99 questions winning entrepreneurs must answer: the minimum viable business plan

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Business & Mgmt

Published on December 27, 2013

Author: selenasol

Source: slideshare.net

BUILDING A COMPELLING BUSINESS PLAN ONE MESSAGE AT A TIME QUESTIONS WINNING ENTREPRENEURS MUST ANSWER

a great business plan, tells a story

here is one commonly used story arc….

MARKET We've found a specific market pain that will generate loads of cash sustainably PRODUCT We can uniquely deliver a customer-pain-killing product today & tomorrow COMPETITION We can survive and thrive amidst competition MARKETING Our target customers will know what, why, and where to buy…and then will buy OPS TEAM FINANCE We will deliver on our promises You can trust this team to make it all happen Everyone involved is going to get rich

But what goes in the chapters?

Let's go through one at a time….

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We've found a specific market pain that will generate loads of cash sustainably

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We've found a specific market pain that will generate loads of cash sustainably SUPPORTING MESSAGES • We have identified a large, valuable & growing market made up of customers who share a common problem. • Today, they workaround this problem by doing X, though this is shown to be unsatisfactory. • Within the large market, we have identified a beachhead segment who experience the pain quite acutely and would be willing to try a new solution. • We understand the macroeconomic context.

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We've found a specific market pain that will generate loads of cash sustainably SUPPORTING MESSAGES • We have identified a large, valuable & growing market made up of customers who share a common problem. • Today, they workaround this problem by doing X, though this is shown to be unsatisfactory. • Within the large market, we have identified a beachhead segment who experience the pain quite acutely and would be willing to try a new solution. • We understand the macroeconomic context. YOUR BUSINESS PLAN… 1. Explains the market, including overall size, segments, growth rate, & profit potential 2. Explains your market validation methodology & results

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We've found a specific market pain that will generate loads of cash sustainably SUPPORTING MESSAGES • We have identified a large, valuable & growing market made up of customers who share a common problem. • Today, they workaround this problem by doing X, though this is shown to be unsatisfactory. • Within the large market, we have identified a beachhead segment who experience the pain quite acutely and would be willing to try a new solution. • We understand the macroeconomic context. YOUR BUSINESS PLAN… 3. Explains how customers currently solve the problem and what are the problems with this solution from the customer's perspective.

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We've found a specific market pain that will generate loads of cash sustainably SUPPORTING MESSAGES • We have identified a large, valuable & growing market made up of customers who share a common problem. • Today, they workaround this problem by doing X, though this is shown to be unsatisfactory. • Within the large market, we have identified a beachhead segment who experience the pain quite acutely and would be willing to try a new solution. • We understand the macroeconomic context. YOUR BUSINESS PLAN… 4. Identifies the exact pain points that drive buying for your target 5. Details your beachhead and bowling pin segments (personas) - size, growth, characteristics, historical behavior, accessibility, buying process, buying frequency / seasonality 6. Explains how the needs of your segments differ from the needs of other segments 7. Explains how profoundly / urgently customers need the solution (don't show Maslow, but incorporate the ideas)

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We've found a specific market pain that will generate loads of cash sustainably SUPPORTING MESSAGES • We have identified a large, valuable & growing market made up of customers who share a common problem. • Today, they workaround this problem by doing X, though this is shown to be unsatisfactory. • Within the large market, we have identified a beachhead segment who experience the pain quite acutely and would be willing to try a new solution. • We understand the macroeconomic context. YOUR BUSINESS PLAN… 8. Explains relevant key trends: political, macro-economic, cultural/social, tech, FX, tax, repatriation of profits, etc 9. Explains where market power lies (Don't do a Porter Analysis, explicitly, but make sure your plan reflects one)

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We can uniquely deliver a customer-pain-killing product today & tomorrow

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We can uniquely deliver a customer-pain-killing product today & tomorrow SUPPORTING MESSAGES • The Minimum Viable Product is scoped out correctly (launch features relate directly to customer pain) and works. • The product builds upon a product platform and R&D plan/team that is fit for follow-on features or product lines. • There is a clear now, next, and future plan and a clear, comprehensive and realistic IP strategy.

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We can uniquely deliver a customer-pain-killing product today & tomorrow SUPPORTING MESSAGES • The Minimum Viable Product is scoped out correctly (launch features relate directly to customer pain) and works. • The product builds upon a product platform and R&D plan/team that is fit for follow-on features or product lines. • There is a clear now, next, and future plan and a clear, comprehensive and realistic IP strategy. YOUR BUSINESS PLAN… 10. Describes the product features vis-à-vis customer pain points [one-to-one map to pain points identified in the Market Section] & explain why they are part of the MVP 11. Explains the supply-chain and manufacturing processes 12. Explains guarantees & warranties 13. Explains how you satisfy required gov't approvals 14. Explains how close are you to launch (what exactly needs to be done)

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We can uniquely deliver a customer-pain-killing product today & tomorrow SUPPORTING MESSAGES • The Minimum Viable Product is scoped out correctly (launch features relate directly to customer pain) and works. • The product builds upon a product platform and R&D plan/team that is fit for follow-on features or product lines. • There is a clear now, next, and future plan and a clear, comprehensive and realistic IP strategy. YOUR BUSINESS PLAN… 15. Explains the product platform 16. Explains R&D capabilities and plan. What needs to still be done (timeline to launch) and then what's next? 17. Explains the iteration plan (next version features or products) and fast-failure / rapid dev processes 18. Explains product shelf life/operational life

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We can uniquely deliver a customer-pain-killing product today & tomorrow SUPPORTING MESSAGES • The Minimum Viable Product is scoped out correctly (launch features relate directly to customer pain) and works. • The product builds upon a product platform and R&D plan/team that is fit for follow-on features or product lines. • There is a clear now, next, and future plan and a clear, comprehensive and realistic IP strategy. YOUR BUSINESS PLAN… 19. Explains the Intellectual Property strategy. Is this defensible?

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We can survive and thrive amidst competition

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We can survive and thrive amidst competition SUPPORTING MESSAGES • We know who our competitors & substitutes are, and who will enter after us • We also understand the strengths and weaknesses of our competitors in terms of product (vis-à-vis customer pain) and valuechain. • We know how they will respond to us, and have a plan to sustainably defend ourselves in our chosen niche.

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We can survive and thrive amidst competition SUPPORTING MESSAGES • We know who our competitors & substitutes are, and who will enter after us • We also understand the strengths and weaknesses of our competitors in terms of product (vis-à-vis customer pain) and valuechain. • We know how they will respond to us, and have a plan to sustainably defend ourselves in our chosen niche. YOUR BUSINESS PLAN… 20. Identifies direct and indirect competitors by product or geographic segment and channel – ask your customers who they think you compete with 21. Identifies what share each competitor has & what you want / need

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We can survive and thrive amidst competition SUPPORTING MESSAGES • We know who our competitors & substitutes are, and who will enter after us • We also understand the strengths and weaknesses of our competitors in terms of product (vis-à-vis customer pain) and valuechain. • We know how they will respond to us, and have a plan to sustainably defend ourselves in our chosen niche. YOUR BUSINESS PLAN… 22. Charts you and your competition against customer pain points [identified earlier in Market Section] 23. Identifies ballpark price, revenue & profit numbers for competitors 24. Analyzes competitors' products. You should buy and use them if possible

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We can survive and thrive amidst competition SUPPORTING MESSAGES • We know who our competitors & substitutes are, and who will enter after us • We also understand the strengths and weaknesses of our competitors in terms of product (vis-à-vis customer pain) and valuechain. • We know how they will respond to us, and have a plan to sustainably defend ourselves in our chosen niche. YOUR BUSINESS PLAN… 25. Explains how competitors will respond to you (how have they responded in the past?) How strongly and quickly will they retaliate? 26. Explains how you will respond to their retaliation (ideally without undermining segment margin)? 27. Describes the barriers to entry that you must overcome to break in, and what plans do you have to do so? 28. Describes what barriers to entry you will erect to prevent followers?

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Our target customers will know what, why, and where to buy…and then will buy!

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Our target customers will know what, why, and where to buy…and then will buy! SUPPORTING MESSAGES • We understand the individual customers making up the beachhead & bowling pin segments, and how they prioritize wants / needs. • We have a clear, relevant and executable… • Pricing Strategy • Promotion Strategy • Brand Strategy, • Channel and Sales Strategies • We understand the cost model, mgmt needs, and life cycle underlying sales & marketing

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Our target customers will know what, why, and where to buy…and then will buy! SUPPORTING MESSAGES • We understand the individual customers making up the beachhead & bowling pin segments, and how they prioritize wants / needs. • We have a clear, relevant and executable… • Pricing Strategy • Promotion Strategy • Brand Strategy, • Channel and Sales Strategies • We understand the cost model, mgmt needs, and life cycle underlying sales & marketing YOUR BUSINESS PLAN… 29. Provides proof that the product is viable – testimonials, Purchase Orders, Letters of Intent/Interest, market research (kickstarter is great for this) 30. Explains how you will get customers to repurchase (follow-on)

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Our target customers will know what, why, and where to buy…and then will buy! SUPPORTING MESSAGES • We understand the individual customers making up the beachhead & bowling pin segments, and how they prioritize wants / needs. • We have a clear, relevant and executable… • Pricing Strategy • Promotion Strategy • Brand Strategy, • Channel and Sales Strategies • We understand the cost model, mgmt needs, and life cycle underlying sales & marketing YOUR BUSINESS PLAN… 31. Details your pricing strategy (penetration, competitive, premium, freemium, lossleadership, etc) 32. Explains how your pricing compares to competitors and the industry generally 33. Explains how the customer perceives value? How did you research this? 34. Explains the effective markup

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Our target customers will know what, why, and where to buy…and then will buy! SUPPORTING MESSAGES • We understand the individual customers making up the beachhead & bowling pin segments, and how they prioritize wants / needs. • We have a clear, relevant and executable… • Pricing Strategy • Promotion Strategy • Brand Strategy, • Channel and Sales Strategies • We understand the cost model, mgmt needs, and life cycle underlying sales & marketing YOUR BUSINESS PLAN… 35. Explains your promotion media (viral, cross selling, advertisement media, trade shows/exhibitions and why 36. Explains your PR strategy 37. Explains incentive programs (free trial/gift) or endorsements 38. Explains how the promotional mix will evolve 39. Explains advertising objectives and messages 40. Explains how you will measure success

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Our target customers will know what, why, and where to buy…and then will buy! SUPPORTING MESSAGES • We understand the individual customers making up the beachhead & bowling pin segments, and how they prioritize wants / needs. • We have a clear, relevant and executable… • Pricing Strategy • Promotion Strategy • Brand Strategy, • Channel and Sales Strategies • We understand the cost model, mgmt needs, and life cycle underlying sales & marketing YOUR BUSINESS PLAN… 41. Defines your Brand / Trademark & Positioning Strategy • Logo • Colors • Slogans / Tag Line • Positioning statement 42. Explains/shows your packaging 43. Shows visuals or provides physical demos if possible

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Our target customers will know what, why, and where to buy…and then will buy! SUPPORTING MESSAGES • We understand the individual customers making up the beachhead & bowling pin segments, and how they prioritize wants / needs. • We have a clear, relevant and executable… • Pricing Strategy • Promotion Strategy • Brand Strategy, • Channel and Sales Strategies • We understand the cost model, mgmt needs, and life cycle underlying sales & marketing YOUR BUSINESS PLAN… 44. Explains if you will sell direct (sales force, retail, telemarketing, catalog, Internet, etc) or via channel (agent, wholesaler, license, franchise, MLM, etc)? 45. Explains your value prop to partners – why will they push you (if channel driven) 46. Explains how you will make your first sale 47. Explains immediate sales plan 48. Explains transport / warehousing issues (FOB, customs, trade docs, etc) 49. Explains your location plan

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Our target customers will know what, why, and where to buy…and then will buy! SUPPORTING MESSAGES • We understand the individual customers making up the beachhead & bowling pin segments, and how they prioritize wants / needs. • We have a clear, relevant and executable… • Pricing Strategy • Promotion Strategy • Brand Strategy, • Channel and Sales Strategies • We understand the cost model, mgmt needs, and life cycle underlying sales & marketing YOUR BUSINESS PLAN… 50. Explains costs associated with marketing / sales (commission & misc incentives) 51. Explains Int'l considerations 52. Documents the buyer's buying process? Who decides / who influences? How long is the sales cycle? 53. Explains sales training plan & collateral / brochureware 54. Explains the expected close rate and sales per salesperson expectations 55. Explains expected objections 56. Shows that you interviewed sales people of the same or similar products to check assumptions

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We will deliver on our promises

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We will deliver on our promises SUPPORTING MESSAGES • We can scale seamlessly w/ market demand & produce product at the right time, right quality, and right cost. • Supply chain • Ops/Manufacturing • Workforce • We can support customers after sale • We understand our op & emerging risks and deploy appropriate controls • Our plan is differentiated, but makes logical sense in our industry

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We will deliver on our promises SUPPORTING MESSAGES • We can scale seamlessly w/ market demand & produce product at the right time, right quality, and right cost. • Supply chain • Ops/Manufacturing • Workforce • We can support customers after sale • We understand our op & emerging risks and deploy appropriate controls • Our plan is differentiated, but makes logical sense in our industry YOUR BUSINESS PLAN… 57. How will you ensure the consistent and regular supply of raw materials? 58. Explains cost of raw materials and supply chain

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We will deliver on our promises SUPPORTING MESSAGES • We can scale seamlessly w/ market demand & produce product at the right time, right quality, and right cost. • Supply chain • Ops/Manufacturing • Workforce • We can support customers after sale • We understand our op & emerging risks and deploy appropriate controls • Our plan is differentiated, but makes logical sense in our industry YOUR BUSINESS PLAN… 59. Explains if you'll manufacture yourself or contract 60. Explains IP protection 61. Explains quality control 62. Explains your differentiating manufacturing processes 63. Identifies facilities (offices, factories, etc) and explains geographic placement rationale (esp. with regards to supply /distribution) 64. Explain manufacturing capacity plan vis-à-vis projected (best and worst case) growth (define capacity limitations milestones)

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We will deliver on our promises SUPPORTING MESSAGES • We can scale seamlessly w/ market demand & produce product at the right time, right quality, and right cost. • Supply chain • Ops/Manufacturing • Workforce • We can support customers after sale • We understand our op & emerging risks and deploy appropriate controls • Our plan is differentiated, but makes logical sense in our industry YOUR BUSINESS PLAN… 65. Explains your workforce growth plan and supporting training & infrastructure 66. Explains needed job roles? 67. Documents salary / comp model 68. Explains any unique aspects of your culture or employee engagement plan 69. Demonstrates that you understand relevant employment regulations & contracts

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We will deliver on our promises SUPPORTING MESSAGES • We can scale seamlessly w/ market demand & produce product at the right time, right quality, and right cost. • Supply chain • Ops/Manufacturing • Workforce • We can support customers after sale • We understand our op & emerging risks and deploy appropriate controls • Our plan is differentiated, but makes logical sense in our industry YOUR BUSINESS PLAN… 70. Explains how you will provide after-service support (people, infrastructure)? 71. Explains how you will handle complaints?

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We will deliver on our promises SUPPORTING MESSAGES • We can scale seamlessly w/ market demand & produce product at the right time, right quality, and right cost. • Supply chain • Ops/Manufacturing • Workforce • We can support customers after sale • We understand our op & emerging risks and deploy appropriate controls • Our plan is differentiated, but makes logical sense in our industry YOUR BUSINESS PLAN… 72. Explains how you deal with risks of raw material shortfall vis-a-vis growth projections. Are suppliers powerful? 73. Explains your union approach 74. Explains your ability to find the right skills 75. Explains key-person risks 76. Provides a sensitivity analysis on profit depending on supply or distribution bottlenecks, defects, etc 77. Explains your plan for responding to IP infringement 78. Documents your insurance plan

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE We will deliver on our promises SUPPORTING MESSAGES • We can scale seamlessly w/ market demand & produce product at the right time, right quality, and right cost. • Supply chain • Ops/Manufacturing • Workforce • We can support customers after sale • We understand our op & emerging risks and deploy appropriate controls • Our plan is differentiated, but makes logical sense in our industry YOUR BUSINESS PLAN… 79. Provides comparable data from competitors on quality levels, staffing, servicing, warranties, methods & metrics of sales, credit terms, reputation, marketing channels. You are allowed to be different, but you should look similar enough to be believable

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Trust this Team!

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Trust this Team! SUPPORTING MESSAGES • We're resourceful, committed, and have shown gumption thus far. • We are clear about what is to come, and are realistic, street-smart, and complete in our project plan • We understand which set of core competencies are required for this business. • We have gathered a team of executives, advisors, and directors that ensure coverage. • The executive team is compete, clear, committed, and has synergy.

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Trust this Team! SUPPORTING MESSAGES • We're resourceful, committed, and have shown gumption thus far. • We are clear about what is to come, and are realistic, street-smart, and complete in our project plan • We understand which set of core competencies are required for this business. • We have gathered a team of executives, advisors, and directors that ensure coverage. • The executive team is compete, clear, committed, and has synergy. YOUR BUSINESS PLAN… 80. Provides background story about how the firm came about 81. Shares your vision/mission 82. Identifies your legal & ownership structures (cap table) - ideally, with some of your skin in the game 83. Lists accomplishments to date • Product Development • Market Validation • Sales • Value-chain / Partnerships • Funding

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Trust this Team! SUPPORTING MESSAGES • We're resourceful, committed, and have shown gumption thus far. • We are clear about what is to come, and are realistic, street-smart, and complete in our project plan • We understand which set of core competencies are required for this business. • We have gathered a team of executives, advisors, and directors that ensure coverage. • The executive team is compete, clear, committed, and has synergy. YOUR BUSINESS PLAN… 84. Depicts the key post-funding milestones and the action plan • Product Development • Sales & Marketing • Growth • Marketing • Hiring Be honest with milestones. You must hit them!

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Trust this Team! SUPPORTING MESSAGES • We're resourceful, committed, and have shown gumption thus far. • We are clear about what is to come, and are realistic, street-smart, and complete in our project plan • We understand which set of core competencies are required for this business. • We have gathered a team of executives, advisors, and directors that ensure coverage. • The executive team is compete, clear, committed, and has synergy. YOUR BUSINESS PLAN… 85. Identifies the key hard and soft competencies that the business needs to pull this off

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Trust this Team! SUPPORTING MESSAGES • We're resourceful, committed, and have shown gumption thus far. • We are clear about what is to come, and are realistic, street-smart, and complete in our project plan • We understand which set of core competencies are required for this business. • We have gathered a team of executives, advisors, and directors that ensure coverage. • The executive team is compete, clear, committed, and has synergy. YOUR BUSINESS PLAN… 86. Identifies how you’ll cover the hard and soft skills with executives, advisors, or directors (quick, targeted bios) • Significant Industry Knowledge • Great Reputation • Key Contacts (qualified sales leads or channel partners) • Specialized skills (Legal, Accounting, High-growth) 87. Explains who will do what in the company (org chart & job descriptions)?

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Trust this Team! SUPPORTING MESSAGES • We're resourceful, committed, and have shown gumption thus far. • We are clear about what is to come, and are realistic, street-smart, and complete in our project plan • We understand which set of core competencies are required for this business. • We have gathered a team of executives, advisors, and directors that ensure coverage. • The executive team is compete, clear, committed, and has synergy. YOUR BUSINESS PLAN… 88. Explains how long has the team worked together – what binds them to this great challenge ahead? 89. Explains how you are compensating everyone? Will it maximize engagement but also maximize the value of shares/options?

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Everyone involved is going to get rich

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Everyone involved is going to get rich SUPPORTING MESSAGES • Our financial assumptions are sound • We know what we need from investors • Investors get a great deal if they come in now

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Everyone involved is going to get rich SUPPORTING MESSAGES • Our 5-year financial assumptions are sound • We know what we need from investors • Investors get a great deal if they come in now YOUR BUSINESS PLAN… 90. Explains the assumptions behind the large, high growth opportunity (price, volume, and growth) 91. Explains the assumptions behind the cost model (salary, COGS, cost of sales & marketing, financial ratios) 92. Provides a sensitivity analysis of worst, best, and expected performance (incl. volume, price, & costs) 93. Provides industry comparison research points to anchor assumptions

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Everyone involved is going to get rich SUPPORTING MESSAGES • Our 5-year financial assumptions are sound • We know what we need from investors • Investors get a great deal if they come in now YOUR BUSINESS PLAN… 94. Explains what you will spend investment money on and when it will be needed (multiple phases required) 95. Explains the approach to using investors money for CAPEX vrs. OPEX and sunk assets

MARKET PRODUCT COMPETITION MARKETING OPS TEAM FINANCE KEY MESSAGE Everyone involved is going to get rich SUPPORTING MESSAGES • Our 5-year financial assumptions are sound • We know what we need from investors • Investors get a great deal if they come in now YOUR BUSINESS PLAN… 96. Explains valuation calculation at time of investment (including discount rate) 97. Explains valuation calculation at time of exit 98. Explains the exit plan (to whom - if trade sale, how much, and when) 99. Explains comparable exits as baseline

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