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How to prepare for investment and run a successful process Sam Riley CEO, Ansarada

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How to prepare for investment and run a successful process Sam Riley CEO, Ansarada

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Ansarada: Our experience and where our insights come from
Preparing: Start with the end in mind and work backwards
• Investors are judges that score your performance
• Why they do it, how and what really matters
• Ensuring your vision, strategy, plan/model, measures and foundations all tell the same story and align with the judges
Run and close a swift investment process
• Momentum makers vs momentum takers
• Be flexible on closing but keep it simple

Ansarada: Our experience and where our insights come from
Preparing: Start with the end in mind and work backwards
• Investors are judges that score your performance
• Why they do it, how and what really matters
• Ensuring your vision, strategy, plan/model, measures and foundations all tell the same story and align with the judges
Run and close a swift investment process
• Momentum makers vs momentum takers
• Be flexible on closing but keep it simple

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How to prepare for investment and run a successful process Sam Riley CEO, Ansarada

  1. 1. How to prepare for investment and run a successful process Sam Riley CEO, Ansarada
  2. 2. Agenda: Deliver actionable know-how Ansarada: Our experience and where our insights come from Preparing: Start with the end in mind and work backwards • Investors are judges that score your performance • Why they do it, how and what really matters • Ensuring your vision, strategy, plan/model, measures and foundations all tell the same story and align with the judges Run and close a swift investment process • Momentum makers vs momentum takers • Be flexible on closing but keep it simple
  3. 3. 1,000s of leading companies, VC/PE, legal, accounting and investment banks critical business transactions executed total artefacts of material information 25,000+ 46,491,206+ M&A / Insolvency / Debt /Regulatoryreporting&disclosure /JointVentures / IPO PrivatePlacements / CapitalRaising / RaisingaFund /Tenders / Financing&Leasing 12 years experience supporting critical business deals
  4. 4. Ansarada investment history 0.0 7.5 15.0 22.5 30.0 2005 2008 2018 Total $0.03m Founder funded $1.4m Series A $24m Series B $25.43m Total investment InvestedcapitalAUD$m
  5. 5. Ansarada revenue growth RevenueAUD$m 0.0 10.0 20.0 30.0 40.0 FY12 FY13 FY14 FY15 FY16 FY17 FY18
  6. 6. Investors are the judges. Align to them. Why they judge? To assess the level of RISK and OPPORTUNITY (this is what Due Diligence is) How they judge? Understanding potential. Your vision and level of Clarity, Capacity and Capability to execute it. What they judge? You Vision Strategy Plan/Model Measures Foundations Who are you (all founders)? What has shaped you? What’s driving you? What are your super powers? Who does it serve? What problems does it solve? How much value could it create? Clarity on the risks and challenges to solve along with a clear differentiated point of view that supports coherent methods and actions. The set of coherent methods and actions that deploy funds raised to solve the challenge, deliver value contained in the vision and minimise risk. What are your measures and how clearly attributable are they to methods and actions that execute the strategy? The funds required, terms, structure and legal agreements in place that will either support or hinder their desired investment criteria and execution of the strategy.
  7. 7. Activity 1 Based on what investors judge, take 30 seconds to write: • Which one you’re strongest on? • What is your biggest area to improve? • Give yourself a score out of 10 on how clear and aligned your story, vision, strategy, plans/model and measures are?
  8. 8. • A two minute peek at what’s now possible • Successful cap raise structure, documentation and investor requirements presented in a scorecard – benchmark your current state, know your ideal state and a pathway to get there • Grows with your business, ensures you’re always ready for what’s next • Most efficient way to collaborate with your team, advisors and investors. We have software to help you get ready for investment and execute a deal
  9. 9. Bonus! The best SaaS measure framework Sales as a Science Winning by Design
  10. 10. Bonus! A free library of 100+ guides on critical documents that investors love to see • Join the workshop on the day and get a copy • Driven from data, based on outcomes and actions from companies, investors and advisors across 25,000+ deals • Each one-page guide includes: • What the document is about and why it matters to the performance of your business today • Risks of not having it, and benefits of having it • How it affects raising capital and other critical business transactions.
  11. 11. Activity 2 Capital Raising Momentum Makers • From the workshop handouts choose the top five momentum makers and order them by priority • Prizes for the first few people to have the correct five in the correct order.
  12. 12. #1 Momentum Maker Know • Understand how and what the ‘Judges’ (investors) will be scoring you on • Align to their language and structure – everything from your story to strategy to plans and numbers • Know the problem you’re solving and be able to bring it to life – clearly demonstrate the value behind solving it • Know the risks in executing your vision, and know how to mitigate/control them • Know how to start with the end in mind and work backwards.
  13. 13. #2 Momentum Maker Prepare • Prepare and assemble your information and metrics • Develop your forecast model and assumptions so you can show how you will use the additional capital you’re seeking • Ensure ownership structure and all agreements (e.g. title, ownership, customer, suppliers etc) are in good shape and ready for disclosure to potential investors • Prepare what you know into a simple, easily digested information structure.
  14. 14. #3 Momentum Maker Connect • Get a warm introduction to an investor – start with educating them on what you’re doing and the problem you’re solving – you don’t need to go from 0 to 100 with full pitch • Build relationships – give updates and get feedback from investors, connect with great legal and financial advisors, develop understanding early on • Talk with your team – connect them to the process too, get them contributing, take them on the journey and get them working in concert • Establish clear expectations with advisors and make sure you know what they expect of you to do a great job too.
  15. 15. #4 Momentum Maker Ask • Ask investors for what you need, and by when you need it • Be specific about the amount of money • Ask for your preferred structure and terms (equity, ordinary equity or other) • Ask for feedback.
  16. 16. #5 Momentum Maker Prove • Demonstrate your thinking and planning but above all else show what you’ve actually done • Show you can and have acted lean – you can build, market and acquire customers • Show how you’ve attributed measures back into an improved strategy, model, product, people and/or process • Prove you not only know the way, but you go the way • Prove you act to validate everything – you can attribute results back to actions and decisions to drive better results • Prove you can be trusted and have the foundations in place that investors can safely build on with you.
  17. 17. Run and close a swift investment process Quick tips on closing the deal • Keep it simple • What to do and how to do it • Be flexible but don’t entertain lots of different preferences, protections and amendments • What is the right balance?
  18. 18. Reflections 1. What is the most useful thing you’ve learnt during today’s workshop? 2. How does this relate to your context or challenge? 3. How will you now do something differently after today? 4. What’s your next action?
  19. 19. Download Raising capital the ready way What you need to get ready to raise money for your business info.ansarada.com/cap-raise-guide
  20. 20. Workshops by www.zambesi.com Learn from people who do it @zambesidotcom #zambesi

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