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What Angel Investors
Look For
Karen Grant
Executive Director & Angel Investor
Angel One Investor Network
Tuesday, May 12, 2015
So You Have An Idea
S  Industry Canada reports:
S  30% of small businesses
won’t survive longer
than 2 years
S  Only 50% make it to 5
years
S  In December 2012,
Canada had 610,178
businesses employing 1-4
people
S  In a typical year
S  80,000 are born
S  60,000 business die
S  7,000 are bankrupt
(c) 2015, Angel One Investor Network2
Tips to Beat the Odds*
S  Declare how big you want to be in 24 months
S  Choose who you intend to serve
S  Determine how you intend to compete
S  Focus on the critical few, not the possible many
S  Make decisions quickly: if someone is not working out, make the
change
S  Plan on the run
(c) 2015, Angel One Investor Network3* Roy Osing, author, “Be Different or Be Dead”
Tips to Beat the Odds*
Don’t get
MESMERIZED
by your long term potential
(c) 2015, Angel One Investor Network4* Roy Osing, author, “Be Different or Be Dead”
Motivation of Angels
S  Community Good
S  Diversification
S  High Growth
S  Mostly . . . Angels want to make money
5 (c) 2015, Angel One Investor Network
Our Approach
S  We received on average 300 applications per year
S  People (create team of ‘A’ players)
S  Product (unique and defendable)
S  Market (large, multinational, wants the product)
S  Customer validation key
(c) 2015, Angel One Investor Network6
What we do
S  Angel One was the top Angel group in Canada by # of deals in
2012 and 2013
7 (c) 2015, Angel One Investor Network
Year Total Invested Avg. Ind.
Investm’t
# of
Investm’ts
Active
Investors
2011 $1,220,000 $94,000 1 13
2012 $5,400,000 $62,791 18 86
2013 $5,280.000 $76,522 20 69
2014 $4,100,000 $73,214 16 59
Totals $16,000,000 $73,413 55
Where We Invest
S  We will look at deals in areas that involve significant intellectual
property and/or high growth
(c) 2015, Angel One Investor Network8
Sector Invested Share
ICT $9,237,314 54%
Communications & Media $4,516,600 27%
Clean Tech $2,110,150 12%
Life Science $800,000 5%
Industrial $150,000 1%
Other $172,000 1%
Results To Date
S  58 investments, over $16 million into 39 companies
S  One failure
S  Three Exits:
S  Sept 30, 2013 - Granite Networks, 9 month hold, 27% ROI
S  Nov 18, 2013 -Vana Workforce, 11 month hold, 82% ROI
S  March 20, 2015 – SurfEasy, 16 month hold, 87% ROI
(c) 2015, Angel One Investor Network9
Tell Us Your Story
S  Angels need key information, but . . . don’t be boring
S  Tell a story about your customer or your business or your
product that is compelling
S  Be honest about your stage, your competitive position, your
ability to deliver
(c) 2015, Angel One Investor Network10
Key Components of A Pitch
S  What problem do you solve?
S  Why will someone pay you to solve the problem?
S  How big is the problem?
S  When/how will you make money?
S  Who is on your team?
S  What do you need from the angels?
(c) 2015, Angel One Investor Network11
Know Your Business
S  You must show that you understand your business
S  Experience matters
S  Depth matters
S  Prior success matters
S  You probably can’t do it all but you should try
(c) 2015, Angel One Investor Network12
Discussing Product
S  Three categories of product
S  Products with IP Products with Brand
S  Everything else
S  Intellectual Property when granted provides comfort to investors.
S  IP with customers has more value.
S  ‘Applied’ for has limited value.
S  Brand identity dramatically reduces risk
(c) 2015, Angel One Investor Network13
Operations
S  Just a product is not enough
S  How will you: sell, support, defend
S  What is your cost of customer acquisition
S  Does your product/service have key dependencies
S  How long will a customer stay?
S  Can you find employees?
(c) 2015, Angel One Investor Network14
Scaling Your Venture
S  Do you understand how to grow?
S  Production
S  Distribution
S  Human Resources
S  Support
(c) 2015, Angel One Investor Network15
Financial Metrics
S  Highlight historical ACTUAL sales and expenses
S  Project revenue/expenses you can justify
S  Explain how customers pay you
S  Explain how investors profit
S  Project time and funding required to cash flow positive
(c) 2015, Angel One Investor Network16
Deal Structure
S  What Instrument:
S  Equity
S  Preferred Shares
S  Convertible Debt
S  How much are you raising?
S  Pre-money valuation?
S  Other investment/investors ?
(c) 2015, Angel One Investor Network17
Be Simple
S  Don’t make it complicated
S  Separate product/technology from business
S  Customer validation reduces risk
S  Leave complex items for due diligence but …
S  Be direct with answers
(c) 2015, Angel One Investor Network18
Be Honest
S  Most angels have significant experience
S  Straight talk will win friends
S  If it sounds too good to be true . . .
(c) 2015, Angel One Investor Network19
Be Successful
(c) 2015, Angel One Investor Network20
Thank you
If your EIR says you are ready, apply at:
www.angelonenetwork.ca/companies/
(c) 2015, Angel One Investor Network21

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Angel Investing Workshop

  • 1. What Angel Investors Look For Karen Grant Executive Director & Angel Investor Angel One Investor Network Tuesday, May 12, 2015
  • 2. So You Have An Idea S  Industry Canada reports: S  30% of small businesses won’t survive longer than 2 years S  Only 50% make it to 5 years S  In December 2012, Canada had 610,178 businesses employing 1-4 people S  In a typical year S  80,000 are born S  60,000 business die S  7,000 are bankrupt (c) 2015, Angel One Investor Network2
  • 3. Tips to Beat the Odds* S  Declare how big you want to be in 24 months S  Choose who you intend to serve S  Determine how you intend to compete S  Focus on the critical few, not the possible many S  Make decisions quickly: if someone is not working out, make the change S  Plan on the run (c) 2015, Angel One Investor Network3* Roy Osing, author, “Be Different or Be Dead”
  • 4. Tips to Beat the Odds* Don’t get MESMERIZED by your long term potential (c) 2015, Angel One Investor Network4* Roy Osing, author, “Be Different or Be Dead”
  • 5. Motivation of Angels S  Community Good S  Diversification S  High Growth S  Mostly . . . Angels want to make money 5 (c) 2015, Angel One Investor Network
  • 6. Our Approach S  We received on average 300 applications per year S  People (create team of ‘A’ players) S  Product (unique and defendable) S  Market (large, multinational, wants the product) S  Customer validation key (c) 2015, Angel One Investor Network6
  • 7. What we do S  Angel One was the top Angel group in Canada by # of deals in 2012 and 2013 7 (c) 2015, Angel One Investor Network Year Total Invested Avg. Ind. Investm’t # of Investm’ts Active Investors 2011 $1,220,000 $94,000 1 13 2012 $5,400,000 $62,791 18 86 2013 $5,280.000 $76,522 20 69 2014 $4,100,000 $73,214 16 59 Totals $16,000,000 $73,413 55
  • 8. Where We Invest S  We will look at deals in areas that involve significant intellectual property and/or high growth (c) 2015, Angel One Investor Network8 Sector Invested Share ICT $9,237,314 54% Communications & Media $4,516,600 27% Clean Tech $2,110,150 12% Life Science $800,000 5% Industrial $150,000 1% Other $172,000 1%
  • 9. Results To Date S  58 investments, over $16 million into 39 companies S  One failure S  Three Exits: S  Sept 30, 2013 - Granite Networks, 9 month hold, 27% ROI S  Nov 18, 2013 -Vana Workforce, 11 month hold, 82% ROI S  March 20, 2015 – SurfEasy, 16 month hold, 87% ROI (c) 2015, Angel One Investor Network9
  • 10. Tell Us Your Story S  Angels need key information, but . . . don’t be boring S  Tell a story about your customer or your business or your product that is compelling S  Be honest about your stage, your competitive position, your ability to deliver (c) 2015, Angel One Investor Network10
  • 11. Key Components of A Pitch S  What problem do you solve? S  Why will someone pay you to solve the problem? S  How big is the problem? S  When/how will you make money? S  Who is on your team? S  What do you need from the angels? (c) 2015, Angel One Investor Network11
  • 12. Know Your Business S  You must show that you understand your business S  Experience matters S  Depth matters S  Prior success matters S  You probably can’t do it all but you should try (c) 2015, Angel One Investor Network12
  • 13. Discussing Product S  Three categories of product S  Products with IP Products with Brand S  Everything else S  Intellectual Property when granted provides comfort to investors. S  IP with customers has more value. S  ‘Applied’ for has limited value. S  Brand identity dramatically reduces risk (c) 2015, Angel One Investor Network13
  • 14. Operations S  Just a product is not enough S  How will you: sell, support, defend S  What is your cost of customer acquisition S  Does your product/service have key dependencies S  How long will a customer stay? S  Can you find employees? (c) 2015, Angel One Investor Network14
  • 15. Scaling Your Venture S  Do you understand how to grow? S  Production S  Distribution S  Human Resources S  Support (c) 2015, Angel One Investor Network15
  • 16. Financial Metrics S  Highlight historical ACTUAL sales and expenses S  Project revenue/expenses you can justify S  Explain how customers pay you S  Explain how investors profit S  Project time and funding required to cash flow positive (c) 2015, Angel One Investor Network16
  • 17. Deal Structure S  What Instrument: S  Equity S  Preferred Shares S  Convertible Debt S  How much are you raising? S  Pre-money valuation? S  Other investment/investors ? (c) 2015, Angel One Investor Network17
  • 18. Be Simple S  Don’t make it complicated S  Separate product/technology from business S  Customer validation reduces risk S  Leave complex items for due diligence but … S  Be direct with answers (c) 2015, Angel One Investor Network18
  • 19. Be Honest S  Most angels have significant experience S  Straight talk will win friends S  If it sounds too good to be true . . . (c) 2015, Angel One Investor Network19
  • 20. Be Successful (c) 2015, Angel One Investor Network20
  • 21. Thank you If your EIR says you are ready, apply at: www.angelonenetwork.ca/companies/ (c) 2015, Angel One Investor Network21