This document summarizes the key topics from Day 3 of a startup bootcamp hosted by Dave Parker. The agenda includes discussions on when and how to pivot a business strategy, developing a product roadmap and company roadmap, and fundraising fundamentals. Key aspects of pivoting discussed are evaluating customer feedback after 90-180 days and shifting the business model if problems or payment are not found. The product roadmap section emphasizes starting with the problem rather than the product and prioritizing features based on customer feedback. Fundraising topics covered include the differences between angel and venture capital funding, preparing pitch materials like an executive summary and presentation, and managing the fundraising process.
Flat6 Labs Bahrain Cycle 6 Bootcamp Day 1 Dave Parker
Introductions, Telling your story in 10/12 Slide, Research, Market Sizing, Value Propositions, Customer Development Data, Awkward co-founder discussions.
InvestNOLA Applying a Crisis Framework - Fall Training Series Dave Parker
Applying the Bain Crisis Framework to your business. 1) Protect the team. 2) Stress test the Financials, 3) Defend against revenue declines, 4) Stabilize operations, and 5) Play offense
Flat6 Labs Bahrain Cycle 6 Bootcamp Day 1 Dave Parker
Introductions, Telling your story in 10/12 Slide, Research, Market Sizing, Value Propositions, Customer Development Data, Awkward co-founder discussions.
InvestNOLA Applying a Crisis Framework - Fall Training Series Dave Parker
Applying the Bain Crisis Framework to your business. 1) Protect the team. 2) Stress test the Financials, 3) Defend against revenue declines, 4) Stabilize operations, and 5) Play offense
Trajectory Startup Program Abu Dhabi Day 2Dave Parker
Flat6 Labs Abu Dhabi Cycle 1 Bootcamp - Day 2
How Startup Make Money – 14 Revenue Models
Pricing and Metrics that Matter
Go-to-Market
Traction and Product / Market Fit
Pitch Reviews
Techstars Taiwan - Going Global and Revenue Models Dave Parker
Dave Parker, Author Trajectory: Startup—Ideation to Product/Market Fit.
About Dave
But first, Product/Market Fit
Going Global Checklist
Pricing & Revenue Models
Valuation Data
Trajectory Startup Program Session 2 (Cairo July 2021)Dave Parker
Flat6 Labs Cairo Bootcamp Program
Market Sizing
Customer Development Data
How Startups Make Money
Marketing/Sales/Business Development
Go-to-Market Planning
Pitch Reviews
Trajectory Series Startup Program Session 1 (Cairo Cycle 16)Dave Parker
Intro
Telling Your Story in 10/12 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
Icorps University of Washington Program 07.06.2021Dave Parker
UW iCorps Program. Will your startup make money or be a statistic?
About Dave
Why Startup Fail and You Shouldn’t
Market Valuation Driver
Company Valuation Drivers
Creating, Delivering, & Capturing Value
Revenue Models
The Data
The 14
Driving Startup Valuations for Funding & Exit Dave Parker
About Dave Parker and NextPath Advisors
Market Valuation Driver
Company Valuation Drivers
Creating, Delivering, & Capturing Value
Revenue Models
The Data
Public Company multiples
Techstars Seattle — Startup Revenue Models and ForecastingDave Parker
Business model breakdown
Identify Key Inputs
Identify Unit Economics
Choose primary/secondary revenue models
Go-to-Market – Marketing and Sales choices
Choose financial template
Common mistakes
Flat6 Labs Cairo Cycle 15 Bootcamp Day 2 with Dave Parker Dave Parker
19 July 2020. Flat6 Labs, Cycle 15 Bootcamp. Dave Parker
- How Startup Make Money
- 14 Revenue Models
- Pricing and Metrics that Matter
- Go-to-Market
- When, Why and How to Pivot
- Traction and Product / Market Fit
- Product and Company Roadmap
- Funding 101
Outcomes for this presentation:
Business model breakdown
Identify Key Inputs
Identify Unit Economics
Choose primary/secondary revenue models
Go-to-Market – Marketing and Sales choices
KIC - Korean Innovation Center - WTIA Bootcamp Day 1Dave Parker
Intro
Telling Your Story in 11 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
Trajectory Startup Program Abu Dhabi Day 2Dave Parker
Flat6 Labs Abu Dhabi Cycle 1 Bootcamp - Day 2
How Startup Make Money – 14 Revenue Models
Pricing and Metrics that Matter
Go-to-Market
Traction and Product / Market Fit
Pitch Reviews
Techstars Taiwan - Going Global and Revenue Models Dave Parker
Dave Parker, Author Trajectory: Startup—Ideation to Product/Market Fit.
About Dave
But first, Product/Market Fit
Going Global Checklist
Pricing & Revenue Models
Valuation Data
Trajectory Startup Program Session 2 (Cairo July 2021)Dave Parker
Flat6 Labs Cairo Bootcamp Program
Market Sizing
Customer Development Data
How Startups Make Money
Marketing/Sales/Business Development
Go-to-Market Planning
Pitch Reviews
Trajectory Series Startup Program Session 1 (Cairo Cycle 16)Dave Parker
Intro
Telling Your Story in 10/12 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
Icorps University of Washington Program 07.06.2021Dave Parker
UW iCorps Program. Will your startup make money or be a statistic?
About Dave
Why Startup Fail and You Shouldn’t
Market Valuation Driver
Company Valuation Drivers
Creating, Delivering, & Capturing Value
Revenue Models
The Data
The 14
Driving Startup Valuations for Funding & Exit Dave Parker
About Dave Parker and NextPath Advisors
Market Valuation Driver
Company Valuation Drivers
Creating, Delivering, & Capturing Value
Revenue Models
The Data
Public Company multiples
Techstars Seattle — Startup Revenue Models and ForecastingDave Parker
Business model breakdown
Identify Key Inputs
Identify Unit Economics
Choose primary/secondary revenue models
Go-to-Market – Marketing and Sales choices
Choose financial template
Common mistakes
Flat6 Labs Cairo Cycle 15 Bootcamp Day 2 with Dave Parker Dave Parker
19 July 2020. Flat6 Labs, Cycle 15 Bootcamp. Dave Parker
- How Startup Make Money
- 14 Revenue Models
- Pricing and Metrics that Matter
- Go-to-Market
- When, Why and How to Pivot
- Traction and Product / Market Fit
- Product and Company Roadmap
- Funding 101
Outcomes for this presentation:
Business model breakdown
Identify Key Inputs
Identify Unit Economics
Choose primary/secondary revenue models
Go-to-Market – Marketing and Sales choices
KIC - Korean Innovation Center - WTIA Bootcamp Day 1Dave Parker
Intro
Telling Your Story in 11 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
Intro
Telling Your Story in 10/12 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
6 Month Startup - Month 5 Cohort III Seattle May 8, 2019 Dave Parker
6 Month Startup - Seattle Month 5. Pitch Prep and Fundraising for your Startup. Investor Profiles and fundraising mechanics. How to write a forwardable email and tools
ROTR/OHUB Program
Intro
Telling Your Story in 11/13 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
Trajectory Startup Program Session One (Jordan Sept 2021)Dave Parker
Intro
Telling Your Story in 10/12 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
Flat6 Labs Cairo Cycle 15 Bootcamp Day 1Dave Parker
18 July 2020. Flat6 Labs, Cycle 15 Bootcamp. Dave Parker
- Intro
- Telling Your Story in 11 Slides
- Research & Competitive Analysis
- Markets
- Value Propositions
- Customer Development Data
- Awkward Co-Founder Discussions
Building a Great Startup Culture - Flat6 Ignite Program, Abu DhabiDave Parker
How do you build a great startup culture? It starts with Vision, Mission, and Values. This workshop helps you put those pieces together.
Starting with Why?
Values
Vision
Mission
Personal Mission
Resources
Startup Revenue Drivers and ForecastingDave Parker
Flat6 Abu Dhabi Ignite Program July 2021
Outcomes for the day:
Telling a financial story
Key metrics
Templates with Key Inputs
Common mistakes
Rolling up your sleeves
Driving Startup Enterprise Value with Lighter Capital 2021.06.30Dave Parker
About Dave Parker
Startup Market Valuation Drivers
Company Valuation Drivers
Creating, Delivering, & Capturing Value
Revenue Models
The Data
The 14
Public Comps
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/
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
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).
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.
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It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
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.
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.
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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.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
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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.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
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.
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At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
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
4. Copyright, DKParker, LLC 2020
What is a Pivot?
¤ When a startup shifts business strategy to accommodate
industry, market, or customer
¤ The process of direct and indirect feedback changing
your business model
¤ Iterations vs. Pivots
¤ Iterations are course corrections
¤ Pivots are painful – we were in the tire business, we’re now in
apps
¤ Odeo and Slack
5. Copyright, DKParker, LLC 2020
When & Why
¤ When – 90-180 days
¤ Get out of your head and get in front of the customer
¤ 50-100 customer interviews
¤ Build an email list
¤ Solid effort in Customer Development and no positive
signals
¤ Didn’t find a pain point
¤ Didn’t find payment
¤ Some exceptions – Enterprise is hard and slow… New Media
model is about growth not cash
6. Copyright, DKParker, LLC 2020
How to Pivot
¤ Are you staying in the same TAM?
¤ Is the product wrong?
¤ Is the brand wrong?
¤ Focus on problem first, solution second!
8. Copyright, DKParker, LLC 2020
Dave’s Madlibs Pitch
Hi, I’m <your name here>, and my company <your Company
name here> the problem I’m solving is <insert problem here>. Our
product <insert product info here> is designed for our target
customer of <insert target customer here>. We make money by
<insert method here> and our team is the right team because
<insert why you’re awesome here>. I need help with <insert help
needed here>.
10. Copyright, DKParker, LLC 2020
Product Vision
¤ Product vision is important
¤ Long term features
¤ Startup with PROBLEM not product – pivot product/
features around the problem
¤ It won’t be what you ship first
¤ What the world looks like before your product
¤ What the world looks like after your product
11. Copyright, DKParker, LLC 2020
Minimum Viable Product (MVP)
¤ Narrow and list features
¤ PowerPoint/Keynote first as your demo
¤ What screens do you need to show (e.g. do you need to
really show registration – answer no)
¤ Have them rank the features
¤ Prioritize the build based on the feedback
¤ More Customer Development Interviews!
12. Copyright, DKParker, LLC 2020
Product Roadmap
¤ What Features, When
¤ Quarterly targets based on
¤ Budget
¤ Available developers
14. Copyright, DKParker, LLC 2020
Estimating Costs
¤ Write specification
¤ Required for launch
¤ Design & Flow
¤ Post project on Fiverr.com
¤ PPT/Keynote first with design
¤ Test design and flow
¤ Revise specification
15. Copyright, DKParker, LLC 2020
MVP Mechanics
¤ MVP Series
¤ Blog 1 – Launching a product
¤ Blog 2 – Writing a spec
¤ Blog 3 – picking a vendor
¤ Blog 4 – Contracts, Monitoring Progress
¤ Cost to market and sell – Next Month!
17. Copyright, DKParker, LLC 2020
Company Roadmap
¤ Quarterly Targets
¤ Product
¤ Milestones
¤ People
¤ Hires
¤ # and who
¤ Customers
¤ Onboarded
¤ Revenue
¤ Cash out date
This is a
Supporting Slide
18. Copyright, DKParker, LLC 2020
Roadmap Cont.
¤ Roadmap is NOT dependent on fundraising
¤ If you raise capital, you move things forward in the roadmap
¤ E.G. items from Q4 move to Q2 next year
¤ Where will you be in 18 and 36 months
¤ Does it map to your financial model
¤ Maps to use of proceeds
19. Copyright, DKParker, LLC 2020
Quarterly Roadmap – 18 Months
Q1
People
Product
Revenue
Month to
Cash out
Q2
People
Product
Revenue
Month to
Cash out
Q3
People
Product
Revenue
Month to
Cash out
Q4
People
Product
Revenue
Month to
Cash out
Q1
People
Product
Revenue
Month to
Cash out
Q2
People
Product
Revenue
Month to
Cash out
20. Copyright, DKParker, LLC 2020
Highlight Key Milestones
¤ This is a bit of an eye chart, so highlight key milestones
¤ Product ship dates
¤ First revenue
¤ Key hires
22. Copyright, DKParker, LLC 2020
Fundraising 101
● Stage appropriate capital = what’s the right
money at the right time?
○ Early – Angels, early stage VCs,
○ Later – Large venture funds
● Control shifts – Board roles, deal terms
● Dilution: every round of funding you will sell 25-
35% of new shares
● Bad boards = bad enterprise value
23. Copyright, DKParker, LLC 2020
Raising for What?
¤ 18 months of runway
¤ Not too short
¤ To hit milestones
¤ Product
¤ Customers
¤ “Use of proceeds”
24. Copyright, DKParker, LLC 2020
Angels
● Invest in you and your passion
● Like the market or idea
● Have made money in the sector before
● Something to talk about at a cocktail party!
● Deal type
○ Convertible note with a cap
○ Pro-rata participation (keep my % going
forward)
○ Highest risk – least educated (F&F) should
be best deal
25. Copyright, DKParker, LLC 2020
Early Stage = Risk Capital
● Know your numbers, if you don’t have your numbers
know your hypothesis (have a position)
● Seed stage VC’s are investing other people's money
○ Charter and Thesis
○ Stage, vertical market, size, geography
○ 10% (+/-) stakes plus syndicates
● VC perspective - Elusive deals need to be found
○ Revenue but Pre-product market fit
● ”Return the Fund” deals that can produce >10X
26. Copyright, DKParker, LLC 2020
Later Stage = Growth Capital
● Post product market fit
● $10K in marketing spend = Internal rate of return (IRR) of
how many days?
● MBA’s calculate returns – cash on cash
● Strategics aren’t valuation sensitive, but will be slow
● Bigger checks – 20% stakes
27. Copyright, DKParker, LLC 2020
Fundraising Process
● Enterprise Sales Process – landing multiple planes at the
same time
● Top of the Funnel
○ Research
■ Crunchbase (cheap) Technation UK
■ Pitchbook (expensive)
■ Angelist
■ Competitive deals (w/ Exits)
○ Create a forwardable email
■ Ask for approval
■ Follow with Intro
28. Copyright, DKParker, LLC 2020
Target Investors
● Targets – build a list of targets, look for LinkedIn
and/or email introductions
● They have invested in your market/stage in the
past
● They have Board experience for your stage
● They can help with strategic introductions
○ Investors
○ Customers
29. Copyright, DKParker, LLC 2020
First Impressions Matter
● Targets – build a list of targets, look for LinkedIn
and/or email introductions
● They have invested in your market/stage in the
past
● They have Board experience for your stage
● They can help with strategic introductions
○ Investors
○ Customers
30. Copyright, DKParker, LLC 2020
Monthly Updates
¤ Using MailChimp Free Account
¤ Investors – Tagged
¤ Customers
¤ 30 day intervals
¤ What we thought
¤ What we learned
¤ What we’re doing about it
¤ Where we need help
¤ Regularly
31. Copyright, DKParker, LLC 2020
Final Do’s and Don’ts
Do
● Keep your eye on the ball
– don’t miss your numbers
● Manage the process
● Qualify your investor
● Create optionality
● If there’s an ELEPHANT
room, call it out
Don’ts
● Get < 6 Month of capital
● Hide the ball on any bad
news
● Be too transparent
● Let the investor miss a
deadline – escrow
example
32. Copyright, DKParker, LLC 2020
Conclusions
● Broad funnel gives you the most choices
● They will be talking to other investors
● How you interact in the process will indicate
the future
● What do you need in addition to capital?
○ Go to market help
○ Product help
○ Know your blind spots
● Time kills ALL deals
34. Copyright, DKParker, LLC 2020
Day 3 Deliverables
¤ When will you know how to Pivot?
¤ What are your questions for PMF?
¤ Product and company roadmap – supporting slides
¤ Fundraising plan
35. Copyright, DKParker, LLC 2020
10/12 Slides for Your Pitch
1. Title, Value Proposition,
Contact Info
2. Presentation Overview*
3. Problem
4. Solution
5. Market Size
6. Competitive Analysis*
7. Traction/Timing – why you,
why now?
8. Product Roadmap/Demo
How You Make Money/Key
Metrics
9. Go-To-Market/Why Bahrain
10. Secret Sauce/Moat/IP*
11. Team
12. Clear Ask/What do you
need from Flat6
*for conf room pitch. Supporting
Slides – Architecture, etc.
Blog Post
39. Copyright, DKParker, LLC 2020
Fundraising Process
● Asking for advice vs cash
○ Who do you know that would like out type
of deal
○ What other things would you like to see us
complete before we talk again
● Deals that get closed are pulled by the
investor, not pushed by you
● Find your lead investors – keep the others
warm
41. Copyright, DKParker, LLC 2020
Tools for Pitching
¤Forwardable Email
¤Executive Summary
¤Presentation
¤ ~13 Slides
¤ More is OK if you have data/traction
¤Monthly Update
42. Copyright, DKParker, LLC 2020
Forwardable Intro Email
¤ Great blog post from Alex Iskold, Techstars NYC
¤ The associate needs to be able to repeat your
message
¤ Make it easy to get the introduction
¤ Avoid buzzword bingo
44. Copyright, DKParker, LLC 2020
Executive Summary
¤Two pages
¤ ”Don’t Bury your Lead”
¤ Your headlines and opening paragraph tell the
story (see slide 10)
¤ It’s designed to get the next meeting, not to get
a check
¤ Stay at 10k feet and out of the weeds
¤ Numbers should sync with deck and forecast!
You’ll be tempted to get out of sync – be careful!
45. Copyright, DKParker, LLC 2020
Deck
¤Generally lead with problem/solution format
¤However:
¤ If you have traction lead with traction
¤ If you’re in a complex market, you may want to
lead with your team
¤ Have one customer story arch
¤Include contact info
46. Copyright, DKParker, LLC 2020
13 Slides for Your Pitch
1. Title, Value Proposition,
Contact Info
2. Presentation Overview
3. Traction
4. Problem/Solution
5. Market
6. Timing
7. Product Roadmap/Demo
8. How You Make Money/Key
Metrics
9. Go-To-Market
10. Secret Sauce/Moat/IP
11. Team
12. Competitive Analysis
13. Clear Ask
Blog Post
47. Copyright, DKParker, LLC 2020
Monthly Updates
¤ Every month
¤ Mail Chimp Free Account
¤ Content
¤ What we did
¤ What we’re going to do
¤ Where we could use help
¤ Show steady progress with or without capital
49. Copyright, DKParker, LLC 2020
Pitching your Idea
¤ Clearly communicating your idea is critical for recruiting
a co-founder and capital
¤ Starting strong
¤ What questions do you want the audience to ask when
you’re through?
¤ Can I invest
¤ Can I help
¤ WTF?
50. Copyright, DKParker, LLC 2020
Tools
● Google Sheets
● https://freebusy.io/ allows you to show your calendar
(including multiple Google Calendars) – save the back
and forth ($6/month)
○ Accept or rearrange
● Email tracker pro (chrome extension)
● Zoom Meeting – you control the variables (not free, 45
minute limit) ($15/month)
● Use tools that show professionalism, drive the meeting
schedule – don’t wait on their assistant
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What’s happening with the VC?
● Most filter – sector, size, stage, growth, referral source
● Then Screen at Partner Meeting – looking for consensus
● Then invite in for presentation
● So! You need to make the presentation that the most
Junior team member has confidence repeating! Have a
lead within the firm
● No one’s writing a check from an Exec Summary or PPT!
Get the next meeting
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Due Diligence Process
• Deal Memo – internal memo used to validate
why they are leading the round – it will likely be
shared with other investors or future investors
• Document review post
• Data room
• Corporate Hygiene
• Customer calls – you likely have a few
customers, don’t over burden them with
random call.
• Meet with other investor
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Your Due Diligence
● Ask to talk to their portfolio company CEOs – ask for a
couple of companies they passed on investing as well
● Have a structured list of questions
○ Have they been a good investor
○ Give me an example of a time when they were
helpful
○ Give me an example of a time they weren’t helpful
○ Have they done the things they said they would do
when they invested
● Not all money is good money
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Tactics for dealing with VCs
● You want to create momentum or a sense of
momentum
● Create a reason to close – not a reason to wait!
○ Good news next month is a reason to wait
○ New features shipping next month is a reason to way
○ Booked revenue is a reason to close = increased
valuation
● Not all VCs are arrogant assholes (but many are)
○ Pattern matching – break the mold!