teamwork makes the dream work - startup teams investors love
TRANSCRIPT
Building the Best Team that Delivers and that Investors Love
TEAMWORK MAKES THE DREAM WORK:
DEFINITIONS • Team = people contributing to product and its interface with
medicine
• Investors = people / organizations supplying capital to enterprise in return for ownership
WHO IS YOUR TEAM?
Founder/ CEO
Employees
Management Team BOD
Advisors
Consultants
Investors
Suppliers
Legal (Corp. &
IP)
Insurance
SPECTRUM OF INVESTORS
Seed / Angels (F&F)
Series A Series B Series C… / IPO/ M&A
Private / Family office
Venture Fund
Strategic
TOP 5 THINGS INVESTORS CONSIDER • Need • Solution • Protection • Market, Investment and Return • Team
INVESTORS KNOW THAT THE MANAGEMENT TEAM IS MAJOR SOURCE OF RISK AND FAILURE • VC survey: 65% of failures within their portfolio companies due
to problems with the startup’s management team. • Investors report 61% of problems in their portfolio companies
involved issue within the team.
INVESTOR TEAM RISK MITIGATION • Work with people and teams with whom they had success (exits) • Work with people and teams they know • Work with people and teams that had success (exits) for others • Work with teams that have worked together before • Work with teams with lots of experience
NON-DILUTIVE FUNDING SOURCES
BUILDING A TEAM DILEMMA
TEAM YOU NEED DEPENDS ON:
Seed / Angels (F&F) Series A Series B Series C… /
IPO/ M&A
Where you are in product development
Where you are in fund raising
Concept generation
Proof-of-concept
First-in-man
Filing/ Approval
Market Launch
TEAM NEEDS BASED ON PRODUCT DEVELOPMENT STAGE
Concept generation
Proof-of-concept
First-in-man
Filing/ Approval
Market Launch
Medical need Technology solution expertise Market recognition
Product engineering Preclinical expertise Regulatory expertise
Market understanding Clinical expertise Manufacturing Quality
Supply chain Marketing Reimbursement
Pipeline Sales Finance
TEAM NEEDS BASED ON FUNDING STAGE
Medical expert* Technology expert* Market expert* IP attorney* *can be consultants, advisors, Board members, contractors…
CMO CTO CEO Engineering/ science team Preclinical* Regulatory* IP*
CMO CTO CEO Engineering/ science team Clinical team Regulatory IP* Manufacturing* CFO Quality Supply chain Marketing Reimbursement*
CMO CTO CEO Engineering/ science team Clinical team Regulatory IP* VP Manufacturing CFO Quality Supply chain Marketing Reimbursement* VP Sales
Seed / Angels (F&F) Series A Series B Series C… /
IPO/ M&A
TEAM TAKE-HOMES FOR INVESTORS • Experience matters
• Industry/ devices, investors, startups, covering all the bases
• Network matters
• Co-founders/team, investors, Board and advisors
• Success matters
• Prior marketed products, prior startup successes, prior exits
EVALUATING TEAM STRENGTH A structured approach to
RELATIVE MINIMUM TEAM STRENGTH FOR DIFFERENT INVESTORS & INVESTMENT STAGES
Seed / Angels (F&F) Series A Series B Series C… /
IPO/ M&A
Private / Family office
Strategic
Venture Fund
12 36 48 80 16 40 60 88 24 52 72 100
THE EARLY TEAM
START WITH FOUNDER CEO • Pick one as CEO:
• King • Famous • Rich
If you didn’t pick Rich, don’t seek funding You don’t have investors’ priorities
SCORING THE EARLY TEAM Founder experience
First time 2nd 3 or more cos.
0 8 16
Operating experience or MD experience
12 8
Investor relationship
Strangers Introduced Known – v. positive
0 4 12
Made money for an investor before For this investor before
12 20
Other team members
Regulatory Clinical (CMO) Consultants known
8 8 4
Product Development Commercial/ Market Advisor(s) known to investors Board members known to investors
8 8 4
8/ea
• MD - idea from practice experience (8)
• Does not know investors or angels (0)
• Other team members not from medical device industry (0)
• No well known advisors (0)
• GOING TO HAVE A DIFFICULT TIME
• Usual Solutions:
• Raise money from friends & family (12)
• Others:
• Outside advisors or Board members (4-8)
• Co-founders with industry experience (12)
• Executive with idea from industry experience (12)
• Knows investors (12)
• Other team members with clinical (8) and regulatory (8) medical device industry experience (tot = 16)
• Highly credible outside Board member (8)
• TEAM WILL MAKE FINANCING MUCH EASIER
HYPOTHETICAL FIRST TIME FOUNDERS
THE FUNDED TEAM
SCORING THE “A” TEAM Founder experience
First time 2nd 3 or more cos.
0 8 16
Operating experience or MD experience
12 8
Investor relationship
Strangers Introduced Known – v. positive
0 4 12
Made money for an investor before For this investor before
12 20
Other team members
Regulatory Clinical (CMO) Consultants known
8 8 4
Product Development Commercial/ Market Advisors known to investors Board members known to investors
8 8 4 8
Series A
SCORING THE “B” TEAM Founder experience
First time 2nd 3 or more cos.
0 8 16
Operating experience or MD experience
12 8
Investor relationship
Strangers Introduced Known – v. positive
0 4 12
Made money for an investor before For this investor before
12 20
Other team members
Regulatory Clinical (CMO) Consultants known Sales & Marketing Quality (QA)
8 8 4 8 8
Product Development Commercial/ Market Advisors known to investors Board members known to investors Manufacturing/ Supply Chain
8 8 4 8 8
Prior investor(s) Unknown 4 Highly credible/ well known 16
Series B
SCORING THE “C” TEAM Founder experience
First time 2nd 3 or more cos.
0 8 16
Operating experience or MD experience
12 8
Investor relationship
Strangers Introduced Known – v. positive
0 4 12
Made money for an investor before For this investor before
12 20
Other team members
Regulatory Clinical (CMO) Consultants known Sales & Marketing Quality (QA)
8 8 4 8 8
Product Development Commercial/ Market Advisors known to investors Board members known to investors Manufacturing/ Supply Chain
8 8 4 8 8
Prior investor(s) Unknown 4 Highly credible/ well known 16
Series C… / IPO/ M&A
MOST IMPORTANT… • Getting your medical innovation to the market where it can help patients
Who do you need to get the job done?
Can you work together synergistically?
Can you inspire confidence in investors?
THINGS WILL GO WRONG! • Inevitably there will be ups and downs
• During the downs, how does the team work?
• Pulls together – steps up – no blame – make it work – accepts help
• Finger pointing – factions – effort slacks – insular and secretive
• If someone on the team does not deliver or respond constructively to the downs, must deal with it IMMEDIATELY!
• Change attitude, roles
• Leave company
TEAM TAKE-HOMES FOR ENTREPRENEUR • Experience matters
• Network matters
• Success matters
Trust and respect matter most
Team that can get the job done will be the team investors (& patients in the future) love!
MICHAEL J. WEICKERT
632 Sylvan Way
Emerald Hills, CA 94062
Phone (650) 568-6125
Cell (650) 218-1840
www.witcreek.com