1 Building Businesses The Wesley Clover Company Development Model Managing Risks while Developing Tech Companies for Global Markets The information and images contained in this presentation may not be distributed, modified, reproduced in whole or in part without the prior written permission of Wesley Clover Corporation.
2 Building Businesses Manufacturing or Services? Old Economy Definitions applied to New Economy Problems! 2 The information and images contained in this presentation may not be distributed, modified, reproduced in whole or in part without the prior written permission of Wesley Clover Corporation.
3 About Wesley Clover An umbrella holding company, Investment firm, management company, start-up engine, incubator and accelerator. Equity interests primarily in Internet & Communications Technologies, commercial real estate, and luxury resorts. Wesley Clover is In The Business of Building Businesses 3
4 Main Focus of This Presentation: Building Technology Firms ---- Enterprise software & services Telecommunications equipment & software Mobile Enabled including digital gaming Cross Platform & Cloud supported - Across Multiple Market Verticals - With Multiple Partners - In Multiple Countries 4
5 Building Businesses. Creating and investing in companies with global market potential. 5
6 Global Headquarters in Ottawa, Canada Fourteen Tech Firms Locally 6 The information and images contained in this presentation may not be distributed, modified, reproduced in whole or in part without the prior written permission of Wesley Clover Corporation.
7 Global Operations Launch average six companies per year. Partnerships with local investors in Canada, UK, US, Turkey. Soon Paris/Lille, Mexico City, Jakarta, Singapore, Beijing, Pune PLUS JOINT VENTURES IN CHINA, INDIA, RUSSIA, CHILE, BRAZIL 7
8 Creating & Growing Tech Companies The How and The Challenges 8 The information and images contained in this presentation may not be distributed, modified, reproduced in whole or in part without the prior written permission of Wesley Clover Corporation.
9 What We Don t Do Not looking for the Next Big Thing being developed in somebody s basement. Not working with universities to identify & commercialize Bleading edge research. Not looking for existing companies to invest in as a Venture Capital firm. (Though sometimes will, on an exception basis) 9
10 Work with global firms, telecom carriers, System Integrators, to identify opportunities and create the products & services their customers need. Building new companies for each opportunity --- for global markets Our Focus Reducing Risk Through a Strategic Partnership Model The information and images contained in this presentation may not be distributed, modified, reproduced in whole or in part without the prior written permission of Wesley Clover Corporation. 10
11 Strategic Partners Large global companies & carriers Have end-clients seeking specific products / services they can t now supply Or seek new services to offer existing client base, create stickiness While existing Wesley Clover Affiliates Have technology that a new start-up can build on in a greenfield region to support Strategic Partner needs 11 The information and images contained in this presentation may not be distributed, modified, reproduced in whole or in part without the prior written permission of Wesley Clover Corporation.
12 Companies Working Together Become a Cluster Though Different Companies Support Different Markets 12 The information and images contained in this presentation may not be distributed, modified, reproduced in whole or in part without the prior written permission of Wesley Clover Corporation.
13 An Example ICT Cluster Network monitoring and fault reporting for VoIP Fraud detection and video analytics for retail and banking Finance Hardware, software and services for financial trading. Intelligent routing and message acceleration Helps retailers manage interactions with customers Unified Comms for Land Based 2-way Radio. Telecom Retail / Hospitality Video Collaboration Public Safety Government Education Social-media for classroom, profs & students 13
14 Advantages for Strategic Partner Much quicker develpment time for new products or services than large companies can usually achieve Offers Strategic Partners an 'Off Balance Sheet', cost optimized, route to new product / service development Allows affiliates to continually offer new services or enhancements to their customers, developed in other incubators outside Canada Minimum financial risk to Partner all outside financed 14
15 15 Strategic Partner Commitments Customer Attachment Sharing of information on core product roadmap Determining context extensions to core that are relevant to customers Define benefits of additional service / product to the partner Marketing & Sales Ensure customer facing collateral / messaging meets partner criteria, & Gate keeper for initial contacts with their customers Product Verification / Certification Strategic Partner carries out own testing to confirm product offered by Newco will operate properly in Partner s environment.
16 Other Models Also Used Alacrity Foundation model, with charitable status, university engagement, govt support, up and running Victoria BC, Newport, UK Operate classic Accelerator / Incubator in Ottawa parallel to existing system Expanding international incubators to Istanbul, France, Mexico, Indonesia, Singapore, India, perhaps Philipines?, China?. 16
17 17 Our Objectives Create a Risk Reduced start-up environment as platform for growth Increase Depth and Breadth of Existing Wesley Clover Portfolio Support & encourage young entrepreneurs, developing the next generation
18 Our Objective 1. Create a Risk Reduced start-up environment as platform for growth Focused on building what known customers want across multiple geographies Reduces risk at front end Competitive advantage through association with Wesley Clover partners & investors, easier access to markets, customers Reduces risk at back end Each company designed to become independent, develop new channels / markets / partners 10
19 19 Our Objective 2. Increase Depth and Breadth of Existing Wesley Clover Portfolio Seek out opportunities that are 'in context' to existing investments (e.g. vertical specific solutions) Quickly move to global marketing / sales Canada too small a market. Take advantage of current communications revolution and strategic changes in many industries. Sales of 'Newco' pulls through additional product revenue to affiliate partners where practical
20 12 Our Objective 3. Support & encourage young entrepreneurs People willing to do whatever it takes to be successful Long hours at low pay, earning equity in Newco Hire majority of staff immediately upon graduation Train / mentor initially, hire experience later Cultivate next generation of industry leaders for portfolio & Canada & partner countries Provided with incubator environment and extensive business contacts Each team designed to become independent and leave the nest
21 Recruitment Characteristics Wesley Clover recruits small teams of bright, motivated and hard-working new graduates and pairs them with industry leaders within specific vertical segments. What We Look For: Drive Willing to take risk Attracted by equity Entrepreneurial ambition Prepared for the long hours Aptitude Technical (Engineering/CS) or business background Relevant industry experience (through internships/coop terms) Able to handle pressure & steep learning curve Interpersonal Experience working in a team environment Effective communication skills Humble, strong integrity and hard working The information and images contained in this presentation may not be distributed, modified, reproduced in whole or in part without the prior written permission of Wesley Clover Corporation. 21
22 Source of New Graduates *Lille *Mexico City Jakarta Global Perspective Targets for * 22
23 23 Support for new co-founders throughout start-up phases Hands-on mentorship Teams work directly with Wesley Clover executives throughout the validation period and start-up lifecycle Infrastructure & support provided throughout start-up phase Our Commitments ROI Value Proposition Seed & Start-up financing Support from Angel stage & help with finding outside equity financing Equity participation from start Customers Resources
24 Our Commitments Advantages for Co-Founders Access to a team of seasoned high-tech entrepreneurs with global experience Strategic, technical, legal, financial, patenting, logistics, infrastructure, HR, marketing & sales expertise from Wesley Clover Extensive, supplier and customer contacts & access through partners and local investors Accelerated channel accreditation / approvals 24
25 Our Challenges NOT ALWAYS SMOOTH SAILING! 25 The information and images contained in this presentation may not be distributed, modified, reproduced in whole or in part without the prior written permission of Wesley Clover Corporation.
26 Our Challenges Partnerships with major companies are not painless! Driven by their own realization they are slow to innovate, but-- Large, old companies often don t partner well Internal processes ponderous and frustrating for a start-up with inexperienced staff--- For example; Engineering standards & testing Marketing & branding standards Sparing & life-cycle support systems 26
27 Our Challenges Young entrepreneur co-founders have high expectations But enthusiasm wanes as time marches on; Long hours / low pay / no guarantees Annoyance with bureaucratic aspects of starting & running a new company Often prefer to focus on the technology But success depends on SALES!!!! Worry that outside investment dilutes equity Frustration with long sales cycle, slow revenue 27
28 Our Challenges Foreign Sales essential for Canadian technology firms But would need major revenues to afford significant international presence Instead of foreign sales staff, better to find local channel partners Much easier to sell abroad if already have sales at home especially if government More use of content marketing on-line for SaaS based companies 28
29 Our Challenges Raising growth capital remains a challenge in Canada Early stage already difficult growth stage even more so Low company valuations and little risk appetite compared to US Price of taking Yankee Dollar can be a forced relocation to US, loss to Canada Need more institutional investors here! 29
30 Many other challenges as well in starting and growing technology companies in Canada, but with work and ingenuity we can still become THE INNOVATION NATION Thank You! 30
31 Wesley Clover Contacts 31 Paul Chiarelli President & COO Wesley Clover International +1 (613) Michael Turner VP System Strategies Wesley Clover +1 (613) X1364 Ben Morris VP Global Sales Wesley Clover Technologies +1 (613) Steve Langford VP Marketing & Communications Wesley Clover +1 (613) Corporate Offices North America 390 March Road Kanata, Ontario, Canada K2K 0G7 Tel: +1 (613) Fax: +1 (613) United Kingdom The Manor House Celtic Manor Resort Newport, South Wales, UK NP18 1HQ Tel: Fax: Asia 326, Udyog Vihar, Phase II Gurgaon (Haryana), India Tel: Fax:
32 Questions / Discussion The Wesley Clover Company Development Model Managing Risks while Developing Tech Companies for Global Markets The information and images contained in this presentation may not be distributed, modified, reproduced in whole or in part without the prior written permission of Wesley Clover Corporation.
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