What Investors are looking for...... a view from a Venture Capitalist

Thomas Grota, Investment Director T-Venture @thomasgr Blog: thomasgr.tumblr.com

Thomas Grota, Investment Director T-VentureVenture Capital Firm of Deutsche Telekom AG

CTO of Pironet AG for 7 years (IPO 2000)Dynamic CMS & Digital Asset Management

Deutsche Telekom 2003 - today: VP Marketing & Strategy (Paris, London) IPTV Expert at Detecon (Asia, MENA) Investment Director at T-Venture

Exited apprupt to Opera Exited Swoodoo to Kayak Exited 6Wunderkinder to Sequoia Raised +$250m for his portfolios

Thomas Grota – Investment Director T-Venture Holding GmbH – @thomasgr

My current portfolio and areas of VC expertise:Mobile Internet, Big Data & Cloud based Platforms

Thomas Grota – Investment Director T-Venture Holding GmbH – @thomasgr

Selected successful exits of T-Venture

E-Commerce solution1998: IPO

@motionWireless internet access

2000: trade sale to Openwave(formerly: phone.com)

Web conference provider

2000: IPO

Internet payment services2010: trade sale to Deutsche Telekom

Online Flight Search and Bookings 2010: trade sale to KAYAK Optical Networking Applications

2010: trade sale to Cisco Fabless Semiconductors

2010: trade sale to Broadcom Real-Time Collaboration Software 2011: trade sale to Citrix

Search Portal for Discount Offers of Local Retailers

2011: trade sale to Axel Springer

Wireless Access Technology 2012: trade sale to Ericsson

"On-Demand" E-Commerce2012: IPO Wireless Systems for Home Networks

2012: IPO

Security Solution for Mobile Enterprise Devices

2012: trade sale to Rapid7

Mass calling service2002: trade sale to Deutsche Telekom

Femtocell Technology 2013: trade sale to Cisco

Customer experience management solution

2009: trade sale to Tektronix Communications

Mobile messaging solutions2008: trade sale to Nokia

Web based calling company2010: trade sale to Telefonica

End-to-end wireless internet solution2008: trade sale to Microsoft

E-Commerce2006: shares sold to

Holtzbrinck + Weltbild Multimedia

core solutions2007: IPO

Core networking infrastructure provider

2008: trade sale to Nokia Siemens Networks

Social P2P media networking platform

2006: trade sale to Sony Pictures Entertainment

M-commerce infrastructure solution

2006: trade sale to Amdocs

Mobile broadband2005: trade sale to

QUALCOMM

Transit application2013: trade sale to Apple

Multi-platform productivity solution 2013: trade sale to Sequoia

Mobile advertising 2014: trade sale to Opera

Software

Answer: Team - Traction - Treasure

6Team….

7

Each Team member has a unique skill set based on his/her experiences.

8

Each Team member adds value for the company with his/her role.

9

No overlaps & overhead of C-Level positions.

10

Good team turns around in bad markets – bad teams can’t win in good markets.

11Traction….

12Growths needs to be shown at any time in any KPI.

13

If you can’t measure it – it’s not important.

14

Growth is long term not short term. Reason for growth changes constantly.

15

You can’t grow endlessly in restricted markets.

16

Treasure….

17

Treasure != Revenue from paying customers

18

Don’t mix up users with paying customers

19User numbers only as good as conversion ratio.

20

Basics: CAC <! CLTV Ratio of customer acquisition costs versuscustomer life time value decides about survival.

Good luck for fundraising

Thank You for listening! – More Questions? Please Ask.

my current Portfolio

T-Venture Portfolio contains currently 100 companies.Two Funds managed for Deutsche Telekom AG

Thomas Grota – Investment Director T-Venture Holding GmbH – @thomasgr