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VITALYM.GOLOMB|GENERALPARTNER
@VITALYG
THECASEFORSEEDINGEUROPE
BELGRADE | MAY 16TH, 2014
K E E N P R I N T. C O M
+Investor
C E E D . V C
EUROPEANECOSYSTEMDRIVER&BRIDGETOSILICONVALLEY
“BLACKJACK”SEEDFUNDLAUNCHINGIN2014
INVESTINTHESEEDROUNDSOFTOPEUROPEAN
STARTUPSWITHSPECIALEMPHASISONTHE
HIGH-POTENTIALCEEMARKET
MISSION
THESILICONVALLEYFUNDINGSTACK
BOOTSTRAP/FriendsFamily&Fools
ACCELERATORS
ANGELS/SEEDVCs
$100M+VCFUNDS
GROWTHEQUITY
circa 2014
M&A/IPO
BOOTSTRAP
ACCELERATORS
ANGELS/SEEDVCs
$100M+VCFUNDS
GROWTHEQUITY
EUROPEANFUNDINGSTACKcirca 2014
/FFF
M&A/IPO
2001 DOT COM CRASHUS VC FUNDS RAN AWAY FROM EUROPE
few, STRONG EUROPEAN VC FUNDS SURVIVED
The Case for Seeding Europe - Keynote #FundraiseIT 2014 #Belgrade @ceedvc
…andpre-date
LARGEFUNDTHESISAREBASED
ON$5M+FIRSTROUND
LIMITEDBIGDEALS
+
LIMITEDEXITS
=
MOSTREGIONAL
FUNDSTOOBIG
TOPROVIDEGOOD
RETURNS
YESTERDAY’SSEEDISTODAY’SSERIESA/B
YESTERDAY’SIPOsARETODAY’SACQUIHIRES
SOURCE: STEVE BLANK
SOURCE: SEED DB
MEDIANEXIT=$20M
$300MFUND=$1.8B
MINIMUMACCEPTABLEVCRETURN
20%IRROR6XONCASH
MODELBROKENEVENINSILICONVALLEY
TOPQUARTILE=2.1X
SOURCE: STEVE BLANK
DOYOUFEEL
LUCKY?
WELLDO
YOU,PUNK?
EUROPEPRODUCESHIGHER
MULTIPLESTHANU.S.
EXITARE25%SMALLER,BUT…
ENTRYVALUATIONSARE3-4XLOWER
EUROPEPRODUCES
1/2ASMANYEXITSASU.S.
AND1/3OF$100M+EXITS
WITHONLY20%OFU.S.VC
MEDIANCASH-ON-CASH
$100M+EXITMULTIPLE
4.5X
US
7.2X
EUROPE
2005-2011 SOURCE: EARLYBIRD, DOW JONES VENTURE SOURCE
REPEATENTREPRENEURS
INVCFUNDEDCOMPANIES
SOURCE: EARLYBIRD GLOBAL ENTREPRENEURSHIP REPORT
1 9 9 8 2 0 0 7
93%NEW
7%REPEAT
50%NEW
50%REPEAT
4.5%
5.2%
7.4%
8.5%
9.0%
NUMBEROFLATENTEUROPEAN
ENTREPRENEURSGROWING
2 0 0 0
2 0 1 2
2 0 0 6
SOURCE: EARLYBIRD GLOBAL ENTREPRENEURSHIP REPORT
DEALFLOWGROWING
12%CAGR
BLACKJACK
SPLIT
MULTIPLE
INVESTMENTS
INTHESAME
THEME
DOUBLEDOWN
INCREASE
OWNERSHIP%
ASRISKIS
REMOVED
$500K@$8MVAL
=
14%OWNERSHIP
(POSTDILUTION)
$200K@$4MVAL
=
12.5%OWNERSHIP
(POSTDILUTION)$100K@$1MVAL
=
10%OWNERSHIP
✓ $100K -INITIALTRACTION,CEEDFIRSTINSTITUTIONALINVESTOR

(100-130INITIALINVESTMENTS)
!
✓ $200K -CONTINUEDGROWTH,CO-INVESTWITHLARGERVC

(20-30SECONDCHECKS)
!
✓ $500K+-ABOUTTOBREAKOUT,CONTINUECO-INVESTING

(~10THIRDCHECKS)
“BLACKJACK”3STAGEINVESTMENTPATH(INEUROPE)
CASH-ON-CASHEXITMATH
$30M
5.25X
$50M
8.75X
$100M
17.5X
TYPICALFUNDNEEDSATLEASTTWO
30XEXITSOUTOF10-20INVESTMENTS
“BLACKJACK”FUNDHAS10XMORECHANCES
OLDMODEL
OUTDATED
traditional$250M+fundmodelisbasedona$5M+firstround
investmentandpredatesdistributionplatforms&techthat
makestoday’searlystagestartups10Xmorecapitalefficient
siliconvalleyisbroken-
topquartilefundsstartat
2.1Xreturn7.7%IRRvs20-40%promised
<$250Mfundsproduce
muchbetterresults
10Xhigherchanceof5X+returns
earlystagefundsoutperform
otherfundtypes(1981-2010)
70%OFTHETIME
SOURCES: !
2013 NATIONAL VENTURE CAPITAL ASSOCIATION ANNUAL YEARBOOK!
SILICON VALLEY BANK. “DIALING DOWN: VENTURE CAPITAL RETURNS TO SMALLER SIZE FUNDS”, MAY 2010!
CAMBRIDGE ASSOCIATES LLC, “US VENTURE CAPITAL INDEX AND SELECTED BENCHMARK STATISTICS”, SEPT 2012
todaymajorityofVC-backedexitsare$10M-$80Macquisitions
$300M+exitsneededtomakelargefundsworkareexceptionallyrare
VENTURECAPITALISTRANSFORMING
DOW JONES VENTURE SOURCE
EUROPEISANUNDERSERVEDOPPORTUNITY
EUROPEANEXITSARE25%SMALLER
BUTENTRYVALUATIONSATEALYSTAGE
ARE3-4XCHEAPER
TODAYEUROPEPRODUCES
1/2ASMANYEXITSASU.S.
AND1/3OF$100M+EXITS
WITHONLY20%OFU.S.VC
onlyafewstrongeuropeanVCssurvivedthe2001DOTCOMCRASH
U.S.VCsretractedfromEuropeandhavebeenslowtoreturn
MEDIANCASH-ON-CASH
$100M+EXITMULTIPLE
4.5X
U.S.
7.2X
EUROPE
DEALFLOWISGROWING
12%CAGR
A STARTUP IS...
an experiment in search
of a business model- steve blank
SCALABLE

STARTUP
transition company
business model found
product/market fit
repeatable sales model
managers hired
break-even
profitable
rapid scale
new senior management
~150 people
“a startup is not a smaller
version of a large company”- steve blank
A STARTUP IS A COMPANY
THAT IS CONFUSED ABOUT:
!
1. WHAT ITS PRODUCT IS,
!
2. WHO ITS CUSTOMERS ARE,
!
3. HOW TO MAKE MONEY
- DAVE MCCLURE
“A STARTUP’s default
state is #failure. as a
founder, you have to
work to unfail it.”- VITALY M. GOLOMB
so what’s a goodstartup?
solves a painful problem
for a specific customer
measure everything
internet-driven
customer acquisition
nothinG matters
more than traction
main ingredient: team
BUSINESS
DESIGN ENGINEERING
balanced startup team
FUND+ECOSYSTEMDRIVER
INVESTMENTSCONFERENCES & EVENTS EDUCATIONAL PROGRAMS
LEADINGSTARTUP
GATHERINGINCEE
BRIDGE TO SILICON VALLEY REAL VALUE ADD
physicalpresence,establishednetwork
and partnershipswithtopinvestors,
platforms,andmajorenterprises
hands-onmarketingandgrowth
consultingforportfoliocompanies
connectiontoaworldofmentors
DESIGN BUILD FUND
“ISKATETOWHERETHE
PUCKISGOINGTOBE,
NOTWHEREITHAS
BEEN.”
!
WAYNEGRETZKY
want the slides?
follow @vitalyg

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The Case for Seeding Europe - Keynote #FundraiseIT 2014 #Belgrade @ceedvc