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Session 6: Deal Sourcing

Deal sourcing is the first step towards an investment process in Venture Capital. Pratim Pathak from pi Ventures walks through the learnings developed on how to source effectively and strategically as a part of the pi fellows program.

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Session 6: Deal Sourcing

  1. 1. piVentures2020AllRightsReserved Deal Sourcing by Pratim Pathak, Associate @ pi Ventures @pratim_pathak1
  2. 2. piVentures2020AllRightsReserved Process of creating a pipeline of startups basis a firm’s investment strategies/thesis, from a universe of existing startups and entrepreneurs • Deal Flow • Deal Sourcing • Outbound • Inbound
  3. 3. piVentures2020AllRightsReserved Pacing @ 1000 meetings/year, it’d take us 100k years to cover one cohort! This creates both, a unique opportunity and a problem *https://get2growth.com/how-many-startups/ ~100mn startups/year* ~500mn entrepreneurs, globally* Numbers don’t lie (?)
  4. 4. piVentures2020AllRightsReserved ` All startups Deep-tech Stage/Ticket size Sweet-spot India Connect Historical data A VC’s Sourcing Venn Diagram • Quantitative/Objective • Measurable
  5. 5. piVentures2020AllRightsReserved • Patterns • Heuristics • Qualitative Metrics • Subjective Aspects • Feedback Loop • Fine-tuning
  6. 6. piVentures2020AllRightsReserved Directly to founders Social-media Platforms Incubators/Accelerators InvestorsTools/Software One way of creating a healthy pipeline of companies, is to go Outbound.. Secondary Primary
  7. 7. piVentures2020AllRightsReserved ..What if, like any other marketing problem, we could turn this, to Inbound? ^NETWORK! Leveraging diversity in the Investment Team Events/Conferences Blogs/Thought-leadership Articles Mentoring/helping Founders Doing great deals!
  8. 8. piVentures2020AllRightsReserved Inbound- Network 25% Inbound- Cold 21% Referral 17% Investment Banker 10% Outbound 19% Outbound- Tool 8% Oubound 35% Inbound 65% Inbound/Referral 71% Outbound 29% All Companies Met So Far AI First Companies Source split for.. Deep-dive Portfolio Inbound/Referral 100% Substantial majority of our deal flow across different stages has been some form of inbound or referral
  9. 9. piVentures2020AllRightsReserved Coverage (#Startups that raised ₹) (#Startups that raised ₹) U (#Startups met before they raised ₹) = • Funding news from public databases (Inc42, Yourstory, LinkedIn, Tracxn etc) • Filtering out what’s relevant, basis DeepTech/AI/Stage/Funding amount etc • List of all startups met so far (~1350 for pi Ventures) • Good metric to evaluate how effective deal sourcing is • Repeated quarterly %
  10. 10. piVentures2020AllRightsReserved Re–Sourcing is a great Resource Met/Evaluated but have passed 100+ companies to stay connected with, at scale Need to resurrect conversations Brand-recall Hit PMF/Tech progress Environment change, Behavior shifts, Tailwinds
  11. 11. piVentures2020AllRightsReserved Quick Takeaways: • Inbound is crucial, but outbound is important too! • Idea is having access to the best entrepreneurs • Coverage is important • Qualitative/Quantitative learnings should feed back to learning • Help founders, selflessly • Reputation vs Brand • Whenever get an opportunity, source! If you can help introduce to 4 deep-tech companies by name from your network! (Helpful, but highly optional)
  12. 12. piVentures2020AllRightsReserved Thank you, Happy Sourcing!

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Deal sourcing is the first step towards an investment process in Venture Capital. Pratim Pathak from pi Ventures walks through the learnings developed on how to source effectively and strategically as a part of the pi fellows program.

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