June 2018 Edition

Initial Coin Offerings

A strategic perspective

Authors: In collaboration with:

Daniel Diemers, Zurich
Henri Arslanian, Hong Kong
Grainne McNamara, New York
Günther Dobrauz, Zurich
Lukas Wohlgemuth, Zurich
Executive Summary
Since our last report in Dec 2017, ICOs have gained further momentum
and are emerging as a workable, alternative form of crowdfunding

ICO Report June 2018 – Overall Situation

 As predicted in our Q4 2017 report, the phenomenon of Initial  ICO regulation continues to emerge around the globe: many
Coin Offerings (ICOs) has seen a small dip since Dec 2017, but jurisdictions have issued their respective guidelines and crypto-
is rapidly gaining traction again: regulation. By now, three models are emerging:

• In the first 5 months of 2018, a total of 537 ICO’s with a • the US (securities-driven)
volume of USD 13.7 bn have been closed successfully
– which is more than all pre-2018 ICOs combined • Europe (balanced)

• Since November 2017 several large scale ICOs have • Asia (binary)
entered the Top 15, dwarfing previous records from 2017
– with Telegram (USD 1.7 bn) and EOS (USD 4.1 bn), the  Strategically, ICOs continue to crowd out traditional VC
first true ICO Unicorns have appeared funding, especially in technology and Blockchain-related
startups. Hybrid models (combining classic VC/PE funding
 The US, Switzerland and Singapore remain key global ICO and ICO) are increasingly establishing themselves as a valid
hubs, however, over the past months, the UK and HK gained funding alternative
significant ground

Strategy& | PwC Initial Coin Offering – A strategic perspective 28.06.2018 1

The show must go on: within the first 5 months of 2018, more
money has been raised with ICOs than in all years before
Definition & characteristics ICO development
Initial coin offering (‘ICO’, also token launch or token generation) is Ø duration/ Ø USD mn/ Total # Total volume
a term describing a limited period in which a company sells a Year
ICO (d) ICO ICOs (USD mn)
predefined number of digital tokens (crypto coins) to the public, 2013 41 0.4 2 0.8
typically in exchange for major cryptocurrencies or increasingly 2014 68 3.8 8 30.5
against FIAT currencies.
2015 32 1.0 10 9.9
ICOs are inconsistently regulated across the world, and, 2016 39 5.1 49 252.0
depending on the jurisdiction, they can take different forms including a 2017 29 12.8 552 7,043.3
security, utility token or digital currency. Prospectively, ICOs are YTD 2018 48 25.5 537 13,712.8
increasingly an alternative to classic debt/ capital-funding as All 38 18.2 1,1568 21,049.4
performed today by Venture Capital/ Private Equity firms and banks.
1 year EOS ICO
Monthly ICO number and volume ending in June
Telegram ICO (estimated volume)
amount
USD mn alone accounts for
5′000 USD 1,700 mn 120
120
4′100
100
100
4′000 3′560
Volume 80
80
3′000
Amount 2′094 60
60
2′000 1′876
1′656 1′194
1′017 40
40
1′108
1′030 872
1′000 294
548 417 1′860 20
20
14 28 96 16 19
1 17 161 1 2 0 21 776
0 0 81
7
0 00
Jan-16

Feb-16

Mar-16

Apr-16

May-16

Jun-16

Jul-16

Aug-16

Sep-16

Oct-16

Nov-16

Dec-16

Jan-17

Feb-17

Mar-17

Apr-17

May-17

Jun-17

Jul-17

Aug-17

Sep-17

Oct-17

Nov-17

Dec-17

Jan-18

Feb-18

Mar-18

Apr-18

May-18

Jun-18
1) Calculations based on currency exchange rates on end date of ICO. As Ether and Bitcoin exchange rates are highly volatile, actual and current market capitalization of the
companies today may differ significantly from figures shown in the table. ICO funding amount until 29.05.2018 considered.
Source: PwC Strategy& analysis

Strategy& | PwC Initial Coin Offering – A strategic perspective 28.06.2018 2

Telegram & EOS have introduced the era of ‘ICO Unicorns’
with a record breaking USD 1.7bn and USD 4.1bn (estd.)
Overview: 15 biggest ICOs overall since 2016

Total raised End of Focus Industry Country

amount ICO
(USD mn)1 (month)
1 EOS2) 1 Year ICO 4100.0 06.2018 Infrastructure for decentralized apps BC infrastructure Cayman Islands
2 Telegram NEW 1700.0 03.2018 Tokens for messenger Social Media British Virgin Islands
3 Dragon NEW 320.0 03.2018 Decentralized Currency for Casinos Gambling British Virgin Islands
4 Huobi Token NEW 300.0 02.2018 Coin for South Korean crypto exchange FinTech Singapore
5 HDAC NEW 258.0 12.2017 IOT platform backed by Hyundai BS&C Internet of Things Switzerland
6 Filecoin 257.0 09.2017 Decentralized Market for Data Storage Data storage USA
7 Tezos 232.0 07.2017 Platform for decentralized apps BC infrastructure Switzerland
8 Sirin Labs NEW 157.9 12.2017 Secure open source consumer electronics Consumer electronics Switzerland
9 Bancor 153.0 06.2017 Enabling direct conversion between tokens FinTech Switzerland
10 Bankera NEW 150.9 03.2018 Banking for the Blockchain era FinTech Lithuania
11 Polkadot 145.2 10.2017 Simultaneous use of multiple Blockchain BC infrastructure Switzerland
12 The DAO 142.5 05.2016 Decentralized autonomous organization Venture capital Switzerland
13 Polymath NEW 139.4 01.2018 Security token platform FinTech Barbados
14 Basis NEW 133.0 04.2018 Stablecoin without price volatility FinTech USA
15 Orbs NEW 118.0 05.2018 Public Blockchain for decentralized apps BC infrastructure Israel

1) Calculations based on currency exchange rates on end date of ICO. As Ether and Bitcoin exchange rates are highly volatile, actual and current market capitalization of the
companies today may differ significantly from figures shown in the table. ICO funding amount until 29.05.2018 considered.
Petro, the acclaimed USD 5bn ICO by the Maduro government of Venezuela was not considered, as the political opposition claims that the funds did not reach Venezuela
2) EOS conducted a two-phased ICO. In the 1st phase (5 days in June 2017), USD 185 mn were raised. The second phase lasted 350 days, ending in June 2018.
Source: PwC Strategy& analysis

Strategy& | PwC Initial Coin Offering – A strategic perspective 28.06.2018 3

While USA, CH and SGP have been clearly the main ICO hubs
in 2017, countries like UK and HK are gaining ground in 2018
Countries with most ICO traction

Leading ICO countries in 2018 (based on funding volume) Key Take-Aways

Country Raised USD mn Closed ICO Planned ICOs
Cayman Islands 4,254 10 16 • USA remains a leading ICO destination,
British Virgin Islands 2,227 16 2 reinforced by clear and firm regulatory
Singapore 1,192 53 52 requirements (e.g. KYC)
USA 1,092 56 50
• Within Europe, Switzerland stands out as the
UK 507 48 51
ICO capital, but in 2018, UK has gained terrain
Switzerland 456 28 36
in terms of volume and numbers
Estonia 323 31 40
Lithuania 259 6 5 • Across Asia, Singapore is the main ICO hub,
Israel 226 5 5 followed by Hong Kong
Hong Kong 223 20 15
• Cayman Island and British Virgin Islands
Leading ICO countries in 2018 (based on funding volume) rank among top ICO countries volume-wise, as
Country Raised USD mn Closed ICO ‘Unclosed’ ICOs they hosted Unicorn ICOs EOS (USD 4.1bn)
USA 1,722 87 40 and Telegram (USD 1.7 bn)
Switzerland 1,462 33 1
• Other countries not known for being large
Singapore 641 35 13
financial markets also appear among top ICO
Russia 438 57 43
countries (e.g. Estonia, Lithuania, Israel)
China 306 14 2
UK 275 26 23 • “Dormant ICOs”: In 2017, many planned ICOs
Japan 195 6 6 did not happen in the end or were not further
Canada 163 10 5 publicly documented or communicated
Cayman Islands 162 3 0
USA 1,722 87 40

Source: PwC Strategy& analysis

Strategy& | PwC Initial Coin Offering – A strategic perspective 28.06.2018 4

To date, around a third of all announced ICOs have
successfully closed the funding round
What happens before and after an ICO
Total announced ICOs (all years) Status of top 20 closed ICOs (funding volume)
3′470
Dissolved
714 Struggling with
major problems 5% No product yet
20% 10%
1′060 538

1′158

Top 20 all-time ICOs by 65%

All announced No ICO Funding Planned in Closed ICOs Nov 2017 were considered. Success/on track
ICOs dates amount not later 2018
published available
or delayed

Analysis of ICOs ex-ante Analysis of ICOs ex-post

• Around a third of all announced ICO projects close successfully • The majority of top funded ICO projects are on track and the
product is further being developed – only few have no product yet
• Many projects are delayed and loose momentum during ICO
preparation processes – reasons can reach from legal struggles to • Some companies that launched ICOs struggle with major
problems within the ICO project team difficulties such as legal or governance issues
• ICOs for which no funding amount is available are believed to be • ICO projects with smaller scale funding then the top 20 have a
cancelled – however, it can’t be excluded that those project higher tendency to get off track or even dissolve – reasons can be
continued away from public attention manifold (e.g. legal, team, technical, product, etc.)

Note: Available ICO data by 29.05.2018 considered.

Source: PwC Strategy& analysis

Strategy& | PwC Initial Coin Offering – A strategic perspective 28.06.2018 5

The USA has a new & centralized securities regulation, while
CH and SGP continue their focus on regulating ecosystems
Global ICO hubs

USA Switzerland Singapore

Overall positive attitude, but market Overall positive attitude Overall positive attitude
still awaits more clarity on towards cryptocurrencies towards cryptocurrencies
protectionary regulations
All tokens treated as securities Tokens treated as assets Tokens treated as assets
as per current communications

Cryptocurrency & exchange Cryptocurrency & exchange Cryptocurrency & exchange

• Each of the 50 states can have their own • No special license required for • Overall favorable regulatory treatment
regulations (e.g. BitLicense) cryptocurrency businesses • Monetary Authority of Singapore (MAS)
• SEC retains jurisdiction over ICOs and • Favorable treatment in line with Swiss report (Nov 2017) issued guidelines and
definition of security tokens Anti-Money Laundering Act will not regulate virtual currencies, but
• FinCEN requires all exchange to register rather the involved activities
ICOs • MAS mandated that intermediaries of
ICOs • Swiss Financial Market Supervisory cryptocurrency transactions (incl. ICO)
• Definition of security very broad (e.g. Authority (FINMA) reviews new ICOs on a need to implement stricter due diligence
Howey Test) case-by-case basis and AML procedures
• Strict SEC rules have dissuaded • Focus on AML and security regulations
international issuers from raising capital • Regulations depend on function of tokens ICOs
from participants in the US to date (payment, utility or asset/ security tokens) • MAS continues to monitor ICO industry
• More targeted legislation may be issued if
Implications Implications necessary
• ICOs are increasingly beginning to • Zug/ Zurich well known as “Crypto Valley”
register with the SEC with established ecosystem Implications
• Market awaits further regulatory clarity • Favored choice for many ICOs, especially • Become a jurisdiction of choice for ICOs
and alignment of state and federal rules EU and Asia based projects • Established crypto/ Blockchain ecosystem

Source: PwC Strategy& analysis

Strategy& | PwC Initial Coin Offering – A strategic perspective 28.06.2018 6

Liechtenstein, Gibraltar and Malta follow in the footsteps of
Switzerland to position themselves as ICO-friendly hubs
PwC Global ICO Compass

Not exhaustive

European Union Liechtenstein

Moving on in regulating Government to introduce new

ICO and crypto space Blockchain regulation law
Motion for a resolution on Aiming to provide legal and
DLT and Blockchain regulatory certainty

Gibraltar

Tokens classified as
commercial products
Sponsor regime: individual
to supervise token sale Malta

Government implementing
Blockchain law
Companies from oversea
moving to ‘Blockchain island’
Favorable regulation
Wary/existing regulation For more details please see:

Ban of ICOs PwC Global ICO Regulatory

Compass: www.pwc.ch/ico
Source: PwC Strategy& analysis

Strategy& | PwC Initial Coin Offering – A strategic perspective 28.06.2018 7

ICOs disrupt traditional VC funding – hybrid models are
‘en vogue’ as they combine smart money & community support
New archetypes of fundraising

Traditional VC funding Hybrid funding Pure ICO funding

Funding IPO ICO ICO Add. ICO Add. ICO

rounds & Seed Series A Series B Series C Seed Series A
collected optional optional optional
funding

Relative funding amount per round Relative funding amount per round Relative funding amount per round

Funding Receive initial funding after business plan, Receive initial funding after business plan, Receive funding based on whitepaper,
rationale prototype and team validation prototype and team validation – ICO funding founder team and idea – additional ‘ICO’
to grow business further & raise more funds only if necessary (rare)

Pros & + Investors cautiously validate ideas before + Founders get “smart money” as well as + Founders get crowd support
cons committing funds crowd support (first customers) + Founders are free to innovate
+ Founders cautious with spending money + VCs validate seriousness of business, ‒ Governance risks if no framework
‒ Founders often focused on next funding crowd validates idea & market potential ‒ Transparency risks on use of proceeds
round (hinders innovation) + Founders are free to innovate and product development
‒ Potential conflicts between shareholders
and token holders

Initial
Investors
Business Venture Business Venture Tech- BC/ crypto- Tech- BC/ crypto-
Angels capitalists Angels capitalists savvy community savvy community

Strategy& | PwC Initial Coin Offering – A strategic perspective 28.06.2018 8

Summary: After ICOs went through a hype-cycle in 2017,
they are becoming more mature and established in 2018
Summary and ICO best practices

Fundraising process Investor relations

• Structured fundraising rounds with caps of funding increase • Interactive protocol to solve certainty of participation and
transparency and need-based funding of projects certainty of valuation problem by specifying desired purchase
quantity at each valuation via smart contract techniques
• Combination with VC funding to diversify funding sources and
validate project with professional investors (e.g. offering pre- • Lock-up period for tokens requires investors to weigh
sales to VCs) benefits/ risks of investment decision more carefully
• “Less promotion is better promotion”: avoidance of over- • Transparent communication while and after ICO (e.g. what
promoting ICO aggressively as it dilutes credibility of project; happens with tokens and potential legal issues)
more focus on pre-sale phase with targeted investors

Legal setup Business

• Careful evaluation and selection of jurisdiction, where company/ • Staggered release of funds to development team including voting
foundation to issue tokens should be set up mechanisms ensures appropriate use of funds and increases
accountability for efficient allocation of resources
• Stronger focus on governance and legal entity set-up
• More focus on cybersecurity pre- and post-ICO
• Pre-registering requirement for investors combined with KYC/
AML investor identification limits max. purchase by investor • Increasingly, traditional businesses and start-ups are looking at
solving distribution problem (e.g. Sybil attacks) without need for ICOs (as a pure form of crowdfunding/-lending)
uncapped ICO
• More focus on building communities of interest & thriving
ecosystems vs. pure tech development

Strategy& | PwC Initial Coin Offering – A strategic perspective 28.06.2018 9

We offer a One Firm, Strategy to Execution Client Experience
and Offering – across the globe and in all relevant markets

for further insights please contact the authors of this report:

Daniel Diemers Henri Arslanian Grainne McNamara Günther Dobrauz

Blockchain Leader EMEA FinTech & Crypto Leader Asia Blockchain Leader USA Leader PwC Legal Switzerland

Email: Email: Email: Email:

daniel.diemers@ henri.arslanian@ grainne.mcnamara@ guenther.dobrauz@
strategyand.ch.pwc.com hk.pwc.com pwc.com ch.pwc.com

Twitter: @DanielDiemers Twitter: @HenriArslanian Twitter: @gmcnamara_NYC Twitter: @_GDS77_

Strategy Project Management Issuing Entity Tax Personal Tax Accounting Advisory

Code & Security Governance / Technology

Review Controls Legal Services Deals Development

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