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Fundraising OS
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Fund-Raising OS
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Fund-Raising OS
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Market
6
Fundamentals
3
How does the industry work?
Customer’s process and JTBD?
General
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What does the value chain look like?
Where is the bottleneck of the industry?
What kind of problems are present: the Matching problem, information flow, or efficiency?
Which one is the core problem?
General
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How are the customers segmented?
How are the customers segmented?
Pain points?
How are the customer’s demand changing?
General
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Size
1
Market Sizing
Market TAM
Obtainable Market Size
General
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Momentum/Timing
1
Why Now?
Why did it not happen earlier? What was the obstacles?
Any proxy on the inflection point?
General
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Market Structure
1
Will there be only 1 player or will a couple co-exist?
Why?
General
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Company
24
Biz Model
7
Business model explained in one sentence
Sarah Guo's Peice on this topic
For, Who, Product, that, unlike...
General
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我们的这些客户,他们都处于一个什么状态,将来他们会怎么样?
General
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GTM Strat
我们从哪类客户开始做?
谁是最合适的客户?
General
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客户侧的value proposition
能不能算的过来账?
General
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Vision和Mission是什么?
长期来看,是一家什么公司?价值点在哪?
General
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公司如何实现规模化的获客?
获客是否能够scale?
General
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Pricing策略
如何收费?
General
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Product
2
产品矩阵介绍
产品线之间的关系是什么?
General
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如何证明产品的价值?稍微量化一些的描述(客户视角的UE)
省钱
省时间、人力
提升体验
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Growth Potential
2
公司的终局是什么样的?
General
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公司成长为一个百亿美金公司的路径
General
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Chance of Success
1
希望以什么样的路径来实现这个终局?
General
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Team
3
Why You?
General
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团队认知和决策能不能快速的迭代?
最大的弯路是什么?
最近一个(月/周)关于这个市场(ICP)的learning是什么?
General
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人事匹配的拆解:要做的这件事情所要求的关键成功要素是什么?为什么这些人是最适合做这件事情的?
General
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Worst Case
1
Downside Case
General
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Best Case
2
最大的增长的掣肘是什么?
General
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Upside Case
General
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Comps
2
其他物流的竞对比较?
你们认为谁是你们的竞争对手?
General
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谁是你们的对标?
General
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Validation
4
收入端
Revenue growth (ARR, Revenue) → T3D2
triple-double-double-double
How many years to $100M?
ACV
SaaS
Add
销售效率
Net New ARR/
fully-loaded Sales & Marketing spend (比较动态)
→ Magic Number: 2x
LTV/CAC(比较适合相对稳定的公司,low churn, consistent deal size)
SaaS
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Churn/Retention
Net Dollar Retention
Churned ARR (Gross) / Opening ARR for the period
→ Magic Number: -0.7%
Churned less Upsell ARR (Net)/ Opening ARR for the period
客户个数留存
Net Dollar Retention
SaaS
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Cash Burn/Operating Income
Rule of 40 (适合后期相对稳定的公司,增长率 + Op Margin > 40%)
Ops Margin:早期,1M ARR的时候
SaaS
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