Post on 05-Dec-2014
description
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
Constanza@globaltechbridge.com