Movac – Growth Capital

Update: Click on this link to view Bill’s report: Bill Payne’s report

PRESS RELEASE

Angel investing in New Zealand is now on a similar scale to that of Boston – one of the United States’ prime angel investing hubs – according to noted US angel investor Bill Payne.

Mr Payne, one of the United States’ foremost angel investors, has concluded a five month stay in New Zealand as the BNZ University of Auckland Business School Entrepreneur In Residence advising investors, entrepreneurs and students.

Mr Payne prepared a report for the New Zealand Venture Investment Fund providing reflections based on his observations of New Zealand entrepreneurs and angel groups during his visit. According to his report:

• Angel investment in New Zealand is at about the same level as that in the Boston metropolitan area which is regarded as second only to California in scale of angel investment activity.
• New Zealand entrepreneurs need to hone their products and services in the local market before attempting to sell offshore. Once the product is robust and market traction is clear, then think about adding resources to export.
• The growth of business incubators has helped the growth of angel groups, but there is a danger that those incubator-linked angel groups overly rely on the administrative support offered by incubators.

The Payne report also looked at New Zealand’s venture capital sector and how it links to investing into angel backed companies. He encourages a focus on $60 million to $80 million venture capital funds which target making investments into young companies of around $1.5 million to $4 million to close the ‘capital gap’ which exists between angel investment and larger venture capital deals.

“Kiwi companies that require substantially more than $5 million would seek sales and marketing traction in US or European markets with money raised in New Zealand, and then raise additional capital in those larger VC markets, much as they do today.”

Mr Payne also suggests some small tax changes to encourage investment into early stage companies, but commented that the New Zealand government is much more engaged in start-up companies than is its US counterpart.

NZVIF chief executive Franceska Banga welcomed the report saying it was reassuring to hear from a United States expert that the recent growth of angel investing in New Zealand was proceeding in the right direction.

“The report contains useful insights which we will consider carefully. Bill Payne’s visit was a great success and many entrepreneurs and investors will benefit greatly from the insights and guidance he has provided.”

NZVIF media contact: David Lewis
Cell: 021-976 119 david.lewis@nzvif.co.nz

We’ve just got back from a great week in San Francisco attending the American Angel Capital Association Annual Summit and catching up with Kiwi’s doing great things in the Valley.  The week was stimulating and invigorating on a number of fronts but I will focus this post on my thoughts on the conference and key learning for New Zealand Investors and Entrepreneurs.

Firstly some background. Globally, Angel Investment is becoming increasingly organised and recognised for the significant contribution it makes towards innovation and economic development.  These conferences represent a gathering of investors drawn from a large number of organised groups across the US and the rest of the world.  They are a fantastic networking opportunity for active New Zealand investors and an opportunity to learn from investors across the world.  Approximately 420 people attended the conference with 70% estimated to be active investors.

Cross country investment.  There is an early movement from Angel Groups to start considering investment opportunities across borders.  I find this a bit of a conundrum, as most Angel Investors I know want to stay close to their investments so I’ve been concerned about how genuine this really is.  The perspective I’ve developed from an NZ inc. perspective is this – to truly grow and deliver the returns we want to see our businesses need to operate on a world scale; for us this generally will mean that we need to move our businesses or establish premises in offshore markets; the Angel networks are a great beach head for this activity.  Strategically we need to build these networks and find the right Angel Investors who can invest and get along side our companies in market. But here’s the kicker…relationships are a two way streak, if we want to make this work we’re going to need to start actively considering investing offshore as well.  The ball is already rolling, which is great, we have European and US investors both actively considering New Zealand opportunities, but I’m conscious that we’re going to need to reciprocate at some point.

Country initiatives to promote Angel Investments.  New Zealand does not do too badly in terms of the regulatory environment and government support for seed and venture investment.  Anecdotally New Zealand offers more support to the sector than that received in Australia and the US and less than that received in the United Kingdom and Europe.  In the UK and Europe tax incentives are offered to encourage investment in early stage companies – x% of your investment is allowed as a deduction from income and capital gains not taxed for qualifying investments.  Why is this important?  Early stage investment is critical to innovation and drives job and wealth creation.

Early exits.  If there was one theme at this conference I would say it was “finding and executing early exits”.  To that end I would encourage you to read Basil Peters book “Early Exits” found here.  Underpinning this thinking is research that indicates that most Exits for value in the US occur for under US$30 million.  The FaceBooks, Googles and Twitters of the world are anomalies and the statistical probability of getting one of these is under 1% i.e. you’d need to make 100 investments to get 1 Google.  But, contrast this with the high volume of M&A activity in the US market, for example I was told that Oracle made 70 acquisitions last year alone.  From an Angel Investors and Entrepreneurs perspective the hypothesis proposed was to find opportunities to build strategic value and then exit to a multi-national that can exploit it’s full potential – before you’re EBITDA positive (see Tom McKaskill).  Strategic value means not selling on EBITDA multiple but selling on the potential that the IP has in the hands of someone with established distribution and channels to market.  I heard the comment regularly in the conference that “it’s really expensive and time consuming to build EBITDA”.  My own experience supports this.  The take-away for NZ is simply this – make sure that there is an exit market for the opportunities we invest in, before we invest; work networks globally to position investments for an exit and don’t expect exits to happen unless you work it.

Venture Capital.  The health of the VC sector has improved from a D- to a D+  = still on life support.  Tech Coast Angels in the US have gone from having 20 VC affiliate members to 6.  VCs in the US are typically taking 10 years to exit and the nature of these funds is that they’re perceived as holding out for “big exits” and blocking “early exit” opportunities.  Consequently there is real debate amongst US Angels about whether they should target VC or not.  VCs will take a long time to exit and possibly forgo exit opportunities that do not deliver the magnitude of return; on the flip side they will drive the exit and “swing for the fences”.  All of that said, the discussions that we had outside of the meeting with Valley VCs indicated that there is still a significant amount of capital available for predominantly tech-based early stage companies, BUT competition is intense.  The question of whether to VC or not is a bit mute in New Zealand given the distinct lack of VC money we currently have in this country.

US IPO market practically dead. There were numerous comments made that the Post-ENRON Sarbanes-Oxley Act of 2002 has had a massive impact on the US IPO market.  The latest proposed financial reforms will compound these problems.  The impact of Sarbanes-Oxley has been to substantially increase compliance costs.  Only the biggest and best capitalised companies are progressing to IPO in the US at the moment.  In fact we had a presentation from the Toronto Stock Exchange promoting their market as an easier IPO path.

Let’s pause for a minute…what do these last three points mean, when taken together?  They mean that VALUATIONS are FALLING DRAMATICALLY in the US.  Valuations for both early stage investment and exit.  The  $10 to $50 million valuations for the partly built “next big thing” are dead!  First round Angel deals in the US are now being done for south of US$1 million pre-money.  Secondly, if you plan on exiting an investment…one day, perhaps…then you need to work offshore M&A opportunities and don’t rely on the Founder to do this for you.

Back to the conference:

Life Sciences.  This sector was well represented at the conference but the news was not encouraging.   Timeframes for Life Science based ventures are blowing out, driven by changes to FDA approval processes, particularly those required to go through the Pre-market  Approval (PMA) process .  Returns from these businesses are expected to now exceed 10-years and consequently venture dollars committed to the sector are expected to fall by over 50% over the next few years.  Increasingly US companies are looking to Europe as a launch market for new medical devices where the regulatory environment is considered less complex. Reimbursement was also highlighted for its complexity and the often incorrect assumptions made in business plans which have an order of magnitude impact on revenue potential. For New Zealand Ventures there’s nothing new here – study your regulatory and reimbursement pathways very closely; seek US expert assistance; don’t rely on VC being their when you need it; build relationships for your capital pathway early – in-fact hook-up as early as possible with Life Science Angels in the US (www.lifescienceangels.com).

Web 2.0.  Asia seen as the big, explosive growth market for Web 2.0 based opportunities.   The US market is topping out in terms of Internet penetration and use, while huge growth potential still exists in Asia – take what works well in the US and localise for China, India and other parts of Asia.  Real time data is also a key trend.  Real time data encompasses services like Twitter, YouTube, location-based apps and oddly purchasing history – Yes, people are now sharing their credit card data!  Time to get a life!  FaceBook is now seen in the US as an “operating system/ platform” with over 300,000 apps having been built and 350million users registered. Mobile internet now accounts for 20% of all internet use in the US and is growing exponentially.

That’ll do on the conference.  If you made it this far, then good for you.

Questions welcome, answers can’t be relied on.

Carpe Diem

PS.  The iPad is seriously cool – another game changer – but more on that later.

I’ve just completed a two day stint in Singapore attending the inaugural Asia Pacific Angel Investor conference.  The conference has been an eye opening and horizon lifting experience – I’ve been exposed to and reminded of the immense power and potential of global angel networks.  At this conference I met early investors in Expedia, Google, Skype and I’ve connected with professional life science investors.  I’ve listened to investors that have had fantastic successes across India, China, Europe, Australia and the United States; watched a New Zealand company pitch to the group and arguably steal the pitching show.  So what have been the key takeaways?

Networks, networks, networks drive success – the creme de la crème of Asia Pacific Angels presented at the conference.  These guys have portfolios numbering 50+ seed investments (by comparison i’m up to about 17), with what appeared to be about 40% success rates (exits for value) and multiples on many deals exceeding 100x their investment and achieved in about four years – GULP.  OK, they didn’t talk a lot about their failures.  However, what seemed to underpin this success was the way they leveraged their networks to create value in these companies….fast, very fast.  The Angels in these groups are seriously experienced entrepreneurs and business executives who have influence in their industries and geographic regions. We need to connect to and build these networks.

NZ Start-up Inc must drive faster and harder, to be relevant – it’s mind boggling how fast the best companies grow and the results they achieve in these markets.  In NZ we tend to bake, bake and bake and then fire a half-loaded pea shooter at an elephant of a market.  I’m not proposing that we load the gun with lots of cash and rush to markets we don’t understand.  BUT, we definantly need to spend more time and money in these large markets and leverage local talent and local investors to enter these markets.  Our (MOVACs) best performing ventures are the ones spending 50% or more of their time on a plane out of New Zealand.  This costs…

The $3million equity gap is endemic across the world – NZ Inc has a real problem in facilitating later stage investment rounds beyond what’s become the typical NZ$250k – NZ$1m Angel round.  BUT, this problem exists everywhere!  Investors from China, India, Singapore, US, Australia all expressed this problem.  The oxymoron is that Asia is considered to be “awash with cash” particularly China and India.  BUT, this cash is sitting in large funds chasing US$10million+ deals.  So, Angels across the region, are having to dig deep and go further with their investments.  From an NZ Inc perspective, Angel Investor groups will need to seriously consider multiple rounds of investment when pulling together deals; and / or focus on deals with a clear and short path to break-even or sale of the business.  At Movac we’ve adopted the role of thumb that an NZ business with global aspirations will need a minimum of NZ$3 million across it’s lifecycle.

NZ entrepreneurs easily foot it in this crowd – We had 12 or more pitch sessions at the conference.  As a rule “I hate pitch sessions at these conferences cos I attend these conferences to meet other investors and I want to maximize this interaction”. However, it gave me an opportunity to bench-mark the NZ opportunities I’ve seen over the last couple of years versus the “up and comers” from the region and guess what?  We foot it, we foot it real well! NZ Companies with experienced and balanced teams (idea + sales + management + experience) have nothing to fear in terms of their ability to foot it and stand out in this region.

Competition for scarce funding is a great driver for deal quality – I spent some time over dinner talking to a very successful Silicon Valley investor.  His view on the success of Silicon Valley was = great universities, producing exceptional talent chasing an organized but limited community of investors = hot bed of competition for money and a real sense of urgency.  My experience in NZ Inc. is we don’t get this yet – our Universities are geared to creating employees not entrepreneurs.

Cultural sensitivities – Hand over your business cards (and credit cards for that matter) with two-hands and respectively.  Receive the business cards with two hands and inspect it graciously.  Leave you jeans and tee shirt at home (major challenge for me).  Be prepared to pay $15 for a friggin cup of coffee in a hotel (Singapore).  The fundamental difference between eastern and western culture is that the West focuses on the individual the East focus on family and community (at least that’s what one of the presenters who’s been successful in both cultures said).  Most of the successful entrepreneur / investors that presented were AmeriAsians (is that a word?) – Asians that had worked extensively in the US and Asia.

Interesting comments on the sector – Repeating stuff I heard:  India has a rapidly growing middle class that is driving demand for new consumer goods.  Mobile penetration outstrips internet adoption in India.  Every sector is growing in Asia – it’s easier to establish and build a business in this environment than in established economies – everyone rises on a rising tide.  Consumer Internet and Mobile are Hot Sectors for local investors.  Investors in China worry about getting their money out of China.

TAKEAWAYS, in summary:

NZ Angels – we need to: a) network, network, network globally and build relationships for the benefit of our investee companies; and b) find a way to more effectively connect the Senior Executive talent pool in the NZ Expat community to our Companies…KEA can help with this, but it needs to be more exclusive and intimate.

NZ Entrepreneurs – work your investors ruthlessly; mine their networks; get them working on your behalf – writing the cheque is just the start.

Carpe Diem.