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BUILDING A
FUNDABLE
STARTUP

Vijay Anand
Shekhar Kirani

OCTOBER 19, 2013. Vijay and Shekhar

1

19
STRUCTURE OF THIS TALK
HOW TO BUILD COMPANIES THAT HAVE GREAT….

EXIT VALUE

OCTOBER 19, 2013. Vijay and Shekhar

TEAM

MARKET

BUSINESS MODEL

2

19
Exit Value

$200M
OCTOBER 19, 2013. Vijay and Shekhar

3

19
TARGET MARKET SIZE?

TO GET TO $200M+ EXIT COMPANY
Size of the Market
(India Jewelry)

Size of the Market
(Transportation)

$64B+

$15B+

Addressable Market
(Studded Jewelry)

Addressable Market
(Taxi booking)

$8B+

$3B+

Target Market
(Organized Jewelry)

Target Market
(Top 10 cities)

$800M+
e.g.

OCTOBER 19, 2013. Vijay and Shekhar

BlueStone

$300M+
e.g.

TaxiForSure

4

19
REVENUES FOR GETTING $200M+ EXIT
Margin
Gross Margin (65% for GOOG.
Operating Margin (25% for GOOG.
1.5% for AMZN)

100M+ Revenue
e-commerce.
Niche tech service providers.

40M+ Revenue
Non-subscription business.
Field sales force.
Medium margin.

OCTOBER 19, 2013. Vijay and Shekhar

Massive Usage
20%+ of online India.
Weekly Interaction.
Growing like weed.
e.g. WhatsApp

Deep IP/Tech
Few Anchor Customers.
Protected IP through Patents.
Has global appeal.
e.g. HealthCare Device Co..

$20M+ Revenue
Enterprise SaaS.
Online/Offline business.
Good operating margin.
Growing at 30%+.

5

19
TYPICAL COMPANY EXIT SCENARIO
Value Creation
8x returns on invested $
4.7x is the 2012 Average

$25M
CAPITAL

Equity Distribution

Time Impact

20% to 30% for founders ($60M)

Revenue: $0M, $1M, $2.5M, $8M,
$20M+…
Non-linear growth

6 YEARS

OCTOBER 19, 2013. Vijay and Shekhar

5% to 10% for Angels ($20M)

$200M+
Exit

55% to 75% among 3 investors ($40M)

3
INVESTORS

6

19
WHAT-IF
QUESTIONS
OCTOBER 19, 2013. Vijay and Shekhar

7

19
FUNDABLE TEAMS

OCTOBER 19, 2013. Vijay and Shekhar

8

19
YOUNG ENTREPRENEURS

Good in
Tech
No business
experience

26 Years
Individual
contributors

No product
experience

Passionate

Ideas from
their world

Minimal G2M
experience

OCTOBER 19, 2013. Vijay and Shekhar

9

19
WHAT SHOULD YOU DO?
YOUNG ENTREPRENEURS
3

1

2

4

Interact with
your customers.
Crate your
Product.

Learn
Marketing,
Sales, Product,
Hiring.

Talk to
Users,
Mentors.
Investors.

See a
Big
Opportunity

LAUNCH

PAY SELF

LEARN

RAISE $$

• Experiment and learn. Iterate faster. Skill building phase.
• Survive. Generate revenues and if possible even “exit”.
• Gain domain experience and deeper insights

OCTOBER 19, 2013. Vijay and Shekhar

10

19
OUTSTANDING TEAM MEAN WHAT?
Ability to work together

Experimenters
Decision Makers

2 Co-Founders
v/s one Founder

Passion &
Commitment

Street Credibility

Deep product
experience

Operational
background

Domain
Experience

Strong G2M
experience

OCTOBER 19, 2013. Vijay and Shekhar

11

19
WHAT-IF
QUESTIONS
OCTOBER 19, 2013. Vijay and Shekhar

12

19
TARGET MARKETS

OCTOBER 19, 2013. Vijay and Shekhar

13

19
FUNDABLE MARKETS
Exit Friendly
Large competing players
Existing players are slow to react
Customer behavior is changing
New players can grow fast
e.g. Enterprise SaaS, AdTech,
Payments, Healthcare Devices

Effciency Play
Platforms, Tools, Enterprise Apps
e.g. Atlassian, SalesForce, Marketo

Shifting Money
Online version of offline business.
First-mover advantage.
Convenience and Efficiency.
e.g. BookMyShow, RedBus

OCTOBER 19, 2013. Vijay and Shekhar

Network based
Narrow functionality.
Applicable to large population.
e.g. WhatsApp, Instagram

Marketplaces
B2C and B2B marketplaces.
Fragmented Suppliers.
Non-value added Intermediaries.
e.g. CommonFloor, 99Design,
oDesk

New markets in creation
Uncovering latent demand.
Offline resources are enabled.
Technology enabled.
e.g. AirBnB, Lyft, Fiver

14

19
PREFERRED BUSINESS CONSTRUCTS
WHAT SCALE COMPANIES WOULD CHOOSE

1
License
v/s
Subscription

OCTOBER 19, 2013. Vijay and Shekhar

2

3
In-Prem
v/s
Cloud

4

Revenue-side
v/s
Cost-side

Revenue flow
Start
v/s
End

15

19
PREFERRED BUSINESS CONSTRUCTS
WHAT SCALE COMPANIES WOULD CHOOSE

5
Single
v/s
Multi Tenant

OCTOBER 19, 2013. Vijay and Shekhar

6
Inbound Sales
v/s
Outbound Sales

7
Inside Sales
v/s
Field Sales

8
India
v/s
Global

16

19
WHAT-IF
QUESTIONS
OCTOBER 19, 2013. Vijay and Shekhar

17

19
DEALING WITH INVESTORS
1. Target the right firm. Match your company type to
investments firm’s investment thesis.

2. Individuals make decisions. Not a VC firm. Target the right
investor.
3. First meeting is the “most important meeting”. Founders
should know more about their business, product than the
investor. Do your homework.
4. It is a comparison game. There is a “deal pace” and
“risk/reward” profile of the deal. The best deal on the table
gets “the money”.

5. Make sure you guys are excited about the investor beyond
“money”. It is a 7 year commitment, probably very next to
“commitment of marriage”.
OCTOBER 19, 2013. Vijay and Shekhar

18

19
Q&A
facebook.com/accelpartnersindia

facebook.com/thestartupguy

@skirani

@vijayanands

skirani@accel.com

vijay@thestartupcentre.com

OCTOBER 19, 2013. Vijay and Shekhar

19

19
WATCH THE
VIDEO
http://www.youtube.com/watch?v=fj8ZquMV44I

OCTOBER 19, 2013. Vijay and Shekhar

20

19

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Building a fundable startup

  • 1. BUILDING A FUNDABLE STARTUP Vijay Anand Shekhar Kirani OCTOBER 19, 2013. Vijay and Shekhar 1 19
  • 2. STRUCTURE OF THIS TALK HOW TO BUILD COMPANIES THAT HAVE GREAT…. EXIT VALUE OCTOBER 19, 2013. Vijay and Shekhar TEAM MARKET BUSINESS MODEL 2 19
  • 3. Exit Value $200M OCTOBER 19, 2013. Vijay and Shekhar 3 19
  • 4. TARGET MARKET SIZE? TO GET TO $200M+ EXIT COMPANY Size of the Market (India Jewelry) Size of the Market (Transportation) $64B+ $15B+ Addressable Market (Studded Jewelry) Addressable Market (Taxi booking) $8B+ $3B+ Target Market (Organized Jewelry) Target Market (Top 10 cities) $800M+ e.g. OCTOBER 19, 2013. Vijay and Shekhar BlueStone $300M+ e.g. TaxiForSure 4 19
  • 5. REVENUES FOR GETTING $200M+ EXIT Margin Gross Margin (65% for GOOG. Operating Margin (25% for GOOG. 1.5% for AMZN) 100M+ Revenue e-commerce. Niche tech service providers. 40M+ Revenue Non-subscription business. Field sales force. Medium margin. OCTOBER 19, 2013. Vijay and Shekhar Massive Usage 20%+ of online India. Weekly Interaction. Growing like weed. e.g. WhatsApp Deep IP/Tech Few Anchor Customers. Protected IP through Patents. Has global appeal. e.g. HealthCare Device Co.. $20M+ Revenue Enterprise SaaS. Online/Offline business. Good operating margin. Growing at 30%+. 5 19
  • 6. TYPICAL COMPANY EXIT SCENARIO Value Creation 8x returns on invested $ 4.7x is the 2012 Average $25M CAPITAL Equity Distribution Time Impact 20% to 30% for founders ($60M) Revenue: $0M, $1M, $2.5M, $8M, $20M+… Non-linear growth 6 YEARS OCTOBER 19, 2013. Vijay and Shekhar 5% to 10% for Angels ($20M) $200M+ Exit 55% to 75% among 3 investors ($40M) 3 INVESTORS 6 19
  • 7. WHAT-IF QUESTIONS OCTOBER 19, 2013. Vijay and Shekhar 7 19
  • 8. FUNDABLE TEAMS OCTOBER 19, 2013. Vijay and Shekhar 8 19
  • 9. YOUNG ENTREPRENEURS Good in Tech No business experience 26 Years Individual contributors No product experience Passionate Ideas from their world Minimal G2M experience OCTOBER 19, 2013. Vijay and Shekhar 9 19
  • 10. WHAT SHOULD YOU DO? YOUNG ENTREPRENEURS 3 1 2 4 Interact with your customers. Crate your Product. Learn Marketing, Sales, Product, Hiring. Talk to Users, Mentors. Investors. See a Big Opportunity LAUNCH PAY SELF LEARN RAISE $$ • Experiment and learn. Iterate faster. Skill building phase. • Survive. Generate revenues and if possible even “exit”. • Gain domain experience and deeper insights OCTOBER 19, 2013. Vijay and Shekhar 10 19
  • 11. OUTSTANDING TEAM MEAN WHAT? Ability to work together Experimenters Decision Makers 2 Co-Founders v/s one Founder Passion & Commitment Street Credibility Deep product experience Operational background Domain Experience Strong G2M experience OCTOBER 19, 2013. Vijay and Shekhar 11 19
  • 12. WHAT-IF QUESTIONS OCTOBER 19, 2013. Vijay and Shekhar 12 19
  • 13. TARGET MARKETS OCTOBER 19, 2013. Vijay and Shekhar 13 19
  • 14. FUNDABLE MARKETS Exit Friendly Large competing players Existing players are slow to react Customer behavior is changing New players can grow fast e.g. Enterprise SaaS, AdTech, Payments, Healthcare Devices Effciency Play Platforms, Tools, Enterprise Apps e.g. Atlassian, SalesForce, Marketo Shifting Money Online version of offline business. First-mover advantage. Convenience and Efficiency. e.g. BookMyShow, RedBus OCTOBER 19, 2013. Vijay and Shekhar Network based Narrow functionality. Applicable to large population. e.g. WhatsApp, Instagram Marketplaces B2C and B2B marketplaces. Fragmented Suppliers. Non-value added Intermediaries. e.g. CommonFloor, 99Design, oDesk New markets in creation Uncovering latent demand. Offline resources are enabled. Technology enabled. e.g. AirBnB, Lyft, Fiver 14 19
  • 15. PREFERRED BUSINESS CONSTRUCTS WHAT SCALE COMPANIES WOULD CHOOSE 1 License v/s Subscription OCTOBER 19, 2013. Vijay and Shekhar 2 3 In-Prem v/s Cloud 4 Revenue-side v/s Cost-side Revenue flow Start v/s End 15 19
  • 16. PREFERRED BUSINESS CONSTRUCTS WHAT SCALE COMPANIES WOULD CHOOSE 5 Single v/s Multi Tenant OCTOBER 19, 2013. Vijay and Shekhar 6 Inbound Sales v/s Outbound Sales 7 Inside Sales v/s Field Sales 8 India v/s Global 16 19
  • 17. WHAT-IF QUESTIONS OCTOBER 19, 2013. Vijay and Shekhar 17 19
  • 18. DEALING WITH INVESTORS 1. Target the right firm. Match your company type to investments firm’s investment thesis. 2. Individuals make decisions. Not a VC firm. Target the right investor. 3. First meeting is the “most important meeting”. Founders should know more about their business, product than the investor. Do your homework. 4. It is a comparison game. There is a “deal pace” and “risk/reward” profile of the deal. The best deal on the table gets “the money”. 5. Make sure you guys are excited about the investor beyond “money”. It is a 7 year commitment, probably very next to “commitment of marriage”. OCTOBER 19, 2013. Vijay and Shekhar 18 19

Notes de l'éditeur

  1. Not give you formula or precise advice.This is more of a guideline and discussion. To some extent, current fast-moving flavor of the month topics…. For every thing we say today, there are exceptions, even in our own fund. But, don’t build your company based on “exceptions”.And lastly, Shekhar and Anand’s viewpoint based on what is happening in the industry. Haven’t spoken to other VC or investors. So, take it with a pinch of “salt”.
  2. Why $200M exit? This is based on VC business model. This number varies from one VC firm to other, but, usually it is related to size of the VC fund from which investment happens.Secondly, this also bakes in all the “duds” in the portfolio and the “good” ones must take care of the “bad decisions” made by other company founders in the portfolio…Now, how many $200M+ exits we had so far? Very few/countable. But, I am bullish on the fact that there are companies starting to show-up that can beat this number…