crossing the chasm - ucla tdg & resources...crossing the chasm - geoffrey moore crossing the...
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Crossing the Chasm: Raising VC for “Deep
Tech” Startups
Peter Lee Founding Managing Partner
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● $45MPre-seedandseedstagefund● Investmentsbetween$250k-$2M● 9portfoliocompanies
○ Stealth-Cybersecurity○ Jiko-Distributedcomputingcloud
infrastructure○ InViaRobotics–Warehouseautomation○ Syntiant-AI/MLsemi-conductors○ Stealth–blooddiagnostics○ Stealth-3Dprinting○ AvroLifeSciences–transdermaldrug
delivery○ SeqOnce–libraryconstructionsforgenome
sequencing○ Kebotix–AIplatformfornewmaterial
discovery
● Mybackground○ MITBS/MS–robotics○ 2VCbackedstartups–engineering,
productmanagement○ LosAlamosNationalLab,Microsoft○ McKinsey○ PhDdropout○ MBAHarvard
○ Myinterestareas○ Robotics/automation○ Advancedmanufacturing○ Cyber-security○ Computer-braininterface
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Crossing the Chasm
CrossingtheChasm-GeoffreyMoore
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CrossingtheChasm-GeoffreyMoore
Crossing the Chasm
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CrossingtheChasm-GeoffreyMoore
Crossing the Chasm v2
Product & Engineering R&D Founder/Executive Ph.D./Post-doc/
Professor
Startup raising VC University/Lab/Grants
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CrossingtheChasm-GeoffreyMoore
Crossing the Chasm v2
Product & Engineering R&D Founder/Executive
Startup raising VC
Ph.D./Post-doc/Professor
University/Lab/Grants
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Chasm of Due Diligence
• Defensibility
• R&D to engineering productization manufacturability
• Technology to Value • Tech/Product, Market and Team
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Defensibility
• Ultimately, nothing is defensible forever… …but how long of a head start do you have?
• Can it be replicated in a year by a team of engineers?
• Patents, trade-secrets – breakthrough innovation, system-defensibility
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R&D to… • Engineering
– no “new discovery” – if fact, generally limit the tech – can hire outside “non-expert” engineers to execute – it works in the “real world” – not just the “lab”
• Productization – feature set – specs
• Manufacturability – costs – predictability – repeatability – assembly line workers can make
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Technology to Value • Market and customer value
– Market size – Benefit over status quo - 10x given change/risk/new – While specs are important, its ultimately about customer
value - ROI
• Direct competition vs alternatives – Don’t just think about similar tech/approaches. Not about the technology but about the value. Could be a completely different approach to the same customer value-prop
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Team,Product/Tech,Market
Product/Tech
MarketOpportunity
Team