Tomas Martunas discusses key elements for developing an idea into a sustainable business. He outlines the typical business development cycle from pre-seed to later stage funding. Martunas also discusses factors that show the attractiveness of an idea such as addressing large markets, focusing on rich customers, and solving important problems for customers. Additionally, he notes important elements of sustainable startups include having a clear purpose, focus, thinking differently than competitors, and building an agile team. Martunas advises founders on presenting ideas to investors by discussing traction, revenues, costs, valuation, and plans for investment.

1. From Idea to Sustainable Business
Tomas Martunas
Ncell App Camp, 2014.12.09

2. Agenda
• About me
• Business development cycle
• How your rise your value
• Startup or not startup 
• Elements showing attractiveness of idea
• Investors targets
• How to talk to Investor

3. About me and businesses I am involved
1997-2001 2001-2011 2011-2012 2012-Now

4. Sales
Series A
For What? Monetization, Business Expansion, Sales
& Marketing
Who? VC, Alliances
How much? 1-2 Millions USD
Business development cycle
Money
Pre-seed
For What? Prototype, Business Plan
Who? FFF, Business Angels, Accelerators, Government
grants, Contests, Crowd funding
How much? <20.000 USD
Seed
For What? Project development, Beta, Patents, First
traction, Monetisation tests, Go-to-market plans
Who? Seed VC Funds, Business Angels
How much? <300.000 USD
3 months
Time
6-24 months 3-5 years
Investments
Valley
of
Death
Series B; Series C, IPO
For What? Business Expansion, Sales & Marketing
Who? VC, Alliances, Banks
How much? >10 Millions USD

5. How your company valuation rise over time?
Valuation
Time
Pre-seed
You HAVE IDEA
It is WORTH 0 USD
IF you do nothing with it!
Seed
After 6 months you are LUCKY
YOU get SEED Funding 200.000 USD
Your Share value = 700.000 USD
Series A
After 12-24 months you get lucky again! 
You get Series A 1.500.000 USD
Your Share value = 4.200.000 USD

6. What is better?
Startup
• Unlimited opportunities
• You control everything
• Fast Learning journey
• GRAND responsibility
• Multi-tasking/ multi-functions
• Total devotion
Employee
• Work from 9:00 till 18:00
• Specialization/Focus
• Little responsibility
• “Salary CAP”
• You are controlled
• Limitations/Restrictions
+
“Law of startup physics: the amount of work you have will always expand to 1:30 AM”
Box.net CEO Aaron Levie on Twitter
+
My 2 cents: Stride for what you desire,
Do what you know best!

7. TOP 10 Elements of Sustainable & Attractive Startups
Startups with characteristics
in next slides
have the best chance to
become enduring
companies Source: www.sequoiacap.com

8. No.1 Clarity of purpose
Summarize the company’s business on the back of a business card.

9. No.2 Large markets
Address existing markets poised for rapid growth or change. A market on the path to a $1B potential allows for error and
time for real margins to develop.

10. No.3 Rich customers
Target customers who will move fast and pay a premium for a unique offering..

11. No.4 Focus
Customers will only buy a simple product with a singular value proposition.

12. No.5 Pain killers
Pick the one thing that is of burning importance to the customer then delight them with a compelling solution.

13. No.6 Think differently
Constantly challenge conventional wisdom. Take the contrarian route. Create novel solutions. Outwit the competition.

14. No.7 Team DNA
A company’s DNA is set in the first 90 days. All team members are the smartest or most clever in their domain.
“A” level founders attract an “A” level team.

15. No.8 Agility
Stealth and speed will usually help beat-out large companies.

16. No.9 Frugality
Focus spending on what’s critical. Spend only on the priorities and maximize profitability.

17. No.10 Inferno
Start with only a little money. It forces discipline & focus. A huge market with customers yearning for a product developed
by great team requires very little firepower.

18. What are investors targets?
• Get profit. Investors want to get return on
investment.
• Capital preservation. To diversity assets,
keep nominal growth, avoid inflation.
• Synergies. Product can add value for
Investors other Investee companies or their
products/services.
• Self-actualization. Need for now-how
transfer, recognition (business angels).
Stages ROI / year
Seed 60%+
Start-up 50%
Early stage 40%
2nd stage 30%
Near exit 25%

19. How to talk to Investor?
• Idea for Investors has to be presented Fine-tuned.
• With Investors you need to talk their
Language (Traction, LTV, CAC, Pre-money
valuation… )
• Provide numbers, researches, assumptions,
amount you need, where you plan to invest
them, how you plan to earn money
• Do not expect fast result – Fund rising is long
negotiation process.
Produk Rinka
tas
4 essential
parts of Pitch
Product Market Team Finance

20. THANK YOU !!! YOU ARE THE BEST !!!
Tomas Martūnas
App Camp
CEO
LTK Capital
Partner & Business Development Director
Mobile: +37061145376
E-mail: t.martunas@ltkcapital.com.
t.martunas@appcamp.lt
http://lt.linkedin.com/in/tomasmartunas