Start-up school Spring 2010

Tetuan Valley, April 2010

Week 4

Patrocinado por Centros participantes

Con la colaboración de

FINANZAS PARA EMPRENDEDORES

28/04/2010

OBJETIVO

Introducir a estudiantes de pérfil técnico los conceptos financieros clave a la hora de emprender

RESULTADO

•Comprensión de los indicadores financieros clave

•Capacidad para parametrizar los modelos facilitados de cara a valorar una startup y presentar las proyecciones finnacieras a inversores

DURACIÓN

2 sesiones 4h

SESIÓN 1• Conceptos

• Principios

• Ecuaciones

• Inversores; Objetivos y restricciones, etapas, “Capital riesgo” y Palancas de Valor

• Conclusiones para el emprendedor

SESIÓN 2• Business Plan

• Precio

• Modelo de Negocio

• Otras herramientas

FINANZAS PARA EMPRENDEDORES – Sesión 2

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1. The Business Plan

2. The Price

3. The Business Model

4. Other Tools

m

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My time is valuable… how much will I spend looking at your BP

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What investors are looking for

…and so should YOU

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YourCompany

YourInvestor

YourNumbers

WHAT WE INCLUDE IN A FINANCIAL 1 PAGER: COMPANY

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� Opportunity description

� Business Model

� Need Satisfied

WHO ARE YOU

� Products / Services

� Market Objective

� Competitors

WHAT DO YOU DO

HOW DO YOU ACHIVE IT

� Sales & Marketing Strategy

� Current and Funnel Clients

� Investment Allocation

� Exit Strategy

OPPORTUNITY FOR THE INVESTOR

WHAT WE INCLUDE IN A FINANCIAL 1 PAGER: INVESTOR

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� Business Sector (Tags)

� Contact Information

� Executive Team

� Financial Information

― Investment Stage

― Current Capital

― Monthly Burn Rate

― Pre-Money Valuation

― Investment Capital

� Current Investors

� Forums

RELEVANT INFORMATION FOR THE INVESTOR

WHAT WE INCLUDE IN A FINANCIAL 1 PAGER: NUMBERS

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Año1 … Año n

Revenues

EBITDA

Net Result

Assets

Liabilities

Cash

Multiplier

CF Breakeven

Money… when and how much

FINANZAS PARA EMPRENDEDORES – Sesión 2

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1. The Business Plan

2. The Price

3. The Business Model

4. Other Tools

PRICING METHODS - BENCHMARK

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Be careful

� What you compare

� Units

� Time

� Location

Tabulate data and present in graphs or simple tables

Useful for similar products

Difficult to obtain data

PRICING METHODS - MARKUP

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Be careful

� Over price

� Cost Allocation

� Unitary marginal, variable and fixed cost

Useful for established products in competitive atmosphere

Always lower limit

Easy to obtain data… your company

PRICING METHODS – VALUE ADDED

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Be careful

� What are the needs of the client

� Determine the value per use

Useful for breakthrough technologies

Clearly explain the gains the client will have

Difficult to obtain data

Always upper limit

FINANZAS PARA EMPRENDEDORES – Sesión 2

28/04/2010

1. The Business Plan

2. The Price

3. The Business Model

4. Other Tools

What makes your business tick

Up and Down… almost ALLWAYS is related

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How to determine your business drivers

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How

How

How

How

How

Target: Commercials in FMCG companies

5.000 users first year , recurrent and growingGo to 5 of the 100 companies in the market -> 1000

users/ client

Are you still with 5 clients and 1.000 Usurers / Client?1

I personally (or my network) know 5 decision takers in

those companies, initial prospection has been made

Are you still with 5 clients and 1.000 Users / Client?2

Are my clients going to demand a trial phase

Are you still with 5 clients and 1.000 Users / Client? 4Success in conversion rate from trial to client?

Are you still with 5 clients and 1.000 Users / Client? 5

Size of companies -> level of control over users

Are you still with 5 clients and 1.000 Users / Client? 3

Usefulness

4/28/2010

Target: Commercials in FMCG companies

5.000 users first year , recurrent and growingGo to 5 of the 100 companies in the market -> 1000

users/ client

Are you still with 5 clients and 1.000 Users / Client?1

I personally (or my network) know 5 decision takers in

those companies, initial prospection has been made

Are you still with 5 clients and 1.000 Users / Client?2

Are my clients going to demand a trial phase

Are you still with 5 clients and 1.000 Users / Client? 4Success in conversion rate from trial to client?

Are you still with 5 clients and 1.000 Users / Client? 5

Size of companies -> level of control over users

Are you still with 5 clients and 1.000 Users / Client? 3

Marketing / Sales

Strategy

Scalability

Success of

product / service

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Don’t be afraid…

Your own matrix …

We will help you with an standard

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FINANZAS PARA EMPRENDEDORES – Sesión 2

28/04/2010

1. The Business Plan

2. The Price

3. The Business Model

4. Other Tools

28/04/2010