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About Dave
VP Programs at UP Global (Startup Weekend + Startup
America)
Serial Entrepreneur
EIR at Mitsui Venture Capital
Board member for four mid-market, handful of startups
and advisory board for over 50 startup companies +
NWEN
Husband, Dad
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2013 Source: Dow Jones VentureSource
AmountInvested($B)
NumberofDeals
Investment Falls in 2012
Deal Flow and Equity into Venture-Backed Companies
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DKParker, LLC
2013 Source: Dow Jones VentureSource
Industry Allocations Steady in 4Q’ 12
Deal Flow Allocation by Selected Groups
%DealFlowAllocation
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Big Markets?
Is the Market in Billions?
Specific Opportunity for VC >$100M
If you own the market how big
would your be
Market Leader vs. First Mover
Known or unknown
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B2B Sales Models
Direct – internal sales people (Inside or Outside), # of deals/
Month, salary + commissions
Distribution/Channel Sales – Indirect or external, <# of deals/
Month, no Salary, just commission <Mindshare. Fulfill
demand, don’t create demand
White Label Sales/Licensing – infrastructure or license sales,
long sales cycle, few but targeted customers
Web Direct – Advertising and conversion based sales, sales
support?, requires customers to search
Retail – N/A
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6 7 “Scalable” B2B Business Models
1. Commerce – Physical Goods- Wholesale, cost
of goods, retail, average margin, physical
good
2. Subscription – Dropbox – cost of customer
acquisition, lifetime value and churn
3. Lead Generation – AllStarDirectories – traffic,
form data, price per lead,
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6 7 Scalable B2B Models, Cont.
4. Market Place – Alibaba – average transaction,
commission on transaction
But start with one side
5. Transaction Fees – Flattr, KickStarter – average transaction
fee, commission
6. Combinations – Multisided markets – hardware sensors,
software services with data analytics
7. Non-profit -
Scalable doesn’t include services – Others?
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DKParker, LLC
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13 B2CModels
TechCrunch Teardown: 13 Consumer Internet Business
Models (Part I) « The World According To Carp
http://fndri.com/jEvuYa - Steven Carpenter
Media
Paid Service
Physical Commerce
Kfactor businesses don’t need a model