1. Фондове за Рисков капитал

2. Източници на финансиране Бизнес План Какво ?Защо ? Как ?Колко? Venture Capital Fund BusinessAngel Банка Други източници: Донорски фондове

3. Предприемаческата компания 4 етапа на развитие Time Cash Flow IIIIIIIV

4. Time “Pure entrepreneurship” Cash Flow Предприемаческата компания 4 етапа на развитие

5. Предприемаческата компания ЕТАП I: “Чисто предприемачество ” Defining the concept of the business Gathering financial resources Assembling the startup team Identifying customers Analyzing the competition Building the prototype Getting your first ‘customer’

6. Time “Strategic focus” Cash Flow The Entrepreneurial Venture FOUR PERIODS of DEVELOPMENT

7. The Entrepreneurial Venture PERIOD II: “Strategic Focus” What business aren’t we in? IMPLEMENTING the business are we in! Knowing better than ANYONE else: What will people pay How many will they buy How to distribute How to service the customer Identifying strategic partners Developing relations with suppliers Going beyond the prototype to a truly scaleable product Recruiting a complete team Raising ‘institutional’ money

8. Time “Systems building” Cash Flow The Entrepreneurial Venture FOUR PERIODS of DEVELOPMENT

9. The Entrepreneurial Venture PERIOD III: “Systems Building” Financial controls Stable division of labor Reporting relationships and authorities Developing systems of internal control Formalizing the terms of a sale Operational systems Production, outsoucing Distribution, sales Service, warraties

10. Cash Flow Time “Corporate management” The Entrepreneurial Venture FOUR PERIODS of DEVELOPMENT

11. The Entrepreneurial Venture PERIOD IV: “Corporate Management” Hiring “outsiders” Going public Adding the follow-on product[s] Shedding those who can’t keep up Formalizing the culture Rationalizing the strategy

12. The Professional Entrepreneur Time Cash Flow IIIIIIIV Visioning the Future into the Present

13. New Venture Funding Stream Sales $ Time Cash Flow $1 $8 Venture Capital Rounds $20 $40 $80 IPO Acquisition Investment Corp Growth Corporate “Window” and Spin-outs

14. What is Venture Capital? Private or institutional investment (capital) in relatively early-stage companies (ventures) Types of VCs: Angel investors Financial VCs Strategic VCs

15. Застрахователни компании, Пенсионни фондове, образователни фондове, и заможни инвеститори. Тези организации имат инвестиционно портфолио, което разпределят между различни финансови активи – акции, облигации, недвижими имоти и др. В портфолиото има клас “Алтернативни инвестиции” и venture capital е такава инвестиция. Около 5% до 10% от портфолиото може да е отделено за такива инвестиции. Висока възвръщаемост от тези високо рискови активи. Как се формира капиталът на VС?

16. Повечето Venture Capital Funds са на принципа ограничено партньорство: Venture Capital Fund Limited Partners Pension Funds, Educational Endowments, Foundations, Insurance Companies, Wealthy Individuals General Partners “Venture Capitalists” you will deal with. They may have been Entrepreneurs in a prior life or they might be financial types. The General Partners use an Offering Memorandum to raise a fund of a given size from the Limited Partners by convincing them that the GPs have a unique strategy or expertise in a particular sector or sectors of the market. Fund raising can take a year or more. If the GPs are successful they will convince enough Limited Partners to invest enough money to achieve the size fund offered. When this happens there is a first “close” of the fund. Как са организирани Venture Capital Funds?

17. Жизнен цикъл Повечето фондове се образуват за 10 години. След това обикновено се ликвидират Максимална доходност между 5 - 7 години или по-малко. Първоначални инвестиции For Early Stage Funds it is typical for the Fund to reserve $2-$3 for every $1 invested. For example if the Fund invests $2m in Round 1 they will reserve another $4m -$6m for follow-on rounds. So a $400M Fund might invest $100M in the first rounds of portfolio companies and $300M in follow on rounds. Време на първите инвестиции A Fund usually makes its initial investments in the first 3 years of the Fund life cycle. During the remaining life of the Fund follow-on investments are made and the portfolio companies are positioned for “harvest” Какъв е жизнения цикъл на VC?

18. Angel Investors Typically a wealthy individual Often with a tech-industry background, in position to judge high-risk investments Usually a small investment (< $1M) in a very early- stage company (demo, 2-3 employees) Motivation: Dramatic return on investment via exit or liquidity event: Initial Public Offering (IPO) of company Subsequent financing rounds Interest in technology and industry

19. Financial VCs Most common type of VC An investment firm, capital raised from institutions and individuals Often organized as formal VC funds, with limits on size, lifetime and exits Sometimes organized as a holding company Fund compensation: carried interest Holding company compensation: IPO Fund sizes: ~$25M to 10’s of billions Motivation: Purely financial: maximize return on investment IPOs, Mergers and Acquisitions (M&A)

20. Strategic VCs Typically a (small) division of a large technology company Examples: Intel, Cisco, Siemens, AT&T Corporate funding for strategic investment Help companies whose success may spur revenue growth of VC corporation Not exclusively or primarily concerned with return on investment May provide investees with valuable connections and partnerships Typically take a “back seat” role in funding

21. The Funding Process: Single Round Company and interested VCs find each other Company makes its pitch to multiple VCs: Business plan, executive summary, financial projections with assumptions, competitive analysis Interested VCs engage in due diligence: Technological, market, competitive, business development Legal and accounting A lead investor is identified, rest are follow-on The following are negotiated: Company valuation Size of round Lead-investor share of round Terms of investment Process repeats several times, builds on previous rounds

22. Terms of Investment Initially laid out in a term sheet (not binding!) Typically comes after a fair amount of DD Valuation + investment  VC equity (share) Other important elements: Board seats and reserved matters Drag-along and tag-along rights Liquidation and dividend preferences Non-competition Full and weighted ratchet Moral: These days, VCs extract a huge amount of control over their portfolio companies.

23. Basics of Valuation Pre-money valuation V: agreed value of company prior to this round’s investment (I) Post-money valuation V’ = V + I VC equity in company: I/V’ = I/(V+I), not I/V Example: $5M invested on $10M pre-money gives VC 1/3 of the shares, not ½ Partners in a venture vs. outright purchase I and V are items of negotiation Generally company wants large V, VC small V, but there are many subtleties… This round’s V will have an impact on future rounds Possible elements of valuation: Multiple of revenue or earnings Projected percentage of market share

24. Board Seats and Reserved Matters Corporate boards: Not involved in day-to-day operations Hold extreme control in major corporate events (sale, mergers, acquisitions, IPOs, bankruptcy) Lead VC in each round takes seat(s) Reserved matters (veto or approval): Any sale, acquisition, merger, liquidation Budget approval Executive removal/appointment Strategic or business plan changes During difficult times, companies are often controlled by their VCs

25. Other Typical VC Rights Right of first refusal on sale of shares Tag-along rights: follow founder sale on pro rata basis Drag-along rights: force sale of company Liquidation preference: multiple of investment No-compete conditions on founders Right to participate in subsequent rounds (usually follow-on) Later VC rights often supercede earlier Anti-Dilution Protection

26. Why Multiple Rounds and VCs? Multiple rounds: Many points of valuation Company: money gets cheaper if successful VCs: allows specialization in stage/risk Single round wasteful of capital Multiple VCs: Company: Amortization of control! VCs: Share risk Share DD Both: different VC strengths (financial vs. strategic)

27. So What Do VCs Look For? Committed, experienced management Defensible technology Growth market Significant revenues Realistic sales and marketing plan

28. The Process? Write business plan Raise venture capital Sell product Go public or sell company Retire

29. 200 Deals 1,000 Deals 6 -7 Deals Selected The Process?

30. How To Get Through The Funnel Business model that satisfies market Understanding of what it takes to build team, product lines and business Well thought out business plan Experience helps – crusty sales person vs. 5 PhDs

31. INTEGRITY CREATIVITY DRIVE FOCUS PASSION LEADERSHIP TEAM WORK VISION EXPERIENCE Management Teams Make Or Break A Company

32. Keys To Success Management team Products and markets Markets that are not there – yet! Financing Ownership Opportunistic exits

33. Problems Along The Way Suddenly out of money Key non-performing member of team Management team member leaves Product/Technology doesn’t work Market/Competitive landscape changes Investor group falls apart on vision/execution

34. Biopharm & Software Lead 2005 Investing Equity Investment in European Venture-Backed Companies by Industry, 2005 Source: Dow Jones VentureOne/Ernst &Young

35. UK Leads European Investment Investment in Europe by Country, 2005 Source: Dow Jones VentureOne/Ernst &Young

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