Category: Startup

How Startups Find Seed Investors

Illustration: Getty Images

Let’s talk about finding the first true-believer who will put money into your startup. There’s a killer Catch-22 about raising money in that you can’t get that first investor until you land that first investor. Having gone through the fundraising process over and over again, I can assure you it’s absolutely as convoluted as it sounds.

And having been an angel investor myself at one point (but no longer), I can also confirm that investing in startups — whether it’s private, angel, or venture capital — is rooted in herd mentality. No one wants to be first, then everyone wants to be next.

This is because the path to providing outsize returns on a startup investment is a unique path for each startup. There is no guaranteed 12-step program for turning early startup capital into a unicorn valuation. Thus, there is no tried-and-true method for finding early investors and securing that early capital.

But there are quite a few guidelines you should absolutely be following to increase your chances.

First, Ignore the Inbound Noise and Scams

Recently, I wrote a post about all the BS artists that will come out of the woodwork under the guise of funding your startup.

I can’t tell you how many experienced founders and generally smart people latch on to one of these types of fake funding programs. I don’t blame the founders. The smokescreens can be velvet and the lure can be crazy tempting, especially when there are no other options.

Gut Check: If you didn’t ask for the money, don’t take the money. You won’t see all the strings attached until those strings are wrapped around your wallet. Don’t derail the future before it begins.

Obviously, Be Great at What You Do

I know. Duh. But for the reasons I just laid out in the last section, I need to establish what “investable” means for readers who are not you.

Gut Check: To get that first investment, you not only need to have a great, game-changing idea, you also need proof of your potential to execute that idea to its fullest. If you can’t show you are indeed the best person to pull off what you want to pull off, you first need to make enough progress to be able to show that promise.

Talk About What You Do — a Lot

There’s no way to get that first term sheet from that investor friend of an acquaintance of a colleague of your friend without first starting that chain of events in motion. And while it’s certainly a romantic notion to found a stealth startup in a dorm room, garage, or Starbucks, stealth startups are for serial founders who don’t want to be hassled by their investor friends while they work on building something investable.

Gut Check: You need to be able to talk incessantly and intelligently about the business. If you’re not living and breathing your business, you’re not yet personally invested enough to seek outside investment. If you can’t talk about your startup without the fear of someone stealing your secret sauce, your sauce is not yet secret enough to be seeking outside investment.

Don’t Waste Time

When you do get in front of people, you need to speak with the intent of offering an investment. That means that you’re not picking anyone’s brain, you’re not looking for feedback, you’re not even asking for money. Yes, you’re doing all those things, but what you’re really doing is offering an investment in your company.

Gut Check: Put the investment opportunity up front in your pitch, your deck, and your general conversation. Too many first-time entrepreneurs waste time painting the picture before getting to the purpose. You’re going to wind up talking to a lot of people who can’t stroke a check. You need to make it immediately clear that your intention is to get to the person who can.

Come Prepared With a Plan

Once you reach the right person, you need to tell the right story. I often use this phrase I borrowed from The Dark Knight. Most first-time entrepreneurs chase their first investment like a dog chasing a car. They wouldn’t know what to do with it when they caught it.

Gut Check: Be able to show exactly how and when you will spend every penny of raised capital, and also the return you expect for every spend. That return should be quantifiable as a measurement of growth, whether in dollars, market share, or some other tangible metric.

Bonus: Have an Attorney and an Accountant

Even the kindest investor is going to want terms that maximize their investment at your expense. Make sure that you’re not alone in those negotiations. Begin a relationship with both an attorney and an accountant, preferably before you even start your investor search.

By Joe Procopio, Founder, TeachingStartup.com@jproco

Source: How Startups Find Seed Investors | Inc.com

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WeWork Cofounder Adam Neumann’s New Real Estate Startup Sounds An Awful Lot Like One He Invested In Two Years Ago

Iain Martin

Iain Martin

I joined Forbes as the Europe News Editor and will be working with the London newsroom to define our coverage of emerging businesses and leaders across the UK and Europe. Prior to

Alex Konrad

Alex Konrad

I’m a senior editor at Forbes covering venture capital, cloud and startups out of New York. I edit the Midas List, Midas List Europe, Cloud 100 list and 30 Under 30 for VC. I’m a Fortune

Source: WeWork Cofounder Adam Neumann’s New Real Estate Startup Sounds An Awful Lot Like One He Invested In Two Years Ago

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Your Startup Needs Someone To Be Its Lead Storyteller

When it all comes down to it, what is a business? You are an organization that has identified a pain point that people are experiencing. In order to remove that pain point, you are offering a product in exchange for money. It sounds so simple. In the startup world, we often talk about painkillers versus vitamins. You wouldn’t pause your favorite TV show, get in your car and drive to the pharmacy to buy vitamins. You’ll make do without for a couple of days.

If you have a headache, you’ll go out of your way to pick up some headache tablets, however. The difference is the sense of urgency and need. That is where storytelling comes in. When you think about it, every aspect of your company is about storytelling. Hiring your first employees into a startup is storytelling: You are spinning a story that contrasts their steady, reliable job at an established company, pitching it against taking a chance on your startup.

Acquiring early customers fall in the same category: Why should they trust you over a larger, more established competitor? Marketing? Same. Advertising? Same. Raising investment? Oh boy — definitely an exercise in storytelling.

Telling the origin story of your company is part of the culture that underpins everything. It drives who your customers are. It influences who considers taking a job at your company. It informs how your employees think about problems and the types of solutions they offer.

Storytelling is the linchpin of everything you do. It’s the logo your company uses, it’s the design language you use, it’s the words you use to make the points you make.

Some CEOs are natural storytellers — and that’s a crucial function of their job in those companies. In fact, I would argue that in slightly maturing companies, it’s a fourth of the role of the CEO:

  • You hire the right people.
  • You create the right culture.
  • You make sure the company doesn’t run out of money.
  • You tell the story.

But what about companies that don’t resolve pain points?

“But Haje,” you shout at your screen, “some companies don’t fix pain points — they just cause pleasure. What about Pixar, for example?” Excellent point. Many companies don’t reduce pain, but instead cause pleasure. These companies are plentiful and extremely varied. Coca-Cola, for example, isn’t primarily a thirst quencher (water does a much better job at a far lower cost).

Pixar’s films don’t resolve pain directly, but they do reduce boredom and cause excitement and entertainment. (Pixar also has a pain reduction element: For many parents, putting on “Cars” buys a 90-minute break they can use to get some chores done or make dinner.)

More Startup News:

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The head banner for the Coca-Cola website tells the story — this isn’t about a tasty drink, this is about happy people enjoying life. That’s a conscious story-telling device. And, if their $41 billion annual sales is anything to go by, it’s working pretty well.

These companies are, often, the ultimate examples of storytelling. What is Coca-Cola’s product really? It’s a lifestyle brand. Look at the adverts and the way Coca-Cola markets itself. It’s extremely rarely about how tasty the products are, but instead about how much fun the people in the adverts are having. They’re adventurous, young, full of life and enjoyment.

That is what Coca-Cola is selling. Sure, the company has a huge, global operations and supply chain organization, but the reason that Coca-Cola is so valuable is almost exclusively its storytelling.

Isn’t this just marketing?

A lot of companies decide to leave their entire storytelling efforts with the marketing team. I think that’s a terrible shame, because most marketing teams focus exclusively on how you can reach potential consumers. The storytelling element runs much deeper — and it’s about learnings that go far beyond just getting products into the hands of consumers.

At all of my companies, I’ve run behind-the-scenes blogs, and it’s a practice that has led to unpredictable results. For example, we discovered that our “unlimited holiday” policy backfired — it had the opposite result of what we intended. We wrote about it, and became the center of a media storm. Then we wrote about how that happened.

Similarly, also at Triggertrap, we really struggled to deliver a hardware product. First, we wrote about the challenges we faced as delays piled on top of delays. When the project eventually failed, we bared all and explored what exactly went wrong. At Konf we created the “Konf Academy,” helping speakers, attendees and organizers make better events. And at LifeFolder, I picked a fight with the American Bar Association over their ludicrous, impenetrable use of language.

At all of my previous companies, I’ve been the de facto storyteller, and often we ended up writing about things that have little to do with the core business. Want more examples of folks who do it well? Buffer runs a fantastic blog, embracing radical transparency in an effort to tell the story of what happens behind closed doors.

The BBC’s technical team runs a fantastic blog that helps educate more about what happens under the hood at the world’s biggest broadcaster. Despite its dumb policies, the company behind Basecamp and Hey (the email client) Basecamp had a similarly magnificent publication, Signal v Noise, which digs into what happens under the veil.

The company also doubled down and published a number of books, and “it doesn’t have to be crazy at work” is a bit of a masterpiece that no doubt helped a lot of people who wouldn’t have learned about Basecamp otherwise find out about the company. Some people call it marketing, but I believe it is something far deeper than that.

By telling the story — successes and failures alike — companies are able to open up a more genuine conversation with their customers. It’s part marketing, part branding, part doing the right thing. The business logic is simple: If your customers are able to follow along on your journey, they’ll trust you more. They’ll feel your pain. They’ll cheer you on. It makes you human, and I’d hazard a bet that when the time comes to hire, it helps you attract better, more engaged staff.

You don’t have to go all-in on radical transparency, of course. That isn’t for everyone — and it’s not the right approach for all companies either. But try and lift the veil every now and again — it’s incredible what opportunities arise as a result.

The fact is, at any company, you invent new things, you run into new problems and you come up with new solutions. Every single day. (If you aren’t, perhaps close up shop and go do something else.) All you need to do is keep half an ear out. Who is doing something awesome? What led them to those conclusions?

The story of your startup is far more than the sum of your successes or the graphs in your KPI dashboard. Dissect the challenges. Celebrate the solutions. Tell the stories.

Source: Your startup needs someone to be its lead storyteller | TechCrunch

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Nobody Wants To Pay For Ultra Fast Food Delivery

Ultra-fast delivery startups are either folding up or leaving markets, exiting the scene just as quickly as they arrived.

Another sign of potential turmoil for these unprofitable companies? Those that stick around continue to rely on giving users freebies. So far, they haven’t been able to convince customers to pay the full cost of delivery in 15 minutes or less. And while more established delivery players like Uber have been able to rely less on discounts in a pivot toward profitability, the ultra-fast delivery startups are trying to grow amid a volatile market in which both investors and customers are growing more wary of opening their wallets.

Nearly 30% of delivery orders from GoPuff, which is the biggest ultra-fast delivery player in the US, were discounted as of April, according to data from YipitData, a research firm. The share of orders discounted is greater outside of the US. For instance, Getir, a Turkish ultra-fast delivery startup, has over 80% of its orders discounted in countries like Germany and France, according to YipitData.

Tech stocks have plummeted over the past three months, and that has pushed investors to prioritize profits. In response, companies are changing how they do business. For instance, Uber rides and restaurant deliveries have become more expensive. (Unlike the newer ultrafast deliver startups, established delivery players like Uber have been able to pull back on discounts to show investors a clearer path toward profitability.)

Attracting customers with cheap Uber rides and food delivery

Discounting is a way for delivery companies, which depend on scale, to quickly attract and retain customers. Over time, as more of the orders come from customers who have been with the firms for some time, the discounting percentage should go down, said Daniel McCarthy, an assistant professor of marketing at Emory University. For rapid-delivery companies, the fact that discounting share remains high implies a less clear path to profitability.

“There is way too much money that went into this sector,” said Mathias Schilling, a founding partner at Headlines, a venture capital firm that invests in GoPuff. “Six months ago, this is the best thing and incredible… and now everything is negative. This extreme exuberance by the people is like ridiculous.”

The rapid growth of ultra-fast delivery companies

In the past couple of years, as the demand for delivery skyrocketed, ultrafast delivery services with abstract-sounding names—Buyk, Getir, Jokr—came onto the scene. Venture capitalists invested $28 billion into rapid delivery globally, more than double the amount in 2019, according to data from PitchBook, a research firm.

Like Uber’s playbook, these companies, flush with venture capital funding, burned cash fast to move into new markets and attract and retain customers with cheap services. The biggest services like GoPuff, Gorillas, and Getir relied on high order volumes and a shift in consumer shopping habits to achieve profitability, said Alex Frederick, a PitchBook analyst. But the model works best when markets are stable and VC funding is plentiful, he added.

It’s hard to make money in food delivery, as the money is split among retailer or restaurant, food delivery company, and worker. It’s even harder for faster delivery, as it requires hiring workers as employees and often comes with no minimum order. That allows a customer to order a pint of ice cream to be delivered in 15 minutes, a costly loss for ultra-fast delivery companies.

The question now is whether these companies will be able to sustain such losses, at a moment when funding is harder to come by, or will they follow in the footsteps of past rapid delivery companies that sprung up in the dot-com boom before going out of business.

Global downloads of the top 10 ultra fast delivery apps have grown 127%, year-over-year in Q1. With a more granular, monthly breakdown we can see a lot of this growth taking place in Q4 of 2021. As you can see in the chart below, this is a faster growth rate than that of the top 10 meal delivery apps (ex: Uber Eats) or top 10 grocery delivery apps (ex: Instacart). Meal delivery still takes the cake when it comes to absolute numbers.

It is reported to be acquiring French startup, Cajoo, which launched in early 2021 and struggled to gain ground in the country ever since Getir formally launched there in June 2021. This will help Flink compete with Getir in France. Flink says its reach in the country will now be greater than Getir’s but Apptopia estimates have Getir’s app usage comfortably ahead of Flink and Cajoo combined.

Ultra fast delivery companies do not just have each other to worry about. Traditional, or meal, delivery apps have massive brand power, user bases and deep pockets. Apps like Uber Eats are starting to enter the market of fast grocery delivery. Apptopia reported in January that meal delivery apps extending into grocery delivery, a faster growing segment of the delivery market.

Traditional grocery delivery apps are not standing still either. Instacart started offering 30 minute meal deliveries (sushi, salads, sandwiches) from supermarkets like Kroger and Publix. It will also begin offering 15 minute grocery delivery in the near-future.

When will supply chains go back to normal?

Supply chains should slowly recover in 2022, assuming overstuffed ports and warehouses finally get a chance to clear out the glut of containers piling up in shipyards and surrounding neighborhoods. But that will only happen if there aren’t any major new disruptions, like another mega-ship blocking the Suez Canal, future covid variants that shutter factories and ports, or other disasters that gum up the mechanisms of global trade.

By Michelle Cheng

Source: Nobody wants to pay for food delivery — Quartz

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How Sweden Became The Silicon Valley of Europe

STOCKHOLM, Aug 11 (Reuters) – As Klarna’s billionaire founder Sebastian Siemiatkowski prepares to stage one of the biggest-ever European fintech company listings, a feast of capitalism, he credits an unlikely backer for his runaway success: the Swedish welfare state.

In particular, the 39-year-old pinpoints a late-1990s government policy to put a computer in every home.

“Computers were inaccessible for low-income families such as mine, but when the reform came into play, my mother bought us a computer the very next day,” he told Reuters.

Siemiatkowski began coding on that computer when he was 16. Fast-forward more than two decades, and his payments firm Klarna is valued at $46 billion and plans to go public. It hasn’t given details, though many bankers predict it will list in New York early next year.

Sweden’s home computer drive, and concurrent early investment in internet connectivity, help explain why its capital Stockholm has become such rich soil for startups, birthing and incubating the likes of Spotify, Skype and Klarna, even though it has some of the highest tax rates in the world.

That’s the view of Siemiatkowski and several tech CEOs and venture capitalists interviewed by Reuters.

In the three years the scheme ran, 1998-2001, 850,000 home computers were purchased through it, reaching almost a quarter of the country’s then-four million households, who didn’t have to pay for the machines and thus included many people who were otherwise unable to afford them.

In 2005, when Klarna was founded, there were 28 broadband subscriptions per 100 people in Sweden, compared with 17 in the United States – where dial-up was still far more common – and a global average of 3.7, according to data from the World Bank.

Spotify allowed users to stream music when Apple’s (AAPL.O) iTunes was still download-based, which gave the Swedish company the upper-hand when streaming became the norm around the world.

“That could only happen in a country where broadband was the standard much earlier, while in other markets the connection was too slow,” Siemiatkowski said.

“That allowed our society to be a couple of years ahead.”

Some executives and campaigners say the Scandinavian nation demonstrates that a deep social safety net, often viewed as counter to entrepreneurial spirit, can foster innovation. It’s an outcome that might not have been envisaged by the architects of Sweden’s welfare state in the 1950s.

Childcare is, for the most part, free. A range of income insurance funds can protect you if your business fails or you lose your job, guaranteeing up to 80% of your previous salary for the first 300 days of unemployment.

“The social safety net we have in Sweden allows us to be less vulnerable to taking risks,” said Gohar Avagyan, the 31-year-old co-founder of Vaam, a video messaging service used for sales pitches and customer communication.

STARTUP RATE VS SILICON VALLEY

Although overall investments are larger in the bigger European economies of Britain and France and their longstanding finance hubs, Sweden punches above its weight in some regards.

It has the third highest startup rate in the world, behind Turkey and Spain, with 20 startups per 1000 employees and the highest three year survival rate for startups anywhere, at 74%, according to a 2018 study by OECD economists.

Stockholm is second only to Silicon Valley in terms of unicorns – startups valued at above $1 billion – per capita, at around 0.8 per 100,000 inhabitants, according to Sarah Guemouri at venture capital firm Atomico.

Silicon Valley – San Francisco and the Bay Area – boasts 1.4 unicorns per 100,000, said Guemouri, co-author of a 2020 report on European tech companies.

No one can say for sure if the boom will last, though, in a country where capital gains are taxed at 30 percent and income tax can be as high as 60 percent.

In 2016, Spotify said it was considering moving its headquarters out of the country, arguing high taxes made it difficult to attract overseas talent, though it hasn’t done so.

Yusuf Ozdalga, partner at venture capital firm QED Investors, said access to funding and administrative or legal tasks connected with founding a company could also prove tough to navigate for non-Swedish speakers.

He contrasted that to Amsterdam, capital of the Netherlands, where the government adopted English as an official language in April to make life easier for international companies.

‘INTERESTING DILEMMA’ FOR VC

Jeppe Zink, partner at London-based venture capital firm Northzone, said a third of all the exit value from fintech companies in Europe – the amount received by investors when they cash out – came from Sweden alone.

Government policy had contributed to this trend, he added.

“Its an interesting dilemma for us venture capitalists as we’re not used to regulation creating markets, in fact we are inherently nervous about regulation.”

Sweden’s digital minister Anders Ygeman said that social regulation could make it “possible to fail” and then “be up and running again” for innovators.

Peter Carlsson, CEO of startup Northvolt, which makes Lithium-ion batteries for electric vehicles and is valued at $11.75 billion, said that ultimately success bred success.

“You’re really creating ripple effects when you’re seeing the success of somebody else and I think that’s perhaps the most important thing in order to create local ecosystems.”

By and

Reporting by Supantha Mukherjee and Colm Fulton in Stockholm; Editing by Pravin Char

Source: How Sweden became the Silicon Valley of Europe | Reuters

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