. Amcham Brasília – Brasília, 26 de Outubro de 2012

Este  sou  eu….  

•  Rodrigo  Borges  •  37  anos  •  Engenheiro  Elétrico  com    ênfase  em  Computação  

•  Sócio    Fundador  do  BuscaPé  

2

Power to Consumer

Purchase Cycle

Behavior Marketing

Consumer Needs

Advertiser Needs

Services

Product Awareness

Broad Network Access

Ad Network & Affiliates

Product Information

Access at Product Decision

Shopping Info

Price Comparison

Access at Purchase Decision

Comp Shop & Lead

Generation

Convenient & Secure Payment Option

Easy Conversion

to Sale

Payments & Financial Services

Sharing the Experience

Viral Marketing

Market Intelligence

Liquid Resale Market

Access Prior to

Next Purchase

Classifieds

AWARENESS INTEREST DECISION ACTION POST SALE RESALE

Buscape Company covers the entire e-commerce value chain...

Purchase Cycle

Behavior Marketing

Consumer Needs

Advertiser Needs

Services

Product Awareness

Broad Network Access

Ad Network & Affiliates

Product Information

Access at Product Decision

Shopping Info

Price Comparison

Access at Purchase Decision

Comp Shop & Lead

Generation

Convenient & Secure Payment Option

Easy Conversion

to Sale

Payments & Financial Services

Sharing the Experience

Viral Marketing

Market Intelligence

Liquid Resale Market

Access Prior to

Next Purchase

Classifieds

AWARENESS INTEREST DECISION ACTION POST SALE RESALE

Buscape Company covers the entire e-commerce value chain...

15 acquisitions in Brazil 2 acquisitions in Latin America

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7

Buscape Company is the main strategic asset in Latin America

Source: Naspers / Note: Half ended September 31, 2010

Buscape is, effectively, the investment arm and corporate umbrella for related companies in Latin America.

Since 2006, Naspers has invested approximately US$1B in Latin America

10

Inovação e Execução

You  don’t  beat  the  incumbents,    you  redefine  the  problem  and  

make  them  IRRELEVANT  Paul Graham

This  requires  the  ability  to  imagine    

“That  which  does  NOT  exist”  Alexander Osterwalder & Yves Pigneur

reto

rno

risco

OPORTUNIDADE

APARENTE

“Esperto”

Follower

Risco moderado

Retorno moderado

QUEBRA DE PARADIGMA

“Louco”

Leader

Risco muito alto

Retorno alto

Inovação  

Effectual  Logic  

Suicide Quadrant

Existing Market

New Market

New Product

Existing Product

Start Up Companies!

Business As

Usual

Source: What makes entrepreneurs entrepreneurial?, 2001 Saras D. Sarasvathy University of Washington, School of Business

Oportunidades de Mercado

Diferenciação First Mover

Modelos de Negócio

Management Team

Sinergia Proposição

de Valor

If  you  can't  explain  it  simply,  you  don't  understand  it  well  

enough.  Albert Einstein

Cost  Structure   Revenue  Streams  

Custumer  Segment  

Value    Proposition  

Custumer  Relationships  Key  Activities  

Key  Partners  

Key  Resorces   Channels  

Custumer  Segment  

Value  Proposition  

Channels  

Custumer  Relationships  

Revenue  Streams  

Key  Resorces  

Key  Activities  

Key  Partners  

Cost  Structure  

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33

Be    an  ExecuXoner  

34 “Getting Real – 37signals”

35

Perpetual Beta

36

Perpetual Beta

37

Perpetual Beta

Agile Development: Scrum or eXtreming Programing (XP)

Minimize TOTAL time through the loop

IDEAS

CODEDATA

LEARN BUILD

MEASURE

There’s much more…

Learn Faster Split Tests

Customer Development

Five Whys

Customer Advisory Board

Falsifiable Hypotheses

Product Owner

Accountability

Customer Archetypes

Cross-functional Teams

Semi-autonomous Teams

Smoke Tests

Measure Faster Split Tests

Continuous Deployment

Usability Tests

Real-time Monitoring & Alerting

Customer Liaison

Build Faster

Unit Tests

Usability Tests

Continuous Integration

Incremental Deployment

Free & Open-Source

Cloud Computing

Cluster Immune System

Just-in-time Scalability

Refactoring

Developer Sandbox

Minimum Viable Product

IDEAS

CODEDATA

LEARN BUILD

MEASUREMeasure Faster

Funnel Analysis

Cohort Analysis

Net Promoter Score

Search Engine Marketing

Predictive Monitoring

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Janela de Oportunidade

GET BIG

FAST!

Fist  Mover  >  Net  Eff  >  Winner  Takes  All  

9 de outubro 2006 – US$ 1,65B do Google

42

CAPITAL  -­‐  DIFERENTES  ESTÁGIOS  Estágio Inicial Expansão

Valor pequeno fornecido a um empreendedor para iniciar as operações

Financiamento fornecido a empresa para desenvolver produtos e fazer marketing inicial de um produto

Financiamento fornecido a empresa para iniciar a consolidação no mercado que atua e prospecção de novos mercados

Capital de giro para a expansão inicial

Recursos fornecidos para o crescimento significativo da empresa

Financiamento da empresa que pode tornar-se pública dentro de seis a doze meses

Seed Start-up Primeiro estágio

Segundo estágio

Terceiro estágio Bridge

IPO

Saída Estratégica

43 Tempo

Qua

ntia

leva

ntad

a @

pre

-mon

ey v

alua

tion US$ 50m

@250m

US$ 25m @50m

US$ 5m @25m

US$ 1m @5m

Lançamento do produto

Aprovação do consumidor Lucro

“Seed”

Primeira rodada

Segunda rodada

“IPO”

“Seed”

“IPO”

“Mezz”

Primeira rodada

Novo paradigma ciclo acelerado

Ciclo tradicional

VELOCIDADE DA INTERNET

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Sources of Winner-Take-All Market

Principais origens para os mercados concentradores: 1) Production Cloning – Com o mesmo ou mínimo custo é possível

reproduzir a mesma solução para todo o mundo, o vencedor é o que tem o menor custo de produção. Ex. A melhor busca em inglês pode ser ampliada para os demais mercados de diferentes línguas- Google

2) Network Economies – Quanto mais usuários usam o sistema mais valor ele agrega. Ex. Social networks, IM, P2P file sharing, Telefone, email e FAX

3) Lock-in Through Learning or Investment – Uma tecnologia vencedora no início tem mais força para as próximas rounds da competição. Ex. IPod x Zune, Flash Players X Silver Light

4)  Habit Formation, or Acquired Tastes – Talvez a regra mais fraca que se aplica na Internet – ex. Google X AltaVista

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"We  tend  to  overesXmate  the  effect  of  a  technology  in  the  

short  run  and  underes-mate  the  effect  in  the  long  run.”  

Roy Amara (Scientist at Stanford Research Institute)

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A computer in every home!

Bill Gates's dream

49

Literatura  

50

Rodrigo Borges Co-founder

rodrigo@buscapecompany.com

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