Matemática de las operaciones financieras by Andrés de Pablo López

By Andrés de Pablo López

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Armed with the right list of target investors and these core materials, you will be prepared to deliver your story with passion, commitment, and credibility! 47 CHAPTER 4 Venture Capital Every year, there are about half a million businesses created in the United States, and yet less than a thousand receive venture capital funding. Although this is a low percentage, the language and concepts used by the venture capital industry have come to dominate the fundraising process, regardless of the source of capital.

27 28 Chapter 2 | Building External Validation ■■Tip Remember that sales are your responsibility first. Don’t “outsource” sales to channel intermediaries, who may not have your passion or your best interests at heart. It’s also important that you are in a position to solve customer problems directly and not at arm’s length through an intermediary. As the firm grows, monitoring the cost of selling will become more important and the balance between using direct vs. indirect sales channels needs to be carefully managed.

In the hierarchy of testimonials that can be given, B2B firms that can reinforce that your products and services increase their revenues will be viewed by investors more favorably than the other areas listed. That does not mean that you will not get funded if your offerings do not increase revenues but instead, say, lower costs. It is just something that you need think about in evaluating those customers that you wish to put forward as the best validators. Another consideration is the degree to which a customer agrees that they have a significant problem that is solved by using your products.

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