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The Early Pitch Decks Of Billion-Dollar Startups

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EARLY PITCH DECKS OF BILLIONDOLLAR STARTUPS


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TABLE OF CONTENTS AppNexus 3 WeWork 27 AirBnB 63 LinkedIn 73 Magic Leap 110 www.cbinsights.com 3


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AppNexus Infrastructure for a Connected World


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Contents • Founders • Why AppNexus? • Differentiation / Competitive Analysis • Timeline • Financials


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Founders • • Brian O’Kelley, CEO - former CTO of Right Media. Invented, built, sold, and launched the Right Media Exchange. Scaled the RM environment from 10 to 1500 servers and felt the pain of not having AppNexus. Michiel Nolet, VP of Product - former Director of Analytics at Right Media.


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Why AppNexus


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Right Media Challenges • Scale - MySpace is going to send an extra 1B imps/day of volume ... next week • Globalization - Yahoo! Japan wants to do a pilot, but only if servers are in Japan... • Integration - let’s integrate a contextual analysis platform... to all 6 datacenters...


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Solving the Problems • Scale: Cloud computing would have been great - flip servers on when we need them • Global: Multiple clouds, with smart routing / load balancing, in key geographies • Integration: Run new services “in-cloud”


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Cloud → Nexus • The cloud becomes a “nexus” where applications can consume services • Cloud layer needs to be robust, reliable, easy-to-use, etc to get adoption • Centralized directory, documentation, community, and billing for service providers


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Cloud Architecture


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Nexuses • One Nexus isn’t enough - applications are moving global quickly • Multiple Nexuses around the world, each with same services and applications • Build tools to help scale applications (data tier especially)


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Revenue Sources • Rent high-end 4-core boxes for around $10/core/day (virtualized, of course) • Rent database boxes, storage, bandwidth, backup, and many other things too • Profit-sharing with service providers • Access fees


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Competitive Analysis


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Differentiators - Near Term • Global (some tough problems to solve there - will be compelling) • Ops tools (very challenging to build a scalable ops layer) • Customer-centric (not exciting, but need to get the little things right - it’s a small world, and trust travels)


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Differentiators - Long Term • With network effect (lots of services & lots of applications) will be difficult for a new cloud player to compete - will need to recruit the services to get the apps and will need to recruit the apps to get the services • Lots of tools - idea is to get applications “locked in” to the AppNexus way


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Competitionthey have • Amazon / EC2 (biggest risk capital, the SOA concept, and momentum) • Rackspace / Gridlayer (hosting companies have the hardware and the customer base, but probably not the SOA mentality) • Google / Yahoo / MSFT etc (not in space now, but have the capex to enter)


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Growth Plan


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“Ping pong” growth • First applications sign up for the cloud • These clients become leverage to recruit software providers • Co-market with software providers to get more applications on board • Repeat...


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Phase 1: The Cloud • Build-out and deploy robust physical and virtual infrastructure to underlie the Nexuses • Can be profitable as a standalone service


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• • • • • Phase 1 Logistics First location live Jan 2008; 2nd in Mar-Apr Work closely with initial clients to refine ops layers (monitoring, provisioning, cluster management tools) Beta launch Jan 2008, Scale to 20 clients by mid2008 Ideal clients are platforms and services (natural SOA consumers and purchasers) Fund via $2-3MM seed round (plus $2MM of personally guaranteed debt)


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Phase 1 Pipeline • Behavioral Marketing (Exelate, Blue Kai, Media Six Degrees) • SaaS (Wide Orbit) • Gaming (Garage Games) • Video CDN (Digital Fountain)


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Phase 2: Credibility • Go elephant hunting - recruit the platforms that will make all the services want to be in their Nexus (or vice versa) • Aggressively brand as the high-end of the cloud market - graduate from EC2 Competitor/Cloud-Computing provider • Leverage key differentiators to keep pricing high; continue to build IP


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Phase 2 Logistics • Start in Q3 2008 • Raise $10-15MM to ramp team, provide working capital for 2000+ servers • Need global presence - market may be stronger (as is currency) overseas


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Phase 3: Nexus • With key clients and critical mass, network effect begins to build • Focus on comarketing with partners help service providers recruit platforms & apps • Provide arms to both sides of a war that never ends...


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Phase 3 Logistics • Begin in early 2010 • Infrastructure side of business should be self-sustaining at this point, so shift to marketing, support, evangelism • Be opportunistic about acquiring facilities • Business should be profitable but raise $25-50MM to expand (and compete)


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Financials


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Welcome AirBed&Breakfast Book rooms with locals, rather than hotels. This is a PowerPoint reproduction of an early AirBnB pitch deck via Business Insider @ http://www.businessinsider.com/airbnb-a-13-billion-dollar-startups-first-ever-pitch-deck-2011-9 1


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Problem 2 Price is an important concern for customers booking travel online. Hotels leave you disconnected from the city and its culture. No easy way exists to book a room with a local or become a host. Template by PitchDeckCoach.com


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Solution 3 A web platform where users can rent out their space to host travelers to: SAVE MONEY when traveling MAKE MONEY when hosting SHARE CULTURE local connection to the city Template by PitchDeckCoach.com


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Market Validation 4 630,000 17,000 on temporary housing site couchsurfing.com temporary housing listings on SF & NYC Craigslist from 07/09 – 07/16 Template by PitchDeckCoach.com


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Market Size 5 1.9 Billion+ 532M 10.6M TRIPS BOOKED (WORDLWIDE) BUDGET & ONLINE TRIPS TRIPS W/AB&B Total Available Market Serviceable Available Market Market Share Template by PitchDeckCoach.com


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Product SEARCH BY CITY 6 REVIEW LISTINGS BOOK IT! Template by PitchDeckCoach.com


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Business Model 7 We take a 10% commission on each transaction. $20 $200M TRIPS W/AB&B AVG FEE REVENUE Share of Market $70/night @ 3 nights 2008-2011 10.6M Template by PitchDeckCoach.com


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Market Adoption 8 EVENTS PARTNERSHIPS CRAIGSLIST target events monthly cheap/alternative travel dual posting feature Octoberfest (6M) Cebit (700,000) Summerfest (1M) Eurocup(3M+) Mardi Gras (800,000) AirBnB screenshot with listing widget Widget screenshot Craigslist screenshot Template by PitchDeckCoach.com


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Competition AFFORDABLE OFFLINE TRANSACTION 9 ONLINE TRANSACTION EXPENSIVE Template by PitchDeckCoach.com


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Competitive Advantages 10 1st TO MARKET HOST INCENTIVE LIST ONCE Lorem ipsum dolor sit amet, consectetur adipiscing elit. Integer nec odio. Praesent libero. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Integer nec odio. Praesent libero. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Integer nec odio. Praesent libero. EASE OF USE PROFILES DESIGN & BRAND Lorem ipsum dolor sit amet, consectetur adipiscing elit. Integer nec odio. Praesent libero. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Integer nec odio. Praesent libero. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Integer nec odio. Praesent libero. Template by PitchDeckCoach.com


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