1. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference Agenda ihavemoved summary ihavemoved summary From an idea to a startup From an idea to a startup Securing investors Securing investors International expansion International expansion Selling the company Selling the company Key takeaways Key takeaways

2. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference July 2000 London Business School MBAs explore extensions of IHM London Business School MBAs explore extensions of IHM Carmen - ihavelostmywallet Gary - Business 2 Business Scott - ihavemoved in USA

3. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference August 2000 Dirk, Jens, Till incorporate German Co. Dirk, Jens, Till incorporate German Co.

4. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference ich-zieh-um.de demolition event

5. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference ich-zieh-um.de demolition event

6. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference ich-zieh-um.de demolition event

7. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference ich-zieh-um.de demolition event

8. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference ich-zieh-um.de demolition event

9. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference August 2001 RWE AG, Germany’s 5th largest corporation invests €3.4million RWE AG, Germany’s 5th largest corporation invests €3.4million

10. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference Expansion Plan

11. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference Agenda Agenda ihavemoved summary ihavemoved summary From an idea to a startup From an idea to a startup Securing investors Securing investors International expansion International expansion Selling the company Selling the company Key takeaways Key takeaways

12. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference January 2003 Deutsche Post AG, the former competitor in Germany, buys ich-zieh-um.de Deutsche Post AG, the former competitor in Germany, buys ich-zieh-um.de

14. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference October 2003 IHM has 850 partners IHM has 850 partners Royal Mail PLC, the former competitor in the UK, buys IHM Royal Mail PLC, the former competitor in the UK, buys IHM This transaction, like the ich-zieh-um purchase, strategically benefits both organisations This transaction, like the ich-zieh-um purchase, strategically benefits both organisations

15. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference UK = 7m movers   850 partners

16. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference Agenda Agenda ihavemoved summary ihavemoved summary From an idea to a startup From an idea to a startup Securing investors Securing investors International expansion International expansion Selling the company Selling the company Key takeaways Key takeaways

17. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference Key Takeaways It's not just about the idea… It's not just about the idea… It's about execution It's about execution Don’t be paranoid, ask people to assist you and give you feedback Don’t be paranoid, ask people to assist you and give you feedback Develop an Elevator Pitch Develop an Elevator Pitch Explain your ideas in 30” or less Explain your ideas in 30” or less Your grandmother must be able to understand it Your grandmother must be able to understand it Business Plans Change! Business Plans Change! 5-year plans are unrealistic 5-year plans are unrealistic

18. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference Key Takeaways Create the right team Create the right team Business experience invaluable Business experience invaluable Complementary skills Complementary skills Shared Vision Shared Vision Venture Capitalists invest in people first Venture Capitalists invest in people first Be flexible with your idea Be flexible with your idea Listen to ‘smart’ feedback and carefully improve your business plan Listen to ‘smart’ feedback and carefully improve your business plan Find multiple revenue sources Find multiple revenue sources Believe in your idea Believe in your idea

19. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference Key Takeaways Cash is King! Cash is King! Raise 50% more than what you (think you) need Raise 50% more than what you (think you) need Venture Capitalist Selection Venture Capitalist Selection Always go with the best VC, not necessarily the one that gives you a ‘better deal’ Always go with the best VC, not necessarily the one that gives you a ‘better deal’ Get investors’ commitment to assist in specific tasks Get investors’ commitment to assist in specific tasks Dilution is good Dilution is good Owning 0.01% of Microsoft vs. 100% of Foufitos Ltd Owning 0.01% of Microsoft vs. 100% of Foufitos Ltd

20. Onic V. Palandjian - onic@capitalconnect.gr - University of Athens Entrepreneurship Conference Key Takeaways Being an entrepreneur is quite stressful and requires a strong stomach quite stressful and requires a strong stomach the way to become not just a boss, but also the way to become not just a boss, but also - an experienced manager - a solid communicator educational educational extremely fulfilling, and extremely fulfilling, and gives you the way to make a difference gives you the way to make a difference