tetuan valley startup school v - fall 2011 - week 2
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Tetuan Valley Startup School V - Fall 2011 - Week 2TRANSCRIPT
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Tetuan alley
Tetuan Valley, October 2011
Startup School Fall 2011
This is the Land of Do-as-you-please-and-take-what-you-want Week 2
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Sponsors Collaborators
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FINANZAS PARA EMPRENDEDORES
11/3/11
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; ObjeGvos y restricciones, etapas, “Capital riesgo” y
Palancas de Valor • Conclusiones para el emprendedor
SESIÓN 2 • Business Plan • Precio • Modelo de Negocio • Otras herramientas
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FINANZAS PARA EMPRENDEDORES – Sesión 2
11/3/11
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
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m
11/3/11
My @me is valuable… how much will I spend looking at your BP
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11/3/11
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11/3/11
What investors are looking for
…and so should YOU
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11/3/11
Your Company
Your Investor
Your Numbers
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WHAT WE INCLUDE IN A FINANCIAL 1 PAGER: COMPANY
11/3/11
l Opportunity descrip@on l Business Model l Need Sa@sfied
WHO ARE YOU
l Products / Services l Market Objec@ve l Compe@tors
WHAT DO YOU DO
HOW DO YOU ACHIVE IT
l Sales & Marke@ng Strategy l Current and Funnel Clients
l Investment Alloca@on l Exit Strategy
OPPORTUNITY FOR THE INVESTOR
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WHAT WE INCLUDE IN A FINANCIAL 1 PAGER: INVESTOR
11/3/11
l Business Sector (Tags) l Contact Informa@on l Execu@ve Team l Financial Informa@on
― Investment Stage ― Current Capital ― Monthly Burn Rate ― Pre-‐Money Valua@on ― Investment Capital
l Current Investors l Forums
RELEVANT INFORMATION FOR THE INVESTOR
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WHAT WE INCLUDE IN A FINANCIAL 1 PAGER: NUMBERS
11/3/11
Año1 … Año n
Revenues
EBITDA
Net Result
Assets
LiabiliGes
Cash
Mul@plier
CF Breakeven
Money… when and how much
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FINANZAS PARA EMPRENDEDORES – Sesión 2
11/3/11
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
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PRICING METHODS -‐ BENCHMARK
11/3/11
Be careful l What you compare l Units l Time l Loca@on
Tabulate data and present in graphs or simple tables
Useful for similar products Difficult to obtain data
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PRICING METHODS -‐ MARKUP
11/3/11
Be careful l Over price l Cost Alloca@on l Unitary marginal, variable and fixed cost
Useful for established products in compe@@ve atmosphere Always lower limit Easy to obtain data… your company
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PRICING METHODS – VALUE ADDED
11/3/11
Be careful l What are the needs of the client
l Determine the value per use
Useful for breakthrough technologies Clearly explain the gains the client will have Difficult to obtain data Always upper limit
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FINANZAS PARA EMPRENDEDORES – Sesión 2
11/3/11
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
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What makes your business @ck Up and Down… almost ALWAYS is related
11/3/11
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How to determine your business drivers
11/3/11
How
How
How
How
How
Target: Commercials in FMCG companies 5.000 users first year , recurrent and growing
Go to 5 of the 100 companies in the market Market Average is 1000 users/ client
Do you s'll have 5.000 Users? 1
I personally (or my network) know 5 decision takers in those companies, iniGal prospecGon has been made
Do you s'll have 5.000 Users? 2
Are my clients going to demand a trial phase Do you s'll have 5.000 Users? 4
Success in conversion rate from trial to client? Do you s'll have 5.000 Users? 5
Do de companies have control over the users? Do you s'll have 5.000 Users? 3
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Usefulness
11/3/11
Target: Commercials in FMCG companies 5.000 users first year , recurrent and growing
MarkeGng / Sales Strategy
Scalability
Success of product / service
Go to 5 of the 100 companies in the market Market Average is 1000 users/ client
Do you s'll have 5.000 Users? 1
I personally (or my network) know 5 decision takers in those companies, iniGal prospecGon has been made
Do you s'll have 5.000 Users? 2
Are my clients going to demand a trial phase Do you s'll have 5.000 Users? 4
Success in conversion rate from trial to client? Do you s'll have 5.000 Users? 5
Do de companies have control over the users? Do you s'll have 5.000 Users? 3
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Revenue Streams
11/3/11
Asset Sale
Usage Fee
Subscrip@on Fee
Lending / Ren@ng / Leasing
Licensing
Brokerage / Commissioning
Adver@sing
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11/3/11
Don’t be afraid… Your own matrix … We will help you with an standard
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11/3/11
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FINANZAS PARA EMPRENDEDORES – Sesión 2
11/3/11
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
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11/3/11