Acceleration Program
AdvanBiz Accelerator
AdvanBiz Accelerator is a “Business Boutique Accelerator” and has a six to eighteen-month equity-free program designed to empower international startups expanding to the Brazilian and Latin America market, providing all the resources required to scale it successfully.
Our team of senior industry members is fully qualified to support the business journey with in-depth knowledge of the industry, the market, the business opportunity and the potential investment.
“We created our program to share our knowledge, business expertise, and market view and give back to the next generation of international startup founders focused on expanding to Brazil and Latin America.”
Portfolio
We support international startups focused on Green Agriculture Efficiency, Smart Electric Mobility and Smart Clean Cities that already have traction in their home market and are ready to expand internationally to conquer new markets. We are technology agnostic and tailor the program to meet the needs of each participating corporation.
We specialize in B2B projects and target projects that we believe will drive the success of our program.
About the Program
The AdvanBiz Accelerator program provides three synergistic program packages that together will cover everything from: Market Research, Solution Concept Proof and Tropicalization to Startup Operation and Financing / Investment.
It includes activities such as mentoring, workshops, trade shows, marketing program, business meetings, PoC, partnership, resale, distributor agreement, legal and tax advice, as well as VC contacts, access to our community and a wide package of benefits. The AdvanBiz community consists of mentors, entrepreneurs and investors who will allow participants to scale significantly faster.
Since the AdvanBiz program is equity-free, there is a participation fee that covers all program components. Third parties, including government, educational and other organizations, are welcome as sponsors.
Why Brazil and Latin America?
AdvanBiz Accelerator is strategically based in São Paulo, Brazil, the heart of Latin American business. The city of São Paulo is the perfect landing platform for international companies expanding into Brazil and Latin America.
- Is the largest economic hub in Brazil with 20 Million inhabitants and capital of São Paulo State, responsible for 30% GDP of Brazil.
- Has a thriving startup ecosystem and the most prominent VC ecosystem in the region.
- Is the home to a diverse and highly educated talent pool.
- Is a great place to be an international startup environment.
- São Paulo has become the new center of gravity of Latin America Tech.
Program Phases:
| Phase #1 (6 months) | Phase #2 (6 months) | Phase #3 (6 months) |
|---|---|---|
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Knowledge Areas
- Green Agriculture Efficiency
- Smart Electric Mobility
- Smart Clean Cities
Phase #1
Market Research
Detailed and accurate information is the basis for all successful business ventures as it provides a wealth of information about potential customers, competitors and the market in general. It allows business owners to determine the viability of a business before committing substantial resources to the venture.
Market research provides relevant data to help solve the marketing challenges a business is likely to face and is therefore an integral part of the business planning process. In fact, strategies such as market segmentation (identifying groups within a market) and product differentiation (creating an identity for a product or service that separates it from its competitors) are impossible to develop without market research.
Market research involves two types of data:
- Primary information: this is a survey that you compile yourself or hire someone to gather for you.
- Secondary information: this type of survey comes compiled and organized for you. Examples of secondary information include reports and studies by government agencies, trade associations or other companies within your industry. Most of the research you gather is likely to be secondary.
In primary surveys, two basic types of information can be obtained: exploratory or specific.
The exploratory survey is open, focused on defining a specific problem and usually involves detailed, unstructured interviews in which long answers are requested from a small group of respondents.
In the specific research, a precise scope is used to solve a problem that the exploratory research has identified. is composed of structured and formal interviews in the approach.
Of these two, specific research is the most expensive.
Primary surveys can be conducted using own resources through direct mail, telephone contacts or personal interviews. Questions are typically short (no more than two pages), composed of short, direct questions addressed to specific individuals and of interest to the respondent.
One of the most effective forms of this type of research is personal interviews, which can be of two types:
- Group research: used mainly by large companies, group interviews or focus groups are useful tools to obtain information about product ideas, purchasing preferences and purchasing decisions among certain populations.
- In-depth interview: these individual interviews are focused or non-directive. Focus interviews are based on questions selected in advance, while non-directive interviews encourage respondents to address certain topics with minimal questioning.
Secondary research uses external information gathered by government agencies, industry and trade associations, labor unions, media sources, chambers of commerce, and so on. It is usually published on the Internet, in pamphlets, newsletters, trade publications, magazines and newspapers. Secondary sources include the following:
- Public sources: These are usually free, offer a lot of good information and include government departments, commercial departments, etc. Government statistics are among the most abundant and comprehensive public sources. Almost all governments (municipal, state, federal) publish population density and distribution figures. These show the number of people living in specific areas, such as enclosures, districts or eventually even ten-block neighborhoods. Also, local chambers of commerce and their business development departments, which encourage new companies to locate in their communities, are also often valuable sources of information such as population trends, community income characteristics, payroll, industrial development and so on. Finally, banks often have a wealth of information and are eager to help their clients.
- Commercial sources: These are valuable but may involve additional costs such as subscriptions or membership fees. Commercial sources include surveys of trade associations, banks and other financial institutions, as well as publicly traded companies. Among the best commercial sources of information are research and trade associations. The information they collect is generally limited to a specific sector and available only to association members, who normally pay a membership fee. However, the research collected by larger associations is generally complete, accurate and worth the cost of membership. Also, local newspapers, magazines, and radio and TV stations can be useful commercial information points as they not only maintain demographic profiles of their audience (income, age, gender, amount of disposable income and types of products and services purchased, etc.), but many also have information on economic trends in their local areas that may be significant to their business.
- Educational institutions: these are often overlooked as valuable sources of information, although more research is conducted at colleges, universities and technical institutes than virtually any sector of the business community. Educational institutions conduct research in a variety of ways, from faculty-based projects, often published under the auspices of teachers, to projects, theses and student works.
Product Positioning
Positioning is the definition of how the product or service fits into the market. It is a strategic exercise that defines what makes the product unique and why it is superior to alternative solutions. Distilling the truth of the product allows the value of the offer to be explained to the potentials. Product positioning is the strategic foundation of marketing. The goal is to define who the public is, what they need, and how the product can serve them – all so that messages can be elaborated that hit the target. Establishing in advance how your product or service will be known in the marketplace establishes the basis for how the product’s value will be communicated to customers.
The ability to articulate the main benefits of a product or solution and the problems it solves is a key aspect of commercial success. It is the ability to maintain a marketing strategy based on the true value that the product offers, ensuring, for example, that promotional activities resonate with customers and help them understand why the product in question is the best option to meet their needs.
Product positioning consists of essential building blocks that explain the unique value of a given product or solution. By bringing together potential customers, market and product knowledge, it is possible to align a broader team around the best way to position the product for success.
Some of the key elements that define a product’s positioning are:
- Vision: The general direction in which the product is heading.
- Mission: How the vision of a reality will be made.
- Market category: The market in which the main customer segments are located.
- Label: Phrase or slogan used to describe the company, its products or services.
- Customer challenges: The main “pain points” of customers.
- Differentials of the company and the product: Unique and value-generating characteristics of the company or its solutions.
- Brand essence: The main attributes by which you want to be known.
The development of a positioning strategy is a collaborative exercise. It often involves product management and marketing working together to define the core of the product. It involves bringing together knowledge in the following areas:
- Customer understanding: the positioning should briefly capture who potential customers are and what they need. It will be necessary to define the attributes of target customers, including demographic, behavioral, psychographic and geographic details. It is also desirable here to include information on the main problems the client aims to solve.
- Market analysis: it is necessary to define what alternatives customers have to the product or service in question so that what differentiates them can be highlighted. It involves, for example, research among direct and indirect competitors to understand how they meet the needs of their customers, which will allow differentiating the product from the competition and communicate to potential customers the reason why the presented solution is the best to solve their specific problems.
- Product evaluation: the positioning must be built on the unique value that the company and/or its product offers. Conducting a SWOT analysis is a useful way to objectively analyze what the product is doing well and where there is potential for improvement, thus ensuring that the marketing message aligns with the product experience, helping customers make informed decisions.
Product Positioning Statement
Once your positioning strategy has been defined, a short positioning statement should be created that describes the target audience, what differentiates the product and why clients should care about it.
Influence on Product Perception
The positioning determines how the product will be known in the market. There are many different factors that can affect how a product is perceived, the main influence being the experience of customers when they actually use the product and interact with the company. It is the sum of Complete Product Experience (CPE) that determines what customers think and feel about a particular product or service.
There are seven core areas that contribute to CPE:
- Marketing: how potential customers learn about the product and decide whether it can be an adjustment.
- Sales: how potential customers get the information they need to make a purchasing decision.
- Technology: the core set of features that customers pay for.
- Support systems: the internal systems that make product delivery possible.
- Third party integrations: the ecosystem of products the customer uses.
- Support: the way customers receive usage information and product assistance.
- Policies: the rules governing how the company does business.
It is very important to stress here that each point of contact with a company can either strengthen or completely damage its positioning. Therefore, besides a conscious planning on how to position a product, a broad consideration on every aspect of the adoption process will be fundamental, since it is the customers who will effectively decide what they really think about the product and/or the company.
Search for Strategic Partners
By definition, a strategic partner is an entity with which a long-term agreement is reached for the sharing of physical and/or intellectual resources in the achievement of a previously defined common goal.
Strategic alliances can be an informal agreement between two (or more) organizations with a common purpose. However, more often they are highly formalized, commercial agreements based on contracts that establish the rights and duties of each party. Regardless of format, alliances are often key to helping an entrepreneur launch his idea.
AdvanBiz can play an effective role in identifying and qualifying potential candidates for your partnership strategy, preserving the confidentiality of the acquiring company.
AdvanBiz strategic partner search services help companies form strategic alliances, acquire strategic technologies or companies, merge with companies, and locate distributors or system integrators to help make your products viable or market them. It offers a confidential virtual extension of your own internal strategic planning group. The true value comes from providing a global, “outside-the-box” perspective to compare with the conventional wisdom of a customer. This fusion of views is useful in crystallizing a clear strategic vision.
We can help you with the following:
- Use a proven business process for successful selection and engagement
- Develop a qualified list of potential companies
- Select the best strategic partner, distributor or system integrator that meets your individual criteria
- Contact a target company and pre-qualify their interest in your business proposal
- Select the best strategic partner, merger or acquisition target to meet your specific criteria
AdvanBiz has a high degree of knowledge, experience and industry contacts to assist you in these complex and important business decisions. Our team of independent and objective consultants can evaluate proposed initiatives or gather market information. Together with our experienced partners, AdvanBiz can provide a confidential, independent consultant to assist with every step of the search process.
Phase #2
Solution Evaluation – PoC
A PoC (Proof of Concept) requires three fundamental topics:
- Commitment
- Balance
- Metrics
Commitment to bring the appropriate resources, knowledge and sponsorship to test and evaluate the adequacy and impact on the ecosystem and the prospects organization. It involves taking the time and resources to do a worthy job and selling it to sponsors based on the potential impact anticipated for the opportunity.
An above-average amount of clarity and discretion should be used when creating the pilot roadmap, especially when it comes to selecting the scenarios to be included in the PoC. The more scenarios that are included, the more difficult and more expensive it becomes. On the other hand, if it is oversimplified, it may not capture the real impact on the organization. Consequently, finding an appropriate Balance between complexity and reality is the key to define a solid PoC and obtaining a real tool to measure impact and benefit;
Finally, it is essential to define tangible, measurable and meaningful Metrics. A good metric is one that has an objective way of being measured, for which reliable data is available, and which represents a significant aspect of processes or the organization. A goal must be set for each metric that indicates that the initiative brings adequate value or positive impact to the organization. These goals should be understood and accepted by all involved, especially the sponsors.
Tropicalization of the Solution
Tropicalization is a process of adaptation to a local context and involves a system, a strategy or a commercial solution to maximize income and profitability. It requires a strong commitment from all parties involved and sometimes a significant amount of time to accomplish it. Many aspects have to be considered in order for it to be a successful process, such as technology, language, culture, investment, time, people, knowledge, experience, relationships, etc.
Despite all the effort and time consumed, the learning process is a great opportunity for technology transfer and the adaptation of the solution to local requirements, contributing greatly to the success.
Participation in Fairs and Congresses
Of all the marketing tools available, trade shows very often offer the widest range of opportunities. This is where exhibitors can conduct business, cultivate their image, search for business partners or gain a better knowledge of the market. The same applies to visitors. Trade fairs are the ideal place to research the market, compare prices and terms of sale, try products, discuss their applications and do business. For this reason, even in the Internet age, the importance of trade fairs has not diminished.
Today, many exhibitors pursue a broader range of goals at trade shows than a few years ago. However, to make the most of a trade fair, it is essential to prepare optimally and choose the most appropriate event, the best option to achieve the stated objectives. It involves from choosing the right people for the booth to using advertising materials focused on potential visitors. Ultimately, the most important thing is to systematically collect and evaluate the contact information provided at trade fairs.
Support in the Development of the First Commercial Activities
Business development involves tasks and processes to develop and implement growth opportunities within and between organizations. It is a subset of business, trade and organizational theory.
Business development is the creation of long-term value for an organization from customers, markets and relationships and can be understood as any activity that serves the purpose of “developing” the business in some way. In addition, business development activities can be done internally or externally by a business development organization or a consultant. External business development can be facilitated through Planning Systems, which are put in place and accelerate the entire business development process. In addition, reputation building has also proven to help facilitate business development.
Phase #3
Commercial Office Opening
AdvanBiz can help you with the physical opening process of your office in Brazil.
Our team, together with our business partners, presents options of locations, rental models (co-working, own office, etc.) taking into account your business model and the dynamics required for the day-to-day operations:
- Area and location definition
- Rental (or even purchase) options
- Initial documentation
Tax Classification and Business Model Review
The Brazilian market is highly regulated and AdvanBiz can help you with the tax classification model and the procedures and prerequisites necessary for this correct classification.
CNPJ and/or CPF for Foreign Partners
CNPJ
As a first step towards the legalization of an enterprise in Brazil, it is necessary to obtain the CNPJ (National Register of Legal Entities) for partners with legal personality. This registration is mandatory and indispensable for any operation in the Brazilian territory. The procedure is usually carried out online, being necessary a copy of the incorporation contract and of the personal documents of the administrator(s) of the foreign company in Brazil.
It will also be necessary to register in the CDNR (Non-Resident Declaratory Register) which, after approval by the Central Bank, is sent to the Brazilian Federal Income Tax Office, with a CNPJ number and then returned to the Central Bank.
The CNDR is a registration with the Central Bank of individuals and legal entities resident or not in the country and that participate in the foreign capital of entities in Brazil.
CPF
For individuals it is necessary to apply for the CPF (Natural Persons Registry). This must be done through forms available on the Internet, which after being filled out must be printed, signed and delivered, along with copies of personal documents, to the Brazilian consulate or embassy for the request to be effective.
The Brazilian Consulate will process the request and then provide the CPF. In case of any inconsistency, the request will be forwarded to the Federal Tax Office for analysis. Otherwise, and if there is no other impediment, the request is immediate.
Power of Attorney
The registration of a foreign company in Brazil requires a power of attorney in a foreign language, which must be drafted appointing a Brazilian (or naturalized) citizen or a foreigner with a permanent residence visa in Brazil, who will have legal and fiscal responsibilities and who will represent the foreign entity before the Brazilian authorities.
Certifying the Authenticity of the Documents in a Foreign Language
All original documents produced abroad must be notarized, for those countries that are part of the Hague Convention, or certified translations.
Certification of the authenticity of the following documents will be required:
- Power of Attorney appointing the Brazilian resident to represent the foreign partner;
- Incorporation contract for legal entities;
- Personal document of the foreign company director.
Sworn Translation of All Foreign Documentation
After the documents were originally translated into a foreign language, it will be necessary to provide the sworn translation, since government agencies and offices require a sworn translation by an official registered with the Board of Commerce, certifying the originality of the documents in a foreign language.
Registration of Sworn Translations at Public Notary
Some sworn translators already provide the register at the registry office. However, when this service is not offered, it is necessary that the translated documents are presented to a notary public for legal validity.
Social (Incorporation) Contract of the Company in Brazil
In any corporate constitution, accounting and legal advice is required so that the social contract will be written in accordance with all existing tax rules and other regulations, with special attention to the fact that it deals with a company with foreign partners.
For this, it is essential that the following points have been defined previously:
- Company Name;
- Business address of the company headquarters in Brazil.
- Exact description of the company’s corporate purpose, explaining which activities the company will develop in Brazil;
- Total capital stock and the participation of each partner in the company;
- Definition of the administrator and legal representative of the company, who must be Brazilian and/or have permanent residence in Brazil.
Registration with the Board of Trade and Obtaining the CNPJ
After the social contract has been finalized and all signatures have been obtained, it must be validated by the federal, state and municipal public bodies so that its corporate purpose works legally with the proper licenses and obtaining the CNPJ. It is these records that allow the payment of taxes and obligations.
The initial registration must be made with the Board of Trade, requesting the opening of the company, and it is possible to obtain registration with the CNPJ already a few days later. Next, state registration with the Department of Finance must be carried out to obtain the state registration, common for companies with commercial and industrial activity and authorization so that it can issue the invoice for the sale of physical products. Finally, it is necessary to register the company in the municipality, where the municipal registration will be obtained and, for service companies, the authorization to issue the service invoice.
Obtaining the Digital Certificate of the Company
After obtaining the CNPJ, the administrator or legal representative of the company will need to acquire an e-CNPJ digital certificate for the company. For this, it is necessary to present the documents listed below to an authorized agent to issue such certificates:
- Company social contract;
- Two personal documents of the administrator with photo;
- Proof of address;
- CNPJ card issued electronically (via internet) on the day of going to the certifier.
Pricing and Business Model Review
For the company to be competitive in the Brazilian market, AdvanBiz can assist in the review of the pricing strategy, operation and partnership model for products and services, for example through benchmarks and surveys.
Sales Policy Development and Commissioning
AdvanBiz can also help support the company with sales models and policies.
There are several models of commissioning and sales policy used in Brazil and, through our consultancy, we can monitor and adapt the existing models, or even revise and create a fully customized model for the company’s operation in Brazil.
Development of Minutes of Contracts and Sales Partnerships
As companies in any part of the world do not tend to be self-sufficient or “watertight”, competent and appropriate partnerships are essential for the development of their business. AdvanBiz can provide the creation of an ecosystem indicating the best partners for your company.
Structuring and Hiring Sales and Technical Support Teams
To make the company operational in Brazil, it will also be necessary to hire people.
AdvanBiz can assist you in structuring and hiring sales and technical support teams, through a selection process, in which we will always seek professionals at the level of excellence appropriate to the specific needs of the company.
Financial Sizing
For the development of operations in Brazil, it is necessary to have an initial financial cash as well as create realizations with local financial institutions. AdvanBiz can assist you in making decisions and processes with financial institutions while your company is not present in Brazil.
Bank Account Opening
The necessary documentation for opening a bank account varies according to each financial institution, but as a rule, all documents used for incorporating the company, in addition to bank forms, are required.
It is very important to note that, before any financial resources can be sent to Brazil, the company must have already opened a bank account, in addition to the entire process of validating the foreign exchange operation.
This is due to the fact that any financial movement made between the foreign partner and the Brazilian company, whether these are investments, loans or capitalization, must go through the electronic records of the Brazilian Central Bank. These records are regulated by the Electronic Declaratory Registration Module (RDE) and are prepared before the exchange rate is closed with the Brazilian financial institution.
Final Considerations
After the incorporation of the company, there are still several other steps that must be observed, with special attention to compulsory licenses for the performance of the company’s activities.
When the part of the corporate constitution is finalized, attention should be turned to labor and tax issues, since even a company without any type of movement needs an accountant who sends tax information to the tax authorities, as otherwise it may result in fines and deferred taxes. Unfortunately, it is not uncommon for companies to be faced with fines and other penalties for having hired an accounting consultancy only after the start of their activities.