Como presentar a inversores Campus Seedrocket 2011

Las claves de una
buena presentación a inversores:
Qué transmitir y cómo hacerlo

Miguel Arias
CTO - Founder Madrid, Nov 2011 marias@imaste-ips.com / Do not distribute this information

Quien soy

Miguel Arias

La realidad china
Conocer tus limitaciones personales y busca tu camino

marias@imaste-ips.com / Do not distribute this information

Ingeniero de caminos
Hacer “lo correcto” no sirve, busca tu pasión


Super manager
Un MBA no da respuestas, sólo herramientas para el futuro


Emprendedor
Tu mayor riesgo es no intentarlo nunca


Servicios para erasmus
Encuentra un modelo de negocio escalable


La familia...
Prepárate para resistir todo tipo de presiones


Ferias de empleo
Nuestra 2º gran idea, al fin un modelo escalable


La crisis
Empleo y eventos presenciales, una combinación explosiva


Las ferias virtuales
3º gran idea y el salto a la web y la internacionalización


El emprendimiento

Ability to respond
in real time to
unpredictable
realities Will Sahlman

El VC pitch

Miguel Arias

Evitar esto...

http://www.youtube.com/watch?
v=rVADWAxOZtg&playnext=1&list=PL758C1934ED578DBC


Conseguir esto...

http://emprendedorestv.com/video/15-1/emprendedores/
idealista.com


Elementos claves

Elevator pitch - minipresentación 60 s
The money shot - Demo prototipo
El tamaño importa - El mercado
Los Numero$ - Clientes e ingresos
SuperHeroes y Rockstars

Un caso práctico

Miguel Arias

Virtual events get real

Miguel Arias

Physical events are inefficient
CO2 emissions, Transportation & setup costs, difficult networking


Painkiller
cuál es el problema
que pretendemos
resolver?

El problema - Painkiller

Hacedlo obvio
Quien lo tiene?
Por qué vuestra solucion?
Hace felices a los clientes
Hace algo mejor, diferente


3D collaborative environments


muestra que tienes
un producto
real o un
prototipo
tangible

Online demo
Our customised solutions may be delivered all over the world in weeks time

Please click to watch our 2 min tour video

Tienes un gran
equipo & una
estructura
probada?

Tipos que “ponen” a los VCs

Techie geeks
Emprendedores con “exits“
Vendedores con cartera

IMASTE fact sheet IMASTE is the leading virtual events platform in Europe
Founded in 2003
Founders Madrid based Key employees Total Headcount 36
Aitor Zabala Alberto Perez David Mota
R&D responsible UX responsible
COO
Angel Palomino Daniel Olmos
Miguel Arias Chief Architect Video - 3D responsible
CTO, CFO

Ivan Benito Elena Díaz
Miguel Fernández IT Production responsible Operations Manager
Biz. Dev. Responsible

Investors & Funding Technology
Bootstrapped ( 1.3 MM$ retained earnings) Adobe Flex, AS3, Java, HTML5

0,15 MM$ Debt finance Hybrid HTML & Flash, real time interaction

0,45 MM$ Convertible loan SaaS delivery model - Cloud based
Series A @ ENISA No plugins - Enhanced performance
0,85 MM$ R&D Grant INNPACTO

Cómo vas a
hacer
dinero?
Ya lo estás
consiguiendo?

Modelo de negocio

1-3 fuentes
Describid las
principales de ingresos
Sois BtoB, BtoC?
Cuáles son tus costes
asociados?


Modelo de negocio


IMASTE numbers IMASTE is projecting total revenues of 7,6 MM$ by 2013
Revenue Physical events Virtual events

3,22
2011
MM$ US$ 6,6M
Profitable status since 2004
US$ 0,8M
US$ 3,7M
Business Model US$ 0,9M US$ 1,3M
US$ 2,1M
US$ 2,7M

30 K$ avge platform prize US$ 1,4M US$ 1,2M US$ 1,1M US$ 1,0M US$ 1,0M

2 K$
2008 2009 2010 2011 2012 2013
avge e-booth cost
Activity
60.000 attendees per event

Development 2,3 mill aggregated visitors

9
(Q3-Q4 2011)
45
major releases
exhibitors per event
IMASTEBOX 2.2 launched Sept 2011
R&D cooperation with over 350 total active customers


Virtual events growth & diversification
We have proven the business model with a 60 % growth in 2011
7
Verticals estimated 2012

5,25 50 career fairs
%

3,5
78 %
US$ 6,6M
12 tourism events
%

1,75

44 %
60 %
70 %

US$ 2,1M
US$ 3,7M 9 education fairs
%

9
US$ 1,3M
US$ 0,9M corporate events
300
0
2009 2010 2011 2012 2013 %

7
150
virtual accelerators
22 37 66 125 220 %
0
2009 2010 2011 2012 2013
nº of events

Traction Over 2 million virtual attendes visited our events last semester
Significant growth

60
nº events growth

1200
%
revenue growth
virtual events 2010-2011
70 virtual events 2010-2011
%
Aggregated attendees (thousands)

75
recurrent customers
Number of virtual events 1150 virtual events 2010-2011

980 %
800
820 conversion rate

11
registrants vs visitors in our virtual
700 career fairs
630
%
400 500

350 We are gaining traction with job boards,
300
online media, governmental agencies
and physical event organizers
6 7 11 13 13 16 17 20
0
Q1´10 Q2´10 Q3´10 Q4´10 Q1´11 Q2´11 Q3´11 Q4´11


Lo que NO debes hacer

Ser demasiado optimista
Divide las proyecciones de ventas/10

Abrumar con gráficos y
tablas de excel
Presentar un modelo
demasiado complejo

Tu proyecto es
ambicioso?
Tienes mentalidad
global?

International presence
Cloud based solutions & Operations team with over 8 nationalities
Milestones

135 successful events in more than 20 countries

Multi english, french, spanish, german, portuguese, czech, hungarian, polish,
swedish, finish, croatian versions available
language
Revenue per country 2011 (virtual events only)

29 % 7 % 4 % 3 %

17 % 6 % 3 % 7+ 10
countries
%

14 % 4 % 3 %

Tamaño
del
mercado,
merece mi tiempo?

Tamaño del mercado

Bigger is better
Algún gurú o experto lo dice
Forrester, Gartner, mamá

Tienes calculos estupendos basados en:
Métricas de uso & ingreso x usuario

Puedes mostrar tendencias exponenciales!



No uses un modelo de
arriba a abajo
1000 mill usuarios internet
1 % audiencia potencial
10 €/año por usuario
100 mill € mercado
Usa modelos abajo a arriba

Como de creíble
es tu historia?
Quienes son tus
clientes &
partners?

Partners & Customers
In 2014, most physical events will be hybrid. 10 % market shift expected
Partners Global market size
1.000 US$MM
1000
GLOBAL
EUROPE
750

500
Tech partners
250 150 US$MM 200 US$MM

70 US$MM
5 US$MM 15 US$MM
0
Customers 2010 2011 2014

“IMASTE’s platform is battle-tested
for scale...” Jennifer Belissent

“Virtual Conf & trade show market
and many more... $18,6 Billion in 2010-2015”
Market Research Media

Competidores
por qué crees que lo
puedes hacer
mejor!

Competitive advantage
We have leveraged in our physical expertise to provide unique virtual experiences
Approach
Physical event specialists - Agency approach

Customer service & support - Customisation

Leaders in Europe (no timezone gap)

Technologically advanced platform

Solid partners & customer references

Awards
Red Herring Global 100 Awards finalist European Seal of e-excellence Platinum - Cebit 2011
Red Herring Europe 100 Awards finalist Spanish young entrepreneur 2010, finalist
Expone Oro - Best events industry provider
Emprendedor XXI La Caixa, finalist


Decir que NO tienes
competidores
Olvidar algún competidor
relevante
No ser claro y convincente
sobre tu ventaja competitiva


Genial, pero para
qué necesitas
micual es tu
dinero
y
estrategia?

2012 strategy
Consolidation of our growth with focus on Western Europe & North America

Sales
Monster.com partnership in USA
Tourism vertical growth
International Sales representatives network

Technology
HTML5 mobile & accesible version
Enhanced chat & webinar tools
Enhanced networking tool based on behavior

Operations
Middle management empowerment
Time zone based shifts
Tech & Ops processes


Where we are going
We will become a 360º virtual events platform for event managers & corporate marketers

Strategy
Europe & North American focus
Sector & vertical diversification
Web portals partnerships
Convention centre partnerships

Technology
Networking & meeting tools
API integration of third parties
Mobile reach HMTL5 - Enhanced real time interaction

Challenges
International operations & customer service
Increase production capabilities
Agressive sales strategy & PR


Hitos, planes, resultados
Presentad vuestro
roadmap de producto
Tened diferentes
escenarios previstos
Demostrad que sabéis
cómo escalar!!

Contact
Miguel Arias
CTO - Co-founder
marias@imaste-ips.com
+34 91 5360503 / +34 607 654 697
twitter: mike_arias

Web presence
http://www.imaste-ips.com
http://blog.imaste-ips.com
twitter: imasteips

DEMO sites
http://demo.imaste-ips.com
http://newdemo.imaste-ips.com


Ojo, pueden
preguntar más cosas
estad
preparados!

Technology


Server

Client


Distribution model
Marketing plan


Plan de marketing

Escoged sólo algunos
canales de distribución
PR, Email, SEO/SEM,
Blogs, Viral, Radio/TV, Biz
Dev, Partners, Widget/
Apps, Concursos...


Plan de marketing

3 cosas que debeis medir!
Volumen tráfico
Coste por usuario
Tasas de conversión


Conception - Development of the business model
3D development - Web design - Database and Interface
programming
Content and language adaptation - Data structure adaptation
Technical support - Technical assessment and consulting
Evolution of the platform

Partner
Sales
Promotion among seekers
Web traffic generation -Media Promotion -
Communication
Logistics - Customer service
Online Event management
Backoffice support to manage the fair´s contents

Team structure


Managing team Ext & Int
communication

Operations Sales Product &
Technology
Virtual/Physical Customer care Country Partnerships Interaction
Managers R&D Developer
events logistics service & Alliances Team
Team Team

Financing and accounting control
General administration
Free - lances


Pitching tips


Pitching tips
No useis “palabros”
Divertíos!!! - Mostrad pasión
Practicad, practicad!
La DEMOun video de backup!
fundamental tener
fallará

Contad con interrupciones

Ultimo consejo

El guión no está en
las diapositivas

El guión está en la
cara de vuestra
audiencia

No hay Sólo:
una receta sentido
mágica común

Un exámen,
que tal lo han hecho?


Hungry house pitch

http://www.youtube.com/watch?
v=kzcQtXA5Gc8&feature=related

Otras fuentes de info
•  Dave McClure:
–  Startup Metrics for Pirates (AARRR!)
–  ZapMeals Sample Pitch Presentation
–  Master of 500 Hats Blog: “Greatest Hats” (top blog posts)

•  Steve Blank: 4 Steps to Epiphany, Customer Development Methodology
•  Eric Ries: StartupLessonsLearned
•  Sean Ellis: Startup-Marketing.com
•  Andrew Chen: AndrewChenBlog.com
•  Brad Feld, Jason Mendelson: AskTheVC.com
•  Aydin Senkut: Felicis Ventures blog
•  Mark Suster: Both Sides of the Table
•  VentureHacks.com
•  StartupCompanyLawyer.com


Como presentar a inversores Campus Seedrocket 2011

Recomendados

Recomendados

Mais conteúdo relacionado

Mais procurados

Mais procurados (6)

Destaque

Destaque (20)

Semelhante a Como presentar a inversores Campus Seedrocket 2011

Semelhante a Como presentar a inversores Campus Seedrocket 2011 (20)

Mais de Miguel Arias

Mais de Miguel Arias (15)

Último

Último (20)

Como presentar a inversores Campus Seedrocket 2011