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“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

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

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

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)

Scaling with the right traction

500k/1M+Monthly unique

visitors

€50/100k+Monthly recurring revenues (MRR)

Average Series A metrics

B2C B2B

What?

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

Scaleup is not a startup!

problem-solution

fit

product-market

fit

scalingup

focus on growthfocus on pivots

1. Seed 2. Startup 2. Early growth

So?

Scale up = Internationalization

Three main reasons to internationalize

1. Market

2. Capital

3. Human Resources

1. Bigger markets

2. Quicker markets

3. Business partners

Market

eCommerce Sales 2015 (source: eMarketer)Bigger markets

Average expenditure per user 2015 (source: Statista)

With richer customers

Average expenditure per user 2014 (source: Statista)

#5

Why?Quicker markets

#2

#12

#31

…

Global Innovation Index® Report 2015 (source: Cornell, INSEAD, WIPO)

Business partners

To boost your go-to-market strategy

And also…

Get in contact with decision makers

Capital

Seed80% from

national investor

Series A80% from

national investor

Series B70% from

internationalinvestor

Average fundraising figures

Capital = More availability

New York

UKGermany

Amount of VC Investments in 2015

Silicon Valley

Italy

$104M

$2.6B$4.3B

$7B$27B

And also…

More inclination towards high-risk investments

Human Resources = Hiring talent

Having access to a wide pool of international professionals

Keep in mind

Availability, cost and loyalty play a critical role

Where?

Startups are everywhere… Just choose the right hub

Startup hubs

New York

LondonBerlin

Tel Aviv

Singapore

There are few good spots but you have to know…

Silicon Valley

They are not all the same

New York

London

Berlin

Tel Aviv

Singapore

Each startup hub has its specs

Silicon Valley

Fashion techMedia/Ad

techRetail tech

Deeptech

VR/ARtech

VR

Fintech

Fintech

Media/Ad tech

eCommtech

Bigdata

Cybersecurity

Internet of Things

Estatetech

Socialmedia

…

How much would cost to relocate your team?

Simulation

Marketing Manager Web Developer Graphic Designer Mobile Developer

Moving to other hubs

New York

LondonBerlin

Tel Aviv

Singapore

You should mind where to move also based on the costs

Silicon Valley Rome

+92%

+80%

+18%

+80.50%

+3%

-9%

Watch out your runaway

New York

LondonBerlin

Tel Aviv

Singapore

Silicon Valley Rome

5months

6months

12months

13months

6months

11months

10months

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%

Not all the hubs at the same level

Berlin and NYC are very open to foreigners, the opposite of London and SF

Summary

• International market

expansion strategy

• Funding strategy

• Hiring-localization strategy

(which people where)

Critical issues

• Entrepreneurial &

Corporate culture:

• Ambition

• Growing the team

• Looking for excellence

• Availability of resources

Always set higher goals

Stick to your vision and have enough ambition to pursue it

… keep scaling!

Last but not least…

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.

If you have questions, please ask!

Q&A Session

THANK YOU

TWISTDigitalOnline

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@digitaltwisters

twist@digitaltwisters.com @www.digitaltwisters.com