Investor presentation Template (Russian)

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1. , 2015 ver. 1.3 2. ( (Seed) (Round ), . . , .. . () . . , . , . :) 2 3. 3 : J. Skyler Fernandes The Best Startup Investor Pitch Deck & How to Present to Angels & Venture Capitalists: http://bit.ly/1BcXXyu Alexander Jarvis Template seed stage investor deck for startups: http:// bit.ly/1IX9fcS Kim-Mai Cutler Lessons From A Study of Perfect Pitch Decks: VCs Spend An Average of 3 Minutes, 44 Seconds On Them: http://tcrn.ch/1MVItQR : :) ! (), , , ikorolev (at) iidf.ru 4. 4 1. 2. (1-2 ) 3. Summary 4. Pitch 5. (traction) 6. 7. : , 8. 9. (2 ) 10. (1-5 + ) 11. 12. 13. (, , ) 14. - 15. 16. 17. 18. 19. 20. 21. / 5. ( ) [ /] : CE/, , 6. 6 CEO ( ) : , : X5Retail Group (4 ), Salesforce (3 ) : 31 , , 3 , 15 : CTO ( ) : , , : Facebook (5 ), Parallels (6 ) : 35 , , 18 : MIT : : : 10 : : : Megadeadline / : : : Facebook:) : : QA : 10 . 7. 7 / : : , Enterprise : : 500 2500 ./ : , (, ) 3-5 : (, ) : 100 . . : ( 2013) : 100 . . : 5 . . , , , R&D : 2 ( /, ) : 5 : 1, 4, 0, 0 : 2012 SMB 20% 8. PITCH ( 1) X Y: . 8 //. () . ( ). ( ). 9. PITCH ( 2) Pitch: [ /] [ ] [ ] [/ ] . 24 7 . 9 //. () . ( ). ( ). 10. PITCH ( ) ( ) ( ) ( ) ( ) ( ) ( ) 10 Elevator Test Crossing the Chasm by Georey A. Moore , 1 . - asha.ru timeout.ru, 500 , , - . . 11. PITCH X Y: . Pitch: [ /] [ ] [ ] [/ ] . 24 7 . 11 //. () . ( ). ( ). 12. 12 0 1000 2000 3000 4000 Q1'15 Q2'15 Q3'15 Q4'15 : (, , ). (ARPU/ARPPU + (CPA/CAC) + , Retention%, churn%, , k- ) OMTM*: , ( 6-12 ) : (, , ), (TRACTION) . : (Forbes, SiliconRus, TechCrunch, ( ), () , , , pipeline , . . OMTM One Metric That Matters 13. 13 : 2012 1- : 100 . . MVP: 2012 : 2013 100 : 2013 5 : 2013 1000 : 2015 : : : : 2 . . Sparta VC 80% 20% 14. / 14 ( TAM, - SAM). , , . , . 100 . . 10 . . 1 . . TAM . CRM SAM (. CRM SMB ) SOM - - - - - - CARG 35,6% 15. 15 /: , , , . B2B: . , ( ), , . Use Case: , / : . . . , B2B , , . , . 16. ? / /, (Apple, Google, mail.ru, Yandex) ! / / : ? ? ( , , )? , . 1- (CEO ZocDoc). 4-, 10-. ? () : ? , : , / / , . 16 17. / 17 , ( ) , (, ). . , . ( 50, , -, ) , ( 70 , 1 7 , 1 ) , 60% 18. 18 ! : ( : , , ). : , . : / : /. : , , 6 / . , , ( ) 19. 19 ? ? ( )? , ( )? 20. 20 21. / 21 22. 22 [ ] () $2 MLN RVC , - , B2B [ ] () $5MLN KHOSLA VENTURES, SPARTA VC , , . [ ] () N/A , [ ] () $1 MLN ALMAZ CAPITAL, RUNA , 23. 23 (unfair advantages) (, , , , ) 24. 24 1 2 , (, , , , ) 3 4 25. 25 $ ? ? , ? Gross Net Revenue ( )? UNIT- (, 60-90 )? ARPU (Average Revenue Per Paying User) LTV - 26. 26 B2C SMB ENTERPRISE 2400 . 1,5 . . 3 . . ( 500 ) ( 500 ) CAC/LTV CAC: 500 . LTV: 2400 . CAC: 50 . . LTV: 600 . . CAC: 300 . . LTV: 6 . . . , . 1000 27. 27 : , , (, , , , ). . : , (, , , HADI-*, , ) HADI- Hypothesis (), Action (), Data (), Insights (), , Build-Measure-Learn, PDCA . 28. 28 /: , , . ( (CPC), (CPM). , . ? : , ? 29. 29 : ( : 10 X 500 = 200 000 , SEO: 10 000 , FB: 100 000 .., : 10 200 = 2000 ) : ? ? : , (, ). , . : , ? : , . : (GTM*) * Go to Market Strategy 30. 30 ( , , .) 1 2 3 4 5 14000000 16800000 20160000 24192000 29030400 / 140 1680 4032 7258 11612 , (churn) 56 672 1613 2903 4645 , % 0,00% 0,01% 0,02% 0,03% 0,04% (GROSS), . . 5600 67200 161280 290304 464486,4 , . . 8050 69200 134040 225252 352393,2 , . . 2800 33600 80640 145152 232243,2 , . . 5250 35600 53400 80100 120150 (NET), . . 2800 33600 80640 145152 232243,2 EBITDA, . . - 2450 - 2000 27240 65052 112093,2 EBITDA Margin, % -44% -3% 17% 22% 24% 0 125000 250000 375000 500000 1 2 3 4 5 31. 31 7500 15000 22500 30000 Q1'2016 Q2'2016 Q3'2016 Q4'2016 2017 2018 2019 2020 100 MPV 200 API 1 800 marketplace 1 AC = 1000 . ARPU = 3000 . round A (> $5 mln) (, ) CAC = $20 ARPU = $100 TOP 100 CAC (SMB) = $30 ARPU (SMB) = $300 CAC (Enterprise) = $3 000 ARPU (Eterprise) = $20 000 EXIT > $ 100 mln Salesforce Accenture Google 32. ROADMAP 32 / Q12016 Q12016 Q12016 Q12016 Q12016 Q12016 Q12016 Q12016 [ ] [ ] [ ] [ ] [ ] [ ] [ ] [ ] [ ] [ ] [ ] 33. 33 ? 34. 34 : [ ] E-MAIL: [ E-MAIL] : [+7-985-838-3998] URL: [http://bit.ly/59jfksl] : , , . 35. 35 , : , , roadmap 36. 36 37. / ? ? ? / ? ? / / (LP, MVP, MVF) / / AARRR . () ? ? ? , , B2C , ? B2B ? ? ? ( , ) TAM, SAM, SOM G&A R&D . UNIT- #UserAcquisition x ( CPA + ARPPU x C1) = PROFIT ( ) ? - (BUSINESS MODEL MAP) Business Model Map . Business Model Canvas, Lean Canvas, 8-. (Alex Osterwalder), (Ash Maurya), 38. / ? ? ? / ? ? / / (LP, MVP, MVF) / / AARRR . () ? ? ? , , B2C , ? B2B ? ? ? ( , ) TAM, SAM, SOM G&A R&D . UNIT- #UserAcquisition x ( CPA + ARPPU x C1) = PROFIT ( ) ? Business Model Map . Business Model Canvas, Lean Canvas, 8-. (Alex Osterwalder), (Ash Maurya), - (BUSINESS MODEL MAP) 39. / ? ? ? / ? ? / / (LP, MVP, MVF) / / AARRR . () ? ? ? , , B2C , ? B2B ? ? ? ( , ) TAM, SAM, SOM G&A R&D . UNIT- #UserAcquisition x ( CPA + ARPPU x C1) = PROFIT ( ) ? - 1 2 4 8 3 65 7 10 911 1 1 UNIT-1 Business Model Map . Business Model Canvas, Lean Canvas, 8-. (Alex Osterwalder), (Ash Maurya), 40. / ? ? ? / ? ? / / (LP, MVP, MVF) / / AARRR . () ? ? ? , , B2C , ? B2B ? ? ? ( , ) TAM, SAM, SOM G&A R&D . UNIT- #UserAcquisition x ( CPA + ARPPU x C1) = PROFIT ( ) ? - 1 2 4 8 3 65 7 10 911 1 1 UNIT-1 Business Model Map . Business Model Canvas, Lean Canvas, 8-. (Alex Osterwalder), (Ash Maurya),

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