Copy of the presentation I gave in the Entrepreneurship Workshop at IIM Calcutta Ascent'09 on 19th July 2009. " 7 Secrets Investors won’t tell you about Business Plans " - The Art of BPlans

1. 7 Things Investors won’t tell you about B-plans The “Art” of B-Plans Ascent’09 Indian Institute Of Management, Calcutta (Joka) RudraKamalSinha Roy, iViZ Security

2. What will we discuss? How investors look at your Bplan? 1 golden rule BEFORE writing a B-Plan 3 success tips before we start 5 killer tactics to evaluate your plan The ultimate Bplan Template 5 “Not-to-be” said sentences 2 Easiest way to get dumped!

3. By the way.. Let me introduce myself before we dive into excitement.. Early Member at iViZ Security (Ah Yes the first one!) IDG Ventures Funded which has earlier funded companies like Netscape, Myspace amongst several others Technology Pioneers 2008 Hottest Startup 2008 Red Herring 100 Top 2 in Asia; Top 8 in the World Top 4 Emerging Product Companies

4. How investors look at your Bplan? Investors don’t quite really look at your B-plan They look at you: Your conviction in the product Your ability to sell Your preparedness Your ability to execute Your vision and self belief Your Team : Most important!

5. 1 golden rule BEFORE writing a B-Plan Thinking about starting your own company? Don’t write a B-plan Get Customers First and Then Write a Business Plan If Nobody Buys, it’s Not a Business! Validate your concept Validate your Key assumptions Better forecasts for your B-plan Investors wants results not ideas  So…put down your pen and pick up the phone!

6. 3 Success Tips before we start.. Don’t waste time on long introductions. Be passionate, convincing, interesting. Give “Me” a story and I will give “You” money Okay here goes our story…

8. 5 killer tactics to evaluate your plan What important customer problem can you solve? How are you going to do it? How many customers are there that are willing to buy from you? (besides your girl friend) Why can only you provide the solution? How can you defend against others? Ask these questions BEFORE an investors does! Else…

10. What important customer problem can you solve? How valuable? How painful? Remember, you need to change somebody’s behavior to buy your product.

12. How many customers are there that are willing to buy from you? How many customers are there? (Market size) How many will buy from you? (Market share) Who will be/is your first customer (besides your girl friend)? Who will be your 100th?

13. Why can only you provide the solution? Execution is the Key How are you unique? What do you provide that nobody else can? (Team, prior execution capabilities, start-up experience etc) Remember: Moderate Idea + Great Team > Great Idea + Moderate Team

14. How can you defend against others? Can your competitor copy it easily with additional resources? What prevents them from doing it? Location, brand, patent (or other IP), great service, great taste etc.. Remember: You can’t copy execution!

15. The Ultimate B-Plan Template I’ll share a separate B-plan template after this session.

16. 5 “Not-to-be” said sentences.. 1. There is no competition 2. The VCs are guaranteed to make money 3. I already have other VCs begging to put money 4. We can build the product in 90 days 5. I will quit my job when you fund me

17. 2 Easiest way to get dumped! “If I had been given more time, I would have been able to explain better and you would have understood how great our business is.” “I am only presenting a conservative plan. We will actually have a lot of upside.”

18. 4 Reasons Why some Ideas NEVER make it Lack of conviction and belief Multiple Focus Erroneous Execution Lack of Time to succeed

19. Okay, so all these if done correctly leads to..

20. * Great B-Plans!

21. Business Idea Evaluation Framework