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Dragos from UberVU gives his opinions
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HOW TO WIN SEEDCAMP
What are investors looking for? IN THEIR OWN WORDS:
“We are looking for an understanding of a customer and their problem with a service that solves their pain and the potential of a business model to monetize the customer base. The monetization model needs to at least result in a $100M revenue business growing at 20%-30% with strong EBITDA margins.”
The CEO and founder jumped straight to a demo and wanted to show us the product without the typical team, market, etc. etc. He had a real product with real customers and he was proud to show that. That impressed me more than the sophisticated pitches which are high on buzzwords and low on facts and substance.
For early stage companies (where you are not pitching demonstrated revenue growth), good pitches rely on either a compelling entrepreneur or a compelling idea. Great pitches rely on both. Notice that I didn’t mention technology – great technology only works if it’s in service of the compelling idea.
The market was large with proof points of successful outcomes [e.g. IPOs, acquisitions], the service was hard to pull off because of the relationships needed to be built with carriers, and the team had the experience of working with carriers to be successful. Despite the huge risks of working with carriers, it was a bet worth making BECAUSE the team had the skills to potentially succeed and if they succeeded the outcome was large.
What’s important is NOT how great your product is, but why customers will spend money on it. And, just as important, why will they not spend money on something else.
Founders assume they have to have all the answers. We know there is uncertainty and risk in your plan – if there weren’t, venture capitalists wouldn’t be in business. The important thing is to define where you think the risks lie and why the potential reward is large enough to justify taking the risks.
Solve a PROBLEM that is criticalUnderstand who you’re helping and why they payHUGE MARKETThe RIGHT entrepreneur who can executeViable business model
What??? No Technology?
Technology CAN be your competitive advantage
It DOES NOT REPLACE the above
Do you FIT this picture?If not, CAN you?
SHOULD you?
PRESENTATION
Solve a CRITICAL PROBLEM
SOLUTION: DEMO
Who should BUY it? WHY?
MARKET
BUSINESS MODEL and WHY it would WORK
TEAM
WHAT DO YOU WANT FROM ME? WHY
AT THIS STAGE, IT’S MOSTLY ABOUT YOU
PRACTICE (A LOT)including potential questions
KNOW YOUR STUFF
Use the sign-up form: good stuff in there
MENTORS ARE AWESOME
NOT!
BIASED by experience
NO MARKET KNOWLEDGE (if you’re unique)
No deep understanding of your business
WHAT NOW?
Mentors ARE awesome
Pay attention to what they ASK, not what they SAY (business related, not necessarily product related)
DO they UNDERSTAND?
LISTEN
It’s NOT a DEBATE
DON’T DEFEND
Communication?
VALUE?
BOTH?
INSIGHTS COME FROM THE RIGHT QUESTIONS
PRODUCT != BUSINESS
GET FEEDBACK ON PITCH
90% FAIL
WAR, NOT BATTLE
MAKE AND TEST ASSUMPTIONS
THANQ