Startup Victoria – Best of the Startup State Pitch Night

In support of Victoria’s reputation as “Australia’s Startup State”, last week’s Startup Victoria pitch night was designed to showcase four of the best local startups. Hosted by Stone & Chalk, the judges were drawn from Mentorloop, Brosa, Giant Leap Fund, Rampersand and Vinomofo.

The pitches in order of presentation were (website links embedded in the titles):

Code Like A Girl

Founded four years ago, Code Like A Girl’s stated mission is to bring greater gender diversity to the ICT sector (information and communications technology), within both the industry and education spheres. To do this, the founders say we need more female coders, which they plan to achieve via coding camps, internships, and community events. Positioning itself as a social impact enterprise, the business is active in four States, and 75% of interns are placed into full time roles.

To support the ongoing development of its “role ready” value chain and to prepare for possible overseas expansion, Code Like A Girl is seeking $1.5m in seed funding. Currently piloting the training model via education providers (RTOs, boot camps, universities, online code schools), the business takes a 10% commission on courses sold (held twice a year), plus it charges placement fees of $2k per person.

But the model is difficult to scale, especially as Code Like A Girl does not own or create the actual training content – it is acting as a sales channel for third party courseware, and providing platform for advocacy, engagement and influence. Its key metrics are based on things like social impact scores – such as 30% of kids return to boot camps. The panel felt that the community platform is a huge cost centre, and it might be preferable to try a TedX model, where Code Like A Girl provides branding and foundational support to build more of a network effect – but without its own curriculum, the business will still struggle to scale.

Seer Medical

The business claims to make epilepsy diagnosis easier, and is currently raising $14m for European expansion (UK & Germany). To improve current diagnosis, the model needs to capture time series data to distinguish epilepsy from other conditions, but do so faster, cheaper and more efficiently than current processes. Founded in 2017, Seer has already serviced more than 1500 patients via 200 clinicians.

Using the Seer Cloud infrastructure,  it can achieve diagnostic outcomes 10x faster than traditional methods, and the platform is using machine learning to train its algorithms. The service is subject to Medicare reimbursement, which has no doubt assisted adoption.

Asked by the judges if the platform could be used to diagnose other conditions, the founders mentioned cardio, sleep and other health domains. As for competition, this comes mainly from the status quo – i.e., hospital based services. With advocacy from neurologists, giving them access to customers, the founders have a strong track record in the research field, which helps to open doors with clinicians. Along with research partnerships, plus the public health cost reimbursement, data is the fuel of the business –  Seer even have access to some third party data on which to train their diagnostic.

Liven

A dining rewards app, Liven is also bringing a behavioral gamification layer to a real world use case. Currently, there is a poor linkage between loyalty programmes and gamification. So, Liven has launched a universal reward token (the LVN token) for use in a digital/real world context.  The details were scant, and the status of the LVN token sale is unclear, but it seems users can earn LVN tokens from completing certain “missions”. The token (using a standard ERC 20 token format on the Ethereum blockchain), is designed to be interoperable and fungible (but Liven does not yet appear to use blockchain in its end user app or merchant point of sale solution).

The said merchants pay a 10-25% commission on app-based sales, of which upto 40% is paid back to the end user in the form of LVN tokens – if I got the maths right, Liven itself is securing $15 profit on every $100 of sales. Currently only available in Melbourne and Sydney, the judges wanted to know what the appeal is to merchants. According to the founders, users typically spend more in an average transaction when they use the app. It also seems that the app only works in brick and mortar restaurants, cafes and bars. The path to scaling will be via channel partners such as PoS systems.

Although not yet deployed, in future, it was suggested that users will be able to pay in any crypto – which raises all sorts of questions about the tokenomics of the LVN token, and whether LVN will be subject to exchange rate volatility (and even token speculation) or act as a stable coin; if the latter, what will it be backed by or pegged to?

Phoria

Phoria is in the business of extended reality technology (XR). Started in 2014, Phoria was an entrant to the Melbourne Accelerator Programme (MAP), with the stated goal of moving VR into a mobile experience (“democratize VR”).  Having gained some clinical VR research experience, Phoria has since worked on commercial projects such as “Captured” (turning a 3D scan of a building or structure into a Digital Twin), “Rewild Our Planet” (a Singapore-based AR experience), and various art installations museum exhibits.

Phoria is commissioned by tech and media brands to create XR content. It has developed a SaaS model, whereby it can turn real space into virtual space (“virtualising internal space”).

The judges wondered where we are along the cycle of mass adoption vs peak hype. In response, the founders mentioned that the first wireless headsets are now available, although consumer-facing mixed reality hardware is still 3-5 years away. With a growing customer base in engineering and architecture applications, Phoria’s main focus is on spatial information.

After the votes were counted, the People’s choice was Seer Medical, who also won the overall prize.

Next week: 30 years in publishing

Gigster is coming to town….

Melbourne’s Work Club recently hosted Gigster Senior Project Engineer, Catherine Waggoner, in conversation with Venture-Store’s George Tomeski. Part of Startup Victoria‘s Fireside Chats, it likely herald’s Gigster opening an office in Melbourne, to service local clients and to tap into the local developer community.

gigsterFor the uninitiated, Gigster describes itself as the “world’s engineering firm”, that helps clients scope, design and build software, apps and digital products. Using an established product development methodology, and drawing on the resources of a 1,000 strong network of freelance designers, developers and product managers, Gigster is taking much of the pain out of the costing and requirements process for new projects, as well as building a growing client base of enterprise customers.

Not mincing her words, Ms Waggoner opened her remarks by commenting, “The software development industry model is f*#$ed”, because:

  • Requirements are poorly defined
  • Scoping is laborious
  • Development costs blow out, and
  • The whole process is not very transparent and not very accessible.

As a case in point, she mentioned the significant cost disparity between what some digital design agencies or app studios might quote for building an iOS product compared to what Gigster would estimate. By: breaking projects down into the distinct stages of scoping, design and pre- and post-MVP; only engaging the “best of the best talent”; using proprietary tools both to estimate fixed rate costs (rather than billable hours) and to define and source solutions; and re-using content from a library of “Community Software” resources, Gigster is able to deliver quality projects in shorter time, and on more modest budgets. For example, based on the large number of projects that they have fulfilled, their “Gigulator” estimating tool incorporates 5,000 possible features.

From an investor perspective, Mr Tomeski mentioned that the “VC inflexion point is getting much earlier” in tech startups. Meaning, with lower development costs (and potentially, reduced valuation multiples), investors are looking to get in sooner, with lower exposure, but still generate reasonable returns on exit, thanks to cheaper establishment costs.

Of course, Gigster sits at the heart of the gig economy, a huge issue when it comes to discussing the Future of Work. Interestingly, many of Gigster’s contractors are themselves startup founders, who freelance while building their own businesses. But such is the strength of the network, something like 35%40% of their contractors work full-time for Gigster – they like the flexibility combined with the continuity. Many of the contractors are referrals from existing team members, and a number of teams (known at Gigster as “houses” – presumably a frat thing?) have bonded to such an extent that they get allocated specific projects to work on together, even though they themselves may be working in different locations, based on previous projects.

Working for Gigster is probably a career choice for some contractors, because there is a variety of projects to work on, and the opportunity to be involved from start to finish. Which may be the opposite if working in a more corporate or enterprise environment, where work may be routine, repetitive and reasonably narrow in scope.

If Gigster does decide to set up shop in Melbourne (with encouragement from
InvestVictoria) they will be joining the likes of Slack, Stripe and Square, tempted by financial and other incentives. Such a move may challenge a number of local digital agencies, who will face even more competition for talent and customers.

According to Ms Waggoner, enterprise clients represent 40% of the business, and should comprise 60%-80% very soon. Not only that, but the average deal was initially $15k, now it’s more like $100k. However, enterprise clients have a much longer sales cycle. Plus, many innovation teams within enterprises are more like loosely formed groups of niche experts, so they need training on how to think like a startup. When you consider the greater dependency on legacy software by corporate clients (where it may make financial sense to retire some assets and build afresh, but the emotional disruption can be huge…), combined with the greater emphasis placed on after-sales service, Gigster has had to adapt its business model accordingly.

But Gigster must be doing something right. They’ve stopped outbound marketing and prospecting, relying on in-bound leads, repeat business and client referrals. There has been a shift from a sales focus to a customer focus, complete with a dedicated customer success team.

A number of audience questions related to getting VCs interested in your idea: What do they look for? How do they assess opportunities? How far should you go in building a product before you can attract funding? What’s the best way to validate an idea? etc. Much of this is about product/market fit, building the right team, getting customer traction, and executing on your strategy (aka Product Development 101.) As part of her closing comments, Ms Waggoner noted that unlike some of the high-profile VC funds (e.g, Y-Combinator, Techstars and 500 Startups) many VCs are becoming more sector specific, because they prefer to invest in what they know and understand.

Next week: Building a Global/Local Platform with Etsy

The Maker Culture

London’s newly re-opened Design Museum welcomes visitors with a bold defining statement of intent. According to the curators, there are only designers, makers and users. To me, this speaks volumes about how the “makers” are now at the forefront of economic activity, and how they are challenging key post-industrial notions of mass-production, mass-consumption and even mass-employment. Above all, as users, we are becoming far more engaged with why, how and where something is designed, made and distributed. And as consumers we are being encouraged to think about and take some responsibility for our choices in terms of environmental impact and sustainability.

Design Museum, London (Photo: Rory Manchee)

Design Museum, London (Photo: Rory Manchee)

There are several social, economic, technological and environmental movements that have helped to define “maker culture”, so there isn’t really a single, neat theory sitting behind it all. Here is a (highly selective) list of the key elements that have directly or indirectly contributed to this trend:

Hacking – this is not about cracking network security systems, but about learning how to make fixes when things that don’t work the way that we want them to, or for creating new solutions to existing problems – see also “life hacks”, hackathons or something like BBC’s Big Life Fix. Sort of “necessity is the mother of invention”.

Open source – providing easier access to coding tools, software programs, computing components and data sources has helped to reduce setup costs for new businesses and tech startups, and deconstructed/demystified traditional development processes. Encompasses everything from Linux to Arduino; from Github to public APIs; from AI bots to widget libraries; from Touch Board to F.A.T. Lab; from SaaS to small-scale 3-D printers.

Getting Sh*t Done – from the Fitzroy Academy, to Andrea de Chirico’s SUPERLOCAL projects, maker culture can be characterised by those who want: to make things happen; to make a difference; to create (social) impact; to get their hands dirty; to connect with the materials, people, communities and cultures they work with; to disrupt the status quo; to embrace DIY solutions; to learn by doing.

The Etsy Effect – just part of the response to a widespread consumer demand for personalised, customised, hand-made, individual, artisan, crafted, unique and bespoke products. In turn, platforms like the Etsy and Craftsy market places have sparked a whole raft of self-help video guides and online tutorials, where people can not only learn new skills to make things, they can also learn how to patch, repair, re-use, recycle and re-purpose. Also loosely linked to the recent publishing phenomena for new magazines that combine lifestyle, new age culture, philosophy, sustainability, mindfulness, and entrepreneurism with a social conscience.

Startups, Meetups and Co-working Spaces – if the data is to be believed, more and more people want to start their own ventures rather than find employment with an existing organisation. (Under the gig economy, around 40% of the workforce will be self-employed, freelance or contractors within 5 years, so naturally people are having to consider their employment options more carefully.) While starting your own business is not for everyone, the expanding ecosystem of meetups and co-working spaces is enabling would-be entrepreneurs to experiment and explore what’s possible, and to network with like-minded people.

Maker Spaces – also known as fabrication labs (“FabLabs”), they offer direct access to tools and equipment, mostly for things like 3-D printing, laser-cutting and circuit-board assembly, but some commercial facilities have the capacity to support new product prototyping, test manufacturing processes or short-run production lines. (I see this  interface between “cottage industry” digital studios and full-blown production plants as being critical to the development of high-end, niche and specialist engineering and manufacturing services to replace the declining, traditional manufacturing sectors.) Some of the activity is formed around local communities of independent makers, some offer shared workshop spaces and resources. Elsewhere, they are also run as innovation hubs and learning labs.

Analogue Warmth – I’ve written before about my appreciation for all things analogue, and the increased sales of vinyl records and even music cassettes demonstrate that among audiophiles, digital is not always better, that there is something to be said for the tangible format. This preference for analogue, combined with a love of tactile objects and a spirit of DIY has probably reached its apotheosis (in photography at least) through Kelli Anderson’s “This Book Is A Camera”.

Finally, a positive knock-on effect of maker culture is the growing number of educational resources for learning coding, computing, maths and robotics: Raspberry PI, Kano and Tech Will Save Us; KidsLogic, Creative Coding HK and Machinam; Robogals, Techcamp and robokids. We can all understand the importance of learning these skills as part of a well-rounded education, because as Mark Pascall, founder of 3months.com, recently commented:

“I’m not going to advise my kids to embark on careers that have long expensive training programs (e.g. doctors/lawyer etc). AI is already starting to give better results.”

Better to learn how things work, how to design and make them, how to repair them etc., so that we have core skills that can adapt as technology changes.

Next week: Life Lessons from the Techstars founders

 

Food for thought at #StartupVic’s #pitch night

There was something of a different flavour at Startup Victoria‘s pitch night for September – including the new beverage sponsors! – which may have been helped by the large crowd, and the more polished presentations (judging by the feedback).

startupvic

Image sourced from Startup Vic’s Meetup page

I will comment on each pitch in order of appearance:

Studio Ninja

Studio Ninja is described as Client Management software for professional photographers. Aimed at the wedding industry, it also holds some appeal for other event planners, DJs, musicians, make-up artists, hairdressers, caterers and florists. But the primary focus is on weddings, and the specific needs of studio photographers, whose workflow is very particular (according to the founders).

Regular attendees at these pitch nights will recall similar CRM/project management tools for other sectors, such as architects and management consultants – which raises questions about how unique each profession really is?

In essence, the software handles lead management, invoicing and cashflow reporting. It is available via subscription, and integrates with payment systems such as Stripe and PayPal, and other service providers such as Uber, and will soon integrate with Xero.

With a reported 40 new sign-ups per day, and around 2,000 members (of which only 300 are currently paid subscriptions), the Studio Ninja team are aiming to grow to 10,000 users and revenue of $4m. Growth is being driven by strong SEO and organic discovery among photographers, and word of mouth referrals.

The panel of judges were interested to know how the software could be sold via peak bodies and professional associations, under a SaaS or white-labelling model, and what potential there is to integrate lead generation and referral solutions. The judges also thought that camera and photography equipment brands could offer a significant sales channel opportunity.

Deliciou

Something of a different pitch came from this bacon flavoured seasoning, which is actually bacon-free. (I should confess that I was once a vegetarian, but when I started to dream about bacon sandwiches, I realised I was missing out… Maybe if this product had been around all those years ago, things would have turned out different. But I digress.)

There was certainly no lack of passion in this pitch, and the founder had even made sure there were free samples to go around, so strongly does he feel about his product. With a 9% conversion rate from website visits, and 2,000 bottles sold this year, there is obviously a niche in the flavourings market for a “guilt-free” bacon experience.

A graduate of the Melbourne Accelerator Program, the founder has cleverly chosen to use a pop-up popcorn stall to generate market awareness, solicit customer feedback, and create visibility for a product that comes in a small jar, and will compete for valuable shelf space in supermarkets.

The business is seeking $100k in seed funding to expand the range of seasonings,
expand overseas, and to resolve issues with production lead times and logistics. But given the challenges in building consumer brands, especially in the food and beverage category, a better option might be to tie up with another snack food or convenience food brand, and use that vehicle for distribution and market reach.

Reground

Reground is another food-related startup, but this is all about recycling coffee grounds. The business turns coffee waste – which otherwise goes into landfill – into sustainable uses, thereby reducing the amount of methane gas released into the atmosphere.

With a waiting list of cafes who want to access the service (because cafe owners already pay their local council to take away the waste), Reground will divert part of those waste collection fees and can even help cafes save money. Reground also supplies community gardens with free material for their compost. Other uses for the coffee waste include mushroom production.

As well as offering waste assessment services and potential cost savings, Reground runs a newsletter and provides certification for participating cafes. There is also potential for this Melbourne-based business to go national and even to the USA.

They are also offering a customer app to support logistics around collection, and they operate their own van as there are council limitations on more waste trucks on our streets. Asked by the judges about scaling their business, the founders are considering to build their own waste processing plant. (After the event, I did a quick search, and found a similarly-named business in Canada.)

Allume Energy

Finally, Allume Energy, another sustainability business, this time in solar energy distribution. Or, in their own words, “Democratising access to renewable energy”.

As a social enterprise, Allume offers tenants easier access to cheaper solar energy. Basically, Allume contracts with the property landlord to provide initial funding to install and set up a solar system, and then tenants pay for their energy via a contract licensing system. In addition to working with community and social housing projects in remote locations, Allume also offers a shared system for apartment blocks.

Claiming to provide a 30-50% saving to tenants, Allume requires landlords to commit to a 15 year contract, with a 50% break fee (based on the initial installation and set up costs). Given some of the current challenges in renewable energy (weather events, phasing out of government rebates, and reduction in feed-in tariffs), this scheme to implement very local solar systems will no doubt appeal to landlords and bodies corporate.

And on the night, Reground was the people’s choice – probably because it was a simple but effective proposition, and it appealed to Melbourne’s environmentalists and coffee lovers alike!

Next week: A Tale of Two #FinTech Cities – Part 2