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© 2009 Getting the Investors’ Attention... And Secure Funding! 1
© 2009 2 Objectives Today’s Objectives Overview of the entrepreneur’s dilemma Understand what attracts investors BEFORE they investigate an opportunity. Understand what convinces investors to invest in the opportunity. Understand what entrepreneurs should do to attract the investors’ attention … and ultimately secure funding!
© 2009 The Entrepreneur’s Dilemma... Crossing the Valley of Death 3
© 2009 4 Valley of Death Commercialization ResearchProduct DevMarket Dev Friends & Family Capital Research Grants Institutional Capital (Venture) Valley of Death Initial seed capital and government grants but … Longer than anticipated commercialization Source: “Commercialization Success in Early Stage Technology Companies”, Rocket Builders, 2004.
Companies have many needs as they develop and commercialize products and follow best practices Timing will vary and many phases may be repeated ResearchProduct DevMarket Dev Venture Capital Research Grants Friends & Family Capital Market Research Business Plan Marketing Plan Product Launch Lead Gen & Sales Large Vendor Partnering HR Recruiting Leadership Development Mezzanine Debt International Markets Solving the Entrepreneur’s Dilemma Angel Investment © 2009
© 2009 The Hook... What attracts investors 6
© 2009 7 What is the Hook? Before we get into the elements of the Hook … a reality check It’s NOT your great idea!
© 2009 8 Elements of the Hook Market Opportunity Value Proposition Sustainable Competitive Advantage Execution Plan 4 Elements of the Hook
© 2009 The Bait... Why investors invest 9
© 2009 10 What is the Bait? Before we get into the elements of the Bait … a reality check It’s NOT your great idea!
© 2009 11 Elements of the Bait Company Valuation Operations Plan & Milestones Return on Investment Exit Strategy 4 Elements of the Bait
© 2009 The Bite... How to get investors to invest 12
© 2009 13 Before we get into the elements of the Bite … a reality check It’s NOT your great idea! How do you get the Bite?
© 2009 14 Solid Bite from Solid Evidence Building Solid Evidence requires Market Research. Market research is … Information gathering for the purpose of making better decisions. A way of finding out what people believe, think, want, need or do.
© 2009 15 Solid Evidence to Solid Business Model Business Model Validation Sustainable Competitive Advantage Market Research
© 2009 16 Why is it used? Enables better planning and decision making Identify and capitalize on opportunity To reduce financial risk To maximize financial reward Sustainable Competitive Advantage Business Model Validation
© 2009 17 Go-to-Market Planning Market Assessment Market Planning Revenue Planning Process Phases Go-to-Market Plan
© 2009 18 MPR’s ™ Markets Size Trends Segments Pains Customer Pain Value Chain Pain Requirements Customer Requirements Channel Requirements
© 2009 19 About Rocket Builders Planning and Executing Revenue Growth Reducing Risk and Improving Outcomes for Key Milestones Market Entry Product Launch Strategic Partnering Strategic Planning for Investment or Exit
© 2009 20 Thank you! Contact Thealzel Lee&Vicki Prince-Wright Phone 604-839-5388Phone 604-417-3712 email@example.com@telus.net www.rocketbuilders.com
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