What it Takes To Raise Money

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“What’s your exit strategy?” “Come back when you have revenue.” “Are you lean?” “What’s the business model?”

Raising capital is less about the answers to such questions and instead, having the passion for and ambition to not take no for an answer, networking, networking, networking, creating excitement and engagement, and knowing your audience (no, not your customers: the investors). When you know your market and the stage in which you find yourself, there are a common set of expectations for your business such that raising capital is as simple as ensuring you’ve met those expectations, knowing how to tell your story, and recognizing that no two VCs think nor angel investors alike. Let’s talk about how to do that and how to get ready for the different expectations of different investor communities.

To get the talking points and details from the presentation, visit http://seobrien.com/what-it-takes-raise-money

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What it Takes To Raise Money

  1. 1. #CaptivateCon @seobrien What It Takes To Raise Money
  2. 2. #CaptivateCon @seobrien If you're creative, you have to keep innovating bigger! - whurley; Chaotic Moon
  3. 3. #CaptivateCon @seobrien Innovation is about conveying your imagination to someone else. - whurley; Chaotic Moon
  4. 4. #CaptivateCon @seobrien
  5. 5. #CaptivateCon @seobrien - Peter Drucker; invented Management by Objectives The only things that matter
  6. 6. #CaptivateCon @seobrien Innovation and Marketing - Peter Drucker; invented Management by Objectives
  7. 7. #CaptivateCon @seobrien Because the purpose of business is to create a customer, the business enterprise has two–and only two–basic functions: marketing and innovation. Marketing and innovation produce results; all the rest are costs. Marketing is the distinguishing, unique function of the business
  8. 8. #CaptivateCon @seobrien And yet... Typical Priorities 1. Finance 2. Sales 3. Production 4. Management 5. Legal 6. People 1. Finance 2. Sales 3. Production 4. Management 5. Legal 6. People 1. Finance 2. Sales 3. Production 4. Management 5. Legal 6. People 1. Finance 2. Sales 3. Production 4. Management 5. Legal 6. People
  9. 9. #CaptivateCon @seobrien There's hope 1. Finance 2. Sales 3. Production 4. Management 5. Legal 6. People 1. Finance 2. Sales 3. Production 4. Management 5. Legal 6. People Typical Priorities 1. Finance 2. Sales 3. Production 4. Management 5. Legal 6. People 1. Finance 2. Sales 3. Production 4. Management 5. Legal 6. People Startup Priorities 1. Talking to customers 2. Improving account metrics 3. Understanding the market 4. Content marketing 5. Acquisition - Activation - Retention - Referral - Revenue Ideas popularized by Steve Blank and Dave McClure
  10. 10. #CaptivateCon @seobrien Fundraising Priorities 1. Know What's In the Box 2. Marcom Foundation 3. Culture Over Strategy 4. Understand Investors
  11. 11. #CaptivateCon @seobrien Know what's in the box Everything has an adoption curve
  12. 12. #CaptivateCon @seobrien Know what's in the box
  13. 13. #CaptivateCon @seobrien Know what's in the box Business Owner Comfortable Living Product / Market Change the World
  14. 14. #CaptivateCon @seobrien Know what's in the box Business Owner Comfortable Living Product / Market Change the World Innovator Marketer
  15. 15. #CaptivateCon @seobrien It defines your future Product / Market Change the World
  16. 16. #CaptivateCon @seobrien Product / Market Seed MVP Monetize Scale Pivot
  17. 17. #CaptivateCon @seobrien Change the World Friends & Family Seed (Angel) Scale (Series A) Monetize (Series B)
  18. 18. #CaptivateCon @seobrien The aim of Marketing is to make selling superfluous
  19. 19. #CaptivateCon @seobrien Marcom Foundation * Business Intelligence & Analytics * User Experience & Design * Website Architecture * Content Marketing * Optimization & Capture
  20. 20. #CaptivateCon @seobrien Marcom Foundation What is your engagement model? Acquisition, Activation, Retention, Referral, Revenue
  21. 21. #CaptivateCon @seobrien Foundation Function Finesse Culture & PR Engagement Creates Synergy Performance & Intelligence Marcom Foundation
  22. 22. #CaptivateCon @seobrien Culture Over Strategy
  23. 23. #CaptivateCon @seobrien Culture Over Strategy Passion, purpose, story, branding... Marketing Culture defines your approach to attracting and retaining: 1. Employees 2. Partners 3. Customers 4. Investors
  24. 24. #CaptivateCon @seobrien Understanding Investors Not about what you're doing nor you're exit, but what comes after that
  25. 25. #CaptivateCon @seobrien Understanding Investors Never tell an investor they are wrong
  26. 26. #CaptivateCon @seobrien Understanding Investors Because they don't know your business better than you do
  27. 27. #CaptivateCon @seobrien Understanding Investors Engaged Investors Question Everything
  28. 28. #CaptivateCon @seobrien
  29. 29. #CaptivateCon @seobrien paul@seobrien.com http://seobrien.com 1. Know What's In the Box 2. Marcom Foundation 3. Culture Over Strategy 4. Understand Investors

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