Como presentar a inversores Campus Seedrocket 2011

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Presentación sobre Como presentar a inversores, de Miguel Arias, como mentor en el VI Campus Seedrocket de Madrid, Nov 2011

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Como presentar a inversores Campus Seedrocket 2011

  1. 1. Las claves de una buena presentación a inversores: Qué transmitir y cómo hacerloMiguel AriasCTO - Founder Madrid, Nov 2011 marias@imaste-ips.com / Do not distribute this information
  2. 2. Quien soyMiguel AriasCTO - Founder Madrid, Nov 2011 marias@imaste-ips.com / Do not distribute this information
  3. 3. La realidad china Conocer tus limitaciones personales y busca tu camino marias@imaste-ips.com / Do not distribute this information
  4. 4. Ingeniero de caminos Hacer “lo correcto” no sirve, busca tu pasión marias@imaste-ips.com / Do not distribute this information
  5. 5. Ingeniero de caminos Hacer “lo correcto” no sirve, busca tu pasión marias@imaste-ips.com / Do not distribute this information
  6. 6. Super manager Un MBA no da respuestas, sólo herramientas para el futuro marias@imaste-ips.com / Do not distribute this information
  7. 7. Emprendedor Tu mayor riesgo es no intentarlo nunca marias@imaste-ips.com / Do not distribute this information
  8. 8. Servicios para erasmus Encuentra un modelo de negocio escalable marias@imaste-ips.com / Do not distribute this information
  9. 9. La familia... Prepárate para resistir todo tipo de presiones marias@imaste-ips.com / Do not distribute this information
  10. 10. Ferias de empleo Nuestra 2º gran idea, al fin un modelo escalable marias@imaste-ips.com / Do not distribute this information
  11. 11. La crisis Empleo y eventos presenciales, una combinación explosiva marias@imaste-ips.com / Do not distribute this information
  12. 12. Las ferias virtuales 3º gran idea y el salto a la web y la internacionalización marias@imaste-ips.com / Do not distribute this information
  13. 13. El emprendimiento Ability to respond in real time to unpredictable realities Will Sahlman marias@imaste-ips.com / Do not distribute this information
  14. 14. El VC pitchMiguel AriasCTO - Founder Madrid, Nov 2011 marias@imaste-ips.com / Do not distribute this information
  15. 15. Evitar esto... http://www.youtube.com/watch? v=rVADWAxOZtg&playnext=1&list=PL758C1934ED578DBC marias@imaste-ips.com / Do not distribute this information
  16. 16. Conseguir esto... http://emprendedorestv.com/video/15-1/emprendedores/ idealista.com marias@imaste-ips.com / Do not distribute this information
  17. 17. Elementos clavesElevator pitch - minipresentación 60 sThe money shot - Demo prototipoEl tamaño importa - El mercadoLos Numero$ - Clientes e ingresosSuperHeroes y Rockstars marias@imaste-ips.com / Do not distribute this information
  18. 18. Un caso prácticoMiguel AriasCTO - Founder Madrid, Nov 2011 marias@imaste-ips.com / Do not distribute this information
  19. 19. Virtual events get realMiguel AriasCTO - Founder Madrid, Nov 2011 marias@imaste-ips.com / Do not distribute this information
  20. 20. Visión &Elevator pitch
  21. 21. Physical events are inefficient CO2 emissions, Transportation & setup costs, difficult networking marias@imaste-ips.com / Do not distribute this information
  22. 22. Painkillercuál es el problema que pretendemos resolver?
  23. 23. El problema - Painkiller Hacedlo obvio Quien lo tiene? Por qué vuestra solucion? Hace felices a los clientes Hace algo mejor, diferente marias@imaste-ips.com / Do not distribute this information
  24. 24. 3D collaborative environments marias@imaste-ips.com / Do not distribute this information
  25. 25. muestra que tienesun producto real o un prototipo tangible
  26. 26. Online demo Our customised solutions may be delivered all over the world in weeks timePlease click to watch our 2 min tour video marias@imaste-ips.com / Do not distribute this information
  27. 27. Tienes un granequipo & unaestructuraprobada?
  28. 28. Tipos que “ponen” a los VCs Techie geeks Emprendedores con “exits“ Vendedores con cartera marias@imaste-ips.com / Do not distribute this information
  29. 29. IMASTE fact sheet IMASTE is the leading virtual events platform in Europe Founded in 2003Founders 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. ResponsibleInvestors & Funding TechnologyBootstrapped ( 1.3 MM$ retained earnings) Adobe Flex, AS3, Java, HTML50,15 MM$ Debt finance Hybrid HTML & Flash, real time interaction0,45 MM$ Convertible loan SaaS delivery model - Cloud based Series A @ ENISA No plugins - Enhanced performance0,85 MM$ R&D Grant INNPACTO marias@imaste-ips.com / Do not distribute this information
  30. 30. Cómo vas a hacerdinero? Ya lo estásconsiguiendo?
  31. 31. Modelo de negocio 1-3 fuentesDescribid lasprincipales de ingresosSois BtoB, BtoC?Cuáles son tus costesasociados? marias@imaste-ips.com / Do not distribute this information
  32. 32. Modelo de negocio marias@imaste-ips.com / Do not distribute this information
  33. 33. IMASTE numbers IMASTE is projecting total revenues of 7,6 MM$ by 2013Revenue Physical events Virtual events3,22 2011 MM$ US$ 6,6M Profitable status since 2004 US$ 0,8M US$ 3,7MBusiness Model US$ 0,9M US$ 1,3M US$ 2,1M US$ 2,7M30 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 eventDevelopment 2,3 mill aggregated visitors9 (Q3-Q4 2011) 45 major releases exhibitors per event IMASTEBOX 2.2 launched Sept 2011R&D cooperation with over 350 total active customers marias@imaste-ips.com / Do not distribute this information
  34. 34. Virtual events growth & diversification We have proven the business model with a 60 % growth in 2011 7 Verticals estimated 20125,25 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 events300 0 2009 2010 2011 2012 2013 % 7150 virtual accelerators 22 37 66 125 220 % 0 2009 2010 2011 2012 2013 nº of events marias@imaste-ips.com / Do not distribute this information
  35. 35. Traction Over 2 million virtual attendes visited our events last semester Significant growth 60 nº events growth1200 % 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 marias@imaste-ips.com / Do not distribute this information
  36. 36. Lo que NO debes hacerSer demasiado optimista Divide las proyecciones de ventas/10Abrumar con gráficos ytablas de excelPresentar un modelodemasiado complejo marias@imaste-ips.com / Do not distribute this information
  37. 37. Tu proyecto esambicioso?Tienes mentalidad global?
  38. 38. International presence Cloud based solutions & Operations team with over 8 nationalitiesMilestones135 successful events in more than 20 countriesMulti english, french, spanish, german, portuguese, czech, hungarian, polish, swedish, finish, croatian versions available languageRevenue per country 2011 (virtual events only) 29 % 7 % 4 % 3 % 17 % 6 % 3 % 7+ 10 countries % 14 % 4 % 3 % marias@imaste-ips.com / Do not distribute this information
  39. 39. Tamaño del mercado,merece mi tiempo?
  40. 40. Tamaño del mercadoBigger 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! marias@imaste-ips.com / Do not distribute this information
  41. 41. Lo que NO debes hacerNo uses un modelo dearriba a abajo 1000 mill usuarios internet 1 % audiencia potencial 10 €/año por usuario 100 mill € mercadoUsa modelos abajo a arriba marias@imaste-ips.com / Do not distribute this information
  42. 42. Como de creíble es tu historia? Quienes son tus clientes & partners?
  43. 43. Partners & Customers In 2014, most physical events will be hybrid. 10 % market shift expectedPartners Global market size 1.000 US$MM 1000 GLOBAL EUROPE 750 500Tech partners 250 150 US$MM 200 US$MM 70 US$MM 5 US$MM 15 US$MM 0Customers 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 marias@imaste-ips.com / Do not distribute this information
  44. 44. Competidorespor qué crees que lo puedes hacer mejor!
  45. 45. Competitive advantage We have leveraged in our physical expertise to provide unique virtual experiencesApproach Physical event specialists - Agency approachCustomer service & support - Customisation Leaders in Europe (no timezone gap) Technologically advanced platform Solid partners & customer referencesAwards 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 marias@imaste-ips.com / Do not distribute this information
  46. 46. Lo que NO debes hacerDecir que NO tienescompetidoresOlvidar algún competidorrelevanteNo ser claro y convincentesobre tu ventaja competitiva marias@imaste-ips.com / Do not distribute this information
  47. 47. Genial, pero para qué necesitas micual es tu dinero yestrategia?
  48. 48. 2012 strategy Consolidation of our growth with focus on Western Europe & North AmericaSales Monster.com partnership in USA Tourism vertical growth International Sales representatives networkTechnology HTML5 mobile & accesible version Enhanced chat & webinar tools Enhanced networking tool based on behaviorOperations Middle management empowerment Time zone based shifts Tech & Ops processes marias@imaste-ips.com / Do not distribute this information
  49. 49. Where we are going We will become a 360º virtual events platform for event managers & corporate marketersStrategy Europe & North American focus Sector & vertical diversification Web portals partnerships Convention centre partnershipsTechnology Networking & meeting tools API integration of third parties Mobile reach HMTL5 - Enhanced real time interactionChallenges International operations & customer service Increase production capabilities Agressive sales strategy & PR marias@imaste-ips.com / Do not distribute this information
  50. 50. Hitos, planes, resultadosPresentad vuestroroadmap de productoTened diferentesescenarios previstosDemostrad que sabéiscómo escalar!! marias@imaste-ips.com / Do not distribute this information
  51. 51. ContactMiguel Arias CTO - Co-founder marias@imaste-ips.com +34 91 5360503 / +34 607 654 697 twitter: mike_ariasWeb presence http://www.imaste-ips.com http://blog.imaste-ips.com twitter: imasteipsDEMO sites http://demo.imaste-ips.com http://newdemo.imaste-ips.com marias@imaste-ips.com / Do not distribute this information
  52. 52. Ojo, puedenpreguntar más cosas estadpreparados!
  53. 53. Technology marias@imaste-ips.com / Do not distribute this information
  54. 54. ServerClient marias@imaste-ips.com / Do not distribute this information
  55. 55. Distribution model Marketing plan marias@imaste-ips.com / Do not distribute this information
  56. 56. Plan de marketingEscoged sólo algunoscanales de distribuciónPR, Email, SEO/SEM,Blogs, Viral, Radio/TV, BizDev, Partners, Widget/Apps, Concursos... marias@imaste-ips.com / Do not distribute this information
  57. 57. Plan de marketing 3 cosas que debeis medir! Volumen tráfico Coste por usuario Tasas de conversión marias@imaste-ips.com / Do not distribute this information
  58. 58. Conception - Development of the business model3D development - Web design - Database and InterfaceprogrammingContent and language adaptation - Data structure adaptationTechnical support - Technical assessment and consultingEvolution of the platformPartnerSalesPromotion among seekersWeb traffic generation -Media Promotion -CommunicationLogistics - Customer serviceOnline Event managementBackoffice support to manage the fair´s contents marias@imaste-ips.com / Do not distribute this information
  59. 59. Team structure marias@imaste-ips.com / Do not distribute this information
  60. 60. Managing team Ext & Int communication Operations Sales Product & TechnologyVirtual/Physical Customer care Country Partnerships Interaction Managers R&D Developerevents logistics service & Alliances Team Team Team Financing and accounting control General administration Free - lances marias@imaste-ips.com / Do not distribute this information
  61. 61. Pitching tips marias@imaste-ips.com / Do not distribute this information
  62. 62. Pitching tipsNo useis “palabros”Divertíos!!! - Mostrad pasiónPracticad, practicad!La DEMOun video de backup!fundamental tener fallaráContad con interrupciones marias@imaste-ips.com / Do not distribute this information
  63. 63. Ultimo consejo El guión no está en las diapositivas El guión está en la cara de vuestra audiencia marias@imaste-ips.com / Do not distribute this information
  64. 64. No hay Sólo:una receta sentido mágica común
  65. 65. Un exámen,que tal lo han hecho? marias@imaste-ips.com / Do not distribute this information
  66. 66. Hungry house pitch http://www.youtube.com/watch? v=kzcQtXA5Gc8&feature=related
  67. 67. Todo irá bien!!!
  68. 68. 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 marias@imaste-ips.com / Do not distribute this information

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