Collaboration between startups and Danske Bank. Danish-Swiss Chamber of Commerce, Zürich May 31 st 2018

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1 Collaboration between startups and Danske Bank Danish-Swiss Chamber of Commerce, Zürich May 31 st 2018

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3 Unaudited and for internal use only 3

4 Mission to build a fair and frictionless platform to use and manage money around the world. Currently supports spending and ATM withdrawals in 120 currencies and sending in 26 currencies directly from the mobile app. The company was founded in July employees +1, customers 4

5 Unaudited and for internal use only 5

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7 Banking is here to stay banks are necessarily not world s largest taxi company OWNS NO VEHICLES world s most popular media owner OWNS NO CONTENT world s most valuable retailer HAS NO INVENTORY world s largest accommodation provider OWNS NO REAL ESTATE Founded 2009 Valuation $50 billion Founded 2004 Valuation $263 billion Founded 1999 Valuation $198 billion Founded 2008 Valuation $26 billion? world s largest bank HAS NO MONEY 7

8 Clash of culture in leadership and business models.best Place In The World To Fail Jeffrey P. Bezos,

9 In a Corporate world BETTER eats DIFFERENT for breakfast Business as usual: Doing things BETTER Innovation: Doing things DIFFERENT Optimize the known near future Business planning is King Topline and profit Prepare for the unknown future Search for profitable business models Build, measure and learn (with speed)

10 The better you are in driving your traditional business the more blind you become towards disrupters Incumbents constantly works to optimize their performance within the existing business logic Disrupters zoom in on the customer experience and use technology to simplify and remove costs & time LEGACY STRONG STRATEGY CUSTOMER BASE CAPITAL NETWORK COMPETENCES

11 How a car manufactor works with security How a non car manufactor works with security We work to make accidents less painful We work to avoid accidents

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13 How to unlearn how to be a banker? Justin Sandlin spend 8 months to unlearn riding a traditional bike

14 So much to learn from the un-schooled His 8-year-old son was able to unlearn in just 2 weeks

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16 How to hack innovation in your company?

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18 Founded 2013 Founded

19 Modern Tech startups and scaleups build their companies in ways that are perceived as high risk by traditional companies and banks Fuelled by revenue/ top line growth Fuelled by risk capital Across industries Known business models Top line growth over a number of years Cash flow positive Positive result GROWTH COMPANIES GROWTH STARTUPS Hi-tech industries Operate under extreme uncertainty Aim to scale fast Cash flow negative Negative result

20 We want to help Nordic Tech startups to scale Globally Company size/value We invest in the relation. to be a preferred partner in the future Time

21 Do it for growth Do it for profit Do it for innovation 21

22 We have to forget our legacy and act like a startup Business planning is King Search for profitable and sustainable business models 22

23 The SME Community Hub Moon Shot Moon Shot Objectives TheHub Recommendation Community hub that is relevant for the targeted segment and that enables a positive network effect Support Danske Bank brand as a company that invests in the growth of Denmark Gain learnings on how to work with disruptive projects within BB 100% focus on user needs Collaborating with third parties working with high speed, prioritizing time-to-market over stability working with MVPs and subsequent continuous iterations willingness to accepting higher risk of failure Monetizing this will happen only after we have the user base in place. Potential options for longer term monetizing include new leads / clients converted, and better retention. 23

24 1 MANDATE & SPONSORSHIP ExBo-level sponsorship role of challenging but not prescribing Mandate with decision rights and budget to build best possible solution to deliver on customer need 2 BUSINESS LEADER Capable and full-time leader with desire to 'build a business' 3 TEAM Core team across business and IT to build techdriven business in entrepreneurial culture 4 WORKING METHODS Fast prototyping, bare Minimum Viable Product, by isolated team 5 IT DELIVERY APPROACH Flexible IT solution that is architecturally coherent 24

25 Startup ecosystem Partners Startups business needs 25

26 Many global banks have experimented with customer communities

27 Internal workshop generated six preliminary models and the first mockup looked nicely as a solution from Danske Bank and delivered on the brief Focus on growth as decisive moment Enable network effect Open for partnerships Rich content that goes beyond banking Tools and services, not just inspiration In sync with Danske Bank CVI 27

28 Dec 2015 Oct 2016 Nov 2016 Mar 2017 Q

29 +300 investors 29

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32 Danske What Bank we offer Growth Fast and simple banking We help you get going, fast, so you can focus on building your startup Specialised growth advisors Dedicated startup advisors with expertise and connections within the ecosystem International growth support When you are starting your international growth journey, we have the global reach that you need Funding and liquidity When you need to finance your growth journey we are there to help you Advanced financial solutions on-demand When your business grows larger we help you with tailored solutions that expand with your growth journey Network within startup ecosystem Connections is key we can introduce you to our friends in the startup ecosystem

33 Passionate advisors and visionary managers

34 The Danske Bank Growth concept is developed and improved through close collaboration of various functions within the bank Growth Score Card

35 14 of the 20 highest funded growth companies in Denmark are customers in Danske Bank Total money raised, in mio DKK Source: Nordic Tech List & Computerworld.dk,

36 Unaudited and for internal use only 33% of Top10 Global Tech companies measured on Market Capitalization are Chinese and 70 out of 242 global unicorns are Chinese Number of Unicorns by location in 2017 Consumer internet USA China UK India Germany 36

37 Unaudited and for internal use only 37

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39 The world is facing major problems and calls for united and innovative actions from Governments, Corporates, Social Entrepreneurs and citizens Sep 2015, the world adopted 17 SDGs with 169 targets for 2030! On April 12th 2018 Cape Town will run out of water! One in five people in developing regions still live on less than $1.90 a day! 103 million youth worldwide lack basic literacy skills, and more than 60% of them are women! 33% of all food that we produce are wasted and almost 1 billion people are starwing 39

40 Impact startups are going to save the planet Global problems to be solved Corageous founders Determined and passionate teams Venture capitalists Risk takers and change makers

41 Doing good and making profit goes hand in hand Profit Impact 41

42 Impact startups needs help to build their business 42

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47 Head of Pricing, Danske Bank 47

48 Stay Hungry. Stay Foolish Be curious Be agile Be good Take at learning initiative Don t be affraid of risks 48