TechBA Seattle- USMCOC NW March 2012

The US-Mexico Chamber of Commerce NW Chapter

Itzam De Gortari
TechBA-Seattle

March 29, 2012

TechBA, a Success model for
Technology Companies Going Global

TechBA Branches

Vancouver
Montreal
Seattle
Silicon Valley Detroit
Phoenix Madrid
Austin

Seattle
What is TechBA Seattle?
Information Technologies
• 90,000 employees
• Puget Sound International Hub
• 150 Companies
• 30 billions (usd) Aerospace
Biotechnology • 72,000 employees
• 190 companies • 737 line of production
• 16,000 employees • New 787 Dreamline
• 10 billions in revenues • AFA Washington

Clean Technology
• High environmental concern Film & Music
• Clean Tech Cluster, ranks # 1 • 1 billion in revenues
by number employees around • 12,000 employees
this sector
Gaming
Largest key players in the
Logistics
industry, 497 millions
• 3rd largest shipping
9,200 employees
center in USA

ECOSYSTEM

FEDERAL GOVERNMENT STATE OF WASHINGTON
• enterpriseSeattle
•  City of Bellevue
•  University of Washington
• International Trade and Economic
Development

ASSOCIATIONS
TECHBA COMMUNITY
•  US-Mexico Chamber of Commerce NW • Create relationships through business not the
•  Port of Seattle other way around
• Center of Advanced Manufacturing Puget •  Sells/business driven
Sound •  Business culture is direct
• Venspark •  Merits
•  Private companies

TechBA Results
Created in 2005, under the mandate to provide an
environment that encourages innovation

•  150 technology companies have reached $ 160 MM usd of international
sales and $ 1 B usd combined, national and international

•  3,500 new high-value positions generated

• High Value Technology Sectors:
IT, aerospace, automotive, life sciences (biotechnology, medical devices),
energy, high manufacturing

Facts of TechBA Seattle
•  45 Mexican companies have participated in TechBA Seattle (2010-2011)

•  10 companies have been incorporated in the US

•  2 companies starting patent registration

•  4 companies have hired US nationals

•  15 Local Consultants / Coaches

•  12 work spaces available in our offices

•  5 strategic partners: City of Bellevue, enterpriseSeattle,
Trade Development Alliance, US-Mexico Chamber of Commerce NW,
and Venspark

TechBA Acceleration Program
BootCamp

Pre-‐accelera)on
Acelera)on
1
and

Acelera)on
2

•  Customer
generation • Marketing Plan
•  Hypothesis • Implementation • Sales increase
definition Business
• Sales increase
Case

•  Smoke test
•  MVP

5
weeks
8
to
12
months
12
months

BootCamp 2012

10 Companies: VG, Mobile and Web app’s

5 weeks In two mayor steps

Objective: Place a product in the market

Lean Startup

Learning process

6
Accelera:on
Pillars

Product

Distribu:on
Market

Elevator
Pitch

Business
Case

Opera:onal
Plan

Business
Model
Technology

Resources

Quantify and
Replicate

BootCamp 2012

Before and after …

MVP:
minimum
viable

product

BootCamp 2012
other Outcomes …

Quick summary

Persona
Hypothesis
Customer Smoke test
Lean Startup MVP
Metrics

6 pillars
Get specific
Venspark / Company Make decision
TechBA Take Actions

Companies Portfolio 2009

3.23%

Aerospace
Aeronau:co

4.03%

Automotive
Automotriz

4.84%

Biotecnología

Biotechnology
4.03%
0.81%

BPO
BPO

Energy
Energía

MANUFACTURA

Manufacturing
Mining
Mineria

80.65%

Quimica

Chemicals

TIC

ITC

Indicators

Source: http://www.businessinsider.com/the-future-of-mobile-deck-2012-3#-1

TechBA Principles
• Technology intensive business and concentrated core business

•  Well established structure with a clear vision that permeates at all levels
of the organization

•  As VC’s, we select people with DNA of an entrepreneur

•  Product is important but excellence in management makes it big

•  Competitive advantages: find what makes you better than
anyone else in the market

•  Test the market as soon as possible and be ready to adapt, test your alpha
with friends and your beta with customers

•  Self assessment

Context

The
company
develops
applica:ons
for
mobile
phones
for
Android
plaVorms,
iOS,
Blackberry
and
Windows
7

Company
Achievements
under
the
TechBA
program

$

. Sales and Growth

Barriers
1 out of 6 …
Publisher
dependent
market

High
cost
of
distribu:on

Context

Scio
is
an
Interna:onal
full-‐service
consul:ng
ﬁrm
that
specializes
in
so^ware
development.

Provides
outsourced
product
development
and
IT
services
for
ISVs
and
businesses
with
internet-‐based
services
and
applica:ons

that
support
on-‐demand
businesses
and
So^ware
as
a
Service
(SaaS)
specializing
in
Microso^
technologies.

Company
Achievements
under
the
TechBA
Program

•  Microso^
Cer:ﬁed
Partner
as
Vendor
ID
in
less
than
3
months

•  Contract
to
develop
training
programs
for
Microso^
Azure

Barriers

•  Vendor
consolida:on

•  Saturated
market
(China
and
India)

•  Market
long
sales
cycle

•  Customer
acquisi:on

Context

Kaxan
is
a
company
conformed
by
more
than
100
people,
focused
on
intellectual
property
development,
mainly
through
ﬁlms,

animated
series
and
video
games
produced
by
its
two
divisions:
Kaxan
Studios
and
Kaxan
Games.

Company
Achievements
under
the
TechBA
program

•  Company’s
exposure
in
the
media.
Promo:on
of
Kaxan
Games
and
achievements
in
the
local
and
interna:onal
media:
Kaxan

Developed
3
iOS
games
published
and
released
by
Chilingo:
Taco
Master,
Finger
Shoes
and
Torture
Bunny.
Taco
Master
is
the
#1

downloaded
app
in
the
iTunes
store
in
Mexico
on
iPhone
and
iPad
(ahead
of
such
brands
as
Plants
vs.
Zombies
and
Angry
Birds).

•  Taco
Master
is
one
of
the
top
100
Arcade
games
in
the
US
iTunes
App
Store

Barriers

•  Corporate
governance

•  Licensing
process

•  Limited
resources
for
ﬁlms

Context

Xibalba
is
an
independent
company
with
a
global
vision
devoted
to
crea:ng
innova:ve
games
by
using
the
latest

gaming
technology
to
achieve
the
highest
quality
standards

Company
Achievements
under
the
TechBA
Program

•  Award
winning
Mexican
company
that
has
developed
the
game
Icebreakers,
oﬀered
for
sale
via
digital
distribu:on:
Intel,

Desura,
OnLive,
direct2Drive

•  Icebreakers
was
awarded
the
:Level
Up
2010”
awards
for
Character
Design
and
Best
Laptop
Game”
from
Intel

•  Has
secured
their
ﬁrst
extended
development
contract
with
a
major
mobile
games
indy
developer
publisher
to
assist
in
the

development
of
new
and
exis:ng
F2P
(Free
to
Play)
mobile
games
for
iOS
and
Android.

•  Development
of
the
value
proposi:on
of
Xibalba
Studios
for
Games
Connec:on
in
Lyon
France
to
be
used
with
various

publishers

•  Poten:al
contract
with
Big
Fish
Games
to
publish
future
:tles

Barriers

Publisher
dependent
market

High
cost
of
distribu:on

Poten)al
Success
Case

Context

Anfexi
is
a
company
that
provides
so^ware
solu:ons
for
the
loan
and
credit
industry.
It
has
20
specialized
products
with
a
scope

that
goes
from
the
lead
genera:on/loan
origina:on
to
the
loan
management/collec:on
and
recovery

Company
Achievements
under
the
TechBA
Program

•  Anfexi
reﬁned
its
business
strategy

•  Found
and
got
in
contact
with
poten:al
ﬁnancial
services
ins:tu:ons

•  Closed
a
contract
with
Sco:a
Bank

•  Is
nego:a:ng
a
poten:al
partnership
with
a
partner
to
provide
services
to
credit
unions
in
the
U.S.

Barriers

•  Lenders
have
the
need
to
sell
more
loans
and
reduce
the
cost
of
manage
them.

Poten)al
Success
Case

Context

Locomocion
3D
is
a
Mexican
company
that
provides
Mo:on
Controlled
Camera
Services
and
recently
it
has
been
involved
in
game

development
through
the
planning
of
a
virtual
studio

Company
Achievements
under
the
TechBA
Program

•  Development
of
a
new
and
improved
business
plan
including
sales
materials
focusing
on
key
ac:ons
to
enabling
partnership

opportuni:es

•  Locomocion
3D
had
a
business
mee:ng
with
Microso^
having
an
excellent
outcome
with
the
purpose
of
using
Kinect
in
B2B

applica:ons.

•  Iden:ﬁed
poten:al
partners
and
engagement
for
company’s
sales
exten:on
opportuni:es

Barriers

Publisher
dependent
market

High
cost
of
distribu:on

Poten)al
Success
Case

Context

Kokonut
Studio
is
an
independent
and
crea:ve
Mexican
game
studio
driven
by
their
desire
to
innovate
mobile
experiences

Company
Achievements
under
the
TechBA
Program

•  Ability
to
execute
a
competent
product
development
in
the
video
games
sector

•  Development
and
valida:on
of
a
new
posi:oning
around
“Context
Based
Games”

•  Access
to
10
major
poten:al
publishers
or
distribu:on
partners

•  Nego:a:ons
with
distribu:on
partners

Barriers

Publisher
dependent
market

High
cost
of
distribu:on

Take away

•  Accelerator model successful for economic development based on
push strategies: especial emphasis in sales

• People, structure and operations

•  Facilitators, based on consultants promoting:
• Key business relationships in the new market

• Hubs: education, political structure that understands business needs and
Financial institution willing to invest in innovation

TechBA Seattle- USMCOC NW March 2012

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