Fundraising Workshop

Shai Goldman @shaigSilicon Valley Bank

Nov 16, 2016

Agenda

1. SVB2. Pre-Seed / Seed / Series A3. When are you ready4. Sales Process5. Tools / Resources6. Active investors

VC and Startup Experience

• 500 Startups• Interplay Ventures / Common Legal• LevelUp• Hatch• AOL Ventures• NYC Seed

SVB VCFounder

Round Sizes

• Pre-Seed– $250K to $750K– Pre-Product to Product

• Seed– $2M to $3M– Product live to traction

• Series A– $5M to $10M– traction

Trending Sectors

• SaaS• AI, ML, Big Data• IoT• Digital Healthcare• Frontier Tech• AdTech• Dev Tools• Commerce• Security• Fintech

Sales Process

• Qualifying– Location– Stage– Sector– Fund Size– Fund Vintage / Capacity– Investment Pace– Partner– Competitive Investments

Staging

• Qualify all of your prospects– Identify the 30 investors that are the BEST fit– Get 5 meetings and see how it goes– Going well, add another 10 meetings immediately

• Decide a specific 3 month timeframe to raise– Avoid July/Aug and Dec– Sept to Nov – Jan to March– March to June

Physical Focus

• Confidence• Excitement• Knowledge• Tone• Inflections• Leaning forward• Good handshake

Deck

• Have one• Know it• Don’t use it

Knowing When to Shift Gears

• Too early• Market is too small• Questions on the team• Raising too much• Raising too little• Valuation is too high• 5 to 10 firms that are fit, pass

Networks

• Bank• Lawyer• Accountant• Temp CFO• CoWorking• Accelerator• Other Founders

Resources• Tweet storm https://twitter.com/DanielleMorrill/status/635620123252912128• https://alexiskold.net/2016/05/25/what-to-do-when-your-fundraising-is-not-goi

ng-well/• Funds below $200M

https://docs.google.com/spreadsheets/d/1ebGZ6-ivf_3woBGC4Kz_3217DhjGsefoRu_5iP3nuFQ/edit#gid=0

• https://medium.com/@collinmathilde/front-series-a-deck-f2e2775a419b#.r75pq89zn

Tools

• LinkedIn• Twitter• Crunchbase• AngelList• Cooley - https://www.cooleygo.com/trends/ • Pipedrive• Tout

Find A Lead !!

https://angel.co/valuationsSeed Valuations NYC

Cooley - https://www.cooleygo.com/trends/

Seed & A in NY – By # of deals

Seed in NY – by # of deals

Series A in NYC – by # of deals