tetuan valley startup school spring 2010 week 4
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Slides for week 4 of @TetuanValley Startup SchoolFor more info check www.tetuanvalley.comTRANSCRIPT
Start-up school Spring 2010
Tetuan Valley, April 2010
Week 4
Patrocinado por Centros participantes
Con la colaboración de
FINANZAS PARA EMPRENDEDORES
28/04/2010
OBJETIVO
Introducir a estudiantes de pérfil técnico los conceptos financieros clave a la hora de emprender
RESULTADO
•Comprensión de los indicadores financieros clave
•Capacidad para parametrizar los modelos facilitados de cara a valorar una startup y presentar las proyecciones finnacieras a inversores
DURACIÓN
2 sesiones 4h
SESIÓN 1• Conceptos
• Principios
• Ecuaciones
• Inversores; Objetivos y restricciones, etapas, “Capital riesgo” y Palancas de Valor
• Conclusiones para el emprendedor
SESIÓN 2• Business Plan
• Precio
• Modelo de Negocio
• Otras herramientas
FINANZAS PARA EMPRENDEDORES – Sesión 2
28/04/2010
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
m
4/28/2010
My time is valuable… how much will I spend looking at your BP
4/28/2010
What investors are looking for
…and so should YOU
4/28/2010
YourCompany
YourInvestor
YourNumbers
WHAT WE INCLUDE IN A FINANCIAL 1 PAGER: COMPANY
4/28/2010
� Opportunity description
� Business Model
� Need Satisfied
WHO ARE YOU
� Products / Services
� Market Objective
� Competitors
WHAT DO YOU DO
HOW DO YOU ACHIVE IT
� Sales & Marketing Strategy
� Current and Funnel Clients
� Investment Allocation
� Exit Strategy
OPPORTUNITY FOR THE INVESTOR
WHAT WE INCLUDE IN A FINANCIAL 1 PAGER: INVESTOR
4/28/2010
� Business Sector (Tags)
� Contact Information
� Executive Team
� Financial Information
― Investment Stage
― Current Capital
― Monthly Burn Rate
― Pre-Money Valuation
― Investment Capital
� Current Investors
� Forums
RELEVANT INFORMATION FOR THE INVESTOR
WHAT WE INCLUDE IN A FINANCIAL 1 PAGER: NUMBERS
4/28/2010
Año1 … Año n
Revenues
EBITDA
Net Result
Assets
Liabilities
Cash
Multiplier
CF Breakeven
Money… when and how much
FINANZAS PARA EMPRENDEDORES – Sesión 2
28/04/2010
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
PRICING METHODS - BENCHMARK
28/04/2010
Be careful
� What you compare
� Units
� Time
� Location
Tabulate data and present in graphs or simple tables
Useful for similar products
Difficult to obtain data
PRICING METHODS - MARKUP
28/04/2010
Be careful
� Over price
� Cost Allocation
� Unitary marginal, variable and fixed cost
Useful for established products in competitive atmosphere
Always lower limit
Easy to obtain data… your company
PRICING METHODS – VALUE ADDED
28/04/2010
Be careful
� What are the needs of the client
� Determine the value per use
Useful for breakthrough technologies
Clearly explain the gains the client will have
Difficult to obtain data
Always upper limit
FINANZAS PARA EMPRENDEDORES – Sesión 2
28/04/2010
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
What makes your business tick
Up and Down… almost ALLWAYS is related
4/28/2010
How to determine your business drivers
4/28/2010
How
How
How
How
How
Target: Commercials in FMCG companies
5.000 users first year , recurrent and growingGo to 5 of the 100 companies in the market -> 1000
users/ client
Are you still with 5 clients and 1.000 Usurers / Client?1
I personally (or my network) know 5 decision takers in
those companies, initial prospection has been made
Are you still with 5 clients and 1.000 Users / Client?2
Are my clients going to demand a trial phase
Are you still with 5 clients and 1.000 Users / Client? 4Success in conversion rate from trial to client?
Are you still with 5 clients and 1.000 Users / Client? 5
Size of companies -> level of control over users
Are you still with 5 clients and 1.000 Users / Client? 3
Usefulness
4/28/2010
Target: Commercials in FMCG companies
5.000 users first year , recurrent and growingGo to 5 of the 100 companies in the market -> 1000
users/ client
Are you still with 5 clients and 1.000 Users / Client?1
I personally (or my network) know 5 decision takers in
those companies, initial prospection has been made
Are you still with 5 clients and 1.000 Users / Client?2
Are my clients going to demand a trial phase
Are you still with 5 clients and 1.000 Users / Client? 4Success in conversion rate from trial to client?
Are you still with 5 clients and 1.000 Users / Client? 5
Size of companies -> level of control over users
Are you still with 5 clients and 1.000 Users / Client? 3
Marketing / Sales
Strategy
Scalability
Success of
product / service
28/04/2010
Don’t be afraid…
Your own matrix …
We will help you with an standard
28/04/2010
FINANZAS PARA EMPRENDEDORES – Sesión 2
28/04/2010
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
28/04/2010