Starting a

Starting a

Joanna Sze

THERE WAS a time when the doors would be slammed in your face the moment

you mention `Internet start-up’.

The tide is changing in Malaysia, though. Catching up in what seems to

be the playing field of the future, Malaysian venture capitalists (VCs)

and investors are opening their pockets to finance Internet start- ups and

e-commerce enterprises. `Then, we had a tough time looking for investors,’

says Alex Kong of `Now, we have a tough time selecting


`This year is the year of the dot.coms in Malaysia,’ says Richard

Jacobson, senior Internet analyst with International Data Corporation

(IDC). An increased interest in Internet start-ups, he says, is attracting

investors far and near. He estimates that there are 27 VCs and incubators

in Malaysia, most of which emerged within the past year.

According to Malaysian Network Information Centre (Mynic) statistics, in

1998, there were 2,061 registered private and corporate sites

( In 1999, that number more than doubled to 4,738. In the

first quarter of 2000 alone, there has already been 3,517 registered Although these figures do not necessarily equal the number of

e-businesses, with a projected 68 million Internet users in Asia by 2001,

the boom is just beginning.

A surge of interest in the industry and an increase in the number of

participants is indicated by the numerous events and forums around town

linking VCs and technopreneurs. First Tuesday ( is

one such global organisation that draws technopreneurs and VCs to get-

togethers the first Tuesday of each month.

But while the hype and media attention is beneficial to start- ups,

Jacobson stresses that it all boils down to business. `E-business is still

business without the “e”,’ he says. E-businesses that are not sound will

drop out at the shakeout and consolidation phase, as seen on Nasdaq this

past April. Statistics show that nine out of 10 start-ups fail. Local

players place the risk at one in 25.

Possible sources of funds

`The best way to fund your start-up is to get your own money from your

aunty or your sugar daddy,’ says Richard Arnold, business development

director from Euro Asia Connection, a firm that connects technopreneurs to

VCs ( Relying on outside sources for funds

always means giving up part of the control or stake in the company, he

says. But not every one has a grandmother with hordes of dollar bills

stashed in a pillow case. That’s why technopreneurs have to knock on

different doors for their seed capital.

VCs – your best bet

`Next to family and friends, VCs are your next best friends,’ says Kong

of There are several types of VCs, Kong says. Some are

into start-ups while others are into infrastructure or mature companies.

The key is to do one’s homework and find the right one.

Kong advises technopreneurs to think globally and not put all their eggs

into one basket. `The Internet is a global business,’ he says.

Technopreneurs should divide their funding sources between Malaysia,

Singapore and Hong Kong. Anywhere further and you’d find that the VCs

won’t have the time to fly over and research your business.

David Yong, CEO and founder of, says that a year ago,

Silicon Valley wasn’t interested in investing thousands of miles away.

Now, many American VCs are looking into Asia. `If you want to grow

regionally, get strategic partnerships,’ he says. `A branded VC will help

you grow your business a lot quicker.’

Incubators – the place to hatch

Incubators provide startups with all they need, from funding, physical

space and technical and business networks, to get started. Many companies

are quick to set up their own incubators – Dijaya, IBM, Sun Microsystems,

Hewlett Packard, 3V Ventures and not forgetting the Multimedia Super

Corridor, to name a few – but services and facilities offered vary.

G-Lab Sdn Bhd ( is Malaysia’s first private incubator for

technology and dot-com start-ups. Opened in late March 2000, G- Lab is

already the mother hen to six little dot-com chicks.

G-Lab funds technopreneurs right from the concept and ideas stage (up to

RM5 million each), provides management expertise and rent-free facilities,

and helps them build up their business plans into viable business entities

over a period of six months. (To track each start-up’s progress and as a

prodding reminder, a 150-cm measuring tape hangs outside every cubicle,

with one cm snipped off every day. The remaining 30 days are marked off a

calendar.) Residents also have access to G-Lab strategic partners such as

IBM, PricewaterhouseCoopers, BMC Software, Azure Technologies, Grey

Advertising and Naga DB.

`We take them from A to Z and back again,’ says Bettina Chua Abdullah,

G-Lab’s media and communications advisor. `Ideas are very, very precious

things to people,’ she says. `Our people trust our ability to help them

make it happen.’

Corporations – at a cost

Most corporations seeking to invest in Internet start-ups are looking

for controlling shares, says Kong of `They have vested

interests, and many do not understand a company well.’ Whoever invests in

a technopreneur should believe in him and give him a free hand, he adds.

However, there are certain business ideas, he says, that require a

corporation’s support.

High net-worth individuals – if you’re really lucky

First, you have to cross paths with them. Second, you have to get their

trust … enough trust for them to invest millions in your start- up. More

often than not, says Euro Asia’s Arnold, these Internet `angels’ would

pool their funds with the VCs and let the VCs find them viable Internet


Banks – don’t waste your time

`Banks are not going to give you a loan,’ says’s

Kong. `They regard an Internet-based company more as a liability than an

asset.’ IDC’s Jacobson says this is hardly surprising as investments are

not part of banks’ business models.

Euro Asia’s Arnold says local banks are more conservative and rely on

bureaucratic decisions. Technopreneurs should give foreign banks a try, he


What investors look for commitment

Kong of urges technopreneurs to look long- term. VCs,

he says, aren’t interested in part-time ventures. `VCs don’t just look at

the business plan,’ he says. `They want you to put in your own money, your

life savings and your time. You have to have passion and absolutely

believe in your business.’

Even with three successful rounds of funding,’s chief

operating officer Nic Lim is far from relaxing. He stays next to his

office, works 18-hour days and is determined to build the leading digital

media corporation in Southeast Asia.

Understanding of the business and industry

`There is no Internet bandwagon,’ says Kong. He advises start-ups to not

be greedy on valuations. `Take whatever you can get,’ he says. `Focus on

the business and its value will go up by five to 10 times. The market will


Profitability is an important factor. `VCs want to see returns in two to

three years max,’ says Arnold. VCs are currently focusing on business-to-

business (B2B) portals, he says. `They are sure Malaysia’s businesses and

corporations will embrace the Internet much faster than consumers.’ B2B

portals must show that they have, or will have, a lot of transactions to

generate revenue, by way of commissions or subscriptions.

AsiaONair’s Yong says e-commerce websites have to prove that they have

reputable merchants, high-quality products and excellent service. `If in

the first few months you can give your customers a confident shopping

experience, they will come back to you.’

Former brick and mortar companies have a slight advantage, Kong says,

because most VCs are comfortable with someone who has started something

that sells. used mergers and acquisitions of existing portals

to start its company. Lim says that VCs were more receptive when they had

something with tangible value to show instead of just plans on paper.

The right crew boasts of its strong management team. Catcha’s Lim says its

team is complementary, with each person bringing in different strengths

from technology to management, and all four of these Internet- savvy

personnel share a common vision.

Sometimes, the idea is superb but the technopreneur lacks the competence

for execution. `If it’s too big, say so,’ says Euro Asia’s Arnold. The VC

who believes in the idea will source the right management team.’s Kong says hiring the right people is investing in

intellectual property, which will yield big returns.

An out-of-the-world, one-of-a-kind concept

`We’re not looking for copycats,’ says Euro Asia’s Arnold. The start-

up’s concept should have characteristics that are unique, at least in

Asia. played this card to its advantage. Lim says that he and his

management team realised that there was no regional search engine portal

in Southeast Asia. As the first mover and local equivalent of comparable

models worldwide, Catcha has created a niche for itself and filled a gap.

AsiaONair’s Yong says that had to find its own niche with

the increasing number of Asian Internet portals. Realising the lack of

Asian and audio-visual (AV) content, the newly launched start-up aims to

cater to that market with a wide range of interactive multi-media AV clips

alongside entertainment, lifestyle and business news and products.

In the United States and Europe, the heyday for Internet start- ups is

dying down as the market consolidates. In Asia, however, it is just

beginning. `This is a good year for Asia,’ says Euro Asia’s Arnold. `But

they have to move fast.’ Arnold foresees that in 12 months, American

Internet companies will be moving into the region. `In these 12 months,

Asia has to try to do it first.’

Copyright 2000

Provided by ProQuest Information and Learning Company. All rights Reserved.