investor readiness: startup valuation by startups.be
TRANSCRIPT
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Agenda
• First remarks• Pre-Money / Post-Money & dilution•Dangers of wrong valuation• Factors impacting valuation
Startup valuationwww.startups.be
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Agenda
Methodologies• Rule of thumb• Traditional methods• VC method• Scorecard method (not analyzed here)• Dave Berkus Method• Risk Factor Summation•Multiples & comparables
Startup valuationwww.startups.be
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Reviewed by
Patrick PolakPartner
Startup valuationwww.startups.be
Frank MaenePartner
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First remarks• 1st rule : there is no rule
• Rule of thumb
•More an art than a science
• Price is not (always) the value
Startup valuationwww.startups.be
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First remarks• Don’t compare
- With US or other countries- With your friends
•More mature, more rational- From people/potential to metrics
• Valuations evolve all the time
• Be realistic and flexible Startup valuationwww.startups.be
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First remarks
• Professional (not personal) discussions
• Always too diluted for entrepreneurs and too expensive for investors
• Investment terms are as important as valuation
Startup valuationwww.startups.be
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Dangers of wrong valuation• Too high valuation
- Not attract the right investors- Difficult for futher rounds (down rounds, weak progresses)- Time to close is longer- Pressure & expectations- Terms
Startup valuationwww.startups.be
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Dangers of wrong valuation• Too low valuation
- Too much given, not enough equity for further investors, employees- Founders’ motivation- Difficulty to justify good valuation later
Startup valuationwww.startups.be
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Pre & Post Money Valuation
• Pre-money- Value of your company before investors’ money
• Investment
• Post money- Value of your company after investment
Startup valuationwww.startups.be
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Dilution
Example• Company worth 1M€ before investment (Pre)• Investors invest 250k€• Post Money valuation : 1M€ + 250k€ = 1,25M€
• Ownership after investment : - Founders : 1M€/1.25M€ = 80%- Investors : 0.25M€/1.25M€ = 20%
Startup valuationwww.startups.be
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Dilution
Startup valuationwww.startups.be
Calculate # shares & share price =>%
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Factors Impacting Valuation
• Economy & market conditions
• Location
• Business Sector / industry
Startup valuationwww.startups.be
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Factors Impacting Valuation
• Stage of Development
• Team
•Market Size
• Competition
Startup valuationwww.startups.be
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Factors Impacting Valuation• Revenue & (gross) margins
• Unit economics, metrics & traction
• Use of funds and next milestones
• Round size & competition to invest
• Further round(s) / past rounds
Startup valuationwww.startups.be
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Valuation (Rule of thumb)
• (Net) Burn rate for the next 18-24 months• Achieve milestones for next round
• Investors want to have 20-35% of the company to have substantial returns
•Multiples regarding your industry / your company
Startup valuationwww.startups.be
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17Startup valuationwww.startups.be
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18J. De la RochebrochartStartup valuationwww.startups.be
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Valuation (Rule of thumb)
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20Dries Bruytaert
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21shockwaveinnovations.com
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Traditional methods
• (Past : assets) -> not for tech startups
• Present : multiple
• (Future : Discounted Cash Flow) -> not for early stage startups
Startup valuationwww.startups.be
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Different methods
•VC method
• Scorecard method (not here->pre-revenue)
•Dave Berkus Method
•Risk Factor Summation
•Multiples
Startup valuationwww.startups.be
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VC method
• Size of the fund• IRR to their LP’s•# of investments•# of rounds per company• Ticket size• Time to exit• Further rounds needed (further dilution)•Ownership
Startup valuationwww.startups.be
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VC method
•What value at exit?•Post-Money = Exit Value / (1+IRR)^time
Example• Time : 5 years• IRR : 20%• Exit : 25M€ (+/- average exit price in Europe)• Post Money : 25M€/(1,2^5) = 10,047M€
Startup valuationwww.startups.be
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VC method
Example• Time : 5 years• Invest 2M€ @ 10M€ (Post-money)->20%• Further investment : 3M€ @15M€• Dilution of 20% (VC doesn’t follow-on in this case)
• Ownership : 16% ->4M€ return on 2M€• IRR : 15% -> NOT OK => lower valuation
Startup valuationwww.startups.be
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VC method
• Fund size : 50M€• Investments : 40M€ (Fund - mgt fees)• IRR (expected) : 3X on 10 years (12% IRR)•# investments : 22
Investments in a startup (M€)
#startups
5 51,5 41 5
0,5 8
40 22Startup valuationwww.startups.be
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Case 1 – 2,75X (10,65%) Amount
invested (M€)#startups Return Exits (M€)
13,5 11 0 0
8 4 1 8
12 4 3 36
6,5 3 10 65
40 22 109
Portfolio 1)5@0,5M + 3@1M+2@1,5M+1@5M 2)1@0,5M + 1@1M+1@1,5M+1@5M 3)1@0,5M + 0@1M+1@1,5M+2@5M 4)1@0,5M + 1@1M+0@1,5M+1@5M
This is a theoretical case Many VCs don’t have this returns and few have much betterPortfolio repartition is never pre-determined
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Case 2 – 3,02X (11,69%) Amount
invested (M€)#startups Return Exits (M€)
13,5 11 0 0
7 4 1 78,5 4 4 34
11 3 10 110
40 22 151Portfolio 1)5@0,5M +
3@1M+2@1,5M+1@5M 2)2@0,5M +1@5M 3)1@0,5M +2@1,5M+1@5M 4)2@1M+2@5M
This is a theoretical caseMany VCs don’t have this returns and few have much betterPortfolio repartition is never pre-determinedIRR on 50M€ not 40M€
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Case 3 – 2X (7,18%) Amount
invested (M€)#startups Return Exits (M€)
13,5 11 0 02 2 1 27 3 1,5 10,57 3 3 21
5,5 2 4 225 1 5 25
40 22 80,5Portfolio 1)5@0,5M + 3@1M+2@1,5M+1@5M 5) 1@0,5M +
1@5M 2)1@0,5M + 1@1,5M 6) 1@5M 3)2@1M+ 1@5M 4)1@0,5M + 1@1,5M+1@5M
This is a theoretical case
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VC method
CB Insights BUT majority of the startups die before any exitAverage exit in Europe/Benelux : 23M€
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Berkus Method (seed stage)Criteria Range
Sound idea Basic Value
0-500.000€
Prototype Reducing technology risk
0-500.000€
Quality management teamReducing execution risk
0-500.000€
Strategic relationshipsReducing market risks
0-500.000€
Product roll out & salesReducing production risks
0-500.000€
Startup valuationwww.startups.be
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Risk Factors SummationCriteria Range
Management -2 / -1 / 0 / +1 / +2 Stage of the business -2 / -1 / 0 / +1 / +2 Legislation/ Political risk -2 / -1 / 0 / +1 / +2 Sales & marketing risk -2 / -1 / 0 / +1 / +2 Funding risk -2 / -1 / 0 / +1 / +2 Competition risk -2 / -1 / 0 / +1 / +2 Technology risk -2 / -1 / 0 / +1 / +2 Ligitation risk -2 / -1 / 0 / +1 / +2 International risk -2 / -1 / 0 / +1 / +2 Reputation risk -2 / -1 / 0 / +1 / +2 Exit -2 / -1 / 0 / +1 / +2
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Risk Factor Summation ScoreManagement 1Stage of the business -1Legislation/ Political risk 2Sales & marketing risk -2Funding risk 1Competition risk 0Technology risk -1Ligitation risk 1International risk -1 Reputation risk 1Exit 1
Total 2
Average valuation 1M€Unit = 250k€ 500k€Total 1,5M€
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Multiples•Multiple of few metrics like• Revenue• Growth• (EBITDA) -> most of the time negative• (P/E ratio) -> most of the time negative• (Price book ratio) -> no sense• (Dividend Yield) -> most of the time none
Shares of a public companies are more liquid then you will have a discount as a private company => lower valuation
Startup valuationwww.startups.be
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MultiplesFiguresareoutdated
BUT
Principleremainsthe same
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MultiplesFiguresareoutdated
BUT
Principleremainsthe same
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MultiplesFiguresareoutdated
BUT
Principleremainsthe same
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Multiples (evolution)
Tomasz Tunguz
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Multiples• The next slides are
about US publicly traded companies• Goal is to show
difference by sectors• Difference between
private and public companies exists• Public companies
have a premium valuation• Leader companies too
Mahesh.vc
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Multiples
Mahesh.vcStartup valuationwww.startups.be
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Multiples
Mahesh.vcStartup valuationwww.startups.be
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Multiples
Mahesh.vcStartup valuationwww.startups.be
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Multiples
Mahesh.vcStartup valuationwww.startups.be
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Multiples
Mahesh.vcStartup valuationwww.startups.be
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One tool that can help you
https://www.seriousfunding.be/
www.seriousfunding.be
Startup valuationwww.startups.be
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Appendix
Mark Suster
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Appendix
Mark Suster
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Appendix
Mark Suster/US
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Appendix
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AppendixLessmoneyinvested in Europe but also less pressure regarding exits
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Appendix
A good assessment is to look at your competitors through two Databases