Making A Good Investor Pitch November 22, 2015 Dubai, UAE Quick - PowerPoint PPT Presentation

Making A Good Investor Pitch November 22, 2015 Dubai, UAE

Quick Intro: About me  Executive, entrepreneur and investor based in Dubai with over 17 years of experience in the technology, media and telecom industires in the US, Europe and MENA; 8+ years in the UAE; operating, consulting, startup and venture capital experience – with expertise in digital media, e-commerce, tech investments, business development, partnerships, M&A and new ventures in MENA  Founder and Managing Partner of Iliad Partners , a new early stage tech venture capital firm based in Dubai.  Director of Business Development of Yahoo Maktoob (2011-2014): Led strategic partnerships across MENA for the largest digital media portal in the region at the time; closed over 20 strategic deals with media groups, internet companies, telecom operators, e-commerce players and government agencies. This included leading players such as MBG Group, Al Jazeera, Amazon, STC/Intigral and the State of Qatar, as well as a network of partnerships with promising startups – including UTURN, PropertyFinder, Souqalmal and Istikana.  Management consultant with Booz & Company (2007-2011): Leading teams as an Engagement Manager in Communications, Media & Technology practice in Dubai. Advised C-level and Board-level clients corporate strategy, M&A, investment strategy and business development projects with telecom operators, media companies, ICT authorities and investment groups in Middle East, Africa and Asia.  Actively involved in multiple startups as a co-founder, investor, Board member and management executive: ◦ In 2012, co-founded and seed invested GlamBox.ME , a MENA e-commerce startup with $4M in funding from MBC Ventures, STC Ventures and GCC private investors. Christos is currently on the Board of Directors of GlamBox and served as Chairman 2013-2014. Earlier, in 2002-2005, he was the Commercial Director and a shareholder of Upstream , a Greek mobile advertising start-up (exit via ◦ MBO). In 2000-2001, he was early team member at GovWorks.com , a New York-based internet startup with $60M in funding from KKR and Mayfield (acquired by First Data Corporation). He is an advisor and angel investor in several startups in MENA.  Mentor/judge with MIT Enterprise Forum (MITEF), Endeavor, ArabNet, Flat6Labs, Wamda, Young Arab Leaders, Startup Weekend . Ambassador of the MIT G-Lab Program in Dubai. He participated in Startup.com , a film about the rise and fall of an internet start-up in 2000, and more recently in Stars of Science , Qatar Foundation’s TV program for young innovators.  MBA from MIT Sloan School of Management and a B.S. in International Relations from Georgetown University . NOVEMBER 2015 2

Quick Intro: Iliad Partners  Iliad Partners is a new early stage tech venture capital firm based in Dubai – filling the big funding gap between the large VC funds, and the incubators / accelerators / angel investors in the MENA region.  We target investments in early stage startups (Series A as well as Late Seed and Series B) in the tech and digital sectors in the MENA region with tickets typically ranging broadly between $500K and$2M.  Investment scope – digital ventures in sectors we know well and in which we see white spaces, including: internet services, digital media, mobile applications, e-commerce enablement, fintech, software-as-a- service and analytics, and enabling technologies, in both consumer (B2C) and enterprise (B2B) segments.  We seek to be actively involved with our investments to add value via our expertise and global / regional network: access to KSA market and big media/digital players, to enable growth/scale across MENA region.  We can enable startups to expand globally , beyond MENA via our access to Silicon Valley, MIT and global markets. Our network is global with advisors, partners, co-investors in 13 countries and 19 cities. STRICTLY CONFIDENTIAL NOVEMBER 2015 3

Iliad Partners – Who we are  “Entrepreneurs Investing In E ntrepreneurs”: We believe entrepreneurs are best served by those who have been in their shoes. We 1 are a team of experienced entrepreneurs and operating executives. Unlike other MENA VCs, we have built startups as founders before – (e.g. GlamBox) therefore, we know the challenges of growing startup companies and are best positioned to help startups succeed.  Digital Media Experts: As former senior executives at leading companies (Yahoo, MBC, Booz, McKinsey, Microsoft, Skype, Facebook, 2 LinkedIn), we have deep domain knowledge of the tech sector and strong understanding of the digital space. We understand the trends, the white spaces, what it takes to scale and make a product/service a success – in the internet, digital media, mobile spaces, and beyond.  Veterans of the MENA region: We have worked across MENA markets at a senior level – with CEOs and Boards, with investors and 3 entrepreneurs. We have launched companies, deals, products and services in UAE, KSA, Qatar, Lebanon, Jordan and Egypt. We are well connected with leading players in MENA and know how to navigate local realities on the ground – we understand the MENA region well.  Globally Connected: We have extensive experience in global markets and international innovation hubs in the US, Europe and MENA. 4 We are well-connected to leading academic institutions such as MIT, large tech corporates such as Yahoo and Google, innovation hubs (Silicon Valley, Boston), new up-and-coming startups in MENA and beyond, and past startup success stories (e.g. Maktoob, Upstream) whose alumni are now creating the next generation winners in high-tech – we are a bridge to Silicon Valley, MIT and global markets.  Collaborative in our Approach: Having been entrepreneurs ourselves, we take pride in rolling up our sleeves and doing real work. 5 We’ve experienced the same challenges that founders are facing, and are able to help them succeed. We operate at a rigorous, high- quality standard, yet are humble and collaborative. Building on our reputation in the market, we want to be approachable to entrepreneurs and aim to partner with seasoned entrepreneurs, working side-by-side with peers. We want to bring a new ethos to the VC industry. www.iliad-partners.com STRICTLY CONFIDENTIAL NOVEMBER 2015 4

Agenda 1. Introduction 2. Preparing the Pitch Deck 3. Delivering a good pitch 4. Managing investor questions 5. Common mistakes to avoid 6. Discussion and Q&A NOVEMBER 2015 5

Agenda 1. Introduction 2. Preparing the Pitch Deck 3. Delivering a good pitch 4. Managing investor questions 5. Common mistakes to avoid 6. Discussion and Q&A NOVEMBER 2015 6

The MENA tech startup landscape is developing rapidly 1 2 3 4 Growing Entrepreneurial Ecosystem Expanding Universe of Startups More Funding Activity Increasing Exit Opportunities  Awareness and support for  There are a growing array of tech  Investment activity for MENA’s  Yahoo’s acquisition of Maktoob startups, nascent until recently, startups in MENA led by a new startups is increasing (Jordan) for $164M in 2009 was the beginning. Since then, we’ve seen is now developing rapidly generation of well-educated founders  Over 200 investments were made and experienced, talented teams more exits to international players :  Organizations such as the MIT between 2009 and 2012 – Talabat (Kuwait) sold to Rocket Internet for  Startups in spaces such as digital Enterprise Forum, ArabNet,  2.5x increase in funding sources record-breaking $170M in March 2015 Wamda and Endeavor are actively media, mobile, analytics, and e- since 2008 – GoNabit (UAE), acquired by LivingSocial in supporting startup competitions commerce, among others, are 2011  While very few funding sources and acceleration initiatives emerging to build new companies to – Zawya (UAE), sold to Thomson Reuters for fill the gaps, address local needs and existed 5 years ago, now there are  Governments are investing in new $40M in 2012 scale them across MENA over 50 incubators, accelerators, – Yamli (Lebanon), technology acquired by tech cities, university curricula, free angel investment networks, Yahoo  Indicatively, the MIT Enterprise zones and innovation programs venture capital funds and crowd – Cobone (UAE), sold to Tiger Global for $40M Forum which promotes MIT-style  Incubators – such as Flat6Labs, funding platforms in MENA in 2013 entrepreneurship via its annual Bader, Oasis500 and Berytech – – Diwanee (Lebanon), acquired by France’s Startup Competition has been are actively helping startups at the Webedia in 2014 attracting more than 4,000 ideation and seed stages – Shahiya (Lebanon), sold to Japan's Cookpad applications a year for $13.5M in 2014  Shared co-working spaces, such as – SySDSoft (Egypt) acquired by Intel in 2011 Impact Hub and AltCity now provide a fertile ground for startups Source: Wamda Research, Wamda, Arabnet, TechCrunch, MITEF Pan-Arab STRICTLY CONFIDENTIAL NOVEMBER 2015 7

However, gaps in the VC industry persist 1 Overall Lack of VC Funding Limited 5 Value-Add by Investors 2 Gaps in Larger Investment Ticket Sizes Access to Global Expertise & 6 Capabilities 3 Gap in Early Stage Capital – “The Missing Middle” Access to 7 Local Talent 4 Lack of Follow-on Funding – 8 Ability to Facilitate Exits Series B, C and beyond… Source: Wamda Research, Abu Dhabi Media Summit, Wamda, Atlantic Innovation Forum, Arabnet, Iliad Partners STRICTLY CONFIDENTIAL NOVEMBER 2015 8