Counting down Boston’s biggest venture rounds from 2019

Hello and welcome back to our regular morning look at private companies, public markets and the gray space in between.

Today, the last day of 2019, we’re taking a second look at Boston. Regular readers of this column will recall that we recently took a peek at Boston’s startup ecosystem, and that we compiled a short countdown of the largest rounds that took place this year in Utah. Today we’re doing the latter with the former.

What follows is a countdown of Boston’s seven largest venture rounds from the year, including details concerning what the company does and who backed it. We’re also taking a shot after each entry at where we think the companies are on the path to going public.

As before, we’re using Crunchbase data for this project (here). And we’re only looking at venture rounds, so no post-IPO action, no grants, no secondaries, no debt, and no private equity-style buyouts.

Ready? Let’s have some fun.

Countdown

Boston has produced a number of big exits in recent years, like Carbon Black’s IPO, DraftKings’ impending kinda-IPO, Cayan’s billion-dollar exit, and SimpliVity’s huge sale to HP. Despite that, however, Boston is often pigeon-holed as a biotech hotbed with little technology that folks from San Francisco can understand. That’s not really fair, it turns out. There’s plenty of SaaS in Boston.

As you read the list, keep tabs on what percent of the companies included you were already familiar with. These are startups that will to take up more and more media attention as they march towards the public markets. It’s better to know them now than later.

Following the pattern set with Utah, we’ll start at the smallest round of our group and then count up to the largest.

7. Motif FoodWorks’ $90 million Series A

We could actually call the Motif FoodWorks‘ Series A a $117.5 million round as it came in two parts. However, the first tranche was $90 million total and landed in 2019 so that’s our selection for the uses of this post. The company is backed by Fonterra Ventures, Louis Dreyfus Corp, and General Atlantic.

Motif works in the alternative food space, creating things like fake meat and alt-dairy. Given the meteoric rise of Beyond Meat and Impossible Food’s big year, the space is hot. Lots of folks want to eat less meat for ethical or ecological reasons (often the two intertwine). That demand is powering a number of companies forward. Motif is riding a powerful wave.

What’s beyond Beyond Meat and Impossible Foods in the future of food?

The company’s known raised capital is encompassed in a large, early-stage round. That means that we won’t see an S-1 from this company for a long, long time.

6. Klaviyo’s $150 million Series B

An email marketing and analytics company, Klaviyo gets point for having a pricing page that actually makes sense — a rarity in the enterprise software world.

The Boston-based company was founded in 2012 and, according to Crunchbase data, has raised a total of $158.5 million. It raised just $8.5 million in total (across a small Seed round and a modest Series A) before its mega-round. How did it manage to raise such an enormous infusion in one go? As TechCrunch reported when the round was announced in April of this year:

The company is growing in leaps and bounds. It currently has 12,000 customers. To put that into perspective, it had just 1,000 at the end of 2016 and 5,000 at the end of 2017.

Klaviyo raises $150M Series B after building company the old-fashioned way

That will get the attention of anyone with a checkbook. The Summit Partners and Astral Capital-backed company has huge capital reserves for what we presume is the first time in its life. That means it’s not going public any time soon, even if our back-of-the-napkin math puts it comfortably over the $100 million ARR mark (warning: estimates were used in the creation of that number).

5. ezCater’s $150 million Series D

ezCater is an online catering marketplace. That’s an attractive business, it turns out, as evinced by the Boston company’s funding history. The startup has raised over $300 million to date according to Crunchbase, including capital from Insight Partners, ICONIQ Capital, Wellington Management, GIC, and Lightspeed.

The company’s 2019 $150 million Series D-1 that valued the company at $1.25 billion wasn’t its only nine-figure round; ezCater’s 2018 Series D was also over the mark, weighing in at $100 million.

When might the Northeast unicorn go public? An interview earlier this year put 2021 on the map as a target for the startup. That’s ages away from now, sadly, as I’d love to know how the company’s gross margin have changed since it started raising venture capital in huge gulps.

4. Cybereason’s $200 million Series E

Cybereason competes with CrowdStrike. That’s a good space to play in as CrowStrike went public earlier this year, and it went pretty well. That fact makes the Boston’s endpoint security shop’s $200 million investment pretty easy to understand. Indeed, CrowdStrike went public to great effect in June of 2019; Cybereason announced its huge round two months later in August. Surprise.

As far as backing goes, Cybereason has friends at SoftBank, with the Japanese conglomerate leading its Series C, D, and E rounds. Prior leads include CRV and Spark Capital.

The market is hot for SaaS-y security companies, meaning that there is natural pressure on Cybereason to go public. The firm, worth a flat $1.0 billion post-money after its latest round, is therefore an obvious IPO candidate for 2020. If it has the guts, that is. With SoftBank in your corner, there’s probably always another $100 million lying around you can snap up to avoid filing. (More from CrowdStrike’s CEO coming later this week on the 2019 and 2020 IPO markets, by the way. Stay tuned.)

3. DataRobot’s $206 million Series E

DataRobot does enterprise AI, allowing companies to use computer intelligence to help their flesh-and-blood staffers do more, more quickly. That’s the gist I got from learning what I could this morning, but as with all things AI I cannot tell you what’s real and what’s not.

Given its investor list, though, I’d bet that DataRobot is onto something. New Enterprise Associates led its 2014, 2016, and 2017 Series A, B, and C rounds. Meritech and Sapphire took over at the Series D, with Sapphire heroing DataRobot’s $206 million Series E. That round creatively valued the firm at, you guessed it, $1.0 billion according to Crunchbase.

DataRobot is hiring like mad (343 open positions as of this morning) and buying other companies (three in 2019). Flush with its largest round ever, I don’t see the company in a hurry to go public. That means no 2020 debut unless it’s monetizing faster than expected.

Spotlight: Mavely Helps You Shop for a New eCommerce Experience

The company aims to support women owned businesses and responsible retailer through its curated shopping experience.

Influencer marketing and social media have completely changed the way people shop online. But many of those eperiences are still hosted across various platforms. Instead of that traditional experience, Mavely wants to create something new. Learn more about the business’s mission in this week’s Small Business Spotlight.

What the Business Does

Provides a platform for shopping and influence.

Co-Founder and Chief Community Officer Peggy O’Flaherty told Small Business Trends, “Mavely is a new way to shop direct-to-consumer brands that make life a wee bit happier. By focusing on brands that are female-founded and responsible, Mavely carefully curates a shopping experience like no other.

“When shopping on Mavely app, you earn back on every purchase you make. Recommend products into the activity feed and see what your friends are actually shopping for. When you share & invite friends to shop, you BOTH earn back together. The goal? Earn back on your influence, authentically recommend products, and drive the discovery of innovative brands.”

Business Niche

Providing a well rounded experience.

Instead of providing another cash back or influencer platform, Mavely focuses on authentic interactions. Because the team is so passionate about helping women owned and responsible brands, the community offers a lot of unique features to help people give back.

O’Flaherty says, “We allow for individuals who earn on their shopping and on their authentic sharing. We have a community of women who are giving that extra earning back to their favorite charity.”

How the Business Got Started

To lift up women owned businesses.

O’Flaherty had already started a few other small businesses through the years. After staying home for years to raise her children, she felt called to start another venture that supported female entrepreneurs.

She adds, “[I] wanted to create an authentic experience of shopping and sharing to support the women around us.”

Biggest Win

Getting some early press.

O’Flaherty explains, “Immediately 12 new investors came to the table, intrigued and eager to further our mission and product. Helping brands acquire customers at a lower cost, while helping women discover, cool new brands is our perfect marketplace.”

Biggest Risk

Changing the business model.

Originally, the company launched with a multi level marketing distribution business model. That led to tons of early growth. However, the team felt that it didn’t fit with their ultimate mission long term. So they decided to change their model, even though it meant some stagnation for a short period.

O’Flaherty says, “The biggest risk was a short period where our growth plateaued and even fell back in user base. Then when we found a better financial model, brand message and product the growth turned into a positive direction.”

How They Got Their Name

After multiple changes.

O’Flaherty explains, “Originally we were Million Moms, MyFavorite Things and now Mavely. Our community is filled with Maven, women who are knows for something unique in their circle of friends and followers.”

How They’d Spend an Extra $100,000

Rewarding women.

O’Flaherty adds, “We would create a scholarship / grant for women business owners, who are starting up and looking for national distribution through Mavely platform.”

Favorite Quote

“Lean teams who listen to their customers and pivot quickly grow the fastest.” -Tim Connors.

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Find out more about the Small Biz Spotlight program

Image: Mavely; Top Image: Evan Wray, CEO and Co-Founder; Peggy O’Flaherty, Chief Community Officer and Co-Founder; Sean O’Brien, CTO, COO and Co-founder

This article, "Spotlight: Mavely Helps You Shop for a New eCommerce Experience" was first published on Small Business Trends

InsightFinder get $2M seed to automate outage prevention

InsightFinder, a startup from North Carolina based on 15 years of academic research, wants to bring machine learning to system monitoring to automatically identify and fix common issues. Today, the company announced a $2 million seed round.

​IDEA Fund Partners, a VC out of Durham, North Carolina,​ led the round with participation from ​Eight Roads Ventures​ and Acadia Woods Partners. The company was founded by North Carolina State professor Helen Gu, who spent 15 years researching this problem before launching the startup in 2015.

Gu also announced that she had brought on former Distil Networks co-founder and CEO Rami Essaid to be Chief Operating Officer. Essaid, who sold his company earlier this year, says his new company focuses on taking a proactive approach to application and infrastructure monitoring.

“We found that these problems happen to be repeatable, and the signals are there. We use artificial intelligence to predict and get out ahead of these issues,” he said. He adds that it’s about using technology to be proactive, and he says that today the software can prevent about half of the issues before they even become problems.

If you’re thinking that this sounds a lot like what Splunk, New Relic and DataDog are doing, you wouldn’t be wrong, but Essaid says that these products take a siloed look at one part of the company technology stack, whereas InsightFinder can act as a layer on top of these solutions to help companies reduce alert noise, track a problem when there are multiple alerts flashing, and completely automate issue resolution when possible.

“It’s the only company that can actually take a lot of signals and use them to predict when something’s going to go bad. It doesn’t just help you reduce the alerts and help you find the problem faster, it actually takes all of that data and can crunch it using artificial intelligence to predict and prevent [problems], which nobody else right now is able to do,” Essaid said.

For now, the software is installed on-prem at its current set of customers, but the startup plans to create a SaaS version of the product in 2020 to make it accessible to more customers.

The company launched in 2015, and has been building out the product using a couple of National Science Foundation grants before this investment. Essaid says the product is in use today in 10 large companies (which he can’t name yet), but it doesn’t have any true go-to-market motion. The startup intends to use this investment to begin to develop that in 2020.

Shipfix raises $4.5M seed for its dry cargo shipping platform

Shipfix, a relatively new startup aiming to drag the dry cargo shipping industry into the digital age, has raised $4.5 million in seed funding.

Leading the round is Idinvest Partners, with participation from Kima Ventures, The Family, Bpifrance and strategic business angels. The company was founded in December 2018 by Serge Alleyne (CEO) and Antoine Grisay (COO), and launched just two months ago.

“We’re trying to fix the email overload for everybody involved in the process of fixing a dry cargo ship by providing a comprehensive market monitor,” Alleyne tells TechCrunch.

“We’re also producing data-driven insights that are profoundly missing in the bulk/break-bulk space. Actually the last revolution of the dry cargo industry was email, and so far people still rely on indices based on a panel of brokers while all the data is available in emails”.

To solve this, Alleyne says that Shipfix connects to its clients’ email to extract and anonymously aggregate “billions of data points using deep learning technology”.

The idea is that, rather than spending hours scrolling through your inbox every morning to take the pulse of the market, you can search and filter structured market offers instantly via Shipfix.

In addition, you can browse what Alleyne calls “augmented directories” (ships, ports, companies and people available within emails and signatures — information that isn’t typically available on LinkedIn), and access data-driven benchmarks and indices.

Shipfix customers are primarily anyone chartering/fixing a ship, such as charterers, ship owners, ship operators, freight forwarders and “lots of brokers”.

However, longer term, the startup plans yo onboard commodity traders, insurers, banks, governments and investment firms, based on the granular benchmarks and indices it is building.

“We cover 430 cargo categories from salt, sand, iron ore, fertilizers, grain, steel, etc., and forecasting market pressures around the globe… [is useful] for everybody involved within the commodities space,” adds the Shipfix co-founder.

Meanwhile, the company currently employs 15 people, including senior engineers, shipping professionals, data scientists and analysts. The team is mostly remote-based and spread across 7 cities, with offices in London, Paris and Toulouse.

How to Open Your Own Paint and Sip Studio

Paint and sip businesses have really taken off over the past decade. A few of the big names in this space, like Painting with a Twist and Pinot’s Palette, actually launched in the 2000’s. But the concept has moved into many more communities thanks in large part to franchise programs over the last several years.

If you’re unfamiliar with how paint and sip studios operate, here’s the basic gist. Most of these businesses host private parties with groups of friends, family members, or business colleagues. The business owner supplies a canvas and paints to each attendee, along with an example piece of art that everyone can use as inspiration for their own work. As for the sip portion of the event, most venues have a BYOB model, but some do offer bar service or retail options as well.

This type of business model tends to appeal to potential entrepreneurs because it mixes creativity and fun. It’s something that can appeal to a wide base of potential customers, from bachelorette parties to corporate team building outings.

Many of these studios have popped up around the country thanks to franchise programs. If you’re interested in getting started with a recognizable brand behind you, there are some options to consider below. However, you could also opt to start your own independent version of this business model, perhaps with a unique spin of some kind.

One of the hottest business trends involves both drinking and painting. Get in on the action – here’s how to open your own paint and sip studio.

Open Your Own Paint and Sip Studio

Create a Business Model

The business model for paint and sip studios can vary a bit. Many charge a standard fee for parties. Others charge by the person. Some sell alcohol on site. Others just allow you to bring your own. Before you get started, you’ll need to have at least a general

Consider a Niche

If you want to open your own independent sip and paint studio rather than opting for a franchise, you may want to consider a niche to help you stand out. For example, many of these studios are already popular with the “girls night out” crowd — so you might opt for a craft beer as your sip of choice over wine. You could also offer sip and paint for kids with juice and easy art options. Or you could even focus on date night events or specific types of art like “paint your pet” classes.

Brian Bullard of The Paint & Wine Studio National Training Center wrote, “Creating a unique business is not the matter of copying the exact model of a competing business and “painting” it a different color. If this concept is employed, the only thing setting you off from the competition is the price, and inevitably, novices believe if they copy a successful business and offer a lower price they will be successful — which couldn’t be further from the truth.”

Find the Right Location

Sip and paint businesses do usually require a physical location. And it helps if it’s somewhere centrally located. Though people usually book parties ahead of time, a location in a downtown area or business district increases the chance that they’ll actually think of your business the next time they’re planning a fun outing or special event. You may also want to offer walk-in classes during the day to supplement your earnings from evening parties. So a walkable location would help with that. You also need to make sure the building has enough space for large parties to set up easels and view your inspiration art in one large room.

Check Local Regulations

Every state and local community has their own set of rules for registering new businesses. So check with your city or local chamber of commerce to get the specifics for your area. But in nearly every case, you’ll need a business license, inspection of your location, and tax and zoning permits.

Your business model may also impact whether or not you need a liquor license. If you’re employing a BYOB model, you may not need this step. But some states and communities do require you to have one if you just allow alcohol on the premises. Some businesses have even been shut down over this mix-up, so don’t overlook this step.

Build Your Team

You don’t need to be a professional artist to run a sip and paint studio. But you should have instructors and support staff on your team who are at least a little familiar with artistic techniques. Your team should also be able to speak clearly and interact with guests in a fun and laid back way. With this type of business, you might start small with just a couple of hires and grow your team as your calendar fills up.

Invest in Painting Supplies

You’ll need a fair amount of canvases, paints, brushes, and accessories to get started with this type of business. Find a wholesaler that offers prices in line with your budget. Quality is important, but this type of business is usually focused more on creating a fun experience than long-lasting works of art.

Create a Price List

Once you have a better handle on your expenses and the types of parties or experiences you’ll offer, it’s time to create more specific prices. You should have set offerings for private parties and/or individual or walk-in events if you choose to have them. The prices should be enough to cover the paint and sip supplies and instructor pay for each session, while also contributing to your fixed expenses like rent and utilities and leaving you enough to save or turn a profit.

Build an Online Presence

Even though paint and sip businesses serve customers in person, you still need an online presence to let people know you’re there and give them information about how to book an event. At the very least, you’ll need a website and Google My Business Listing that offers your hours, location, contact information, and probably a way to book online.

However, this type of business can also benefit from an active presence on social media platforms like Facebook and Instagram. Since it’s such a visual experience, customers are likely to share their creations and fun times with friends online. So if you have social media accounts that they can tag or link to, you’ll be even more likely to grow via word of mouth.

Market Your Offerings

From there, you may also want to consider marketing your business in other ways. You can take out search ads and social media ads to reach more customers online and direct them to your website where they can book a party. But you can also advertise locally in newspapers, outdoor ads, or even sponsor local events where your target market may be present.

Consider Paint and Sip Franchises

If you like the idea of starting a sip and paint studio but don’t want to start from scratch, there are plenty of existing brands with franchise programs that you might consider.

Painting with a Twist

Arguably the biggest name in this space, Painting with a Twist offers an extensive gallery of art and offers training and support for franchisees around the country. The franchise fee is $25,000 and comes with a proprietary online system, a fun culture, and economical prices for supplies. This company also now owns the Bottle & Bottega brand, another big name within the sip and paint space.

Pinot’s Palette

Another nationally recognized wine and paint franchise, Pinot’s Palette aims to set its model apart by focusing on customer service and training. The company is also known for its creative culture, constant new product development, and marketing. The total initial costs range from about $100,000 to $250,000 depending on location and other factors.

Pretty In Paint

Pretty In Paint, or PIP, takes the sip and paint concept out of the studio and into customers’ homes. Instead of opening a dedicated studio, you travel to your customers for private parties where they provide the food and drinks and you provide the art supplies and instruction. It’s a relatively low cost franchise, since you can avoid the lease and many expenses related to support staff. The initial franchise fee is $14,000.

Board & Brush

If you want to do something a bit different from the traditional canvas art, Board & Brush offers painting classes where customers instead paint rustic wood signs. The initial franchise fee is $25,000 and total initial costs can go up to about $90,000 depending on your location.

Wine & Design

Wine & Design currently has about 60 franchises operating around the country. So it’s one of the larger brands in the space, but still offers plenty of opportunities for growth in new markets. The initial fee is $25,000, with a discount for veterans and those bringing the brand to a new state.

Image: Depositphotos.com

This article, "How to Open Your Own Paint and Sip Studio" was first published on Small Business Trends

What You Need to Know About Startup Taxes

You need to think about many factors when starting a business. Here is everything you need to know about taxes for start-ups.

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In the shadow of Amazon and Microsoft, Seattle startups are having a moment

Venture capital investment exploded across a number of geographies in 2019 despite the constant threat of an economic downturn.

San Francisco, of course, remains the startup epicenter of the world, shutting out all other geographies when it comes to capital invested. Still, other regions continue to grow, raking in more capital this year than ever.

In Utah, a new hotbed for startups, companies like Weave, Divvy and MX Technology raised a collective $370 million from private market investors. In the Northeast, New York City experienced record-breaking deal volume with median deal sizes climbing steadily. Boston is closing out the decade with at least 10 deals larger than $100 million announced this year alone. And in the lovely Pacific Northwest, home to tech heavyweights Amazon and Microsoft, Seattle is experiencing an uptick in VC interest in what could be a sign the town is finally reaching its full potential.

Seattle startups raised a total of $3.5 billion in VC funding across roughly 375 deals this year, according to data collected by PitchBook. That’s up from $3 billion in 2018 across 346 deals and a meager $1.7 billion in 2017 across 348 deals. Much of Seattle’s recent growth can be attributed to a few fast-growing businesses.

Startups Weekly: Will the Seattle tech scene ever reach its full potential?

Convoy, the digital freight network that connects truckers with shippers, closed a $400 million round last month bringing its valuation to $2.75 billion. The deal was remarkable for a number of reasons. Firstly, it was the largest venture round for a Seattle-based company in a decade, PitchBook claims. And it pushed Convoy to the top of the list of the most valuable companies in the city, surpassing OfferUp, which raised a sizable Series D in 2018 at a $1.4 billion valuation.

Convoy has managed to attract a slew of high-profile investors, including Amazon’s Jeff Bezos, Salesforce CEO Marc Benioff and even U2’s Bono and the Edge. Since it was founded in 2015, the business has raised a total of more than $668 million.

Remitly, another Seattle-headquartered business, has helped bolster Seattle’s startup ecosystem. The fintech company focused on international money transfer raised a $135 million Series E led by Generation Investment Management, and $85 million in debt from Barclays, Bridge Bank, Goldman Sachs and Silicon Valley Bank earlier this year. Owl Rock Capital, Princeville Global,  Prudential Financial, Schroder & Co Bank AG and Top Tier Capital Partners, and previous investors DN Capital, Naspers’ PayU and Stripes Group also participated in the equity round, which valued Remitly at nearly $1 billion.

Up-and-coming startups, including co-working space provider The Riveter, real estate business Modus and same-day delivery service Dolly, have recently attracted investment too.

Pioneer Square Labs is invigorating Seattle’s startup ecosystem

A number of other factors have contributed to Seattle’s long-awaited rise in venture activity. Top-performing companies like Stripe, Airbnb and Dropbox have established engineering offices in Seattle, as has Uber, Twitter, Facebook, Disney and many others. This, of course, has attracted copious engineers, a key ingredient to building a successful tech hub. Plus, the pipeline of engineers provided by the nearby University of Washington (shout-out to my alma mater) means there’s no shortage of brainiacs.

There’s long been plenty of smart people in Seattle, mostly working at Microsoft and Amazon, however. The issue has been a shortage of entrepreneurs, or those willing to exit a well-paying gig in favor of a risky venture. Fortunately for Seattle venture capitalists, new efforts have been made to entice corporate workers to the startup universe. Pioneer Square Labs, which I profiled earlier this year, is a prime example of this movement. On a mission to champion Seattle’s unique entrepreneurial DNA, Pioneer Square Labs cropped up in 2015 to create, launch and fund technology companies headquartered in the Pacific Northwest.

Boundless CEO Xiao Wang at TechCrunch Disrupt 2017

Operating under the startup studio model, PSL’s team of former founders and venture capitalists, including Rover and Mighty AI founder Greg Gottesman, collaborate to craft and incubate startup ideas, then recruit a founding CEO from their network of entrepreneurs to lead the business. Seattle is home to two of the most valuable businesses in the world, but it has not created as many founders as anticipated. PSL hopes that by removing some of the risk, it can encourage prospective founders, like Boundless CEO Xiao Wang, a former senior product manager at Amazon, to build.

“The studio model lends itself really well to people who are 99% there, thinking ‘damn, I want to start a company,’ ” PSL co-founder Ben Gilbert said in March. “These are people that are incredible entrepreneurs but if not for the studio as a catalyst, they may not have [left].”

Boundless is one of several successful PSL spin-outs. The business, which helps families navigate the convoluted green card process, raised a $7.8 million Series A led by Foundry Group earlier this year, with participation from existing investors Trilogy Equity Partners, PSL, Two Sigma Ventures and Founders’ Co-Op.

Years-old institutional funds like Seattle’s Madrona Venture Group have done their part to bolster the Seattle startup community too. Madrona raised a $100 million Acceleration Fund earlier this year, and although it plans to look beyond its backyard for its newest deals, the firm continues to be one of the largest supporters of Pacific Northwest upstarts. Founded in 1995, Madrona’s portfolio includes Amazon, Mighty AI, UiPath, Branch and more.

Voyager Capital, another Seattle-based VC, also raised another $100 million this year to invest in the PNW. Maveron, a venture capital fund co-founded by Starbucks mastermind Howard Schultz, closed on another $180 million to invest in early-stage consumer startups in May. And new efforts like Flying Fish Partners have been busy deploying capital to promising local companies.

There’s a lot more to say about all this. Like the growing role of deep-pocketed angel investors in Seattle have in expanding the startup ecosystem, or the non-local investors, like Silicon Valley’s best, who’ve funneled cash into Seattle’s talent. In short, Seattle deal activity is finally climbing thanks to top talent, new accelerator models and several refueled venture funds. Now we wait to see how the Seattle startup community leverages this growth period and what startups emerge on top.

Startups Weekly: Will the Seattle tech scene ever reach its full potential?

2019 Africa Roundup: Jumia IPOs, China goes digital, Nigeria becomes fintech capital

2019 brought more global attention to Africa’s tech scene than perhaps any previous year.

A high-profile IPO, visits by both Jacks (Ma and Dorsey) and big Chinese startup investment energized that.

The last 12 months served as a grande finale to 10 years that saw triple-digit increases in startup formation and VC on the continent.

Here’s an overview of the 2019 market events that captured attention and capped off a decade of rapid growth in African tech.

IPOs

The story of the year is the April IPO on the NYSE of Pan-African e-commerce company Jumia. This was the first listing of a VC-backed tech company operating in Africa on a major global exchange —  which brought its own unpredictability.

Founded in 2012, Jumia pioneered much of its infrastructure to sell goods to consumers online in Africa.

With Nigeria as its base market, the Rocket Internet-backed company created accompanying delivery and payments services and went on to expand online verticals into 14 African countries (though it recently exited a few). Jumia now sells everything from mobile phones to diapers, and offers online services such as food-delivery and classifieds.

Seven years after its operational launch, Jumia’s stock debut kicked off with fanfare in 2019, only to be followed by volatility.

The online retailer gained investor confidence out of the gate, more than doubling its $14.95 opening share price post-IPO.

That lasted until May, when Jumia’s stock came under attack from short-seller Andrew Left, whose firm Citron Research issued a report accusing the company of fraud. The American activist investor’s case was bolstered, in part, by a debate that played out across Africa’s tech ecosystem on Jumia’s legitimacy as an African startup, given its (primarily) European senior management.

The entire affair was further complicated by Jumia’s second-quarter earnings call when the company disclosed a fraud perpetrated by some of its employees and sales agents. Jumia’s CEO Sacha Poignonnec emphasized the matter was closed, financially marginal and not the same as Andrew Left’s short-sell claims.

Pan-African e-tailer Jumia grows 3Q revenue, e-payments and losses

Whatever the balance, Jumia’s 2019 ups and downs cast a cloud over its stock with investors. Since the company’s third-quarter earnings-call, Jumia’s NYSE share-price has lingered at around $6 — less than half of its original $14.95 opening, and roughly 80% lower than its high.

Even with Jumia’s post-IPO rocky road, the continent’s leading e-commerce company still has a heap of capital and is on pace to generate more than $100 million in revenues in 2019 (albeit with big losses).

The company plans to reduce costs by generating more revenue from higher-margin internet services, such as payments and classifieds.

There’s a fairly simple equation for Jumia to rebuild shareholder confidence in 2020: avoid scandals and increase revenues over losses. And now that the company is publicly traded — with financial reporting requirements — there’ll be four earnings calls a year to evaluate Jumia’s progress.

Jumia may not be the continent’s standout IPO for much longer. Events in 2019 point to Interswitch becoming the second African digital company to list on a global exchange in 2020. The Nigerian fintech firm confirmed to TechCrunch in November it had reached a billion-dollar unicorn valuation, after a (reported) $200 million investment by Visa.

Nigeria’s Interswitch confirms $1B valuation after Visa investment

Founded in 2002 by Mitchell Elegbe, Interswitch created much of the initial infrastructure to digitize Nigeria’s (then) predominantly cash-based economy. Interswitch has been teasing a public listing since 2016, but delayed it for various reasons. With the company’s billion-dollar valuation in 2019, that pause is likely to end.

“An [Interswitch] IPO is still very much in the cards; likely sometime in the first half of 2020,” a source with knowledge of the situation told TechCrunch.

China-Africa goes digital

2019 was the year when Chinese actors pivoted to African tech. China is known for its strategic relationship with Africa, based (largely) on trade and infrastructure. Over the last 10 years, the country has been less engaged in the continent’s digital scene.

That was until a torrent of investment and partnerships this past year.

July saw Chinese-owned Opera raise $50 million in venture spending to support its growing West African digital commercial network, which includes browser, payments and ride-hail services.

In August, San Francisco and Lagos-based fintech startup Flutterwave partnered with Chinese e-commerce company Alibaba’s Alipay to offer digital payments between Africa and China.

In September, China’s Transsion — the largest smartphone seller in Africa — listed in an IPO on Shanghai’s new STAR Market. The company raised ≈ $394 million, some of which it is directing toward venture funding and operational expansion in Africa.

The last quarter of 2019 brought a November surprise from China in African tech. More than 15 Chinese investors placed over $240 million in three rounds. Transsion-backed consumer payments startup PalmPay raised a $40 million seed, stating its goal to become “Africa’s largest financial services platform.”

Chinese investors also backed Opera-owned OPay’s $120 million raise and East-African trucking logistics company Lori Systems’ (reported) $30 million Series B.

In the new year, TechCrunch will continue to cover the business arc of this surge in Chinese tech investment in Africa. There’ll surely be a number of fresh macro news points to develop, given the debate (and critique) of China’s engagement with Africa.

Nigeria and fintech

On debate, the case could be made that 2019 was the year when Nigeria become Africa’s unofficial capital for fintech investment and digital finance startups.

Kenya has held this title hereto, with the local success and global acclaim of its M-Pesa mobile-money product. But more founders and VCs are opting for Nigeria as the epicenter for digital finance growth on the continent.

A rough tally of 2019 TechCrunch coverage — including previously mentioned rounds — pegs fintech-related investment in the West African country at around $400 million over the last 12 months. That’s equivalent to roughly one-third of all startup VC raised for the entire continent in 2018, according to Partech stats.

From OPay to PalmPay to Visa — startups, big finance companies and investors are making Nigeria home-base for their digital finance operations and Africa expansion strategies.

The founder of early-stage payment startup ChipperCash, Ham Serunjogi, explained the imperative to operating there. “Nigeria is the largest economy and most populous country in Africa. Its fintech industry is one of the most advanced in Africa, up there with Kenya  and South Africa,” he told TechCrunch in May.

When all the 2019 VC numbers are counted, it will be worth matching up fintech stats for Nigeria to Kenya to see how the countries compared.

Acquisitions

Tech acquisitions continue to be somewhat rare in Africa, but there were several to note in 2019. Two of the continent’s powerhouse tech incubators joined forces in September, when Nigerian innovation center and seed-fund CcHub acquired Nairobi-based iHub, for an undisclosed amount.

The acquisition brought together Africa’s most powerful tech hubs by membership networks, volume of programs, startups incubated and global visibility. It also elevated the standing of CcHub’s Bosun Tijani across Africa’s tech ecosystem, as the CEO of the new joint entity, which also has a VC arm.

CcHub/iHub CEO Bosun Tijani

In other acquisition activity, French television company Canal+ acquired the ROK film studio from Nigerian VOD company IROKOtv for an undisclosed amount. The deal put ROK founder and producer Mary Njoku in charge of a new organization with larger scope and resources.

Many outside Africa aren’t aware that Nigeria’s Nollywood is the Hollywood of the continent, and one of the largest film industries in the world (by production volume). Canal+ told TechCrunch it looks to bring Mary and the Nollywood production ethos to produce content in French-speaking African countries.

Other notable 2019 African tech takeovers included Kenyan internet company BRCK’s acquisition of ISP Surf, Nigerian digital-lending startup OneFi’s Amplify buy and Merck KGaa’s purchase of Kenya-based online healthtech company ConnectMed.

Moto ride-hail mania

In 2019, Africa’s motorcycle ride-hail market — worth an estimated $4 billion — saw a flurry of investment and expansion by startups looking to scale on-demand taxi services. Uber and Bolt got into the motorcycle taxi business in Africa in 2018.

Ampersand in Rwanda

A number of local and foreign startups have continued to grow in key countries, such as Nigeria, Uganda and Kenya.

A battle for funding and market share emerged in Nigeria in 2019, between key moto ride-hail startups MAX.ng, Gokada and Opera-owned ORide.

The on-demand motorcycle market in Africa has attracted foreign investment and moved toward EV development. In May, MAX.ng raised a $7 million Series A round with participation from Yamaha and is using a portion to pilot renewable energy powered e-motorcycles in Africa.

In August, the government of Rwanda announced a national policy to phase out gas-motorcycle taxis altogether in favor of e-motos, in partnership with early-stage EV startup Ampersand.

New funds

The past year saw several new funding initiatives for Africa’s startups. Senegalese VC investor Marieme Diop spearheaded Dakar Network Angels, a seed-fund for startups in French-speaking Africa — or 24 of the continent’s 54 countries.

Africinvest teamed up with Cathay Innovation to announce the Cathay Africinvest Innovation Fund, a $100+ million capital pool aimed at Series A to C-stage startup investments in fintech, logistics, AI, ag tech and education tech.

Accion Venture Lab launched a $24 million fintech fund open to African startups.

And Naspers offered more details on who can pitch to its 1.4 billion rand (≈$100 million) Naspers Foundry fund, which made its first investment in online cleaning services company SweepSouth.

Closed up shop

Like any tech ecosystem, not every startup in Africa killed it or even continued to tread water in 2019. Two e-commerce companies — DealDey in Nigeria and Afrimarket in Ivory Coast — closed up digital shop.

Southern Africa’s Econet Media shut down its Kwese TV digital entertainment business in August.

And South Africa-based, Pan African-focused cryptocurrency payment startup Wala ceased operations in June. Founder Tricia Martinez named the continent’s poor infrastructure as one of the culprits to shutting down. A possible signal to the startup’s demise could have been its 2017 ICO, where Wala netted only 4% of its $30 million token offering.

Africa’s startups go global

2019 saw more startups expand to new markets abroad products and business models developed in Africa. In March, FlexClub — a South African venture that matches investors and drivers to cars for ride-hailing services — announced its expansion to Mexico in a partnership with Uber.

In May, Extra Crunch profiled three African-founded fintech startups — Flutterwave, Migo and ChipperCash — developing their business models strategically in Africa toward plans to expand globally.

These startups are locating in SF and Africa to win in global fintech

By December, Migo (formerly branded Mines) had announced its expansion to Brazil on a $20 million Series B raise.

2020 and beyond

As we look to what could come in the new year and decade for African tech, it’s telling to look back. Ten years ago, there were a lot of “if” questions on whether the continent’s ecosystem could produce certain events: billion-dollar startup valuations, IPOs on major exchanges, global expansion, investment from the world’s top VCs.

All those questionable events of the past have become reality in African tech, even if some of them are still in low abundance.

There’s no crystal ball for any innovation ecosystem — not the least Africa’s — but there are several things I’ll be on the lookout for in 2020 and beyond.

In the near term I’ll start with what Twitter/Square CEO Jack Dorsey may do around Bitcoin and cryptocurrency on his return to Africa (lookout for an upcoming TechCrunch feature on this).

I’ll also follow the next-phase of e-commerce in Africa, which could pit Jumia more competitively against DHL’s Africa eShop, Opera and China’s Alibaba (which hasn’t yet entered Africa in full).

On a longer-term basis, a development to follow is how the continent’s first wave of millionaire and billionaire tech-founders could disrupt 21st century dynamics in Africa around politics, power and philanthropy —  hopefully for the better.

More notable 2019 Africa-related coverage @TechCrunch

• Nigeria’s #StopRobbingUs campaign could spur tech advocacy group, CEOs say
• Africa can list more gazelles at home than unicorn IPOs abroad
• Kenya’s Twiga Foods eyes West Africa after $30M raise led by Goldman
• Africa-focused Andela cuts 400 staff as it confirms $50M in revenue
• Facebook’s latest account purge exposes Africa’s misinformation problem
• Ethiopia’s bid to become an African startup hub hinges on connectivity
• Lessons from M-Pesa for Africa’s new VC-rich fintech startups

How to Use Body Language to Attract People Your Business Wants

You’ll find a lot of studies revealing how much of communication is nonverbal. Body language creates a more true measure of what the person is actually trying to communicate. Compare this to what is coming out of their mouths. In your business, communication attracts or repels the customers that you want.

How to Use Body Language

On the Small Business Radio Show this week, I talked with Greg Hartley who served for nearly twenty years as an intelligence collector and interrogator with the U.S. Army. His new book is called “Get People to Do What You Want: How to Use Body Language and Words to Attract People You Like and Avoid the Ones You Don’t”.

As an interrogator, Greg describes the ideal way to get information from people is not to threaten them, but to talk calmly. He says that the best way to open up communication channels (with customers or employees) is to nod your head when people are talking even if you disagree with them.

Taking the Next Step

Consider the next step. Watch any physical changes in their body behavior while they are talking. You’ll find this especially if they are in a stressful situation. Crossing their arms may mean nothing. Greg says “look for what is normal for that person and then look for a deviation…when they change their behavior, it tells them something has changed in their mind and you need to probe for that.” Similarly, he remind us that when you are in a selling situation “if their chin goes to your level, or they meet your eyes, or give a slight smile, the customer is signaling that they are buying what you are selling.”

Contrary to popular belief, making eye contact does not mean the person is telling the truth. Greg believes that “if a person is staring at you, they are probably lying.”

Want to attract customers to your business? Greg says you must get them to want to be part of “your group by raising their self-esteem.” Get prospects to think their self-esteem will go higher by being a customer of your company. You’ll probably win them over for life.

Listen to the entire interview on the Small Business Radio Show.

Image: Depositphotos.com 

This article, "How to Use Body Language to Attract People Your Business Wants" was first published on Small Business Trends

Buy your tickets to the 3rd Annual TechCrunch Winter Party

We love parties almost as much as we love startups, but we go absolutely bonkers for a hot startup/party mashup. That’s why we’re returning to host our 3rd Annual TechCrunch Winter Party in San Francisco on Friday, February 7. Even better news, party-goers — additional (the second batch) coveted tickets to this wild winter romp are available now. Better get your tickets while you can.

Last year’s inaugural event was a huge success, as nearly 1,000 of Silicon Valley’s brightest minds came to relax, connect and celebrate the entrepreneurial spirit of the startup community — and cast a keen eye over some promising startups.

This year’s soiree takes place at Galvanize and features tasty libations, delicious hors d’oeuvres and engaging conversation. That sounds so very civilized, right? Well, don’t dry clean your stuffed shirt just yet, because we’ll have plenty of party games and activities, giveaways and fun surprises. And, of course, plenty of photo ops, baby!

Galvanize may be a multi-level venue, but the space is still limited — as are the tickets. We’re rolling them out in batches over the next few weeks, so keep checking back if you can’t snag a ticket.

Here are the pertinent Winter Party details:

When: Friday, February 7, 6:00 p.m. – 9:00 p.m.
Where: Galvanize, 44 Tehama St., San Francisco, CA 94105
Ticket price: $85 (buy them here)

Here’s another great idea. Why just mingle and schmooze when you can mingle, schmooze and demo your early-stage startup in front of hundreds of the Valley’s top star-makers? Buy a demo table for $1,500 (the price also includes four attendee tickets). Demo tables are limited, so act now before other founders snatch ’em up.

Of course, no TechCrunch party is complete without plenty of awesome prizes, including TC swag and tickets to Disrupt San Francisco 2020. Come on out for a great midwinter’s night of relaxed connection, fun and opportunity. Get your tickets to the 3rd Annual TechCrunch Winter Party at Galvanize today.

Seed investors favor enterprise over consumer for first time this decade

Hello and welcome back to our regular morning look at private companies, public markets and the gray space in between.

It’s the second to last day of 2019, meaning we’re very nearly out of time this year; our space for repretrospection is quickly coming to a close. Before we do run out of hours, however, I wanted to peek at some data that former Kleiner Perkins investor and Packagd founder Eric Feng recently compiled.

Feng dug into the changing ratio between enterprise-focused Seed deals and consumer-oriented Seed investments over the past decade or so, including 2019. The consumer-enterprise split, a loose divide that cleaves the startup world into two somewhat-neat buckets, has flipped. Feng’s data details a change in the majority, with startups selling to other companies raising more Seed deals than upstarts trying to build a customer base amongst folks like ourselves in 2019.

The change matters. As we continue to explore new unicorn creation (quick) and the pace of unicorn exits (comparatively slow), it’s also worth keeping an eye on the other end of the startup lifecycle. After all, what happens with Seed deals today will turn into changes to the unicorn market in years to come.

How many unicorns will exit before the market turns?

Let’s peek at a key chart from Feng, talk about Seed deal volume more generally, and close by positing a few reasons (only one of which is Snap’s IPO) as to why the market has changed as much as it has for the earliest stage of startup investing.

Changes

Feng’s piece, which you can read here, tracks the investment patterns of startup accelerator Y Combinator against its market. We care more about total deal volume, but I can’t recommend the dataset enough if you have the time.

Concerning the universe of Seed deals, here’s Feng’s key chart:

Chart via Eric Feng / Medium

As you can see, the chart shows that in the pre-2008 era, Seed deals were amply skewed towards consumer-focused Seed investments. A new normal was found after the 2008 crisis, with just a smidge under 75% of Seed deals focused on selling to the masses for nearly a decade.

In 2016, however, a new trend emerged: a gradual decline in consumer Seed deals and a shift towards enterprise investments.

This became more pronounced in 2017, sharper in 2018, and by 2019 fewer than half of Seed deals focused on consumers. Now, more than half are targeting other companies as their future customer base. (Y Combinator, as Feng notes, got there first, making a majority of investments into enterprise startups since 2010, with just a few outlying classes.)

This flip comes as Seed deals sit at the 5,000-per-quarter mark. As Crunchbase News published as Q3 2019 ended, global Seed volume is strong:

So, we’re seeing a healthy number of deals as the consumer-enterprise ratio changes. This means that the change to more enterprise deals as a portion of all Seed investments isn’t predicated on their number holding steady while Seed deals dried up. Instead, enterprise deals are taking a rising share while volume appears healthy.

Now we get to the fun stuff; why is this happening?

Blame SaaS

As with many trends long in the making, there is no single reason why Seed investors have changed up their investing patterns. Instead, there are likely a myriad that added up to the eventual change. I’m going to ping a number of Seed investors this week to get some more input for us to chew on, but there are some obvious candidates that we can discuss today.

In no particular order, here are a few:

• Snap’s IPO: Snap went public in early 2017 at $17 per share. Its equity quickly spiked to into the high 20s. By July of that same year, Snap slipped under its IPO price. Its high-growth, high-spend model was under attack by both high costs and slim gross margins. Snap then went into a multi-year purgatory before returning to form — somewhat — in 2019. It’s not great for a category’s investment pace if one of its most prominent companies stumble very publicly, especially for Seed investors who make the riskiest bets in venture.