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FUNDRAISINGAs a sales process презентация
Содержание
- 1. FUNDRAISINGAs a sales process
- 2. ABOUT ME Founder at ToutApp, we build
- 3. GOAL Share what I’ve learned about Fundraising
- 4. KEY CONCEPTS Why you should think about
- 5. HOW YOU THINK ABOUT FUNDRAISING @tawheed “We’re
- 6. WHAT’RE YOU SELLING? @tawheed
- 7. #1 RULE OF SELLING Why You? Why Now? @tawheed
- 8. PRINCIPLES OF SELLING Who is the right
- 9. HOW YOU THINK THOUGHT ABOUT FUNDRAISING @tawheed
- 10. A CLEARER WAY TO PITCH YOUR DEAL
- 11. IT TAKES MONTHS TO PREPARE IT SHOULD
- 12. PREP #1 – HAVE A PLAN How much runway do you have? @tawheed
- 13. CLOSELY LOOK AT YOUR NUMBERS @tawheed
- 14. PREP #1 – HAVE A PLAN How
- 15. PREP #2 – IDENTIFY POTENTIAL BUYERS There
- 16. PREP #2B – RESEARCH BUYERS Identify your
- 17. OUR SERIES A WITH SIGMA WEST @tawheed
- 18. PREP #2B – RESEARCH BUYERS Find
- 19. PREP #3 – GET ORGANIZED @tawheed
- 20. PREP #4 – BUILD RELATIONSHIPS You’re not
- 21. PREP #4A – RELATIONSHIP HACK Talk to
- 22. PREP #5 – DEVELOP YOUR PITCH DECK
- 23. PREP #6 – DEVELOP YOUR SUPPORT STRUCTURE
- 24. GET READY You’re going to meet some
- 25. THE SALES PROCESS @tawheed 2 to 8 Weeks 4 Weeks MAX
- 26. MUST DON’TS OF THE PROCESS Don’t spent
- 27. PREPARE FOR BATTLE You need to maintain
- 28. CONSIDER THE STATS 0.5% of people attempting
- 29. BE THE UNICORN Solo Founder No
- 30. HAVE A PLAN B SO YOU FEEL
- 31. IF YOU DO RAISE Pause and Reflect
- 32. TRUST IN THE PROCESS @tawheed You WILL Raise
- 33. ABOUT ME Twitter: @tawheed I blog, a lot: tawheedkader.com Email: tawheed@gmail.com @tawheed
ABOUT ME Founder at ToutApp, we build software to empower sales people
Raised Advisory, Seed, and Venture Capital
Fell in love with the art of selling @tawheed
Слайд 2ABOUT ME
Founder at ToutApp, we build software to empower sales people
Raised
Advisory, Seed, and Venture Capital
Fell in love with the art of selling
Fell in love with the art of selling
@tawheed
Слайд 3GOAL
Share what I’ve learned about Fundraising so that you can go
from being a seed-level company to a solid venture backed company.
@tawheed
Слайд 4KEY CONCEPTS
Why you should think about fundraising as a sales process
What
to do before you fundraise
How to actually run your fundraising like a sales process
How to actually run your fundraising like a sales process
@tawheed
Слайд 5HOW YOU THINK ABOUT FUNDRAISING
@tawheed
“We’re getting ready to raise our Series
A. We’ve got great traction. Revenues are growing. Our customers love us. We’re looking to raise $3m to $5m.”
Слайд 8PRINCIPLES OF SELLING
Who is the right buyer for what you’re selling?
Understand
your buyer, what do they care about?
Why should they choose you? What makes you unique?
How do you articulate and pitch them on Why You? Why Now?
Why should they choose you? What makes you unique?
How do you articulate and pitch them on Why You? Why Now?
@tawheed
Слайд 9HOW YOU THINK THOUGHT ABOUT FUNDRAISING
@tawheed
“We’re getting ready to raise our
Series A. We’ve got great traction. Revenues are growing. Our customers love us. We’re looking to raise $3m $5m.”
Слайд 10A CLEARER WAY TO PITCH YOUR DEAL
@tawheed
“We believe X is going
to happen. Our seed round allowed us to prove Y. We think with another $Z in the bank we’ll be able to tackle this problem and get to the next stage. And when we do that, we’re going to make a lot of money in a market that is worth $AA.”
Слайд 11IT TAKES MONTHS TO PREPARE IT SHOULD TAKE WEEKS TO DO A
DEAL
@tawheed
You are NOT Raising
You ARE Raising
(months)
(weeks)
Слайд 14PREP #1 – HAVE A PLAN
How much runway do you have?
Plan
to kick off fundraising when you have 6 months of runway left
Based on your financial model, figure out how much money you actually need to raise
Based on your financial model, figure out how much money you actually need to raise
@tawheed
Слайд 15PREP #2 – IDENTIFY POTENTIAL BUYERS
There are hundreds of VC firms
There
are more ways to raise money than just VC
There are VCs and Investors that care about stage, category, business model, and even about the type of founder you are
Don’t just aim for Sequoia to write you a $20m check
There are VCs and Investors that care about stage, category, business model, and even about the type of founder you are
Don’t just aim for Sequoia to write you a $20m check
@tawheed
Слайд 16PREP #2B – RESEARCH BUYERS
Identify your ideal buyer by doing your
research on the firms
Crunchbase, LinkedIn, TheFunded and funding announcements
Don’t just look at firms, focus on actual partners; you’re getting married
Crunchbase, LinkedIn, TheFunded and funding announcements
Don’t just look at firms, focus on actual partners; you’re getting married
@tawheed
Слайд 18PREP #2B – RESEARCH BUYERS
Find investors that have invested in
your broader space and category in the past; ideally with successful exits
For clues, look at the types of investors that have placed bets on your competitors
Look at their fund size. There are lots of cues to pick up here
For clues, look at the types of investors that have placed bets on your competitors
Look at their fund size. There are lots of cues to pick up here
@tawheed
Слайд 20PREP #4 – BUILD RELATIONSHIPS
You’re not raising
You’re mapping out the people
you want to target
You’re figuring out how to get introductions
You’re looking to build a longer term relationship
You’re looking to get advice
You’re asking a lot of questions
There is no deck
BTW. You’re not raising
You’re figuring out how to get introductions
You’re looking to build a longer term relationship
You’re looking to get advice
You’re asking a lot of questions
There is no deck
BTW. You’re not raising
@tawheed
Слайд 21PREP #4A – RELATIONSHIP HACK
Talk to Portfolio company CEOs
Ask them the
type of investors they are, ask them how they add value, ask them for advice
SELL them. The more portfolio companies you have as customers the easier it’ll be for you to sell down the line
SELL them. The more portfolio companies you have as customers the easier it’ll be for you to sell down the line
@tawheed
Слайд 22PREP #5 – DEVELOP YOUR PITCH DECK
Don’t leave this for the
last minute or for “after” you get your meetings
Treat this with respect. It requires you to have a very deep understanding of your business, your numbers
A huge part of this is for you to develop your unique vision for what you want out of your company
Treat this with respect. It requires you to have a very deep understanding of your business, your numbers
A huge part of this is for you to develop your unique vision for what you want out of your company
@tawheed
Слайд 23PREP #6 – DEVELOP YOUR SUPPORT STRUCTURE
Have strong customer references you
can call upon at a moment’s notice
Have one spreadsheet with tabs outlining the core metrics around your business
Have a clean set of financials
Have a shared Dropbox folder ready to go with everything
Have one spreadsheet with tabs outlining the core metrics around your business
Have a clean set of financials
Have a shared Dropbox folder ready to go with everything
@tawheed
Слайд 24GET READY
You’re going to meet some of the smartest and most
successful people on Planet Earth. Enjoy it.
@tawheed
Слайд 26MUST DON’TS OF THE PROCESS
Don’t spent too much time with Associates
or Principles
Don’t spend too much time if you haven’t gotten to meeting with the partnership after the 2nd or 3rd meeting
Don’t be shy. You’re raising. OWN IT
Don’t do your favorite firm first. First 6 pitches are for practice
Don’t spend too much time if you haven’t gotten to meeting with the partnership after the 2nd or 3rd meeting
Don’t be shy. You’re raising. OWN IT
Don’t do your favorite firm first. First 6 pitches are for practice
@tawheed
Слайд 27PREPARE FOR BATTLE
You need to maintain your positivity, you need to
be assertive, you need to drive forward with conviction
You need to make the entire process dead simple easy for the investor to say “Yes”
You need to consistently be asking the tough question, are you interested in “buying”? What are next steps?
You need to make the entire process dead simple easy for the investor to say “Yes”
You need to consistently be asking the tough question, are you interested in “buying”? What are next steps?
@tawheed
Слайд 28CONSIDER THE STATS
0.5% of people attempting to raise money end up
raising
20% of startup founders who raise end up with something that is worth something
0.1% chance you’ll make money from your venture after you raise
20% of startup founders who raise end up with something that is worth something
0.1% chance you’ll make money from your venture after you raise
@tawheed
Слайд 30HAVE A PLAN B
SO YOU FEEL CONFIDENT
What part of your business
can you re-focus to start generating cash?
How can you cut expenses? Reduce burn? Extend runway?
Are there alternative exit scenarios?
Take a long hard look. Is it time to move to the next idea?
How can you cut expenses? Reduce burn? Extend runway?
Are there alternative exit scenarios?
Take a long hard look. Is it time to move to the next idea?
@tawheed
Слайд 31IF YOU DO RAISE
Pause and Reflect
Think carefully about what you’re going
to do with the money
If possible, create a rough pitch deck for your next fundraising
Buckle up
If possible, create a rough pitch deck for your next fundraising
Buckle up
@tawheed
