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Building Deep Tech Startups Outside Silicon Valley

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The resources you need can be distributed: for R&D, prototyping, production, financing and customers. Silicon Valley is an expensive option in most cases!

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Building Deep Tech Startups Outside Silicon Valley

  1. 1. Building DeepTechStartups OutsideSiliconValley
  2. 2. Intro HAX&SOSV
  3. 3. SOSV Fund $550M AUM 800+ startups Most Active Lead Investors Globally In 2018 #1 in IoT #4 in Health Tech
  4. 4. SOSV Model Advanced prototype Lab prototype Idea Product Growth 1 2 3 4 5 Pre-pre-seed Pre-seed Seed Series A Series B, etc.
  5. 5. Ireland Back office London Biotech Paris Liaison Taipei Mobile Shanghai Cross-border internet Shenzhen Hardware SF Hardware Biotech NYC Food Blockchain Hands-on Capital
  6. 6. Hands-on Capital Labs Experts 01/ 02/ Unique ecosystems03/ HAX ShenzhenIndieBio SF 100+STARTUPS PER YEAR
  7. 7. 7 JUMP BIKES Uber, $200M + stock HARMONIX $175M + earn-out Makeblock (val. $367M) Memphis Meats (Gates…) BitMEX (#1 Crypto exch) Formlabs GetAround Some SOSV Startups
  8. 8. Digital Therapy Flow Neuroscience Brain Stimulation Depression Treatment Digital Diagnostic Criam Tech Instant Blood Type Diagnostic Digital Tool OpenTrons Pipetting Robot For Biotech Industrial Automation Youibot Autonomous Robots For Inspection Consumer Tech Nura Personalized Audio (Stevie Wonder) Sweden Portugal NYC China Australia
  9. 9. AUTOMATING THE PEST CONTROL INDUSTRY
  10. 10. Part1 SiliconValley
  11. 11. Silicon Valley 100 years history01/ Multiple cycles02/ Set of resources03/ Vacuum Tubes 1 Test Equipment MicrowavesICs PCs Internet Social Media 2 34 5 6 7 1920s 1930s 1960s 1950s 1980s 1990s 2010s Source: steveblank.com/secret-history/
  12. 12. China USA RoW $293B VC Funding 2016 2017 2018 Source: Crunchbase News
  13. 13. Ecosystem TalentCapitalMarket Infrastructure Regulations 1 2 3 4 5
  14. 14. 1 Market Local Regional Global 2 Capital Angel Seed Growth Exits 3 Talent Tech Design Sales Management Finance 4 Infrastructures Telecom Payment Logistics Utilities 5 Regulations Incorporation Bankruptcy Employment Immigration Taxes 6 Safety Net Benefits Job market Ecosystem What can be changed?
  15. 15. About Exits… • 7 events in 2018 • SF, NYC, London, Paris • 50 experts • Founders & VCs • Corp Devs, Bankers, Lawyers, CFOs • John Chambers (Cisco)
  16. 16. Lessons • Myths • Unicorns? Maybe. • IPOs? Maybe. • Pragmatic path • >90% of exits are M&As • You have to prepare! • Be visible + connect early
  17. 17. FOMO? FOSO • The problem(s) • Fear Of Selling Out • VCs want homeruns • 1 egg in 1 basket • Millions before Billions • Balance risk • Critical to ecosystem health ‘You sold out.’ ‘You’re not going to amount to anything’ Captain Disillusion Opens Patreon Account
  18. 18. 1 Market Local Regional Global 2 Capital Angel Seed Growth Exits 3 Talent Tech Design Sales Management Finance 4 Infrastructures Telecom Payment Logistics Utilities 5 Regulations Incorporation Bankruptcy Employment Immigration Taxes 6 Safety Net Benefits Job market Ecosystem
  19. 19. Safety Nets Silicon Valley Japan?Most places Fluid Job Market Unemployment Benefits
  20. 20. Part2 DeepTech
  21. 21. Congratulations! Important01/ Not easy02/ Software into the real world03/
  22. 22. Deep Tech Tech Mix (CS + Other)01/ Longer time02/ More capital03/
  23. 23. Walls & Moats Patents Regulations Distribution Network Effects Stickiness Technology Team MOATS WALLS
  24. 24. Risks (Tech) x (Market) x (Execution)
  25. 25. Why Investors ‘Pass’ 'Only invest in US & Canada’ ‘Invested in competitor’ ‘Don’t know enough about this market’ 02/ 03/ 05/ ‘Too early’01/ ‘Market is too small’04/
  26. 26. Why Investors ‘Pass’ 'Only invest in US & Canada’ ‘Invested in competitor’ ‘Don’t know enough about this market’ 02/ 03/ 05/ ‘Too early’01/ ‘Market is too small’04/ ‘Don’t think YOU can do it’06/
  27. 27. Part3 WhatToDo?
  28. 28. e.g. Flying Car
  29. 29. Sub-Systems Flying Tech Flux Capacitor Mr. Fusion 1 2 3
  30. 30. Risks Propulsion Aerodynamics Structure Noise Battery Regulations Customers • How long? • How much? • Right team?
  31. 31. The Challenge • Building the right thing (10x? scaling?) • With the right team • At the right time • With the best resources
  32. 32. i-Corps (US ~100 nodes + Canada) The Right Thing Entrepreneur First (UK, FRA, GER, HK, SIN, Bangalore) 01/ 02/ DeepTech Founders (France / EU)03/
  33. 33. + + Business model canvas Customer Discovery Agile Methodology The Right Thing
  34. 34. Case:Autonomow Unfortunately, not a HAX company 2011
  35. 35. Case:Autonomow Unfortunately, not a HAX company Mowing = Mild interest Weeding = Need NOW! Autonomy not needed “Autonomow is no mo’ …” 7 weeks 20 interviews 6 site visits 2011
  36. 36. Case:Autonomow Carrotbot Prototype in 1 week Computer vision Laser Hot Oil Spray (organic) 2011
  37. 37. Case: Blue River Acquired by John Deere for $305M Carrotbot 2017
  38. 38. Epilogue(s) 2019 HAX invests in spray AND laser New iCorps team using… fire! 01/ 02/ 129 interviews ‘Fire Roomba’ Crop counting Specialty crops corn, soy, berries
  39. 39. No.1 risk at early stage Learning machines 01/ 02/ Where to learn from?03/ The Right Team
  40. 40. Give up earlySevere Asperger Can’t execute ‘Artist’ Silicon Valley Burn Rate Caught Up In Startup Theatre Can’t get along ‘Maker’ Addiction DeathHarassment The Right Team Issues
  41. 41. Give up earlySevere Asperger Can’t execute ‘Artist’ Silicon Valley Burn Rate Caught Up In Startup Theatre Can’t get along ‘Maker’ Addiction DeathHarassment The Right Team Issues
  42. 42. The Right Team EntrepreneurInventor ManagerEngineer Software, Maths, Mechanical, Electrical, Design, Prototyping, Sourcing, Manufacturing, Logistics, Marketing, PR, Pricing, Recruiting, Financing, etc. Evolution
  43. 43. Know thyself Strong: Vision & Analysis 01/ 02/ Weak: Org & Com03/ STRONG WEAK The Right Team
  44. 44. The Right Time • Why now? • 18 months ahead is great • 3 years ahead is terrible
  45. 45. Magic Leap Founded 2011 Raised $2.3B LaunchAug 2018
  46. 46. The Best Resources
  47. 47. The Best Resources
  48. 48. The Best Resources
  49. 49. Sub-systems Jokes Iteration speed 6 times / night Feedback Instant MVP ‘Tight 5’ Product 1 hour show The Best Resources
  50. 50. • Speed up • Lower burn rate The Best Resources $115,000 AVG. SOFTWARE ENGINEER $3,600 AVG. TWO BEDROOM SF is expensive at any stage…
  51. 51. • Science / Prototype(s) / Production / Funding(s) / Customers • Not all in one place, even in Silicon Valley! • Target the next milestone The Best Resources NEXT
  52. 52. 2 4 861 3 7 95 Identify Customers EVT DVT 1 Manufacturing samples DVT 2 Marketing samples PVT Pilot Unit 
 Production SOSV (pre-seed) SEED Product Dev $$$ Month 10 Pilot 12+ 18+ Roll-out 24+ SERIES A Program Development Sales Fundraising Shenzhen San Francisco Develop CRM & Sales Materials Pitch Customers Mass 
 Production Establish product 
 benefits Fundraising Timeline: Enterprise / Robotics
  53. 53. 2 4 861 3 7 95 Identify Customers EVT DVT 1 Manufacturing samples DVT 2 Marketing samples PVT Pilot Unit 
 Production SOSV (pre-seed) SEED Product Dev $$$ Month 10 Pilot 12+ 18+ Roll-out 24+ SERIES A Program Development Sales Fundraising Shenzhen San Francisco Develop CRM & Sales Materials Pitch Customers Mass 
 Production Establish product 
 benefits Fundraising Timeline: Enterprise / Robotics
  54. 54. Labs
 Shenzhen (50,000sqft) + SF Speeding Up Prototyping Suppliers
 #1 electronics supply chain 01/ 02/ Experts & Peers 30 in-house (ID, Sourcing, DFM, etc.) >50 founders (20-30 startups) >700 alum founders (>200 startups) 03/
  55. 55. 1 year => 4 months Compressing Time Lower costs (& burn rate) 01/ 02/ Lower risk03/
  56. 56. Summary KeyIdeas
  57. 57. Local leverage Learn fast 01/ 02/ Connect to ecosystems03/ Summary Invention Team Prototyping Production Customers Funding
  58. 58. Lukasz Gadowski Chairman, Delivery Hero South Summit 2018
  59. 59. Lukasz Gadowski Chairman, Delivery Hero South Summit 2018 “Dealing with differences in markets and cultures is one of Europe’s skills”
  60. 60. Thankyou! ben@hax.co "Lovewith yourheart; use yourhead foreverythingelse."

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