SURPRISED? PREPARE FOR QUESTIONS by Alek Kowalczyk

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SURPRISED? PREPARE FOR QUESTIONS

Published on Dec 02, 2015

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PRESENTATION OUTLINE

SURPRISED?

PREPARE WELL FOR INVESTOR QUESTIONS

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Alek Kowalczyk

@alek_kowalczyk * linkedin.alek.pm * OPINIONS.alek.pm

Photo by skruk

MY STORY

ENGINEER * Witty PM * STARTUPs * ENTREPRENEUR

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PITCH TIME!

your 180 seconds of glory?

APPLAUSE!

GONG!

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QUESTIONS!

AND NOW IS TIME FOR...

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Confusion

Photo by Steve Wilson - over 7 million views Thanks !!

#1 WHO ARE YOU

ARE YOU THE CEO?

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"NO, I'M NOT. CEO ISN'T HERE BECAUSE..."

UNDECIDED ROLES YET * NOT GOOD AT SPEAKING * OTHER IMPORTANT EVENT

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10.

WHAT IS YOUR STORY

SIMPLE STORY * no CORPORATE BULLSHIT

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11.

#2 YOUR CUSTOMER

WHO IS YOUR BUYER PERSONA?

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12.

SMALL BUSINESSES!

PLEASE BE MORE SPECIFIC.

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13.

YOUR CUSTOMER'S PROBLEM?

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14.

HOW YOU SOLVE IT

IS IT WORTH SOLVING?

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15.

HOW THEY LIVE WITHOUT?

HAVE YOU SPOKEN TO ANY?

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#3 WHY ARE YOU HERE

WHAT DO YOU NEED FROM US

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NEED MONEY !!!

THAT's OBVIOUS

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NO.

YOU ARE HEAR BECAUSE...

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MAJOR ROADBLOCK

BECAUSE YOUr business STUMBLED UPON A

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move forward

and you need money to

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#4 OK, HOW MUCH?

HOW MUCH MONEY YOU NEED?

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WRONG ANSWERS:

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WE'LL FIGURE THIS OUT

I DO NOT KNOW YET * I'M NOT PREPARED

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240 000 PLN*

*MARCIN SZELAG (INNOVATION NEST) SAID IT'S ENOUGH

http://marcinszelag.natemat.pl/137815,ile-kosztuje-wystartowanie-startupu-i...

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25.

200 000* €

* "DE MINIMIS" state aid LIMIT IN EUROPE

http://mamstartup.pl/wywiad/6626/dzis-juz-na-etapie-seedu-startupy-potrzebu...

Photo by YanniKouts

26.

1 MILLION*

* LOOKS NICE AND MICHAL BRANSKI (VP @ WP) SAID SO

http://mamstartup.pl/wywiad/6626/dzis-juz-na-etapie-seedu-startupy-potrzebu...

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27.

RIGHT ANSWER:

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YOUR SPREADSHEET

LOOK INTO

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MINIMUM OF CCF

CCF - CUMULATED CASHFLOW

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#5 WHY SO MUCH?

WHAT EXACTLY NEED YOU THE MONEY FOR?

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How much for...

Marketing
Sales
R&D
Certifications
Production

Photo by Najwa Marafie - Free Photographer

32.

#6 WHEN MONEY?

WHEN DO YOU NEED MONEY?

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NOW!

WRONG // except tesla

Elon Musk - Tesla
http://www.businessinsider.com/elon-musk-day-in-the-life-of-the-tesla-and-s...

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IN FUTURE

WRONG

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#7 WHEN BEP?

WHEN YOU WILL Break EVEN?

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#8 BUSINESS MODEL

WHAT WILL YOU EARN ON?

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FREE

WHAT WILL YOU EARN ON IN SUCH A CASE?

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NOT SURE...

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SUBSCRIPTION FEE

HAS ANYONE BOUGHT ALREADY? YOUR FRIEND?

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DISTRIBUTORS WILL SELL

HAVE ANY CONTRACTS?

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#9 METRICS

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MRR

monthly recurring revenue

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CHURN RATE

PERCENT OF CLIENTS CANCELLING

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AVERAGE LIFETIME

1 / CHURN RATE

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45.

CAC

Cost of acqusition

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MONTHS TO RECOVER CAC

SHOULD BE...

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#10 TRACTION

HAVE IT? WHY SO LATE YOU SAY THAT?!

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48.

Traction MEASURES

SALES * ENGAGED USERS * SIGNUPS * POSTS CREATED * TIME SPENT

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#11 EXIT STRATEGY

CASH OUT SOONER OR LATER

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Acquisition

who will want to BUY YOU?

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IPO

HOW LONG NEED TO WAIT? STOCK VOLATILITY?

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52.

BIGGER INVESTOR

WILL BUY SHARES

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53.

#12 SHARES %

HOW MUCH OF THE COMPANY WANT TO GIVE?

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DILUTION vs MOTIVATION

BE CAREFUL

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ANYTHING LEFT?

THINK ABOUT NEXT ROUNDS

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VALUATION PROGRESS!

BE CAREFUL

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57.

INDICATORS

EBITDA, 5 YRS NPV, FUTURE EARNINGS

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#13 YOUR ABILITIES

WILL YOU DELIVER WHAT YOU PROMISE?

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59.

COMPLETE?

RIGHT SKILLSET? ALL COMPETENCES ON BOARD?

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60.

CAPABLE

TRACK OF RECORD? SUCCESSES? LESSONS LEARNT?

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61.

#14 NDA? No.

CANNOT SAY BECAUSE YOU STEAL MY IDEA

http://bucki.pro/do-not-wave-nda-in-my-face/

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62.

IT PROJECT PARTNERS

http://itproject.partners * LINKEDIN.ALEK.PM

Photo by skruk

Alek Kowalczyk

Haiku Deck Pro User

http://linkedin.alek.pm

Slide Notes