If you aim on international markets – you need to learn how to compete !

Email: petri.lehmuskoski@gorillaventures.fi

Twitter: @petrileh

Background • Started first company in 1983 at age of 18

– Build company to 120 Meur with over 180 man-years pa. employment and operations in 7 countries

• Portfolio entrepreneur

• Angel financer since 80’s

– Initially project financing and more active since 2008

– Presently eight ”alive” investments

– Best investment 100 % ROI during first year. Overall ROI – 60 %

• Co-Founder at Gorilla Ventures accelerator

Finland has many promising start-ups with potential

• Yet very few of them ever reach international scale and become succesfull !

• Big challenge being able to compete in international markets and being succesfull company !

Defination of being succesfull

1. Being able to create long lasting business (>5 years)

2. Operative cash-flow is positive and it is able to be profitable in near future

3. Benefits the ecosystem around it

What is your approach angle ?

• PSC PROBLEM SOLUTION CUSTOMER

• SPC SOLUTION PROBLEM CUSTOMER

• PCS PROBLEM CUSTOMER SOLUTION

• CP$ CUSTOMER PROBLEM $OLUTION

You can be succeed only…

• From customers perspective

• On customers scale

Fishing as a pastime hobby or Making living as a fisherman ?

Email: petri.lehmuskoski@gorillaventures.fi

Twitter: @petrileh

Typical way to catch fish…

• Identify problmem: ”I want fish”

• Buy best equipment, find the prettiest spot, throw your bait out, enjoy great weather and wait for the fishes to arrive

• And in the evening go to supermarket to buy ”something” to bring home

• And sometimes tell the biggest fish story…

Professional fisherman needs to catch fish ! How do they do it ?

Get hints from the locals and learn from the masters – no two places are similar

Striped Bass • Large • High value • Rare

Large Mouth Bass • Medium • High value • Moderate Freq.

Crappie • Small • Moderate value • Plentiful

Catfish • Small to large • Low value • Moderate

Have patience to pivot and learn. Different targets need different baits.

After mastering it, it is time to scale - build your own flotilla and conquer the seas

Or do it your own special way…

Recap: How professionals catch fish, and make living out of it • Get hints from the locals and learn from the masters

• Decide on strategy – what you want to catch ?

• Test drive your hypothesis, pivot again and again. Finetube your baits to suit targets

• And then scale and build your flotilla

• Or someties doing it special way might be sufficient…

Kysy vaikka ”ammattilaiselta” – reijo.syrjalainen@gorillaventures.fi

Happy fishing…