Internationaliseren als Start Up
Tip en Tricks
@FlandersTrade
#WeAreFlanders
Brussel
Noord
Amerika Noord
Amerika
2
3
4 2
6 2
Representation of Flanders Government
Eastern Time BE -6 Central
Time BE -7 Mountain
Time BE -8 Pacific
Time BE -9
De Verenigde Staten
Tip 1
Onderschat Noord Amerika
niet
2
3
4 2
6 2
Representation of Flanders Government
Eastern Time BE -6 Central
Time BE -7 Mountain
Time BE -8 Pacific
Time BE -9
De Verenigde Staten
Los Angeles Houston Chicago Atlanta New York New York San Fran
Tip 2
Gebruik “Warm Intro’s” door
jouw Vlaamse Diplomaat
Tech Clusters – Noord Amerika - USA
USA San Fran
Tech Clusters – Noord Amerika - Canada
Montreal
Tech Clusters – Noord Amerika - Mexico
Quebec
Tip 3
De verscheidenheid aan tech clusters is enorm. Het
aantal start up mekka’s
niet.
De Cultuur van Silicon Valley
• Meritocracy
• Mentorship
• Money
• Mobility
• Mafia
Shockley Semiconductor Lab
1956 Shockley
Semiconductor Lab
1957 Fairchild Semiconductor
1968 Intel Corporation
1969 AMD Corporation
Tip 4
Silicon Valley is een
Mindset, geen plaats op de
Map
Het Investerings Ecosysteem – Silicon Valley
Silicon Valley
Vlaanderen
7 M
Inwoners
7.3 M Inwoners 27.000
Starters
1.500 Starters 15.000
Investeerde rs
75
Investeerde rs
$ 126.820 BNP per Inwoner
$ 44.200 BNP per Inwoner
3
$ M
< 0.75
$ M
< 200
50.000
$ M$ M
Investment Volume
Median Deal Volume
Vlaanderen
Silicon Valley
Tip 5
Bereid je maniakaal voor op elke ontmoeting met een
investeerder
Sacramento San Jose
Los Angeles San Diego San Francisco
Monterrey Oakland
USA 325 M Inwoners Californ
ia
39.3 M Inwoners 12 %
Texas 28.3 M Inwoners 8.7 %
New York 19.8 M Inwoners 6.1 %
Export 2017
California 11,1%
171,9 B USD Texas 17,1 %
New York 4,9 %
California 18,8% 440,7 B USD
Texas 11.2%
New York 5,4 %
Import 2017
Het Handels Ecosysteem – California
Inwoners 2017
Tip 7
Vergeet de algemene markt
dynamiek niet
© 2014 Laga
• At least two shareholders
• Minimum capital EUR 61,500 to be paid up in full
• Management:
board of directors composed of at least three
directors (two if only two SHA)
• Transfer of shares is in principle unrestricted
• Commercial activities
• Legal form
• At least one shareholder
• Minimum capital EUR 18,550 (EUR 6,200 / EUR 12,400 if only one
shareholder to be paid up in full )
• Management:
one or more
directors
• Approval shareholders for transfer of shares
• Commercial activities
• Legal form
• No separate legal entity (no notary required)
• No capital requirements for the branch
Een zaak starten in
Vlaanderen
>
Limited liability company
NV
• Separate legal entity (incorporation before notary)
• Separate legal entity (incorporation before notary)
• Management: one legal representative (no own board of directors) – it can be a Foreign Natonal
• Commercial activities
• Form generally used by large companies
(anticipation of incorporation of a subsidiary)
Private
limited liability company BVBA
>
Belgian branch office
of a foreign company
>
Belgian rep. Office of a foreign
company
• No separate legal entity (no notary required)
• No capital
requirements for the representation office
• Local representative with limited powers
• No commercial activities (non- profit activities)
• Form generally used by large companies for representation purposes (market research,
advertising, contacts
© 2014 Laga
Een zaak starten in California
>
Corporation Inc. of Corp.
limited liability Corporation
LLC
>
CA branch office
of a foreign company
>
CA rep. Office of a foreign
company Partnerships
General Partnership
Limited Partnership
Limited Liability Partnership Officers &
Directors
Members Officers &
Directors
Board Members
Tip 6
Een advocaat is een
absolute must
Sectorial Difference Bio Tech – High Tech
Biotech Startups Soft & Hardware Startups
Subject Uncontrollable
organisms
Perfectly
determinate code Environment Poorly understood,
natural
Well understood, artificial
Approach Indefinite, random Definite, engineering Regulation Heavily Regulated Basically
unregulated
Cost Expensive Cheap ( some seed
money )
Team High-Salaried,
unaligned lab
Committed
entrepreneurial
Moore’s Law
Eroom’s Law
Tip 7
Ken je sector of niche door
en door
World Domination
• Out of the top 20 most profitable companies, 7 are tech companies
• 6 of the 10 Largest Tech Companies have HQ in Silicon Valley
• Oil Barons, Wall Street Elite, Big Pharma and
Automotive Conglomerates -> replaced by Silicon Valley as largest companies worldwide by Market Cap
• The big 5 in Tech outspend the big 5 Banks in Washington DC on lobby budgets 2-1
• Silicon Valley is the dominant Media & Content
platform worldwide
Tip 8
Denk Groot.
Je doel is ( je sector of niche ) wereldwijd te
domineren
Re Invention – Largest Corporations
1982 2016
Hewlett Packard Apple National Semi Google
Intel Intel
Memorex HPE
Varian HP
Environtech Cisco
Ampex Oracle
Raychem Facebook
Amdahl Applied Materials
Tymshare Netflix
1956 2016
Ford Ford
Chrysler Chrysler ( FCA ) General Motors General Motors
Silicon Valley Detroit
1986 2016
Brewery Brewery
Bank Bank
Insurance company Insurance company Chemical company Chemical company National telco
operator
National telco operator
Belgium *
Tip 9
“We zijn een jonge Belgische start up opgericht in 2010”
is geen goede openingszin
Presenteren - Hoe denken investeerders
• From 1 to n
• From 0 to 1
• 10 / 20 / 30
• Investor fit
• X Factor
• Follow Up 24 / 48 Hours
• Meeting Duration 30 - 45 Min
•
• Term Sheet
• High Growth
• Open Mind
• Learning Experience
• Long Term Market Evolution
• Intense Interactie &
Kritische Vragen
• Verbaal
10x
Je eerste Stappen in Noord
Amerika
Tip 10
Creëer een USA Advisory
Board met Experten
Noord
Amerika Noord
Amerika
Azië
Azië
Tip 1 Azië =
Uitgestrekt
Druk bevolkt > 3bn
There is
1 Asia ≠
Tip 2
Everything is bigger in
Asia?
age
Tip 3
Verscheidenheid van de landen
=
Ieder land is omvangrijke markt op zich
&
vereist een eigen aanpak
Tip 4
ARPU vs Volume
Facebook Annual Report
