My presentation for RadarTech acceleration program with most common startup mistakes and "must need" things for your fundraising campaign.

1. Help Investors Find You
WWW.KIRILLMAZUR.COM/VC
Head of Business Ecosystem
UNIT.City Innovation Park
KIRILL MAZUR
Fundraising strategies.
Building investors relations.
Preparing for raising money.

2. 6+ years at venture (startup) market.
3+ years as a partner of $25 mln. venture fund
IG.VC (40+ investments in 10 countries).
More than 5,000 analyzed startups, hundreds
of consultations, participation in structuring
dozens of deals between startups and
investors.
For the period of fund management its
portfolio companies were growing (on
average) 4-5 times a year, some companies
become an alumnus of top startup
accelerators in the world and raised
investments from top-tier US funds.
Built first internet business at 16 years.
More here: http://kirillmazur.com/vc
I am also:
Ex-managing
partner at IG.VC.
Venture partner
at IG.VC.
A few words
about me
WWW.KIRILLMAZUR.COM/VC

3. UNIT.City – is a unique innovation park in Kyiv (Ukraine).

4. 1. How to start a business:
https://www.slideshare.net/kirillmazur1/ss-42217410
2. How to make a friendship with investors:
https://www.slideshare.net/kirillmazur1/startup-lab-2015
3. How to find "your own" investor:
https://www.slideshare.net/kirillmazur1/ss-61310216
4. Creating a business model canvas:
https://www.slideshare.net/kirillmazur1/ss-64277202
5. 20 desirable trends in VC area in Ukraine (2017-2018):
https://www.slideshare.net/kirillmazur1/20-desirable-startup-
trends-in-venture-capital-by-ig-vc
My other presentations
WWW.KIRILLMAZUR.COM/VC

5. 1. This presentation is my humble opinion based on our $10 mln
investments with 40+ deals.
2. It's not an ideal plan – we all make mistakes, but these tips can
reduce yours.
3. Every fund on every stage have their own established workflow
and can make more or fewer steps in the analyzing process. The
earlier stage – the fewer potential number of steps you will need to
pass to get investments. This presentation can help you
to understand how the fundraising process works in general.
4. Most tips were defined for profit oriented companies (in some
cases tips may not work for technology oriented companies).
DISCLAIMER:
WWW.KIRILLMAZUR.COM/VC

6. Own money :)
Loans :(
FFF (family, friends, fools).
Angels.
Demons :(
Angel groups.
Acceleration programs.
Micro-VC.
Pre-seed/seed stage VC.
Investments
sources
WWW.KIRILLMAZUR.COM/VC

7. Up to $50K:
pre-seed stage average investments size (by an angel).
$50-100K:
pre-seed stage average investments size (by VC).
$100-200K:
seed stage average co-investment ticket size (by VC).
$300-500K:
seed stage average investment ticket size (by VC).
Round A stage average co-investment ticket size (by VC).
...
WWW.KIRILLMAZUR.COM/VC
Investments types:

8. Bad reasons:
– Don't have own money.
– Don't want to take a risk with
own money.
– Don't want work for free.
– Don't want to ask money from
people I know.
– "All I need is marketing – give
me money for it".
– "I need money to hire 20 people
to create an MVP".
Good reasons:
1. I found real problem of my
client, the client likes my "MVP
0.9" so I need money for
creating a real "Product 1.0'.
2. I found a product-market fit
and I need money to boost my
company to the next level.
Why do you need investments?
WWW.KIRILLMAZUR.COM/VC

9. It's a 6-12 month process.
It's almost a full-time job at most active fundraising periods.
80% of meeting with investors will not produce any results.
Investors will take 10-15% of your company.
But once you raise:
You will have much more resources for growth.
You will have more chances to beat your competitors.
The press will love you (for a week).
You will have a 4-8 month for a "break" (before the next fundraising).
What you need to know about investments:
WWW.KIRILLMAZUR.COM/VC

10. Building a great business / technology / MVP.
Understanding your next 12-month roadmap and plans.
Great understanding of your market.
Find great mentors.
Preparing the Executive Summary.
Preparing the Presentation.
Building online presence (website, FB, Angel.co, Gust, CrunchBase).
Preparing the Financial model (optional).
Building potential investors list.
Building potential partners list.
Prepare and practice a great pitch.
Secret sauce.
How (the ideal) fundraising process looks like:
WWW.KIRILLMAZUR.COM/VC

11. 1st meeting with the team.
Receiving materials.
1st analyzing of materials (base analyze).
2nd meeting with the team, getting answers on questions.
2nd analyzing of materials (focus on finding risks, the team, etc).
Making an internal pre-decision.
3d meeting with the team – discussion of risks, terms.
Making an offer to the startup.
Due diligence.
Documents preparing.
Signing documents.
Post-deal activities.
How investors see the fundraising process
(simplified; the order and the process may vary from investor
to investor):
WWW.KIRILLMAZUR.COM/VC

12. 6 months before you'll run out of money.
When you understand at least common information about
main aspects of your business (market, possible USP and CAC,
etc).
When you have prepared to honestly talk about problems of
your business/idea.
Ideally – when you have something to show to potential
investors (MVP?).
You can start fundraising at any time but tips above will help
you to fundraise in more efficient way.
The best time to start fundraising:
WWW.KIRILLMAZUR.COM/VC

13. "YOUR" INVESTOR is:
– an investor that with a high possibility of success will invest into
your company;
– will help you in case of problems;
– will not interfere with your work;
– will not take a big equity of your company on early stages.
How does "your" ideal investor look like:
WWW.KIRILLMAZUR.COM/VC

14. The Investor is not "YOUR" if:
– an investor is not actively investing for a long time;
– other investors do not recommend you to cooperate with him/her;
– you expect a lot of help from investor but his approach is not
"hands-on";
– an investor wants to be a co-founder and take 50% of equity;
– an investor just wants to have 25%+ of company equity;
– an investor doesn't understand your market;
– an investor didn't invest into online businesses before;
– at first meeting "an investor" make a presentation of his consulting
skills/business.
How does "your" ideal investor NOT look like:
WWW.KIRILLMAZUR.COM/VC

15. Via people who have already raised investments.
Via a friends network and people related to the market.
Via personal Facebook profiles of investors.
On Angel.co.
On Gust.com.
At UAngel or other Business Angel Networks monthly events.
Via my investors' list: http://kirillmazur.com/vc/top/2017/
Where to find investors:
WWW.KIRILLMAZUR.COM/VC

16. Via people who have already raised investments.
Via Facebook of investors.
On Angel.co.
On Gust.com.
At UAngel monthly events.
Via a friends network and people related to the market.
Via my investors' list: http://kirillmazur.com/vc/top/2017/
Building your investors list:
WWW.KIRILLMAZUR.COM/VC

17. Necessary elements:
Good and clear website.
Live FB-page of your company.
Good public profiles at startup catalogs
(Angel.co, F6S, ProductHunt, CrunchBase, Gust).
Personal network notified that you fundraise.
"Secret sauce".
To success in fundraising
your company need to be
on all important radars:
WWW.KIRILLMAZUR.COM/VC

18. Content-marketing activities
(as a partner, organizer or industry expert).
Mentors who know investors and ready to help.
Avoiding common mistakes and "red flags"
(that thousand of startups made before you).
Become a "hot" startup.
Secret sauce:
WWW.KIRILLMAZUR.COM/VC

19. Targeting the wrong investor.
Building unrealistic forecasts.
"One-founder" team.
Weak team.
"Not sexy" targets.
Too pessimistic (or too optimistic) targets.
Weak traction.
More here:
https://www.slideshare.net/kirillmazur1/15-common-
fundraising-mistakes-based-on-5000-startups
And here: https://www.slideshare.net/kirillmazur1/20-
desirable-startup-trends-in-venture-capital-by-ig-vc
Common mistakes & red flags
WWW.KIRILLMAZUR.COM/VC

20. Show how you will earn 20X+ from investors money in 4-5 years.
Earn your first revenue before the fundraising.
Find a product-market fit.
Get famous names among your clients.
Collect "all-stars" team.
Have at once one team member with successful business experience.
Know your specific numbers and goals.
Establish a 6-8%+ weekly growth for 8+ weeks in a row.
Close or minimize all risks.
Become a hot startup ;)
WWW.KIRILLMAZUR.COM/VC

21. Thank you!
WWW.KIRILLMAZUR.COM/VC
km@unit.city
www.kirillmazur.com
Head of Business Ecosystem
UNIT.City Innovation Park
Venture partner at IG.VC
KIRILL MAZUR