisesti
– Yritä analysoida, mistä ostaja maksoi (liikevaihto, teknologia,
asiakkuudet, häiritsevä kilpailija, time to market, toimialaosaaminen…)
Kehitä edellisten pohjalta liiketoiminta, joka on mielekäs ostettava
(Esim: Hybrid ja Nokia -> nVidia, Smartner ja EU+Symbian -> Seven)
Mutta luo hyvä business, jolla on vaihtoehtoisia polkuja
– Älä luo yhtiötä, jonka ainoa polku on tulla ostetuksi!
Exit on pitkä prosessi ja neuvottelut eivät aina johda tulokseen
– Kehitä liiketoimintaasi myös neuvottelujen aikana!
Hyödynnä neuvonantajia ja ammattilaisia: pankkiirit, juristit etc.
Helsinki Stockholm Silicon Valley www.nexitventures.com
20. End of Presentation
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Bridging Wireless Opportunities
Helsinki Stockholm Silicon Valley www.nexitventures.com
21. Additional Info on VC (1/2)
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FVCA - Suomen pääomasijoitusyhdistys ry
www.fvca.fi
FVCA definition for VC: http://www.fvca.fi/paaomasijoittaminen/mita
NVCA - National Venture Capital Association (USA)
www.nvca.com
NVCA Definition for VC: http://www.nvca.org/def.html
EVCA- European Venture Capital Association
www.evca.com
EVCA Glossary for VC/PE jargon
http://www.evca.com/html/PE_industry/glossary.asp
Helsinki Stockholm Silicon Valley www.nexitventures.com
22. Additional Info on VC (2/2)
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Pratt's Guide to Venture Capital,
by Daniel Bokser & Ted Weissberg, ed.
VCexperts
Encyclopedia of VC and PE terminology
http://vcexperts.com/vce/library/encyclopedia/
Practical notes from real life: Guy Kawasaki
The Top Ten Lies of Venture Capitalists
http://blog.guykawasaki.com/2006/01/the_top_ten_lie.html
The Top Ten Lies of Entrepreneurs
http://blog.guykawasaki.com/2006/01/the_top_ten_lie_1.html
The Innovator's Dilemma:
The Revolutionary Book that Will Change the Way You Do Business
by Clayton M. Christensen
Helsinki Stockholm Silicon Valley www.nexitventures.com