Get to Cash Flow Positive
-- @todo Can we get a Checklist? -- @todo What About a ENT "Canvas" for Fund Raising -- @todo Canvas All the Things! -- @todo ENT should have a Prepared One-Sheet + Link to Doc-Set Magic
Books / Links
SAC YouTube Channel, Some Recordings have Books "Angels" by Jason...something "Calacanis?"
Angels & Syndicates
- FFF, Heros, Angels
- DD Focus: TAM, Simple Company (simple cap-table), Good Team
- TAM: >$5B
- Proven Team: 18+ mo together? All Key Players on Cap-Table
- No Surprises!!
- Buying the Team more; INT is buying BEFORE the "Pivot"
Seed (eg: Priced)
Angels and Syndicates & Seed
- Serious Money
- DD Focus: Product/Market Fit ("PMF"), Unit Economics,
- CAC: Customer Acuisition Cost
- ASP: Average Sales Price
- ICP: Ideal Client Profile
- CLTV: Customer Life Time Value
- Stickyness: IP,
Seed and Early Stage Venture Funds
- DD Focus: Scale
- Documented & PRoven Scale Metrics
- Control of Churn, not a "leaky bucket", doing client exit interviews? Active Surveys?
=50 Clients at ASP
- Margins Good/Real
- Eye on Next Target, Customer Segment, Growth Area
- Capital Stack?
- Thesis: Bio-Pharma, FinSaaS, etc.
- Ability to write this check
- Ability to say "no" or "not yet" ** Not Yet is a big deal
- Passion for Service
Table Stakes for ENT
Must haves for getting started
- Identify Lead -- "big dogs", "whos in charge", audience research
- Organized Documents
- Legal: Articls, Cap-Table, etc, etc, keep it clean and tidy
- Pitch Deck
- Financials: P&L, Balanace Sheet, Projection
- Team Details: Current Resumes, Future Hires, Options Details
- Team is on LinkedIn, AngelList, ProSeeder, Gust, CrunchBase, PitchBook, etc, etc
Most fail, lose all your money, lose some friends, etc.
Finding other Founders
T+MMM -- Techonology, Money, Marketing and Management
Could be skills found in 2, 3 people too; early you wear multiple hats.
Look for complementary skills; don't need three managers at the start; don't need three engineers.
Test your prospects, like dating for marrage. Can do "the thing" that's in their skill-set in "T" time? eg: I'll get the landing page built in 2 hours I'll get our legal paper work in order this week I'll get some ads running on $SITE and get 1000 clicks I'll get three meetings with investor prospects.
Startup events can be a great way to find new people outside your existing network. Eg: Startup Weekend - Real or Virtual
The Founders are all in for a long journey together, must have good alignment. Do you want to build the same size / type of busienss (eg: SMB vs VC Backed)? Do you have the same exit stratgey? Do you envision the same type of growth (steady vs hyper) Can you make the same time commitments
Practice these, really, practice -- and time your practice. Don't want to just read off a transcript, needs to feel dynamic.
Be Ready for REMOTE PITCH -- RECORD IT; Practice TESTING the Meeting Software & your Remote Access Setup.
Make sure you're skipping the UMs and stuff. If you have a CTA make sure you land it (at the end).
NOTE: Be aware of Private vs Public Solicitation Reg D 506(x) So don't ask about specific money, or round or amount to raise if it's possible it could be considered Public.
No Slides, cover Team and Traction The Good Talking Points -- what's going right, where it's going.
Traction: Any Revenue? Path to Revenue?
Using this to get to the NEXT step. Don't try to get the FULL detail.
More of the same
Be prepared for details about your Team
If you mention money, or money raised or contributed be prepared to talk about those details.
Should at least touch on some information about Competition
Should still stay focused on points, and give enough pause for inventors brains to absorb, riff and comeback.
Need to Be Clear about points -- don't go to far into the weeds on the technicial details.
There is room to talk about some KPIs but keep them simple.
If you're talking about finances be brief, if you're pre-revenue there isn't much to say.
Good to cover the Channels that are how folks landing at your business
Charts are not such a good idea, expecially detailed one -- three huge bars is MAYBE acceptable.
Be sure to cover GTM (Go To Market) process/strategey
The CTA for this one should be UNIQUE from the CTA in 1m
More of the same but, longer still
The CTA for this one should be UNIQUE from the CTA in 1m, 3m
More of the same but, longer still
The CTA for this one should be UNIQUE from the CTA in 1m, 3m, 5m
How to build a SEgement.
Self Filter out the Folks who are clearly NOT interested. Don't waste time with them, save them in a "CRM" and maybe come back to them.
Client says it looks great and wants the Product; but is waffling. Doesn't Commit Hard ($CASH) Maybe Routes you to Tier-2 Clients (really $TIER - 1) - This person is FAN not a CLIENT
ASK ABOUT BUDGET EARLY AND OFTEN -- What does a Purchase Look Like? What are the Metrics for Success
AARRR Metrics for Pirates
Acquisition, Activation, Retention, Referral, Revenue!
Original Here: https://www.slideshare.net/dmc500hats/startup-metrics-for-pirates-long-version
Some folks think that 10 calls a week is good Some folks think that 100 calls a day is good (with like 5 connects)
Total Available Market, SAM, SOM
Identifiy these things, look at who they are and slice, slice slice into narrow segment.
Get into small SOM to for customer developement.
Don't to early Survey while you are doing Client/Customer Discovery! You need to connect with these early adopters at a differnt level. A Survey is for quantifying theoritical values to measure: (left v right v top v bottom)
Early we are trying to measure which feeling, which direction is the strongest and also evaluate WHY. Why is not a question that gets answered with survey.
- See AppFog/PHPFog Early Survey Example
Must have a falsifiable hypothesis
That is, make a it a test like:
By doing A we will get Q things in T time.
A is a specifici activity, narrowly scoped Q is a quantifieable metric, not just "more" clients but something like "50" or "100" T is a specific time frame
Staff / Employees
Keep everone on 1099 for AS LONG AS POSSIBLE.
This allows you to easily hire/fire folks in nearly any location.
If you hire folks on W2 type wages, you'll have to deal with loads of bullshit introduced by the various state governments. In each state you hire you'll have to make sure your payroll provider can handle it. You may need to add a registered agent (eg: Oregon) You'll hve to register with the SOS and/or the DOR and/or the DOL. Many cases require waiting days for paper-mail with registration numbers, these delays cost you a) time and b) cash. Some cases (CT) you have to wait for the first letter, to then use that ID for the next department, which also waits 10 days. So, now you've added 20+ days of waiting and at least two hours of paperwork for a W2 Employee. It's just not worth it.
Each one requires more and more paperwork you just don't have time for. Each one requires learing some one-off byzantine system. Each one requires recording and tracking some bullshit registration numbers. Each one obligates you to additional monthly, quarterly and/or yearly paperwork. Each one exposes you to risk that if any of those things are not done you'll have penalties. Each one could expose you to nexus in said State which may then also require you to pay some business taxes in said State.
It's such a waste of time and cash.
Groups & Meetups
A list of different groups and meetups
(Pitch Checklist by Category) [https://docs.google.com/document/d/12FBNFPq0V8jd-7qNXjpowpCMS71_jL4MMDt3OzCfvCE/edit]
Books / Links
Books and essays and presentations and other fancy things to educate and enlighten.
- Four Steps to the Epfiany
- Lean Customer Development
- The Principles of Product Development Flow -- https://www.goodreads.com/book/show/6278270-the-principles-of-product-development-flow
- Angel Investing by David S. Rose