1.
FUNDRAISING 101

2.
FUNDRAISING IS FUN AND
ESSENTIAL TO YOUR BUSINESS
It’s also be frustrating, time consuming, leads to head
aches, insecurity, and even moments of pure
hopelessness.

3.
M y B a c k g r o u n d
• 1 9 7 5
• Ve n t u r e Pa r t n e r a t G o l d e n G a t e Ve n t u r e s
• Fo r m e r E n t r e p r e n e u r
• V i c e C h a i r m a n E c o n o m i c D eve l o p m e n t B o a r d
• H a r v a r d B u s i n e s s S c h o o l
• S t a r t u p m e n t o r
• A n g e l I nve s t o r
• D a d , h u s b a n d , c yc l i s t , r u n n e r a n d b u i l d s G u n d a m
R o b o t s

4.
THE CURRENT LANDSCAPE

5.
“I used to look at equity and think every
companywas going to be the next Facebook.
Now when I see equity I’m like, ‘That’s nice
but I want it in actual money”
“Dead Unicorns”
“Frightening
burn rates”
”VCs want to see
revenue”

6.
“I love China. I just
sold an apartment
to someone from
China. And I am
suppose to dislike
them?”

7.
A Digital Overview of Southeast Asia
TOTAL
POPULATION
ACTIVE
INTERNET USERS
ACTIVE SOCIAL
MEDIA USERS
MOBILE
CONNECTIONS
ACTIVE MOBILE
SOCIAL USERS
627.7
MILLION
252.4
MILLION
232.9
MILLION
776.3
MILLION
199.7
MILLION
URBANISATION:
45%
PENETRATION:
40%
PENETRATION:
37%
vs. POPULATION:
124%
PENETRATION:
32%
SOURCES: InternetWorldStats, APJI, e27, Reuters, Facebook, WeAreSocial

8.
Understanding the landscape
Reduced commitments means it will be
harder to fund raise and investors have a
multitude of choices so they can be picky.
Good companies (and funds) are always
able to raise money.

9.
Understanding the landscape
Investors targeting Emerging Markets have a
different profile than investors who invest in
Developed Markets.
Fund managers raised US$20 billion for Emerging
Asia-focused private funds and deployed US$17
billion (2015), representing 15% and 14%
declines compared to 2014. Many factors may be
contributing to this slowdown—such as
decelerating economic growth and volatile public
equity markets in China, as well as currency
depreciation across the region.

10.
INVESTOR TYPES
• Angel Investors
• Venture Capital Funds
• Public Pensions
• Fund of Funds
• Corporates and accelerators
• Endowments and foundations
• Family offices
• Banks and financial institutions
• Sovereign wealth funds
• Others

11.
HOW DO I START FUNDRAISING

12.
GET YOUR
FEET WET!

13.
GET A HEAD START…SO
START BUILDING UP
YOUR NETWORK AND
DO RESEARCH

14.
NOTABLE VC FUNDS IN SOUTHEAST ASIA
Seed Series A Series B Growth

15.
Mapofthemoney.com

16.
0
100
200
300
2010 2011 2012 2013 2014 2015 2016*
Seed
Series A
Series B
Series C
NUMBER OF TECH VENTURE DEALS IN SOUTHEAST ASIA
*Projected from Q1 2016
229
137
42
15

17.
GETTING THE HOUSE IN ORDER
• Prepare fundraising plan
• Clear pitch deck
• Pre marketing
• Fundraising team
• Marketing material
• Marketing campaign and roadshow
• Time table (plan the first and final close)
• Roadmap

18.
THE PITCH DECK
• Can you explain your company / strategy and business model to your
friends & family?
• Value proposition. Create an Unstoppable Vision of Promise
• Are you solving a problem and can you quantify the problem
• What is your solution
• How are you creating value / what’s the product-market fit
• Describe your (small) scale machine
• Team and track record / advisors

19.
THE PITCH DECK - FINANCIALS
• Financial summary
• Revenue vs Market share
• Projections
• Gross vs Nett Margins
• Fit between product-market fit and targeted revenue
• Use of Funds
• Investment strategy*

20.
INVESTMENT STRATEGY
• Equity versus Convertible
• Employee Stock
• Prepare for your next round - not overdoing valuation
• Strategic investor

21.
INVESTOR MANAGEMENT

22.
INVESTOR AND ENTREPRENEUR
IS A LONG TERM PARTNERSHIP

23.
Get your investors involved
• Active communication….you might need these investors in
your next company
• Reports, lessons learned, updates, etc
• How they can help

24.
Thank You
@goldengatevc
@michaellints