© 2015 David Teten. More at teten.com
The Virtual Handshake:
How to Make Sales As Easy As Online Dating
http://www.flickr....
© 2015 David Teten. More at teten.com
Don’t take notes!
Download these slides,
sign up for updates,
and get more free reso...
Intro Social Media Tells Network Next Steps
© 2015 David Teten. More at teten.com
•  Introduction
•  Social Media
•  Tells...
Intro Social Media Tells Network Next Steps
© 2015 David Teten. More at teten.com
ff Venture Capital (ffvc.com)
•  Venture...
Intro Social Media Tells Network Next Steps
© 2015 David Teten. More at teten.com
Select Emerging Growth $50mm + Valuation...
Intro Social Media Tells Network Next Steps
© 2015 David Teten. More at teten.com
David Teten (teten.com)
• Partner, ff Ve...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
•  Introduction
•  Social Media
•  Tells ...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com http://www.flickr.com/photos/23439761@N03...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
Firms fail to capitalize on their interna...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
“Social media is a
communications
medium ...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
Why should I care about social media?
• B...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
But I don’t use social media, and neither...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
•  Searchable
•  Cheap
•  Crosses boundar...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
Social media is pertinent throughout the ...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
You are the virtual you.
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
•  Introduction
•  Social Media
•  Tells ...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
Attractive sales targets leak signals whi...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
Many companies sell databases of potentia...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next Steps
Character – Competence – Relevance – Strength – Information – Number – Diversity
Intro Social Med...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
•  Introduction
•  Social Media
•  Tells ...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
Social media is a more effective platform...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
Step 1: Google Yourself
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
Step 2: Choose the Center of your Online ...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
Step 3: Be a Data Hound
http://flickr.com...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
Step 4: Join the Right Club
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
Step 5: Find People to Meet
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
Step 6: Reduce Email Use
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
Common mistakes of online salespeople.
ht...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
Any questions ?
Slides at teten.com/sales...
Tells Network Next StepsIntro Social Media
© 2015 David Teten. More at teten.com
Disclaimer and Forward Looking Statements...
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The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

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The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

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Association for Corporate Growth Intergrowth
May 12, 2009

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The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

  1. 1. © 2015 David Teten. More at teten.com The Virtual Handshake: How to Make Sales As Easy As Online Dating http://www.flickr.com/photos/intersectionconsulting/3469011188/ David Teten Partner, ff Venture Capital ffvc.com // @ffvc teten.com // @dteten July 8, 2015
  2. 2. © 2015 David Teten. More at teten.com Don’t take notes! Download these slides, sign up for updates, and get more free resources at: teten.com/sales
  3. 3. Intro Social Media Tells Network Next Steps © 2015 David Teten. More at teten.com •  Introduction •  Social Media •  Tells of People and Companies You Want to Know •  Growing Your "Network 2.0" •  Next Steps
  4. 4. Intro Social Media Tells Network Next Steps © 2015 David Teten. More at teten.com ff Venture Capital (ffvc.com) •  Venture capital fund focused on investing at seed stage and follow-on rounds •  Based in NYC but investing across the US, plus abroad •  Extensive resources to support portfolio companies’ growth, with 27 employees •  Invested over 245 times in 76 companies since 2008 •  First investments typically $100-$500K at valuations of <$5m pre-money •  Prominent investments include: Cornerstone OnDemand (IPO); Quigo Technologies (sold to AOL for reported $340m); Indiegogo; Klout; Plated
  5. 5. Intro Social Media Tells Network Next Steps © 2015 David Teten. More at teten.com Select Emerging Growth $50mm + Valuation Acquired/IPO → acquired  by   ffVC companies create new industries.
  6. 6. Intro Social Media Tells Network Next Steps © 2015 David Teten. More at teten.com David Teten (teten.com) • Partner, ff Venture Capital, early-stage technology venture capital fund • Lead author of first-ever research study on best practices in private equity/venture capital deal origination • Lead author of first-ever research study on best practices of venture capitalists in increasing portfolio company value through operational support • Currently co-leading study on how to disrupt investing • Harvard MBA 1998, Yale BA, both with honors. • @dteten
  7. 7. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com •  Introduction •  Social Media •  Tells of People and Companies You Want to Know •  Growing Your "Network 2.0" •  Next Steps
  8. 8. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com http://www.flickr.com/photos/23439761@N03/3258313816/sizes/l/ Social media allows you to convert cold calls to warm calls.
  9. 9. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com Firms fail to capitalize on their internal and external networks. Forrester Research/David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online. http://www.flickr.com/photos/pagedooley/2494191157/sizes/l/ •  Knowledge is not readily searchable •  Knowledge is not retained when employees leave •  Relationships are not visible •  Relationships are primarily tied to colocated people •  Millennials expect and embrace social technologies
  10. 10. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com “Social media is a communications medium that relies on its audience to create, modify, or distribute the medium’s content - Nick Gonzalez, SocialMedia.com http://www.flickr.com/photos/briansolis/2735401175/sizes/l/, http://blog.socialmedia.com/how-should-we-define-social-media/. /
  11. 11. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com Why should I care about social media? • Because 3 out of 4 Americans use social technology. (Forrester, The Growth Of Social Technology Adoption, 2008) • 2/3 of global internet population visit social networks (Nielsen, Global Faces & Networked Places, 2009) • Visiting social sites is now the 4th most popular online activity—ahead of personal email. (Nielsen, Global Faces & Networked Places, 2009) • Visitors spend 5 million minutes per day on Facebook. (Facebook) http://www.slideshare.net/mzkagan/what-is-social-media-2005829 . http://www.flickr.com/photos/sreejithk2000/2385193167/sizes/l/
  12. 12. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com But I don’t use social media, and neither do my clients! • The reality: you and your clients are in the matrix whether you like it or not. • Your clients search for you on Google before doing business with you. • You are already a member of gated online communities, which you may or may not be fully leveraging: your alumni network, your local “Moms” or “Dads” mailing list, your church/synagogue/mosque • You can accelerate your sales process by leveraging potential clients’ digital footprints. These help you to source leads, filter them, and then run a better educated sales process. http://www.slideshare.net/mzkagan/what-is-social-media-2005829 . http://www.flickr.com/photos/sreejithk2000/2385193167/sizes/l/
  13. 13. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com •  Searchable •  Cheap •  Crosses boundaries of time and space •  Enables a passive presence •  Easy to form groups of like minded people •  Greater visibility Why are online networks so powerful? http://www.flickr.com/photos/uaeincredible/3333223048/sizes/o/
  14. 14. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com Social media is pertinent throughout the sales cycle. Sales Cycle How Social Media is an Accelerator Marketing •  Become a searchable magnet for potential clients who need what you sell Identify leads •  Identify clients who have changed status and are now more likely to be buyers Background check •  Review professional and personal lives •  Talk with client’s network: customers, competitors, suppliers Reach out •  Identify commonalities Negotiate deal •  Gain insight into counterparty’s negotiating style, motivations Upsell •  Identify opportunities for introductions to other leads •  Track movement in their job
  15. 15. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com You are the virtual you.
  16. 16. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com •  Introduction •  Social Media •  Tells of People and Companies You Want to Know •  Growing Your "Network 2.0" •  Next Steps
  17. 17. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com Attractive sales targets leak signals which indicate they’re potential buyers. http://flickr.com/photos/laserstars/908946494/sizes/o/
  18. 18. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com Many companies sell databases of potential buyers.
  19. 19. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com •  Introduction •  Social Media •  Tells of People and Companies You Want to Know •  Growing Your "Network 2.0" •  Next Steps
  20. 20. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com = D * ∑ (Chn*Con *Rn* Sn*In) Ch = Character Co = Your Firm’s Competence R = Relevance of the contact S = Strength of your relationship I = Information N = Number of people D = Diversity Network Valuation Formula N n=1 David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (www.TheVirtualHandshake.com)
  21. 21. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com Always be closing. Alec Baldwin in Glengarry Glen Ross http://www.onlygoodmovies.com/blog/thoughts-on-film/glengarry-glen-ross-my-favorite-movie-scenes/
  22. 22. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com Average Strength = Minutes Available / Person Number = # People therefore… You can optimize for Strength or Numbers but not both. Average Strength * Number = Total Minutes Available vs.
  23. 23. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com Biography analysis software allows you to search by common affinity and increase your success rate in outreach. •  Boardex •  Identified* •  Klout* •  LinkedIn •  Pipl •  Relationship Science •  ZoomInfo Leading Providers of Biography Analysis Data * ff VC portfolio company
  24. 24. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com •  Daniel Zumino, founder of BCG Paris and angel investor, had made a small investment in a startup •  November 1999: He sent email to Stanford GSB alumni list seeking capital for the startup •  March 2000: Raised $8m through referral from alumni, via this listserv David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (www.TheVirtualHandshake.com) Case study: Entrepreneur raised $8m from an alumni email list
  25. 25. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com Corporate analysis software provides an insider view of the org chart, compensation, and customer views of a company. Leading Providers of Corporate Analysis Data •  Capital IQ •  CogMap •  LexisNexis Corporate Affiliations •  Salesforce Data.com •  Glassdoor •  TheOfficialBoard •  ReferenceUSA
  26. 26. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com Search engine optimize both your firm site and the internet presence of your team. http://www.flickr.com/photos/olibac/2894715308/sizes/l/ •  Scan targets’ sites to understand the language that they use when searching. •  Use keywords Inconsistently. •  Name what you’re selling. •  Optimize top of the page. •  Accuracy matters. •  https://adwords.google.com/select/ KeywordToolExternal
  27. 27. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com •  In person •  Visual chat (e.g., Skype, Google Hangout) •  Phone •  Instant messaging/ texting •  Email •  Twitter Using multiple media channels promotes stronger trust- building. Caroline Haythornthwaite, “Strong, Weak, and Latent Ties and the Impact of New Media,” The Information Society, 18 ( 2002) 385–401. http://flickr.com/photos/re-ality/41676755/sizes/o/ Major Media Channels for Origination (descending order of importance)
  28. 28. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com Use Meetup to connect with potential buyers face-to-face.
  29. 29. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com Learn to write powerful emails. •  Reduce email traffic by answering their questions in advance. •  Use a complete email signature. http://www.flickr.com/photos/misbehave/2352753067/sizes/l/
  30. 30. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com Effective salespeople are data hounds. Tools for Assimilating Data into Your Contact Relationship Management (CRM) System Data source Selected technology for inserting data into CRM Business Cards FullContact Emails Evercontact, FullContact, RelateIQ Cloud LinkedIn, Plaxo CRM Act, Salesforce, RelateIQ
  31. 31. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com A CRM system is useless without compliance. •  Senior management must role model. •  Ensure CRM generates direct value to users, e.g., by providing annual updating of information by admin staff. •  Base part of compensation on compliance. •  Tie compensation to firm performance, not individual performance. •  Make data entry easy, e.g., by enabling sync to mobile devices. •  Allow easy data export (controversial but not unheard of.) How to Ensure Use of CRM
  32. 32. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com Monitor social media activity around your company with Bottlenose*. * ff VC portfolio company
  33. 33. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com Create a social networking toolkit. •  Create a file with email address groups of people with like interests •  Create template emails for frequently used text http://flickr.com/photos/neilt/2517652/sizes/o/
  34. 34. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com Identify thought leaders in your sector with Klout*. *ffVC portfolio company
  35. 35. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com Senior executives prefer to interact online behind barriers, just as they do in face-to-face networks. Sample Gated Communities for Executives •  IERG Online •  Executive Forum •  INMobile •  Sermo •  Some LinkedIn groups
  36. 36. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com •  Yahoo Groups •  Google Groups •  LinkedIn Online Community Platforms •  Ning •  Xing Every special interest group has an online community.
  37. 37. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com Angel Group Platforms Angel Communities Consumer Loans Private Equity Public Gust AngelList CircleBack Lending Assoc. for Corporate Growth Albourne Village Proseeder CircleUp LendingClub Axial FT Alphaville Long Room FundersClub Prosper Intralinks Deal Nexus Sum Zero OurCrowd MergerMarket Value Investors Club SeedInvest Major Gated Communities for Investors Investors maintain their own online gated communities.
  38. 38. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com How to leverage online mailing lists and discussion forums. •  Customize your standard intro. •  Lurk before you leap. •  Dive in, but don’t splash. http://flickr.com/photos/kaibara/1231278142/sizes/o/
  39. 39. Tells Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Intro Social Media © 2015 David Teten. More at teten.com Diversity your network by taking one step away from home base. •  By industry •  By geography •  By personal characteristics http://flickr.com/photos/extranoise/169187125/sizes/l/
  40. 40. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com •  Introduction •  Social Media •  Tells of People and Companies You Want to Know •  Growing Your "Network 2.0" •  Next Steps
  41. 41. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com Social media is a more effective platform for sales. Parameters Face-to-Face Social Media Character Judge by a handshake SEC filings Competence Personal resources Enterprise resources Relevance Semi-random Focused, searchable Strength Limited channels Multi-media Information Poor visibility Detailed, current data Number Small Large Diversity Restricted by time, space Crosses time & space
  42. 42. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com Step 1: Google Yourself
  43. 43. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com Step 2: Choose the Center of your Online Life http://www.flickr.com/photos/pathfinderlinden/157712296/sizes/l/
  44. 44. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com Step 3: Be a Data Hound http://flickr.com/photos/misterdna/49841409/sizes/l/
  45. 45. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com Step 4: Join the Right Club
  46. 46. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com Step 5: Find People to Meet
  47. 47. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com Step 6: Reduce Email Use
  48. 48. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com Common mistakes of online salespeople. http://flickr.com/photos/misterdna/49841409/sizes/l/ •  Confusing professional and personal •  Not converting online to face to face •  Spamming •  Looking needy •  Searching for companies instead of people
  49. 49. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com Any questions ? Slides at teten.com/sales Sign up for updates at ffvc.com and teten.com @ffvc @dteten
  50. 50. Tells Network Next StepsIntro Social Media © 2015 David Teten. More at teten.com Disclaimer and Forward Looking StatementsThis presentation is being provided solely for informational purposes. By accepting this presentation, the recipient (i) acknowledges and agrees that it will keep all of the information contained herein confidential and (ii) shall be deemed to have agreed to the following: These materials are being furnished on a confidential basis to a limited number of qualified investors for the purpose of providing certain information about a potential investment in ff Sapphire (IV) Venture Capital Fund, L.P. or a parallel fund thereof (collectively, the “Fund”). These materials contain preliminary information that is subject to change and that is not intended to be complete or to constitute all the information necessary to adequately evaluate the consequences of investing in the Fund. The information contained in these materials related to the terms and conditions of the Fund will be superseded, and is qualified in its entirety, by reference to the amended and restated limited partnership agreement and subscription agreement of the Fund, and the Confidential Private Placement Memorandum in respect of the Fund, which will be furnished to qualified investors on a confidential basis at their request and which should be reviewed for complete information concerning the rights, privileges and obligations of investors in the Fund. ffVC makes no representation or warranty (express or implied) with respect to the information contained herein (including, without limitation, information obtained from third parties) and expressly disclaims any liability based on or relating to the information contained in, or errors or omissions from, these materials; or based on or relating to the recipient’s use (or the use by any of its affiliates or representatives or any other person) of these materials; or based on any other written or oral communications transmitted to the recipient or any of its affiliates or representatives in the course of its evaluation of ffVC or the Fund. ffVC undertakes no duty or obligation to update or revise the information contained in these materials. The recipient should conduct its own investigations and analyses of ffVC and the Fund and the information set forth in these materials. Nothing in these materials should be construed as a recommendation to invest in any securities that may be issued by the Fund or as legal, accounting or tax advice. Before making a decision to invest in the Fund, a prospective investor should carefully review information in respect of ffVC and the Fund and consult with its own legal, accounting, tax and other advisors in order to independently assess the merits of such an investment. These materials may contain “forward‐looking” information that is not purely historical in nature, and such information may include, among other things, projections, forecasts or estimates of cash flows, yields or returns, scenario analyses and proposed or expected portfolio composition. The forward‐looking information contained herein is based upon certain assumptions about future events or conditions and is intended only to illustrate hypothetical results under those assumptions (not all of which will be specified herein). Not all relevant events or conditions may have been considered in developing such assumptions. The success or achievement of various results and objectives is dependent upon a multitude of factors, many of which are beyond the control of ffVC. No representations are made as to the accuracy of such estimates or projections or that such projections will be realized. Actual events or conditions are unlikely to be consistent with, and may differ materially from, those assumed. Prospective investors should not view the past performance of ffVC as indicative of future results. These materials also contain certain performance information respecting one or more investment programs that, while somewhat analogous to those of the proposed Fund, should be understood to involve differing circumstances. These materials also contain information about ffVC and certain of its personnel and affiliates and the historical performance of other investment vehicles whose portfolios are managed by ffVC. This information has been supplied by ffVC to provide prospective investors with information as to its general portfolio management experience. In addition, an investment in any other ffVC investment vehicle will be discrete from an investment in the Fund. As such, neither the realized returns nor the unrealized values attributable to any other ffVC investment vehicle are directly applicable to an investment in the Fund. Any investment in the Fund will be illiquid and its value will be volatile and may suffer from adverse or unexpected market moves or other adverse events. Investors may suffer the loss of their entire investment. Internal rates of return that are presented net of fees and expenses (Net IRR) reflect deductions for management fees, expenses and carried interest paid by fund investors at time of exit, but do not reflect carried interest which may be payable on portfolio companies which have not yet had an exit. Gross internal rates of return do not reflect deductions for fees, expenses and carried interest that would be paid by fund investors. Internal rates of return are calculated based on the appreciation of both realized and unrealized investments. There can be no assurance that the existing investments of the ffVC investment funds will be realized at a valuation that is comparable to the valuations described in this presentation, and any subsequent diminution of value at which any such investments ultimately will be realized (or any incorrect estimates underlying ffVC’s valuation methodology) could materially and adversely affect the performance figures described herein. The interests have not been registered under the Securities Act of 1933, as amended, or applicable state or foreign securities laws, nor has the Securities and Exchange Commission or any state or foreign regulatory authority passed upon the accuracy or adequacy of this presentation or endorsed the merits of any offering of interests in the Fund. The Fund will not be subject to the protections of the Investment Company Act of 1940, as amended.

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