Founders & Management

01. Which of the following best describes your Team's profile?

Our team has executed several exits with large outcomes and we have a great mix of founders with complementary skills.
Our team has scaled and managed growth companies before and knows what it takes to both fail and succeed.
Our founding team has started companies and built a few new products before but with modest outcomes.
We are a team of first time founders with a good understanding of the problem we're solving.
I'm a first time founder with a vision and passion to build a great company.

Remember Great people make great things happen and vice versa. The founders are critical for a venture to become successful. It all starts and ends with the founders.

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The Story

02. Which of the following best describes your Storytelling?

We are one of the thought leaders in our industry - addressing a large addressable market with a unique solution.
We are an early challenger in our product category, recognised as a disruptor by competitors and industry watchers.
We articulate a compelling story of a important problem that we have solved for a number of reference customers already.
We have a story to solve a big problem for a potentially large target market where we have some proof.
We have en early story based on solving a problem that we have experienced ourselves - but yet to be fully proven.

Remember If you can't tell a compelling growth story, your venture doesn't exist! This is not just true for pitching to investors, but also to your customers, your potential hires and all stakeholders.

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MegaTrends

03. Which of the following best describes the level of Mega Trends that your venture benefits from?

Our solution is a "must-have" required to comply with law, regulations or to stay relevant in a new digital economy.
Our solution is expected to become a mandatory requirement by law, regulations, or paradigm shifts.
The demand for our solution is driven by several behavioral or industry megatrends already in motion.
We see the beginning of new megatrends that will increase the demand for our solution.
We do not see any new megatrends that we will benefit from.

Remember It's easier to grow a venture fast if you are riding on a big wave of change. Identify the trends that are redefining an industry and be part of accelerating that process. The trend is your friend!

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Problems Solved

04. Which of the following describes best the level of Problem(s) that you solve?

We address a $1bn+ system-level problem with a unique and defendable solution.
We have a proven solution for a $1bn+ addressable target market.
We have solved the measurable and painful problem(s) that have been verified by paying customers.
We have experimented with solutions to the important problem(s) together with early customers.
We have identified valuable customer problems that we believe we can solve.

Remember Good entrepreneurs love their product, whereas great entrepreneurs obsess about the problem. How well do you understand the problem you are solving? And is it a "big hairy" one or a series of small ones?

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Solutions Offered

05. Which of the following describes best the level of your Solution(s)?

We are considered to provide the leading solution(s) to the problem(s)
We rarely lose any customers to competition once they start using our solution.
More and more of our customers hear about our solution from references, and inbound inquiries are increasing.
Early customers validate that they would be willing to pay for our solution.
We believe that our envisioned solution will solve our identified problem.

Remember A solution is usually a mix of product and services that appeals to a defined audience with a real need. Understanding what actually defines your solution helps customers understand what part of their problem you are solving.

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Products/Services

06. Which of the following describes best the level of your Product/Service(s)?

Our product/solution is a candidate to be one of the leading in our industry.
Our product/solution is evolving with increased functions & features to become even more compelling.
We are experiencing the beginning of Product-Market-Fit (PMF) and are expanding functions and features requested by customers.
Our product/service is launched as a first MVP/Beta/1.0 version and gaining customer feedback.
Our product/service is in prototype development (Design/MVP/Beta) with a first road-map.

Remember Your product/service needs to deliver on your promise to deliver a real solution to a defined problem. Ideally, your offering is a delightful experience with as little friction as possible to use.

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Customers

07. Which of the following describes best your Customers/Users relationships?

We consistently win awards for best customer satisfaction and reliability.
We receive a Net Promoter Score (NPS) way above the average for our industry.
We have multiple user testimonials and endorsements that are helping us close new customers.
We are gaining our first reference customers that can act as our "ambassadors."
We are working with some early adopters and prototype customers/users to help us design and build our product/solution.

Remember You live and die by your customers' satisfaction - Do you have a process for building a tribe of happy users of your product/service?

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Business Model

08. Which of the following describes best the level of your Business Model?

Our business is steadily growing, beating our Revenue, Gross Margin and Net Revenue Retention (NRR) targets, leading to profitability now or in the near future.
We are scaling up Recurring Revenue growth with increasing Gross Margins and declining Customer Acquisition Cost (CAC).
We are hitting our sales targets with a healthy Gross Margin from our Ideal Customer Profiles (ICP) with strong Customer Retention.
We have a promising indication that our business model is working, gradually winning and retaining more customers/users.
We have experimenting with various business models, and getting feedback from early customers/users on pricing & packaging.

Remember How do you bring your product/service to market and how do you become the category leader? Pricing, scalability and network effects are topics to consider when designing your business model.

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Sales

09. Which of the following describes best the level of your Sales processes?

We have a "sales machine" with real-time measurement of every activity from leads to orders closed.
Sales lead-times have been reduced with increased optimization of our sales process - directly and/or indirectly.
We are selling exclusively towards our Ideal Customer Profile (ICP) and exploring further automation of the sales process.
We are experimenting with a first sales methodology to measure each stage from leads to closing deals.
We have an early plan on how to win our first customers.

Remember Nothing sells itself - You need to define your Ideal Customer Profile (ICP), qualify leads, secure orders and repeat sales as cost efficient as possible.

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Marketing

10. Which of the following describes best the level of your Marketing processes?

We are considered one of the top category challengers or even leaders in our particular target market.
Media and/or industry watchers rate us a solution to consider buying in our specific product category - creating "market pull".
We are recognized as an early challenger/visionary by industry watchers in our defined market category.
We have defined our target market and product category with our first lead-generating activities to find more customers.
We are working on defining our target market and have ideas on how to market position our new venture.

Remember Knowing your market and product category is critical to how you effectively communicate your offering - and why you will claim category leadership!

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Competition

11. Which of the following describes best your understanding of the Competition?

We have a clear lead against competitors on product/service and cost/benefit, as well as being the most trusted brand.
We are able to compete on perceived customer value and can therefore defend higher margins if we wish.
We have a deeper understanding of how we compete today and what our road-map needs to catch-up or stay ahead of competition.
We have tested a short-list of main competitors' products/services to best understand why we should win.
We have researched the market to map out a long-list of existing competitors.

Remember Understand your competition intimately so that you know why you will win or lose in any particular situation!

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Financials

12. Which of the following describes best the level of your Financial management?

We are able to crunch, analyze and model operational and financial data to all us to forecast, optimize and allocate resources.
We have implemented a cloud based financial management & modelling system that integrates with our CRM/sales and operational systems to give us a real-time performance dashboard.
We have a financial system with a Financial Model including Unit Economics to measure our Key Performance Indicators (KPIs) and other key metrics.
We have a simple Profit & Loss and Cash-flow projections for the next 12-24 months including some basic assumptions on sales volumes, price points and expenses.
We have an outline of a financial/funding plan to reach our next milestones.

Remember You live and die by your ability to manage revenue, expenses and cash. "If you can't measure it then you can't manage it".

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Organization

13. Which of the following describes best the level of your Organizational management?

We are known for attracting and retaining some of the best talents in our industry.
We aim at becoming a "best-place-to-work" company with a structured hiring process to attract, hire, motivate and retain the best possible talent.
We have a first HR system to help us manage employees' records, skills, learning & training, engagement, growth and performance.
We have implemented a first organizational structure and recruitment strategy.
We have an outline of the core values and culture that we build our organization on.

Remember Success is always about the people. Hiring, retaining and motivating makes all the difference in a fast growing company.

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Funding & Cap Table

14. Which of the following describes best the level of your Funding & Exit abilities?

We are a steady growth business with options to attract additional institutional growth funding, debt, or become EBITDA profitable, or seek an exit through IPO or M&A.
We have a history of solid growth with great capital efficiency and have closed or see strong demand from institutional investors.
We have raised enough Seed capital to reach the beginning of Product-Market-Fit (PMF) and predictable revenues.
We are attracting our first business angels who can also actively help us as advisers.
We have incorporated the company and allocated shares based on each co-founder's contribution and commitment. We have considered an Employee Stock Option Plan (ESOP) to offer equity incentives.

Remember Raising the right money at the right time means growth execution with capital efficiency, optimizing your and your fellow shareholders' ownership.

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Tech & IP

15. Which of the following describes best the level of your Technology & Intellectual Property (IP)?

We have state-of-the-art technology with unique and proprietary algorithms/data, and/or designs.
We have built a dependable technology stack with some proprietary algorithms, data, and/or designs.
We have invested in a scalable, secure, and extensible technology stack.
We have built our first MVP/Beta or V 1.0 product/service - possibly using rapid, flexible technology tools and platforms for prototyping.
We have the technical skills to build a Minimal Viable Product (MVP) to beta test our thesis of a solution to a big problem.

Remember Building technology that delivers reliable and exciting products creates defendable IP.

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Social Impact

16. Which of the following describes best your contribution towards Social Impact?

We are a leading impact/sustainability company driven by a mission that we believe will deliver both value to humanity as well as having a reasonable profit.
We consider ourselves as a sustainable/impact venture where we believe that we will be more profitable as a result.
We have made sustainability and impact an important value of our venture.
We have identified some measurable social impacts that will resonate with many of our stakeholders.
We have none or low intentions to have a positive societal impact with our venture right now.

Remember Purpose drives motivation beyond profit. Make a positive impact on the world and build a tribe of fans with a clear idea of your "why".

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