Tervetuloa!
Finnvera Technopolis Roadshow
26.3.2015
Ohjelma
Kassalla kasvaminen on kova laji – 26.3.2015 Tampere
Moderaattorina Henri Rantalainen, Technopolis
8.30
Verkottumisaamiainen ja ilmoittautuminen
9.00
Technopoliksen tervetulotoivotus
Head of Sales Henri Rantalainen
Avaus aiheeseen
Finnveran uudet tuulet
Aluejohtaja Juha Ketola
Case-yritys: Piceasoft Oy
Kehitysjohtaja Risto Kivipuro
Q&A ja yhteenveto
10.15
Verkottumista, kysy Finnveralta, ständit
10.30 -
Kahdenväliset tapaamiset, verkottumista
11.30
27.3.2015
2
Yritysten kasvusta globaalissa
kilpailussa
Henri Rantalainen
26.03.2015
Analyysi alueen teknologiayrityksistä 2012
Tilinpäätösanalyysi 96 paikallisesti omistetusta yrityksestä
Perustettu keskimäärin v. 1999
Yhteensä 1768 työntekijää, keskiarvo 18.6 hlö
Liikevaihto yht. 220 M€, keskiarvo 2.3 M€
Keskimääräinen vuosikasvu 2010-2012 40,4 %
3v. Kumulatiivinen tulos -8.7 M€
Tulos 2012 yht. -8.9 M€
Kassavirta 2012 yht. 6.6 M€
Tasearvo 30 M€
Liiketoiminnan tuottoarvo 192 M€
Yritysten arvo yhteensä 169 M€
27.3.2015
4
Global Championships - Winners Take It All
5 years out, the group’s
market cap has grown…
New Category Today
Vinod Khosla
Kleiner Perkins Caufield & Byers
27.3.2015
5
Ambitiovaje
Korkean ambitiotason yrityksiä on liian vähän, jotta syntyisi
merkittävästi kansainvälisiä onnistumisia
yrittäjiä motivoitava nostamaan ambitiotasoa globaalissa kilpailussa
menestymisen edellyttämälle tasolle.
Korkean ambitiotason yrittäjät pääsevät liian harvoin päämarkkinoiden
verkostoihin – parhaisiin asiakkaisiin, parhaisiin tiimin täydennyksiin ja
parhaisiin rahoittajiin – voidakseen aidosti kilpailla johtavasta markkinaasemasta
yrityksiä autettava löytämään parhaille markkinoille ja parhaisiin
verkostoihin.
Pääomasijoituskelpoisuus päämarkkinoilla jää saavuttamatta
27.3.2015
6
Venture Capital Championships
“... the top 20
firms (out of
approximately
1,000 total VC
firms) generate
approximately
95% of the
industry’s
returns.”*
* SOURCE: https://blog.wealthfront.com/venture-capitaleconomics/
27.3.2015
7
VC Top20
1. Accel Partners
11. Sequoia Capital
2. Andreessen Horowitz
12. Union Square Ventures
3. Battery Ventures
13. Spark Capital
4. Benchmark Capital
14. Index Ventures
5. Bessemer Venture Partners
15. Khosla Ventures
6. CRV
16. Founders Fund
7. Greylock Partners
17. Google Ventures
8. Kleiner Perkins Caufield & Byers
18. Felicis Ventures
9. New Enterprise Associates
19. Floodgate Fund
10.Redpoint Ventures
20. First Round Capital
27.3.2015
8
Globaalin markkinajohtajuuden edellytykset
Innovation as Competetive Advantage
Disruptive radical innovation with rapid scalability
New category or 10-100 times better than existing
Fast Growing Market
Credible market need
Market growth potential to over €500M in less than 10 years
Several Financing Rounds to 50+ M€
Experienced VCs from the target market
Wise money with essential market networks
Winning and Experienced Team
Championship-class start-up and business expertise with networks
Unique domain expertise (market and technology) with networks
27.3.2015
9
Top20 kuolinsyytä
27.3.2015
10
Edessä loistava tulevaisuus
Markkinan olemassaolon varmistaminen
Iterointi, pivotointi ja pilotointi – asiakkaat ja käyttäjät
Verkostot päämarkkinassa
Team Finland Accelerator selvityksessä
Uskallusta tiimin täydentämiseen
Rahoitukseen uutta puhtia
Tulevaisuus on
kasvuyrittäjyydessä!
27.3.2015
11
Finnvera Technopolis Roadshow
March 26th 2015
Confidential
Piceasoft Starting Point
• Piceasoft was founded in September 2012
14.6.2012 – The Verge
Copyright 2014 Piceasoft Ltd.
Confidential
Management Team
•
Jyri Roselius, CEO
o Managing director
responsibility
o Ex-head of Nokia PC
software and device
integration
•
Risto Kivipuro, Chairman, VP
Business Development
o Partner and channel
development
o Ex-head of Nokia PC
products and product
operation
•
Joni Lagerbom, VP Customer
Services
o Product delivery and post
sales support
o Ex-head of Nokia PC
software delivery and
customer support
•
Jani Väänänen, CTO
o Product development
and management
o Ex-head architect for
Nokia PC connectivity
solutions
Copyright 2014 Piceasoft Ltd.
Confidential
Consumer Challenge
• Buying a new smart
device, how can you
ensure that all the
precious data from the
old device is
a. Stored safely?
b. Available immediately in
your new device while
walking out of the store?
c. Erased after switch?
•
How to estimate a fair
value of your old
device for buyback?
Copyright 2015 Piceasoft Ltd.
Confidential
Products in Short
PiceaSwitch
PiceaEraser
PiceaDiagnostics
The only cross
platform software
solution to switch
phone content at
retail
Secure mobile data
erasure
Device diagnostics for
In-store problem and
Service center
problem analysis
PiceaOnlineSwitch
Easy to use and fast
online solution to
switch phone content
at Point of Sale and
home
Optimized erasure
solutions for Point
of Sale and Service
center
PiceaReporting
Web reporting tool to collect all switching,
diagnostics and erase data across the value chain
for business follow up
Copyright 2015 Piceasoft Ltd.
Confidential
Revenue Models vs. competitors
•
“Dynamic Bundle” – prepaid lump
sum for transactions of choice within
an agreed time period
•
“smart tariff” – 10 EUR monthly fee
inclusive 3 switches
o
o
•
Additional switches 3 EUR per Switch
Customizing fee
“Licence based” – yearly license
payment per PC
VS (Competitor)
• License 750-1800 EUR + maintenance
Copyright 2014 Piceasoft Ltd.
Confidential
Go to Market Strategy
• Main target markets are Germany,
Eastern Europe and Scandinavia
o
Signed deals and distribution agreements already in Finland,
Germany and Russia
• Marketing
o
o
o
o
Fairs – IFA, MWC,
Roadshows with distributors,
Online marketing, Earned Media like Press,
Direct contacts by experience sales partners.
• Direct Sales
o
Partnering in certain markets to find right reference
customers and decision makers
• Distribution
o
o
Germany, Russia/Eastern Europe and Austria. Next
Spain
Must to have to enter local markets to scale
customer base and provide local support
Copyright 2014 Piceasoft Ltd.
Confidential
Creating awareness
DatenSwitch als Dienstleistung – KOMSA und Piceasoft schließen
Vertrag
Der Hartmannsdorfer Dienstleister KOMSA Kommunikation Sachsen AG und der
finnische Softwareanbieter Piceasoft haben eine Partnerschaft geschlossen. Ziel dieser
ist es, KOMSA-Handelspartner und Mitglieder der Fachhandelskooperation aetka im
Smartphonegeschäft noch breiter zu unterstützen.
Sven Mohaupt, Bereichsvorstand Distribution KOMSA Kommunikation Sachsen AG: “Wir
haben uns mit DatenSwitch für einen Onlinedienst auf Basis von PiceaOnlineSwitch
entschieden, weil sich das Konzept sehr gut in unsere Online-Strategie und unsere OnlinePlattform www.karlo.de einfügt. Damit ergänzen wir unsere zentrale Handelsplattform für
Informationen, Bestellungen und Freischaltungen um eine weitere wichtige Lösung, die wir als
Dienstleistung über 4.000 Handelspartnern im deutschen Markt zur Verfügung stellen.“
"Wir sind sehr glücklich über KOMSA’s Entscheidung für PiceaOnlineSwitch. Sie eröffnet
unserer cloud-basierten, leicht bedienbaren Software einen attraktiven Zugang in den sehr
anspruchsvollen deutschen Markt”, kommentiert Heikki Tarvainen, Sales Piceasoft Ltd, die
Partnerschaft.
Copyright 2014 Piceasoft Ltd.
Confidential
Scaling Sales
International Players
o
o
o
o
Telefonica
Vodafone
Phonehouse
Etisalat
Big Market Players
o
o
o
o
o
o
Svyaznoy, 4000 retail shops
MobilkomDebitel, 600 retail shops
Turchell, 60% of Turkey mobile market
Komsa AG, Karlo.de, ca. 4000 shops
Croma, ~100 shops
Spice, ~1000 retail shops
Distributors
o
o
o
o
o
Ingram Micro
Brodos
TFK
Herweck
NGTel
Copyright 2015 Piceasoft Ltd.
Online / Web Solutions
o
o
B2C offer via Partners
Direct Sales – vaihdapuhelin.fi
Scaling Customer Segments
o
o
Service Centers - Komsa Project
Phone Recycling –Redeem
Customer and Partner Recruitment
Heikki Tarvainen, Dirk Fleiccher, Mika
Toivonen, Jan Kokko, Jose Luis
Martinez
New Counties in Evalution – France,
Italy, Poland and Philippines
Confidential
Funding 2012-2015
Nokia Grants -Founders
Technology and initial product creation,
market testing and piloting
Innovation Mill
Nordea Load – Nokia/Founders guaranteed
Tekes R&DLoan I
Kehittämisavustus / ELY-keskus
Invest Round I
First commercial products, distribution
and channel creation, first references
Nordea Loan – Finnvera/Founders/Company guaranteed
Market entry & commercial deals:
- German, Nordic and Baltic countries,
UAE,
- Channel development Russia and
Austria
Nordea Loan – Finnvera/Founders/Company guaranteed
Investment Round 2
Copyright 2014 Piceasoft Ltd.
New market segments, repair and recycling
Market Expansion
Confidential
Business Moments
Copyright 2014 Piceasoft Ltd.
Confidential
Checklist
•
•
•
•
•
•
•
How will you reach your target markets
(eg. Marketing, Sales, Channels,
Distribution)?
What investments (Sales, Marketing and
Business Development etc.) are required?
Use sales professionals – “was nichts kostet
ist nichts wert!
Contracts !!!!
Pricing model – know competitors
BE prepared to adapt and changes your
strategy and model if needed!!
It is not enough to have channels, you
have to manage them – train them,
account management, demand, support
Copyright 2014 Piceasoft Ltd.
Confidential
Sales Team
Heikki Tarvainen
Mika Toivonen
Germany, Austria and Switzerland
•
20 years leadership experience in
heading international and national
Sales and Marketing organizations
•
Managing Director positions in
Germany, and Austria.
•
Development and restructuring of
national distribution channel structures
in Germany, Austria and Switzerland
Russia and CIS-countires
•
Over 25 years experience of doing
successful business in Russia & CIScountries
•
Building up and managing Nokia`s
sales & distribution network in the
area.
•
Today helping start up companies
to enter in Russia & CIS-countries
Dirk Fleicher
Jan Kokko
Germany
•
Senior mobile industry business leader
with broad experience of understanding
customer needs
•
Leading the sales and marketing of
products and solutions to operator,
distribution and retail channels
•
Successfully developed and managed
Vodafone sales team
Copyright 2014 Piceasoft Ltd.
Scandinavia and Baltic Countries
•
20 years of experience in sales
and general management in
Scandinavia and the Baltic
countries within ICT and Industrial
segments.
•
Long experience in development
of reseller and distribution
channels in Finland and the
Baltics (Hewlett Packard)
Confidential
Copyright 2015 Piceasoft Ltd.
Confidential
Ohjelma
Kassalla kasvaminen on kova laji – 26.3.2015 Tampere
Q&A ja yhteenveto
10.15
Verkottumista, kysy Finnveralta, ständit
10.30
Kahdenväliset tapaamiset, verkottumista
11.00
Tilaisuus päättyy
27.3.2015
37
Kiitos palautteestasi!
Tervetuloa
tuleviin tapahtumiimme:
17.4.2015 klo 7.45 Technopolis Business Breakfast TAMPERE:
Tuottavuutta työympäristöllä
Technopolis Yliopistonrinne, Kalevantie 2
Ilmoittautuminen: www.technopolisevents.fi