1. Transregional
Web
Innovative
Services for
Thriving
Digital and
Mobile

2. “First mover advantage
doesn’t go to the first
company that launches,
it goes to the first
company that scales.”
Reid Hoffman
Co-founder of

3. A definition
“Scaleup is a business looking to
grow/expand in terms of: market
access, revenues, added value or
number of employees, identifying
and realizing win-win
opportunities for collaboration
between market leaders and
market disruptors...”
Wikipedia

4. The product/market fit
“Life of any startup can be divided
into two parts:
- Before the P/M fit and
- After the P/M fit”
Marc Andreessen
Co-founder of

5. What is product/market fit?
• Identifying the right product setup
• Target the most appropriate
customer segment
• Defining the best channel to serve
the market (go-to-market strategy)

6. Scaling with the right traction
500k/1M+
Monthly unique
visitors
€50/100k+
Monthly recurring
revenues (MRR)
Average Series A metrics
B2C B2B

7. What?
A Scaleup is a company that has
identified its product/market fit and
has reached first proves of market
traction

8. Scaleup is not a startup!
problem-
solution
fit
product-
market
fit
scaling
up
focus on growthfocus on pivots
1. Seed 2. Startup 2. Early growth

9. So?
Scale up = Internationalization

10. Three main reasons to internationalize
1. Market
2. Capital
3. Human Resources

11. 1. Bigger markets
2. Quicker markets
3. Business partners
Market

12. eCommerce Sales 2015 (source: eMarketer)
Bigger markets

13. Average expenditure per user 2015 (source: Statista)
With richer customers
Average expenditure per user 2014 (source: Statista)

14. #5
Why?Quicker markets
#2
#12
#31
…
Global Innovation Index® Report 2015 (source: Cornell, INSEAD, WIPO)

15. Business partners
To boost your go-to-market strategy

16. And also…
Get in contact with decision makers

17. Capital
Seed
80% from
national investor
Series A
80% from
national investor
Series B
70% from
international
investor
Average fundraising figures

18. Capital = More availability
New York
UK
Germany
Amount of VC Investments in 2015
Silicon Valley
Italy
$104M
$2.6B$4.3B
$7B
$27B

19. And also…
More inclination towards high-risk investments

20. Human Resources = Hiring talent
Having access to a wide pool of international professionals

21. Keep in mind
Availability, cost and loyalty play a critical role

22. Where?
Startups are everywhere… Just choose the right hub

23. Startup hubs
New York
London
Berlin
Tel Aviv
Singapore
There are few good spots but you have to know…
Silicon Valley

24. They are not all the same
New York
London
Berlin
Tel Aviv
Singapore
Each startup hub has its specs
Silicon Valley
Fashion
techMedia/Ad
tech
Retail
tech
Deep
tech
VR/AR
tech
VR
Fin
tech
Fin
tech
Media/Ad
tech
eComm
tech
Big
data
Cyber
security
Internet
of Things
Estate
tech
Social
media
…

25. How much would cost to relocate your team?
Simulation
Marketing Manager Web Developer Graphic Designer Mobile Developer

26. Moving to other hubs
New York
London
Berlin
Tel Aviv
Singapore
You should mind where to move also based on the costs
Silicon Valley Rome
+92%
+80%
+18%
+80.50%
+3%
-9%

27. Watch out your runaway
New York
London
Berlin
Tel Aviv
Singapore
Silicon Valley Rome
5
months
6
months
12
months
13
months
6
months
11
months
10
months

28. But mind the cost of living
Previous simulation didn’t include the cost of living in a new hub
+130%
(source: Teleport.org)
+186% +30%
+127%+237%-12%

29. Not all the hubs at the same level
Berlin and NYC are very open to foreigners, the opposite of London and SF

30. Summary
• International market
expansion strategy
• Funding strategy
• Hiring-localization strategy
(which people where)

31. Critical issues
• Entrepreneurial &
Corporate culture:
• Ambition
• Growing the team
• Looking for excellence
• Availability of resources

32. Always set higher goals
Stick to your vision and have enough ambition to pursue it

33. … keep scaling!
Last but not least…

34. CEO & Founder of
Interview to a Scaleup
Marco Marlia
Leading provider in EMEA for new car sales and digital marketing software for the
automotive industry.

35. If you have questions, please ask!
Q&A Session

36. THANK YOU
TWISTDigitalOnline
facebook.com/digitaltwisters
@digitaltwisters
twist@digitaltwisters.com @
www.digitaltwisters.com