Claudine Emeott (Salesforce Ventures): We invest with the same core strategy as other Salesforce Ventures funds, meaning that we’re looking for enterprise software companies that can integrate their technologies with our platform
01 Mar, 2021
Jessica Liu is a partner of AppWorks, leading the company’s efforts in Southeast Asia and the region’s burgeoning blockchain ecosystem. Specifically, she has been closely watching the development of consumer Internet applications, especially as they intersect with the increasing ubiquity of deep technologies. Jessica loves helping visionary founders realize their full potential. She holds B.B.A from the University of Southern California.
I have been active in the digital industry since 2010, starting my career managing online marketing for Standard Chartered Bank’s cross-selling strategies before joining AppWorks in 2014. Here I served as an Associate in charge of the company’s Accelerator and Southeast Asia initiatives amongst many other major projects before becoming a Partner in 2019.
Our company provides two main services that cater to startups in two different stages: AppWorks Accelerator helps seed-stage startups go from 0 to 1. AppWorks Funds provide financing to help growth-stage startups scale faster. Nowadays we are focused on Greater Southeast Asia (GSEA, Southeast Asia + Taiwan), thinking of spreading our geographical coverage however.
We do early stage investments to startups. First of all we try to understand philosophy and we have so-called “3H approach” from accelerator to venture investment: founder’s head, hand, and heart. “Head” means if he is smart enough and able to learn quickly; “heart” is usually to consider whether it’s enough evaluation, determination, and motivation; “hand” stands for execution, attraction, the speed of growth.
We are more Internet-related. So it’s basically everything connected with Internet application, general Internet, mobile Internet, also blockchain startups, artificial intelligence startups.
We focus on Founders’ characteristics. For startups in early stage, the point is not their current business model, product or service. The most important thing is find PMF (product market fit), if their 3H are good, they can find PMF and pivot to the right way faster than other startups.
This is one kind of outsourcing and another kind of outsourcing we have due to the accelerator and very good connection in Southeast Asia and Taiwan. That’s why we have a lot of experienced entrepreneurs who join this network being mentors. Also referrals from friends or information in media are the ways to finding founders or they find us.
Sometimes it may take 3-5 months.
So far Accelerator receives about 60 startups per year. For AppWorks Funds, we invest 10 – 15 deals per year.
The check may vary between $200 thousand and $10 millions.
We are interested in 3 (ABS) topics where A=AI, B=Blockchain, S=Southeast Asia. We believe the paradigm shift brought about by AI and Blockchain are the two mega opportunities founders in the 2020s must leverage. At the same time, GSEA is rising, displaying impressive growth in middle-class incomes and in GDP. Its citizens participate in an acceleration of tech usage that makes it one of the most pivotal regions in the world for innovation and economic growth. We believe that founders in this region must use these technologies to make the most of the opportunities.
Therefore, this is where we are putting our focus. Founders should think carefully about how to leverage these three areas as much as possible to make the greatest gains with new business models.
We are looking to perhaps 30% of that.
Integrity issues. Founders should demonstrate honesty and transparency at each stage.
In the early days, when we were doing investment 6-7 years ago, some kind of evaluation scared us because of a high cost, but today I think our thorough evaluation procedure gives us a clear picture of future prospects.
I think each of them was quite unique. Most of them impress us, especially when we use 3H approach. I can’t name anything specific, but founders’ stories are always interesting.
Currently I think coverage of blockchain will be interested for us in the next 2-3 years. Most products we invest in tailored for Southeast Asia clients, mostly b2c model, sometimes b2b model.
It hasn’t matured yet but it has already maiden a change in technology and currently there are a lot of interesting applications. It’s early days. It’s still hard to tell how it will evolve in the next 3-5 years. I think that in the next 5 or even 10 years it will become a very important milestone in the world history of hi-tech innovations.
I think that each of 6 countries where we work – Taiwan, Singapore or Indonesia or others – has its different culture and customer behavior so it’s difficult to tell something about South Asia as a whole. Although the speed of Internet and customer behavior is not mature as in other developed countries, the speed of growth and speed of using applications is impressive. And here different kinds of services are very very welcomed.
I think that with the Internet many things are convenient now – there are a lot of blogs and platforms, social media. I actually follow this a lot. Especially in this situation of covid I actually see what other countries and companies do in this situation. There is different information to take into consideration.
It depends on what stage you are. But yes, you need to filter much information and to support a right project.
I think that I am quite happy with my career now, so in the future I need to do more writing, more industry analysis, to have my own publications which will help to digest different issues or professionally explain some issues for the community. Becoming a contributor to some business or specialised media would be an option too.
Now I attend many online events where I am invited like a panelist or an expert. I am open to learning other different areas and what people know about venture investment business.