Flat6 Labs Bahrain Cycle 5 Bootcamp Day 3Dave Parker
04.13.2020 Flat6 Labs Bahrain Cycle 5 Bootcamp with Dave Parker. How Startups Make Money
Marketing Sales
Business Development Revenue Models
Product Market Fit
Metrics that Matter
Financial Model Templates
Flat6 Labs Bahrain Cycle 5 Bootcamp Day 1Dave Parker
04.12.2020 Flat6 Labs Bahrain Cycle 5 Bootcamp with Dave Parker.
Awkward Co-Founder Discussions
Competitive Analysis
Value Propositions
Customer Development Mechanics
Intro
Telling Your Story in 10/12 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
Flat6 Labs Bahrain Cycle 5 Bootcamp Day 3Dave Parker
04.13.2020 Flat6 Labs Bahrain Cycle 5 Bootcamp with Dave Parker. How Startups Make Money
Marketing Sales
Business Development Revenue Models
Product Market Fit
Metrics that Matter
Financial Model Templates
Flat6 Labs Bahrain Cycle 5 Bootcamp Day 1Dave Parker
04.12.2020 Flat6 Labs Bahrain Cycle 5 Bootcamp with Dave Parker.
Awkward Co-Founder Discussions
Competitive Analysis
Value Propositions
Customer Development Mechanics
Intro
Telling Your Story in 10/12 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
WTIA Startup Product Pricing Workshop November 2019Dave Parker
How will you price your startup's product? Is pricing an art or a science? Business and revenue models. Triangulating pricing, A/B Testing, and Promotions
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
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
What's the difference between a Board of Directors and an Advisory Board? How should Startup Boards be compensated? How to set you agenda for a Startup Board
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
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
WTIA Startup Product Pricing Workshop November 2019Dave Parker
How will you price your startup's product? Is pricing an art or a science? Business and revenue models. Triangulating pricing, A/B Testing, and Promotions
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
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
What's the difference between a Board of Directors and an Advisory Board? How should Startup Boards be compensated? How to set you agenda for a Startup Board
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
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
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
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
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.
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 Startup Program Session 1 - Bahrain Cycle 7Dave Parker
April 2021
Intro
Telling Your Story in 10/12 Slides
Research & Competitive Analysis
Markets
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 Cairo Cycle 14 Bootcamp Day 1 Dave Parker
January 2020, Flat6 Labs Cairo Cycle 14. Bootcamp Program, day 1. Venture Ready Score, 13 Slides, Research and Competitive Analysis, Markets and Awkward Co-Founder Discussions.
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
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
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
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
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 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
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
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
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Unveiling the Secrets How Does Generative AI Work.pdfSam H
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.
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.
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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.
"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.
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➢ Korean President visits Samsung Electronics R&D Center
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"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 a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
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Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
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!
9. 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
10. 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!
11. Copyright, DKParker, LLC 2020
Product Roadmap
¤ What Features, When
¤ Quarterly targets based on
¤ Budget
¤ Available developers
13. 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
14. 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!
16. 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
17. 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
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
Day 3 Deliverables
¤ Pivoting –
¤ What’s your timeline
¤ What should you accomplish in 6 months
¤ Build your product and company roadmap
¤ Three year visual for Flat6
¤ 18 Month, category milestones for your financial model
¤ Fundraising
¤ List building
¤ Monthly Update email
¤ Forwardable Email
34. 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
35. Copyright, DKParker, LLC 2020
Raising for What?
¤ 18 months of runway
¤ Not too short
¤ To hit milestones
¤ Product
¤ Customers
¤ “Use of proceeds”
36. 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
37. 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
38. 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
39. 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
40. 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
41. 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
42. 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
43. 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
44. 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
45. Copyright, DKParker, LLC 2020
Day 2 Deliverables
1. Title, Value Proposition,
Contact Info
2. Traction
3. Problem/Solution
4. Market – TAM, SAM, SOM
5. Timing/Competition
6. Product Roadmap/Demo
7. How You Make Money/Key
Metrics
8. Go-To-Market
9. Secret Sauce/Moat/IP
10.Team
11.Clear Ask
Supporting Slides – Roadmap,
etc.
Blog Post
49. 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
51. Copyright, DKParker, LLC 2020
Tools for Pitching
¤Forwardable Email
¤Executive Summary
¤Presentation
¤ ~13 Slides
¤ More is OK if you have data/traction
¤Monthly Update
52. 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
54. 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!
55. 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
56. 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
57. 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
59. 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?
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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!