From Start Up to Scale Up:
Financing For Sustainable Growth
presented by
Soo Boon KOH
Managing Partner
31st October 2013
Capital
Sources of Funding For Entrepreneurs
Seed Investors
Early Stage Investors
Growth Stage Investors
Late Stage Investors
Growth/late stage VCs
Strategic investors
IPO
Bootstrap
F&F
Angels
Incubators
Govt. Grants
R&D
Super Angels
VCs
SPRING SEEDS
Partnership
Commercial Pilot
Growth
Expansion
IPO / M&A
Time
Source: Ministry of Knowledge Economy, Republic of Korea & iGlobe Partners
Challenges Facing Local Enterprises
Revenue?
Funding?
Market?
Positioning?
Solves Customer
Problems?
Right Team?
Business Model?
Distribution?
http://www.flickr.com/photos/peasap/5356561552 /
Technology?
Product?
How to compete?
Required VC Competencies differ at each stage
Growth
Phase
Risks
VC
Competences
Early
Stage
Company

Technology
 Business
model
 People
 Financing

Growth
Stage
Company

People
 Commercial
 Execution
 Scalability

Late Stage
Company

Source: iGlobe Partners Pte Ltd
Market
Hands-on
 Proximity
 Technology-focus
 Knowledge of industry
and trend
VC Role
Mentor to CEO
 Help define market
positioning
 Help introduce customers to
validate technology/product

Hands-on
 Mentor
 Business-focus
 Global syndication among
VCs
 Global scalability
 Recruit Independent board
 Operational
members
experience
 Governance standards  Leverage corporate and VC
networks
/ enhance systems
 Recruit talents
 Build global
management team
Financial engineering
 Deal structure


Provide large funding
Challenges Facing Global Enterprises
$500M?
Funding?
Right Team?
Revenue?
Which Technology?
What Product?
Which Market?
Positioning?
Solves Customer
Problems?
What Business
Model?
Distribution?
http://www.flickr.com/photos/peasap/5356561552 /
How to compete?
Geographical Focus –
Global Scalability through Syndication
 High growth strategy, global growth
potential
 Value added investor with globalization skill
set
 iGlobe pushes beyond local borders
 Syndication: domestic expertise &
complementary skill sets
 Leverage Singapore when relevant
Identifying Trends & Market Leaders
• Technology
Scanning
• Market
Trends
Deal
Sourcing
• Industry
Mapping
• Active Deal
Sourcing
• High quality
dealflow
• Co-investment
Opportunities
Investment
• Commercial
partnerships with
portfolio
companies
Value Add
• Lead/Co-Lead
• Strategic
Investor
Planning
• Thorough due
• Strong
diligence
operational
background
• Risk Management
• Coach founders
• Deal structure
/management
• Track potential
M&A targets
• Growth through
acquisition
Exit
• Successful exits
over multiple
business cycles
• Strategic planning
for exit at
investment with
management
iGlobe’s Value Add Platform: Beyond Board Rep.
 Asian Expansion Strategy, Syndicated with China based West Summit
Capital
 Introduction to SE Asia customers, partners and educational institutions
 Hired Director of Sales, South East Asia and Hong Kong
 Set up corporate HQ in Singapore on preferential tax scheme
 Lead syndication and restructured company post 9/11 from near
bankruptcy, Assist in set-up of China software dev. center in 2002 (now
>1,000 staff) with recruitment of first batch of engineers
 Recruited CFO ,Audit Chairman and guided 2010 NASDAQ IPO
 Developed and implemented Asian growth strategy, obtained incentives
for R&D Asia Development Centre
 Hired VP Sales (Asia) and incubated Asian operation
 Worked closely with VP Sales (Asia) to grow Asia revenue from 7% in
2005 to 35% in 2007 during IPO (Swiss Stock Exchange) to 40% in 2012
iGlobe’s Value Add Platform: Beyond Board
Rep.
 Help define Asian Expansion Strategy &Transition to direct sales from 100%
indirect
 Secure NEA contract win of S$4.7M
 Building capability in management team & bought in iGlobe hardware
manufacturing partner for device production launch
 Business Model transition: outsource to co-production to IP exploitation
 Build strategic relationships with international media partners & guide in intl.
contract negotiations & SPV implementation
 Recruited experienced regional Licensing and Merchandising team
 Recruiting VP, Business Development
 Established Offshore production centre in Kuala Lumpur
iGlobe’s Value Add Platform: Beyond Board
Seat
 iGlobe seeded spin-out from Cadence/Celestry
Led financing rounds with IDG, WI Harper/ Springboard, Harbinger, Intel
Capital, CID Ventures, Austin Ventures, Sierra Ventures, IBM Capital, Tenaya
Capital & West Summit Capital
Facilitated partnership with Chartered Semiconductor, UTAC, Intel and IBM
Recruited VP Sales (Taiwan) & CFO




Recruited Product Manager & CFO
Strong Asia based business revenue from over 100 mobile operators
Management guidance (repeat entrepreneur for iGlobe)
Acquired by a US based PE Fund manager
 iGlobe operating partner joined as CFO and implemented M&A exit within 8
months of investment
Contact Details
Soo Boon KOH
Managing Partner
sooboonkoh@iglobepartners.com
~
iGlobe Partners Pte Ltd
11 Biopolis Way
Helios #09-03
Singapore 138667
+65 6478 9716
www.iglobepartners.com