inner circle - alejandro cremades...including findings inside the pitch deck $1b lorem ipsum dolor...
TRANSCRIPT
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Inner Circle
OCTOBER SESSION
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Alejandro Cremades
● Serial entrepreneur● Guest lecturer professor at Wharton, NYU, Columbia
University● Ranked #1 in the Top 30 under 30 list by Vanity Fair,
Entrepreneur Magazine, and GQ Magazine● Forbes contributor● Author of The Art of Startup Fundraising
CoFounder at Panthera Advisors
COACH
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“Your attitude, not your aptitude, will determine your altitude.”
-------Zig Ziglar
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The Vision
Goals FinanceLarger
Community
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The Vision - Examples
● John F. Kennedy
● Martin Luther King
● Bill Gates
● Buckminster Fuller
Individuals
● Putting a man on the moon● Free of prejudice and injustice● Every home has a computer● Everybody has access to
electrical power
Their vision
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What do they have in common?
They see the world as a place where amazing things can happen. Where billions of lives can be improved and where technology can change the way we live.
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Factors behind an effective vision
Direction Alignment
Purpose Change
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Market & Growth Potential
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Why is this so important?
● Determine business and marketing direction● Performance issues● How sustainable the business is● Investors use trailing growth rates to determine
their investment decision
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Market & Growth Potential
● Determine market size via
credible sources
● Calculate how much
revenue the market made
● Include total sales of you
and competitors
Market size
Example: your company generated $50M this year and $30M last year. The change in revenue is $20M. Divide $20M by $30M and multiply quotient by 100. Your sales growth rate is 66% over the the past year.
Growth Rate Example
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Market Opportunity vs.Growth Rate
Expected to tackle $1B+
Sustainable growth
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Potential market size
Volume Value
Market volume= Number of target customer + penetration rate
Market value = market volume x average value
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Ask yourself the right questions!
● Who are my potential customers?● What competition is out there?● How different is my company?● At what prices are customers prepared to buy my product or
service?● How big is the overall market today?● How big is it growing?● What segments are the most interesting?
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Addressable Market vs. Available Market
Addressable Available
Total revenue opportunity
Portion of the addressable market you can reasonably compete
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Including findings inside the pitch deck
$1BLorem ipsum dolor sit amet,
consectetur adipiscing elit. Sed tristique fermentum
$2B $3BLorem ipsum dolor sit amet,
consectetur adipiscing elit. Sed tristique fermentum
Lorem ipsum dolor sit amet, consectetur adipiscing elit. Sed
tristique
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Traps of being overvalued
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Risks of being overvalued
● Adding hurdles to raising capital ever again● Increasing the chances of doing down
rounds in the future and disappointing early investors
● Reputation of immature management team● Make your early employees angry and
disrupt the working environment
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Impact of dilution
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Example
Dilution example. If you own 20% of a $2M company your stake is worth $400K. If you raise a new round of venture capital (say $2.5M at a $7.5M pre-money valuation, which is a $10M post-money) you get diluted by 25% (2.5m/10m). So you own 15% of the new company but that 15% is now worth $15M or a gain of $1.1M.
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Burn rates
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The burn rate
If your costs are $500K per month and you have $350K in revenue then your net burn is $150K.
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High burn rates
Conservative backdrop
Shiny offices
Down rounds
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Rule of thumb
Your value needs to be at least 3X the amount of money you are burning.
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Example
If you raise $10M at a $30M pre-money valuation that investor will need to exit for at least $120M to hit the minimum.
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Recommendations
● Your burn will be multiplying $10k per
employee to factor in rent and other costs.
● Know if your burn is going up or down
Burn rates
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The unicorn club
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● Zirtual is a company that aimed to put virtual assistants in the hands
of any business owner
● The company was founded in 2011
● Raised $5.46 Million from a bunch of investors (Tony Hsieh, founder
of Zappos, Jason Calacanis, early Uber investor, Structure Capital)
● Zirtual employed 400+ employees
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Zirtual employees get an email at 1:34 am saying they are stopping operations immediately. 400 employees laid off!
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Failure after raising financing
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Solyndra
● Raised $1.2B● Investors included Redpoint Ventures,,
US Venture Partners, or Argonaut Ventures
● Company filed for bankruptcy after prices on its market plummeted.
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Better Place
● Raised $675M● Investors included VantagePoint
Capital Partners, HSBC, GE, etc● Company filed for bankruptcy as a
result of mismanagement
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Terralliance
● Raised $296M● Investors include Kleiner Perkins,
Goldman Sachs, DAG Ventures● Company filed for bankruptcy from CEO
misusing investor funds
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Top reasons why startups fail
#1 #2 #3 #4
#5 #6 #7
Poor management
Market conditions
Pricing issues Poor marketing
FraudRun out of cash
Poor product