Tetuan Valley Startup School 6 w2 - Spring 2012

1. Tetuan VAlley
Startup School Spring 2012
Week2
#StartSpain
In the end, a Sp art an's true
st reng is the warrior next t
th o
him. So give respect and honor t o
him, and it will be returned
Tetuan Valley, March 2012

2. #StartSpain
Sponsors Collaborators

3. STARTUP FINANCE 101
OBJETIVE SESSION 1
• Key concept s
St artup Finance 101 for non • Principles
biz profile founders • Ra tios and formulas
• Invest ors; Objetives and constrictions,
OUTCOMES invest ment st ages, Venture Capit and
al
critic value enhancers
• Underst anding of key • Conclussions
financial indica ors
t
• Enabling entrepreneusr
t set up model and
o s
criteria for st artup SESSION 2
valua tion and invest or • Business planning
financial present tion
a • Pricing
• Business modeling
SCHEDULE • Misc. tools
2 x 4h sessions
#StartSpain

4. STARTUP FINANCE 101 – Session 2
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
#StartSpain

5. My t
m
ime is valuable... how
much w ill I spend looking
a y t our BP
#StartSpain

6. Which curves are more credible?
They might feel nice, but everybody knows they’re
fake
#StartSpain

7. 3/20/12

8. Wh t
a
investors
are looking
for
... and so
should Y OU
3/20/12

9. Your
Company
Your
Investor
Your
Numbers
3/20/12

10. WH T WE INCLUDE IN A F
A INANCIAL 1 PAGER: COMPANY
l Opportunity description
WHO ARE YOU l Business Model
l Need Sa isfied
t
l Product / Serv
s ices
WH T D Y
A O OU DO l Market Object ive
l Compet ors
it
l Sales & Marketing
HOW D Y
O OU Strategy
ACHIVE IT l Current and Funnel
Clients
OPPORTUNI TY l Invest ment Alloca ion
t
FOR THE l Exit Strategy
INVEST OR
#StartSpain

11. WH T WE INCLUDE IN A F
A INANCIAL 1 PAGER: INVESTOR
l Business Sect or (Tags)
l Cont act Informa ion
t
Execut ive Team
RELEV ANT
l
Financial Informa iont
INFORMATION
l
― Invest ment St age
FOR THE
― Current Capital
― Mont hly Burn Ra te
INVEST OR
― Pre-Money V alua ion
t
― Invest ment Capit al
l Current Invest ors
l Forums
3/20/12

12. WH T WE INCLUDE IN A F
A INANCIAL 1 PAGER: NUMBERS
Mul,plier
Año1
…
Año
n
Revenues
CF
Breakeven
EBITDA
Net
Result
Assets
Liabili=es
Cash
Money… when
and how much
#StartSpain

13. STARTUP FINANCE 101 – Session 2
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
#StartSpain

14. PRICING METHODS - BENCHMARK
Useful for similar
product s
Difficul t obt
t o ain
dt
aa
Be careful
l Wh t y
a ou
comp are
l Units
l Time
l Loca ion
t
Tabulate d t and
aa
present in graphs
or simple tables
#StartSpain

15. PRICING METHODS - MARKUP
Useful for
est ablished product s
in compet ive
it
a mosphere
t
Alw ays lower limit
Easy t obt
o ain d t
a a…
your comp any
Be careful
l Over price
l Cost Alloca ion
t
l Unitary marginal,
variable and fixed
cost
#StartSpain

16. PRICING METHODS – VALUE ADDED
Useful for
breakt hrough
technologies
Clearly explain t he
gains the client w ill
h ve
a
Difficul t obt
t o ain
dt
aa
Alw ays upper limit
Be careful
l Wh t are t
a he needs
of the client
l Determine t he
value per use
#StartSpain

17. STARTUP FINANCE 101 – Session 2
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
#StartSpain

18. Wh t makes y
a our business tick
Up and Down... almost ALW AYS is
rela ted
#StartSpain

19. How t determine y
o our business drivers
How
Target:
Commercials
in
FMCG
companies
5.000
users
first
year
,
recurrent
and
growing
How
Go
to
5
of
the
100
companies
in
the
market
How
1
Market
Average
is
1000
users/
client
Do
you
s'll
have
5.000
Users?
I
personally
(or
my
network)
know
5
decision
takers
in
those
2
How
companies,
ini=al
prospec=on
has
been
made
Do
you
s'll
have
5.000
Users?
3
Do
de
companies
have
control
over
the
users?
Do
you
s'll
have
5.000
Users?
How
4
Are
my
clients
going
to
demand
a
trial
phase
Do
you
s'll
have
5.000
Users?
5
Success
in
conversion
rate
from
trial
to
client?
Do
you
s'll
have
5.000
Users?
#StartSpain

20. Usefulness
Target:
Commercials
in
FMCG
companies
5.000
users
first
year
,
recurrent
and
growing
Go
to
5
of
the
100
companies
in
the
market
Marke=ng
/
Sales
Strategy
1
Market
Average
is
1000
users/
client
Do
you
s'll
have
5.000
Users?
I
personally
(or
my
network)
know
5
decision
takers
in
those
Scalability
2
companies,
ini=al
prospec=on
has
been
made
Do
you
s'll
have
5.000
Users?
3
Do
de
companies
have
control
over
the
users?
Success
of
Do
you
s'll
have
5.000
Users?
product
/
service
4
Are
my
clients
going
to
demand
a
trial
phase
Do
you
s'll
have
5.000
Users?
5
Success
in
conversion
rate
from
trial
to
client?
Do
you
s'll
have
5.000
Users?
#StartSpain

21. Revenue Streams
Advertising
Brokerage
Ecommerce
Freemium – Suscription
ViRtUAL GOOD
PAY PER USE
D t mining
aa

22. #StartSpain

23. STARTUP FINANCE 101 – Session 2
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
#StartSpain

24. 3/20/12