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Tetuan Valley is the first non-for-profit pre-accelerator program in Europe. Our goal is to promote local Entrepreneurship and regional development towards technologyTwice a year we host a 6 week startup school, with focus on training and working on the implementation of a business idea. We have a portfolio of more than 70 top-notch mentors, participating to give the students a unique and valuable experience. All graduates of the startup school get exclusive access to the Tetuan Valley Alumni Network.For further info please check tetuanvalley.com
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Tetuan alley
Tetuan Valley, October 2011
Startup School Fall 2011 This is the Land of Do-as-you-please-and-take-what-you-want
Week 2 #tvssv
Sponsors Collaborators
#tvssv
STARTUP FINANCE 101
28/11/11
OBJETIVE
Startup Finance 101 for non biz profile founders OUTCOMES
• Understanding of key financial indicators • Enabling entrepreneusr to set up models and criteria for startup valuaBon and investor financial presentaBon SCHEDULE
2 x 4h sessions
SESSION 1 • Key concepts • Principles • RaBos and formulas • Investors; ObjeBves and constricBons, investment stages, Venture
Capital and criBc value enhancers • Conclussions
SESSION 2 • Business planning • Pricing • Business modeling • Misc. tools
STARTUP FINANCE 101 – Session 2
28/11/11
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
m
28/11/11
My @me is valuable… how much will I spend looking at your BP
28/11/11
28/11/11
What investors are looking for
…and so should YOU
28/11/11
Your Company
Your Investor
Your Numbers
WHAT WE INCLUDE IN A FINANCIAL 1 PAGER: COMPANY
28/11/11
l Opportunity descrip@on l Business Model l Need Sa@sfied
WHO ARE YOU
l Products / Services l Market Objec@ve l Compe@tors
WHAT DO YOU DO
HOW DO YOU ACHIVE IT
l Sales & Marke@ng Strategy l Current and Funnel Clients
l Investment Alloca@on l Exit Strategy
OPPORTUNITY FOR THE INVESTOR
WHAT WE INCLUDE IN A FINANCIAL 1 PAGER: INVESTOR
28/11/11
l Business Sector (Tags) l Contact Informa@on l Execu@ve Team l Financial Informa@on
― Investment Stage ― Current Capital ― Monthly Burn Rate ― Pre-‐Money Valua@on ― Investment Capital
l Current Investors l Forums
RELEVANT INFORMATION FOR THE INVESTOR
WHAT WE INCLUDE IN A FINANCIAL 1 PAGER: NUMBERS
28/11/11
Año1 … Año n
Revenues
EBITDA
Net Result
Assets
LiabiliBes
Cash
Mul@plier
CF Breakeven
Money… when and how much
STARTUP FINANCE 101 – Session 2
28/11/11
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
PRICING METHODS -‐ BENCHMARK
28/11/11
Be careful l What you compare l Units l Time l Loca@on
Tabulate data and present in graphs or simple tables
Useful for similar products Difficult to obtain data
PRICING METHODS -‐ MARKUP
28/11/11
Be careful l Over price l Cost Alloca@on l Unitary marginal, variable and fixed cost
Useful for established products in compe@@ve atmosphere Always lower limit Easy to obtain data… your company
PRICING METHODS – VALUE ADDED
28/11/11
Be careful l What are the needs of the client
l Determine the value per use
Useful for breakthrough technologies Clearly explain the gains the client will have Difficult to obtain data Always upper limit
STARTUP FINANCE 101 – Session 2
28/11/11
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
What makes your business @ck Up and Down… almost ALWAYS is related
28/11/11
How to determine your business drivers
28/11/11
How
How
How
How
How
Target: Commercials in FMCG companies 5.000 users first year , recurrent and growing
Go to 5 of the 100 companies in the market Market Average is 1000 users/ client
Do you s'll have 5.000 Users? 1
I personally (or my network) know 5 decision takers in those companies, iniBal prospecBon has been made
Do you s'll have 5.000 Users? 2
Are my clients going to demand a trial phase Do you s'll have 5.000 Users? 4
Success in conversion rate from trial to client? Do you s'll have 5.000 Users? 5
Do de companies have control over the users? Do you s'll have 5.000 Users? 3
Usefulness
28/11/11
Target: Commercials in FMCG companies 5.000 users first year , recurrent and growing
MarkeBng / Sales Strategy
Scalability
Success of product / service
Go to 5 of the 100 companies in the market Market Average is 1000 users/ client
Do you s'll have 5.000 Users? 1
I personally (or my network) know 5 decision takers in those companies, iniBal prospecBon has been made
Do you s'll have 5.000 Users? 2
Are my clients going to demand a trial phase Do you s'll have 5.000 Users? 4
Success in conversion rate from trial to client? Do you s'll have 5.000 Users? 5
Do de companies have control over the users? Do you s'll have 5.000 Users? 3
Revenue Streams
28/11/11
Asset Sale
Usage Fee
Subscrip@on Fee
Lending / Ren@ng / Leasing
Licensing
Brokerage / Commissioning
Adver@sing
28/11/11
Don’t be afraid… Your own matrix … We will help you with an standard
28/11/11
STARTUP FINANCE 101 – Session 2
28/11/11
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
28/11/11