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VENTURE CAPITAL BOOT CAMP June 3, 2009 Internet Week New York
Thank You!
Who is DFJ Gotham Ventures? Founding Date ,[object Object],Focus Sectors ,[object Object],[object Object],[object Object],[object Object],[object Object],Early Stage ,[object Object],[object Object],[object Object],Global Presence ,[object Object],Danny Schultz Mark Davis Ross Goldstein Thatcher Bell
 
Powerful and Growing DFJ Network 23 funds, >$6 billion in capital 150 professionals, 600 portfolio companies Unique access, insight and deal flow
MarkPeterDavis.com ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],CHAPTERS
Who is Wilson Sonsini Goodrich & Rosati? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
WSGR Business Model
[object Object],[object Object],San Francisco Palo Alto San Diego Seattle Austin New York D.C. Shanghai WSGR Footprint = Wilson Sonsini Goodrich & Rosati offices
Select WSGR Clients
Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object]
VCs Make Investments in Startups
VCs Backed by Institutional Limited Partners  ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Limited Partners Require Risk-Adjusted Returns
Returns are Generated Through Exits: M&A or IPO
[object Object]
Is Your Company “Fundable” by a VC? ,[object Object],[object Object],[object Object],[object Object],[object Object]
“ Great for entrepreneurs to own 80%, not great for investors to own 20%”
Build standalone companies,  exit along the way
Other Sources of Risk Capital
Why is VC helpful?
Capital
Action Plan & Attack
Connections
Credibility
Governance
It’s a Marriage…
Reach for the Big Win
Shared Control – Shared Destiny
Fit
1%
[object Object]
Form of Legal Entity ,[object Object],[object Object],[object Object],[object Object],[object Object]
The Corporation: Advantages ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Corporation: Disadvantages ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Things to Consider When Incorporating ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object]
Getting the Meeting Mutual Contact LinkedIn Cold Email Spam Most Effective Least Effective Direct Introduction
What is the objective of the first meeting?
Cross Chasm from Pitch to Conversation
What’s After the First Meeting? The Due Diligence Phase Meet The Team Company Materials Experts References Facilitate proactively!
Presentation Materials ,[object Object],[object Object],[object Object],Get the meeting Create interest Explain how
What Should be Included in an  Executive Summary? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],1-2 Page Executive Summary
Explain what your company does  (in plain English)
Why is this needed? Why now?
Market Size  Addressable Market
Why are you better than your competition?
Be thoughtful about barriers
Being the first mover is not a barrier,  it’s an opportunity to create barriers
Common Barriers Scale Customer Captivity Information Technology IT Barriers
Don’t forget the jockey
What Should be Included in a Presentation? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],15-20 Slide Presentation How
Answer First:  Start with an Investment Overview Slide ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Based in New York Seeking to revolutionize… Customers lose $X per year $X billion addressable market Unique tech = better service Strong network effect barrier Live & generating revenue Projections: $XXXM in X years Seek: $X-XM for new market Thought leaders, 3 rd  startup Detailed strategy
Describe your place in the ecosystem
Describe the path to success
Don’t forget the jockey
Be Ready with Back-Up Materials ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Identify the Right VC
Embrace Pinball Effect
Summary ,[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object]
Principles of Valuation ,[object Object],[object Object],[object Object],[object Object],[object Object]
The Employee Option Pool ,[object Object],[object Object],[object Object],[object Object]
Typical Option Grants ,[object Object],[object Object],Position No. of Ees % of Capital Aggregate Equity CEO (1): 5  - 10% 7% CFO (1): 1  - 2% 1% VPs (2): 1  - 3% 8% Dir - level (6): < 1/2% 3% Others (?): < 1/4% 6% Total 25%
Startup Company Valuation Model Example – Incorporation ,[object Object],Person # Shares % of Shares Value A 2,000,000 50% $2,000 B 2,000,000 50% $2,000 Total 4,000,000 100% $4,000
Startup Company Valuation Model Example – Establishment of Option Plan ,[object Object],Person # Shares % of Shares Value A 2,000,000 40% $2,000 B 2,000,000 40% $2,000 Option plan 1,000,000 20% $1,000 Total 5,000,000 100% $5,000
Startup Company Valuation Model Example – Initial Financing Round ,[object Object],Person # Shares % of Shares Value A 2,000,000 20% $2,000,000 B 2,000,000 20% $2,000,000 Option plan 2,000,000 20% $2,000,000 Series A 4,000,000 40% $4,000,000 Total 10,000,000 100% $10,000,000
Startup Company Valuation Model Example – Series B Financing Round ,[object Object],Person # Shares % of Shares Value A 2,000,000 13.75% $5,500,000 B 2,000,000 13.75% $5,500,000 Option plan 2,909,090 20% $8,000,000 Series A 4,000,000 27.5% $11,000,000 Series B 3,636,363 25% $10,000,000 Total 14,545,454 100% $40,000,000
Typical Dilution Metrics Financing stage Amount Raised Dilution Seed – develop beta product, develop plan $50k - $1m 15-30% A – complete initial product, build initial team $1m-$5m 40-60% B – bring product to market, complete team $5m-$15m 25-35% C – expand sales and marketing, working capital for liquidity event $10m-$25m <20%
Seed Financing Through Bridge Notes ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Preferred Stock Term Sheet ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Two class stock structure ,[object Object],[object Object],[object Object],[object Object]
Liquidation Preference ,[object Object],[object Object],[object Object],[object Object],[object Object]
Liquidation Preference Example of Fully Participating Preferred (assumes $100m sale price and $25m invested) Shares % o/s Liquidation preference Payment of remainder Total proceeds A 3,500,000 23.33% $3,000,000 $17,500,000 $20,500,000 B 4,000,000 26.66% $7,000,000 $20,000,000 $27,000,000 C 3,000,000 20.00% $15,000,000 $15,000,000 $30,000,000 Common (founders) 2,500,000 16.66% N/A $12,500,000 $12,500,000 Option pool 2,000,000 13.33% N/A $10,000,000 $10,000,000 Total 15,000,000 100.00% $25,000,000 $75,000,000 $100,000,000
Dividends ,[object Object],[object Object],[object Object],[object Object]
Conversion ,[object Object],[object Object],[object Object],[object Object]
Antidilution protection ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Board composition/Voting rights ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Other terms ,[object Object],[object Object],[object Object],[object Object],[object Object]
Q&A

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