Andrew Hamilton – CEO
a.hamilton@theicehouse.co.nz
History
What we do
Business model
Validation
Future developments
History
 Founded in 2001 by University of Auckland, HP,
Microsoft, Boston Consulting Group, Deloitte
 Supported by NZ Government
 Identified by Forbes as one of the top ten business
growth hubs in the World – 2010
 Awarded best internationally connected incubator by
Technopolicy – 2011
 Licensed University of Queensland the Icehouse Owner
Manager Programme for SME growth – 2012
 Launched China Market Development Hub – 2013
We provide the expertise, networks and funding to
enable Kiwi entrepreneurs and business owners to
accelerate growth.
We’re committed to changing the entrepreneurial
landscape in New Zealand to create an environment
that inspires, supports and celebrates business growth.
• Programmes for capability development of start-up &
established entrepreneurs to grow their business
• Business coaching
• Business of International Quality framework
• Customer prospect targeting
• International connections service
• International partnerships – Market Development Hubs in Asia
• Seed – Global from Day One Seed Fund
• Angel – Ice Angels, Arc Angels, China Angels
• Growth – Entrepreneurs Challenge, Global from Day One
Launch Fund
Customer Metrics
 New Zealand wide
 Start-ups & Established SME
 Maori, Migrants, Youth
2001-2012
4,000 Customers
2013
600 Customers
SME
SME
Start-Up
Start-Up
Business Model
Customer Fees
 Programme Fees
USD1,000 per day
 Coaching Fees
USD1,000 per month
 Equity 6% in start-ups
 Funding carry on
investor returns &
membership fees
USD1,000 per year
Revenue %
Government
Sponsorship
Customer
Success Stories
CUSTOMERS
Mobile banking software,
exited to the largest provider
of banking technology in the
world, FiServe in 2012
• 2003 - revenue: <USD100k, FTE: 3
• 2013 – revenue: 500x, international: 98%, FTE 380 (230 in NZ)
Provider of wireless inductive
power applications for B2B
and B2C
• Setting a wireless standard for wireless inductive power –
industrial & consumer
• TE Electronics are a partner & investor
• Significant customer adoption
Real time analytics provider
for peer to peer internet
networks
• 2013 – USD1m seed round investment, syndicated between
leading NZ and US investors including Sir Stephen Tindall,
Sand Hill Angels & Insight Express.
• Tracking digital files across the cloud and providing real time
analytics to rights holders and content owners
Success Stories
FUNDING ECOSYSTEM

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•
•
•
41 investees
USD35m
5 exits
USD$5m Fund
6 seed investments
Future Developments
 BIQ framework
 Market Development Hubs
Future Developments
 BIQ framework
 Market Development Hubs
 China Hub
 China Angels
Extra slides
What is a
Business of
International
Quality?
• Enters, grows and competes for
market share in international
markets
• Defends its Kiwi markets from
the best international
competitors
Subject to heightened
competition so typically
needs to be more productive
and innovative.
A business of
international
quality ™ …

has a clear and explicit competitive advantage valued
by customers and properly protected in the markets it
participates in

is led by a strong & diverse management team aligned
around a long term strategic direction and able to
respond quickly to changing market conditions

displays solid financial management leading to a strong
balance sheet and access to the funding necessary for
growth

has a deep understanding and cultural awareness of
the customers it serves and the markets it operates in
and therefore invests in the appropriate in-market
representation

is expert in implementation and continuous
improvement and invests in systems that allow the
scaling-up of the business

is supported by a growth-focused board with strong
sector affinity
Excellence in these areas allows a business to successfully take its business
global and defend its domestic markets against international competitors
Measuring BIQ status
QUANTITIVE
QUALITATIVE
Company performance
Leadership
 Revenue
 Revenue growth (CAGR)
 International share of revenue
 International growth (CAGR)
 Profitability EBITDA
 strength of management team
 strategic direction
Market
 National & global market share
 Rank in market & market growth
 % international customers
 # countries covered
 # patents and trademarks
People & Organisation
 # people employed
 Increase in # people employed
 # people outside NZ
 Increase in # people outside NZ
 # JV’s, agencies or distributors internationally
Offering
 competitive advantage
 cost position
 IP position
Market
 market understanding
 segmentation & focus
 professional sales & marketing function
Processes
 are processes in place?
Capital
 financial management capability
 balance sheet strength
Governance
 strength of board
Alignment
 complete alignment of owner, board, CEO and
senior management team
 Interpretation of responses depends on industry and business size
 Judgment of informed Icehouse faculty remains required