bootcamp nº5 energia de portugal 2015 version 1.0
TRANSCRIPT
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Copyright Fábrica de Startups S.A.
Sessão nº5
24 de Novembro de 2015
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Semana 4
23 a 27 de Novembro
2ª 3ª 4ª 5ª 6ª
10:00-11:00 Validação das
Métricas Chave
Pitching11:00-12:00
12:00-13:00
13:00-14:00
14:00-15:00 Estrutura de
Custos
Validação do
Modelo de
Negócio
15:00-16:00Treino do
Investment
Pitch
Investment
Pitch16:00-17:00
17:00-18:00
18:00-19:00
19:00-20:00
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10:00 Introdução
10:30 Métricas Chave
11:00 Pitching
12:00 Próximos Passos
Agenda
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Introdução
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FastStart Readiness Level 1.0
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10 Preparados para Investiment Pitch
9 Validação do Modelo de Negócio
8 Evidências de Tracção
7 Validação da Equipa
6 Protótipo 2.0 (High-Fidelity)
5 Validação de Produto-Mercado
4 Protótipo 1.0 (Low-Fidelity)
3 Validação de Problema-Solução
2 Entrevistas Realizadas
1 Modelo de Negócio Desenhado
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Avaliação do FastStart Readiness Level
Equipas: 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15
Modelo de Negócios desenhado
10 Hipóteses mais arriscadas devidamente descritas em Formulários de Hipóteses
30 Entrevistas sobre Problemas realizadas e, no mínimo, 12 clientes que partilham o problema
30 Entrevistas sobre Soluções realizadas e, no mínimo, 12 clientes que querem a solução
Validação do Problema-Solução, existindo, no mínimo, 5 clientes disponíveis para pagar
Protótipo 1.0 (Low-Fidelity MVP) criado
Validação do Produto-Mercado, existindo, no mínimo, 5 clientes comprometidos com o preço definido
Protótipo 2.0 (High-Fidelity MVP) criado
Validação da Equipa, assegurando as competências chavee capacidade de trabalho em grupo
Evidência de Tração, tendo conseguido 100 registos de interesse, 20 recomendações e, no mínimo, 5 clientes que utilizam regulamente a solução
Validação do Modelo de Negócio, tendo conseguido validar as 10 hipóteses mais arriscadas
Apresentação para Investment Pitch criada e validada
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Métricas Chave
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Traction is your story of
momentum, told through
quantified evidence of
market demand for your
product.
Brendan Baker, Hiten Shah
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What investors look for?
• Hierarchy of traction:
1. Sales
2. Field testing or pilot sites
3. Agreements for beta testing, pilots, field trials
4. Contract for pilot, field testing
5. Potential customer testimonials
6. Names of customers
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How to get 1 Million
Valuation?
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$1M Financing Round Milestones
• B2B SaaS: 1,000 seats at $10/month (or the equivalent $10k/month revenue with a higher priced SaaS offering)
• Enterprise Application: 2 paid pilot contracts for at least $100k combined
• Social: 100,000 downloads/signups
• Marketplace: $50k revenue/month
• Ecommerce: $50k revenue/month
Source: http://techcrunch.com/2013/04/22/want-to-raise-a-million-bucks-heres-what-youll-need/
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Exercício
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Exercício
• Identificar e estimar o valor para o primeiro ano
dos principais custos fixos e custos variáveis
associados ao modelo de negócio de cada
equipa.
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Tempo
10 Minutos
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Apresentações
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Pitching
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Video
(Guy Kawasaki)
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https://www.youtube.com/watch?v=0iqIBDVMOyw
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10/7/28
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Objective
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Agenda
• Introdução
• Problema
• Solução
• Tecnologia
• Mercado
• Fontes de Receitas
• Concorrentes
• Go-To-Market
• Equipa
• Tração
• Finanças
• Roadmap
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1. Clientes
• Quem são os nossos clientes?
• Descrever exemplos de clientes
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2. Problema
• Qual a dor que aliviamos e/ou
necessidade que satisfazemos?
• Descrever um problema que as pessoas
entendam.
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3. Solução
• Como vamos aliviar a dor?
• Assegurar que a audiência entende
clarament:
• O que vendemos
• Qual é a proposta de valor
• Está não é a altura para fazer uma descrição
detalhada da tecnologia
• Evitar texto, utilizar antes diagramas,
figuras e imagens
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Tecnologia (Opcional)
• Descrever a tecnologia utilizada
• Qual é a poção mágica que está por detrás
da proposta de valor
• Referir alianças e parcerias especiais que
dão substância e facilitam a execução da
ideia de negócio
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4. Mercado
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5.Fontes de Receitas
• Como vamos gahnar dinheiro?
• Quais as principais fontes de receitas?
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6. Concorrentes
• Descrever os principais concorrentes
• Nunca substimar a concorrências
• Os investidores querem saber o faz com que a
empresa seja mais forte que os concorrentes (e não
o que faz com que os concorrentes sejam mais
fracos).
• Nunca dizer “Não temos concorrentes”
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7. Plano de Go-To-Market
• Como vamos conquistar os
primeiros 10 clientes?
• Quais as principais tácticas de
marketing que vamos utilizar?
• Como vamos vender os nossos
produtos?
• Temos de convencer a
audiência que temos um plano
eficiente de Go-To-Market.
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8. Equipa
• Quem são os membros da equipa?
• Poucas palavras mas fortes
• Incluir mentores, parceiros, fornecedores desde qie
tragam credibilidade
• Não há problema em apresentar uma equipa
que não é perfeita
• Todas as equipas têm limitações
• O que interessa nesta altura é saber quais são essas
limitações e como as podemos ultrapassar
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9. Tração
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Metrics W2 W3 W4 W5 W6 W7 W8
Acquisition 40 30 50 55 200 500 800
Activation 10 12 15 25 50 150 250
Retention 5 6 10 15 30 90 130
Recommen
dation2 5 10 10 50 100 150
Sales 100 250 450 950
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10.Plano Financeiro
• Quais são os principais indicadores e
pressupostos
• Fazer estimativas para os próximos 3 a 5
anos
• Assegurar que a audiência entende os
indicadores e os pressupostos
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Roadmap
• Situação Actual
• O que já foi feito (últimos 6 meses)
• Calendário com principais “milestones” para o
próximo ano
• Como irão utilizar o capital investido?
• Situação Futura
• Crescimento das Vendas
• Crescimento da Equipa
• Expansão Geográfica
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Exemplos
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AirB&B
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https://www.speakeasy.is
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http://investors.getspeakeasy.com/
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http://investors.getspeakeasy.com/
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Exercício
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Exercício
• Desenhar os 10 slides do Investment
Pitch.
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Tempo
30 Minutos
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Apresentações
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Perguntas e
Respostas
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Próximos Passos
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Home Work
• Actualizar o Modelo de Negócios em função dos resultados dos testes
• Identificar ou actualizar as principais hipóteses
• Realizar entrevistas e sondagens
• Criar o Protótipo 2.0
• Preparar a apresentação para o Investment Pitch
• Actualizar o Quadro de Validação
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