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Venture  Capital,  Funding  
&  Pitching
Zubin  Chagpar,  Venture  Capital  Business  
Development,  Amazon  Web  Services
@phylosopher
Why  do  we  talk  about  this?
• Work	
  with	
  many	
  startups	
  &	
  EMEA’s	
  leading	
  VC’s
• Discuss	
  many	
  startups	
  with	
  VC’s	
  &	
  get	
  feedback	
  on	
  pitches
• Not	
  biased,	
  no	
  agenda,	
  helping	
  AWS	
  startup	
  customers	
  succeed
“We	
  win	
  when	
  you	
  win	
  – and	
  only	
  when	
  you	
  win”
Venture  Capital  Overview
Impact  of  Cloud  on  Venture  Capital
What  is  a  good  pitch?
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	
  
Need	
  for	
  Capital	
  
Growth	
  Potential
Limited	
  Partners
Institutional,	
  Government	
  &	
  
High	
  Net	
  Worth	
  Individuals	
  
Two-­sided  Platform  model
Startups	
  
With	
  need	
  for	
  capital	
  and	
  
growth	
  potential
Capital	
  &	
  Value	
  Creation	
  
connections,	
  biz	
  dev,	
  GTM,	
  
mentoring,	
  etc
Risk	
  &	
  Return
Reduce	
  Risk	
  &	
  deliver	
  
Financial	
  Returns
Limited	
  Partners
Institutional,	
  Government	
  &	
  
High	
  Net	
  Worth	
  Individuals	
  
“2	
  and	
  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.)
2%  
Performance  Fee.  VC  returns  the  profits  
from  the  fund  to  the  LP’s  but  gets  to  keep  
20%  of  these  profits
20%
Venture  Funding
VC, Funding & Pitching - Startup Talks June 2015
VC, Funding & Pitching - Startup Talks June 2015
100%
of  nothing
17%
of  a  Big  Companyis  a  lot  less  than
AUG-­08
Nathan,  Brian,  
and Joe
JAN-­09  
$20K  Accelerator
Y  Combinator
NOV-­10
$7.2M  Series  A:
Sequoia
Greylock
SV  Angel
&  others
JUL-­11
$112M  Series  B
Andreessen  Horowitz
General  Catalyst
&  others
APR-­09
$600K  Seed  
Round
Sequoia  
Y  Ventures
01 04
idea MVP monetizescale
Product  Risk Market Risk Financial  Risk
02 03
01 04
idea MVP monetizescale
Seed  Round
Series  A,  B,  C,  etc.
Incubator  /  Angel
Product  Risk Market Risk Financial  Risk
02 03
$0-­250K  
$250-­$1M  
$1M-­$5M,  or  more  
What  caused  the  evolution  
towards  the  “Lean  Investor”?
Venture  Capital  Overview
Impact  of  Cloud  on  Venture  Capital
What  is  a  good  pitch?
“Amazon  changed  the  VC  industry.  
This  is  mind  boggling.  That  online  
book  company.  Not   …  or  anybody  
else.  Amazon.  100%  of  the  credit.”
Mark	
  Suster,	
  serial	
  entrepreneur	
  and	
  
MD	
  at	
  GRP	
  Partners
1995 1996	
  	
  	
  	
  	
  1997	
  	
  	
  	
  	
  1998	
  	
  	
  	
  	
  1999	
  	
  	
  	
  	
  2000	
  	
  	
  	
  	
  2001	
  	
  	
  	
  	
  2002	
  	
  	
  	
  	
  2003	
  	
  	
  	
  	
  2004	
  	
  	
  	
  	
  2005	
  	
  	
  	
  	
  2006	
  	
  	
  	
  	
  2007	
  	
  	
  	
  	
  2008	
  	
  	
  	
  	
  2009	
  	
   2010	
  	
  	
  	
  	
  2011
1995  – .com
Technology  Startups  require  physical  hardware  and  
proprietary  software  to  build  their  business  
Typical  Series  A Spent  on… Innovation
5-­10M
•$2.5:  marketing,  
sales,  etc.
•$2.5M  on  
infrastructure
•Not  a  lot,  since  
experimentation  was  
costly
Typical  Series  A Spent  on… Innovation
1995	
  	
  	
  	
  	
  1996	
  	
  	
  	
  	
  1997	
  	
  	
  	
  	
  1998	
  	
  	
  	
  	
  1999	
  	
  	
  	
  	
  2000 2001	
  	
  	
  	
  	
  2002	
  	
  	
  	
  	
  2003	
  	
  	
  	
  	
  2004	
  	
  	
  	
  	
  2005	
  	
  	
  	
  	
  2006	
  	
  	
  	
  	
  2007	
  	
  	
  	
  	
  2008	
  	
  	
  	
  	
  2009	
  	
  	
  	
  	
  2010	
  	
  	
  	
  	
  2011
2000:  Rise  of  Open  Source
Open  source  software  drove  technology  costs  down  by  90%,  
which  spurred  innovation  in  technology
3-­5M
•Less  on  Software–
LAMP  
•More  on  development
•Still  on  infrastructure
•A  lot  more,  as  
experimentation  is  
less  costly  now  
Typical  Series  A Spent  on… Innovation
1995	
  	
  	
  	
  	
  1996	
  	
  	
  	
  	
  1997	
  	
  	
  	
  	
  1998	
  	
  	
  	
  	
  1999	
  	
  	
  	
  	
  2000	
  	
  	
  	
  	
  2001	
  	
  	
  	
  	
  2002	
  	
  	
  	
  	
  2003	
  	
  	
  	
  	
  2004	
  	
  	
  	
  	
  2005 2006	
  	
  	
  	
  	
  2007	
  	
  	
  	
  	
  2008	
  	
  	
  	
  	
  2009	
  	
  	
  	
  	
  2010	
  	
  	
  	
  	
  2011
2005:  Enter  the  Cloud
Pioneered  by  Amazon  drove  total  operating  costs  
down  significantly
500K-­
3M
•Staff  – the  battle  for  
talent
•Customer  Acquisition
•Explosion  in  
experimentation,  
innovation,  and  
Startups
1995	
  	
  	
  	
  	
  1996	
  	
  	
  	
  	
  1997	
  	
  	
  	
  	
  1998	
  	
  	
  	
  	
  1999	
  	
  	
  	
  	
  2000	
  	
  	
  	
  	
  2001	
  	
  	
  	
  	
  2002	
  	
  	
  	
  	
  2003	
  	
  	
  	
  	
  2004	
  	
  	
  	
  	
  2005	
  	
  	
  	
  	
  2006	
  	
  	
  	
  	
  2007 2008	
  	
  	
  	
  	
  2009	
  	
  	
  	
  	
  2010	
  	
  	
  	
  	
  2011
2007:  Micro  VC  /  Seed
Public  Cloud  led  to  explosion  in  the  number  of  Startups  
and  the  emerging  of  “micro  VCs”  
Angels Incubators VC’s
Angels  unite  in  
‘Super  Angels’  for  
Seed  investments  
thru  VC-­like  setup
Boom  in  incubator  
programs,  with  micro  
investments,  
mentoring,  etc.
Venture  funds  that  
back  early-­stage  
startups  with  <$1M  
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	
  
VC, Funding & Pitching - Startup Talks June 2015
What  is  a  good  pitch?
Intro Team Opportunity Solution Competition
Business	
  
Model
The	
  Ask
What’s  always  there?
Product
Lots  of  product,  product,  product
Rosy  Forecast
The  infamous  hockey  stick
What’s  always  missing?
Business  Model  
not  just  WHAT,  also  HOW
Metrics
not  just  traction,  also  unit  economics
Strategy
What  will  you  DO?  How  will  you  GROW?  
Execution…
1.Problem
2.Solution
3.Business  Model
4.Business  Model  Metrics
5.Growth  Strategy
6.Status  /  Traction
7.Team
8.Competition
9.Roadmap  /  Forecast
10.ASK
10  /  20  /  30  
Rule
Pitch  Outline
1.  Problem
Define  the  
problem  clearly
Explain  the  impact.  
Why  bother?
What’s  the  opportunity?  
Market  size?
Problem Impact Market
2.  Solution
3.  Business  Model
Business	
  Model	
  ≠	
  Pricing
4.  Business  Model  Metrics
“I	
  look	
  for	
  signs	
  in	
  a	
  pitch	
  that	
  the	
  
founders	
  understand	
  the	
  mechanics	
  of	
  the	
  
business.”	
  
Phil  Morle,  Pollenizer
????
4.  Business  Model  Metrics
????
4.  Business  Model  Metrics
Avg Time	
  on	
  Site
Average	
  Price	
  
Basket
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	
  site 4 9 6 5 10
Average	
  Basket	
  Price $18 $75 $118 $45 $73
Metric	
  4
Metric N
5.  Growth  Strategy
Metric /	
  KPI Now Goal Growth	
  Strategy	
  &	
  Actions
1.	
  Advertising	
  CTR	
   6% 8% 1.	
  A/B	
  test	
  creatives
2.	
  Continuously	
   optimize	
  campaign	
  settings	
  for	
  CTR
3.	
  Hire	
  1	
  marketing	
  specialist
2.	
  Website	
  Conversion	
   5% 10% 1.	
  A/B	
  testing	
  of	
  landing	
  pages
2.	
  A/B	
  testing	
  signup	
  flows
3.	
  Run	
  Marketing	
  campaigns	
  (marketing	
  budget)
3.	
  Conversion	
  to	
  Active Y% 70% 1.	
  Automate	
  email	
  addition	
  for	
  known	
  hosts
2.	
  A/B	
  testing	
  of	
  email	
  account	
  addition	
  UX	
  (UI	
  and	
  flow)
3.	
  Hire	
  UX/UI	
  Designer
4.	
  Conversion	
  to	
  Paid Z% 25% 1.	
  Optimize	
  the	
  product	
  package	
  of	
  Free	
  and	
  Paid
2.	
  Make	
  it	
  easier	
  to	
  pay/transact
3.	
  Develop	
  the	
  product	
  to	
  add	
  new	
  features	
  to	
  paid	
  users
4.	
  Deploy	
  payment	
  gateways	
  &	
  get	
  PCI	
  compliant
5.	
  Hire	
  3	
  developers
10.  ASK
Metric /	
  KPI Now Goal Growth	
  Strategy	
  &	
  Actions Costs
1.	
  Advertising	
  CTR	
   6% 8% 1.	
  A/B	
  test	
  creatives
2.	
  Continuously	
  optimize	
  campaign	
  settings	
  for	
  CTR
3.	
  Hire	
  1	
  marketing	
  specialist
75K
2.	
  Website	
  Conversion	
   5% 10% 1.	
  A/B	
  testing	
  of	
  landing	
  pages
2.	
  A/B	
  testing	
  signup	
  flows
3.	
  Run	
  Marketing	
  campaigns	
  (marketing	
  budget)
150K
3.	
  Conversion	
  to	
  Active Y% 70% 1.	
  Automate	
  email	
  addition	
  for	
  known	
  hosts
2.	
  A/B	
  testing	
  of	
  email	
  account	
  addition	
  UX	
  (UI	
  and	
  flow)
3.	
  Hire	
  UX/UI	
  Designer
75K
4.	
  Conversion	
  to	
  Paid Z% 25% 1.	
  Optimize	
  the	
  product	
  package	
  of	
  Free	
  and	
  Paid
2.	
  Make	
  it	
  easier	
  to	
  pay/transact
3.	
  Develop	
  the	
  product	
  to	
  add	
  new	
  features	
  to	
  paid	
  users
4.	
  Deploy	
  payment	
  gateways	
  &	
  get	
  PCI	
  compliant
5.	
  Hire	
  3	
  developers
180K
My	
  ASK	
  for	
  funding	
  =	
  $480K
WHEN  
do  you  need  to  have
WHAT
?
01 02 03 04
idea MVP monetizescale
Seed  Round
Series  APitch  for  Angel  Money
Pitch  for  Seed  Round
Pitch  for  Series  A
Bootstrap  /  Angel
Angel  Pitch
Show	
  me	
  a	
  
great	
  idea!
1.Problem
2.Solution
3.Business  Model
4.Business  Model  Metrics
5.Growth  Strategy
6.Status  /  Traction
7.Team
8.Competition
9.Roadmap  /  Forecast
10.ASK
Seed  Round  Pitch
Show  me  
traction!
1.Problem
2.Solution
3.Business  Model
4.Business  Model  Metrics
5.Growth  Strategy
6.Status  /  Traction
7.Team
8.Competition
9.Roadmap  /  Forecast
10.ASK
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.Growth  Strategy
6.Status  /  Traction
7.Team
8.Competition
9.Roadmap  /  Forecast
10.ASK
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?
So  before  you  pitch…
And  do  your  homework…
Decide  what  you  look  for  in  an  investor
Easy  vs  Hard,  Dumb  vs  Smart
Investigate  who  you  want  to  ‘marry’
Which  firm?  Which  Partner?
Speak  with  people  that  know  them
Business  partners  (e.g.  AWS),  CEO’s  in  portfolio
Questions?

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VC, Funding & Pitching - Startup Talks June 2015

  • 1. Venture  Capital,  Funding   &  Pitching Zubin  Chagpar,  Venture  Capital  Business   Development,  Amazon  Web  Services @phylosopher
  • 2. Why  do  we  talk  about  this? • Work  with  many  startups  &  EMEA’s  leading  VC’s • Discuss  many  startups  with  VC’s  &  get  feedback  on  pitches • Not  biased,  no  agenda,  helping  AWS  startup  customers  succeed “We  win  when  you  win  – and  only  when  you  win”
  • 3. Venture  Capital  Overview Impact  of  Cloud  on  Venture  Capital What  is  a  good  pitch?
  • 4. Venture  Capital  Overview Impact  of  Cloud  on  Venture  Capital What  is  a  good  pitch?
  • 6. Venture  Capital VC  Fund General  Partners,   Principals,  VP’s,   Associates,  etc.   Startups   Need  for  Capital   Growth  Potential Limited  Partners Institutional,  Government  &   High  Net  Worth  Individuals  
  • 7. Two-­sided  Platform  model Startups   With  need  for  capital  and   growth  potential Capital  &  Value  Creation   connections,  biz  dev,  GTM,   mentoring,  etc Risk  &  Return Reduce  Risk  &  deliver   Financial  Returns Limited  Partners Institutional,  Government  &   High  Net  Worth  Individuals  
  • 8. “2  and  20” So  how  does  a  VC  make   money?
  • 9. “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.) 2%   Performance  Fee.  VC  returns  the  profits   from  the  fund  to  the  LP’s  but  gets  to  keep   20%  of  these  profits 20%
  • 13. 100% of  nothing 17% of  a  Big  Companyis  a  lot  less  than
  • 14. AUG-­08 Nathan,  Brian,   and Joe JAN-­09   $20K  Accelerator Y  Combinator NOV-­10 $7.2M  Series  A: Sequoia Greylock SV  Angel &  others JUL-­11 $112M  Series  B Andreessen  Horowitz General  Catalyst &  others APR-­09 $600K  Seed   Round Sequoia   Y  Ventures
  • 15. 01 04 idea MVP monetizescale Product  Risk Market Risk Financial  Risk 02 03
  • 16. 01 04 idea MVP monetizescale Seed  Round Series  A,  B,  C,  etc. Incubator  /  Angel Product  Risk Market Risk Financial  Risk 02 03 $0-­250K   $250-­$1M   $1M-­$5M,  or  more  
  • 17. What  caused  the  evolution   towards  the  “Lean  Investor”?
  • 18. Venture  Capital  Overview Impact  of  Cloud  on  Venture  Capital What  is  a  good  pitch?
  • 19. “Amazon  changed  the  VC  industry.   This  is  mind  boggling.  That  online   book  company.  Not   …  or  anybody   else.  Amazon.  100%  of  the  credit.” Mark  Suster,  serial  entrepreneur  and   MD  at  GRP  Partners
  • 20. 1995 1996          1997          1998          1999          2000          2001          2002          2003          2004          2005          2006          2007          2008          2009     2010          2011 1995  – .com Technology  Startups  require  physical  hardware  and   proprietary  software  to  build  their  business   Typical  Series  A Spent  on… Innovation 5-­10M •$2.5:  marketing,   sales,  etc. •$2.5M  on   infrastructure •Not  a  lot,  since   experimentation  was   costly
  • 21. Typical  Series  A Spent  on… Innovation 1995          1996          1997          1998          1999          2000 2001          2002          2003          2004          2005          2006          2007          2008          2009          2010          2011 2000:  Rise  of  Open  Source Open  source  software  drove  technology  costs  down  by  90%,   which  spurred  innovation  in  technology 3-­5M •Less  on  Software– LAMP   •More  on  development •Still  on  infrastructure •A  lot  more,  as   experimentation  is   less  costly  now  
  • 22. Typical  Series  A Spent  on… Innovation 1995          1996          1997          1998          1999          2000          2001          2002          2003          2004          2005 2006          2007          2008          2009          2010          2011 2005:  Enter  the  Cloud Pioneered  by  Amazon  drove  total  operating  costs   down  significantly 500K-­ 3M •Staff  – the  battle  for   talent •Customer  Acquisition •Explosion  in   experimentation,   innovation,  and   Startups
  • 23. 1995          1996          1997          1998          1999          2000          2001          2002          2003          2004          2005          2006          2007 2008          2009          2010          2011 2007:  Micro  VC  /  Seed Public  Cloud  led  to  explosion  in  the  number  of  Startups   and  the  emerging  of  “micro  VCs”   Angels Incubators VC’s Angels  unite  in   ‘Super  Angels’  for   Seed  investments   thru  VC-­like  setup Boom  in  incubator   programs,  with  micro   investments,   mentoring,  etc. Venture  funds  that   back  early-­stage   startups  with  <$1M  
  • 24. Why  do  VC’s  care? More  deals Shorter  time  to  scale Faster  time  to  revenue Lower  ‘burn  rate’ Higher  valuation  at  exit
  • 25. Venture  Capital  Overview Impact  of  Cloud  on  Venture  Capital What  is  a  good  pitch?
  • 26. Why  is  your  pitch   important? Because  it  shows  you  have  a PLAN  
  • 28. What  is  a  good  pitch?
  • 29. Intro Team Opportunity Solution Competition Business   Model The  Ask
  • 30. What’s  always  there? Product Lots  of  product,  product,  product Rosy  Forecast The  infamous  hockey  stick
  • 31. What’s  always  missing? Business  Model   not  just  WHAT,  also  HOW Metrics not  just  traction,  also  unit  economics Strategy What  will  you  DO?  How  will  you  GROW?   Execution…
  • 32. 1.Problem 2.Solution 3.Business  Model 4.Business  Model  Metrics 5.Growth  Strategy 6.Status  /  Traction 7.Team 8.Competition 9.Roadmap  /  Forecast 10.ASK 10  /  20  /  30   Rule Pitch  Outline
  • 33. 1.  Problem Define  the   problem  clearly Explain  the  impact.   Why  bother? What’s  the  opportunity?   Market  size? Problem Impact Market
  • 35. 3.  Business  Model Business  Model  ≠  Pricing
  • 36. 4.  Business  Model  Metrics “I  look  for  signs  in  a  pitch  that  the   founders  understand  the  mechanics  of  the   business.”   Phil  Morle,  Pollenizer
  • 38. ???? 4.  Business  Model  Metrics Avg Time  on  Site Average  Price   Basket Advertising  CTR
  • 39. 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  site 4 9 6 5 10 Average  Basket  Price $18 $75 $118 $45 $73 Metric  4 Metric N
  • 40. 5.  Growth  Strategy Metric /  KPI Now Goal Growth  Strategy  &  Actions 1.  Advertising  CTR   6% 8% 1.  A/B  test  creatives 2.  Continuously   optimize  campaign  settings  for  CTR 3.  Hire  1  marketing  specialist 2.  Website  Conversion   5% 10% 1.  A/B  testing  of  landing  pages 2.  A/B  testing  signup  flows 3.  Run  Marketing  campaigns  (marketing  budget) 3.  Conversion  to  Active Y% 70% 1.  Automate  email  addition  for  known  hosts 2.  A/B  testing  of  email  account  addition  UX  (UI  and  flow) 3.  Hire  UX/UI  Designer 4.  Conversion  to  Paid Z% 25% 1.  Optimize  the  product  package  of  Free  and  Paid 2.  Make  it  easier  to  pay/transact 3.  Develop  the  product  to  add  new  features  to  paid  users 4.  Deploy  payment  gateways  &  get  PCI  compliant 5.  Hire  3  developers
  • 41. 10.  ASK Metric /  KPI Now Goal Growth  Strategy  &  Actions Costs 1.  Advertising  CTR   6% 8% 1.  A/B  test  creatives 2.  Continuously  optimize  campaign  settings  for  CTR 3.  Hire  1  marketing  specialist 75K 2.  Website  Conversion   5% 10% 1.  A/B  testing  of  landing  pages 2.  A/B  testing  signup  flows 3.  Run  Marketing  campaigns  (marketing  budget) 150K 3.  Conversion  to  Active Y% 70% 1.  Automate  email  addition  for  known  hosts 2.  A/B  testing  of  email  account  addition  UX  (UI  and  flow) 3.  Hire  UX/UI  Designer 75K 4.  Conversion  to  Paid Z% 25% 1.  Optimize  the  product  package  of  Free  and  Paid 2.  Make  it  easier  to  pay/transact 3.  Develop  the  product  to  add  new  features  to  paid  users 4.  Deploy  payment  gateways  &  get  PCI  compliant 5.  Hire  3  developers 180K My  ASK  for  funding  =  $480K
  • 42. WHEN   do  you  need  to  have WHAT ?
  • 43. 01 02 03 04 idea MVP monetizescale Seed  Round Series  APitch  for  Angel  Money Pitch  for  Seed  Round Pitch  for  Series  A Bootstrap  /  Angel
  • 44. Angel  Pitch Show  me  a   great  idea! 1.Problem 2.Solution 3.Business  Model 4.Business  Model  Metrics 5.Growth  Strategy 6.Status  /  Traction 7.Team 8.Competition 9.Roadmap  /  Forecast 10.ASK
  • 45. Seed  Round  Pitch Show  me   traction! 1.Problem 2.Solution 3.Business  Model 4.Business  Model  Metrics 5.Growth  Strategy 6.Status  /  Traction 7.Team 8.Competition 9.Roadmap  /  Forecast 10.ASK
  • 46. Ash  Fontana,  Founder  of  AngelList
  • 47. Series  A  Pitch Show  me  a   business & show  me  returns! 1.Problem 2.Solution 3.Business  Model 4.Business  Model  Metrics 5.Growth  Strategy 6.Status  /  Traction 7.Team 8.Competition 9.Roadmap  /  Forecast 10.ASK
  • 48. 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?
  • 49. So  before  you  pitch… And  do  your  homework… Decide  what  you  look  for  in  an  investor Easy  vs  Hard,  Dumb  vs  Smart Investigate  who  you  want  to  ‘marry’ Which  firm?  Which  Partner? Speak  with  people  that  know  them Business  partners  (e.g.  AWS),  CEO’s  in  portfolio