Funding Your Startup (May 9 by Naz)

Funding Your Startup
WHY FUNDRAISING IS A LITERALLY PROCESS, NOT FINANCIAL
PRASETIYA MULYA UNIVERSITY

May 2018
SHORT BIO
Nazier Ariffin
Head of Investments & Business Development at Angel-eQ Investors
• Leading investment activities in SEA

• Host “Startup Hour” radio show
• Have reviewed 2,000+ startups
@nazierariﬃn • Region: SEA, Japan, and Silicon Valley

naz@angel-eq.com • Invested companies include:
• Grab (SG) Tech in Asia (SG), HiJUp, Bukalapak, Moka,
• Jurnal, Alodokter, BrideStory, and Talenta
• Fenox Venture Capital
• B.A, Marketing
FUNDING YOUR STARTUP
ANGEL-EQ INVESTOR NETWORK
OVERVIEW
AeQ Investor Network is a sector and stage agnostic coalition
that endeavors to identify and back the nation’s most
transformational companies through funding and capacity
building. While our venture experience is deep, what truly
sets us apart is we have founded and grown our own
companies.
Our founders and members have backed, built, and funded

some of the nation’s pioneer and great ventures including
Bukalapak, Kudo, Nexian, Goers, Giftcard TADA, Moka, HijUp
and many more. The network is associated with companies
with a total market capitalization of over $30 Billion.
OVERVIEW
Founded in 2015 by experienced entrepreneurs and high profile business professionals
who share the same passion and vision on the importance of technology.
Adi Sariaatmadja Harry K. Nugraha
President Director of Kreatif Media Karya Country Manager of Intel Indonesia
Adriani Onie Kevin Darmawan
Managing Partner of Kilara Altivate Group Managing Partner of Coffee Ventures
Andi Sadha Michael Steven

CEO & Partner at Activate Media Nusantara Founder of Kresna Graha Investama
Dick Van Motman Sandiaga Uno

Chairman & CEO of Dentsu Aegis SEA Co-founder of Saratoga Capital
Donald Wihardja Shinta W. Dhanuwardoyo

Partner of Convergence Ventures CEO & Founder of Bubu.com
Erick Thohir Tony Fernandes

Founder & Chairman of Mahaka Group Group CEO of AirAsia
PAST STARTUPS
AEQ Investors has invested in and worked alongside founders of these great
startups
Indonesia – 2017
2,738 Startups
> 91 Funded
As of 2017
Source: Deloitte SEA Innovation
Indonesia – 2017
2017 Q1 – Q4 91 Rounds
$3B
2018 Q1 13 Rounds
$230M
Source: Deloitte SEA Innovation, Tech In Asia, Crunchbase
Top 10 deal in 2017 (as of Q1 2018)
Go-Jek $1.2B Lifestyle
Tokopedia $1.1B Ecommerce

Traveloka $350M Travel
MatahariMall $141M Ecommerce
iLotte $100M Ecommerce
Sale Stock $27M Ecommerce
Modalku $24M
Fintech
UangTeman $12M
Fintech
Taralite $6M
Fintech
Nida Rooms $6M
Travel
Source: Techinasia, Google, Deloitte

Funding your startup

What are possible sources of capital?
FRIENDS & FAMILY CROWDFUNDING
GRANTS SEED FUNDS
BANK LOANS VENTURE CAPITAL
ANGELS PRIVATE EQUITY
ACCELERATORS STRATEGICS
INCUBATORS PUBLIC MARKETS

Does every startup
have to raise?

The answer is NO
- not raising is a viable option

So, why
would I raise?

Why raise outside funding?
Ambition
Global domination is easier with capital and global support
Growth
Faster growth enables you to conquer your market ahead
of your competitors
Advice
Building a business can be lonely – investors can act as mentors,
sparring partners and helpers
• Success stories: Google, Alibaba, Amazon, Skype, Facebook,

Twitter, Tesla
When to raise?
IDEA & PROTOTYPE FRIENDS & FAMILY
PRODUCT MARKET FIT SEED
GO TO MARKET SERIES A
ACCELERATE SERIES B
ROLL OUT SERIES C
ROLL OUT FURTHER SERIES D, E, IPO
HARVEST IPO OR SALES

What are possible sources of capital?
FRIENDS & FAMILY CROWDFUNDING
GRANTS SEED FUNDS
BANK LOANS VENTURE CAPITAL
ANGELS PRIVATE EQUITY
ACCELERATORS STRATEGICS
INCUBATORS PUBLIC MARKETS

Angels (Seed)
• Ex-entrepreneurs
• High net worth individuals
• Company executives
• Your immediate surroundings
• Go for people with expertise
• Find the fintech-savvy investors
• Indonesia: Angel-eQ, ANGIN

Accelerators (Seed)
• Foster entrepreneurship and fuel the ecosystem
• Helping entrepreneurs
Operationally
Strategically
Product market fit
Partnerships
Making them “Investment-ready”
• SEA/Indonesia: Plug & Play, GnB, Ideabox
• US: Y Combinator, Techstars, AngelPad, etc
Crowdfunding (Seed, At Any Stage)
• Advantages: MONEY, MARKETING,

MARKET RESEARCH
• Equity crowdfunding:
Akseleran, Crowdcube, Angellist, etc.
• “Passion” crowdfunding:
Kickstarter, Indiegogo, etc.

16 Accelerator/Incubator Seed & Venture Capital Funds
(Seed or Series A to Series D)
5 Venture Builder
14 Corporate Venture Capital CVC
69 Seed and/or Venture Capital Fund
2 Sovereign Wealth Fund
4 Private Equity
Fund
SEED VENTURE GROWTH

•  Product Development Stage – still •  Commercialization Stage – Product market fit •  Expansion/Scaling Stage – through market expansion,
searching for product-market fit. A typical achieved, time to reach the mass market. Typically new product development, acquisition. Typically
seed round in SEA is <$1.5m. known as Series A & B, range: $1.5m-$20m known as Series C and above, range >$20m

How to approach
investors?

• “Do or do not, there is no try” – Yoda
• Make a list of suitable investors for you – look at
their existing portfolio and expertise!
• Try to go via your own network – people who
know you will be more confident to recommend
you to others
• Positive references = increases trust
• If you can’t find a common contact, send highly
customized email and attach a few slides

What impresses an investor?
THE HIGH LEVEL STUFF
• Passion ❤ ❤
• Product / business model innovation
• Large market up for disruptions
• Teams, who
Are best to win their respective market
Capability & drive to build large business
Get things done

What impresses an investor?
THE REAL STUFF
• Show your product

• Show you can be scrappy
• Know your customer inside out
• Know your market inside out
• Show you’re a team

DREAM TEAM
operator
hacker
designer
hustler
TALKING TO INVESTORS
PART II

0/4 OVERVIEW
How to Pitch
1.  30 second pitch

2.  2 minute pitch
3.  When to fundraise
4.  How to setup investor meetings
1/4 30 SECOND PITCH
How to Pitch
What does your How big is the How much

company do? market? traction do you
have?
2/4 2 MINUTE PITCH
How to Pitch
•  Clear 30 second pitch

•  Unique insight
•  How you make money
•  Team
•  The Big Ask ($$$)
3/4 WHEN TO FUNDRAISE
How to Pitch
T H
O W Ideal World :)
G R
Real World :(
4/4 HOW TO SETUP INVESTOR MEETING
How to Pitch
Warm Think 1 Team

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Funding Your Startup

WHY FUNDRAISING IS A LITERALLY PROCESS, NOT FINANCIAL

PRASETIYA MULYA UNIVERSITY

• Leading investment activities in SEA

@nazierariﬃn • Region: SEA, Japan, and Silicon Valley

Our founders and members have backed, built, and funded

Andi Sadha Michael Steven

Dick Van Motman Sandiaga Uno

Donald Wihardja Shinta W. Dhanuwardoyo

Erick Thohir Tony Fernandes

Go-Jek $1.2B Lifestyle

Tokopedia $1.1B Ecommerce

Source: Techinasia, Google, Deloitte

FUNDING YOUR STARTUP

GRANTS SEED FUNDS

BANK LOANS VENTURE CAPITAL

ANGELS PRIVATE EQUITY

INCUBATORS PUBLIC MARKETS

FUNDING YOUR STARTUP

FUNDING YOUR STARTUP

FUNDING YOUR STARTUP

• Success stories: Google, Alibaba, Amazon, Skype, Facebook,

FUNDING YOUR STARTUP

GRANTS SEED FUNDS

BANK LOANS VENTURE CAPITAL

ANGELS PRIVATE EQUITY

INCUBATORS PUBLIC MARKETS

FUNDING YOUR STARTUP

• Advantages: MONEY, MARKETING,

FUNDING YOUR STARTUP

14 Corporate Venture Capital CVC

69 Seed and/or Venture Capital Fund

2 Sovereign Wealth Fund

SEED VENTURE GROWTH

FUNDING YOUR STARTUP

FUNDING YOUR STARTUP

FUNDING YOUR STARTUP

FUNDING YOUR STARTUP

• Show your product

FUNDING YOUR STARTUP

FUNDING YOUR STARTUP

1. 30 second pitch

What does your How big is the How much

• Clear 30 second pitch

Warm Think 1 Team

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1.  30 second pitch

•  Clear 30 second pitch