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The Secret Playbook of Raising $$$
M AY 2 0 2 2
D AV I D C H A N G
@ C H A N G D S
davidchang.me/startup-tips
Fundraising
Basics
How to Raise
a Round
Pitch
Tips
Startup operator and investor
$150m
raised
80
companies
5x
return
What’s the business trajectory?
Lifestyle or social good
Linear growth or revenue fueled
High growth, scalable venture
Where to get that first dollar?
Revenue Equity
Partners
Grants
Debt
Where to get that first dollar?
Revenue
Prepaid product
Crowdfunding
Consulting service
Equity
Convertible notes
SAFE
Stock
Partners
Vendor services in advance
Non-recoverable
engineering
Grants
SBIR
Pitch
competitions
Debt
SBA loan
Bank loan
Personal note
Capital sources have tradeoffs
Equipment Financing
Traditional VC
Micro VC
Angel Groups
AngelList
Angels
Corporate / Strategic
Venture
Customers
Jobs Bill Portal
Crowdfunding
Vendors
Founder
Friends & Family
Crowdfunding
Grants- Gov & Foundation
Venture Debt
Bank
Loans
Personal
Loans
Private Equity
Competitions
Accelerators &
Contests
Impact Angels & VCs
Size
Cost
Source: Jean Hammond & MassChallenge
Venture capital stages
Growth Equity
Early Stage
Angel
Friends & Family
How the VC game works
Skewed return distribution
VCs must swing for the fences
Raising a Round
How Much to Raise
• Basic financial model of
cost drivers and revenue
• Forecast monthly for 2
years
• Fundraise rule of thumb:
12-18 months’ cash
Use of Proceeds
• Build product
• Grow team
• Marketing
• Customer acquisition
• Working capital
Milestones
See techcrunch.com/2015/06/24/running-out-of-money-isnt-a-milestone
Team
Product Development
Market Demand
Product / Market Fit
Business Model
Execution
Fundraising
Basics
How to Raise
a Round
Pitch
Tips
What obstacles stand in your way?
Just hustle?
Aim for a tight target
Break down barriers
Create FOMO
The ABC’s
A
Aim for a
Tight
Target
Shotgun blast doesn’t work
Target investors using 6 filters
Stage
Stage
Location
Location
Stage
Industry
Location
Stage
Industry
Business
Model
Business
Model
Location
Stage
Industry
Thesis
Thesis
Business
Model
Location
Stage
Industry
Social /
Trust
Social /
Trust
Your ideal investor meets 6 filters
Thesis
Business
Model
Industry
Location
Stage
bit.ly/boston-area-investors-firms
University Focused
Corporate VC
Angel Groups
Seed
Stage
Growth
Stage
Early
Stage
VC
Tech
VC
Healthcare, Biotech, Energy
Local Investors
Tools to build the pipeline
Prep the basics
✓ Blurb (1 paragraph) / teaser (1 page)
✓ Pitch deck (10 slides)
✓ Financials and budget
✓ Legal representation
✓ Founders agreements
B
Break
down
Barriers
“Looking for feedback on the idea”
“Who’s knowledgeable in this space?”
“I’m not raising right now”
“If you want money, ask for advice…”
Improves
hit rate by 10x
Doesn’t start
the clock
Creates trend
from data points
Why not just ask for money?
Don’t make knee-jerk changes
Incorporate
feedback
Refine pitch
Spot consistent
themes
When to stop fishing?
C
Create
FOMO
Scarcity Limited Time
Land the anchor investor
“I’m closing a round”
“Moving faster than expected”
“Can I hold a space for you?”
Finish strong
Full throttle to avoid mid-flight stall
Leverage current investors to pull in new ones
“Oversubscribe” optics
Close the deal
• Rolling close vs. set close
• Not done until money is in
the bank
Key terms
❑ Board composition
❑ Option pool
❑ Voting rights
❑ Founder vesting
❑ Change of control
❑ Redemption rights
❑ Information rights
❑ Anti-dilution
Structure
Equity
Debt
Structure
• Preferences over common
• Board seat or 2
• Option pool
• Liquidation preference
• Control over sale, new options
• Debt that becomes preferred equity
when you raise it
• No valuation, but the “cap” is a
ceiling
• Interest accrues, rate <10%
• Conversion discount
Equity
Preferred Stock
Debt
Convertible Notes, SAFEs
Seed A B
$15
$6
$1
$30
$12
$5
Valuation & Dilution
?
Dilution: what’s your end stake?
Valuation ($M)
?
Prep Target Socialize Ignite Close
Valuation & Dilution
37%
See ownyourventure.com
See dlopuch.github.io/venture-dealr
Raise $1M on $5M pre
34%
Raise $1.5M on $5M pre
33%
Raise $1M on $3M pre
Dilution: what’s your end stake?
Valuation ($M)
Seed A B
$15
$6
$1
$30
$12
$5
Prep Target Socialize Ignite Close
How long does it take?
• Longer than you expect
• 3-6 months
• Speed limited by access to investors
• Your ability to find them
• Calendar availability (surprisingly hard)
How soon to start, how long it takes,
general timeline you can expect, how to
reduce time between the initial outreach
and closing a deal?
Choose your investors carefully
What characteristics to look for in a
venture partner?
How find someone who is properly
aligned with your business?
Board dynamics with the venture
partner, what to expect, what to
protect against, how to go about that
board relationship?
Aim for a tight target
Break down barriers
Create FOMO
The ABC’s
Works for first-time founders too
Investor FOMO? Here's
Everything Early-Stage
Entrepreneurs Need To
Know About Fundraising
$250k
$1.5m
Techstars Boston - The Secret Playbook of Raising $$$ - May 2022
Fundraising
Basics
How to Raise
a Round
Pitch
Tips
Techstars Boston - The Secret Playbook of Raising $$$ - May 2022
Define your target audience
Investor
Customer
Partner
Pitch Competition
Showcase
Event / Booth
Media & General
Adjust for style
Data
Story
Anchor your summit & basecamp
Don’t share everything at once
1 Sentence
1 Paragraph
1 Page
1 Deck
1 Follow-up Deck
Adapt content to the venue
Home Office
Coffee Shop
Don’t overreact to feedback
Incorporate feedback
Double down on consistent themes
Avoid whiplash changes
Don’t be sloppy and miss details
Typoos
capitalization & punctuation,
Font & sizes
Alignment
Color
Design (icons, photography, clip art)
Typical Parts
Intro Problem Solution
Market
Opportunity
Product
Go-to-
Market
Business
Model
Competition
Traction Team Ask Appendix
nextviewventures.com/blog/free-startup-pitch-decks-template
pillar.vc/playlist/templates/?category=fundraising
docsend.com/view/imabk5rdkv6sd8hx
zoebarryceo.com
beautiful.ai/presentations/startup-pitch-deck
Techstars Boston - The Secret Playbook of Raising $$$ - May 2022
thenounproject.com
For inspiration…
slidebean.com/template-category/startups
docsend.com/blog/pitch-deck-examples
medium.com/pitchdecks
visme.co/blog/best-pitch-decks
bestpitchdecks.com
businessinsider.com/pitch-deck-library-series-
a-funding-round-startup-pitch-decks-2019-8
bit.ly/startresources
davidchang.me/startup-tips
Marketing
Press / Media
Freelancers
Agencies
National Tech Journalists
Boston Tech Journalists
Legal
Legal Templates
Accounting
Recruiters
Real Estate
Co-working
Brokers
Events
Event Spaces
Startup Events Listings
Startup Community Groups
Speakers/Mentors (WIP)
Boston Women Leaders
Investors
Guides
Lists
Materials / Templates
University Entrepreneurship Resources
Competitions
Student Groups
Startup Resources
General Guides
Development
Web Dev Shops
Mobile App Dev Shops
Tech Talent / Advisors
Mobile App Development Tools
Design / UX
Graphic Design Resources
Full-time
Freelancers
Agencies
Product
Pros
Emerging Stars
The Secret Playbook of Raising $$$
M AY 2 0 2 2
D AV I D C H A N G
@ C H A N G D S
davidchang.me/startup-tips

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