Tetuan Valley is the first non-for-profit pre-accelerator program in Europe. Our goal is to promote local Entrepreneurship and regional development towards technology Twice a year we host a 6 week startup school, with focus on training and working on the implementation of a business idea. We have a portfolio of more than 70 top-notch mentors, participating to give the students a unique and valuable experience. All graduates of the startup school get exclusive access to the Tetuan Valley Alumni Network. For further info please check tetuanvalley.com

1. Tetuan VAlley
Startup School Spring 2012
Week2
#StartSpain
In the end, a Sp art an's true
st reng is the warrior next t
th o
him. So give respect and honor t o
him, and it will be returned
Tetuan Valley, March 2012

2. #StartSpain
Sponsors Collaborators

3. STARTUP FINANCE 101
OBJETIVE SESSION 1
• Key concept s
St artup Finance 101 for non • Principles
biz profile founders • Ra tios and formulas
• Invest ors; Objetives and constrictions,
OUTCOMES invest ment st ages, Venture Capit and
al
critic value enhancers
• Underst anding of key • Conclussions
financial indica ors
t
• Enabling entrepreneusr
t set up model and
o s
criteria for st artup SESSION 2
valua tion and invest or • Business planning
financial present tion
a • Pricing
• Business modeling
SCHEDULE • Misc. tools
2 x 4h sessions
#StartSpain

4. STARTUP FINANCE 101 – Session 2
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
#StartSpain

5. My t
m
ime is valuable... how
much w ill I spend looking
a y t our BP
#StartSpain

6. Which curves are more credible?
They might feel nice, but everybody knows they’re
fake
#StartSpain

7. 3/20/12

8. Wh t
a
investors
are looking
for
... and so
should Y OU
3/20/12

9. Your
Company
Your
Investor
Your
Numbers
3/20/12

10. WH T WE INCLUDE IN A F
A INANCIAL 1 PAGER: COMPANY
l Opportunity description
WHO ARE YOU l Business Model
l Need Sa isfied
t
l Product / Serv
s ices
WH T D Y
A O OU DO l Market Object ive
l Compet ors
it
l Sales & Marketing
HOW D Y
O OU Strategy
ACHIVE IT l Current and Funnel
Clients
OPPORTUNI TY l Invest ment Alloca ion
t
FOR THE l Exit Strategy
INVEST OR
#StartSpain

11. WH T WE INCLUDE IN A F
A INANCIAL 1 PAGER: INVESTOR
l Business Sect or (Tags)
l Cont act Informa ion
t
Execut ive Team
RELEV ANT
l
Financial Informa iont
INFORMATION
l
― Invest ment St age
FOR THE
― Current Capital
― Mont hly Burn Ra te
INVEST OR
― Pre-Money V alua ion
t
― Invest ment Capit al
l Current Invest ors
l Forums
3/20/12

12. WH T WE INCLUDE IN A F
A INANCIAL 1 PAGER: NUMBERS
Mul,plier
Año1
…
Año
n
Revenues
CF
Breakeven
EBITDA
Net
Result
Assets
Liabili=es
Cash
Money… when
and how much
#StartSpain

13. STARTUP FINANCE 101 – Session 2
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
#StartSpain

14. PRICING METHODS - BENCHMARK
Useful for similar
product s
Difficul t obt
t o ain
dt
aa
Be careful
l Wh t y
a ou
comp are
l Units
l Time
l Loca ion
t
Tabulate d t and
aa
present in graphs
or simple tables
#StartSpain

15. PRICING METHODS - MARKUP
Useful for
est ablished product s
in compet ive
it
a mosphere
t
Alw ays lower limit
Easy t obt
o ain d t
a a…
your comp any
Be careful
l Over price
l Cost Alloca ion
t
l Unitary marginal,
variable and fixed
cost
#StartSpain

16. PRICING METHODS – VALUE ADDED
Useful for
breakt hrough
technologies
Clearly explain t he
gains the client w ill
h ve
a
Difficul t obt
t o ain
dt
aa
Alw ays upper limit
Be careful
l Wh t are t
a he needs
of the client
l Determine t he
value per use
#StartSpain

17. STARTUP FINANCE 101 – Session 2
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
#StartSpain

18. Wh t makes y
a our business tick
Up and Down... almost ALW AYS is
rela ted
#StartSpain

19. How t determine y
o our business drivers
How
Target:
Commercials
in
FMCG
companies
5.000
users
first
year
,
recurrent
and
growing
How
Go
to
5
of
the
100
companies
in
the
market
How
1
Market
Average
is
1000
users/
client
Do
you
s'll
have
5.000
Users?
I
personally
(or
my
network)
know
5
decision
takers
in
those
2
How
companies,
ini=al
prospec=on
has
been
made
Do
you
s'll
have
5.000
Users?
3
Do
de
companies
have
control
over
the
users?
Do
you
s'll
have
5.000
Users?
How
4
Are
my
clients
going
to
demand
a
trial
phase
Do
you
s'll
have
5.000
Users?
5
Success
in
conversion
rate
from
trial
to
client?
Do
you
s'll
have
5.000
Users?
#StartSpain

20. Usefulness
Target:
Commercials
in
FMCG
companies
5.000
users
first
year
,
recurrent
and
growing
Go
to
5
of
the
100
companies
in
the
market
Marke=ng
/
Sales
Strategy
1
Market
Average
is
1000
users/
client
Do
you
s'll
have
5.000
Users?
I
personally
(or
my
network)
know
5
decision
takers
in
those
Scalability
2
companies,
ini=al
prospec=on
has
been
made
Do
you
s'll
have
5.000
Users?
3
Do
de
companies
have
control
over
the
users?
Success
of
Do
you
s'll
have
5.000
Users?
product
/
service
4
Are
my
clients
going
to
demand
a
trial
phase
Do
you
s'll
have
5.000
Users?
5
Success
in
conversion
rate
from
trial
to
client?
Do
you
s'll
have
5.000
Users?
#StartSpain

21. Revenue Streams
Advertising
Brokerage
Ecommerce
Freemium – Suscription
ViRtUAL GOOD
PAY PER USE
D t mining
aa

22. #StartSpain

23. STARTUP FINANCE 101 – Session 2
1. The Business Plan
2. The Price
3. The Business Model
4. Other Tools
#StartSpain

24. 3/20/12