Angel Investors

Angel Investors Your New Business Financial Supporter Mingles Tsoi 2008.12.10

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The Context of Raising Capital

How things have changed? Now Past Great time to be a buyer Great time to be a seller M&A More demanding less loyal Lot of shadow alliances Customer acquisition/retention Low rates, more attractive, but much tougher terms Term sheets negotiated, less tendency to borrow Capital formation Hard to keep folks happy, they want to be informed Excessive salaries, overnight millionaires Motivating/compensating your team Nowhere to run, nowhere to hide 3 monkeys & euphoria Deal with bad news Offensive strategy Defensive strategy Intellectual property Get the customers, maintain demand exceeds If built, people will come, look marvelous on paper Infrastructure/system & staffing Defer if it can be deferred Spend if it can be spent Capital expenditure No exit, built to last In through the out door, built to flip Exit strategies Doing more with less Doing less with more Resource management

Matching with finance correctly
With great idea, you need finance for additional research or produce a prototypes
Expansion Early stage Start-up Pre-start
No sales yet, you need finance for working capital such as,
salary, initial marketing, product development & testing
Having a few sales, finance is required for marketing and operations, in order to make the business fly
With profits and well established business operation, funding is required for new product development and exploring new markets
up to US$0.1M up to US$1.0M US$0.1 - 1.5M US$0.2M up

Capital formation strategic pyramid IPO VC seed funds informal VC large-scale loans private placement angels small business funding support from family, friends, key employees your own money

Capital formation strategies debt equity cost of capital credit terms interest rate amortization penalties pledged equity terms valuation dilution control dividend redemption rights

Balancing competing interests
Entrepreneur wants/needs
maximum capital/valuation
avoid dilution/control
affordable cost of capital
Investor wants/needs
maximum return
mitigate risk/downside protection
input on future &
growth of the business/control
mutually beneficial exit strategy Growth in the value of business additional rounds of $ at more favorable valuations common objectives

Balancing four critical factors Capital Return Control Risk

You are here or DEPARTED APART PE / V C Expansion Early stage Start-up Pre-start

What is Angel Investors
An angel investor or angel (aka a business angel or informal investor in Europe) is an
Affluent individual who provides capital for a business start-up, usually in exchange for convertible debt or ownership equity .
A small but increasing number of angel investors organize themselves into angel groups or angel networks to share research and pool their investment capital.

The Original Story of Angel
The term "angel" originally comes from England where it was used to describe wealthy individuals who provided money for theatrical productions .
In 1978, William Wetzel, a professor at the University of New Hampshire and founder of its Center for Venture Research, completed a pioneering study on how entrepreneurs raised seed capital in the USA, and
He began using the term "angel" to describe the investors that supported them.

Types of Angels
Business Angel
private individual who invests and shares his personal management experience with the start-ups
Entrepreneurial Angel very rich entrepreneurial individual who invests to diversify portfolio or expand current business Corporate Angel company that make regular large angel type for majority stakes Professional Angel investor with background in professional careers, such as doctor, lawyer, accountant Latent Angel rich individual who has made angel investment but not in the past three years

Business Angels have a Role in
Filling the equity gap in the start-up phase;
Investing in companies at a stage where VCs are no longer active;
Being an integral part of the chain of integrated finance tools;
Contributing to the culture of entrepreneurship in the region;
Agglomerating the existing investment capital in a region.

Differences between business angels and formal venture capital?
Business angels invest their own assets and contribute their managerial skills, whereas venture capitalists invest the funds of others.
Business angels also invest lower amounts than venture capitalists. They tend to be involved in the early stages of a business’s lifecycle and their expectations in terms of ROI are more modest.
Business angels make their decisions of the future growth of a new business as venture capitalists are looking to the post records of already existing companies.

Equity Gap between Sources of Finance Cheaper sources of capital, such as bank financing, are usually not available for most early-stage ventures, which may be too small or young to qualify for traditional loans.

Angel Investment profile
Angel investments bear extremely high risk and are usually subject to dilution from future investment rounds. As such, they require a very high return on investment.
Because a large percentage of angel investments are lost completely when early stage companies fail, business angel investors seek investments that have the potential to return at least 10 or more times their original investment within 5 years, through a defined exit strategy, such as plans for an initial public offering or an acquisition.
Current 'best practices' suggest that angels might do better setting their sights even higher, looking for companies that will have at least the potential to provide a 20x-30x return over a five- to seven-year holding period .
After taking into account the need to cover failed investments and the multi-year holding time for even the successful ones, however, the actual effective internal rate of return for a typical successful portfolio of angel investments is, in reality, typically as 'low' as 20-30% .
While the investor's need for high rates of return on any given investment can thus make angel financing an expensive source of funds.

Business Angels in relation to Risk

The Pros and Cons of Business Angel Investors

For Angel Investors

Seven Fundamentals of Angel Investing
Sourcing
Evaluating
Valuing
Structuring
Negotiating
Supporting
Harvesting

Assessment of Angel Investor Inventory
Financial
Net worth, earnings over 5 to 10 years
Liquidity
Family & Personal
Support from spouse/family members
Stability of your personal life
Enjoy or nervous
Time
Full time/Part-time
Any extra-curriculum activities
Experience
Any Start-up experience
Area of business enjoyed
Industries worked before, capacities served
Other Angels
Network with other active angels
Risk
History of failure
Level of acceptance for loss

Angel Groups
Angel groups can provide an effective way for angel investors to maximize the efficiency of the their investment activities.
Typically these organizations have monthly meetings where three to five entrepreneurs pitch their companies.
The amount of screening varies from being based just on referrals to involved committees that actually visit the applying companies.
They are usually regionally based and have a variety of funding and price structures.

Top 10 Questions all Angel Investors Concern
How much can I make?
How much can I lose?
What is my exit strategy from this deal?
Who else says this deal is viable?
Does the founder already have resources at risk?
What other value can I bring to the table?
Can I trust the management team?
Is this company’s target market large, growing and reachable?
Does the company have a sustainable advantage, either operational effectiveness or strategic positioning?
Is the company’s business, revenue, and profit model credible, verifiable, efficient and sustainable?

Five b asic r equirements from inve stors
Market
large and rapidly expanding
People
that can get the job done
Idea / technology
be commercialized
Strategy
with strong unfair advantage
Price per share
be reasonable

Real story from an Angel
Result
August 12, 1998 , Amazon acquired Sunnyvale-based Junglee , an XML-based data-mining startup
priced for 1.6 million shares of Amazon stock
Sold at US$ 210 million
Background
June 1996 , Tsuyoshi Taira attended the symposium of TiE (The Indian Entrepreneurs)
met four Indian undergraduates from Stanford U.
core product, a sophisticated search engine
Taira acted as angels with:
4 friends from Taiwan, US$ 400,000
1 friend from Japan, US$ 100,000
a few ABC, US$ 250,000
Seed Fund US$ 0.75 million
Annualized ROI = 128 X Return on Investment = 279 X

For Start-up Entrepreneurs

Different steps that exist in the process of finding finance for his/her project

Checklist for Whether to Seek Angel or Not
Management Team
Is your team experienced, driven, coachable, and willing to cede some control and decision-making authority to outside investors?
Target Customer
Do you have an identifiable market segment? Is there a demonstrable and significant demand for your proposed solution?
Market Size
Are the projected revenues in your product category large and growing? Can this be a several hundred million dollar market?
Competition
Have you identified potential competitors? Do you understand your company’s differentiation points? Will true barriers to entry help your company to maintain a competitive advantage?
Technology
Have you proven the concept behind your product or technology? Can this be confirmed with data or by objective experts? Have you built a comprehensive business plan to commercialize the technology?
Protected Intellectual Property
Have you protected your intellectual property? Have you performed an exhaustive search to be sure that you are not infringing on patents or trademarks held by others?
Sales Strategy
Do you have a plan to achieve widespread market penetration for your products and services? How will you do this as efficiently as possible? Will you create an internal, direct sales team, or will you rely on external channel partners?
Profit Potential
Can you demonstrate how high margins (+15%) and consistent cash flow growth will be achieved?
Capital Needs
Do you require between 200,000 RMB to 5,000,000 RMB to finance growth activities, including product development, recruiting key staff, launching sales and marketing activity?
Financial Projections
Have you developed reasonable financial projections - including an income statement, cash flow and balance sheet and supporting spreadsheets - based on logical, realistic assumptions?
Exit Strategy
Do you have a clear exit strategy that will enable angel investors to generate a return of at least ten times their initial investment within five to seven years?
Business Plan
Have you developed a comprehensive business plan that articulates your key business strategies for how you will grow your venture?

What kind of enterprises need venture funding?
Not all companies are suited to receive venture capital, and some will do better with loans or other forms of financing.
According to Katarina Bonde, Managing Director of KUBI, the following companies can benefit from seed capital:
Companies with business ideas with significant commercial potential;
Companies with enough growth or profit potential to generate a good return on investments;
Companies in dynamic and changing industries;
Companies built on technical innovations;
Founders who can share control of the company.

Common mistakes entrepreneurs make in the search of capital
Preparing inadequately
Searching capital too dispersive
Misjudging the time to close a deal
Falling in love with your business plan
Spending too much time raising money
Failing to understand the investor’s real needs
Taking your projections too seriously
Confusing product development with the need
Failing to recognize the strength of mgt. team
Providing business plans too excessive details
Wasting the time of investors
Lacking of analysis
Acting at the wrong timing
Afraid of sharing idea without telling the whole story
Underestimate strategic benefits from investors
Wrongly recognizing valuation is a science than an art
Mistakenly beleive ownership equal controls

Factors drive value in venture-investing Clearly defined sales & marketing strategy Intellectual asset harvesting & management systems Recognizable brands & industry/peer respect Transparency in accounting and financial systems Culture of innovation and adaptability Commitment to strong/proper governance GROWING COMPANY VALUE DRIVERS

What are the venture investor really looking for? The business plan should always address the areas shown above to ensure there will be a first meeting Marketing & Branding Strategies Durable Revenue Streams Management Team’s Ability to Lead/Execute Path to Profitability is Clear Large and Clearly Defined Target Markets Strong Base of Loyal and Diversified Customers Strategic Alliances, Channels, & Networks Defendable Competitive Advantage (IP) Growing Company

Suggestion for Change

Perspective of Angel Investment in HK
Characteristics
No sophisticated nor organized angel groups
Invest-alone or in loose clusters
Close and trusted network
Intuitive investment approach
Lack of knowledge in business valuation
Speculative investor oriented
Suggested Solutions
Developing guidelines, case studies and templates
Increase depth and breadth of training for investors
Reference to the Business Angel Legislation Support in the UK, EIS (Enterprise Investment Scheme) qualify for generous tax relief for investment done by business angels http://www.hmrc.gov.uk/eis/
Establishing university-led angel investment network to finance and mentor innovative student-and alumni-initiated companies

Books recommended for reference http://www.anobii.com/mingles

Mingles Tsoi Start-up consultant www.entrepreneur.hk mingles.tsoi [email_address]

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Angel Investors

by Mingles Tsoi

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