Venture Capital, Funding & Pitching. Zubin Chagpar, Venture Capital Business Development, Amazon Web

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1 Venture Capital, Funding & Pitching Zubin Chagpar, Venture Capital Business Development, Amazon Web

2 Why do we talk about this? Work with many startups & EMEA s leading VC s Discuss many startups with VC s & get feedback on pitches Not biased, no agenda, helping AWS startup customers succeed We win when you win and only when you win

3 Venture Capital Overview Impact of Cloud on Venture Capital What is a good pitch?

4 Venture Capital Overview Impact of Cloud on Venture Capital What is a good pitch?

5 Venture Capital Startups!

6 Venture Capital Limited Partners Institutional, Government & High Net Worth Individuals VC Fund General Partners, Principals, VP s, Associates, etc. Startups Need for Capital Growth Potential

7 Two-sided Platform model Limited Partners Institutional, Government & High Net Worth Individuals Risk & Return Reduce Risk & deliver Financial Returns Startups With need for capital and growth potential Capital & Value Creation connections, biz \ dev, GTM, mentoring, etc

8 So how does a VC make money? 2 and 20

9 2 and 20 2% 20% Management Fee. VC raises a fund of e.g. $100M and gets $2M per year to operate the fund (staff, expenses, etc.) Performance Fee. VC returns the profits from the fund to the LP s but gets to keep 20% of these profits

10 Venture Funding

11

12

13 100% of nothing is a lot less than 17% of a Big Company

14 AUG-08 Nathan, Brian, and Joe JAN-09 $20K Accelerator Y Combinator APR-09 $600K Seed Round Sequoia Y Ventures NOV-10 $7.2M Series A: Sequoia Greylock SV Angel & others JUL-11 $112M Series B Andreessen Horowitz General Catalyst & others

15 idea MVP scale monetize Product Risk Market Risk Financial Risk

16 idea MVP scale monetize Product Risk Market Risk Financial Risk $1M-$5M, or more $250-$1M Series A, B, C, etc. $0-250K Seed Round Incubator / Angel

17 What caused the evolution towards the Lean Investor?

18 Venture Capital Overview Impact of Cloud on Venture Capital What is a good pitch?

19 Amazon changed the VC industry. This is mind boggling. That online book company. Not or anybody else. Amazon. 100% of the credit. Mark Suster, serial entrepreneur and MD at GRP Partners

20 1995.com Technology Startups require physical hardware and proprietary software to build their business Typical Series A Spent on Innovation 5-10M $2.5: marketing, sales, etc. $2.5M on infrastructure Not a lot, since experimentation was costly \

21 2000: Rise of Open Source Open source software drove technology costs down by 90%, which spurred innovation in technology Typical Series A Spent on Innovation 3-5M Less on Software LAMP More on development Still on infrastructure A lot more, as experimentation is less costly now \

22 2005: Enter the Cloud Pioneered by Amazon drove total operating costs down significantly Typical Series A Spent on Innovation 500K- 3M Staff the battle for talent Customer Acquisition Explosion in experimentation, innovation, and Startups \

23 2007: Micro VC / Seed Public Cloud led to explosion in the number of Startups and the emerging of micro VCs Angels Incubators VC s Angels unite in Super Angels for Seed investments thru VC-like setup Boom in incubator programs, with micro investments, mentoring, etc. Venture funds that back early-stage startups with <$1M \

24 Why do VC s care? More deals Shorter time to scale Faster time to revenue Lower burn rate Higher valuation at exit

25 Venture Capital Overview Impact of Cloud on Venture Capital What is a good pitch?

26 Why is your pitch important? Because it shows you have a PLAN

27

28 What is a good pitch?

29 Intro Team Opportunity Solution Competition Business Model The Ask

30 What s always there? Product Lots of product, product, product Rosy Forecast The infamous hockey stick

31 What s always missing? Business Model not just WHAT, also HOW Metrics not just traction, also unit economics Strategy What will you DO? How will you GROW? Execution

32 Pitch Outline 1.Problem 2.Solution 3.Business Model 10 / 20 / 30 Rule 4.Business Model Metrics 5.Growth Strategy 6.Status / Traction 7.Team 8.Competition 9.Roadmap / Forecast 10.ASK

33 1. Problem Problem Impact Market Define the problem clearly Explain the impact. Why bother? What s the opportunity? Market size?

34 2. Solution

35 3. Business Model Business Model Pricing \

36 4. Business Model Metrics I look for signs in a pitch that the founders understand the mechanics of the business. Phil Morle, Pollenizer

37 4. Business Model Metrics???? \

38 4. Business Model Metrics Advertising CTR???? Avg Time on Site Average Price Basket \

39 4. Business Model Metrics Metric / KPI Now Comp A Comp B Comp C Goal Advertising CTR 1.5% 3% 6% 2.5% 5% Average time on site Average Basket Price $18 $75 $118 $45 $73 Metric 4 Metric N

40 5. Growth Strategy Metric / KPI Now Goal Growth Strategy & Actions 1. Advertising CTR 6% 8% 1. A/B test creatives 2. Continuously optimize campaign settings for CTR 3. Hire 1 marketing specialist 2. Website Conversion 5% 10% 1. A/B testing of landing pages 2. A/B testing signup flows 3. Run Marketing campaigns (marketing budget) 3. Conversion to Active Y% 70% 1. Automate addition for known hosts 2. A/B testing of account addition UX (UI and flow) 3. Hire UX/UI Designer 4. Conversion to Paid Z% 25% 1. Optimize the product package of Free and Paid 2. Make it easier to pay/transact 3. Develop the product to add new features to paid users 4. Deploy payment gateways & get PCI compliant 5. Hire 3 developers

41 10. ASK Metric / KPI Now Goal Growth Strategy & Actions Costs 1. Advertising CTR 6% 8% 1. A/B test creatives 2. Continuously optimize campaign settings for CTR 3. Hire 1 marketing specialist 2. Website Conversion 5% 10% 1. A/B testing of landing pages 2. A/B testing signup flows 3. Run Marketing campaigns (marketing budget) 3. Conversion to Active Y% 70% 1. Automate addition for known hosts 2. A/B testing of account addition UX (UI and flow) 3. Hire UX/UI Designer 4. Conversion to Paid Z% 25% 1. Optimize the product package of Free and Paid 2. Make it easier to pay/transact 3. Develop the product to add new features to paid users 4. Deploy payment gateways & get PCI compliant 5. Hire 3 developers 75K 150K 75K 180K My ASK for funding = $480K

42 WHEN do you need to have WHAT?

43 idea MVP scale monetize Pitch for Series A Pitch for Seed Round Pitch for Angel Money Series A Seed Round Bootstrap / Angel

44 Angel Pitch 1.Problem 2.Solution Show me a great idea! 3.Business Model 4.Business Model Metrics 5.Growth Strategy 6.Status / Traction 7.Team 8.Competition 9.Roadmap / Forecast 10.ASK

45 Seed Round Pitch 1.Problem 2.Solution Show me traction! 3.Business Model 4.Business Model Metrics 5.Growth Strategy 6.Status / Traction 7.Team 8.Competition 9.Roadmap / Forecast 10.ASK

46 Ash Fontana, Founder of AngelList

47 Series A Pitch 1.Problem Show me a business & show me returns! 2.Solution 3.Business Model 4.Business Model Metrics 5.Growth Strategy 6.Status / Traction 7.Team 8.Competition 9.Roadmap / Forecast 10.ASK

48 So before you pitch Ask some important questions Where is my startup in its lifecycle? Do I understand my business model, metrics? Can I explain my growth strategy and justify my ask? Which TYPE of investor should I target?

49 So before you pitch And do your homework Decide what you look for in an investor Easy vs Hard, Dumb vs Smart Investigate who you want to marry Which firm? Which Partner? Speak with people that know them Business partners (e.g. AWS), CEO s in portfolio

50 Questions?

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