Startups & Ventures - Big Picture_MC
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Startups & VenturesBig Picture
Mihai Coman
Co-Founder & COO
DealMatrix GmbH
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Agenda
I. Intro
II. Startups vs Investors
III. DealMatrix GmbH
IV. The Pitch
I. The Pitch – key
II. Case Study
III. Pitch Simulation
IV. Q&A
!"#$ & !"#$ &&
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Mihai Coman
!"#$ & ' &()*+
University of Applied Sciences Wiener Neustadt
Business Consultancy International
Major in Sales & Marketing Consulting
Facultatea Romano-Americana Bucuresti
FRCFBII
Specializare Finante - Banci
VisioneersPartner GmbH
Business Associate Consultan
VisioneersPartner GmbH
Advisor
Home Town Media GmbHSales Consultant & Advisor
Various events, workshops & acc
Mentor – Coach – Advisor – J
DealMatrix GmbH
Co-Founder & Chief Operation
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!"#$ & , -./01/)*23 4567
PITCH.
SCREEN.
DEAL.
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Startups
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!"#$ & ' 8)/*)9:;
Startup Stages- Ideea/Concept
- Pre-Seed- Seed
- Early Stage Startup
- Startup- Bridge
- Round A- Bridge A/B
- Round B
- etc
8)/*)9: .;). + <+5:/(2. /=0/)/ 2( ;)/>220. 2(<2:2.(). ?. ?.@A+0)/*</9@/ A.(2)9*20+* *.?9;. ;/9 / <+;)9*20+* *2?2</).B /:.0./@
2(A.;)2)22 ?. )2: A.()9*. :.()*9 / /<<.0.*/ :*+<.;90 ?. ?.@
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!"#$ & ' 8)/*)9:;
SaaS (Software-as-a-Service)
8.>5.(). ?. :2/)/ <9 <.0 5/2 5/*. A+095 ?. ;)/*)9:
IoT (Internet-of-Things) Health Tech
Education Tech
Bio Tech
CybersecurityBig Data
Robotics
FinTech (Financial Tech)
Cognitive Computing E-Com
Ma
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Exemple de potentialul investitiilor in startupuri in diferite Indust
!"#$ & ' 8)/*)9:;
Transporturi
EUR 1.3 bn
Imobiliare
EUR 1.8 bn
Imobiliare
EUR 1.8 bn
Comunicatii si mediaEUR 5.6 bn
Produse si Servicii Industriale
EUR 7.0 bn
Servicii FinanciareEUR 2.5 bn
Energie
EUR 0.9 bn
Bunuri de larg consum
EUR 5.4 bn
ConsEUR
Electronice si Computere
EUR 2.2 bnAgric
EUR
Indu
EUR
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Venture Ecosystem
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Tipuri de Investitii
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Tipuri de In
Granturi
Investitii Directe
Imprumuturi Convertibile
IPO Crowdfunding
The 3F
Business Angels Vent
AngAngel Networks
Family Offices
Crowd Investing Platf
Crowd F
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Procesul de investitie general
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Aspecte cheie dupa care se uita investito
!"#$ & , E.()9*. F<+;G;).5
Echipa
Piata
Modelul de Business
Tehnologie
Potentialul de dez
Key Performance
Alte aspecte foarte importante:
Produsul sau Serviciul
Tipul de Inovatie
Flexibiliatea aplicar
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Startups vs Investo
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!"#$ & , 8)/*)9:; A; &(A.;)+*;
77%of applications are rejected
17%of deals are rejected
upon closer examination
6%of deal oppoare effective
1.5 million <- &"#$%&'$$ $
$6 ABCD E%7897)8 +>!:F
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!"#$ & , 8)/*)9:; A; &(A.;)+*;
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!"#$ & , 8)/*)9:; A; &(A.;)+*;
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The Pitch
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Ce trebuie sa contina un Pitch:
!"#$ & , $H. !2)<H
1. Problema care este atacata
2. Solutia la acea problema
3. Care este valoarea care solutia o aduce consumatorului4. Care este potentialul de piata
5. Care este segmentul de piata pe care este focusata solutia6. Care este planul de monetizare
7. Care este planul de GO-TO-MARKET
8. Care este Produsul Minim Viabil9. Ce substitute exista deja pe piata
10. Care este viziunea pe termen scurt, mediu si lung11. Este echipa capabila sa execute
12. Care este exit planul
13. Tractiunea existenta (daca exista)
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Tipuri de Pitch
!"#$ & , $H. !2)<H
In scris
Pitch Deck – pentru aplicatii
Verbale
Pitch Deck – pentru scena
One pager
Pitch Deck Extins
Elavator Pitch – max 30 se
Stage Pitch
1-on-1 Pitch
Demo Pitch
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!"#$ & , $H. !2)<H
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BREAK30 min
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ECHIPA
!"#$ && , $H. !2)<H IJ.G :+2();K
1. Intotdeauna slideul echipei sa contin
2. Rolurile fiecarui membru sa fie clar e
3. In prezentarea verbala, intotdeauna spregatita o fraza despre backgroundu
4. In meetingurile initiale cu potentiali inmare atentie la dinamica echipei – TO
TREBUIE SA FIE LA ACEEASI PAGIN
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PIAT
!"#$ && , $H. !2)<H IJ.G :+2();K
1. Marimea pietii trebuie specificata cat mai clar posibil,specificata in valoare si/sau numar de utilizatori
2. Focusul trebuie sa fie intotdeauna pe ce segment depiata se axeaza firma
3. Caracteristicile si challenge-urile specifice respectiveipiete
4. Product - Market Fit
H H IJ K
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MODELUL DEBUSINESS
!"#$ && , $H. !2)<H IJ.G :+2();K
1. Planul de monetizare trebuie specificat fo2. In caz de modele dinamice, focus pe care
si rapid pe termen scurt/mediu3. Focus pe grafice care pot descrie rapid p
4. FOARTE IMPORTANT! – cele mai multe ssunt puse in legatura cu modelul de busi
5. Legatura directa cu ECHIPA!
H 2 H IJ 2 K
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TEHNOL
!"#$ && , $H. !2)<H IJ.G :+2();K
1. Descriere scurta si foarte simpla a tehnologie
2. A se face uz de elemente grafice puternice
3. Unul din cele mai importante slide-uri – cu cat este
mai usor de inteles, cu atat si piata va puteaintelege produsul mai repede!!!
4. Pontetialul de aplicari multiple (cross-industries)
!"#$ && $H !2 H IJ 2 K
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KEY PERFORMANCEINDICATORS (KPIs)
!"#$ && , $H. !2)<H IJ.G :+2();K
1. Aproape inexistenti in stadiile in
startup
2. Pot fi manipulati foarte usor
3. Foarte importanti in rapoarte sistartupurilor pentru investitii saactuali.
!"#$ && $H !2) H IJ 2 ) K
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POTENTIALU
DEZVOLTA
!"#$ && , $H. !2)<H IJ.G :+2();K
1. Directa legatura cu toate aspectele de pana acum!
2. A se descrie doar planuri si viziuni clare si concrete
3. Mare grija in a nu lasa impresia de pierdere a
focusului4. Acest slide reflecta foarte multe presupuneri facute
de echipa fondatoare – Investitorii pot evalua
potentialul unui exit!
!"#$ && $H !2) H IJ 2 ) K
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POVESTEA
!"#$ && , $H. !2)<H IJ.G :+2();K
Toate aspectele de mai sus treb
poveste ca intr-o ra
O poveste buna ridica un pitch pe investori sa isi aminteasca
!"#$ && $H !2) H IJ 2 ) K
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ANEXA
!"#$ && , $H. !2)<H IJ.G :+2();K
Orice Pitch Deck ar trebuii sserie de anexe care sa supo
ce este prezentatat in co
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CASE STUDY
!"#$ && L"8F 8$M-N
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TASK:
!"#$ && , L"8F 8$M-N
Alege-ti orice companie/brand/produs/serviciu care il cunoaste-ti foarte bine
Presupune-ti ca abia ati fondat un startup si aveti primul pitch pentru investitii,
companiei/brandului/produsului/serviciului ales
Pregatiti o prezentare a startupului
3 minutePitch
2 minuFeedba
!"#$ && L"8F 8$M-N
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!"#$ && , L"8F 8$M-N
Echipe de2 Persoane
Ordinea pentruPitch
va fi trasa la sort
Feedbpartea a
Suporpreg
Atentie laelementele cheie
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Lets Pitch
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Feedback
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Ideile sunt usoare.Executia este grea
Guy Ka
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Q&A