Slides from our kickoff event in Scotland.

1. #QuantScot // @quantiplyco
EFHxScotland Kickoff
Making IP Count

2. #QuantScot // @quantiplyco
Gordon Stuart
Informatics Ventures // @infventures

3. Brought to you by

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Richard Blakesley
Quantiply // @rchrdblakesley

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Entrepreneurial Finance Hub

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QUANTIPLY

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#QuantScot
@quantiplyco

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Agenda
1. Introduction - Richard Blakesley // Quantiply
2. Scotland - Sandy Finlayson // MBM Commercial
3. The Process - Matt Johnson // Quantiply
4. Martin Brassell // Inngot
5. Stephen Robertson // Metis Partners
6. Steven Baird // Corporate Financier
7. Julio Romo // twofourseven
8. Workshop
9. Rachel Gwyon // Scottish Government
10. Next Steps
11. Drinks/Refreshments

9. #QuantScot // @quantiplyco
We...
● Are a financial technology company
● Connect Innovative Growth Companies
with IP-Intelligent Finance
○ Ensuring that the most critical IP assets
are tied into funding decisions
● Deliver the tools and analysis to ensure
you are investment ready

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Challenge: Capital Not Flowing to Innovators

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Challenge: Technology Cycle is Shortening All The Time

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Challenge: Disruption and Fragmentation
● Opendesk is a global platform for local
making. You can use it to download,
make and buy work space furniture.
● What are their assets? How do you value
them?
● Disruption and fragmentation is not
reserved for financial services - it is
happening across all industry sectors
Opportunity or threat?

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Intangibles Are THE Source of Economic Growth
Rise of Investment in Intangible Assets

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Debunking the Myth: It’s Not a Funding Gap!
● There is plenty of finance available
● Problem: funds not flowing to innovative
high growth companies
WHY?
● Reactionary approach of funders
● Lack of transparency in valuation
● Lack of data in asset pricing
RISK AND
VALIDATION GAP

15. #QuantScot // @quantiplyco
Market Size
● 640,000 growing SMEs
● 50,000 startups
● 8,000 scale-ups
50 PERCENT
Proportion of jobs
created in the UK by
just 6% of the fastest
growing companies
£38.7 BILLION
Additional turnover over
3 years if we move 1%
of SMEs into high-
growth category

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WHERE DO YOU GO
FOR FUNDING?
ARE YOU INVESTMENT
READY?

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Our Solution
Signpost businesses to
support services to ensure
they are ready for investment
Identify & connect companies
to right sources of capital for
their current stage of growth
Deliver tools and analysis to
fill risk and validation gap and
enable IP-intelligent finance

18. #QuantScot // @quantiplyco
Quantiply Helps Advisers/Mentors Support Startups
● We are collaborators not competitors
● Checklist and tools to help support companies to ensure they are
investment ready
● Use feedback and dashboards to help companies come to best decisions
on how to proceed
● Work with company to weigh funding options outlined and suggested by
Quantiply

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The Virtuous Circle
Data
Volume
Standardisation
Accuracy
Consistency
Success Rate

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The Virtuous Circle (cont)
Growth Companies
Have:
Investable business models
Capacity to scale and grow
Need:
Consistent and appropriate support
Access to whole of market for finance &
services
Services/Finance
Have:
Service expertise
Local and/or national reach
Need:
Validated leads
Consistent access to volume business
Regional Governments
Have:
Access to local ecosystem
Power to convene
Need:
National services delivered locally
Catalyst for ongoing innovation & scale-
up
Accelerators/Incubators
Have:
Cohorts of growth companies
Mentors & consultants
Need:
IP-specific services
Focused access to finance support

21. #QuantScot // @quantiplyco
Our Revenue Model
● No upfront cost to growth companies
○ Only pay for services used
○ No equity taken
● Referral fees from service providers
● Success fees from growth companies with successful fundraise (2 percent
of raise)

22. #QuantScot // @quantiplyco
What’s in it for you?
● Growth Companies:
○ Get prepared for IP-intelligent finance
○ We connect you to appropriate finance
providers taking the guesswork out of
where to go for finance
● Finance and Service Providers:
○ Quantiply provides well prepared and
qualified leads with a clear picture of IP
value
● Begin today: quantiply.co/begin

23. #QuantScot // @quantiplyco
Quantiply Scotland
● Launch of Quantiply Scotland pilot
tonight
● First step in plan to establish permanent
presence on the ground
● Improve flow of capital to Scotland to
augment existing resources

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Sandy Finlayson
MBM Commercial // @mbmcommercial

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Matt Johnson
Quantiply // @mattcrail

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Quantiply Platform
Quantiply Investment PanelDevelop IP evaluationCreate Quantiply profile Investment readiness dashboard Connect with finance
ONLINE WORKFLOW PLATFORM

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Services On Our Platform
R&D Tax Credits
PR/Communications
Marketing
General Legal
IP LegalInsurance
IP Strategy
Business Plan
Grants
Human Resources
Accounting

29. #QuantScot // @quantiplyco
Match To Finance
● Identify appropriate types of finance
○ Equity, debt, grants, peer-to-peer, crowdfunding...
● Use Quantiply and third-party data to identify similar deals
○ Who is funding similar businesses
● Introduce companies to appropriate finance providers
○ We provide qualified deal flow of investor-ready propositions, enhancing chances of
successful funding outcome

30. #QuantScot // @quantiplyco
Martin Brassell
Inngot // @MartinBrassell

31. Intellectual property and finance: the
backdrop
“Too often, through risk aversion or banks’ conservative
lending practices linked to property as security, IP is not
catered for by traditional bank lending. Intellectual
Property is too important an asset to be undervalued
by banks who are the main source of finance.
“That is why I commissioned a report to explore how we
can improve SMEs’ access to capital. We will look carefully
at its recommendations in order to better support this
country’s creators and IP-rich businesses.”
Secretary of State for Business, Innovation & Skills, October 2013

32. Intellectual property and finance: the
position
Equity investors ‘get’ IP (to a degree)
• They care a lot about growth, and therefore opportunity and risk, in which
IP has a central role
• They have an opportunity to benefit from value appreciation
High street banks have generally found IP difficult
• Normally take commodities as collateral (and/or use personal guarantees)
• No experience with IP – don’t know what it would be worth in default, or
how to realize value from it
• Because IP is unique, every example looks like a ‘one-off’
However, things are beginning to change…
• Banks and alternative lenders are increasingly aware that many
companies just don’t have or use tangible assets any more…

33. Four steps to make IP bankable (and more
investable)
Standardize the way value-producing intellectual property and
intangible assets are identified and described
Routinely consider how protection could be improved
Quantify the value that the assets represent
Check the portfolio’s credentials
Asset
Profile
Appraise
Action Plan
Sollomon
IP Valuation
Innsight
Report

34. Intermission: a post-lunch guide to
intangible assets
Formal intellectual
property rights like
patents, trade marks,
industrial designs,
copyright
Non-physical things
you own, like trade
secrets, processes,
know-how, contracts
– ‘intangibles’
All intellectual capital you don’t own, but you use – including
your team, and IP licensed to you

35. Inngot profiles: describing the whole ‘egg’
Know-how
250+ types
17 ‘families’
Benefits
26 types
3 ‘families’
Markets
20 sectors
350+ sub-sectors
Intellectual assets
5 families
60 types
Registered IP rights
Patents, trade marks,
registered designs
Development stage
6 stages
18 sub-stages
Helps you generate a standardized, comprehensive inventory

36. Appraise report: actionable IP insights
Automatically generated on completion of your profile
Provides ‘flags’, explanations and links in three categories
• Risks – areas where your IP could be vulnerable
• Opportunities – ways to strengthen or broaden your IP
• Information – things you should know about the assets identified
Review items, mark as complete, and return as often as you like
Critiques what you have identified

37. Sollomon IP valuation: simple and
consistent
Investment
5 questions
Use historical accounts and estimates
History
Up to 8 questions for trading businesses
Use historical accounts where applicable
Forecasts
5 questions
3+ years’ projections required
Governance
‘Hygiene factors’
3-5 questions
Immediate report online ; all results checked/moderated offline

38. Innsight report: cross-checking of salient
facts
Essential information on five topics
• Quantity/quality of investment involved
• Ongoing commitment to innovation and development
• Contribution of assets to income
• Security potential
• Ownership position
Refreshes the parts online tools can’t…
Basic ‘due diligence’ to increase lender/investor confidence

39. Straightforward, useful and enlightening
Visit www.inngot.com to learn more
‘We think it’s a
really good,
structured
process. I would
thoroughly
recommend it to
an early stage
business’
Chris Walker
Diamond Hard
Surfaces
‘It reminded us
why we set the
business up. It
was incredibly
useful... It just
enables
discussions really’
Tim Chater
Koji Drinks
‘The action plan
addresses loads
of things we
would never have
thought of…
it’s a very
straightforward
process’
Alexei Levene
Desolenator
‘The tool was
brilliant…
What it did do was
show that we had
more or less
covered all the
bases’
Russell
Trident Cloud
‘Great tools: I
have been looking
for something like
this, as I am aware
of the lack of IP
knowledge among
banks and
funders.’
Robert Gordon
Intelligent
Organics

40. #QuantScot // @quantiplyco
Stephen Robertson
Metis Partners // @metis_stephen

41. #QuantScot // @quantiplyco
Steven Baird
Corporate Financier // Quantiply Partner

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Julio Romo
twofourseven // @twofourseven

49. HOW COMMUNICATIONS AND MARKETING CAN POSITION YOU FOR SUCCESS
YOUR START-UP NEEDS
INVESTMENT AND PEOPLE

50. YOU WANT TO BUILD
A PROFESSIONAL
COMPANY
COMMUNICATORS
AND MARKETING
PROFESSIONALS CAN
HELP

51. PROFESSIONAL
COMMUNICATIONS
AND MARKETING
THAT HELPS …
…SECURING ANGEL
INVESTMENT AND
VENTURE CAPITAL TO
GOING PUBLIC

52. COMMUNICATIONS FACT
Research from DAVID KIRSCH,* BRENT GOLDFARB, and AZI GERA
H. Smith School of Business, University of Maryland (2009)

53. WHAT INVESTORS EXPECT
● Details on your marketing
and communications
●Who your audiences are
●What your messages are
●Your spend on branding,
marketing and
communications
●If you have ownership of
your digital footprint
●Media and stakeholder
relations experience of your
founders

54. THE COMMUNICATIONS JOURNEY

55. WHY COMMUNICATIONS IS
ESSENTIAL
➔ Communications is more than
just PR and media relations
➔ It helps identify your audiences
and stakeholders
➔ It establishes your messaging
and your tone-of-voice
➔ It uses communications to build
relevancy with each audience
group
➔ It works to build reputation
and trust
➔ It supports business
developmentReid Hoffmann Venture Capital Journal

57. THE ‘YOU’ BRAND IS ALSO
IMPORTANT
Before there is
a company,
there is you!

58. CONTACT
Julio Romo, MCIPR
Communications Consultant, Digital and Innovation
Strategist
T: UK: +44 7812 374040
E: julio@twofourseven.co.uk
Blog: www.twofourseven.co.uk/blog
: tfs.me/21stPR
: twitter.com/twofourseven
: linkedin.com/in/twofourseven
Contributing Author of the top-selling CIPR
Share This and Share This Too -
The Social Media Handbooks for PR Professionals

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Workshop: Siobhán Jordan
Interface // @InterfaceOnline

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Case Study: Bowie Bonds
★ In mid-90’s David Bowie and his manager were looking for ways to raise
cash from his back catalogue
★ The innovation was ‘Bowie Bonds’ - asset-backed securities where the
underlying asset was intangible
★ Investors bought a share of royalties generated by the songs over next
ten years
★ Bowie raised $55m and added a financial innovation to his long list of
creative innovations

62. #QuantScot // @quantiplyco
Discussion
Which part of the markets work? Which parts don’t? What are your biggest
frustrations?
What innovation(s) in finance could help solve the funding challenges which growth
companies face?
How can technology help?
Elect someone from your team to introduce companies at the table and your
takeaways from the discussion

63. #QuantScot // @quantiplyco
Rachel Gwyon
Scottish Government // @rgwyon

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Next Steps

65. #QuantScot // @quantiplyco
What Happens Next?
1. Go to quantiply.co/begin
2. Create profile
3. Link over to Inngot and use code QPY52456
4. Develop your inventory and valuation if appropriate
5. We will come back with your QIP analysis and services dashboard
6. 15 March: Investment Readiness Workshop
7. 19 April: Investor Showcase

66. #QuantScot // @quantiplyco
Thank You