Constanza Nieto

Starting an IT Global Company From Latin America

Constanza Nieto Founder and CEO Globaltech Bridge

About Globaltech Bridge

•  Based in Silicon Valley, California •  More than 7 years in business •  Helping 100+ Latin American companies

•  Build strategies to expand •  Get clients and partners in the US •  Get funding

•  Helping US companies •  Get partners in Latin America •  Get Investment opportunities

3

The Silicon Valley

Starting an It Global Company The Process 1.  Make innovative products 2.  Monitor the Global market 3.  Identify your competitive advantages 4.  Choose a market 5.  Build a go to market strategy 6.  Validate the opportunity 7.  Get a team 8.  Get your first customers 9.  Plan to scale 10.  Get the funding

1 Ideal Product or Service

Must solve a big problem To a big market With sustainable competitive advantages ( Innovative ) Big problem: Must have / nice to have Big market: Billions of dollars Innovation: Product / business model / segments/

distribution, etc

1.1 Finding Innovation

Some Sources of innovation •  Solutions already made •  Identify new problems

•  Talk to Your customers •  Talk to other industries: health care / retail / agriculture

•  Talk to smaller / larger clients

Make multidisciplinary teams open innovation

..

1. 2 Look for Solutions

All over the world !! •  Are they solving the problem? •  Partially ? •  How much penetration? •  Other segments? •  Patents? •  Is the market big enough? And growing?

1.3 Build Sustainable Competitive Advantages

Compare your solution Identify your competitive advantages How hard is for your competitors to copy you? ( Price is not sustainable) High entry barriers •  Intellectual property protected •  Market share : Grow as fast as you can •  Your Team: Protect your team- Share your

company

1.4 Test your ideas

Prototype

Talk to Customer

Improve/Prototype

Get the first users

Improve again

Launch in your local

market

As soon as you can ( Lean Start up- Model)

2. Monitor Global Market

•  Identify new trends •  Key players and main solutions

•  Big solution providers •  Competitors •  Channels •  Influencers •  Clients

•  Where to find them •  events / blogs / Linkedin groups

3. Competitive Advantages

•  Make a competitive chart •  Product •  Segments •  Business models and pricing •  Channels •  Company

•  Oportunities and treaths

•  Identify the segments •  events / blogs / Linkedin groups

4. Choose a market

Easy to penetrate / more need/

more competitive advantages Cloud = USA?

Create a Global company 1.  R& D ( in your home country) 2.  Manufacture ( China) 3.  Customer support (remote- cloud) 4.  Market and sales strategies ( USA)

5. Initial Go to Market Strategy Business Model Canvas

Initial segments Value proposition for each segment Business model and pricing/segment Channels : internet, direct sales , distributors How to reach them

•  Events, Web sites- SEO, Blogs. •  Marketing on line : Google adds, Twitter,

Facebook, LinkedIn , etc.

6 Validate in the New Market

Adapt

Talk to Customer

Improve/Product

Get the first users

Improve again

Get the first customers

7. Get a Global Team

Get partners - Not employees 1.  Local VP of Marketing and Sales 2.  Lawyer 3.  Engineering ( Colombia) 4.  Board of Advisors 5.  CEO? Share the company!

8. Get your First Customers

•  Protect your IP •  Create a legal structure •  Alfa and Beta- reference •  First channels •  Get some traction •  Get the first revenue

.

9 . Plan to scale

Tune your marketing strategy Tune your products and services to scale - Cloud •  Automatic sales •  Delivery •  Training (e-learning) •  Customer support Make a product road map Make the number ( $$$) Look for the right funding

10. Get The Right Funding Alternatives for Colombian Companies

•  Seed: Prototype- local validation: Friends &Family – Colciencias- Wyra- Innpulsa)

•  First customers USA ?? Angels Colombia??? •  First round traction USA: Angels USA •  Worldwide growth: VCs-USA Grow as fast as you can!!

VC Investment by Industry

Copyright Globaltech Bridge 2009 19 Source: Price Waterhouse Money Tree Report Q2 2012

Total Q2 /12 = 7 B$

The Process

Home country 1.  Make innovative products 2.  Monitor the Global market 3.  Identify your competitive advantages 4.  Choose a market 5.  Build a go to market strategy Global Market 1.  Validate the opportunity 2.  Get a team 3.  Get your first customers 4.  Plan to scale 5.  Get the funding

Questions?

Gracias!

Constanza Nieto

[email protected]