Startup Camp Berlin 2016 - Fundraising Camp

1. Fundraising Camp 8-9 April 2016 Daniel Höpfner daniel.hoepfner@b10.vc

2. Daniel Höpfner daniel.hoepfner@b10.vc See the pitch: https://goo.gl/VQVOrt The Berlin Pitch

3. Daniel Höpfner daniel.hoepfner@b10.vc The new VC Landscape Berlin is hip, the German Startup Scene is on the rise. But how about the facts? At lot is going on in Berlin in terms of fundraising, whereas we are wait- ing for real M&A activity. The IPO market is closed up for the moment and proven winners need more time be really proven which puts some pressure on the heavily financed players. There is increasing interest from Asia which comes at the right time as the market turns sour in the US. Germany overall has established itself as No 1 M&A market in the European Internet Industry but is too much fo- cusses on eCommerce. Germany could leverage its strengths in Industry and Automotive much better to get its share in the current Kondratieff by building on the Internet of things. Overall, Germany and Europe have built up a strong community of experienced Entrepreneurs and Investors and a portfolio if meaningful internet companies. MARK MILLER See the presentation: http://goo.gl/3PgVIJ

4. Daniel Höpfner daniel.hoepfner@b10.vc

5. Daniel Höpfner daniel.hoepfner@b10.vc In the past months, Berlin saw a number of new VC funds - mostly run by entrepreneurs who suc- cessfully built their own startups before. As growth capital is still scarce in Germany, the new VC funds can contribute to filling the the gap; furthermore they raise the level of competition between investors which should help startups to reach better deals. Still, the new VCs differ in many ways: Some focus on b2b, others focus on b2c business mod- els; some focus on certain technologies, others invest in a wide variety of ideas; some invest rath- er small sums in early stages, others invest higher sums in later phases. The panel showed the sim- ilarities and differences of the “new kids on the block” and gave the audience helpful advice how to reach the new VCs and present themselves in a promising way. Moderator

7. Daniel Höpfner daniel.hoepfner@b10.vc • key learnings aus den letzten 18 Jahren • Treiben die New Kids on the Block den Wettbe- werb/die Bewertungen nach oben • Wie sollte man VCs ansprechen, zu welchem Zeitpunkt und was sollte man vermeiden? • Gründungsmentalität in Deutschland - Wo ist die grosse Vision, zu frühe Exits? etc. • Wie wichtig ist Internationalisierung • Unterschiedlichen Deal-Flow Ansätze • Sind wir in einer Bubble? • What’s hot right now? Moderator

9. Daniel Höpfner daniel.hoepfner@b10.vc MASOUD KAMALI Moderator

11. Daniel Höpfner daniel.hoepfner@b10.vc Corporate Venture (CVC) bieten über ein finan- zielles Investments nicht nur viel Branchen- und Tech Know-how, sondern echten Mehrwert, z.B. durch Partnerschaften mit dem „Mutterunterne- hmen“. „Wir helfen inhaltlich mit, daß sich unsere Investments sehr gut entwickeln“, so ein Teilne- hmer des Panels. Dabei investieren die CVCs in alle Phasen: Von der Seedphase z.B. im Rahmen von Accelerator Programmen bis hin zu late stage Unternehmen in der Wachstumsphase. „Daß wir dabei auch Geld verdienen wollen, ist klar“ fast das Panel die Ziele der CVCs zusammen. Moderator

13. Daniel Höpfner daniel.hoepfner@b10.vc • It´s okay if your startup dies, but it’s NOT OKAY if your startup dies due to a bad pitch! • Yes, pitching is super important, but no, it´s not a matter of talent. Anybody can learn/practice to be good at it in. • It´s learned by DOING it, so use any change you get to pitch. • Content, performance and visualization all have to be great to get people exited with your pitch. • WHY you´re doing what you´re doing is the most important part of your pitch (i.e. the problem you´re solving)

15. Daniel Höpfner daniel.hoepfner@b10.vc • Public support to the SMEs and start-ups in EU and Germany is currently encouraging mainly R&D, innovation and investment, and is not only limited to the non-repayable grants. In addition, loans, equity instruments and consultation is available. • Different grant schemes depending on the topic and industry, and the phase of development of the company – from ideation and investment (normally supported at the national level) to commercialization (both EU and national grants). • At EU level, main instrument for small companies is the Horizon 2020 SME instrument, which will allocate €3 billion over 2014- 2020, with available funding per company up to 2.5 MEUR (max- imum 70% of the overall project costs), aiming to help small and medium enterprises in developing groundbreaking innovative ideas for products, services or processes that are ready to face global market competition. • For qualifying for the SME instrument, the company shall be highly innovative with international ambitions, be based in EU or Horizon 2020 associated countries, be financially viable and meet the EUSME definition; its product or service shall meet the technical readiness requirements, be unique and need support with development & demonstration. ANDRA LARIN-VAN DER PIJL

17. Daniel Höpfner daniel.hoepfner@b10.vc One hour workshop in which a venture capital investment round was outlined, i.e. starting with the termsheet and finishing with the reception of funds. Besides detailed information on the different stages of negotiations the key clauses of an investment agreement (e.g. Vesting, Liquidation Preference etc.) where explained and discussed with the participants. The workshop was accompanied by an experienced Investment Manager of a venture capital fund who shared valuable knowledge with regard to negotiations with venture capital investors.

19. Daniel Höpfner daniel.hoepfner@b10.vc Das Panel „Power to the People“ hat die Möglich- keiten von Crowdfunding als Finanzierungsinstru- ment für Startups diskutiert. Während der einstün- digen Diskussion wurden die unterschiedlichen Crowdfunding-Formen erklärt und die Zulassung- skriterien der Plattformen vorgestellt. Auf die zahl- reichen Fragen des interessierten Publikums sind die Panelteilnehmer ausführlich eingegangen. Das Panel hat deutlich gemacht, dass Crowdfunding - neben dem Finanzierungsaspekt - viele Vorteile wie z.B. Öffentlichkeit und Markforschung bietet. Zitat: „Etwa 1% der Startups die sich bei uns bew- erben, kommen letztendlich auf unsere Plattform“, Robert Uhlich, Portfolio Manager Companisto. MICHEL HARMS Moderator

21. Daniel Höpfner daniel.hoepfner@b10.vc Der Workshop Fundraising A - Z war gut besucht und wurde aufgrund der vielen internationalen Zuhörer auf Englisch abgehalten. Der Vortragende Tim Weiss hat zunächst die Zuhörer nach Themen- bereiche befragt, über die sie gerne mehr lernen würden. Anschließend hat er einen Überblick über die verschiedenen Schritte im Fundraising-Proz- ess gegeben. Der Fokus des Workshops lag auf den ersten Schritten des Fundraising-Prozesses. Während des Vortrags ist Tim immer wieder auf Fragen der Zuhörer eingegangen und hat die Reihenfolge der Inhalte auf ihre Bedürfnisse an- gepasst. Das Feedback der Zuhörer war durchge- hend positiv und es war ein gelungener Workshop.

22. Thank you! Your building10 team Make a change - build with us B2B Company Builder and Pre-Seed Investor. Investment and Operational Support. DANIEL HÖPFNER daniel.hoepfner@b10.vc HENRI KÜHNERT henri.kuehnert@b10.vc

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