Jonathan Lowenhar (Founder & Managing Partner, ETW Advisors)
Raising capital is a discipline that when mastered can fuel a startup’s potential; and when ignored, can doom a venture before it starts. Contrary to most of what a young entrepreneur reads, there is a method to the madness of fundraising… and it involves a great deal more than just a pitch deck.
This talk will cover revealing topics such as the “the 28 questions all investors ask” and what represents a “minimum viable investor funnel” providing the audience with frameworks from which to construct a professional fundraise no matter if your startup is barely off the ground or well beyond product-market-fit.
How are you going to sell your product? Learn the principles of “selling value” to your customers, with a special emphasis on the challenges of sales for technology startups. Get tips for dealing with stakeholders and distributors and learn how to manage risks and problems. Get practical tips for making sales calls, including how to successfully close a sale and follow-up with potential customers.
This lecture focuses on defining the field of marketing communications with a particular emphasis on technology startups. This lecture is particularly relevant for those startups that have limited funds available for marketing. Learn the basics of advertising, branding, public relations and social media. Find out about tools you can use to demonstrate your thought leadership and where to go for help when developing a marketing plan.
How are you going to sell your product? Learn the principles of “selling value” to your customers, with a special emphasis on the challenges of sales for technology startups. Get tips for dealing with stakeholders and distributors and learn how to manage risks and problems. Get practical tips for making sales calls, including how to successfully close a sale and follow-up with potential customers.
This lecture focuses on defining the field of marketing communications with a particular emphasis on technology startups. This lecture is particularly relevant for those startups that have limited funds available for marketing. Learn the basics of advertising, branding, public relations and social media. Find out about tools you can use to demonstrate your thought leadership and where to go for help when developing a marketing plan.
5. how to choose your investor startups.beStartUps.be
Find out how to choose an investor that adds value to your business: track record, partners and which are the red flags you should pay attention to. Learn more and get investor-ready: www.startups.be/fundraising
Check out tips and tricks for dealing with investors and learn how to avoid mistakes when raising funds for your startup, prepared by Thibaut Claes (thibaut@startups.be). Learn more and get investor-ready: www.startups.be/fundraising
Dive into Startups.be overview of the fundraising process, prepared by Thibau Claes (thibaut@startups.be). Learn more and get investor-ready: www.startups.be/fundraising
Startup founders -- this is your chance to get real answers to your real questions.
When you're seeking VC funds, it boils down to: What are venture capitalists really looking for -- and how can you show them you've got it?
In this presentation, Sean Foote, Founder and Managing Director of Co=Creation=Capital, and Gadiel Morantes, Chief Revenue Officer with Early Growth Financial Services discuss:
- What questions VCs will ask
- How to impress VCs
- Questions you should ask potential investors
- What NOT to ask investors
Co=Creation=Capital: Entrepreneurs + Money + Management = Co=Creation=Capital - because startups need all the help they can get!
EGFS is an outsourced financial services firm that provides accounting, CFO, tax, and valuation services and support to companies at all stages of the development process.
How are you going to sell your product? Learn the principles of “selling value” to your customers, with a special emphasis on the challenges of sales for technology startups. Get tips for dealing with stakeholders and distributors and learn how to manage risks and problems.
Get practical tips for making sales calls, including how to successfully close a sale and follow-up with potential customers.
Investor readiness: Startup valuation by Startups.beStartUps.be
Check out the most reliable methodologies and become aware of the risk factors. More information on getting investor-ready: www.startups.be/fundraising
Investor readiness: 99 questions from investors by Startups.beStartUps.be
Sharpen up your pitching skills: how to talk about your product, metrics, business model, team and more! Want to get investor ready? Visit www.startups.be/fundraising
Lecture 2 from our 5-Day Lean Launchpad Class discussing how to put customer discovery to work out of the building. Based on the acclaimed book, Talking to Humans, by Giff Constable & Frank Rimalovski. More at http://talkingtohumans.com.
It is a given that we will all exit our business at some point - willingly or not! - and it is never to soon to start planning that exit.
There is a link at the end of this deck to the associated blog and webinar recording
Learn the secrets of successful pitching to investors. Fundraising tricks and advice from the award-winning experts at Benjamin Ball Associates. Learn more today. Investor pitch advice and questions to answer before your next investor pitch.
So you got an idea. How do you make it into a business? You need to make a startup, search for a business model, find customers and scale. This talk briefly talks about where to go next
How investors evaluate the startups they invest in - the qualities you'll need to display to score investment, including you, your team, market, startup, traction, financials, investment terms, other investors, etc
Venture capital can often seem like a black box—opaque and inaccessible. However, Mike Maples, Jr of Floodgate offers invaluable insights in his analysis revealing what makes the VC world tick and how founders can navigate it effectively.
Key Insights:
1) VC Dynamics: Understand the crucial relationship between entrepreneurs, venture capitalists, and limited partners.
2) Exponential Laws: Learn about Moore’s Law and Metcalfe’s Law, which dictate the scalability and network value crucial for startup success.
3) The Power Law: Explore how the value of the best startup outcome significantly exceeds all others, emphasizing the importance of aiming for massive impact.
4) VC Fundamentals: Maples discusses the dos and don’ts of fundraising from VCs, helping founders avoid common pitfalls and strategically position their startups.
5. how to choose your investor startups.beStartUps.be
Find out how to choose an investor that adds value to your business: track record, partners and which are the red flags you should pay attention to. Learn more and get investor-ready: www.startups.be/fundraising
Check out tips and tricks for dealing with investors and learn how to avoid mistakes when raising funds for your startup, prepared by Thibaut Claes (thibaut@startups.be). Learn more and get investor-ready: www.startups.be/fundraising
Dive into Startups.be overview of the fundraising process, prepared by Thibau Claes (thibaut@startups.be). Learn more and get investor-ready: www.startups.be/fundraising
Startup founders -- this is your chance to get real answers to your real questions.
When you're seeking VC funds, it boils down to: What are venture capitalists really looking for -- and how can you show them you've got it?
In this presentation, Sean Foote, Founder and Managing Director of Co=Creation=Capital, and Gadiel Morantes, Chief Revenue Officer with Early Growth Financial Services discuss:
- What questions VCs will ask
- How to impress VCs
- Questions you should ask potential investors
- What NOT to ask investors
Co=Creation=Capital: Entrepreneurs + Money + Management = Co=Creation=Capital - because startups need all the help they can get!
EGFS is an outsourced financial services firm that provides accounting, CFO, tax, and valuation services and support to companies at all stages of the development process.
How are you going to sell your product? Learn the principles of “selling value” to your customers, with a special emphasis on the challenges of sales for technology startups. Get tips for dealing with stakeholders and distributors and learn how to manage risks and problems.
Get practical tips for making sales calls, including how to successfully close a sale and follow-up with potential customers.
Investor readiness: Startup valuation by Startups.beStartUps.be
Check out the most reliable methodologies and become aware of the risk factors. More information on getting investor-ready: www.startups.be/fundraising
Investor readiness: 99 questions from investors by Startups.beStartUps.be
Sharpen up your pitching skills: how to talk about your product, metrics, business model, team and more! Want to get investor ready? Visit www.startups.be/fundraising
Lecture 2 from our 5-Day Lean Launchpad Class discussing how to put customer discovery to work out of the building. Based on the acclaimed book, Talking to Humans, by Giff Constable & Frank Rimalovski. More at http://talkingtohumans.com.
It is a given that we will all exit our business at some point - willingly or not! - and it is never to soon to start planning that exit.
There is a link at the end of this deck to the associated blog and webinar recording
Learn the secrets of successful pitching to investors. Fundraising tricks and advice from the award-winning experts at Benjamin Ball Associates. Learn more today. Investor pitch advice and questions to answer before your next investor pitch.
So you got an idea. How do you make it into a business? You need to make a startup, search for a business model, find customers and scale. This talk briefly talks about where to go next
How investors evaluate the startups they invest in - the qualities you'll need to display to score investment, including you, your team, market, startup, traction, financials, investment terms, other investors, etc
Venture capital can often seem like a black box—opaque and inaccessible. However, Mike Maples, Jr of Floodgate offers invaluable insights in his analysis revealing what makes the VC world tick and how founders can navigate it effectively.
Key Insights:
1) VC Dynamics: Understand the crucial relationship between entrepreneurs, venture capitalists, and limited partners.
2) Exponential Laws: Learn about Moore’s Law and Metcalfe’s Law, which dictate the scalability and network value crucial for startup success.
3) The Power Law: Explore how the value of the best startup outcome significantly exceeds all others, emphasizing the importance of aiming for massive impact.
4) VC Fundamentals: Maples discusses the dos and don’ts of fundraising from VCs, helping founders avoid common pitfalls and strategically position their startups.
Seed funding and angel fundraising remains a art more than science. As someone who is heavily involved with startups and angel investors, here I have tried to answer the common question from entrepreneurs, startups and investors.
Get to know your investor before you send them a
deck. Easy tips to use.
The presentation has been made by Paul Belknap (Investment Manager,
Villgro Innovations Foundation) and Ullas Marar (Head - Scouting and Inspiration
Villgro Innovations Foundation).
Discover how to unlock the most powerful tool in your saleskit - "stories" with Eleece Quilliam, National Manager of Invesco Consulting Australia.
Learn from Eleece how highly-effective advisers use 'StorySelling' to help them establish stronger personal connections and convert more prospects.
Investors historically sit through pitches and evaluate early stage startups on three primary metrics: 1) great looking product demos, 2) compelling presentations, and 3) a strong team. Steve Blank, the Godfather of the Lean Startup movement said in his Customer Development Manifesto: “There’s no formal way for an investor to assess project maturity or quantify risks. Other than measuring engineering progress, there’s no standard language to communicate progress.”
What has been missing is a common language to communicate objectives and data that investors and entrepreneurs can use to communicate startup readiness.
Fortunately, the principles developed in the Lean Startup movement can be utilized to help entrepreneurs assess their Investor Readiness Level in a way that allows them to demonstrate “evidence” of their readiness. In this session, Max Green and Heath Naquin, both of the IC2 Institute, will share this new method for entrepreneurs to gauge their own investor readiness using the principles of Steve Blank's Investment Readiness Level and LeanLaunchpad.
Entrepreneurs attending this session will learn a valuable approach helping their start-up team prove their competence and validate their ideas by showing investors “evidence” that there’s a repeatable and scalable business model.
Heath Naquin serves as Executive Director for the SW I-Corps Node at The University of Texas at Austin. He also serves as the Managing Director for a multi-university NSF Industry University Cooperative Research Center (I/UCRC) the Center for Next Generation Photovoltaics. Heath was a founding member of three different start-up business initiatives across sectors. He has helped companies raise more than $30 Million in funding from private and government sources.
Heath actively works on international commercialization initiatives and efforts focusing on industry collaboration, new project development and deployment along with building linkages between industry, government, academia and the venture capital community. Heath has worked in more than 20 countries on international commercialization and entrepreneurship initiatives in countries such as Colombia, Jordan, Iraq, Korea, Mexico, Portugal, Armenia, and Turkey. Heath has extensive experience with the NSF, EPA and NIH SBIR programs as an active commercial reviewer for many years. Heath also currently serves as Faculty for the Concordia University Executive MBA program.
WeWork provides small businesses, startups, and freelancers with beautiful workspace, inspiring community, and meaningful services. With weekly events, personalized support, flexibility, and access to thousands of like-minded entrepreneurs around the world - WeWork is the perfect place to grow your business in 2015.
The WeWork Congress location sits in the heart of downtown Austin at 6th St. and Congress Ave. To learn more about joining the community, email joinus@wework.com or call 855.593.9675.
The truth behind what venture capitalists are looking for from Sean Foote (Co=Creation=Capital) and Gadiel Morantes (www.earlygrowthfinancialservices.com).
Takeaways include:
- The difference between "buyer" vs "seller"
- The VC mindset
- What VCs are looking for
- The VC fundraising process
- Questions you need to be able to answer for VCs
and more!
This is the deck that accompanied Dave Kochbeck's webinar on July 10, 2014.
In the webinar he guided founders of all stripes through the perfect pitch. Determine what are the most important touch-points to prepare for, what you should be aware of and what you should focus in on and highlight about your exciting company. From founders seeking pre-seed to late seed funding, this is the most important Webinar you should attend.
Women 2.0's Webinars are a new event to promote new networks amongst the entire technology ecosystem in innovative cities around the world. This event is open to those who work, start, and fund tech companies. Both women and men are invited to attend.
To view our next webinar go here: http://women2.com/webinars
To apply for PITCH go here (Deadline July 31, 2014): http://bit.ly/1ojgVtj
Women 2.0 Fall Conference in San Francisco (September 30 - October 1, 2014): http://sf.women2.com
Slaying the Dragons - How to Pitch to InvestorsErik Kaas
Pitching to investors need not always be a nerve-wracking affair. With the right planning and preparation, it can be the ultimate platform for you to showcase your idea, convince investors of your startup’s potential and build your own confidence in the process. Learn what it takes to present a killer pitch that will slay the dragons and get your startup the funding it deserves.
Show Me The Money - The Ying and Yang of Entrepreneurial FinanceJohn Landry
Presentation of 12-time CTO/Entrepreneur and Entrepreneur-in-Residence John Landry (https://www.linkedin.com/in/leaddogvc) to Babson College Alumni and Students on the ins-and-outs of financing (or bootstrapping!) entrepreneurial ventures.
Created: 4/17/19 - Landry Babson Speaker Series #4
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8. Why Can’t You Raise?
1) Lack Traction For Your Stage
2) Wrong Investor
3) Don’t Know How to Raise
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
10. • Get yourself in your best mood
• Embody “arrogantly likable”
• You’re in charge
• They are lucky to have a chance to
invest in your company
• Don’t be afraid to ask questions
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
11. What to ask from the start
• Tell me about your fund’s investment thesis?
• What is your typical investment size? (bite size)
• How much $ is left in the current fund? (dry powder)
• When is your next fundraising cycle?
• Do you lead?
• Do you have any conflicting investments?
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
12. Your Pitch: ~20 slides in 20 min.
• Have your story ready
• Always open with a simple summary (< 30 seconds)
• Be ready to be interrupted (sometimes a lot)
• Customize message (and ask) to the type of investor
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
13. • Opening – “Series A enterprise SaaS company…”
• Pain – “We eliminate injuries from the workplace…”
• Solution – “Remote health and education platform…”
• Team – “We are experts in human movement...”
• Traction – “We’ve reduced injuries massively...”
• Go-To-Market – “Enterprise sales...”
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
Your Pitch: ~20 slides in 20 min.
14. • TAM – “10k big logistics/shipping companies...”
• Competition – “Calisthenics teachers…”
• Financials – “$500k-$1M deal sizes…”
• Raise – “Raising to reach 20 customers and $8M ARR”
• Appendix
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
Your Pitch: ~20 slides in 20 min.
15. Some tips
• Emphasize one key message per slide
• Build appendix slides for the predictable questions
• Be ready to demo if asked
• Answer direct questions directly
• Build in big reveals
• Excitement & passion are great!
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
16. • Co-founders, don’t interrupt each other!
• Questions = Objections
• A financial projection matters; not the accuracy
• Be ready to pitch without slides (hint: practice!)
• It’s ok to say “I don’t know” at Pre-Seed or Seed
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
Some tips
17. Common Mistakes
• Poor Listening – wait for the whole question
• Jargon
• Reading slides
• Too informal
• Too secretive
• Solution Selling
• Thinking only about your business as it looks today
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
19. Materials
• Financial Model
• Pitch Deck
• Cap Table
• Demo
• Product Data
• 28 Questions
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
20. 1. What is the problem you are attempting to solve?
2. What is your solution to that problem?
3. What makes your team qualified for this opportunity?
4. Who are the co-founders? How do you know each other and
how long have you worked together?
5. What skills are missing from the team?
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
28 Questions
21. 6. What proof do you have that your solution works?
7. What is the market you sell to? Who is your customer?
8. How do you reach that customer?
9. What are the alternatives for that customer if they don’t buy
or use your solution?
10. How do you sustainably generate leads and what are your
KPIs?
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
28 Questions
22. 11. How do you price your solution? How do you earn $?
12. What is churn today? What are primary causes and how has it
trended over time?
13. How do you measure customer engagement?
14. What is required to deploy a new customer? Expense?
Resources? Time? Change Management?
15. What are per-unit economics of the business?
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
28 Questions
23. 16. What future products do you have on the roadmap?
17. What additional customer segments can you reach?
18. Who are the competitors in this space and how are you
(sustainably) different?
19. How much capital have you raised?
20. What does cap table look like?
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
28 Questions
24. 21. What are the primary uses of the new funds?
22. How much total capital do you need to reach scale?
23. If you succeed, who might buy your company?
24. Would you be willing to step down as CEO?
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
28 Questions
25. 25. What valuation are you seeking for this round?
26. Would you be open to taking more $ this round?
27. What is your timing for closing?
28. Who else are you talking to?
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
28 Questions
28. Building an Investor List
• This is the CEO’s job
• Lines not dots
• Be wary of investor to investor introductions
• There is no substitute for hustle
• Get to a list of at least 20 before you raise from VCs
• Every investor meeting is a pitch; even when it’s not
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
30. Three Curveballs to Watch For…
• Customer introductions from prospective investors
• Request for your financial plan
• Customer reference requests
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
31. Tips For Closing
• Cluster your meetings
• Set a closing date (likely more than one)
• Identify the investors willing to put in $ without a lead
• Get your documents ready and wiring information clear
• Use investor updates (and/or press)
• Think like a home seller
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
32. Example Forcing Functions
• Platform is going live
• Signing a major customer (or partner)
• Over-subscription and board meeting to decide who “gets in”
• Name investor involved
• Term sheet in hand
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar
33. What is the single biggest
determinant of a successful
fundraise?
Evidence of a sustainable
business.
Confidential – ETW Consulting Services Inc. Jonathan Lowenhar