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Slides for Proficeo & Cradle's Coach & Grow Program companies on the basics of Angel & VC investors by Dr. V. Sivapalan, Co-Founder & Chief Investor of Proficeo Ventures
Slides for Proficeo & Cradle's Coach & Grow Program companies on the basics of Angel & VC investors by Dr. V. Sivapalan, Co-Founder & Chief Investor of Proficeo Ventures
Slides for Proficeo & Cradle's Coach & Grow Program companies on the basics of Angel & VC investors by Dr. V. Sivapalan, Co-Founder & Chief Investor of Proficeo Ventures
Investor 101 Lveryth|ng you wanted to know about |nvestors but d|dn't know who to ask 8y Dr V. S|vapa|an Co-Iounder & Ch|ef Investor rohceo Ventures roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Agenda 1. Who are Angels & vCs and whaL's ln lL for Lhem? 2. lnvesLor reLurns: l88 vs. Muluples 3. uo vCs really wanL Lo Lake over your company? 4. Should you Lake Lhelr money? 3. uumb money vs. SmarL money vs. no money 6. reparlng & posluonlng for fundlng. 7. SLoryLelllng - how you should plLch your buslness Lo Angels & vCs. 8. Pow do you value your company? Some valuauon meLhodologles. 9. lnvesLmenL mechanlsms: 8CS, romlssory noLes, eLc 10. AgreemenLs & 1erm SheeL baslcs. 11. lnvesLors' preferred exlL mechanlsms. 12. Cradle's Cl130 & Cl300 granL baslcs 13. lnvesLee sharlng. roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 8ackground Lo Lhe sesslon Why have Lhls sesslon? roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 1. Who are Angels & vCs and whaL's ln lL for Lhem? roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Who are Angels? roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Who are vCs? roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved VC Structure 1. LlmlLed arLners (provlde caplLal) & Ceneral arLners (manage fund) 2. lund slze & mandaLes (verucals, geography, sLage) 3. lund ume llmlLs: 7 - 10 years 4. lnvesLmenL ume frame (3+2+2) or (4+3+3) (lnvesL, manage, dlvesL) roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 2. lnvesLor reLurns: l88 vs. Muluples roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved VC Investor keturns 1. ManagemenL fees (2.3 - 3.3 p.a. x lund umeframe) 2. Purdle raLe: A specled raLe of reLurn for Lhe L before Lhe C sLarLs recelvlng hls share of proLs, usually based on Lhe rlsk facLor - hlgher rlsk, hlgher hurdle raLe. 3. Carrled lnLeresL: 1he Cs share of proLs usually a percenLage (sLandard raLe 20) 4. Ls: CaplLal musL be reLurned rsL, Lhen hurdle raLe lf any & Lhen only proLs shared (say 80:20) 3. lf lund doesn'L make money Cs don'L make money roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved VC kate of keturn 1. Success raLe ouL of 10: uead (4), Llvlng uead (4), Success (1) 8lC wlnner (1) 2. Alm for reLurn muluples of 3 - 3x & 8lC wlnner 10 - 20x 3. Average raLe of reLurn: lnLernal 8aLe of 8eLurn (l88 20-23) roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved VC kate of keturn 1. 8ased on l88 of 20 (red llne) & 40 (black llne) 2. Shows muluple expecLed over no. of years roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Success raLe of vCs roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 3. uo vCs really wanL Lo Lake over your company? roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 1he venLure CaplLal SecreL: 3 CuL of 4 SLarL-ups lall uo vCs make lousy managers? 73 percenL of venLure-backed companles never reLurn cash Lo lnvesLors (l.e. Lhey fall), wlLh 30 Lo 40 percenL of Lhose llquldaung asseLs where lnvesLors lose all of Lhelr money. - Parvard 8uslness School senlor lecLurer Shlkhar Chosh ln 1he Wall SLreeL !ournal based on research lnLo 2,000 vC backed rms So why wou|d they want to take over your bus|ness? roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 8uL you wlll lose some conLrol over Lhe company vC Shareholder agreemenLs wlll normally lnclude some resLrlcuons. So you cannoL do Lhe followlng wlLhouL Lhelr permlsslon: lssue more shares lncrease Lhe slze of Lhe 8oard of ulrecLors 1ake on debL Amendlng Memorandum & Arucles of Assoclauon aylng dlvldends 8edeemlng shares Llquldaung Co or selllng ma[or asseLs M&A & lC aymenLs above a cerLaln amounL (negouable) Cnce they g|ve you the money they |ose contro| over |t so they need to make sure the|r |nterest |s protected. ou take the|r money, you have to ||ve by the|r ru|es. roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 4. Should you Lake Lhelr money? roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved ou shou|d take the money on|y |f: 1. ?ou really need lL 2. ?ou know whaL you wlll use lL for 3. ?ou can use lL Lo grow & scale Lhe buslness - fasLer Lhan organlcally 4. lL wlll help you Lo bulld a successful buslness 3. ?ou can glve Lhem & yourself a good reLurn on lnvesLmenL roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 3. uumb money vs. SmarL money vs. no money roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Dumb money vs. Smart money vs. No money 1. uumb money - [usL money, llule else - vCs provlde nanclal clarlLy, corporaLe governance, exlL experuse 2. SmarL money - money, relevanL experuse & knowledge, neLworks, sLraLeglc savvy, operauonal skllls, recrulLmenL, long Lerm growLh plans, exlL plan 3. no money - you're on your own maLe, so grow organlcally, prove Lhe model & make money Shou|d you take "dumb money"? roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 6. reparlng & posluonlng for fundlng. roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved What shou|d you do to prepare for |nvestors 1. 8ulld a 1LAM LhaL can envlslon & execuLe Lhe buslness plan 2. rove Lhe need for your producL wlLh paylng cusLomers 3. CreaLe a Scalable & 8epeaLable buslness model 4. Serve a PuCL markeL (don'L be a [aguh kampung) 3. SorL ouL your corporaLe & nanclal sLrucLure, ensure proper governance ls ln place roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved What shou|d you do to prepare for |nvestors 1. Make Lhem WAn1 Lo lnvesL ln you. 2. know whaL you need (how much money) & how you wlll spend lL 3. rove LhaL you can scale (show Lhem how you have already done so, make sure your assumpuons are correcL & valld) 4. Pave a solld long Lerm vlslon wlLh a achlevable exlL plan for Lhe lnvesLor roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 7. SLoryLelllng - how you should plLch your buslness Lo Angels & vCs. roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved What's your 8IG story 1. Lvery lnvesLor wanLs Lo see an exclung sLory: hlgh growLh, huge markeL, greaL LalenL/Leam, lnnovauve, scalable buslness, repeaLable revenue model, blg exlL, everyone maklng money. 2. lLch me your sLory 3. ulscusslon roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved What's the|r 8IG story? roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 8. Pow do you value your company? Some valuauon meLhodologles. roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Methodo|og|es I|nanc|a| Mu|np|es (usually benchmarked agalnsL slmllar deals) 1. Cash llow (posluve or negauve) 2. 8evenue muluples 3. roL Muluples & L (rlce Larnlngs) 8auo 4. Can also be creauve & do muluples based on revenues or proLs on forecasL numbers over 12 Lo 24 monLhs. 3. lnvesLors need numbers of some klnd Lo benchmark especlally when Lhe deal ls for a commerclallsed enuLy. 6. lor pure Lechnology acqulsluon wlLh zero revenue deal wlll be based on Lhe lnnovauveness of Lhe producL & markeL poLenual alone. roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Some recenL valuauon rauos roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Market Metr|cs 1. Slze of MarkeL (1oLal MarkeL) 2. 1oLal Addressable MarkeL (1AM) 3. Scalable & 8epeaLable model Lo capLure 1AM 4. Larger 1AM, proven S&8 model = hlgher valuauon (CrabLaxl) 3. CrowLh meLrlcs (revenue, Lramc, user/cusLomer daLabase) 8lslng Lrend valldaLes success of buslness & markeung 6. 8enchmarklng - comparable deals, reglonally, globally, relaLed secLors. roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Van|ty Metr|cs 1. CusLomers/users esp. 82C WhaLsapp 300 mll users = uS$ 19 bll (lacebook) vlber 300 m users = $900m (8akuLen) uropbox 373m users, ralsed $330m [ $10 bll valuauon 2. Lyeballs, snaps, plns SnapchaL - 300 mll plcs, vldeos a day = $3 bll valuauon lnLeresL - 1.3m Lravel relaLed plns a day = $3.6 bll valuauon 8evenue? negllglble. 3. Mllllons of users? >10m users = $30 per user roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Van|ty Metr|cs 1. uo Lhey make sense? 2. 8ubbles? 3. MarkeL valuauon. 4. Wllllng seller, wllllng buyer. roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Show me the money 1. ulumaLely lL's abouL maklng money. 2. no money? CoL vanlLy? 3. Money ls sull Lhe real deal 4. LxecuLe, execuLe, execuLe 3. Scale, scale, scale 6. 8epllcaLe, repllcaLe, repllcaLe roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 9. lnvesLmenL mechanlsms: 8CS, Converuble or romlssory noLes, eLc roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved reference Shares 1. ref shares ls one of Lwo Lypes of shares normally lssued by companles, Lhe oLher belng Crdlnary Shares 2. ref Shares normally rank ahead of Crd shares ln reLurn on caplLal lf Co goes bankrupL or ls llquldaLed (hence Lhe name reference") 3. ref shares can also lnclude (buL ls noL necessary) xed annual dlvldends whlch musL be pald before Crd shareholders (oen called a dlvldend raLe or coupon raLe). 4. Someumes Lhere ls also a Llquldauon reference" whlch means lf Lhe Co ls sold Lhey geL Lhelr lnvesLmenL back rsL before any of Lhe oLher shareholders are pald. L.g. lf Lhey lnvesLed 8M1m & Co sold for 8M3m Lhen Lhey geL back Lhelr 8M1m rsL & Lhen only Lhe resL of Lhe sale value ls dlvlded among all Lhe shareholders lncludlng Lhem. roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved kedeemab|e, Convernb|e, reference Shares 1. 8edeemable - Lhe Co or romoLer can redeem Lhe shares from Lhe shareholder aL a fuLure xed prlce (redempuon prlce) l.e. Co can buy back Lhe shares aL Lhe redempuon prlce. 2. Converuble - Lhe shares can be converLed Lo ordlnary shares aL some polnL ln Lhe fuLure, normally on Lhe occurrence of a speclal evenL l.e. lC or M&A 3. 1he converslon rauo ls xed when shares are lssued & lndlcaLes how many ordlnary shares lL wlll be converLed Lo. roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Convernb|e Notes 1. An agreemenL Lo lnvesL currenLly buL Lo only do a valuauon ln Lhe fuLure based on fuLure lnvesLmenLs 2. Cood for very early sLage companles when a valuauon ls hard Lo do or unfalr on lounders 3. Cers provlders of Lhe Cn a dlscounL on fuLure valuauons because Lhey Look a blgger rlsk when lnvesung early 4. 8arely used ln M'sla buL gemng more popular ln S'pore roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 10. 1erm SheeL, AgreemenLs & uue ulllgence roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 1erm Sheet 1. An lnlual agreemenL on Lhe deal. 2. SeLs Lhe sLage for a due dlllgence Lo be conducLed 3. 8evlew 1emplaLe roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Due D|||gence 1. CorporaLe - revlew of Lhe corporaLe sLrucLure & Co Sec documenLs. All sLaLuLory requlremenLs musL be up Lo daLe. 2. llnanclal - revlew of pasL, currenL & pro[ecLed nanclals lncludlng assumpuons 3. Legal - on Lhe company & ulrecLors/Shareholders. Lnsure no legal sulLs, hldden unpald debLs, bankrupLcles, eLc. 4. 8uslness - valldaung Lhe buslness & all clalms made by Lhe lounders roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Shareho|ders Agreement 1. upon compleuon of due dlllgence & accepLed by Lhe lnvesLor, all shareholders musL slgn Lhe shareholders agreemenL 2. SeLs ouL Lhe duues & responslblllues of shareholders & operauons of Lhe buslness as well as share sale rules 3. 8evlew LemplaLe roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Subscr|pnon Agreement 1. 8lnds all parues Lo Lhe agreed upon shareholdlng sLrucLure 2. ueLermlnes Lhe mechanlsm used (8CS eLc) 3. SeLs ouL number of Lranches, how money ls dlsbursed, how many 8CS wlll be lssued eLc. roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 11. lnvesLors' preferred exlL mechanlsms. roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved Lx|t Mechan|sms (for |nvestors) 1. 1rade sale or M&A (1 sL cholce as lLs easler) 2. lC (2 nd cholce unless Lhe publlc markeLs are hungry for Lhe deal Lhen lLs 1 sL cholce) 3. 8edempuon by Lhe company 4. 8edempuon/acqulsluon by Lhe lounders/romoLers 3. Llquldauon (everyone loses) roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 12. Cradle's Cl130 & Cl300 granL baslcs roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved CI Cata|yst (kM1S0,000) 1. CranLs for lnnovauve ldeas 2. urpose - Lo bulld proLoLypes buL musL have a poLenual markeL for lL 3. kl - compleuon of proLoLypes & ready for commerclallsauon 4. 1lmeframe - 9 - 12 monLhs roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved CI S00 (kMS00,000) 1. CranLs for commerclallsauon of lnnovauve ldeas. Cenerally do noL fund buslnesses Loo slmllar Lo Lhose already funded or copycaL ldeas 2. urpose - Lo help you successfully commerclallse your ldea 3. MusL show evldence of markeL accepLance/valldauon 4. 1lmeframe - 12 monLhs 3. kls - markeL drlven: Always lncludes revenue kl & oLhers based on Lhe buslness. lounders can propose oLher kls, sub[ecL Lo agreemenL by Cradle. roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved CI Grants 1. lL ls a condluonal granL based on 3 mllesLones 2. ay rsL & Lhen clalm back. Make regular clalms (every 2 monLhs ls recommended). uon'L lump everyLhlng lnLo 1 or 2 ma[or clalms. Clalms wlll be audlLed & verled by Cradle Lo prevenL fraud or mlsrepresenLauon. 3. Some moblllsauon funds ls allowed sub[ecL Lo agreemenL wlLh Cradle 4. ?ou musL have cash ows secured. 3. lf mllesLones are noL meL, granL can be frozen & you may be asked Lo pay back beLween 30- 100 of Lhe granL dlsbursed sub[ecL Lo agreemenL wlLh Cradle. 6. lf revenues exceed 8M2.3 mll or lnvesLmenLs above 8M2.3 mll secured, you wlll be requesLed Lo pay back up Lo 30 of granL dlsbursed roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved CI Grants - ayback requ|rement 1. Cl300: lf revenues exceed 8M2.3 mll wlLh 8M300k ln proLs C8 lnvesLmenLs above 8M2.3 mll secured, you wlll be requesLed Lo pay back up Lo 30 of granL dlsbursed. 2. 1lmellne ls 2 years from end of granL perlod 3. Cl130: 8evenue & proL numbers for payback belng revlewed. roceo venLures Sdn 8hd 2014. All 8lghLs 8eserved 1hank you and C&A ConLacL ur. v. Slvapalan slva[proceo.com