The New Playbook for Startup Fundraising

The New Playbook for Startup Fundraising

Covid-19 hasn’t killed VC investing, however the ecosystem is certainly combating an an infection. Startups face new challenges, like difficulties in touring, a reluctance to carry face-to-face conferences, and a basic financial slowdown, forcing everybody to rewrite the playbook for startup funding.

Some are selecting to postpone fundraising, like Canadian startup Shift, which lately canceled its planned fundraising round to concentrate on income development and refining its product as a result of they felt they wouldn’t have the ability to entry the worth they deserve at this chaotic time.

However many others are going forward regardless of the distinctive obstacles, placing a brand new path to entry VC funds. If that is what you’re attempting to do, then learn on for some necessary issues to remember.

This autumn 2019 noticed an unprecedented stage of funding which pushed on into Q1 2020, with $34.2 billion invested across 2,298 venture deals, and one other $23 billion in late-stage offers, however that momentum is faltering.

Whereas VC funds have been sitting on round $121 billion in mid-2019 and nonetheless have loads to speculate, many are cautious about the place they place it. Others might not have liquidity in the mean time, and 46% of funds are specializing in present investments and don’t have a lot to spare for brand spanking new alternatives.


Nevertheless, others scent the chance to grab up nice startups whereas the competitors is down, they’ve extra time to hold out due diligence, and deal phrases are more likely to be extra favorable.

That mentioned, you shouldn’t anticipate the identical quantities you may need scored in 2019. The final opinion is that valuations have declined by a great 20–30%. Andris Berzins of Change Ventures notes that “In the previous crisis valuations went down by 30% on average. We expect the same if not lower.”

Relationships are driving funding greater than ever. The PitchBook NVCA Enterprise Monitor, an authoritative voice on VC exercise, reported that up to now in 2020, solely 9 first-time funds closed, in contrast with 49 yearly between 2017 and 2019. VCs are reluctant to think about unfamiliar startups with unknown founders, so chances are you’ll have to pivot in direction of VCs with members you’ve met earlier than, or spend extra time nurturing a relationship earlier than making your pitch.

Funding isn’t uniform throughout the board. Keep in mind that:

  • Completely different locales have totally different investing climates. Baltic funds are extra prepared to speculate now, whereas these within the US are nonetheless unsure.

But alternatives are there for these prepared to work for them. It’s only a matter of managing your cash flow till you get there.

Most funding pitches now happen remotely, bringing new challenges to startups looking for funding. You’ll have to analysis the perfect platform to make use of in your on-line pitch, just remember to perceive the best way to use it, and triple examine all of your hyperlinks and tools. You don’t desire a dodgy web connection or poor high quality microphone to torpedo your possibilities.

Video conferencing makes it more durable to create the belief relationship with traders that you’d usually forge over a number of in-person conferences. It’s a selected downside in early-stage fundraising, when traders base their selections on their private reference to the workforce.

Nevertheless, you’ll be able to and will make the most of the additional advantages of pitching remotely through the use of a professional-grade platform like ClickMeeting. Now you’ll be able to:

  • Add customized branding and branded backgrounds to your video pitch to make a much bigger impression.

Johan van Mil, founder and managing associate at Peak Capital, stresses this profit. “With travel out of the way, the international fundraising process can happen quicker now than before,” he writes. “The opportunity for founders and investors to meet across state lines is unique — and ripe.”

There was by no means any excuse for sloppy pitches, however right now nobody will put up with one. You’ll have to hold out much more apply fine-tuning your presentation, as a result of you must be flawless.

Traders presently have extra time to look over prospects and perform due diligence. They’re in search of options which might be “must have,” not “nice to have,” so your case in your product must be bulletproof. VCs need market-ready merchandise and aren’t more likely to settle for an MVPP (minimal viable PowerPoint) proper now.


Some 92% of startups that efficiently landed funds in 2019 exhibited product readiness of their pitch decks, in comparison with 68% of startups that didn’t safe funding exhibited product readiness of their decks.

For some startups, the Covid-19 scenario strengthens their pitch and sharpens the ache level they handle. You might even see a possibility for a pivot, or be aware that one in every of your beforehand minor options is coming to the fore.

Backstage Capital VC Founder Arlan Hamilton recommends that you simply “Spend the next few days observing and talking to people about what they need most. Find out what people need and that other people aren’t thinking about,” she says. “Make a list. Pen to paper. Start brainstorming a list of what people are needing right now. And that’s where you’re going to find that ‘thing.’ Then you can double down and see if that works.”

As competitors drops away, you can have a singular shot at elevating funds. VC companions acknowledge that this is a chance to check your capacity to make it by means of powerful instances. With out query, some startups will get funding, succeed, and exceed expectations as a result of they’ve gained by means of adversity.

Many VCs are looking for out these startups proper now. Dean Sysman, CEO and cofounder of Axonius, points out that “Times of uncertainty can be the best time to give investors confidence that you can handle tough circumstances.”

For some startups, this isn’t the precise time to make a pitch, however others can draw on new assets to beat the obstacles. Startup funding is an extended recreation, and this is likely to be your hardest spherical, however you have been all the time going to have at the very least one spherical that’s harder than others.

By leveraging the advantages of distant pitching, refining your pitch even more durable, and in search of new alternatives and relationships, you’ll be able to nonetheless achieve elevating funds and lengthening your runway so you’ll be able to increase your online business.

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