Andrew McGee, Commercialisation Advisor, Innovation Centres Scotland Limited

1. Fintech Commercialisation Support
THINK BIG - START SMALL
Andrew McGee
Innovation Centres Scotland Limited
24th February 2015 in Edinburgh
Making Fintech Commercialisation Happen
#fintechscot

2. “Hands-on intensive commercialisation support,
collaborating with partners; access to investment
and to global markets; sharing the burden whilst
helping start-up’s and entrepreneurs find their
routes-to-market more rapidly”
Tech Start-Up Needs
Making Fintech Commercialisation Happen

3. • Scottish Enterprise
• Highlands & Islands Enterprise
• Scottish Development International
• Alba Incubation Service
• Informatics Ventures
• Codebase
• E-Spark
• Business Gateway
• UP
• Elevator
Start-up Support Landscape Across Scotland
Making Fintech Commercialisation Happen

4. Making Fintech Commercialisation Happen
• Scottish Enterprise initiative
• Early stage innovative technology start-up’s across Scotland
• SE high growth pipeline & intervention framework products
• Fintech; Cleantech; Medtech; Edtech; Software; Digital Media
• Lean start-up methodology approach
• Delivering market traction and strategic investment
Alba Incubation Service
…operating as a ‘Virtual Management Team’

5. Making Fintech Commercialisation Happen
Alba Incubation Service
• Open Innovation • Strategic investors
• International Networks • Innovation Specialists
• ICT Specialists • Marketing Experts
• Strategy Workshops • Organisational Development
Partners and Network…

6. • 90 high growth tech start-up’s
• Raised £23m across 18 deals
• Secured grant funding of £644K
• Created 308 high tech jobs
• Delivered 23 technology focused events
• Networking with 500+ delegates
Making Fintech Commercialisation Happen
Achievements So Far…

7. Alba’s Cluster of Fintech Clients
Making Fintech Commercialisation Happen

8. Fintech Commercialisation Process
Sales &
Marketing
Management
Team
Investment
Strategy
Financial
Modelling
Product
Development
Making Fintech Commercialisation Happen
Alba
Commercialisation
Process

9. • The Leader CEO
• The Technologist CTO
• The Finder & Closer Salesman
• The Numbers CFO
Fintech Commercialisation Management Team
Making Fintech Commercialisation Happen

10. “60% of Equity Gap’s decision making is based on the
top team in an early stage company. These are the
people that we are investing in to deliver the plans
they have sold us. We need to believe that they can
do it, we do not want to spend time and money
helping to create the team.”
Jock Millican, LINC Scotland Chairman and
Gatekeeper of the Equity Gap Angel Syndicate in Edinburgh
Quote from Jock Millican; LINC Scotland
Making Fintech Commercialisation Happen

11. • Market Research know your customer
• Direct Marketing target audience
• Nurture Marketing bigger vision
• Generate Leads content marketing / social media
• Business Development Qualification/Qualification
• Sales – Close the Deal!
Fintech Commercialisation Sales & Marketing
Making Fintech Commercialisation Happen
Traction Organic Growth Company Value

12. • Compelling product or service
• Defined UK & International market & plan to reach it
• Competitor gap analysis
• IP / patents
• Skilled management team
• Business plan inc. financial projections
• Exit strategy; delivering significant investor returns
• Investor ready pitch; 1 page brief AND video
Fintech Commercialisation Investment Strategy
Making Fintech Commercialisation Happen

13. • Pricing Model
• Three Year Plan
• Cash Flow - P&L - Balance Sheet
• ROI / Cost Benefit Analysis
• Investment Funding
Fintech Commercialisation Financial Modelling
Making Fintech Commercialisation Happen
 Grants  FF  Loans
 Angel  VC  Crowdfunding
 Corporate Venturing  P2P  Banks
 Competitions

14. Fintech Commercialisation Product Development
Making Fintech Commercialisation Happen
Licensing and / or Open Innovation
• Proof of Concept • Software Development / Test
• Prototype Stage • Minimum Value Product (MVP)
• IP / Patents • Manufacturing / Production

15. • Business model canvas / mind mapping process
• Technology roadmap
• Management team structure
• Financial model
• Routes to market
• Project plan & ownership
• KPI’s and milestones
Fintech Commercialisation 90 Day Plan
Making Fintech Commercialisation Happen
Measuring Results Quarterly

16. Typical Case Study
• Reviewed & challenged business model elevator pitch
• Market research inc. trends / competitor analysis
• Marketing plan mindmap process
• International networking e.g. Global Scots / UKTI / Events
• SMART funding and innovation / marketing grants secured
• SDI international strategy workshop
• Secured match funding £250k; SIB and Angel Investor
• 3 new hires
• Won 17 new clients WW
• SE Account Management within 18 months
Making Fintech Commercialisation Happen

17. Client Testimonial
“The Alba Innovation Commercialisation Service has
given us efficient and practical advice, bringing
additional marketing resources and investment support
to the table at a vital time in the firm’s development. A
firm foundation has been built in partnership with Alba &
Scottish Enterprise to drive the business forward”
Willie Biggart; Founding Director & Chairman of Aptus Systems Limited
Making Fintech Commercialisation Happen

18. Making Fintech Commercialisation Happen

19. Andrew McGee; Commercialisation Adviser
+44 (0)7905 326 144
andrew.mcgee@innovationcentre.org
albainnovationcentre.com
@albainnovation
@mcgeeandrew
uk.linkedin.com/in/mcgeeandrew/
‘Making Fintech Commercialisation Happen’
Making Fintech Commercialisation Happen