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Venture Capital,
Funding & Pitching
Pieter Kemps
Business Development & Venture Capital, APAC
P_Kemps
A program designed to provide startups with the resources needed
to get started on AWS. Join some of the fastest-growing s...
2 Packages, Many Benefits
Trusted Advisor
Sign Up here:
Venture Capital,
Funding & Pitching
Pieter Kemps
Business Development & Venture Capital, APAC
P_Kemps
Why do we talk about this?
• Work with many startups & APAC’s leading VC’s
• Discuss many startups with VC’s & get feedbac...
Venture Capital Overview
Impact of Cloud on Venture Capital
What is a good pitch?
But first…
Some questions for you
Venture Capital Overview
Impact of Cloud on Venture Capital
What is a good pitch?
Venture Capital
Startups!
Venture Capital
VC Fund
General Partners,
Principals, VP’s,
Associates, etc.
Startups
with need for capital
and growth pot...
2-sided Platform model
Startups
with need for capital
and growth potential
Limited Partners
institutional & high net
worth...
2-sided Platform model
“2 & 20”
So how does a VC make money?
“2 and 20”
Management Fee. VC raises a fund of e.g.
$100M and gets $2M per year to operate
the fund (staff, expenses, etc....
Venture Funding
Source:www.fundersandfounders.com
Source:www.fundersandfounders.com
100%
of nothing
17%
of a Big Companyis a lot less than
August ‘08
Nathan
Brian
Joe
January ’09
$20K Accelerator
Y Combinator
November ‘10
$7.2M Series A:
Sequoia
Greylock
SV Ang...
01 04
idea MVP monetizescale
Product Risk Market Risk Financial Risk
02 03
Product?
Do we have a product?
Can we ship?
How...
01 04
idea MVP monetizescale
Product Risk Market Risk Financial Risk
02 03
Startup 2.0: “Lean Investor” Model
• Incubator ...
01 04
idea MVP monetizescale
Seed RoundSeed Round
Series A, B, C, etc.Series A, B, C, etc.
Incubator / AngelIncubator / An...
What caused the evolution
towards the “Lean Investor”?
Venture Capital Overview
Impact of Cloud on Venture Capital
What is a good pitch?
Q & A
Pieter Kemps
Business Development & Venture Capital, APAC
P_Kemps
Venture Capital Overview
Impact of Cloud on Venture Capital
What is a good pitch?
“Amazon Web Services is probably the most
important thing that has happened to mobile
and web app developers that the pres...
“Amazon changed the VC industry.
This is mind boggling. That online
book company. Not … or anybody
else. Amazon. 100% of t...
1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011
1995 – .com
Technology Startups requi...
Typical Series ATypical Series A Spent on…Spent on… InnovationInnovation
1995 1996 1997 1998 1999 2000 2001 2002 2003 2004...
Typical Series ATypical Series A Spent on…Spent on… InnovationInnovation
1995 1996 1997 1998 1999 2000 2001 2002 2003 2004...
1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011
2007: Micro VC / Seed
Public Cloud le...
28 startups in Asia
21 startups on AWS
71%
Why do VC’s care?
More deals
Shorter time to scale
Faster time to revenue
Lower ‘burn rate’
Higher valuation at exit
Venture Capital Overview
Impact of Cloud on Venture Capital
What is a good pitch?
Why is your pitch important?
Because it shows you have a
PLAN
What’s always there?
Product
Lots of product, product, product
Rosy Forecast
The infamous hockey stock
What’s always missing?
Business Model
not just WHAT, also HOW
Metrics
not just traction, also unit economics
Strategy
What...
1.Problem
2.Solution
3.Business Model
4.Business Model Metrics
5.Growth Strategy
6.Status / Traction
7.Team
8.Competition
...
1. Problem
Define the
problem clearly
Explain the impact.
Why bother?
What’s the opportunity?
Market size?
Problem Impact ...
2. Solution
3. Business Model
Business Model ≠ Pricing
Costs Structure
Value
Proposition
Key
Resources
Key
Activities
Key
Partners
Channels
CRM Customers
Revenue Streams
Capabil...
4. Business Model Metrics
“I look for signs in a pitch that the founders
understand the mechanics of the business.”
Phil M...
4. Business Model Metrics
Acquisition
 Install / Sign-up (by campaign / channel)
 Conversion (by campaign / channel)
 C...
4. Business Model Metrics
Revenue:
 Average revenue per User (ARPU)
 Av. revenue per Paying User (ARPPU)
 % paying user...
4. Business Model Metrics
Engagement
• 30/10/1 rule*: 30% of
registered is MAU, 10% is
DAU, 1% is peak concurrent
• This m...
????
4. Business Model Metrics
????
4. Business Model Metrics
Avg Time
on Site
Avg Time
on Site
Average Basket
Price
Average Basket
Price
Advertising CTR...
4. Business Model Metrics
Metric / KPI Now Comp A Comp B Comp C Goal
Advertising CTR 1.5% 3% 6% 2.5% 5%
Average time on si...
5. Growth Strategy
Metric / KPI Now Goal Growth Strategy & Actions
1. Advertising CTR 6% 8% 1. A/B test creatives
2. Conti...
10. ASK
Metric / KPI Now Goal Growth Strategy & Actions Costs
1. Advertising CTR 6% 8% 1. A/B test creatives
2. Continuous...
WHEN
do you need to have
WHAT
?
01 02 03 04
idea MVP monetizescale
Seed RoundSeed Round
Series ASeries APitch for Angel Money
Pitch for Seed Round
Pitch f...
Angel Pitch
Show me a
great idea!
1.Problem
2.Solution
3.Business Model
4.Business Model Metrics
5.Growth Strategy
6.Statu...
Seed Round Pitch
Show me
traction!
1.Problem
2.Solution
3.Business Model
4.Business Model Metrics
5.Growth Strategy
6.Stat...
Ash Fontana, Founder of AngelList
Series A Pitch
Show me a
business
&
show me
returns!
1.Problem
2.Solution
3.Business Model
4.Business Model Metrics
5.Grow...
So before you pitch…
Ask some important questions
Where is my startup in its lifecycle?
Do I understand my business model,...
So before you pitch…
And do your homework…
Decide what you look for in an investor
Easy vs Hard, Dumb vs Smart
Investigate...
Questions?
Pieter Kemps
Business Development & Venture Capital, APAC
P_Kemps
So before you pitch… Ask
So before you pitch… Ask
So before you pitch… Ask
So before you pitch… Ask
So before you pitch… Ask
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So before you pitch…
Ask some important questions
Where is my startup in its lifecycle?
Do I understand my business model, metrics?
Can I explain my growth strategy and justify my ask?
Which TYPE of investor should I target?

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  • -= BTW Very interesting!.... Also you can send your pitchdeck to thousands of VC's and Angel's with just 1 click. Visit: Angelvisioninvestors.com
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