.net barcode sdk PART TWO The Sale and Financing of a Business in Software

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PART TWO The Sale and Financing of a Business
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sheet, but are typically left for the initial drafting of the full set of final documents Entrepreneurs always seem to have angst over valuation, so let s take a few moments to discuss the perceived drivers of valuation, both traditional and from the perspective of a venture capitalist
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Valuation
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Be careful about providing a valuation If your valuation is based on a discount to a market leader, do not assume in your financial model that you will surpass the most successful companies in your realm You will lose your credibility, which will impact negatively on your valuation A VC will respect a well thought out financial model, with reasonable but aggressive assumptions, as long as you can defend it What can be helpful in the nascent stages and much more so as the company matures is a professional valuation (do not try this at home!) based on comparables in the industry, with some level of discount Traditional methods used to value a privately held company are Discounted Cash Flow, analysis of market comparables, or some analysis of a company s net present value In the early stage of a startup it is almost impossible for an amateur to apply the DCF analysis Discounts to future cash flow are challenging on many levels When you are contemplating investment in a company that doesn t expect to even have a product for 24 months, let alone significant revenues for at least another 12 months, expect serious critique and push back from the VC on both your assumptions and your perceived valuation This is very sophisticated work that needs to be well grounded, with realistic assumptions, market research that accurately quantifies the size of the market, and realistic expectations of market share over a specified period of time The latter exercise (analysis of market comparables) is slightly more applicable, although often equally difficult to leverage As an example, VCs often access VentureOne (wwwv1com) to review companies that are in a similar sector, to provide perspective For example, how much capital did these companies need to raise At what valuations did they raise the capital And how
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CHAPTER 13 Venture Capital 101
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much capital was needed to achieve a liquidity event 12 This is helpful, but it cannot be applied in a vacuum Market conditions and volatility, availability of capital, and macroeconomic and microeconomic conditions are only a few of the drivers that will significantly impact valuations
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Advisory Board
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How do you obtain a friendly introduction to a VC How do you find a champion at your first customers You are in the relationship business Leverage your network of relationships to open up doors, to find your friends and champions and, if it s feasible, make them advisers Try and build a value-added advisory board with industry experts that can add credibility to complement your management team, especially if you are an early stage company Advisers should be able to assist you with VC meetings, customer introductions, market and strategy, recruiting a key management team, and other critical functions13
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Due Diligence
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The due diligence process can be painstaking, expensive, and incredibly time consuming for entrepreneurs and VCs alike Think of this as an opportunity to review your strategy, financial model, business development and sales efforts, future product development, etc As part of their due diligence, most VCs will introduce you to prospective customers and possibly some C-level management to determine their level of interest in your product Is this a luxury purchase for the CIO, or a must have over the next 12 months These are reasonable questions, the answers to which you should also want to know before you start this journey It is in everyone s best interest when an investor can help accelerate this truth seeking process to collectively arrive at a decision whether to invest or not
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While you might be able to glean some information from their site, full access requires a subscription that costs in excess of $15,000 per annum 13 Advisory board compensation might be 01 percent warrants with a threeyear vesting period This may represent 25,000 shares, so it is significant
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