Michael Anderson, co-founder, Framework Ventures<\/h2>\n

How big is the DeFi market today? How much do you expect it to grow in the next five years?<\/strong><\/p>\n

When thinking about the DeFi market, we look at the total market cap of DeFi assets, total value locked (TVL) and trading volume. While total value locked (TVL) as a metric certainly has its flaws, we think it\u2019s still a decent measure of activity in the sector. As TVL increases, we also think it\u2019s possible that total market cap could follow.<\/p>\n

We\u2019re keeping a close eye on the sector\u2019s relative activity, like trades, volumes and users, compared to centralized alternatives like exchanges. Despite the negative sentiment surrounding crypto today, we still believe activity will eventually return to the industry. However, in the aftermath of all of these dramatic centralized finance (CeFi) explosions, we think that the next time users decide to enter the space, they\u2019re going to think twice about trusting a CeFi exchange or company and instead opt to use decentralized protocols.<\/p>\n

What were the biggest challenges your firm faced in 2022? What steps are you taking to better prepare for 2023?<\/strong><\/p>\n

As with most investors in the space, our biggest challenge has been navigating the seemingly endless CeFi blowups and failures that have rocked our industry. We were able to avoid the vast majority of these blowups, as we passed on several FTX ecosystem projects.<\/p>\n

As a result, Framework wasn\u2019t hit nearly as hard as many of the big VC firms in the space, and we\u2019re in a pretty strong position to continue deploying capital in this new market.<\/p>\n

These CeFi incidents have caused plenty of collateral damage across the industry, so a major priority over the last 12 months has been making sure all of our portfolio companies are sound, liquid, well capitalized and can survive the next 1-3 years. This means helping the founders in our portfolio cut costs, prioritize high growth activity and providing advice on product, growth and future fundraising strategy in a less friendly funding environment.<\/p>\n

In general, our position is a validation of our core theses over the last three years, and we\u2019re going to continue doubling down on DeFi, web3 gaming and more. Given that a lot of the other firms aren\u2019t actively investing at this time, we see this market as a great opportunity for Framework to selectively deploy capital.<\/p>\n

How are you advising your portfolio companies going into 2023?<\/strong><\/p>\n

We\u2019re working with them to cut costs and focus on surviving the next 1-3 years. We believe in crypto long term, but we don\u2019t know how quickly the market could bounce back, and so survival should be the top priority.<\/p>\n

We\u2019re also encouraging founders to think more strategically about project development. If a team was focusing on three different areas, we\u2019re encouraging them to instead prioritize the highest-growth activity only.<\/p>\n

Of all the pitches you get, what percentage are DeFi protocols or projects? What can they do to stand out in the broader crypto landscape?<\/strong><\/p>\n

These days, around 30%-35% of the pitches we receive are firmly DeFi-focused.<\/p>\n

If a DeFi project wants to really stand out, we want to see that they\u2019re thinking about where the puck is going. We\u2019re looking for projects that have the potential to be regulation-friendly. It\u2019s a non-starter if the team is not thinking about regulation or thinks they can just figure it out down the line.<\/p>\n

Additionally, we\u2019re interested in projects that have direct connections to institutions or at least a compelling growth strategy that involves institutions. We don\u2019t think that retail will offer projects a large enough market in DeFi over the next two years, so creating something attractive to institutions should be more of a core focus than previously.<\/p>\n

We also want to see that the project is differentiated from a product perspective. We\u2019re not interested in another Uniswap clone, or an Open Sea copycat of the flavor of the week alt-L1.<\/p>\n

What is your current strategy for investing in DeFi protocols and projects? How has that changed from past quarters?<\/strong><\/p>\n

In 2020, during the height of DeFi summer, the market was big enough that projects courted retail and DeFi degens [a nickname for people interested in risky, niche, speculative crypto projects]. The market is totally different now.<\/p>\n

Unfortunately, retail was blown up more than a dozen different ways last year, and they\u2019re unlikely to come back for a few years. As a result, we\u2019re focusing more on projects that are thinking about addressing new, more institutional users and markets.<\/p>\n

We understand that regulation is likely coming down the line, so we\u2019re very interested in projects that are pro-regulation, or at the very least, regulation-friendly.<\/p>\n

What types of DeFi use cases do you think will gain more mainstream adoption going forward? Which areas of DeFi are now perceived as more significant than they used to be?<\/strong><\/p>\n

With the Merge officially behind us, liquid staking has become a big area of excitement for us. We think liquid staking projects will receive much more attention after Shanghai goes live and users have the opportunity to withdraw their assets without worrying about illiquidity.<\/p>\n

How can the gap between traditional finance (TradFi) and DeFi be bridged?<\/strong><\/p>\n

We need to see more DeFi products and services that more realistically accommodate institutions. This means projects that have pro-regulatory elements baked into the products themselves, including KYC, the ability to limit certain assets and more. Projects that institutions will be able to transact with won\u2019t look and feel like the traditional DeFi we\u2019re accustomed to and will coexist as a relatively different ecosystem.<\/p>\n

How do you think regulatory frameworks can affect the DeFi space? Which country or region seems to be going in the best direction?<\/strong><\/p>\n

At some point in 2023, we\u2019ll have the landmark crypto regulation that everyone has been waiting on for years. More clarity could be very positive.<\/p>\n

We don\u2019t have a firm position, but on the surface, it looks like the U.K. is rapidly becoming one of the most open, from a thought-leader perspective.<\/p>\n

How do you like to receive pitches? What\u2019s the most important thing a founder should know before they talk with you?<\/strong><\/p>\n

We really like a good storyline. We want to know why you\u2019re working on this problem, why it needs to be solved now, and why you think you can beat everyone else. Competitive advantage is key for us.<\/p>\n