Building an International Startup in 4 Steps Lior Tal Thanks for having me here today. I was asked to speak about building an international startup and decided to talk about the 4 steps that worked for me in the past.

About Myself Acquired ($225M) by: Acquired by: So a bit of background about me. I come from the cyber space where I spent most of my career. I co-founded a startup called Guardium a database security company that developed a solution for very large enterprises. The guardium solution allowed them to secure many databases from various vendors and version using one solution that did not require software agents on databases. Still today, Guardium is one of the best selling solution for IBM. After I left Guardium, I co-founded Insihtix a Network Access Solution provider that provided enterprises with a dashboard that allowed them real-time view of all enterprise network devices like PCs, laptops, printers etc. without any dependency on network infrastructure.

Agenda Focused on sales, business development and marketing Why building an international startup The 4 stage model

Professional Personality Assessment Personity AI Professional Personality Assessment Human resources – recruiting and cloning Advertising – personality based ads / websites Insurance – driver and life insurance Online dating

Personity Market Enterprises and staffing in the USA Average turnover is 40% Cost-per-hire is $4,000 Time-to-hire is 42 days Replacing a “bad-hire” – 30% of annual salary

Personity in the HR Market Immediate, accurate and inexpensive personality assessment Authentic and unbiased – no questionnaire or games Legally sound and privacy is protected

Personity Offering 45% Cost reduction 55% Time savings 6-7x ROI $2,629 Traditional Recruiting Screening with Resume Review Phone Interview F-2-F Interview Prof. assessment Background Checks Offer Hire 45% Cost reduction 55% Time savings 6-7x ROI $2,629 71hr $1,360 29hr

Why Build an International Startup? Small local market Large opportunity Ecosystem Israel is a small market Very large international opportunity No similar vendors Many potential partners

Why Build an International Startup Local vs International Addressable market Population Potential customers Pricing / currency Competition, potential partners, channels 4M (IL) vs 145M (USA) workforce Limited competition Many potential partners (ATS, job listing, background checks) Many potential channels

Think “International” from Day One Funding –International “mindset” and network Legal and accounting – organized, top firms Team –languages Mentality/culture – open, tolerant Product - localization Local advantage Talent pool Raised funds from international investors E&Y Fluent English

Penetrating International Market Networking – LinkedIn, MeetUps, partners, friends Pilots/POC and Customers – early adaptors, friendly Opinion leaders – technology, market, academy Networking – Uber, AirBNB, Kelly Services, MasterCard, Deloitte, E&Y Partners - SAP, iCims, Bullhorn, eRecruit Rebecca Guerra – ex VP HR eBay, Rich Pennock – ex VP Kelly Services

Establishing an International Subsidiary Local vendors – legal, accounting Establish legal entity Initial presence – sales, BD, marketing First reference accounts Established Personity Inc. Recruited sales executive – Jeff Campbell POC/Pilots with few key reference accounts Jeff Campbell Personity US President CCO SalesPredict (eBay), SVP Sales SugarCRM

International Expansion Team – expend sales, support, business development and marketing PR and Marketing Sales, Slaes, Sales Working on that

Questions Lior Tal liort@personity.ai +972-54-7490308 We’re always looking for talented engineers