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@DaveMcClure
@500Startups http://500.co
Stanford Univ - Feb 2016
Venture Capital 2.0
Make Lots of Little Bets.
Expect Most to Fail.
Dave McClure

Founding Partner, 500 Startups
00’s & 10’s:
• VC: Founders Fund, Facebook fbFund, 500 Startups
• Angel: Mashery, Mint.com, SlideShare, Twilio, Wildfire, SendGrid
• Marketing: PayPal, Simply Hired, Mint.com, O’Reilly
80’s & 90’s:
• Entrepreneur: Aslan Computing (acq’d by Servinet/Panurgy)
• Developer: Windows / SQL DB consultant (Intel, MSFT)
• Engineer: Johns Hopkins‘88, BS Eng / Applied Math
How to Become a VC
• Option 1: Go to Harvard/Stanford/Wharton, Get MBA, Become
VC Associate, Work at McKinsey / Google / Facebook, Re-Join
VC as Junior Partner or Partner
• Option 2: Start a Startup, Grow Really Big, Sell for $1B+, Join
VC as Partner
• Option 3: Wander around lost in the forest, Work Your Ass Off
for 25 yrs, do some angel investing, Start your own Firm
• What is 500?
– $220M silicon valley VC fund + startup accelerator
– 100 people / 30 partners / 25 languages / 20 countries
– 1500+ Companies / 3000+ Founders / 200+ Mentors
– Investment, Accelerator, Distro, Marketing, Events, Education
– Community + Content + Conferences
• 1500+ Co’s / 50+ Countries
– Credit Karma ($3.5B)
– Twilio ($1B+)
– GrabTaxi ($1B+)
– Wildfire (acq GOOG, $350M)
– MakerBot (acq SSYS, $400M)
– Viki (acq Rakuten, $200M)
– Behance (acq Adobe, $150M)
– Simple (acq BBVA, $117M)
– Sunrise (acq MSFT, $100M)
– Udemy
– Ipsy
– TalkDesk
– Intercom
500 Startups

Global Seed Fund & Startup Accelerator

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• Provide capital, community, education
to smart people (founders, investors)
• Build functional startup ecosystems
(founders, team, angels, accelerators, VC
funds, capital, exits, liquidity, etc)
• #HFGSD: Have Fun, Get Shit Done.
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2010 5 MV 10 75
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2013 30 CHN, SEA 75 650
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– Dramatically reduced cost for servers, software, bandwidth
– Funding Platforms: KickStarter, Angel List, Funders Club, etc
– Access to online platforms for 100M-1B+ consumers, smallbiz, etc
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• Exodus Hosting
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• $1-2M seed round
• $3-5M Series A
• Sand Hill Road crawl
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more info: http://PreMoney.co
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• Engineering + Design / UX (Product)
• Platforms + Distribution (Customers)
• Online Payments (Monetization)
• IPO / M&A Market (Exits)
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500 Strategy: Lots of Little Bets*
1) make lots of little
bets on pre-traction,
early-stage startups
3) wait 5-10 years for returns:
-10-20% small exits @1-5X ($5-25M+)
-5-10% larger exits @5-20X ($25-250M+)
-1-2% unicorns @20-50X+ ($250M-1B+)
*See Peter Sims book: “Little Bets”
2) over the next five years,
double-down on top 20-30%
~500 co’s @ $100K 1st checks
100-200 co’s @ $200-500K
2nd/3rd checks
(target 25-50 exits @ $100M+)
(assume high failure rate ~50-80%)
The Lean Investor
Make lots of little bets:
• Start with many small “experiments”
• Filter out failures + small wins
• Double-down on stuff that looks like it’s working
• Incubation: $0-100K (“Build & Validate Product”)
• Seed: $100K-$1M (“Test & Grow Marketing Channels””)
• Venture: $1M-$10M (“Maximize Growth & Revenue”)
Investment Stage #1: 

Product Validation + Customer Usage
• Structure
– 1-3 founders
– $0-$100K investment
– Incubator environment: multiple peers, mentors/advisors
• Test Functional Prototype / “Minimum Viable Product” (MVP):
– Prototype->Alpha, ~3-6 months
– Develop Minimal Critical Feature Set => Get to “It Works! Someone Uses It.”
– Improve Design & Usability, Setup Conversion Metrics
– Test Small-Scale Customer Adoption (10-1000 users)
• Demonstrate Concept, Reduce Product Risk, Test Functional Use
• Develop Metrics & Filter for Possible Future Investment
Investment Stage #2: 

Market Validation + Revenue Testing
• Structure
– 2-10 person team
– $100K-$1M investment
– Syndicate of Angel Investors / Small VC Funds
• Improve Product, Expand Customers, Test Revenue:
– Alpha->Beta, ~6-12 months
– Scale Customer Adoption => “Many People Use It, & They Pay.”
– Test Marketing Campaigns, Customer Acquisition Channels + Cost
– Test Revenue Generation, Find Profitable Customer Segments
• Prove Solution/Benefit, Assess Market Size
• Test Channel Cost, Revenue Opportunity
• Determine Org Structure, Key Hires

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dave mcclureventure capitalemerging markets
From 500 Startups to 500 VCs
From 500 Startups to 500 VCsFrom 500 Startups to 500 VCs
From 500 Startups to 500 VCs

Dave McClure gave a talk about reinventing venture capital through 500 Startups' model of making many small investments. He discussed how technology has lowered the costs of starting companies and how platforms provide access to large customer bases. 500 Startups makes over 100 investments per year and aims to have a portfolio size of over 100 companies to increase chances of finding unicorns. Their strategy is to make many small "bets" and double down on the most promising companies. McClure also proposed training 500 new VCs through programs with Stanford to expand access to startup funding.

venture capital500 startupsinvesting
Startup Metrics for Pirates (Nov 2015, Platzi)
Startup Metrics for Pirates (Nov 2015, Platzi)Startup Metrics for Pirates (Nov 2015, Platzi)
Startup Metrics for Pirates (Nov 2015, Platzi)

The document discusses startup metrics and provides an overview of the AARRR framework for measuring key metrics. It introduces the AARRR acronym which stands for Acquisition, Activation, Retention, Referral, and Revenue. It emphasizes measuring metrics that are simple, actionable and help optimize the product, marketing and business model based on user behavior data.

piratesmetricsaarrr
Investment Stage #3: 

Revenue Validation + Growth
• Structure
– 5-25 person team
– $1M-$10M investment
– Seed & Venture Investors
• Make Money (or Go Big), Get to Sustainability:
– Beta->Production, 12-24 months
– Revenue / Growth => “We Can Make (a lot of) Money!”
– Mktg Plan => Predictable Channels / Campaigns + Budget
– Scalability & Infrastructure, Customer Service & Operations
– Connect with Distribution Partners, Expand Growth
• Prove/Expand Market, Operationalize Business
• Future Milestones: Profitable/Sustainable, Exit Options
[ This Talk ]
• Changes in Building Technology Startups
• Changes in Venture Capital Investing
• The “Lean” Investor + Portfolio Approach
• Investment Workshop: “VC101 in 60m”
• Q&A
Investing Workshop
• General Strategy
• Investment Thesis & Model
• Helping Companies Succeed
• Generating Dealflow
• Selecting / Evaluating Opportunities
• Deal Terms / Deal Memo
• Follow-On Strategy
• Investing Resources
47
Startup Investment Stages
• Concept
• Product
• Functional Prototype
• Early Users/Customers
• Other Investors
• Profitable Unit Economics?
• Scalable Cust Acquisition?
• Profitable Business
• Scalable Organization
• Exit / Liquidity?
48

Recommended for you

Startup & VC Tech Trends
Startup & VC Tech Trends Startup & VC Tech Trends
Startup & VC Tech Trends

Dave McClure, a founding partner at 500 Startups, gave a presentation on technology trends in 2017. He discussed how startups have become cheaper, faster, and better. He also talked about how VCs are making lots of small bets through many new, small funds. McClure highlighted several investment areas including fintech, AI, AR/VR, blockchain, and other new technologies. He emphasized 500 Startups' strategy of making many small investments to find the next big winners.

500 startupstechnologyinvestment
10 Challenges for Emerging Market Startup Ecosystems
10 Challenges for Emerging Market Startup Ecosystems10 Challenges for Emerging Market Startup Ecosystems
10 Challenges for Emerging Market Startup Ecosystems

1) Emerging market startup ecosystems face challenges including a lack of investors, entrepreneurs, customers, and exits. However, these ecosystems are improving as more founders gain experience, customers increase with economic growth, and acquirers look outside major tech hubs for deals. 2) The document provides advice for emerging market startups and investors, such as focusing on customer acquisition and growth over features, aiming for regional success before global expansion, and distributing equity widely to create more angel investors. 3) It argues that most accelerators will struggle due to tough economics but can improve by specializing in industries, and getting corporate partners to boost funding and time horizons for supporting startups.

startupistanbulgrowthinvestors
Venture Capital 2.0 (Delhi, Feb 2016)
Venture Capital 2.0 (Delhi, Feb 2016)Venture Capital 2.0 (Delhi, Feb 2016)
Venture Capital 2.0 (Delhi, Feb 2016)

Dave McClure is a founding partner at 500 Startups, a global seed fund and startup accelerator. He discusses changes in building startups and venture capital investing. Specifically, he notes that startups now require less capital to build products and reach customers due to reduced costs and access to online platforms. Venture capital has also evolved, with the rise of micro funds, accelerators, and funding platforms. McClure advocates a "lean" portfolio approach of making many small bets on startups, expecting most to fail but a few to achieve large exits.

pankaj jainindiastartups
Startup Risk Reduction
Concept
Early
Customer
Usage
Scalable
Customer
Acquisition
[about to be]
Profitable
Unit
Economics
Scalable
Profitable
Business
Functional
Prototype
PRODUCT
MARKET
REVENUE
Exit?
When 500
Likes to
Invest
Investment Thesis + Model
• Define Investment Thesis (geography, technology,
customer segment, investment stage, etc)
• What’s Your Unique Insight / Advantage? Show
some proof or evidence of why you’re not crazy
(or at least not always wrong, occasionally…)
• Build Model of Potential Investments vs Returns
50
Helping Companies Succeed
• Advice (Product, Design, Marketing, etc)
• Recruiting
• Advisor / Mentor Intros
• Growth Consulting
• Next Round / Investor Intros
• Exits? M&A Consulting?
51
Investment Allocation Strategy
• How long will companies take to exit / reach liquidity? (3-7 yrs)
• How long is your investment cycle? (ex: 3-5 yrs)
• When will capital be returned? (1X in 5-8 yrs, 2-5X in 8-12 yrs)
• Simple allocation for $10M investment budget over first 5 years
• 50% 1st checks + 50% 2nd/3rd checks
• ~100 1st checks @ $50K each ($5M), ~20 checks / yr
• ~10-20 2nd checks @ $250-500K each ($5M), ~3 checks / yr
1 2 3 54 7 8 109 11 12 13 15146
1 5432
50
15
.. .. ..

Recommended for you

Building Startup Ecosystems + Investing in Tech Startups
Building Startup Ecosystems + Investing in Tech StartupsBuilding Startup Ecosystems + Investing in Tech Startups
Building Startup Ecosystems + Investing in Tech Startups

slides from my talk in Tokyo on "Building Startup Ecosystems + Investing in Tech Startups" (Feb 2015)

investingstartupsangel investing
Farming Unicorns: Building Startup & Investor Ecosystems (Dublin, June 2016)
Farming Unicorns: Building Startup & Investor Ecosystems (Dublin, June 2016)Farming Unicorns: Building Startup & Investor Ecosystems (Dublin, June 2016)
Farming Unicorns: Building Startup & Investor Ecosystems (Dublin, June 2016)

This document summarizes Dave McClure's presentation on building startup and investor ecosystems. It discusses what 500 Startups is and their approach of making lots of small investments. It outlines changes in how startups are built more leanly and how venture capital has adapted a portfolio approach of many small bets. It covers building startup ecosystems by providing capital, community, education and exits. Finally, it discusses questions around defining entrepreneurs and challenges and solutions for investing in new tech markets.

angel investorsecosystemventure capital
Building Startup Ecosytems & Investing in Tech Startups
Building Startup Ecosytems & Investing in Tech StartupsBuilding Startup Ecosytems & Investing in Tech Startups
Building Startup Ecosytems & Investing in Tech Startups

This document discusses building startup ecosystems. It notes that starting a tech startup now requires less capital due to reduced server and software costs. More customers can be reached through online platforms. Accelerators and angel investors provide capital, mentoring and networking opportunities. Changes in venture capital include micro funds and a focus on making many small bets. Successful startup ecosystems have factors like education, capital, universities, platforms and exits through acquisition or IPO. The document estimates that with 500 venture capital funds investing, the annual seed-stage startup market could be around $5 billion funding 10,000 startups per year globally.

startupsdave mcclureangel investing
Generating Dealflow
• Writing / Speaking
• Attend (or Run!) User Groups / Conferences
• Networking / Referrals / LinkedIn / Email
• Angel List / other funding platforms
• 500 / YC / TechStars / StartX / other acc
• Sand Hill Angels / angel investing clubs
• Domain Focus: What’s Your Thesis?
• Community: Founders / Mentors
53
Writing / Speaking
54
Selecting/Evaluating
55
Deal Terms, Deal Memos
• Summarize Opportunity:
• Concept, Product, Problem, Market, Traction, Team,
Terms, IP, Users, Revenue, Other Investors, Conviction
• [Summary of Previous Investments made + % ownership]
• Pre-Money Valuation or Cap + Discount (Ask for Min 2x?)
• Ask for Info Rights? (YES) Ask for Pro-Rata / Follow-On Rights?
• Major Investor Status? (Usually Info Rights + Pro-Rata Rights)
• Do You Have Leverage (or Not)?
56

Recommended for you

Build Your Own Valley: Engineering Startup & Investor Ecosystems in Emerging ...
Build Your Own Valley: Engineering Startup & Investor Ecosystems in Emerging ...Build Your Own Valley: Engineering Startup & Investor Ecosystems in Emerging ...
Build Your Own Valley: Engineering Startup & Investor Ecosystems in Emerging ...

500 Startups is a global seed fund and startup accelerator with over 1,500 companies and 3,000 founders in its portfolio. It has 125 people across 30 partners in 20 countries. Some of its notable exits include Credit Karma ($3.5B), Twilio ($1B+), Grab ($1B+), and Wildfire (acq. by Google for $350M). The presentation discusses how building startups and venture capital investing has changed, with startups now requiring less capital and having more distribution channels online. It outlines 500 Startups' "lean" portfolio approach of making many small bets across different stages. The final section discusses how 500 Startups aims to engineer startup ecosystems in emerging markets by providing capital

investingstartupstechnology
Build Your Own Valley: Engineering Startup & Investor Ecosystems in Emerging ...
Build Your Own Valley: Engineering Startup & Investor Ecosystems in Emerging ...Build Your Own Valley: Engineering Startup & Investor Ecosystems in Emerging ...
Build Your Own Valley: Engineering Startup & Investor Ecosystems in Emerging ...

500 Startups is a global seed fund and startup accelerator that has invested in over 1500 companies across 50 countries since 2010. It provides capital, community, education, and resources to founders and investors through its accelerator program, seed fund investments, distribution platform, marketing support, events, and educational content. The presentation discusses changes in how startups are built and funded more efficiently using lean startup methodologies and online distribution platforms, as well as changes in venture capital investing towards a portfolio approach of making many small bets across different stages. It outlines 500 Startups' strategy of investing small amounts in many early stage companies and selectively doubling down on the top performers over time to achieve outsized returns from successful exits.

dave mccluresingapore500 startups
Changes in VC + Building Startup Ecosystems
Changes in VC + Building Startup EcosystemsChanges in VC + Building Startup Ecosystems
Changes in VC + Building Startup Ecosystems

This document provides an overview of a talk given by Dave McClure on changes in venture capital and building startup ecosystems. The key points covered include: 1. An introduction to 500 Startups, a global seed fund and startup accelerator that has invested in over 700 companies across 40+ countries. 2. Changes that have occurred in technology and venture capital due to factors like reduced costs, increased online platforms, and the rise of accelerators and angel investing. 3. How 500 Startups employs a "Lean VC" approach of making many small bets through incremental investment stages focused on product validation, market validation, and revenue validation.

lean vcstartupsventure capital
The Flat, The Elbow, The Wall
• Invest @ “The Flat”
when prices are low
• Double-down if/when
you detect “The Elbow”
(if valuation isn’t crazy)
• Don’t invest @ “The
Wall” unless capital is
infinite — if valuation
starts running away, you
usually can’t buy any
meaningful ownership
relative to existing. Time
Revenue,
Growth Startup W
Startup L
Startup K
“The Flat”
“The Elbow”
“The Wall”
1
2
3
3
Investing Resources
• The Venture Capital Cycle (Gompers, Lerner)
• Venture Deals (Feld, Mendelson)
• Angel Investing (Rose)
• Venture Hacks (Naval, Nivi)
• blogs: Fred Wilson, Brad Feld, Mark Suster
• Quora: Jason Lemkin, David Rose, etc
58
Questions? Comments?
• More Info?
– http://500.co (our company)
– http://500hats.com (my blog)
– https://angel.co/500startups (our fund)
– Dave McClure, @DaveMcClure
Appendix

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Farming Unicorns: Building Startup & Investor Ecosystems (Stanford, June 2016)
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Farming Unicorns: Building Startup & Investor Ecosystems (Stanford, June 2016)

slides for my talk on building startup ecosystems, for the Global Entrepreneurship Summit (Stanford, June 2016)

dave mccluregesstartups
Farming Unicorns: Building Startup & Investor Ecosystems in Emerging Markets ...
Farming Unicorns: Building Startup & Investor Ecosystems in Emerging Markets ...Farming Unicorns: Building Startup & Investor Ecosystems in Emerging Markets ...
Farming Unicorns: Building Startup & Investor Ecosystems in Emerging Markets ...

500 Startups is a global venture capital firm and startup accelerator that has invested in over 1,500 companies across 50+ countries. The presentation provides an overview of 500 Startups, including its portfolio approach of making many small investments, changes in building startups and venture capital investing, and strategies for building startup ecosystems, particularly in emerging markets. Key points include diversifying investment risk across a large portfolio, focusing on early-stage companies, and addressing challenges like access to capital, acquirers, and liquidity events in developing startup communities.

startupsstartupthailandinvestment
Building Startup Ecosystems (Seoul, Oct 2014)
Building Startup Ecosystems (Seoul, Oct 2014)Building Startup Ecosystems (Seoul, Oct 2014)
Building Startup Ecosystems (Seoul, Oct 2014)

This document summarizes Dave McClure's talk on changes in tech startups, venture capital, and building startup ecosystems. Some key points include: - Startups now require less capital, have faster development cycles, and can reach more customers through online platforms. - A "Lean VC" approach involves making many small bets across early-stage startups using incremental funding. - Critical factors for strong startup ecosystems include education, mentors, capital access, universities, and infrastructure to support companies from early ideas through growth. - McClure argues that 500 venture capital funds globally could support 10,000 seed-stage startups per year through this Lean VC approach of making many small bets.

dave mcclureventure capitalstartups
500 Startups
to 500 VCs
We live in a World of ABUNDANCE
• There are LOTS of talented people in the world
• There are LOTS of entrepreneurs everywhere
• There is a LOT of capital sitting around, BUT….
• Not much is available for un-tested entrepreneurs :(
• 500 Startups plans to change that.
Who, What is an
Entrepreneur?
Who/What is an Entrepreneur?
• someone who WANTS to start a business
• someone who can RUN a business
• someone who can run a SUSTAINABLE business
• someone who can run a PROFITABLE business
that creates VALUE & employs LARGE # people
• someone who can run a $10M/yr business that
employs 100+people

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Farming Unicorns: Building Startup & Investor Ecosystems (Madrid, June 2016)
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Farming Unicorns: Building Startup & Investor Ecosystems (Madrid, June 2016)

This document summarizes Dave McClure's presentation on building startup ecosystems and investing strategies. The key points are: 1) McClure discusses 500 Startups' strategy of making many small "spray and pray" investments in early stage startups to increase the chances of finding a unicorn. 2) He outlines the typical stages and structures of startup investments from incubation to growth, focusing on validating products, markets, revenue, and growth at each stage. 3) McClure emphasizes the importance of building strong startup ecosystems through factors like capital, mentors, universities, and successful exits to attract more entrepreneurs and investors.

in3startupsmadrid
Building Startup Ecosystems (Dubai, Oct 2014)
Building Startup Ecosystems (Dubai, Oct 2014)Building Startup Ecosystems (Dubai, Oct 2014)
Building Startup Ecosystems (Dubai, Oct 2014)

This document summarizes Dave McClure's talk on changes in venture capital and building startup ecosystems. Some of the key points discussed include: 1) The venture capital industry and tech startups have changed significantly since the dot-com era, requiring less capital and using online platforms to reach more customers. 2) A "Lean VC" approach of making many small bets on early-stage startups in seed rounds has replaced the traditional large funding rounds of the past. 3) Critical factors for building strong startup ecosystems include mentorship, universities, capital, infrastructure, and successful exits through IPOs or acquisitions.

dave mccluredubai500 startups
Dave McClure 500Startups_StartupIstanbul2014
Dave McClure 500Startups_StartupIstanbul2014Dave McClure 500Startups_StartupIstanbul2014
Dave McClure 500Startups_StartupIstanbul2014

This document summarizes Dave McClure's talk on changes in venture capital and building startup ecosystems. It discusses how technological changes and the rise of online platforms have made it cheaper and easier for startups to launch and reach customers globally. It also describes the evolution of a "lean" venture capital model of making many small bets across early-stage startups. Finally, it outlines critical factors for building strong startup ecosystems and the role of incubators, angel investors, and venture capital funds.

entrepreneurshipetohuminternet
How Big Is The Market?
Q: How Many Entrepreneurs?
• How Many People = 7,000,000,000 on earth
• 1% of Humanity is Entrepreneurial = 70,000,000 founders
• Live 70 years, try at least once = 1,000,000 founders / year
• How Much Do They Need? Zero? $100K? $1M? $10M?
• How Big is the Market = 1M founders x $10M = $10 TRILLION / year
• Come on, REALLY? (ok Divide by 100)
• 100,000 founders / year * $1M each = $100 BILLION / year
How Many VCs?
• How Many Founders? 1,000,000 founders / year
• (ok, divide by 100, let’s say 10,000 founders / year)
• 1 VC can make 20 investments / year
• 10,000 founders / 20 deals per VC = 500 VCs

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Venture Capital Unlocked (Stanford) / Venture Capital 2.0

  • 1. @DaveMcClure @500Startups http://500.co Stanford Univ - Feb 2016 Venture Capital 2.0 Make Lots of Little Bets. Expect Most to Fail.
  • 2. Dave McClure
 Founding Partner, 500 Startups 00’s & 10’s: • VC: Founders Fund, Facebook fbFund, 500 Startups • Angel: Mashery, Mint.com, SlideShare, Twilio, Wildfire, SendGrid • Marketing: PayPal, Simply Hired, Mint.com, O’Reilly 80’s & 90’s: • Entrepreneur: Aslan Computing (acq’d by Servinet/Panurgy) • Developer: Windows / SQL DB consultant (Intel, MSFT) • Engineer: Johns Hopkins‘88, BS Eng / Applied Math
  • 3. How to Become a VC • Option 1: Go to Harvard/Stanford/Wharton, Get MBA, Become VC Associate, Work at McKinsey / Google / Facebook, Re-Join VC as Junior Partner or Partner • Option 2: Start a Startup, Grow Really Big, Sell for $1B+, Join VC as Partner • Option 3: Wander around lost in the forest, Work Your Ass Off for 25 yrs, do some angel investing, Start your own Firm
  • 4. • What is 500? – $220M silicon valley VC fund + startup accelerator – 100 people / 30 partners / 25 languages / 20 countries – 1500+ Companies / 3000+ Founders / 200+ Mentors – Investment, Accelerator, Distro, Marketing, Events, Education – Community + Content + Conferences • 1500+ Co’s / 50+ Countries – Credit Karma ($3.5B) – Twilio ($1B+) – GrabTaxi ($1B+) – Wildfire (acq GOOG, $350M) – MakerBot (acq SSYS, $400M) – Viki (acq Rakuten, $200M) – Behance (acq Adobe, $150M) – Simple (acq BBVA, $117M) – Sunrise (acq MSFT, $100M) – Udemy – Ipsy – TalkDesk – Intercom 500 Startups
 Global Seed Fund & Startup Accelerator
  • 5. Re-inventing a 50 year old sport: Venture Capital 2.0
  • 6. Football West Coast Offense Baseball MoneyBall Basketball 3 point revolution Venture Capital 500 Startups “Lots of little bets” 500 Strategy: MoneyBall for Startups Re-inventing a 50-year old sport
  • 8. 500 Startups Mission 1. Find Smart People. 2. Give Them Money. 3. Wait for Good Shit to Happen.
  • 10. 500 Startups Mission • Provide capital, community, education to smart people (founders, investors) • Build functional startup ecosystems (founders, team, angels, accelerators, VC funds, capital, exits, liquidity, etc) • #HFGSD: Have Fun, Get Shit Done.
  • 11. 500 Startups History: What a Long Strange Trip It’s Been
  • 12. Year People Locations AUM $ Companies 2010 5 MV 10 75 2011 10 BRZ 30 250 2012 15 MX, IND 50 450 2013 30 CHN, SEA 75 650 2014 50 SF, MENA 125 900 2015 100 Korea, UK, Thailand, Vietnam, Germany, E.EU, Israel, Japan, Turkey 200 1400 2016 150+ +10-20 More ??? 2000+ 500 Startups History: What a Long Strange Trip It’s Been
  • 13. 500 Startups: a Platform made of People #500STRONG #500LOVE #HFGSD
  • 14. 100 People, 20 Countries, 25 Languages
  • 16. Legal review Partner approval Angel Pre-Seed Seed Post-Seed Series A/B Growth Accelerator Seed “Distro" Follow-On Selection Criteria – Data-Driven Process Based on Pre-defined Metrics • Product or service solves a problem for a specific target customer • Capital-efficient business; operational at less than $1M in external financing • Scalable internet-based distribution (search, social, mobile) or proven ability to scale sales • Functional prototype required before investing (or previous product success) • Measurable traction: engaged users, some revenue, and attractive unit economics • Cross-functional team with design, engineering and marketing expertise How 500 Invests: Accelerator, Seed, Distro
  • 20. Q: Chances of spotting unicorn?/ a) 1% b) 2% c) 5% d) 10% e) ZERO
  • 22. If portfolio size = 15 companies/
  • 23. / If portfolio size = 30 companies
  • 24. / If portfolio size = 100 companies
  • 25. 500 Strategy: Lots of Little Bets* 1) make lots of little bets on pre-traction, early-stage startups 3) wait 5-10 years for returns: -10-20% small exits @1-5X ($5-25M+) -5-10% larger exits @5-20X ($25-250M+) -1-2% unicorns @20-50X+ ($250M-1B+) *See Peter Sims book: “Little Bets” 2) over the next five years, double-down on top 20-30% ~500 co’s @ $100K 1st checks 100-200 co’s @ $200-500K 2nd/3rd checks (target 25-50 exits @ $100M+) (assume high failure rate ~50-80%)
  • 26. Startup Risk Reduction Concept Early Customer Usage Scalable Customer Acquisition [about to be] Profitable Unit Economics Scalable Profitable Business Functional Prototype PRODUCT MARKET REVENUE Exit? When 500 Likes to Invest
  • 27. Investor Ecosystem Angels & Incubators ($0-10M) “Micro-VC” Funds ($10-100M) “Big” VC Funds ($100-500M) “Mega” VC Funds (>$500M) Incubation 0-$100K Seed $100K-$2M Series A/B $2-10M Series B/C $10-50M Bootstrap, KickStarter, AngelList, Crowdfunding stage where 500 writes first checks stage where 500 doubles-down (maybe)
  • 28. [ This Talk ] • Changes in Building Technology Startups • Changes in Venture Capital Investing • The “Lean” Investor + Portfolio Approach • Investment Workshop: “VC101 in 60m” • Q&A
  • 29. Changes in Tech Startups • LESS Capital required to build product, get to market – Dramatically reduced cost for servers, software, bandwidth – Funding Platforms: KickStarter, Angel List, Funders Club, etc – Access to online platforms for 100M-1B+ consumers, smallbiz, etc • MORE Customers via ONLINE platforms (100M+ users) – Search (Google, Baidu) – Social (Facebook, Twitter, LinkedIn) – Mobile (Apple, Android) – E-Commerce (Amazon, PayPal, Alibaba) – Media (YouTube, Pinterest, Instagram) – Comm/Msgs (WeChat, WhatsApp, SnapChat, Email, Voice, SMS, etc) • LOTS of little bets: Accelerators, Angels, Angel List, Small Exits – Capital + Co-working + Mentoring -> Design, Data, Distribution – “Fast, Cheap Fail”, network effects, quantitative + iterative investments
  • 30. Platforms 2.0
 Search, Social, Mobile, Video, Messaging
  • 31. Before & After 2 Dot-Com Crashes
 LEAN Startup: Simpler, Faster, Cheaper, Smarter Before 2000 ”Big, Fat, Dinosaur Startup” • Sun Servers • Oracle DB • Exodus Hosting • 12-24mo dev cycle • 6-18mo sales cycle • <100M people online • $1-2M seed round • $3-5M Series A • Sand Hill Road crawl After 2008 ”Lean, Little, Cockroach Startup” • AWS, Google, PayPal, FB, TW • Cloud + Open Source SW • Lean Startup / Startup Wknd • 3-90d dev cycle • SaaS / online sales • >3B people online • <$100K incub + <$1M seed • $1-3M Series A • Angel List global visibility
  • 32. Startup Education • Business Plans / Revenue Projections • Software + Design/UX • Lean Startups + Continuous Deploy (Iterate) • Metrics Framework + Continuous Testing • Functional Prototypes / Customer Development • Scalable [Internet] Marketing & Sales • Cash-Flow Positive Unit Economics • Pitching + Fundraising (Angel List) • Monetization + Payments • Customer Service + Support 32
  • 33. [ This Talk ] • Changes in Building Technology Startups • Changes in Venture Capital Investing • The “Lean” Investor + Portfolio Approach • Investment Workshop: “VC101 in 60m” • Q&A
  • 34. Industry Changes • Financial Market Crises (2000, 2008) • Startup Efficiency, Lean Startup Movement, Reduced Capital Costs • Growing Market, Global Distribution Platforms, “Growth Hacking” • Improved Monetization, Payments Infrastructure • Developing Startup Ecosystems, Global M&A • Micro VC: Seed Funds (ex: First Round Capital) • Incubators & Accelerators (ex: Y Combinator, 500 Startups) • Funding Platforms (ex: Angel List, Kickstarter) • Global Market of Angel Investors, Accelerators, Seed Funds more info: http://PreMoney.co
  • 35. SV Investor Ecosystem Angels & Incubators ($0-10M) “Micro-VC” Funds ($10-100M) “Big” VC Funds ($100-500M) “Mega” VC Funds (>$500M) First Round A16Z Y-Combinator SoftTech (Clavier) Felicis (Senkut) SV Angel Sequoia Union Square Incubation Seed/A Series A/B Series B/C Bootstrap, KickStarter, AngelList, Crowdfunding
  • 36. Angel List: Platform for Investors + Startups • Startups + Metrics • Founders + Bios • Investors + Syndicates • Accelerators + Online Applications • Jobs + Talent 36
  • 37. Investor Education • Startups are NOT Real Estate • Most Startups Fail / Power Law Returns • Portfolio Approach (20-100+ investments) • Legal Structure, Financial Structure • Syndication + Co-Investment • Access to Downstream Capital • Exits & Liquidity 37
  • 38. Critical Ecosystem Factors • Optimism & Belief (“Silicon Valley”) • Mentorship + Education (Knowledge) • Universities + Companies (People) • Capital, Legal, Finance (Infrastructure) • Engineering + Design / UX (Product) • Platforms + Distribution (Customers) • Online Payments (Monetization) • IPO / M&A Market (Exits) 38
  • 39. [ This Talk ] • Changes in Building Technology Startups • Changes in Venture Capital Investing • The “Lean” Investor + Portfolio Approach • Investment Workshop: “VC101 in 60m” • Q&A
  • 41. 500 Strategy: Lots of Little Bets* 1) make lots of little bets on pre-traction, early-stage startups 3) wait 5-10 years for returns: -10-20% small exits @1-5X ($5-25M+) -5-10% larger exits @5-20X ($25-250M+) -1-2% unicorns @20-50X+ ($250M-1B+) *See Peter Sims book: “Little Bets” 2) over the next five years, double-down on top 20-30% ~500 co’s @ $100K 1st checks 100-200 co’s @ $200-500K 2nd/3rd checks (target 25-50 exits @ $100M+) (assume high failure rate ~50-80%)
  • 42. The Lean Investor Make lots of little bets: • Start with many small “experiments” • Filter out failures + small wins • Double-down on stuff that looks like it’s working • Incubation: $0-100K (“Build & Validate Product”) • Seed: $100K-$1M (“Test & Grow Marketing Channels””) • Venture: $1M-$10M (“Maximize Growth & Revenue”)
  • 43. Investment Stage #1: 
 Product Validation + Customer Usage • Structure – 1-3 founders – $0-$100K investment – Incubator environment: multiple peers, mentors/advisors • Test Functional Prototype / “Minimum Viable Product” (MVP): – Prototype->Alpha, ~3-6 months – Develop Minimal Critical Feature Set => Get to “It Works! Someone Uses It.” – Improve Design & Usability, Setup Conversion Metrics – Test Small-Scale Customer Adoption (10-1000 users) • Demonstrate Concept, Reduce Product Risk, Test Functional Use • Develop Metrics & Filter for Possible Future Investment
  • 44. Investment Stage #2: 
 Market Validation + Revenue Testing • Structure – 2-10 person team – $100K-$1M investment – Syndicate of Angel Investors / Small VC Funds • Improve Product, Expand Customers, Test Revenue: – Alpha->Beta, ~6-12 months – Scale Customer Adoption => “Many People Use It, & They Pay.” – Test Marketing Campaigns, Customer Acquisition Channels + Cost – Test Revenue Generation, Find Profitable Customer Segments • Prove Solution/Benefit, Assess Market Size • Test Channel Cost, Revenue Opportunity • Determine Org Structure, Key Hires
  • 45. Investment Stage #3: 
 Revenue Validation + Growth • Structure – 5-25 person team – $1M-$10M investment – Seed & Venture Investors • Make Money (or Go Big), Get to Sustainability: – Beta->Production, 12-24 months – Revenue / Growth => “We Can Make (a lot of) Money!” – Mktg Plan => Predictable Channels / Campaigns + Budget – Scalability & Infrastructure, Customer Service & Operations – Connect with Distribution Partners, Expand Growth • Prove/Expand Market, Operationalize Business • Future Milestones: Profitable/Sustainable, Exit Options
  • 46. [ This Talk ] • Changes in Building Technology Startups • Changes in Venture Capital Investing • The “Lean” Investor + Portfolio Approach • Investment Workshop: “VC101 in 60m” • Q&A
  • 47. Investing Workshop • General Strategy • Investment Thesis & Model • Helping Companies Succeed • Generating Dealflow • Selecting / Evaluating Opportunities • Deal Terms / Deal Memo • Follow-On Strategy • Investing Resources 47
  • 48. Startup Investment Stages • Concept • Product • Functional Prototype • Early Users/Customers • Other Investors • Profitable Unit Economics? • Scalable Cust Acquisition? • Profitable Business • Scalable Organization • Exit / Liquidity? 48
  • 49. Startup Risk Reduction Concept Early Customer Usage Scalable Customer Acquisition [about to be] Profitable Unit Economics Scalable Profitable Business Functional Prototype PRODUCT MARKET REVENUE Exit? When 500 Likes to Invest
  • 50. Investment Thesis + Model • Define Investment Thesis (geography, technology, customer segment, investment stage, etc) • What’s Your Unique Insight / Advantage? Show some proof or evidence of why you’re not crazy (or at least not always wrong, occasionally…) • Build Model of Potential Investments vs Returns 50
  • 51. Helping Companies Succeed • Advice (Product, Design, Marketing, etc) • Recruiting • Advisor / Mentor Intros • Growth Consulting • Next Round / Investor Intros • Exits? M&A Consulting? 51
  • 52. Investment Allocation Strategy • How long will companies take to exit / reach liquidity? (3-7 yrs) • How long is your investment cycle? (ex: 3-5 yrs) • When will capital be returned? (1X in 5-8 yrs, 2-5X in 8-12 yrs) • Simple allocation for $10M investment budget over first 5 years • 50% 1st checks + 50% 2nd/3rd checks • ~100 1st checks @ $50K each ($5M), ~20 checks / yr • ~10-20 2nd checks @ $250-500K each ($5M), ~3 checks / yr 1 2 3 54 7 8 109 11 12 13 15146 1 5432 50 15 .. .. ..
  • 53. Generating Dealflow • Writing / Speaking • Attend (or Run!) User Groups / Conferences • Networking / Referrals / LinkedIn / Email • Angel List / other funding platforms • 500 / YC / TechStars / StartX / other acc • Sand Hill Angels / angel investing clubs • Domain Focus: What’s Your Thesis? • Community: Founders / Mentors 53
  • 56. Deal Terms, Deal Memos • Summarize Opportunity: • Concept, Product, Problem, Market, Traction, Team, Terms, IP, Users, Revenue, Other Investors, Conviction • [Summary of Previous Investments made + % ownership] • Pre-Money Valuation or Cap + Discount (Ask for Min 2x?) • Ask for Info Rights? (YES) Ask for Pro-Rata / Follow-On Rights? • Major Investor Status? (Usually Info Rights + Pro-Rata Rights) • Do You Have Leverage (or Not)? 56
  • 57. The Flat, The Elbow, The Wall • Invest @ “The Flat” when prices are low • Double-down if/when you detect “The Elbow” (if valuation isn’t crazy) • Don’t invest @ “The Wall” unless capital is infinite — if valuation starts running away, you usually can’t buy any meaningful ownership relative to existing. Time Revenue, Growth Startup W Startup L Startup K “The Flat” “The Elbow” “The Wall” 1 2 3 3
  • 58. Investing Resources • The Venture Capital Cycle (Gompers, Lerner) • Venture Deals (Feld, Mendelson) • Angel Investing (Rose) • Venture Hacks (Naval, Nivi) • blogs: Fred Wilson, Brad Feld, Mark Suster • Quora: Jason Lemkin, David Rose, etc 58
  • 59. Questions? Comments? • More Info? – http://500.co (our company) – http://500hats.com (my blog) – https://angel.co/500startups (our fund) – Dave McClure, @DaveMcClure
  • 62. We live in a World of ABUNDANCE • There are LOTS of talented people in the world • There are LOTS of entrepreneurs everywhere • There is a LOT of capital sitting around, BUT…. • Not much is available for un-tested entrepreneurs :( • 500 Startups plans to change that.
  • 63. Who, What is an Entrepreneur?
  • 64. Who/What is an Entrepreneur? • someone who WANTS to start a business • someone who can RUN a business • someone who can run a SUSTAINABLE business • someone who can run a PROFITABLE business that creates VALUE & employs LARGE # people • someone who can run a $10M/yr business that employs 100+people
  • 65. How Big Is The Market? Q: How Many Entrepreneurs? • How Many People = 7,000,000,000 on earth • 1% of Humanity is Entrepreneurial = 70,000,000 founders • Live 70 years, try at least once = 1,000,000 founders / year • How Much Do They Need? Zero? $100K? $1M? $10M? • How Big is the Market = 1M founders x $10M = $10 TRILLION / year • Come on, REALLY? (ok Divide by 100) • 100,000 founders / year * $1M each = $100 BILLION / year
  • 66. How Many VCs? • How Many Founders? 1,000,000 founders / year • (ok, divide by 100, let’s say 10,000 founders / year) • 1 VC can make 20 investments / year • 10,000 founders / 20 deals per VC = 500 VCs