The document provides an overview and agenda for a fundraising workshop. It discusses stages of funding including pre-seed, seed, and Series A rounds. It outlines the sales process for fundraising including qualifying investors, staging meetings, focusing on confidence and excitement in presentations, and knowing when to shift fundraising strategies. The document also lists trending sectors, resources for fundraising, tools to use, and examples of active investors on the East Coast.

1. Fundraising Workshop
Shai Goldman @shaig
Silicon Valley Bank
July 19, 2017

2. Agenda
1. SVB
2. Pre-Seed / Seed / Series A
3. Are You Ready?
4. Sales Process
5. Tools / Resources
6. Active Investors

3. • Private
• Public
• Angel-, VC-, Corporate-, PE-backed
• Independent
• Zero to multibillion in revenue
Venture capital and
private equity firms
SVB Corporate overview
Get to know us
For more than 30 years, SVB has helped innovators and their investors move bold ideas forward fast. Today, we provide a
full range of banking services to companies of all sizes in innovation centers around the world.
We’re at the intersection of innovation and capital
Industry expertise
Hardware &
infrastructure
Energy & resource
innovation
Software
& internet
Life science
& healthcare
Private equity &
venture capital
Premium
wine
Helping high-growth companies navigate at every stage
94%
Larger companies
SVB loan portfolio
6%
Startups
58%
of U.S. tech and life science
companies with an IPO in 2016
50%
of all venture-capital-backed tech
and life science companies in the
U.S.
Our clients
Innovative companies
*
*
*
*Approximate
**According to NVCA data
**

4. Where innovation can be found
Global locations
• SVB Financial Group’s offices
• SVB Financial Group’s coverage
• SVB Financial Group’s international banking network
SVB Corporate overview
4
©2017 SVB Financial Group. All rights reserved. Silicon Valley Bank is a member of the FDIC and the Federal Reserve System. Silicon Valley Bank is the California bank subsidiary of SVB
Financial Group (Nasdaq: SIVB). SVB, SVB FINANCIAL GROUP, SILICON VALLEY BANK, MAKE NEXT HAPPEN NOW and the chevron device are trademarks of SVB Financial Group, used under
license. Investments include assets being held at SVB Asset Management, a registered investment advisor, and SVB Securities, member of FINRA and SIPC, which are non-bank affiliates of
Silicon Valley Bank and members of SVB Financial Group. Investments also include assets held in Cash Sweep as well as Repurchase transactions, which are offered by Silicon Valley Bank.
Data as of March 31, 2017. Wealth planning and investment and stock option strategies are provided through SVB Wealth Advisory, Inc., a registered investment advisor and non-bank
affiliate of Silicon Valley Bank. 17-15341. Rev. 05-01-17.
Investment Products and Wealth Advisory Inc. • Not FDIC Insured • No bank guarantee • May lose value
Providing a range of comprehensive financial services
Global
commercial
banking
Investment
solutions
Valuations
& research
Private
banking
Funds
management
Connections
& insights
Our services and solutions
Financial highlights
Q1 2017
$46B
Assets
$20B
Loans
$88B
Deposits &
investments
As reported on a consolidated basis for the period end March 31, 2017

5. SVB VCFounder

6. Via Ari Paparo , CEO of Beeswax

7. Round Sizes
• Pre-Seed
– $250K to $750K
– Pre-Product to Product
• Seed
– $2M to $3M
– Product live to traction
• Series A
– $5M to $10M
– traction

8. Trending Sectors
• SaaS
• AI, ML, Big Data
• IoT
• Digital Healthcare
• Frontier Tech
• AdTech
• Dev Tools
• Commerce
• Security
• Fintech
• Crypto

11. Sales Process
• Qualifying
– Location
– Stage
– Sector
– Fund Size
– Fund Vintage / Capacity
– Investment Pace
– Partner
– Competitive Investments

12. Staging
• Qualify all of your prospects
– Identify the 30 investors that are the BEST fit
– Get 5 meetings and see how it goes
– Going well, add another 10 meetings immediately
• Decide a specific 3 month timeframe to raise
– Avoid July/Aug and Dec
– Sept to Nov
– Jan to March
– March to June

13. Physical Focus
• Confidence
• Excitement
• Knowledge
• Tone
• Inflections
• Leaning forward
• Good handshake

14. Deck
• Have one
• Know it
• Don’t use it

15. Knowing When to Shift Gears
• Too early
• Market is too small
• Questions on the team
• Raising too much
• Raising too little
• Valuation is too high
• 5 to 10 firms that are fit, pass

16. Networks
• Bank
• Lawyer
• Accountant
• Temp CFO
• Co-Working
• Accelerator
• Other Founders

17. Resources
• Tweet storm https://twitter.com/DanielleMorrill/status/635620123252912128
• https://alexiskold.net/2016/05/25/what-to-do-when-your-fundraising-is-not-
going-well/
• Funds below $200M https://docs.google.com/spreadsheets/d/1ebGZ6-
ivf_3woBGC4Kz_3217DhjGsefoRu_5iP3nuFQ/edit#gid=0
• https://medium.com/@collinmathilde/front-series-a-deck-
f2e2775a419b#.r75pq89zn

18. Tools
• LinkedIn
• Twitter
• Crunchbase
• AngelList
• Cooley - https://www.cooleygo.com/trends/
• Pipedrive
• Tout

19. Find A Lead !!
• Accel
• Bloomberg Beta
• BOLD Startup Ventures
• Bowery Capital
• Brand Foundry
• Canaan Partners
• Collaborative Fund
• Corigin Ventures
• Eniac Ventures
• ff Venture Capital
• First Round Capital
• Flybridge
• Genecast Ventures
• Greycroft
• Homebrew
• IA Ventures
• KEC Ventures
• Lerer Hippeau Ventures
• Compound Ventures
• Primary Ventures
• Resolute Ventures
• Scout Ventures
• True Ventures
• Two Sigma Ventures
• Union Square Ventures

20. https://angel.co/valuations
Seed Valuations NYC

21. Cooley - https://www.cooleygo.com/trends/

22. Seed / A in NY , < $3M, ‘16/’17

23. Seed / A in NY, < $3M, ‘16/’17 VC only