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Copyright (C) 2011, EDUMETRIX INC. 1 Fund Grow SELL Your Business Context John J. Stuppy, MBA, Ph.D. [email protected] 410-935-0936
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Copyright (C) 2011, EDUMETRIX INC. 1
Fund Grow
SELLYour Business Context
John J. Stuppy, MBA, Ph.D.
410-935-0936
2Copyright (C) 2011, EDUMETRIX INC.
Where I’ve Been (TutorVista.com): Fund Grow Dominate Sell
President, TutorVista.com $213M sell Fund Raised $30M+ from Sequoia, others Grow Grew 22% a month over 2 years Dominate #1 online tutoring co in 3 years Sell Sold to Pearson
What I’ve learned? Tools, relationships, strategies, planning,
insight, etc. make a huge difference
3Copyright (C) 2011, EDUMETRIX INC.
What Do YOU Want To Do?
Operate a professional hobby? Fine-tune your business for profit? Raise $: hire, market, develop, ? Grow more than competition? Region, nation, global expansion? Dominate the market? Move Up Then Out (Sell)?
4Copyright (C) 2011, EDUMETRIX INC.
5Copyright (C) 2011, EDUMETRIX INC.
Securing Funding
Type of funding Organic growth from profit Debt (loan) Equity
Source of funds Funded development Grants Friends & Family Angel investors Venture Capital Private Equity
6Copyright (C) 2011, EDUMETRIX INC.
FUNDING Lessons Learned(for Startups or Mature Companies)
The CEO, consummate sales person Understand sources of value & model Think ahead of time: not on your feet
Buy low, sell high Acquisition cost vs. lifetime value
“In 5 years…” (come back in 5 years!)
Wrangling the deal vs middleman Compelling pitch ‘deck’
(front-loaded)
7Copyright (C) 2011, EDUMETRIX INC.
FUNDING Lessons Learned (continued)
Management, mgmt., mgmt. Credible, attention-getting financials Timing, business/market momentum Bidding war (multiple term sheets) Big firms: Good news – bad news Funded development vs. equity Create baseline valuation
8Copyright (C) 2011, EDUMETRIX INC.
EDUMETRIXStrategic Opportunity MapTM
Marketing Sales Product development Strategic partnerships Funded development Leadership opportunities Consultative selling Recommendation/Priorities
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Monitoring Growth Progress
Key Performance Indicators (KPI)
Dashboards
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• Net profits ( EBITDA)
• Growth of net profits
• Predictability
• Risk
How Much Is Your Business Worth?
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Where Are The Gaps?Business, Financial, Systems, etc.
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Are You Ready To Exit?
Exit Readiness analysis
Address in the short or long term depending on your game plan
13Copyright (C) 2011, EDUMETRIX INC.
Planning and Modeling
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How Much Could It Be Worth?Valuation Enhancement Modeling
15Copyright (C) 2011, EDUMETRIX INC.
16Copyright (C) 2011, EDUMETRIX INC.
Make The World Better . . .Do Well By Doing Good – And Enjoy !
CONTACT
John [email protected]
