Tetuan Valley Startup School VI (Session 2)

Tetuan VAlleyStartup School Spring 2012 Week2 #StartSpain In the end, a Sp art ans true st reng is the warrior next t th o him. So give respect and honor t o him, and it will be returned Tetuan Valley, March 2012

#StartSpainSponsors Collaborators

STARTUP FINANCE 101 OBJETIVE SESSION 1 •  Key concept s St artup Finance 101 for non •  Principles biz profile founders •  Ra tios and formulas •  Invest ors; Objetives and constrictions, OUTCOMES invest ment st ages, Venture Capit and al critic value enhancers •  Underst anding of key •  Conclussions financial indica ors t •  Enabling entrepreneusr t set up model and o s criteria for st artup SESSION 2 valua tion and invest or •  Business planning financial present tion a •  Pricing •  Business modeling SCHEDULE •  Misc. tools 2 x 4h sessions #StartSpain

STARTUP FINANCE 101 – Session 2 1.  The Business Plan 2.  The Price 3.  The Business Model 4.  Other Tools #StartSpain

My tm ime is valuable... how much w ill I spend looking a y t our BP #StartSpain

Which curves are more credible?They might feel nice, but everybody knows they’refake #StartSpain

3/20/12

Wh t ainvestorsare lookingfor... and soshould Y OU3/20/12

YourCompany Your Investor Your Numbers 3/20/12

WH T WE INCLUDE IN A F A INANCIAL 1 PAGER: COMPANY l  Opportunity description WHO ARE YOU l  Business Model l  Need Sa isfied t l  Product / Serv s ices WH T D Y A O OU DO l  Market Object ive l  Compet ors it l  Sales & Marketing HOW D Y O OU Strategy ACHIVE IT l  Current and Funnel Clients OPPORTUNI TY l  Invest ment Alloca ion t FOR THE l  Exit Strategy INVEST OR #StartSpain

WH T WE INCLUDE IN A F A INANCIAL 1 PAGER: INVESTORl  Business Sect or (Tags)l  Cont act Informa ion t Execut ive Team RELEV ANTl  Financial Informa iont INFORMATIONl  ―  Invest ment St age FOR THE ―  Current Capital ―  Mont hly Burn Ra te INVEST OR ―  Pre-Money V alua ion t ―  Invest ment Capit all  Current Invest orsl  Forums 3/20/12

WH T WE INCLUDE IN A F A INANCIAL 1 PAGER: NUMBERS Mul,plier Año1 … Año n Revenues CF Breakeven EBITDA Net Result Assets Liabili=es Cash Money… when and how much #StartSpain

PRICING METHODS - BENCHMARK Useful for similar product s Difficul t obt t o ain dt aa Be careful l  Wh t y a ou comp are l  Units l  Time l  Loca ion t Tabulate d t and aa present in graphs or simple tables #StartSpain

PRICING METHODS - MARKUP Useful for est ablished product s in compet ive it a mosphere t Alw ays lower limit Easy t obt o ain d t a a… your comp any Be careful l  Over price l  Cost Alloca ion t l  Unitary marginal, variable and fixed cost #StartSpain

PRICING METHODS – VALUE ADDED Useful for breakt hrough technologies Clearly explain t he gains the client w ill h ve a Difficul t obt t o ain dt aa Alw ays upper limit Be careful l  Wh t are t a he needs of the client l  Determine t he value per use #StartSpain

Wh t makes y a our business tickUp and Down... almost ALW AYS isrela ted #StartSpain

How t determine y o our business drivers How Target: Commercials in FMCG companies 5.000 users ﬁrst year , recurrent and growing How Go to 5 of the 100 companies in the market How 1 Market Average is 1000 users/ client Do you sll have 5.000 Users? I personally (or my network) know 5 decision takers in those 2 How companies, ini=al prospec=on has been made Do you sll have 5.000 Users? 3 Do de companies have control over the users? Do you sll have 5.000 Users? How 4 Are my clients going to demand a trial phase Do you sll have 5.000 Users? 5 Success in conversion rate from trial to client? Do you sll have 5.000 Users? #StartSpain

Usefulness Target: Commercials in FMCG companies 5.000 users ﬁrst year , recurrent and growing Go to 5 of the 100 companies in the market Marke=ng / Sales Strategy 1 Market Average is 1000 users/ client Do you sll have 5.000 Users? I personally (or my network) know 5 decision takers in those Scalability 2 companies, ini=al prospec=on has been made Do you sll have 5.000 Users? 3 Do de companies have control over the users? Success of Do you sll have 5.000 Users? product / service 4 Are my clients going to demand a trial phase Do you sll have 5.000 Users? 5 Success in conversion rate from trial to client? Do you sll have 5.000 Users? #StartSpain

Revenue StreamsAdvertisingBrokerageEcommerceFreemium – SuscriptionViRtUAL GOODPAY PER USED t mining aa

#StartSpain

3/20/12

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Tetuan Valley Startup School VI (Session 2)

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Tetuan Valley Startup School VI (Session 2) Presentation Transcript