Venture Capital Lessons
  from Eastern Europe
                Stanford University
European Entrepreneurship & Innovation T...
MTVP summary
        • Eastern European VC
        • Focus on internet and
          software
        • 3 cities
        •...
What does Venture Capital
        produce?


Mature Companies
Hollywood vs Venture Capital

          Selection
Scripts                        Production                  Box office
  ...
Hit-driven
And return-driven



   The 3x
   magic
Silicon East?
CEE in a nutshell
•   400 m people *
•   28 countries
•   >50 languages
•   300 m cellular users
•   135 m regular
    int...
Population         VC financing 2008


          400m

                            $29 billion



         300 m




     ...
Three waves of CEE VCs

   Vintage 1999-2003        Vintage 2004-2009        Vintage 2010-2015


• Launched into dot-     ...
CEE success stories >$500m
CEE success stories €50-500m
Who have been successful?
 Local internet companies
 Software product companies
 Service companies
 Mobile content & s...
Hurdles in VC process
• Fundraising: Extremely complicated in post-2008 era
• Pipeline: hundreds of companies per year, mo...
Winning VC formula
• Fundraise wherever you can, merge with other VCs if
  necessary
• Cast a wide net over the region to ...
ALLAN MARTINSON
MTVP, Managing Partner
Phone: +372 667 9200
Fax: +372 667 9201
Mobile: +372 50 39 581
E-mail: allan.martin...
MTVP Fund I portfolio
                                                      Russian offshore software development company...
CEE VC landscape
                                                            No of
                            Geographic ...
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Venture Capital Lessons from Eastern Europe - Allan Martinson MTVP Stanford Apr609

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Venture Capital Lessons from Eastern Europe - Allan Martinson MTVP Stanford Apr609

  1. 1. Venture Capital Lessons from Eastern Europe Stanford University European Entrepreneurship & Innovation Thought Leaders School of Engineering April 6, 2009 Allan Martinson Managing Partner MTVP
  2. 2. MTVP summary • Eastern European VC • Focus on internet and software • 3 cities • 4 people • 9 companies (3 exited) • >20m in Fund I • Fund II in process
  3. 3. What does Venture Capital produce? Mature Companies
  4. 4. Hollywood vs Venture Capital Selection Scripts Production Box office process Markting Shooting Actors $$$ Selection Exit Ideas Production process Markting Devt Staff $$$
  5. 5. Hit-driven
  6. 6. And return-driven The 3x magic
  7. 7. Silicon East?
  8. 8. CEE in a nutshell • 400 m people * • 28 countries • >50 languages • 300 m cellular users • 135 m regular internet users • (*) includes Central Asia
  9. 9. Population VC financing 2008 400m $29 billion 300 m $0.3 billion United States CEE
  10. 10. Three waves of CEE VCs Vintage 1999-2003 Vintage 2004-2009 Vintage 2010-2015 • Launched into dot- • Launched into CEE • To be launched com boom growth boom amid global • 5-6 funds • 20-30 funds scepticism • Backed by financial • Backed by the • 5-10 funds institutions or governments, corporations financial institutions • Often backed by or corporations the governments • Strong returns after initial failures • Often very young • Strong and • 3TS, Intel Capital, management teams experienced Runet Holdings, LHV • Questionable returns management New Economy • MTVP, ASI, Cisco, • Strong returns Ventures, MCI VTB, Troika etc
  11. 11. CEE success stories >$500m
  12. 12. CEE success stories €50-500m
  13. 13. Who have been successful?  Local internet companies  Software product companies  Service companies  Mobile content & software  Global or regional internet companies  Electronics & equipment
  14. 14. Hurdles in VC process • Fundraising: Extremely complicated in post-2008 era • Pipeline: hundreds of companies per year, mostly very early stage – Main problem: Lack of ambition – Solution: Find ambition, teach skills • Dealmaking: often high valuation expectations • Adding value: – Main problems: understanding of corporate governance + expansion on international scale – Solution: Pick teams with right chemistry, make early cross-border push • Exits: relatively problem-free
  15. 15. Winning VC formula • Fundraise wherever you can, merge with other VCs if necessary • Cast a wide net over the region to see all promising teams • Initiate deals actively • Negotiate reasonable teams • Push companies to become international very quickly • Build “internal Silicon Valley” – seek portfolio synergies • Keep costs down and be ready for surprises • Exit to global or at least regional players
  16. 16. ALLAN MARTINSON MTVP, Managing Partner Phone: +372 667 9200 Fax: +372 667 9201 Mobile: +372 50 39 581 E-mail: allan.martinson@mtvp.eu Skype: allan_martinson www.mtvp.eu
  17. 17. MTVP Fund I portfolio  Russian offshore software development company Reksoft  Sold to Technoserv in 2008  Lithuanian data communication provider  Sold to Baltneta in 2008 Exited  Baltic franchise of Music Television Baltic  Sold to Ananey Communications in 2008  Hosting and data centre provider in Lithuania  Annual growth of service revenue of 40% over the last three years  Leading computer game & multimedia publisher in Russia  EUR 90m in 2008 sales, growth 100% (2007), 60% (2008) Remaining in the portfolio  Leading social networking operator in Balkans & other “exotic Europe”  2 m monthly users, EUR 0.4m in 2008 sales  Finnish operator of casual games communities  1.5 m monthly users, EUR 2m in 2008 sales  American-Ukrainian developer of synchronization technologies  EUR 3.5 in 2008 sales  Baltic video portal startup 1 7
  18. 18. CEE VC landscape No of Geographic Years in the investme Fund focus market nts Comment CEE, Russia, MTVP Finland 4 9 Fund I (2005), Fund II (2009) Runet Holdings Russia 9 15 Rather a holding backed by VC/PE funds Development company backed by successful Digital Sky Technologies CEE, Russia 3 ~10-15 internet enterpreneurs and few investors Mint Capital (Mint I) Russia 8 6 Mint II focuses on larger cap PE investments Almaz Capital Russia 1 1-2 $100m+ fund, backed by Cisco and IFC VTB-DFJ Aurora Russia 1 12 Backed by state fund-of-funds RVK and VTB Backed by mother-company investment bank Finam IT Russia 6 ~10 Finam OpenView / Insight Only later stage software companies. Driven Venture Partners Global 5 3 by S. Maxwell (ex-Insight; MP OpenView) Mangrove Capital Global 8 4 Invests in Russia together with ABRT fund Ambient Sound Private fund backed by Skype’s Estonian Investments Global 3 11 founders 3TS Capital Partners CEE 10 18 2 tech funds (Sitra, 3i, Cisco), 1 general PE Listed management company, 3 tech funds 1 MCI Management CEE 10 ~20 under management 8

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