We communicated with investors for many months, asking them questions about the criteria and techniques they use to choose promising startups. So, how should a startup convince investors? Now you will know the answer.
4. 4
Who are startups?
*According to Harvard Business Review
Startup Fail*87%
Fail within first year
Fail within second year (of those remaining)
Fail within third year (of those remaining)
25%
36%
44%
50%
Fail within fourth year (of those remaining)
(investors’ vision)
RISKS!!!
5. Steve Blank,
Stanford Professor
“An organization formed to
search for a repeatable and
scalable business model“
Eric Ries,
“Lean Startup”
Paul Graham,
Y Combinator
Business Dictionary
“Early stage in the life cycle of
an enterprise where the
entrepreneur moves from the
idea stage to securing financing,
laying down the basis structure
of the business, and initiating
operations or trading”
“A startup is a company
designed to grow fast.
Everything else we associate
with startups follows from
growth.”
“A startup is a human
institution designed to
deliver a new product or
service under conditions
of extreme uncertainty.”
What’s startup?
5
8. Who is investor? (or where to find money
to finance your idea)
Incubators
Bootstrapping
+Family, Friends
Crowdfunding
Traditional lenders
Angel Investors
Venture Capitalists
10. 10
Equity share
Additional money to
develop product
Additional Expertise
Additional Network
Time consumption
Bootstrapping Business Angel Venture Capital Crowdfunding
Investors Comparison
11. • Bootstrapping: pros and cons
• Creating MVP doesn’t cost much
• Lean startup: Build–Measure–Learn
• Time vs. Result
Do you really need an investor?
<$1mln
17. 17
4/10
.
6/10
When asked what is more important: facts and figures
or charisma and intuition of founders, investors chose
CHARISMA
FACTS AND
FIGURES*
*Some noted that partially good results (figures) are connected with charisma
18. Strong Listening
Skills
Effective communication
between founders
Perseverant, doesn’t take
“no” for an answer
Can support his opinion,
persuasive speaker Good organisational
skills, meets deadlines,
answers fast
Competitive
Growth Hacker, project
is a big part of his life
Ready to learn
constantly
MARKET
POINT
18
Founders Assessment: positive
19. Weaknesses
No Facts, only words
19
Founders Assessment: negative
Combining full-time job
with work on the project
Promotion of him(her)self
Weak organizational skills
One founder
Serial winners of
competitions
“Distributed” team*
Not all facts are revealed
*Communication between co-founders is slow and long
21. 21
What documents investors request
1 out of 10 investors requests Business Plan
Presentation
One pager, executive summary
Financial Spreadsheet
22. 22
Through partners’ network -
recommendations
5 out
of 10
Investors meet startups at
events
Investors find startups
themselves
5 out
of 10
5 out
of 10
Startups find investors
themselves (send requests,
emails)
4 out
of 10
How investors find startups
28. 28
Veto rights
Type of
preferred stock
Number of
board seats
Valuation
Option Pool Size
Liquidation
Preferences
What to do when you found investor?
31. 31
01
02
03
04
05
06
No clear funding objective
Seeking funding too early
Not providing cash-flow analysis
Overestimating future revenue
Underestimating your variable expenses
Raising too much money/Raising too little
money
Top Mistakes of startups
Not using financial model to create a narrative
for your business
32. Figure out how to convince people to work for you for next to
nothing (in exchange for equity or deferred salary)
.
Lessons learnt: startups share their experience
Create a product or service that you can sell and Start selling
Use the revenue you are making to finance future product
improvements and development
.
.
Once you get to $20,000 per month in sales, then go look for
seed funding to improve your product