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This was presented t the US-Mexico Chamber of Commercer NW Chapter Business Breakfast
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TechBA, a Success model for Technology Companies Going Global
Itzam De Gortari TechBA-Seattle March 29, 2012
The US-Mexico Chamber of Commerce NW Chapter
Vancouver
Seattle Silicon Valley
Phoenix
Austin
Detroit
Montreal
Madrid
TechBA Branches
Seattle
Aerospace • 72,000 employees • 737 line of production • New 787 Dreamline • AFA Washington
Information Technologies • 90,000 employees • Puget Sound International Hub • 150 Companies • 30 billions (usd)
Clean Technology • High environmental concern • Clean Tech Cluster, ranks # 1 by number employees around this sector
Biotechnology • 190 companies • 16,000 employees • 10 billions in revenues
Logistics • 3rd largest shipping center in USA
Film & Music • 1 billion in revenues • 12,000 employees Gaming
Largest key players in the industry, 497 millions 9,200 employees
What is TechBA Seattle?
ECOSYSTEM
FEDERAL GOVERNMENT STATE OF WASHINGTON
ASSOCIATIONS COMMUNITY TECHBA
• enterpriseSeattle • City of Bellevue • University of Washington • International Trade and Economic Development
• Create relationships through business not the other way around • Sells/business driven • Business culture is direct • Merits
• US-Mexico Chamber of Commerce NW • Port of Seattle • Center of Advanced Manufacturing Puget Sound • Venspark • 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
8 to 12 months 5 weeks
Pre-‐accelera)on Acelera)on 1 and
12 months
Acelera)on 2
• Customer generation • Hypothesis definition • Smoke test • MVP
Business Case
• Marketing Plan • Implementation • Sales increase
• Sales increase
BootCamp
BootCamp 2012
10 Companies: VG, Mobile and Web app’s 5 weeks Objective: Place a product in the market
In two mayor steps
Lean Startup
Learning process
6 Accelera:on Pillars
Product
Market
Technology
Resources
Business Model
Distribu:on
Elevator Pitch
Business Case
Opera:onal Plan
Quantify and Replicate
BootCamp
Closure …
BootCamp 2012
Before and after …
MVP: minimum viable product
BootCamp 2012 other Outcomes …
Lean Startup
Venspark / TechBA
Customer
Company
6 pillars Get specific Make decision Take Actions
Persona Hypothesis Smoke test MVP Metrics
Quick summary
Companies Portfolio 2009
Aeronau:co
Automotriz
Biotecnología
BPO
Energía
MANUFACTURA
Mineria
Quimica
TIC
4.03%
3.23%
4.84%
4.03% 0.81%
80.65%
Aerospace Automotive Biotechnology
Mining Chemicals ITC
BPO Energy Manufacturing
Indicators
Source: http://www.businessinsider.com/the-future-of-mobile-deck-2012-3#-1
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
Barriers Publisher dependent market High cost of distribu:on
1 out of 6 …
$. Sales and Growth
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
Thanks