As part of Orrick’s complimentary TOTAL ACCESS program for entrepreneurs, “Building Your Story,” (Part One) of the Fundraising Series, is a multi-part program designed to connect you with the inside information and contacts you need to accelerate your capital campaign.
Startupfest 2012 - The fastest growing tech company in Montreal – who knew?Startupfest
The best kept tech secret in Montreal is a company called Lightspeed. CEO, Dax Dasilva, will tell us how a relatively unknown tech company in Montreal got to where they are today - $30M of funding from Accel Partners announced this month and coined the fastest growing tech company in Quebec. The who and how they got to where they are, plus the reality of where they need to go now that they’ve received funding, will all be covered in this talk.
Building a $100M ARR Sales Team the Second Time Around with WP Enginesaastr
Matt Schatz is SVP of Sales at WPEngine, responsible for defining and executing the global sales strategy. Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers around the world including Bazaarvoice, CityVoice and Rackspace.
Lessons from Hired CEO: How to Move from Transactional to Recurring Revenuesaastr
Hear from Hired's CEO Mehul Patel on how to move from transaction to recurring revenue. Hired is a marketplace that matches tech talent with innovative companies. Hired combines job matching with unbiased career counseling to help people find a job they love. Through Hired, job candidates and companies have transparency into salary offers, competing opportunities and job details.
5 Things You Need to Do to Create a Category (and What Makes Them Super Hard)...saastr
Building a company is hard enough, but what if there's no clear market to launch into? That's the situation Gainsight CEO Nick Mehta and CMO Anthony Kennada found themselves in when they joined the company that would become Gainsight in 2013. There was no playbook for category creation, so they built their own—and catapulted Gainsight into one of the fastest growing private companies in the world. Join Nick and Anthony for an open and honest look into their playbook for building the Customer Success category: the needle movers, the mistakes, and everything in between.
How to Turn Your Lead Nurturing Program into a Customer Converting MachineLincoln Murphy
Growth Hacking, Customer Acquisition, and Content Marketing Ninja Lincoln Murphy of Sixteen Ventures knows the sales funnel top-down, inside and out and will make sure you walk away from this webinar with a list of action items you can use to nurture your leads right up to the sale.
* Attract the Right Customer
* Know where they are on the Awareness Ladder
* What are you Displacing in their World
* Why are you engaged with them?
* What’s the Most Logical Next Step
* Expose Value Potential
* Ask for the Sale
Startupfest 2012 - The fastest growing tech company in Montreal – who knew?Startupfest
The best kept tech secret in Montreal is a company called Lightspeed. CEO, Dax Dasilva, will tell us how a relatively unknown tech company in Montreal got to where they are today - $30M of funding from Accel Partners announced this month and coined the fastest growing tech company in Quebec. The who and how they got to where they are, plus the reality of where they need to go now that they’ve received funding, will all be covered in this talk.
Building a $100M ARR Sales Team the Second Time Around with WP Enginesaastr
Matt Schatz is SVP of Sales at WPEngine, responsible for defining and executing the global sales strategy. Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers around the world including Bazaarvoice, CityVoice and Rackspace.
Lessons from Hired CEO: How to Move from Transactional to Recurring Revenuesaastr
Hear from Hired's CEO Mehul Patel on how to move from transaction to recurring revenue. Hired is a marketplace that matches tech talent with innovative companies. Hired combines job matching with unbiased career counseling to help people find a job they love. Through Hired, job candidates and companies have transparency into salary offers, competing opportunities and job details.
5 Things You Need to Do to Create a Category (and What Makes Them Super Hard)...saastr
Building a company is hard enough, but what if there's no clear market to launch into? That's the situation Gainsight CEO Nick Mehta and CMO Anthony Kennada found themselves in when they joined the company that would become Gainsight in 2013. There was no playbook for category creation, so they built their own—and catapulted Gainsight into one of the fastest growing private companies in the world. Join Nick and Anthony for an open and honest look into their playbook for building the Customer Success category: the needle movers, the mistakes, and everything in between.
How to Turn Your Lead Nurturing Program into a Customer Converting MachineLincoln Murphy
Growth Hacking, Customer Acquisition, and Content Marketing Ninja Lincoln Murphy of Sixteen Ventures knows the sales funnel top-down, inside and out and will make sure you walk away from this webinar with a list of action items you can use to nurture your leads right up to the sale.
* Attract the Right Customer
* Know where they are on the Awareness Ladder
* What are you Displacing in their World
* Why are you engaged with them?
* What’s the Most Logical Next Step
* Expose Value Potential
* Ask for the Sale
How to Assemble a Results-Driven B2B Marketing TeamLeadGenius
Assembling a B2B growth marketing team is no easy task, but the experts from LeadGenius and Uberflip are here to help.
Finding the right people for your organization is only the beginning — you also have to focus on providing your team with the tools and tactics that they need to succeed.
In this webinar, Lena Shaw (Director of Marketing & Growth @ LeadGenius) and Hana Abaza (VP of Marketing @ UberFlip) discuss:
Hiring Your Growth Team (Assembling the DNA of your team)
Building Your Marketing Stack (Tools as a force multiplier)
Planning and Strategy (Doing more with less)
Budget and Tracking (3 Letters: ROI)
Matching Price to Value: 3 Lessons in Monetization from Menlo Venturessaastr
SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. Learn actionable monetization tips from a Product/Growth operator turned VC.
Deep Dive: From 1 to 10: What Roles to Hire and When as You Scale Your Market...saastr
In this session, we will discuss which marketing hires to make at each stage of growth, what factors to consider in hiring, and what your ideal balance of roles should be on your team
A High Growth SaaS Playbook - 12 Metrics to Drive SuccessSaaStock
Keynote by David Skok, ForEntrepreneurs Blog & General Partner, Matrix Partners, at SaaStock on Tour New York, 20th June 2018, KnockDown Center, Maspeth, NYC
How to Align Marketing and Sales For Better Demand GenerationLeadGenius
Marketing and sales. Inbound and outbound. These worlds are coming closer and closer together with all of the new Sales and Marketing Technologies in B2B Tech. The buyer's journey has changed and it is more important then ever for your Sales and Marketing teams to be better aligned to experience sustainable long term success. In this webinar, Joe Payne and Chris Rodriguez from LeadGenius share their insider tactics on how they have been able to define a data driven sales and marketing powerhouse team!
What You Will Learn:
-Building an audience profile to match the capabilities of your CRM and marketing automation software
-Coordinating marketing and sales communications and reporting on different platforms
-The importance of data quality and analysis to speed up your sales cycle
-Best Practices on Reporting, Lead Generation, and A/B Testing
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
SalesConf - Uncovering a Treasure Trove of Sales Opportunities using Customer...Lincoln Murphy
This slide deck is from a presentation on accelerating the sales cycle by leveraging Customer Success data - Lincoln Murphy was the presenter - at SalesConf 2014 in San Francisco, CA.
WebSummit 2018 - 9 Secrets for Startup SuccessDavid Skok
Lean Startup taught the world how to find product/market fit, but in the B2B world that isn’t enough. B2B founders must then find a way to build repeatable, scalable and profitable growth before they are ready to step on the accelerator and grow at high speed. In this talk, five-time serial entrepreneur and author of the ForEntrepreneurs blog, David Skok, breaks this journey down into 9 distinct stages and explains the playbook at each stage. Warning: trying to force growth by skipping a step is the number one mistake entrepreneurs make, and it is often fatal.
How to Assemble a Results-Driven B2B Marketing TeamLeadGenius
Assembling a B2B growth marketing team is no easy task, but the experts from LeadGenius and Uberflip are here to help.
Finding the right people for your organization is only the beginning — you also have to focus on providing your team with the tools and tactics that they need to succeed.
In this webinar, Lena Shaw (Director of Marketing & Growth @ LeadGenius) and Hana Abaza (VP of Marketing @ UberFlip) discuss:
Hiring Your Growth Team (Assembling the DNA of your team)
Building Your Marketing Stack (Tools as a force multiplier)
Planning and Strategy (Doing more with less)
Budget and Tracking (3 Letters: ROI)
Matching Price to Value: 3 Lessons in Monetization from Menlo Venturessaastr
SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. Learn actionable monetization tips from a Product/Growth operator turned VC.
Deep Dive: From 1 to 10: What Roles to Hire and When as You Scale Your Market...saastr
In this session, we will discuss which marketing hires to make at each stage of growth, what factors to consider in hiring, and what your ideal balance of roles should be on your team
A High Growth SaaS Playbook - 12 Metrics to Drive SuccessSaaStock
Keynote by David Skok, ForEntrepreneurs Blog & General Partner, Matrix Partners, at SaaStock on Tour New York, 20th June 2018, KnockDown Center, Maspeth, NYC
How to Align Marketing and Sales For Better Demand GenerationLeadGenius
Marketing and sales. Inbound and outbound. These worlds are coming closer and closer together with all of the new Sales and Marketing Technologies in B2B Tech. The buyer's journey has changed and it is more important then ever for your Sales and Marketing teams to be better aligned to experience sustainable long term success. In this webinar, Joe Payne and Chris Rodriguez from LeadGenius share their insider tactics on how they have been able to define a data driven sales and marketing powerhouse team!
What You Will Learn:
-Building an audience profile to match the capabilities of your CRM and marketing automation software
-Coordinating marketing and sales communications and reporting on different platforms
-The importance of data quality and analysis to speed up your sales cycle
-Best Practices on Reporting, Lead Generation, and A/B Testing
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
SalesConf - Uncovering a Treasure Trove of Sales Opportunities using Customer...Lincoln Murphy
This slide deck is from a presentation on accelerating the sales cycle by leveraging Customer Success data - Lincoln Murphy was the presenter - at SalesConf 2014 in San Francisco, CA.
WebSummit 2018 - 9 Secrets for Startup SuccessDavid Skok
Lean Startup taught the world how to find product/market fit, but in the B2B world that isn’t enough. B2B founders must then find a way to build repeatable, scalable and profitable growth before they are ready to step on the accelerator and grow at high speed. In this talk, five-time serial entrepreneur and author of the ForEntrepreneurs blog, David Skok, breaks this journey down into 9 distinct stages and explains the playbook at each stage. Warning: trying to force growth by skipping a step is the number one mistake entrepreneurs make, and it is often fatal.
How Your Startup Can Raise Venture Capital in the COVID-19 Eraideatoipo
This presentation will cover some of the key topics that you will need think about as you prepare your startup for venture capital funding.
The speaker will address the following and provide context for the COVID-19 era:
1) Should you be raising money from venture capital investors yet, or does it make sense to seek more angel/friends and family financing to allow you to better succeed when you seek venture capital funding?
2) What kinds of marketing documents will you need?
3) Do you have a compelling team, including the right advisors?
4) Who are your targets?
5) Is your pitch and presentation ready for a prime time audience?
6) Can you effectively answer the questions you will face?
7) Is your company prepared for legal due diligence?
The speaker, veteran startup and corporate attorney Greg Chin of Duane Morris LLP, has seen hundreds of startups succeed and fail.
Greg will address these issues and more!
Strategic Capital Partners offers a multitude of funding options to small business owners across the nation. Speed, simplicity, and security are the driving factors behind everything we provide to our clients. Upon submitting your application, we review it with a dedicated funding advisor. We then search our vast network of lenders to find the best funding options available to perfectly meet the demands of your business. Small business is the backbone of America and Strategic Capital Partners is the backbone of small business.
This lecture covers various business structures, including the difference between for-profit, non-profit, and alternative paths to entrepreneurship. Discover the right questions entrepreneurs must ask before committing to building a business. What are the requirements and resources you need to have in place to get started? What are the types of financing―and how do they work and why do they matter to different kinds of entrepreneurs?
Got Unrestricted Revenue? The Social Enterprise Process4Good.org
Today, more than ever, many nonprofits are experiencing reductions or threats of reductions in their traditional funding sources. Many nonprofits are investing in the process to develop a business plan for a social enterprise that will result in unrestricted renewable revenue based upon their nonprofit's current assets - what they do, what they know and what they have. This fast-paced webinar is taught by a nonprofit consultant and trainer who has led nearly 100 nonprofits through the process to write their business plan for earned income. You'll explore the seven key steps required to launch a successful social enterprise.
Startupfest 2019 - Structuring Your Company And Deciding How, And If, You Sho...Startupfest
Randy Smerik (Founder/CEO, Osunatech, Inc.)
In this hands-on, practical, and very prescriptive workshop session, multi-exited serial entrepreneur Randy Smerik looks at how to take your company from an initial startup to a scale-ready organization. In the no-nonsense style for which he’s become a Startupfest favorite, Randy tackles the hard questions about when and how to take institutional funding beyond the seed stage.
Randy’s the street-smart champion behind dozens of startup founders, as well as massive exits of his own including iPivot (Intel) and Tarari (LSI.) His years of real-world experience in management, growth, and strategic M&A make this an unmissable session packed with concrete advice for participants.
Key take-aways include:
– How do you know when you are ready to take the leap to a Series A Round?
– Are you sure you have the right co-founders?
– What’s the best way to structure the company?
– How important is a business plan?
– How—or even if—do you take money at this stage?
– How mature should your product development and deployment be?
– How soon do you need to have real paying customers?
– What are the top reasons why all of this may not matter, given that failure is such a likely outcome?
Join Randy in this session and the previous sentence is less likely to be true.
Randy Smerik, successful serial entrepreneur and active angel investor, gives a practical “how to” talk on how to drive a success acquisition … from both perspectives: the view of the Start-up interested in acquisition and the view of an Enterprise considering an acquisition to advance strategic or tactical goals. Randy highlights in concrete detail 3 critical elements that he has learned firsthand over the last 25 years. Be ready to take notes!
The Next Round - Optimizing Your Next Financing with Investor ReportingVisible.vc
For public companies, frequent investor reporting is a requirement. In the private markets, this is not the case. At Visible, we worked with Digital Currency Group to help companies better understand how a commitment to consistent investor updates leads to more successful funding outcomes.
Fundraising 101 : Are You Ready for an Investment Round? David Ehrenberg
Why raise funds?
What are your funding options?
How much should you raise?
What do you need to do to show investors you're ready for their investment?
These questions are explored in this presentation from Shayne Vermallay from DLA Piper and Sirk Roh of Early Growth Financial Services.
Takeaways include:
- Your fundraising options at every stage of the development process
- Milestone funding
- What investors want to see
- Crafting your financial projections
- Expert pitching tips
- Financial modeling
- and more!
What mistakes to sales leaders most often encounter when building outbound sales teams and models? Liz Cain, Partner at OpenView, and former sales leader at NetSuite, explains.
Provides process overview for creating longer term competitive advantage and strategy for small businesses; details of generic, adoptable business strategies.
Traditional software organizations have spent the last decade+ adding sales headcount as revenue targets increase, fine-tuning cold calling strategies, and pushing reps "always be closing." But, it’s time to face the harsh reality: the future of a successful go-to-market strategy is product-led. In fact, the most successful IPOs and fastest growing private companies of the past five years all orient themselves around a cost-efficient product-led go-to-market. You have the opportunity to get ahead of the curve and change your sales motion, but only if you commit now to building a product-first organization.
In this session, Devon will discuss:
- How to adapt your organization to a product-first model
- Optimize conversion through stronger prospect engagement with a focus on customer success
- Lead your organization internally to make the shift to Product Qualified Leads
- Redirect spend and maximize output
Fundraising Series (Part One): Building Your StoryJoyce Chuang
Includes:
"Building Your Financials" with Glenn McCrae, Early Growth Financial Services
"Value Propositions" with Noah Lichtenstein, Cowboy Ventures
"Market Sizing & Competitive Landscape" with Steph Palmeri, SoftTech VC
"Go-To-Market & Competitive Landscape" with Niko Bonatsos, General Catalyst Partners
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...
2015 Fundraising Series (Part One) - "Building Your Story"
1. 1
The Fundraising Series (Part One) –
“Building Your Story”
January 20, 2015
Featuring:
• Niko Bonatsos, General Catalyst Partners
• Steve Goldberg, Venrock
• Arif Janmohamed, Lightspeed Venture Partners
• Glenn McCrae, Early Growth Financial Services
3. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners 3
Lightspeed at a Glance
19 Investment
professionals
140+ Active
investments
$3B of committed
capital
Investing out of $1B
Fund X
Lead investment
approach with board
involvement
Deep expertise in
enterprise
technology,
consumer, digital
media
1990’s TODAY
Lightspeed is an early stage venture capital firm focused on
innovations in the Enterprise and Consumer industries. For over two
decades, Lightspeed Partners have backed and helped build more
than 200 global companies, many of which have become market
leaders.
4. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
Background: Arif Janmohamed
My Background :
• Joined Lightspeed in 2008, promoted to Partner in 2011
• Cisco Systems, Mergers & Acquisitions
• Key transactions include WebEx ($3.3B), Securent ($100M),
Postpath ($200M), Jabber and Latigent
• Novitas Capital, an early-stage venture capital firm
• Sun Microsystems, Andes Networks (SUNW), WebTV (MSFT)
My Education:
• MBA from the Wharton School, University of Pennsylvania
• BSc in Computer Engineering from the University of Waterloo, Canada.
My Focus Areas at Lightspeed:
• Infrastructure (networking / storage)
• Mobile
• Cloud
• SaaS
4
@arifj
5. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
Two topics to cover today…
5
Company Value
Proposition
what am I selling?
Investor Value
Proposition
how to raise capital from venture capitalists
6. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
Two topics to cover today…
6
Company Value
Proposition
what am I selling?
Investor Value
Proposition
how to raise capital from venture capitalists
7. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
So what is a value proposition?
7
Value Proposition
inform a choice
8. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
What matters?
8
5 things…
purpose. audience. significance. category. uniqueness
9. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
5 things matter…
9
Purposewhat is it?
10. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
5 things matter…
10
Audiencewho cares?
11. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
5 things matter…
11
Significance
key benefits. painkiller or vitamin?
12. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
5 things matter…
12
Categorycompetition. economics.
13. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
5 things matter…
13
Uniquenessdifferentiation. substitutes.
14. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
Two topics to cover today…
14
Company Value
Proposition
what am I selling?
Investor Value
Proposition
how to raise capital from venture capitalists
15. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
What matters to investors…
15
3 Things…team. market. plan.
16. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
What matters to investors?
16
Teamunfair advantage
17. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
What matters to investors?
17
Marketlarge, rapidly growing
18. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
What matters to investors?
18
Plan
sustainable leverage
19. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
Ok got it. Now what?
19
First Meetinggoal is the second meeting
20. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
I got the meeting!
20
First impressions
first 3 minutes matter
who are you?
why is your product important?
unfair advantage?
21. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
Why is Value Prop important?
21
Elevator Pitchpurpose. audience. significance. category. unique.
22. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
Why is Value Prop important?
22
Elevator Pitchsimple. concise. investment thesis
23. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners 23
Takeaway
The value proposition is ALL an investor needs
to know about your business.
So, make sure you concisely emphasize the points that
make your business a compelling investment
opportunity
24. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
Venture Math…
24
20% - 30%series A ownership
25. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
Venture Math…
25
10x – 20xexpected return
26. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
Venture Math…
26
$500M+exit value
27. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
Venture Math…
27
$50M+revenues
28. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
Venture Math…
28
So think carefully about
whether you really want to
raise capital!
29. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
2014: What are the odds?
29
5000deals evaluated
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2014: What are the odds?
30
500deals in diligence
31. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
2014: What are the odds?
31
50deals presented to the partnership
32. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
So how do I overcome the odds??
32
Processpipeline. iterate. feedback.
33. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
Turn-offs – how to get to “No”
33
• Asking an investor to sign an NDA
• Talking about “exit strategy” at the early stage
• Thinking too small
• Asking for term sheet ahead of diligence
• Focusing too much energy on valuation
34. Lightspeed Confidential - Not to be copied, distributed or referred to without the prior written consent of Lightspeed Venture Partners
What next
34
Q&A?ask me anything. just not for money now.
37. 37
“Startups face a huge burden in today’s
economy, often having to choose
between funneling resources toward
creating their goods and services or
managing the often complex accounting,
tax and financial strategy planning
necessary to run a successful business.
~ David Ehrenberg,
Founder and CEO
Early Growth Financial Services
WWW.EARLYGROWTHFINANCIALSERVICES.COM
38. Building Your Story with Numbers
“The point of financial projections is to tell a
story with numbers—a story about
opportunity, resource requirements, market
forces, growth, milestone achievements, and
profits.
Your job is to create a numerical framework
that complements and reinforces the vision
you’ve painted with words.” – Guy Kawasaki
WWW.EARLYGROWTHFINANCIALSERVICES.COM 38
39. Presentation Overview
The essentials of startup financial management
• What are investors looking for in your
finances?
• What is a financial model?
• Setting financial goals and objectives
• Milestone funding
• Bottom-up financial projections
• Spend
• Budgeting
• Top-down projections
• Cost assumptions
• Reforecasting
39WWW.EARLYGROWTHFINANCIALSERVICES.COM
40. Why a 3-Year Financial Model?
A comprehensive financial pictures serves as the road-map for your
business
• Helps you understand your cash burn
• Forces you to evaluate key performance
drivers
• Validates your assumptions
• Puts challenges into perspective
• Iterative process continuously improves
your assumptions
• Insight into your business model
• Clarifies decision-making process (short-
term and long-term)
• Gives you leverage of accurate baseline
valuation
40WWW.EARLYGROWTHFINANCIALSERVICES.COM
41. What Goes Into a 3-Year Financial Model?
Essential components to your model
3
Major
objectives
Milestones
Key
assumptions
Trending
analysis
Key variables
Timeline
WWW.EARLYGROWTHFINANCIALSERVICES.COM
42. Identify Major Objectives for Your Company
Assess where you are and what you want to achieve
Venture funding and
negative cash burn
Positive cash burn and
no venture funding
What do you want to accomplish with
next raise?
What are the goals you want to achieve
during this time period?
WWW.EARLYGROWTHFINANCIALSERVICES.COM
43. Process for Creating Your Financial Model
How to approach the process and get buy-in
1. Go to stakeholders and members of
executive team – what do they need to
achieve objectives (revenue, product, market,
strategic, etc.)?
2. What is needed from a programmatic
perspective?
3. Compile information and discuss with CEO
(maybe executive team):
total amount requested relative to milestone
4. Dialogue about wants and tradeoffs
5. Use dialogue to create bottom-up
forecasting budget
43WWW.EARLYGROWTHFINANCIALSERVICES.COM
45. Spend for Bottom-Up Projections
Consider relevant operational costs
• Customer/Cost details
• Human resource costs
• Consultant and professional services
• Research and development
• Office and admin
• Sales and marketing
• Capital spending
45WWW.EARLYGROWTHFINANCIALSERVICES.COM
46. Budgeting
Use your budget to plan your actions
46
• Budgeting created on accrual basis: budgeting
versus actual results
• Difference between cash and accrual is around
capital expenditures
• Report budget by department and major cost
drivers (expense categories and revenue
categories)
• Plan actions: how quickly will this impact revenue
and what will you be able to achieve based on
spending
• Identify key variables
• Identify key revenue assumptions
• Run different scenarios
WWW.EARLYGROWTHFINANCIALSERVICES.COM
47. Budgeting Exercise
Start from a milestone perspective
• If company has been around for a
while, look at historical costs
• What do you need to accomplish
before you run out of money, or in a
specific time period
• Ask budget owners what they need
to accomplish goals
• Tradeoffs
• Trending analysis
• Trending initiative
47WWW.EARLYGROWTHFINANCIALSERVICES.COM
49. Reforecasting
Your financial plan is always evolving
• Don’t do a 5-year plan, at most
3-year
• Update your budget on a
quarterly basis (at least)
• For investors budget on a
quarterly basis for first year and
then annually
• What’s realistic in terms of
timeline and reforecasting on
monthly or quarterly basis?
49WWW.EARLYGROWTHFINANCIALSERVICES.COM
50. Thank You and Q&A
50
Glenn McCrae
contact@earlygrowthfinancialservices.com
415-234.3437
www.earlygrowthfinancialservices.com
Follow us @EarlyGrowthFS
WWW.EARLYGROWTHFINANCIALSERVICES.COM
52. The mechanism by which the company proposes
to deliver their product’s unique value proposition
to their target market.
◦ Who to sell to?
◦ How much will we charge?
◦ What is our product portfolio for target customers?
◦ How will we promote our products?
◦ How will we sell our products?
@bonatsos
65. Iterate all the time
Distribution, distribution, distribution
Every business is different
Great product is “table-stakes” today
Advisors & experts vs. customers & market
Startup = Growth (Paul Graham)
@bonatsos
66. Market Sizing and
Competitive Analysis
Steve Goldberg
66
Orrick Fundraising Series
January 20, 2015
*Special Thanks to Steph Palmeri of Softtech VC
67. Proprietary and ConfidentialProprietary and Confidential
What matters to investors…..
Great team
Great product
Fundable plan
Big market*
Differentiated
offering*
….we’ll discuss what is ‘big’ and what is ‘differentiated’
67
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Why $1B…..
69
Valuation not revenue
VC fund size
Return commitment to LP’s
Market share
Time to liquidity
70. Proprietary and ConfidentialProprietary and Confidential
Market Types
Existing: Better, Faster, Cheaper
Re-segmented: Specialized, Niche
Completely new market: Did not exist
Clone: Copy of existing business in new geography
70
73. Proprietary and ConfidentialProprietary and Confidential
Computing numbers
73
Analyst estimates
Proxy markets
Growth rate
Total $’s available
Market/Channel activity
Salespersons x $’s per year
Count customers x rev/customer
Count $’s being spent
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SWOT
78
Strengths: Characteristics of the business
or project that give it an advantage
Weaknesses: Characteristics of the business
or project rendering a disadvantage
Opportunities: Elements that the project
could exploit to its advantage
Threats: Elements in the environment that
could cause trouble for the business
or project
84. Proprietary and ConfidentialProprietary and Confidential
Competitive Advantage
Barriers to entry
Sustainable advantage
Regulatory climate
Market Disruption
Funding
Freedom to operate
84
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Snapshot in time
Your product in x months or years
Your competitors product today
Your competitors product in x months or years
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86. Proprietary and ConfidentialProprietary and Confidential
VC ‘Speak’
What you hear……..
Who do you compete with today?
Who will you compete with tomorrow?
{Insert Name} just raised $50M from these firms, how are you
different?
What they are thinking…..
How are you different from the 15 other dating services?
When does Facebook plan to do this?
Your competition has deep pockets…will there be anyone
around to fund your next round?
86