USMAC Overview

Think Big. Start Smart. Scale Fast.

US MAC Go Global Silicon ValleyOverview

Stefano CacciaItalian Programs, US Market Access Center

Quick introduction: What is the US MAC?

Founded in 1995 by San Jose State University

Helps Companies ‘Go Global’55+ startups in our San Jose /

San Francisco offices90+ mentors in ICT, Web,

Mobile and CleanTech

© USMAC 2013- 2 -

Quick Introduction: Our Team

© USMAC 2013- 3 -

Alfredo CoppolaCo-CEO

Gigi WangSr. Mgr. Early Stage & Innovation Programs

Michel KtitareffMgr. French Programs

Constanza NietoMgr. Latin American Programs

Chris BurryCo-CEO

David SmithSr. Mgr. European Programs

Beth SusanneMgr. German & Dutch Programs

Peter DarlingMgr. Asia Programs

Jeff SniderChief Content Officer

Natasha KurtovaSr. Mgr. Polish, Russian & North Africa Programs

Stefano CacciaMgr. Italian Programs

Melissa GlassProgram Manager, Marketing Director

USMAC: Our Global Footprint

© USMAC 2013- 4 -

Soft Landings Zones in Silicon Valley

Acceleration Programs

Japan

Spain

Singapore

Italy S. Korea

France

FinlandSweden

Catalonia

Colombia Algeria

Baltics

Benelux

Poland

Russia

Ireland

Canada

Czech Republic

Boot Camps for 192 startups from 18 countries62 graduated to Market Validation Program41 are now scaling & doing business in the US with

companies like:

Results: 22 Go Global Programs in 18 countries

© USMAC 2013- 5 -

From US MAC’s portfolio of international companies11 companies from Finland, Sweden, Singapore, Spain,

Japan, Ireland & Korea have raised more than $180M in angel investment or venture capital from Silicon Valley

23 companies have increased revenue from US client companies in excess of $1M within the first 24 months of entering the US market

9 companies have been acquired by US corporations (M&A)

Results: Customer Traction in last 36 months

Entrepreneurship as a journey.

We work with individual or groups of entrepreneurs to accelerate learning during the journey

What we do: Working “In” the Ecosystem

© USMAC 2013- 7 -

Market Validation Program Focuses on “Business Model Refinement”

and “Customer Development”

8-week program: 6 weeks in home country / 2 weeks in Silicon Valley

Extensive mentoring from multiple Silicon Valley experts

Focus on developing and testing the initial business model for a startup

What we do: Our Core Offerings

© USMAC 2013- 8 -

Critical Skills Development Business model

development Cross-cultural

communication Pitch Training Presentation Skills Business Networking Skills Angel Investor Training

What we do: Our Core Offerings

© USMAC 2013- 9 -

Lean Market Entry Programs – done in groups or with individual companies

Go Global Bootcamp – start to think “Global” Market Validation – “Learn before you Burn”• What works and what doesn’t?• How does my business model need to change?

Sales Acceleration – finding the early adopter customers in the new market

VC Funding Readiness – preparing to raise capital

What we do: Our Core Offerings

© USMAC 2013- 10 -

“Lean Market Entry” Process: How does it work?

© USMAC 2013- 11 -

The Local Entrepreneur Ecosystem

3-Day Go Global Boot Camp1. Think Big What do we need to think about?

Market Validation Program(8 weeks)

2. Start Smart What needs to change things in the new market?

3. Scale FastSales Acceleration

ProgramVC Fundraising Readiness

Program

How do we scale quickly?How do we raise the

capital we need to scale?

Market Success

Tech Match Large corporations need

innovation but have trouble finding it

Young companies have innovation but need access to corporations

Brings the two parties together

What we do: Our Core Offerings

© USMAC 2013- 12 -

Startup Genome Report examined the role of mentors.Data from 650+ startups

including 160 funded companies

Fundraising across four stages of development in their model was examined

No mentors = no money raised when needed to scale

What we do: 1-on1 Mentoring

© USMAC 2013- 13 -

What we do: How does it fit together?

© USMAC 2013- 14 -

Business Model Discovery Program

Skills Trainingo Business Model

Developmento Pitch Trainingo Investor Training

1-on1 Mentoring

Go Global Bootcamp Lean Market Entry

o Market Validation

o Sales Acceleration

VC Funding Readiness

Tech Match

What we do: Go Global Silicon Valley

© USMAC 2013- 15 -

Rapid 3-step programo Boot camp ‘in-

country’o Market

Validation o Sales Roadmapo 12 weeks total

Go Global Silicon Valley is our accelerated market entry program for groups of 12 companies or more.

"The Programme delivered and is continuing to deliver real and tangible results for our business.“ John Holland – CEO Whole World Band

“[GGSV] is a key part of our plans to accelerate our jobs growth among Irish ICT companies.

Richard Burton – Irish Minister for Jobs, Enterprise and Innovation

What we do: What are our clients saying?

© USMAC 2013- 16 -

There are two distinct types of entrepreneurs Lifestyle entrepreneurs - Once

they have achieved a certain lifestyle, there are unlikely to aggressively grow their business.

Enterprise (growth) entrepreneurs are motivated to create and grow enterprises.

What we do: Working “on” the ecosystem

© USMAC 2013- 17 -

Enterprise Entrepreneurs create jobs & economic activity in a way that lifestyle entrepreneurs do not.In Seattle 6 organizations spawned 800 companies with market capitalization of more than $500B

What we do: Working “on” the ecosystem

© USMAC 2013- 18 -

Entrepreneurial ecosystems are created by joining together varied networks of people.

Key to this are: Mentors with entrepreneurial

experience Experienced local angel and

venture capital investors

You must create a networkof networks

What we do: Our Ecosystem Model

© USMAC 2013- 19 -

Experience has shown there are several keys to building entrepreneurial ecosystems:

1. It takes time – Silicon Valley is on its 4th generation of technology entrepreneurs

2. Culture has to change – What separates Silicon Valley is its culture of risk taking and sharing

3. Real-world experience matters more than you realize – most of entrepreneurship is learned by doing, not in the class room

What we do: Working “On” the Ecosystem

© USMAC 2013- 20 -

Outside knowledge & experience can ‘seed’ the system & accelerate growthWe develop customer programs that

Help incubator managers learn Silicon Valley-style thinking & best practices

Bring experienced entrepreneurs as mentors into the ecosystem

Teach SV-style investing to local Angel Investors and VC’s

What we do: Working “On” the Ecosystem

© USMAC 2013- 21 -

In order for us to effectively help, there must be sustained engagement. As we said, it takes time:

A single 2-week visit to an incubator is not going to fundamentally change anything

Two mentors visiting for 3 days will only scratch the surface

Sending entrepreneurs to Silicon Valley for a one-week study tour may inspire them, but it doesn’t really help them.

What we do: Working “On” the Ecosystem

© USMAC 2013- 22 -

How can we help?

© USMAC 2013- 23 -

Let’s ConnectUS Market Access Center, Inc. 10 South Third Street, 3rd FloorSan Jose, CA 95113

Our Headquarters

facebook.com/usmarketaccess

@usmarketaccess

linkedin.comGroups – US Market Access Center

San Francisco

Palo Alto

San Jose

+1-415-290-2525Phone

[email protected]

Stefano CacciaDirector, Italian Programs

Contact

www.usmarketaccess.com

© USMAC 2013- 24 -