The Secrets to Working With VC Associates, Scouts, Syndicates & the True Gatekeepers to Venture Capital

SaaStr Europa 2022

1. ZACH COELIUS Partner Coelius Capital @ zachcoelius TIFFANY LUCK Investor GGV Capital @ lucktm The Secrets to Working with VC Associates, Scouts, Syndicates & the True Gatekeepers to Venture Capital

2. VC Associates The Players Scouts Venture Partners Syndicates / Angels / Others 1 2 3 4

3. Associates, scouts, venture partners (& more!) are gatekeepers and trusted advisors to partners who will invest in your company

4. Deeply trusted advisors internally Find companies Often take first meetings Analyze metrics Assess the opportunity Package & present internally VC Associates

5. Friend = internal ally Present the metrics that matter for your business Short meetings with sound bites about why you & your company should be the one they bet on Remember that everything you share will be shared internally What Does This Mean?

6. Metrics That Matter ARR / Growth NDR / Gross Retention Gross Margin Sales Efficiency Team Size Cash Balance / Burn / Burn Ratio

7. Mechanics and influence vary by VC firm Ask the scout how they work with their firm Generally small check size with little involvement post-investment Build a relationship with the firm separate from your scout relationship for continued investment Scouts

8. Relationship & tenure varies by VC firm Can be an avenue into the firm or may join your process as part of diligence Generally sector experts or functional experts Ask for a specific POV on your company / space Can also ask for customer or industry introductions Venture Partners

9. Many different flavors of other investors / groups Check sizes vary Ask how they can help you Sometimes functional or sector experts Syndicates / Angels / Others

10. Many paths to fundraising… Top Takeaways Emphasize compelling, high-level sound bites that can be relayed to others Focus on the metrics that matter 2-way street! Ask how the person can help you (intros, feedback, etc.) 1 2 3 4 Know your audience, and pitch accordingly

11. THANK YOU!