This document provides an overview of startup valuation and fundraising strategies. It discusses financial projections, exit strategies, and valuation methods. Key points include:
- Financial projections should include revenue models, customer projections, costs, and cash flow budgets to support fundraising goals.
- An exit strategy outlines potential acquisitions, IPOs, or remaining independent to help investors evaluate return on investment.
- Comparable company analyses use multiples like revenue or EBITDA to estimate startup valuation based on exited companies.
The document provides templates and considerations for building financial models, researching comparable acquisitions, and determining valuation to support fundraising efforts.
Startany.com. Remote Acceleration Program.
---------------------------------------------------------------
The Founder’s Guide to Early-Stage Valuation
Presented by Stephen R. Poland, co-founder 1x1 Media.
For many early-stage entrepreneurs assigning a valuation to your startup is one of the more intimidating tasks encountered during the fundraising quest. Based on the popular Founders’ Pocket Guide: Startup Valuation, this webinar provides a quick reference to all of the key topics around early-stage startup valuation and provides step-by- step examples for several valuation methods.
This webinar helps startup founders learn:
What a startup valuation is and when you need to start worrying about it.
Key terms and definitions associated with valuation, such as pre-money, post-money, and dilution.
How investors view the valuation task and what their expectations are for early-stage companies.
How the valuation fits with your target raise amount and resulting founder equity ownership.
How to do the simple math for calculating valuation percentages.
How to estimate your company valuation using several accepted methods.
Stephen R. Poland
Stephen R. Poland has worked with hundreds of startups and entrepreneurs, mentoring them on startup mechanics, funding plans, pitch decks, financial models, and due diligence documentation for the angel funding process.
Steve brings more than 20 years' experience in startups and entrepreneurship to his career. Leveraging leadership roles with the Walt Disney Company, MacMillan Publishing, and Bertelsmann, Steve co-founded startups in the digital music and on-demand media manufacturing sectors, as well an early days anti-virus product.
Along with being co-founder of 1x1 Media, Steve works as a venture growth advisor in Western North Carolina.
Entrepreneurs need to put a value on their start-ups in order to raise money, and investors need to put a value on their investments to ensure an adequate return on investment. No negotiating item between entrepreneur and investor creates a wider gulf than this one. The two parties may agree on every other point but will have diametrically opposing views on what the start-up is worth and how much equity the investor should receive in exchange for his capital.
Valuation is challenging for a start-up. Since young businesses take time to become profitable, the trick of valuing start-ups is to focus on the future. If you want your start-up to be a masterpiece, you’ll need to use the right side of your brain as much as your left to determine value.
Is business valuation art or science? Is it possible to place a credible valuation on a Start-up? What is Pre-money valuation? What is Post-money valuation? How much your company worth? Are you really worth anything until you’re profitable? How to value your start-up for a VC? What are the Start-up valuation methods?
A short presentation on early-stage financing with a primer on how angel investors consider risk and reward for equity investments in high-growth companies at their earliest stages.
Knowledge Session on Startup Valuation: How does a Startup approach valuations? Best Practices, Models, Examples of good and bad valuations, etc. ELEVATE 100, an initiative of the Department of Information Technology and Biotechnology, Government of Karnataka aims to provide a comprehensive entrepreneurship platform for startups. The top 100 technology based startups chosen through a rigorous hunt across Karnataka State will tap into a whopping sum of Rs.400 Cr of Government funds. This is the largest pool of funds ever offered by any State Government to Startups.
Startany.com. Remote Acceleration Program.
---------------------------------------------------------------
The Founder’s Guide to Early-Stage Valuation
Presented by Stephen R. Poland, co-founder 1x1 Media.
For many early-stage entrepreneurs assigning a valuation to your startup is one of the more intimidating tasks encountered during the fundraising quest. Based on the popular Founders’ Pocket Guide: Startup Valuation, this webinar provides a quick reference to all of the key topics around early-stage startup valuation and provides step-by- step examples for several valuation methods.
This webinar helps startup founders learn:
What a startup valuation is and when you need to start worrying about it.
Key terms and definitions associated with valuation, such as pre-money, post-money, and dilution.
How investors view the valuation task and what their expectations are for early-stage companies.
How the valuation fits with your target raise amount and resulting founder equity ownership.
How to do the simple math for calculating valuation percentages.
How to estimate your company valuation using several accepted methods.
Stephen R. Poland
Stephen R. Poland has worked with hundreds of startups and entrepreneurs, mentoring them on startup mechanics, funding plans, pitch decks, financial models, and due diligence documentation for the angel funding process.
Steve brings more than 20 years' experience in startups and entrepreneurship to his career. Leveraging leadership roles with the Walt Disney Company, MacMillan Publishing, and Bertelsmann, Steve co-founded startups in the digital music and on-demand media manufacturing sectors, as well an early days anti-virus product.
Along with being co-founder of 1x1 Media, Steve works as a venture growth advisor in Western North Carolina.
Entrepreneurs need to put a value on their start-ups in order to raise money, and investors need to put a value on their investments to ensure an adequate return on investment. No negotiating item between entrepreneur and investor creates a wider gulf than this one. The two parties may agree on every other point but will have diametrically opposing views on what the start-up is worth and how much equity the investor should receive in exchange for his capital.
Valuation is challenging for a start-up. Since young businesses take time to become profitable, the trick of valuing start-ups is to focus on the future. If you want your start-up to be a masterpiece, you’ll need to use the right side of your brain as much as your left to determine value.
Is business valuation art or science? Is it possible to place a credible valuation on a Start-up? What is Pre-money valuation? What is Post-money valuation? How much your company worth? Are you really worth anything until you’re profitable? How to value your start-up for a VC? What are the Start-up valuation methods?
A short presentation on early-stage financing with a primer on how angel investors consider risk and reward for equity investments in high-growth companies at their earliest stages.
Knowledge Session on Startup Valuation: How does a Startup approach valuations? Best Practices, Models, Examples of good and bad valuations, etc. ELEVATE 100, an initiative of the Department of Information Technology and Biotechnology, Government of Karnataka aims to provide a comprehensive entrepreneurship platform for startups. The top 100 technology based startups chosen through a rigorous hunt across Karnataka State will tap into a whopping sum of Rs.400 Cr of Government funds. This is the largest pool of funds ever offered by any State Government to Startups.
How to define and position your VC brand to attract funding and dealflow.
* note: more recent updated version below:
https://www.slideshare.net/dmc500hats/branding-strategies-for-better-dealflow-and-fundraising-aka-the-helpful-vc
Guest lecture corporate venture capital (herman kienhuis)Herman Kienhuis
Guest Lecture about Corporate Venture Capital by Herman Kienhuis for Corporate Venturing course, MSc Business Administration, Amsterdam Business School (University of Amsterdam - UvA)
Venture Capital 101 presentation on the basics of VC such as what venture capital is, and how it works. I delivered this presentation to a student group called InSITE that I belong to (mix of Columbia and NYU MBA and Law students). Enjoy!
-Brian Rothenberg
www.brianrothenberg.com
Know how venture capitalists value your deal....understand how they are compensated...see what creates value and how investors assess your "risk factors."
A great slide show presentation that provides solid answers to many of these essential questions Check out mikeklein2010.wordpress.com
Venture Capital Unlocked (Stanford) / Venture Capital 2.0Dave McClure
slides for my "Venture Capital 2.0" opening talk at Stanford School Continuing Studies, VC101 class "Venture Capital Unlocked" #VCunlocked #500startups
This presentation will introduce you to the fundamentals of raising capital for venture builders, startup studios. Compared to raising capital for a single startup, the fundraising process is more challenging. Because you are raising money for an organization that will be active participant in building up an entire batch or batches of startups. So you have to show to your investors that you have:
+ A studio leadership team with the power to build an entire portfolio of ventures;
+ The right financial-organizational structure that matches the goals;
+ A coherent vision and venture building thesis;
+ Viability of your approach supported by benchmarks;
+ Strong portfolio of startups and ideas in your pipeline.
This presentation will help you understand the basics of how to build up your fundraising approach.
If you need more help, reach out and I will guide you in:
+ Structuring your venture builder and fundraising strategy;
+ Assess your current material and identify gaps and risks;
+ Preparing for a successful investor meeting;
Attila Szigeti
https://www.attilaszigeti.com/
FInancial Modeling and Valuations for Startups: Telling your Story with NumbersForesight Valuation Group
Telling your story with numbers, building a solid financial model and determining pre-money valuations for fundraising, are some of the most challenging activities for entrepreneurs.
Creating a set of realistic financial projections is critical to effectively communicating valuation expectations to investors and potential partners, while at the same time serving as an important tool to help articulate how you will prioritize spending and maximize the return on investment for an investor.
Based on her experiences as a valuation expert, CFO, start-up advisor and Stanford Lecturer, Efrat Kasznik will provide practical, hands-on tools on how you can :
• Build a robust business and financial model, based upon realistic expectations and sound assumptions
• Analyze different revenue models and cost structures associated with the formation of an emerging venture
• Implement best practices for structuring short and long term financial projections for your business plan and investor fundraising
• Understand the factors and models that determine startup valuations throughout the funding cycle, from seed funding to an exit event
• Successfully communicate your financial vision and understanding to investors
How to define and position your VC brand to attract funding and dealflow.
* note: more recent updated version below:
https://www.slideshare.net/dmc500hats/branding-strategies-for-better-dealflow-and-fundraising-aka-the-helpful-vc
Guest lecture corporate venture capital (herman kienhuis)Herman Kienhuis
Guest Lecture about Corporate Venture Capital by Herman Kienhuis for Corporate Venturing course, MSc Business Administration, Amsterdam Business School (University of Amsterdam - UvA)
Venture Capital 101 presentation on the basics of VC such as what venture capital is, and how it works. I delivered this presentation to a student group called InSITE that I belong to (mix of Columbia and NYU MBA and Law students). Enjoy!
-Brian Rothenberg
www.brianrothenberg.com
Know how venture capitalists value your deal....understand how they are compensated...see what creates value and how investors assess your "risk factors."
A great slide show presentation that provides solid answers to many of these essential questions Check out mikeklein2010.wordpress.com
Venture Capital Unlocked (Stanford) / Venture Capital 2.0Dave McClure
slides for my "Venture Capital 2.0" opening talk at Stanford School Continuing Studies, VC101 class "Venture Capital Unlocked" #VCunlocked #500startups
This presentation will introduce you to the fundamentals of raising capital for venture builders, startup studios. Compared to raising capital for a single startup, the fundraising process is more challenging. Because you are raising money for an organization that will be active participant in building up an entire batch or batches of startups. So you have to show to your investors that you have:
+ A studio leadership team with the power to build an entire portfolio of ventures;
+ The right financial-organizational structure that matches the goals;
+ A coherent vision and venture building thesis;
+ Viability of your approach supported by benchmarks;
+ Strong portfolio of startups and ideas in your pipeline.
This presentation will help you understand the basics of how to build up your fundraising approach.
If you need more help, reach out and I will guide you in:
+ Structuring your venture builder and fundraising strategy;
+ Assess your current material and identify gaps and risks;
+ Preparing for a successful investor meeting;
Attila Szigeti
https://www.attilaszigeti.com/
FInancial Modeling and Valuations for Startups: Telling your Story with NumbersForesight Valuation Group
Telling your story with numbers, building a solid financial model and determining pre-money valuations for fundraising, are some of the most challenging activities for entrepreneurs.
Creating a set of realistic financial projections is critical to effectively communicating valuation expectations to investors and potential partners, while at the same time serving as an important tool to help articulate how you will prioritize spending and maximize the return on investment for an investor.
Based on her experiences as a valuation expert, CFO, start-up advisor and Stanford Lecturer, Efrat Kasznik will provide practical, hands-on tools on how you can :
• Build a robust business and financial model, based upon realistic expectations and sound assumptions
• Analyze different revenue models and cost structures associated with the formation of an emerging venture
• Implement best practices for structuring short and long term financial projections for your business plan and investor fundraising
• Understand the factors and models that determine startup valuations throughout the funding cycle, from seed funding to an exit event
• Successfully communicate your financial vision and understanding to investors
FinTech & InsureTech - Corporate Lending: Company presentation by Sebastian Nienaber, Founder & CEO of ConsciousGrowth at the NOAH Conference London 2019, 30-31 October, Old Billingsgate.
Business Models Using Word of Mouth PublicityStrategy India
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Hillary Stiff - HostingCon July 2006, "Mergers & Acquisitions in the Web Host...Cheval Capital, Inc
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VC Bootcamp By DFJ Gotham Ventures and Wilson Sonsini Goodrich & RosatiMark Davis
Slides from the Venture Capital Bootcamp event hosted by DFJ Gotham Ventures and Wilson Sonsini Goodrich & Rosati at Columbia University on June 3, 2009. A video of the 3 hour event is available at www.dfjgotham.com.
Mercer Capital's Value Focus: FinTech Industry | Third Quarter 2021 Mercer Capital
Mercer Capital’s quarterly newsletter, FinTech Watch, provides an overview of the FinTech industry, including public market performance, valuation multiples for public FinTech companies, and articles of interest from around the web. This newsletter focuses on FinTech segments, including payment processors, technology, and solutions companies, examining general economic and industry trends as well as a summary of M&A and venture capital activity.
As an owner of a consulting firm, strategic and private equity buyers will offer you different opportunities. Ensuring you pick the right partner is key but how do you know which one better fits your exit goals?
Welcome to Investment & by Challenge Advisory, our approach to supporting technology companies in securing strategic investment.
For further details please feel free to reach out to us for a consultation.
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Memorandum Of Association Constitution of Company.pptseri bangash
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A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
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www.seribangash.com
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https://seribangash.com/promotors-is-person-conceived-formation-company/
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Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
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4. WWW.VALITHEA.COM
INTRODUCTION TO THE FUNDRAISING STRATEGY
Most early-stage
investment decision
comes from INTEREST
(sector experience,
hype, referral, large
market, disruptive
business model, team,
synergies)
A good growth story is
confirmed by numbers
You can use the
numbers to sell your
story and gain trust
Value is a function of future profit, growth and risk. Your growth prospects &
investment suitability depends on your strategy
NarrativeNumbers
STRATEGY 1
STRATEGY 2
5. WWW.VALITHEA.COM
Idea
Prototype/MVP
Market Entry/
Validation
Early Growth
Late growth
Financing milestones and possible financing sources 6 -18 months for each financing round
INTRODUCTION TO THE FUNDRAISING STRATEGY
• Bootstrapping
• Grants
• Incubators
• Bootstrapping
• Business angels
• Friends & Family
• Accelerators
• Business angels, Super
angels, Angel co-
investment funds
• Crowdfunding
• Seed VCs
• Business angels/ Super
angels
• Early-stage VCs
• Family Offices
• Crowdinvesting (equity or
convertible debt)
• Impact funds
• VCs
• Crowdinvesting (equity or
convertible debt)
• Corporate investors/
Corporate VCs
• Other specialised funds
• Private Equity
• Bank Loan
• IPOs
Founders,
100%
Founders
70%Angel(s)
10%
ESOP
20%
Founders,
60%
Angel(s), 8%
ESOP, 17%
VC, 15%
250k-1m
1m+
50-250k
10-50k
Funding depends on
Stage
Sector
Location
Market trends
Competition
Strategy
Timing
Investor role
6. WWW.VALITHEA.COM 6
INTRODUCTION TO THE FUNDRAISING STRATEGY
Financing instruments
for startups: PROS CONS
Common Equity
Higher residual income for founders in case
of exit, liquidation event
Voting rights; Expensive transaction costs
Preferred Equity
Less control of shareholder, depending on
term sheet clauses
Additional rights for conversion, profit split,
exit and liquidation, Transaction costs
Convertible Loan
Lower transaction costs; No valuation
needed; No investor voting rights
High risk of dilution; Converted into stock
at a future round with a valuation cap
Loan No equity given to investor
Repayment schedule; Hard to be granted
one without credit history; Insolvency risk
Revenue-based Financing No equity or fixed payment schedule
% of revenue paid to investor whether the
company is profitable or not
7. WWW.VALITHEA.COM 7
INTRODUCTION TO THE FUNDRAISING STRATEGY
Seed funding assumptions
Post-money
valuation
$1m 20%
Investment
needed $1m
Shares %
demanded by
investor 20%
$5m
Negotiations
:
Pre-money valuation = Post-money
valuation – Investment
Equity stakes are based on the
post-money valuation
(they own a stake in the company
after financing)
8. WWW.VALITHEA.COM 8
INTRODUCTION TO THE FUNDRAISING STRATEGY
Do you have an exit strategy?
Business
Angel
Highly valued
company, synergies to
be created by
acquiring other
companies
VC
Strategic
Exit
No Exit
(or only minority
shares)
IPO
Synergies can be
created by being taken
over by a corporate
investor
Company can be
sufficiently profitable
on its own
9. WWW.VALITHEA.COM
The expected total return on investment can be:
For some large and risky opportunities they may look for much
higher returns (as the set returns above). In reality, average
return on investment are much more modest per year, around
15-25% - in total for seed investors it could revolve around 2-
4x or less rather than 15-20x. Higher returns are sought to
account for the portion of startup investments that will fail.
9
INTRODUCTION TO THE FUNDRAISING STRATEGY
Return on Investment
15-20x for
seed investors
7-8x for
Series A +
3-5x for
advanced
funding rounds
ROI = (Cash Flows + Exit) – Investment x Investor stake%
Investment
Mock extracted valuation
Funds needed 500,000 EUR
Investor stake 10% of company's equity
Post-money valuation 5,000,000 EUR
Pre-money valuation 4,500,000 EUR
Return on Investment expected 8
Total cash flows the startup should raise to meet return expectations
40,000,000
10. WWW.VALITHEA.COM
The company/product will be useful or profitable at some point in the future, but we don‘t
know exactly when or with what revenue model
They have already developed a business model or brand recognition that cannot easily be
replicated
There are countless different strategies that can be followed in the future
They have a very large potential market
The focus is on achieving critical mass and eliminate competition
The sector is currently very popular and growing
Bring a new, disruptive and scalable business model or technology to the market
They can become a vehicle for future acquisitions (through an IPO)
They have received the backing of trusted investors
The extrapolated valuations do not account for the superior contractual rights of VCs
10
INTRODUCTION TO THE FUNDRAISING STRATEGY
How can we explain the unicorn valuations?
Should I sell my
company as a
unicorn?
It depends on the
amount of
funding you are
looking for.
Business angels
may prefer
investing in
businesses that
bring short-term
cash flows.
12. WWW.VALITHEA.COM
CUSTOMER SEGMENT X 2019 2020 2021 2022 2023
Total addressable market (TAM) 1,000,000 1,000,000 1,014,889 1,030,000 1,045,336 1,060,900
Market CAGR 3%
Serviceable Addressable Market (SAM) 10% 100,000 101,489 103,000 104,534 106,090
1.0% 5.000% 15.000% 20.000% 25%
Serviceable Obtainable Market (SOM) 1,000 5,074 15,450 20,907 26,523
New customers 1,000 4,074 10,376 5,457 5,616
Retention rate of period 95%
Active customers 1,000 5,024 15,196 20,134 25,477
Customer Acquisition Cost (CAC) $ 10 10,000$ 40,744$ 103,756$ 54,567$ 56,158$
12
IDENTIFYING THE MARKET
Customers & Marketing
Total Available Market (TAM)
Serviceable Available
Market (SAM)
Serviceable
Obtainable
Market (SOM)
13. WWW.VALITHEA.COM
Sale of products/ services
Subscription fees
Licence fees
Transaction fees
Advertising
13
THE FINANCIAL PLAN
Finding & Calculating your Revenue model
14. WWW.VALITHEA.COM
Sale of products/ services
Do you provide repeat (+ retention) or one-off
services/ products?
Unit price of each main product
% of customers buying each product
Number of units bought by one customer per year
Licence Fees
Does a licence fee contract support other revenue
streams?
Average wholesale price of licensee
Licence fee % (e.g. 5%)
Number of units bought by one customer per year
14
THE FINANCIAL PLAN
The assumptions needed to calculate the revenue model
15. WWW.VALITHEA.COM
Subscription fees
Conversion rate (% of paying users)
Does the conversion rate increase over time for any
reason?
Inflation
Types of subscriptions
Monthly subscription fee
How many of the paying users pick each
subscription %
Average length of subscription in months
Retention
15
THE FINANCIAL PLAN
The assumptions needed to calculate the revenue model
16. WWW.VALITHEA.COM 16
THE FINANCIAL PLAN
Transaction Fees and Advertising
Transaction Fees
Average transaction price of users
Transaction fee % by platform (e.g.10-20%)
Share of active users who place transactions
Does the share of active users stay the same?
Number of transactions per active user per month
Retention
Advertising fees
Monthly featured content/ sponsorship: Price and
% of users selecting this
Pay per view: Price and % of users/ n° third parties
selecting this
Pay per Click/Action: Price and % of users/ n° third
parties selecting this, Click-Through Rate
Retention
17. WWW.VALITHEA.COM 17
THE FINANCIAL PLAN
Calculating cash outflows
Materials costs in % of revenue, or better on a per unit basis (taking into account inventory orders, timing of each
payment, and increasing costs)
Other direct sales costs (e.g. referral fees, any commission, freight and delivery costs, transaction fees)
Count the employees needed for each function based on capacity – Project the number of employees on a
Revenue per employee or Customers per employee basis and compare them with similar industry players: you will
be able to determine if your projections are realistic
Marketing & Sales costs (related to customers acquired)
Recurring product or service costs, set-up costs, expansion costs (R&D, operations)
Hosting and web expenses (if you have a platform, based on users)
Administration expenses (rent, travel, consulting, general costs)
Investments & depreciation (hardware, real estate, platform)
Interest on debt (if you have any loan)
Tax (based on Earnings before Taxes Take into account any tax breaks you have and timing of payment)
18. WWW.VALITHEA.COM
+ Cash receipts from customers
- Cash paid for inventory
- Cash paid for other direct costs and operating expenses
- Tax Paid
OPERATING CASH FLOW
- Investments
INVESTMENT CASH FLOW
- Debt/ Interest Payments
CASH FLOW (TO EQUITY)
+ Equity investment received and dividends paid
CHANGE IN CASH AND CASH EQUIVALENTS
18
THE FINANCIAL PLAN
Using the direct Cash Flow approach to calculate your budget
• Revenue is the only measure usable to
calculate an exit value at this stage (later
EBITDA, EBIT and profit become more
important)
• Profit is not cash flows: you need to know
when your payments are due (especially if you
have inventory or capex)
• Calculating monthly cash flows allows you to
understand how much funding you need and if
you need multiple financing rounds
• The Cash flow to Equity will determine your
equity financing needs
19. WWW.VALITHEA.COM
Investments so far Use of funds
0%
Salaries & Outsourcing - 310,115 22%
Marketing & Advertising costs - 966,119 68%
Set-up legal, marketing launch and product development costs - 100,000 7%
Hosting expenses - 6,118 0%
Rent & Miscellaneous administration expenses - 40,750 3%
Investments - 2,000 0%
Tax 0%
0%
0%
0%
1,425,102- Maximum investment
Revenue 438,990
Direct sales costs - 188,685
250,306
1,174,796- Minimum investment
19
THE FINANCIAL PLAN
Funds raised
Investors prefer investing in product
development and in an efficient sales
strategy or expansion costs
The amount of funds you ask for should
cover all operating costs and investment
for the period chosen
The minimum investment includes your
best case scenario, in which you realise
the sales as planned in your financial
projections
Important information to
communicate:
- Annual Run Rate (annualised
revenue ARR)
- Cash Burn Rate
- Time Before Cash Runs Out
21. WWW.VALITHEA.COM
Additional sales channels additional profit per user per year
Technology integrated in company total technology savings per year
Know-how integrated in company new product development and sales
Market leadership (eliminate the threat of competition) additional users, retaining current users who
require constant product development, and profit per user per year
Consolidate branding and company‘ market position additional users, retention of users
Entering new country/ region new users, sales channels and cost savings
Centralisation of activities and economies of scales (e.g. marketing, admin) total cost savings per
year
Control over supply channels cost savings
Etc...
21
EXIT STRATEGY AND VALUE
Why do corporate/strategic investors acquire other companies?
22. WWW.VALITHEA.COM
ESTABLISH COMPARABILITY:
1. Similar revenue generation, business model and risk
2. Preferably do not include Unicorns
3. If possible: use Exit Multiples rather than Early-stage Funding Multiples or Multiples of stock listed companies
4. If possible: similar market size, region, deal mostly paid in cash, sold at similar stage
22
EXIT STRATEGY AND VALUE
How to select multiples
EV/Revenue multiple
EV/EBITDA multiple
EV/EBIT multiple
Equity/ Net
Profit
Also EV/ Number of Users
EV/ Sales outlets
EV/ Number of products
EV/ Years of operation
Other sector-specific
figure
Revenue (during your Exit year)
x
EV/ Revenue multiple
=
Future Exit Value
23. WWW.VALITHEA.COM 23
EXIT VALUE AND STRATEGY
Research exits on Crunchbase, Tech Crunch, Venture Beat, etc.
Research revenue, users (and
other figures) from press
releases
! Sector popularity (e.g. number of companies recently funded
or sold) increases exit multiples You can how examples to
potential investors (even if the valuation, revenue or user
figures are not available)
24. WWW.VALITHEA.COM
If you find relevant data, it‘s best to use only acquisitions of companies that were sold at the same time when you
would ideally like to sell yours (e.g. after 5 years of operations)
24
EXIT VALUE AND STRATEGY
Calculate your exit value
EUR only for platforms
Company
name
Country Funding/ Stage/ Exit/ Market
listed
Deal amount Shares sold
%
Enterprise Value Users at time of
investment (or
now is stock
listed)
Revenue at
time of
investment
EV/ User (or
monthly
unique
visitors)
EV/ Revenue
LinkedIn US
Acquired by Microsoft in 2016
(100% cash)
23,842,000,000 100% 21,931,000,000 400,000,000 2,720,900,000 54.83 8.1
Whatsapp US
Acquired by Facebook in 2015
(<25% in cash)
20,020,000,000 100% 20,020,000,000 400,000,000 9,282,000 50.05 2156.9
Twitch US Acquired by Amazon in 2014 882,700,000 100% 882,700,000 55,000,000 16.05
Airbnb US 2015 Funding Series E 1,365,000,000 6% 23,205,000,000 60,000,000 801,000,000 386.75 29.0
Yuan Tiku China 2015 Funding Series D 54,600,000 17% 327,534,493 13,000,000 25.19
Handy US 2015 Funding Seriec C 44,500,000 10% 445,000,000 71,200,000 6.3
Yelp US Stock market listed since 2012 1,728,090,000 145,000,000 536,736,200 11.92 3.2
Angie's List US Stock market listed since 2011 450,767,200 3,200,000 79,170,000 140.86 5.7
Median 25.19 5.69
Sources: Crunchbase, Bloomberg, etc. ADJUST MEDIAN
Relevance of multiples: Exits > Funding or
stock listed companies
When using Exits: deals with greater portion
of cash than stock are more relevant
When using Funding: Late stage funding
multiples make more sense than early stage
funding multiples
When using stock listed companies: as a
startup, recently listed companies have
more relevant multiples than mature
companies
For mature companies with significant debt,
the calculation will be slightly different
25. WWW.VALITHEA.COM
Why is the company interesting for an acquisition?
Decide when the best time to sell your company is (usually between 5-10
years) – analyzing acquisitions in the sector gives you a good indication
Do the companies have a similar revenue model to yours? If not, the
multiples, especially a user-base multiple, would not make sense
You didn't find good multiples? Use between 2-6 x EV/Revenue for startups:
the more popular the sector, the higher the multiples
the more numerous the types of companies that may be interested in
acquiring you, the higher the multiple
Calculate your exit value based on your figures in the chosen year (e.g.
Revenue year 7 x Revenue multiple = Terminal value Year 7) – This is not your
valuation because it is a future value, to be discounted to the present
It would be ideal if values extracted from different multiples come very close
(unlike the example shown)
25
EXIT VALUE AND STRATEGY
Calculate your exit value
EV/ User EV/ Revenue
25.19 5.69
Customers Revenue
2023 461,407 19,241,698
11,625,121 109,555,721
EXIT VALUE EUR60,590,421
27. WWW.VALITHEA.COM 27
DISCOUNTING AND DCF VALUATION
You value depends on cash flows: Why your company risk changes your value
The second step is the Return of
Investment – You need to sell
yourself as a profitable investment
Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Year 8
Value (1.42) (0.28) 2.19 6.47 10.60 17.60 30.70 39.32
(10.00)
-
10.00
20.00
30.00
40.00
50.00
COMPANY VALUE AT DIFFERENT STAGES €M
-2 -4 -1
2 5 10 12 14
-20
0
20
CASH FLOWS €M
Idea
Prototype
Minimum
Viable
Product
Market
Entry
Expansion
Cash Flow/ (1+ Discount Rate) ^n°Year
90%
60%
45% 35% 30% 25% 20% 18%
0%
25%
50%
75%
100% DISCOUNT RATE %
Different risk for different strategies and
stages of the business because of the risk of
failure and uncertain strategy.
These risks should ideally be incorporated in
your cash flows – but showing a completely
realistic financial plan would make it difficult
to get funded!
Investors may not benefit from your cash
flows directly, so typically discounting only the
exit value is the most common approach for
startups. You can also just assign a specific
risk to your future exit value.
28. WWW.VALITHEA.COM
No official discounting techniques for startups – the discount rate can represent the expected return or perceived
risk of your cash flows (to equity). Different investors may be more susceptible to some risks than others
For startups it takes into account your cumulated probability of failure related to your stage: therefore for startups
use one unique discount rate for each funding round:
28
DISCOUNTING AND DCF VALUATION
How can your risks be quantified?
75-90% 70-80% 60-75% 50-65% 40-55% 35-50% 30-45% 25-35%
IDEA
DEVELOPME
NT
PROTOTYPE/
MVP
MARKET
VALIDATION
MARKET
ROLL-OUT
GROWTH EXPANSION
LATE
GROWTH
01.08.2016 01.03.2017 30.01.2018 01.03.2019
1,270,208 10,844,788
BASIC INDUSTRY RISK
FINANCIAL DISTRESS RISK
BUSINESS & COMPETITION
RISK
GROWTH RISK
STARTUP TEAM RISK
STARTUP STRATEGY RISK
STAGE & FUNDRAISING RISK
29. WWW.VALITHEA.COM 29
DISCOUNTING AND DCF VALUATION
How to calculate your terminal value
Business
Angel
Highly valued
company, synergies to
be created by
acquiring other
companies
VC
Strategic
Exit
No Exit
(or only minority
shares)
IPO
Synergies can be
created by being taken
over by a corporate
investor (example Year
5)
Company can be
sufficiently profitable
on its own (example
Year 7, or when a
sustainable growth is
reached)
Long-term Cash Flow YearX
x (1+ growth%)
: (Discount rate –growth%)
= TERMINAL VALUE CASH FLOW
: (1+ Discount rate) ^ YearX
= TERMINALVALUE
EXAMPLE TERMINAL VALUE
FUTURE EXIT VALUE
: (1+ Discount rate) ^ n°Year
= TERMINALVALUE
30. WWW.VALITHEA.COM 30
DISCOUNTING AND DCF VALUATION
Understand how important your exit value may be for your valuation
Scope of valuation
Revenue Cash Flows Discount DCF
2016 - 20,956- 69% - 20,956
2017 32,518 188,940- - 111,568
2018 169,647 656,682- - 228,973
2019 846,817 789,639- - 162,582
2020 2,853,466 12,077- - 1,468
2021 7,010,168 1,271,513 91,284
2022 16,034,748 9,023,662 382,535
Exit 60,590,421 2,568,578
2,516,850
Company name Country
EV/ User (or monthly
unique visitors)
EV/ Revenue
LinkedIn US 54.83 8.06
Twitch US 16.05 -
Yuan Tiku China 25.19 -
Handy US - 6.25
Yelp US 11.92 3.22
Angie's List US 140.86 5.69
Median 25.19 5.69
2023 Users/ Revenues 461,407 19,241,698
Range of exit values 11,625,121 109,555,721
Average: 60,590,421
Reasons for company acquisition
New sales channels and strengthening of branding
within the target group
Business Angel funding
Funding/ Stage/ Exit/ Market
listed
Acquired by Microsoft in 2016
Stock market listed since
Acquired by Amazon in 2014
2015 Funding Series D
2015 Funding Seriec C
Stock market listed since
-500,000
0
500,000
1,000,000
1,500,000
2,000,000
2,500,000
3,000,000
2016
2017
2018
2019
2020
2021
2022
ExitDiscounted Cash Flows
31. WWW.VALITHEA.COM
Why do you think that investors expect an exit?
1. Because the exit value is typically higher than the cash
flows that the company could earn independently
2. Because the investor does not have many other
opportunities to sell his/her equity stake without an exit
3. Because the cash inflow from selling the company
comes sooner than future long-term cash flows
31
DISCOUNTING AND DCF VALUATION
?
-2 -4 -1
2 5 10 12 14
-20
0
20
CASH FLOWS €M
90%
60%
45% 35% 30% 25% 20% 18%
0%
25%
50%
75%
100% DISCOUNT RATE %
33. WWW.VALITHEA.COM
Exit Value 60.59 EUR
Anticipated ROI 15
Post-money valuation Mil. 4.04
Investment 0.25
Pre-money valuation m 3.79
Cash Flows for startups in the first years are not very relevant – if you‘re raising funds from VCs you‘ll probably be
making a loss for two/three additional years The investor’s return mostly comes from the potential exit
In advanced stages, the terminal value can also be calculated using an EBITDA or Net profit multiple
VCs will calculate this value independently, but knowing the reasons why your company may be valuable to
acquirers will be an advantage
You can estimate the Anticipated Return on Investment, but you will not know the expected return of each
investor, this may depend on their expected portfolio return and stage of the company
Additionally the Chicago method calculates your discounted cash flows and exit value with different scenarios
(worst, medium, and best case scenario) and weights the results according to the probability of each. The worst
case scenario would usually hold 0 value.
33
SEED STAGE AND VENTURE CAPITAL VALUATION METHODS
Your exit value is very important to VCs VENTURE CAPITAL METHOD
(This is a simplified method, typically the ROI
is calculated based on exit year as well and
with additional probabilities)
The result is a post-money valuation, because
the projected cash flows include the
investment amount, just like the DCF method
In this case, the exit value is only the best case
scenario, so we used a high ROI.
34. WWW.VALITHEA.COM 34
SEED STAGE AND VENTURE CAPITAL VALUATION METHODS
VC Valuation Practices
Scenario analysis will focus on different: Financial & Exit Multiples (Future Exit Value), Time to Exit, Dilution,
Probabilities
The return expectations on most deals ranges between 15-25% per year
The multiplier used earlier is the same as using the
expected return on investment and time to exit
1/(1+25%)^8 = 5.9
35. WWW.VALITHEA.COM
0.89 USD to EUR
3.8
70%
Estimated comparable
value of local startups
EUR 2.37
Estimate current valuation
of pre-revenue pre-money
valuations Mil
USD Mil. - Median current pre-revenue pre-
money valuations in USA (Halo Report, adjusted)
Calculate the pre-revenue pre-money startup valuations in your area, then attribute a value between -2 (for negative
characteristics) and +2 (for positive characteristics or absence of risk) for each of these risks. Then you sum up the
points and for every point you add or subtract $250.000 (preferably adjusted to local valuation level and currency).
35
SEED STAGE AND VENTURE CAPITAL VALUATION METHODS
Risk Factor Summation Method
Resources:
www.angelcapitalassociation.org
www.angelresourceinstitute.org
angel.co/valuations (all valuations not just pre-money)
36. WWW.VALITHEA.COM
What if your sector is valued differently from the average startups, or you need higher investments? Estimate the
average pre-revenue pre-money valuation in your sector:
36
SEED STAGE AND VENTURE CAPITAL VALUATION METHODS
Risk Factor Summation Method (proposed approach)
Fintech Funding € Assumed stake given (no information) Post-money Pre-money
ZipZap US 2014 Funding Seed 979,000 10% 9,790,000 8,811,000
Technology platform
for moving money
around the world
Bonafide US 2015 Funding Seed 756,500 10% 7,565,000 6,808,500
Enables reputation,
trust and fraud
prevention for Bitcoin
Regalii US 2016 Funding Seed 3,560,000 10% 35,600,000 32,040,000
International mobile
payments platform
Median Seed 9,790,000 8,811,000 EUR
37. WWW.VALITHEA.COM
Characteristic -2 to +2 160,000
Management 1 160,000
Stage of the business -1 - 160,000
Legislation/Political risk 1 160,000
Manufacturing risk 2 320,000
Sales and marketing risk -2 - 320,000
Funding/capital raising risk -1 - 160,000
Competition risk -1 - 160,000
Technology risk 1 160,000
Litigation risk 0 -
International risk 1 160,000
Reputation risk -1 - 160,000
Potential lucrative exit 1 160,000
TOTAL - FACTOR
ADJUSTMENT
160,000
Median pre-revenue pre-money valuations 2.37
+ Factor adjustment 0.16
Adjusted pre-money valuation 2.53
+ Investment 0.25
Post-money valuation Mil. 2.78
Is there a risk that the quality of technology (e.g. for platforms) can affect the business's
Could clients or competitors sue you?
Does the strategy include a risky international expansion?
Does your reputation/ branding have a strong effect on sales?
Could many buyers be interested in acquiring your company in the future?
How strong is the competition at home and abroad?
Comment
Committed high investment already, Exit>industry>entrepreneurship experience, Over 6 months
funds left, Key skills with founders' team or key employees
Stage risk (negative before market entry)
Change in laws that can affect the business
Manufacturing risk and need for working capital for production
Is your success dependent on a successful marketing strategy? Did you validate your idea with
a sample customer base? Do you have partnerships?
Does your company need future rounds of financing to be successful?
37
SEED STAGE AND VENTURE CAPITAL VALUATION METHODS
Risk Factor Summation Method
Other similar methods: Scorecard method (mostly suitable
to business angels), Dave Berkus Method, Development
Stage Valuation Approach (not flexible towards market
trends)
38. WWW.VALITHEA.COM 38
SEED STAGE AND VENTURE CAPITAL VALUATION METHODS
Scorecard Valuation Method
Comparison factor Range max Target Company Factor
Strength of the
Management Team
30% 100% 0.30
Size of the Opportunity 25% 100% 0.25
Product/ Technology 15% 100% 0.15
Competitive Environment 10% 100% 0.10
Marketing/ Sales Channels/
Partnerships
10% 100% 0.10
Need for additional
investment
5% 100% 0.05
Other 5% 100% 0.05
SUM 1.00
Median pre-revenue pre-money valuations 2.37
X Factor adjustment 1.00
Adjusted valuation 2.37
+ Investment 0.25
Post-money valuation Mil. 2.62 EUR
This methods also starts with the
calculation of pre-revenue pre-
money start-up valuations in your
area
39. WWW.VALITHEA.COM 39
SEED STAGE AND VENTURE CAPITAL VALUATION METHODS
Communicate your return expectations and findings
Average two methods of your
choice, ensure that they have
similar results with the DCF
method (if chosen).
You may choose to adjust the
valuation for expertise offered,
but you should check if the
expertise offered by the
investor is specifically useful
to you. Also a leading
business angel may be able to
find others to co-invest with
him/her.
DCF + Exit
Risk Factor Summation Method
Average Post-Money Valuation
Investment sought
15.1% of current Seed stage value
Total Return on Investment
Pre-Money valuation 1,741,415.15
2,835,984.85
2,053,096.33
2,050,000.00
308,584.85
39.63
Average post-money valuation adjusted
1,270,207.81
40. WWW.VALITHEA.COM 40
SEED STAGE AND VENTURE CAPITAL VALUATION METHODS
The process
Approach of investor Expression of interest Submission of documents
Update investor on progress Investor wants to invest NDA
Waiting....
Negotiations Term Sheet Due Diligence
Practical talks start
Investment Agreement
Shareholder Agreement
Signing
Registration of Capital Increase
Closing (Transfer of funds)
If due diligence is positive...
41. WWW.VALITHEA.COM
Be aware of the fact that most term sheets include these clauses, but ensure that they do not put you at a great
disadvantage. Typically VC term sheets will be stricter than the ones presented by some business angels:
VALUATION: Pre-money/ Post-money/ Fully diluted
FUNDING MILESTONES: Tranches may carry different valuation every time a tranche is paid and have conditions
based on the business plan
SHARES: Ordinary or preferred shares, conversion rights
EXIT or SHARE TRANSFER: liquidation preference 2x, tag-along/ drag-along/ forced sale, special investors rights,
IPO clauses; pre-emptive rights, lock-up, right of first refusal/ right of first offer, call options/ put options,
clawback shares, incentive options, ratchet clauses
FUTURE FINANCING dilution and financing rounds rules
GOVERNANCE: board composition, veto and information rights
PERSONAL LIABILITY and indemnification
COVENANTS: IP assignment and non-compete, non-solicitation clauses
TERM SHEET: Exclusivity, expenses, timing and drafting responsibilities, legal nature and confidentiality
41
SEED STAGE AND VENTURE CAPITAL VALUATION METHODS
The Term Sheet is a non-binding offer, take great care in understanding the restrictions
42. WWW.VALITHEA.COM
Events and clauses that dilute shareholdings:
Vesting of ESOP (employee stock ownership plan)
Investing of new shareholders and capital increase (how
shares dilute for each shareholder is detailed in the term
sheet)
Maturity or options of convertible debt
Liquidity preference of VCs or other investors in case of
an exit
Other clauses e.g. exit value under expected amount
You may own a much smaller stake of your company at exit,
but it could be a small stake of a large company. However,
ensure that this may be enough in terms of cash for all the
work that you may put in over the years.
The valuation should be adjusted for dilution based on your
expected future fundraising.
42
SEED STAGE AND VENTURE CAPITAL VALUATION METHODS
Dilution of early-stage investors
43. WWW.VALITHEA.COM
Price of Last Investment
Options
Convertible Debt
LP/ GP Fund Cost
You don‘t need a high valuation
43
SEED STAGE AND VENTURE CAPITAL VALUATION METHODS
Additional Considerations
44. INVESTMENT READINESS CHECKLIST
✐ Active customer base and large market
✐ First-mover in the market/ Disruptive business model
✐ Interest from different investors/ Popular sector
✐ IP or proven technology
✐ Experienced and responsible team
✐ Focused strategy, but with a variety of future expansion possibilities
✐ Company in the future can be easy to integrate in a potential acquirer and can become
independent from its founders