China-Axlr8r, in cooperation with People Squared and EFG, once again hosted the annual 10X10 Shanghai on June 22nd, 2013. The Geeks on a Train tour takes the China-Axlr8r startups on a ride from Dalian to Beijing, then down to Shanghai before returning to Dalian. As part of the tour, the 10x10 conference brings to the stage 10 tech pioneers and top VC's from the startup ecosystem in China. This is an amazing opportunity entrepreneurs to have a peek at the first startup accelerator program in China, meet interesting people and listen to amazing speakers. Each of them will take you on a 10-minute tour of their trials and tribulations, wins and losses, then give you some great advice and maybe a secret or two about what they learned to help make them the superstars they are today.

1. 10X10
Shanghai
June 22nd, 2013
Friday, July 26, 13

2. Sina Weibo: @中国加速
Follow
Along Live!
Twitter: @chinaccelerator
WeChat (Weixin):
Friday, July 26, 13

3. 1 - Brian Tam, Let’s Make GREAT
2 - Arman Zand, Silicon Valley Bank
3 - Patrick Tong, Draftfcb
4 - Ray Wu, JFDI.Asia
5 - Brian Xin, Starry Media
6 - Greg Nance, ChaseFuture
7 - Diana Tsai & Stephany Zoo, Bundshop
8 - Stephane Monsallier, System in
Motion
9 - Steve Guengerich, Appconomy
10 - Gang Lu, TechNode
Today’s Speakers
Friday, July 26, 13

4. Brian Tam
Creativity Catalyst,
Let’s Make GREAT
Friday, July 26, 13

5. Brian went accapella for his presentation. He used the
movie The Avengers to describe the importance of building
the proper team, each person with well defined roles and
responsibilities.
Friday, July 26, 13

6. Factors for Success in Tech
and Innovation!
Arman Zand!
Head of Technology
Finance, SSVB!
Friday, July 26, 13

7. Common themes for success!
Great Idea! Purpose! Likes! UX!
Experience! Business Plan! Eye-balls! Users!
Good VC! Revenues! Proto-type! Timing!
Disruption! Profits! Innovate! Funding!
Large market! Gross Margin! Demand! Motivation!
Passion! Clicks! UI! Product!
Friday, July 26, 13

8. !
8! 1!
2013 NBA FINALS!
Friday, July 26, 13

9. !
8! 1!
By almost every measure -- winning percentage, playoff appearances,
championships -- the San Antonio Spurs are the most successful
North American franchise of the past 15 years.!
2013 NBA FINALS!
Friday, July 26, 13

10. US CEO s with Int l experience !
1993!
7%!
2011!
44%!
Friday, July 26, 13

11. U.S. Foreign-born Population!
Friday, July 26, 13

12. U.S. Foreign-born Population!
Friday, July 26, 13

13. World s 2nd largest innovation hub!
Friday, July 26, 13

14. World s 2nd largest innovation hub!
Friday, July 26, 13

15. Venture Capital Flow!
Israel!
$170!
US!
$70!
Friday, July 26, 13

16. Venture Capital Flow!
Israel!
$170!
US!
$70!
Dubbed as The Startup Nation, Israel outweighs the United States in
venture capital investment per person!
Friday, July 26, 13

17. Why Israel?!
• MILITARY!
!
• QUALITY UNIVERSITIES!
• GOVERNMENT RESOURCES!
Friday, July 26, 13

18. Why Israel?!
Friday, July 26, 13

19. Who is sitting at the table!
Friday, July 26, 13

20. Who is sitting at the table!
Friday, July 26, 13

21. Differing Perspectives!
Friday, July 26, 13

22. India and China?!
Friday, July 26, 13

23. Homogeneity!
Friday, July 26, 13

24. Real success > one man!
Friday, July 26, 13

25. Real success > one man!
Friday, July 26, 13

26. Real success > one man!
Friday, July 26, 13

27. Real success > one man!
Friday, July 26, 13

28. Forget about…!
We speak the same language. !
!
We went to school together. !
!
We grew up together. !
!
We worked at Microsoft together. !
!
My brother and I started this together . !
Friday, July 26, 13

29. Forget about…!
We speak the same language. !
!
We went to school together. !
!
We grew up together. !
!
We worked at Microsoft together. !
!
My brother and I started this together . !
Friday, July 26, 13

30. Focus on….!
My partner can do I what I can t do. !
!
My partner will catch what I will miss. !
!
My partner can see what I can t see. !
!
My partner succeeds where I fail. !
Friday, July 26, 13

31. …and yes you need this too!!
Great Idea! Purpose! Likes! UX!
Experience! Business Plan! Eye-balls! Users!
Good VC! Revenues! Proto-type! Timing!
Disruption! Profits! Innovate! Funding!
Large market! Gross Margin! Demand! Motivation!
Passion! Clicks! UI! Product!
Friday, July 26, 13

32. Patrick Tong
Regional Account
Director, Draftfcb
Friday, July 26, 13

33. Due to proprietary reasons Patrick is unable to share his
presentation. As a long-time marketing executive in China,
Patrick used his long-time work with Oreo to describe the
importance of knowing your customer WITHIN the
market culture they reside, and adapting thusly.
Friday, July 26, 13

34. Ray Wu
JFDI.Asia
Friday, July 26, 13

35. 10X10
Shanghai
June 22
Pitching To Investors
Just Frogging Do It
Friday, July 26, 13

36. 10X10 | @raywu
A Good Product
Feature list ≠ a business
Friday, July 26, 13

37. 10X10 | @raywu
9 Stories
2013A Demo Day
Friday, July 26, 13

38. How to Tell A Story
Our cheat sheet
10X10 | @raywu
Friday, July 26, 13

39. How to Tell A Story
OurHealthMate
10X10 | @raywu
Friday, July 26, 13

40. Your Turn!
Contact info
Ray Wu
http://raywu.co/sh10x10
Email: ray@jfdi.asia
Twitter: @raywu
JFDI.Asia/Accelerator
10X10 | @raywu
Friday, July 26, 13

41. Brian
Xin
A
Start-­‐up
Journey
Founder
&
CEO
StarryMedia
2013.6.22
Friday, July 26, 13

42. Recycled
Entrepreneur
• 1999,
Silicon
Valley,
Rivalwatch,
Co-­‐founder
• 2005,
Shanghai,
Linktone,
VP
Tech
• 2007,
Beijing,
MSN
China,
CTO
• 2009,
StarryMedia
:
–Digital
Research
and
Digital
Marketing
(O2O)
–With
Social
Media
Networks
–With
Mobile
Friday, July 26, 13

43. My
Startup
Criteria
• A
business
model
with
positive
revenue
model
• Integrate
into
traditional
vertical
domain
• With
strong
experience
and
resources
in
the
selected
domain
• With
commitment
for
the
long
term
development
• Has
the
right
people
to
build
the
team
Friday, July 26, 13

44. Product:
O2O
Promotion
Management
Friday, July 26, 13

45. Product:
O2O
Commerce
Friday, July 26, 13

46. Mobile
Client
Friday, July 26, 13

47. Close
Loop
Validation
Friday, July 26, 13

48. Social
Hub
Friday, July 26, 13

49. Analytics
&
Recommendation
Friday, July 26, 13

50. What
we
experienced
Friday, July 26, 13

51. What
we
experienced
• Build
the
team
Friday, July 26, 13

52. What
we
experienced
• Build
the
team
• Attitude
vs.
Capability
Friday, July 26, 13

53. What
we
experienced
• Build
the
team
• Attitude
vs.
Capability
• Be
hands-­‐on
Friday, July 26, 13

54. What
we
experienced
• Build
the
team
• Attitude
vs.
Capability
• Be
hands-­‐on
• Lead
by
example
Friday, July 26, 13

55. What
we
experienced
• Build
the
team
• Attitude
vs.
Capability
• Be
hands-­‐on
• Lead
by
example
• Be
the
‘superman’
Friday, July 26, 13

56. What
we
experienced
• Build
the
team
• Attitude
vs.
Capability
• Be
hands-­‐on
• Lead
by
example
• Be
the
‘superman’
• Keep
mind
open
Friday, July 26, 13

57. What
we
experienced
• Build
the
team
• Attitude
vs.
Capability
• Be
hands-­‐on
• Lead
by
example
• Be
the
‘superman’
• Keep
mind
open
• Keep
BP
updated
Friday, July 26, 13

58. What
we
experienced
• Build
the
team
• Attitude
vs.
Capability
• Be
hands-­‐on
• Lead
by
example
• Be
the
‘superman’
• Keep
mind
open
• Keep
BP
updated
• Survive
vs.
Expansion
Friday, July 26, 13

59. What
we
experienced
• Build
the
team
• Attitude
vs.
Capability
• Be
hands-­‐on
• Lead
by
example
• Be
the
‘superman’
• Keep
mind
open
• Keep
BP
updated
• Survive
vs.
Expansion
Friday, July 26, 13

60. More
to
share
Friday, July 26, 13

61. More
to
share
• A
lonely
journey
Friday, July 26, 13

62. More
to
share
• A
lonely
journey
• Ideas
–>
products
-­‐>
business
Friday, July 26, 13

63. More
to
share
• A
lonely
journey
• Ideas
–>
products
-­‐>
business
• Dream
-­‐>
Commitment
Friday, July 26, 13

64. More
to
share
• A
lonely
journey
• Ideas
–>
products
-­‐>
business
• Dream
-­‐>
Commitment
• Keep
thinking,
keep
changing
Friday, July 26, 13

65. More
to
share
• A
lonely
journey
• Ideas
–>
products
-­‐>
business
• Dream
-­‐>
Commitment
• Keep
thinking,
keep
changing
• Co-­‐founder
conblict
(eps.
in
hard
time)
Friday, July 26, 13

66. More
to
share
• A
lonely
journey
• Ideas
–>
products
-­‐>
business
• Dream
-­‐>
Commitment
• Keep
thinking,
keep
changing
• Co-­‐founder
conblict
(eps.
in
hard
time)
• Never
mind
to
share,
growing
mind
is
the
core
competitive
advantage
Friday, July 26, 13

67. More
to
share
• A
lonely
journey
• Ideas
–>
products
-­‐>
business
• Dream
-­‐>
Commitment
• Keep
thinking,
keep
changing
• Co-­‐founder
conblict
(eps.
in
hard
time)
• Never
mind
to
share,
growing
mind
is
the
core
competitive
advantage
• Investor:
believer
vs.
supporter
Friday, July 26, 13

68. By
the
way…Marathon
Friday, July 26, 13

69. Thank
you!
辛卫民  Brian  Xin
brian@starrymedia.com
13761746268
WeChat:   @xinster
Friday, July 26, 13

70. Greg Nance
Chase Futures
Friday, July 26, 13

71. Greg also went accapella for his presentation. Big thanks to
him for coming on super short notice as well. After some
long presentations before him (the order changed from the
speaker slide during the event) put us well behind schedule
I offered 100rmb to the next speaker that could come in
on time. Greg nailed his talk in under 7 minutes. Ergo, Greg
kicks ass and is 100rmb richer.
Friday, July 26, 13

72. Diana Tsai &
Stephany Zoo
Bundshop
Friday, July 26, 13

73. Friday, July 26, 13

74. THE FOUR GOLDEN
RULES OF POWER
NETWORKING;
where does the “power” come from?
Diana Tsai & Stephany Zoo are about to tell you.
BUNDSHOP.COM
Friday, July 26, 13

75. YOUR NETWORK IS NOT A WEB.
YOUR NETWORK IS A SPHERE.
#1
Friday, July 26, 13

76. Friday, July 26, 13

77. DON’T MAINTAIN
CONNECTIONS.
ARCHITECT THEM.
#2
Friday, July 26, 13

78. NETWORKS ARE
NOT NOT NOT NOT NOT NOT NOT NOT NOT
NOT NOT NOT NOT NOT NOT NOT NOT NOT
NOT NOT NOT NOT NOT NOT NOT NOT NOT
NOT NOT NOT NOT I SWEAR IF YOU SAY IT IS I
WILL PUNCH YOU IN THE FACE NOT NOT NOT
NOT NOT NOT NOT NOT NOT NOT NOT NOT
NOT NOT NOT NOT NOT NOT NOT NOT NOT
NOT NOT NOT NOT NOT NOT NOT NOT NOT
NOT NOT NOT NOT NOT NOT NOT NOT NOT
NOT
ABOUT MAINTENANCE.
Friday, July 26, 13

79. Friday, July 26, 13

80. GIVE BEFORE YOU
ASK (GET).
#3
Friday, July 26, 13

81. Friday, July 26, 13

82. Friday, July 26, 13

83. Friday, July 26, 13

84. Friday, July 26, 13

85. Friday, July 26, 13

86. DON’T UNDERESTIMATE
THE POWER OF
PERSONALITY.
#4
Friday, July 26, 13

87. BE
PASSIONATE
RELEVANT
HILARIOUS
OVERLY-ENTHUSIASTIC
DON’T GET DELETED.
Friday, July 26, 13

88. Friday, July 26, 13

89. Friday, July 26, 13

90. Friday, July 26, 13

91. Friday, July 26, 13

92. Friday, July 26, 13

93. CONNECT + KICK ASS
Friday, July 26, 13

94. Stephane Monsallier
9Years in Shanghai
Founder @ System in Motion
Friday, July 26, 13

95. Would you invest?
• Founder
• Sales / Marketing experience: none
• Chinese level: 0
• Network in China: none
• Entrepreneurship experience: none
• Seed money needed: 30k$
• Project: multi purpose IT service company
Friday, July 26, 13

96. Today
• 70 staff
• Clients on 3 continents
• 3 digit growth rate for last 2 years
• > 1mil$ turnover
Friday, July 26, 13

97. Year-1
• First French customer: software vendor
• Local company
• Local office
• 8 local employees
• Founder: handyman (CEO, CTO, PM, Sales, Legal,
Trainer, QA, BA, etc.)
Friday, July 26, 13

98. Year-2
• First project interrupted
• Few small projects
• Looking at opensource products
• First US customer: startup
• Hired a foreigner
• Founder: traveling salesman (China Eastern Gold
membership)
Friday, July 26, 13

99. Year-3 & 4
• Growth support by US customer (80% of
income)
• Learning the trade
• Continuous improvements
• Founder: self training in management &
marketing (podcasts)
Friday, July 26, 13

100. Year-5 & 6
• US customer still driving growth
• Slow down in Europe
• First CN customer, followed by referals
• Founder: starting to build network in China
Friday, July 26, 13

101. Year-7
• CN customer becomes growth engine
• Hiring becomes bottleneck
• US customer sells technology -> 2 US customers
• Founder: delegated half of tasks to a COO
Friday, July 26, 13

102. Year-8
• Local turnover > Offshore turnover
• Strengthen home grown management
• Processes and organization
• Founder: delegated half of task to Sales Manager
Friday, July 26, 13

103. Year-9
• Target Chinese companies
• Measure and increase performance
• Bring in more senior management
• Strategical partnerships
• Founder: Strategy, Mentoring and PR
Friday, July 26, 13

104. The Path to Power
Steve Guengerich
Co-founder,Appconomy
Managing Director, BroadBrushVentures
Friday, July 26, 13

105. Updates Since 2012
• Launched Carrefour Smart Shopper App
and IPS Technology
• Launched Taobao App Generating
Service - visit: www.zhangyingbao.com
• Launched E-gifting and Full Mobile
Loyalty
• Oversubscribed Series A by > $6 Million
USD; Closing Series B
Friday, July 26, 13

106. Marketing
A social and managerial process by which
individuals and groups obtain what they need
and want through creating, offering, and
exchanging products (or services) of value with
others.
Friday, July 26, 13

107. Marketing Management
The process(es) of planning and executing the
conception, pricing, promotion, and distribution
of goods and services to create exchanges that
satisfy individual and organizational objectives.
Friday, July 26, 13

108. Marketing Communications
(aka promotion)
• Advertising
• Public Relations
• Sales Promotion
• Personal Selling
Friday, July 26, 13

109. Friday, July 26, 13

110. See: www.PragmaticMarketing.com
Friday, July 26, 13

111. See: www.PragmaticMarketing.com
Friday, July 26, 13

112. Power
Organized
Money
Friday, July 26, 13

113. Power
Organized
Money
Organized
People
Friday, July 26, 13

114. Power
Organized
Money
Organized
People
Friday, July 26, 13

115. Power
Organized
Money
Organized
People
Organized
Ideas
Friday, July 26, 13

116. Culture
Beats
Strategy
Friday, July 26, 13

117. Corporate Culture and Performance,
John Kotter and James Heskett
Over an 11-year period leading up to the books’
publication, Kotter and Heskett found that the former
(strong-culture companies) outperformed the latter by:
• Increasing revenues an avg. of 682% vs.
166%
• Expanding workforces by 282% vs. 36%
• Growing their stock prices by 901% vs.
74%
• Improving their net incomes by 756% vs.
1%
Friday, July 26, 13

118. Friday, July 26, 13

119. Company(s)
Customers
(Current +
Prospects)
Stakeholders
(Investors,
neighbors,
“the public”)
Friday, July 26, 13

120. Strategic
Community
Investment
Company(s)
Customers
(Current +
Prospects)
Stakeholders
(Investors,
neighbors,
“the public”)
Friday, July 26, 13

121. Obstacles
• A distraction
• No money
• No time
• No skill
• Can’t measure
Friday, July 26, 13

122. 1. Know your mission
Friday, July 26, 13

123. Answer these questions:
1.What do we do?
2. How do we do it?
3.Whom do we do it for?
4.What value are we bringing?
Friday, July 26, 13

124. 2. Have a clear vision and
communicate it
Gary
Hamel
-­‐ Wall
Street
Journal
–
“the
world's
most
influen;al
business
thinker”
-­‐ Fortune
magazine
–
“the
world's
leading
expert
on
business
strategy”
Friday, July 26, 13

125. Remarkable
contribu4ons
are
typically
spawned
by
a
passionate
commitment
to
transcendent
values
such
as
beauty,
truth,
wisdom,
jus5ce,
charity,
fidelity,
joy,
courage
and
honor.
Friday, July 26, 13

126. Remarkable
contribu4ons
are
typically
spawned
by
a
passionate
commitment
to
transcendent
values
such
as
beauty,
truth,
wisdom,
jus5ce,
charity,
fidelity,
joy,
courage
and
honor.
Friday, July 26, 13

127. Great vision
Think Different
Just do it
Don’t be evil
truth
courage
jus5ce
Friday, July 26, 13

128. 3. Motivate and empower
Friday, July 26, 13

129. 3. Motivate and empower
Friday, July 26, 13

130. 4.Then just do it
Friday, July 26, 13

131. 4.Then just do it
Friday, July 26, 13

132. 4.Then just do it
Friday, July 26, 13

133. 5. Pace yourself
Friday, July 26, 13

134. Pick the right Strategic
Community Investment?
Partner
Choice?
Friday, July 26, 13

135. Inputs: Partner Selection
1. mission statement
2. values
3. vision (if they have one)
4. most recent sales (or pre-revenue)
5. monthly sales (if any)
6. pro forma annual sales
7. company and individual names of board members /
investors (if any)
8. company and individual names of 10 (or more?) largest
current (and target) customers
9. company and individual names of largest current (and
target) other creditors, like key suppliers, bank, etc.
10.industry they are in (SIC or other useful standardized
category?)
11.sub-sector industry, if appropriate
12. top competitors (if any)
13. product(s) offered
14. service(s) offered
15. costs of products / services
16. company location(s)
17. employee location(s)
18. budget - monthly, annual
19. company cost of qualified lead acquisition
20. other company/workforce intangible(s) or
preference(s)
Friday, July 26, 13

136. A candle loses nothing
lighting another
candle.
- James Keller
Friday, July 26, 13

137. Ways to contact me
Email: sguengerich@gmail.com
Weibo or Twitter: @sguengerich
Blog: www.Guengerich.com
LinkedIn: www.linkedin.com/in/guengerich
Friday, July 26, 13

138. Gang Lu
TechNode
Friday, July 26, 13

139. Friday, July 26, 13

140. • We are going to manage TechCrunch China
(techcrunch.cn)
• We will bring TechCrunch events including
Disrupt Disrupt to China
• We are going to spend more effort connecting
China and Global Startup Ecosystems
• We are setting up TechNode co-working space
in Beijing & Shanghai.
To-dos
Friday, July 26, 13

141. Some Keywords About China
Web in 2012, and 2013
Friday, July 26, 13

142. 1. Be Real:Vertical Markets
Friday, July 26, 13

143. 2011
Friday, July 26, 13

144. 2012
Friday, July 26, 13

145. 2. the Café Business
Friday, July 26, 13

146. Startups Map (Shanghai)
Friday, July 26, 13

147. 3. Gaming, Gaming
Friday, July 26, 13

148. Growth of China iOS Industry
Monthly iOS Downloads, China
Monthly iOS Revenue, China
IndexedtoFeb2012downloadsas100IndexedtoFeb2012revenueas100
Friday, July 26, 13

149. Which markets are driving Games
downloads in the iOS App Store and Google
• United States and China drove over 40% of iOS Games downloads
• China uses 3rd party Android app stores extensively, but not Google Play
• In many markets, Google Play now exceeds iOS in Games downloads, which may set the stage
for future Google Play growth
* Top ten countries by total iOS App Store + Google Play downloads Feb 2013
Friday, July 26, 13

150. Which markets are driving Games
revenue in the iOS App Store and Google Play?
• US, Japan, and Korea drove over 80% of Games revenue in Google
• iOS remains the clear revenue leader across most countries, except:
South Korea, home to Samsung, leans heavily toward Google Play
Japan spends across both stores fairly evenly
* Top ten countries by total iOS App Store + Google Play Games revenue Feb 2013
Friday, July 26, 13

151. iOS App Store: % of
app downloads from games
• China and Japan have a smaller % of iOS App Store downloads coming from
Games compared to Europe and America
* Top ten countries by total iOS App Store downloads Feb 2013
Friday, July 26, 13

152. iOS App Store: % of app revenue
• Yet, games monetize well and drive a much greater % of iOS App Store revenue in
China and Japan than in America and Europe
* Top ten countries by total iOS App Store revenue Feb 2013
Friday, July 26, 13

153. 4. Global Market
Startups Are Moving Much Faster than Big guys
such as Tencent, Baidu
Friday, July 26, 13

154. Top iOS and Google Play
Friday, July 26, 13

155. Top iOS and Google Play
Friday, July 26, 13

156. 5.WeChat
Friday, July 26, 13

157. 2013: Hardware & Appcessories
Shanda 360
Friday, July 26, 13

158. See
the
World
Friday, July 26, 13

159. • No. 1 in number of startups per capita: ~1 startup per 1,800 Israelis
• No. 2 in absolute number of startups. (U.S.) is No.1.
• No. 3 in number of companies traded on NASDAQ after U.S. and Canada.
• Venture capital investment per capital in Israel is 2.5 times over the U.S. and
30 times than Europe.
Israel
Friday, July 26, 13

160. Google IO (USA)
Friday, July 26, 13

161. SXSW (USA)
Friday, July 26, 13

162. Slush (Finland)
Friday, July 26, 13

163. TaiWan
Friday, July 26, 13

164. Friday, July 26, 13

165. Startup Village (Moscow)
Friday, July 26, 13

166. Friday, July 26, 13

167. LIFE is the Best Incubator
Friday, July 26, 13

168. We Are Looking for Reporters/
Contributors/Stories
Friday, July 26, 13

169. @ganglu | @卢刚 Thank You & Enjoy the Life
http://www.gang.lu | gang@technode.com
If you want to know more about China, just
read TechNode.com
Friday, July 26, 13