Fundraising Entrepreneurship Course Spring 2020 Air University, Islamabad, Pakistan

1. Imran Jattala Entrepreneurship Week-13 Air University – Spring 2020 1
Fund-raising
Week – 13
Imran Jattala
Startup CoachEntrepreneurship Course
Spring 2020

2. Imran Jattala Entrepreneurship Week-13 Air University – Spring 2020 2
Innovation Framework
Governance
& Culture
Strategy
Review
& Revision
Information
& Reporting
PROBLEM SOLUTION GROWTH
CONCEPTKPIs
Learn
Sprint
Planning
Pivot Execution
Shippable
Increment
Review
Emergence
Network
Wave
Problem Statement
Empathize
Define
IDEATE
Prototype
Test
DESIGN THINKING LEAN STARTUP AGILE SCALING
Problem / Solution Fit Product / Market Fit Business Model Fit
Problem KPIs
1. Empathy
2. Desirability
3. Feasibility
4. Viability
5. Scalability
Solution KPIs
1. MVP Time & Cost
2. Brand Positioning
3. Customer Acq Cost "CAC"
4. Customer Lifetime Value
"LVC"
5. Sales Cycle Length
Growth KPIs
1. Conv rate
2. Churn Rate
3. Avg. Order
4. Profit Margin
5. MAU / MoM
6. Burn-rate
7. Runway
8. Culture
9. Asset
10. Earnings
11. Liquidity
12. Operations
13. Technology
14. Compliance
ENTERPRISE RISK MANAGEMENT
Performance

3. Back to main
Fund-raising
Section-1
How to raise Money
FFF
Imran Jattala Entrepreneurship Week-13 Air University – Spring 2020 3

4. Imran Jattala Entrepreneurship Week-13 Air University – Spring 2020 4
Business Model

5. Imran Jattala Entrepreneurship Week-13 Air University – Spring 2020 5
Brand Canvas
Story 📖 Symbols ✅ Strategy ♖
✎
Name
SolarCity 👤
Persona
✍
Typography
💡
Awareness
Digital Ads, Retail partners, Malls,
canvassing
➢
Positioning
Statement
For homeowners with high energy
bills, SolarCity is the leading solar
power provider in the US. Unlike
fossil fuel our power is both
affordable and sustainable.
Holly
Lives in Southern California
Owns their home
HHI: $80-150k
Energy bills over $150/mo
Wants to conserve energy to protect
the environment
Loves Apple products
🎨
ColorPalette
🏷
Sale
Salesperson’s shirt, Brochure,
Agreement
✌
Promise
Power Forever 🎬
Storyboard
✪
Logo
🚚
Delivery
Branded truck, branded technicians
shirt, welcome packet, yard sign
☺
Personality
Clean, Efficient, Happy, Modern,
Practical, Responsible
Holly pays her electric bill every month for
$150/mo. She feels like she can’t get ahead
financially even with her high HHI. She tried
saving money by not running the AC but that
just left her uncomfortable. She wished she
could be comfortable, save money and curb
global warming. That’s when SolarCity Direct
knocked on her door and offered solar for less
than she pays Edison and that helps her stay
comfortable and protect the environment. She
signed up and feels great about her savings,
comfort and environmental contribution.
📷
Imagery
💬
UseorPost-Delivery
Smartphone App, monthly bill,
monthly email, Ambassador program
(referrals)

6. Imran Jattala Entrepreneurship Week-13 Air University – Spring 2020 6
-20,000
-10,000
0
10,000
20,000
30,000
40,000
50,000
60,000
70,000
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24
MONTHLY CASH FLOW (Y1 & Y2) - CHECK THAT CASH > 0
0
50,000
100,000
150,000
200,000
Y1 Y2 Y3 Y4 Y5
5 Year Projections
Expenses Revenues Gross profit
Y1 Y2 Y3 Y4 Y5
Expenses 10,000 10,000 40,000 40,000 40,000
Revenues 10,000 15,000 150,000 150,000 150,000
Gross profit 0 5,000 110,000 110,000 110,000
5 Year Projections
Expenses is the total Fixed + Variable + HR costs
Check if revenues are realistics with your resources and market size.
Gross profit is the margin made with sales. Compare with competition.
5 Year Financial ProjectionsFinancial Model

7. Back to main
Guy Kawasaki’s
10 Slides
Pitch Deck
https://www.slideshare.net/GuyKawasaki/the-only-10-slide-
you-need-in-a-pitch-from-the-art-of-the-start-20

8. Imran Jattala Entrepreneurship Week-13 Air University – Spring 2020 8
Sources of Startup Funding

9. Imran Jattala Entrepreneurship Week-13 Air University – Spring 2020 9
Investment Landscape

10. Imran Jattala Entrepreneurship Week-13 Air University – Spring 2020 10
Investment Landscape

11. KPIs & Startup Investment
Imran Jattala Entrepreneurship Week-13 Air University – Spring 2020 11
Startup KPIs (Lifetime)
1. Cost of customer acquisition or "CAC"
2. Lifetime value of customer or "LVC"
3. Sales cycle length
4. Sales conversion rate
5. Retention Rate (Churn Rate)
6. Avg. Order Value & Profit Margin
7. Monthly Active Users (MAU)
8. Month-on-Month Growth (MoM)
9. Burn-rate / Runway
Startup KPIs (Design Thinking Mod 4-7)
1. Empathy (Problem Identification)
2. Desirability (Problem / Solution Fit)
3. Feasibility (Product / Market Fit)
4. Viability (Profitability/Sustainability)
5. Scalability: LVC ≥ 3*CAC
Startup KPIs (Module 8-16, 8 Weeks)
1. MVP Development Time & Cost
2. Branding & Positioning
3. Cost of customer acquisition or "CAC"
4. Lifetime value of customer or "LVC"
5. Sales cycle length

12. Imran Jattala Entrepreneurship Week-13 Air University – Spring 2020 12

13. Reach out to us on Social Media
Imran Jattala Entrepreneurship Week-13 Air University – Spring 2020 13
CGI Social Media Pages
❑ linkedin.com/company/ConsultCGI
❑ facebook.com/ConsultCGI
❑ twitter.com/ConsultCGI
❑ medium.com/@ConsultCGI
IJ Social Media Pages
❑ slideshare.net/ImranJattala
❑ linkedin.com/in/Jattala
❑ twitter.com/ImJattala
❑ medium.com/@Jattala
Center for Global Innovators (CGI) | Design of IDEO, Innovation of Strategyzer & Strategy of McKinsey

14. Congratulations
You are ready to Raise Funds for Your Startup