Ukrainian Technology for the World Stage Why there are so few global companies based on ideas from the Ukraine ?

Agenda Why so few Ukrainian/Russian companies on the world stage ? The issues Funding Sources Creating a credible company Marketing, Finance & Sales The VISION

Why so few Ukrainian/Russian companies on the world stage ?

The issues

Funding Sources

Creating a credible company

Marketing, Finance & Sales

The VISION

A great resource “ Ukraine also has a budding technology sector, and -- after the U.S., India, and Russia -- the fourth largest number of computer programmers in the world. It was a main center of the Soviet programming industry. The first computer built in continental Europe was made in Ukraine in 1951. Even today, scientific institutes each year churn out some 50,000 science or technology graduates.” Business Week

The Issues Infrastructure There is not a ‘support framework’ in place to allow entrepreneurs to start; development, legal and other resources are lacking Finance There are few sources of finance for new businesses and those that do exist are hard to find Commercial Business models are frequently inefficient and poorly developed, making it hard to create a compelling case Education Entrepreneurs are not educated in the basics of starting and running a business Regulatory The regulatory framework, whilst in theory supportive, is onerous and complex

Infrastructure There is not a ‘support framework’ in place to allow entrepreneurs to start; development, legal and other resources are lacking

Finance There are few sources of finance for new businesses and those that do exist are hard to find

Commercial Business models are frequently inefficient and poorly developed, making it hard to create a compelling case

Education Entrepreneurs are not educated in the basics of starting and running a business

Regulatory The regulatory framework, whilst in theory supportive, is onerous and complex

Funding Sources Corporate Programmes Venture Capital (still there) Venture Finance Angels Banks (tricky now) … and they all have short attention spans …

Corporate Programmes

Venture Capital (still there)

Venture Finance

Angels

Banks (tricky now)

Creating a Credible Company Registration Where ? Proper shareholder structure Articles of Association Budget Simple but addressing all the main areas Directors Industry figures APPROACH AND PRESENTATION Business Plan Executive Summary Attitude …

Registration

Where ?

Proper shareholder structure

Articles of Association

Budget

Simple but addressing all the main areas

Directors

Industry figures

APPROACH AND PRESENTATION

Business Plan

Executive Summary

Attitude …

Creating a Credible Company Milestone Description Month Cashflow 1 100k Members 6 -1,070,389 2 500k Members 12 -2,244,416 3 First Country Launch 13 -2,607,158 4 Operational Profitability 26 -7,329,303

Marketing, Finance & Sales Marketing Credible … addressable market Competition Accessibility Believability CPA (Cost per Acquisition) … realistic Retention … realistic Branding/PR Virality

Marketing

Credible … addressable market

Competition

Accessibility

Believability

CPA (Cost per Acquisition) … realistic

Retention … realistic

Branding/PR

Virality

Marketing Total Market Addressable Market Percentage Achievable Users Percentage Retained What will it cost per retained customer ?

Marketing, Finance & Sales Finance Don’t do too much Simple and credible Driverised preferable to plain numbers Realistic key metrics CPA (Cost per Acquisition) ARPU (Average Revenue per User) CoS (Tech & Infrastructure Cost per User)

Finance

Don’t do too much

Simple and credible

Driverised preferable to plain numbers

Realistic key metrics

CPA (Cost per Acquisition)

ARPU (Average Revenue per User)

CoS (Tech & Infrastructure Cost per User)

Finance Clearly state your key assumptions … don’t hide them

Marketing, Finance & Sales Sales ARPU (Average Revenue per User) Sales per Sales Head Average Deal Size Again, driverised preferable to blank numbers

Sales

ARPU (Average Revenue per User)

Sales per Sales Head

Average Deal Size

Again, driverised preferable to blank numbers

THE VISION PRACTICE PRACTICE PRACTICE … PRACTICE SOME MORE !

PRACTICE

PRACTICE

PRACTICE

… PRACTICE SOME MORE !

THE VISION Elevator pitch Concept Six minute pitch Concept, Market, People Potential Investor pitch Concept, Market, People, Operational Plan, Budgets, Returns Brevity is BEST Demofall 2007

Elevator pitch

Concept

Six minute pitch

Concept, Market, People

Potential Investor pitch

Concept, Market, People, Operational Plan, Budgets, Returns

Большое спасибо ! Matt Colebourne CEO, Startup Lab [email_address]