Startup

1.
VALIDATION & FUNDING
MASTER IN BUSINESS ANALYTICS AND BIG DATA
@kevinsigliano

2. 82 days

3. The Perfect Pitch
The problem we are solving is ...
Our solution is ...
This is a big opportunity because <Market Size>
Our target Market is <launch market(s)>
We will acquire customers by <growth hacking>
We will make money by <business model>
Our Key competition is: <competitive map>
We´re better because <"secret sauce">
Our teams is <names and positions>
What we will do next is <6, 12 & 18 month milestones>
We are seeking <advice, money or both>

4. Who is your customer?
Source: Loic Le Meur

5. Why will the client pay for your value proposition?
Source: Loic Le Meur

6. What are the killer use cases?
Source: Loic Le Meur

7. What makes you better than the competition?
Source: Loic Le Meur

8. What makes your approach so unique?
Data Tech Innovation
Source: Loic Le Meur

9. VCs
How to conquer

10. How to get funded

11. Best Questions of a VC
Source: Richard D. Harroch : read full list - http://onforb.es/1KqX49Q
• What does the company do?
• What is unique about the company?
• What big problem does it solve?
• How big is the market opportunity?
• How big can the company get?
• What is the actual addressable market?
• What is the company’s desired pre-money valuation?

12. Best Questions of a VC
Source: Richard D. Harroch : read full list - http://onforb.es/1KqX49Q
• What are the company’s three-year projections?
• What future equity or debt financing will be necessary?
• When will the company get to profitability?
• How much burn will occur until the company gets to profitability?
• What are the factors that limit faster growth?
• What are the key metrics that the management team focuses on?
• What key intellectual property does the company have?

13. Best Questions of a VC
Source: Richard D. Harroch : read full list - http://onforb.es/1KqX49Q
• What gives your company a competitive advantage?
• What advantages does your competition have over you?
• What are the barriers to entry?
• How does the company market or plan to market its products or
services?
• What is the cost of a customer acquisition?
• What is the projected lifetime value of a customer?

14. Investment Readiness Level IRL
A business model describes
the rationale of how an
organization creates, delivers,
and captures value

15. work hard | think fast
#roadmap to get funded

16. List of investors and specific
reasons why you want them

17. Make a list

18. Start with the weak VCs
[ LEARN ]

19. How to connect with investors
[ CONNECT ]

20. First meeting
[TESTING]

21. Inspire and make them believe
[MOVE FORWARD]

22. Investor tracking sheet
[PROACTIVE]

23. Listen and reiterate
[CONTINUOUS IMPROVEMENT]

24. Lawyer, term
sheets and
prorata
[MITIGATE
RISKS]

25. Generate momentum
[FAST FORWARD]

26. Generate results
[MILESTONES]

27. Negotiate hard
[STAY FOCUSED]

28. Prepare for Plan B
[SHIFT+DEL]

29. Stay in contact with VCs
[NEXT ROUND]

30. Go to market
[START]

31. Always remember the key messages
Vision
Execution
Courage

32. Always show speed
Next steps:

33. “70% of my investment decision of an early-stage
company is the team”

34. Dont make these overstatements
“Our projections are conservative”
“Gartner Group forecasts our market will reach € 50 Billion en 2018”
“Telefónica will sign a contract with us next week”
“Key management positions will get filled easily once we get the funding”
“We have no competitors”
“Oracle (or IBM, or Cisco) too large and clumsy to be a threat”
“We only need 1% of the market”
“Our patents make our business impregnable”

35. ¿Are you ready?

36. Source: The Startup Garage
Milestones of Startup

37. Thank you
@kevinsigliano
www.ie.edu