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Demystifying Venture
Capital Economics, Part 2
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Andy Rachleff
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security analysis teaches us companies dont have any value if they cant produce a
profit. The operative word in that statement is cant. Just because a company
operates at a loss today doesnt mean it cant be profitable in the future.
https://blog.wealthfront.com/venture-capital-economics-part-2/
1/11
9/25/2014
As I explained in Part I of this series, big winners drive venture capital fund returns.
Prior to the emergence of the Internet, venture capitalists made their big returns
followed the same playbook originally designed by Tom Perkins, the founder of
Kleiner Perkins Caufield & Byers: Find companies that have high technical risk and
low market risk. Technical risk was reasonably easy to evaluate if you had a good
enough network of experts on which to call. Lack of market, not poor execution,
was, and still is, the primary cause of company failure. Therefore you never wanted
to take market risk. You looked for companies that attempted to build something
that was so technically challenging that you knew people would want to buy it if it
were successfully delivered because it offered such a huge price/performance
advantage.
Post 1995 the world changed drastically. Almost every innovation came in the form
of software. Unfortunately software startups have the opposite characteristics of
what Tom Perkins taught the VC industry to look for. Software companies have
relatively low technical risk and high market risk. You know the company could
deliver its product. The question was would anyone want to buy it. As I said before,
market risk is generally not worth taking, so the intelligent VCs had to change their
business model. They outsourced to angel investors the earliest stage funding for
what they considered the poor risk/reward consumer-focused companies and
instead focused on backing them only when they proved the dogs wanted to eat
the dog food. The angels thought they won the business away from the VCs, but
the poor average returns of the angels would say otherwise. Waiting until a
company proved it had product/market fit meant having to pay a much higher
price than they did in the past. Fortunately the Internet enabled much bigger
markets to be addressed than in the past, so their outsized returns could be
maintained.
https://blog.wealthfront.com/venture-capital-economics-part-2/
2/11
9/25/2014
Let me illustrate with some numbers. Twenty years ago venture capitalists typically
initially invested in startups at a $5 million valuation with the hope the company
could someday be worth $500 million. That could represent a return of 20 to 30
times their investment based on the likely dilution incurred in future financing
rounds (please see The Impact of Dilution for an explanation of dilution). Today VCs
are more likely to initially invest at a $50 million valuation with the hope the
company could someday be worth $5 billion. Amazingly the number of companies
that generate $5 billion of value today is comparable to the number of companies
that generated $500 million of value 20 years ago. That means todays smart VCs
are still able to generate the same kind of returns as 20 years ago despite the much
higher entry valuation. Please keep in mind not all initial VC rounds are valued at
$50 million. My intention was to provide an example that was correct in terms of
order of magnitude.
growth hypothesis. The growth hypothesis covers the best way to cost-effectively
acquire customers. Unfortunately many founders mistakenly pursue their growth
hypothesis before their value hypothesis. I explain the perils of this approach in
Why You Should Find Product-Market Fit Before Sniffing Around For Venture Money.
Companies that nail their value hypothesis are highly likely to figure out their
growth hypothesis, but the inverse is not true (Socialcam is perhaps the most
outrageous example).
https://blog.wealthfront.com/venture-capital-economics-part-2/
3/11
9/25/2014
As you might imagine a company that has figured out its value and growth
hypothesis is worth much more, perhaps three to five times more, than the
company that has just confirmed its value hypothesis. Therefore the really good
VCs try to invest after the value hypothesis has been proved, but before the growth
hypothesis works. In other words VCs are willing to take the leap of faith that the
company will figure out the growth hypothesis. You might think this is an obvious
observation, but as I explained in Part I of this series, the vast majority of VCs are
not willing to take that risk.
Once a company proves its value and growth hypothesis, it has likely achieved the
leadership role in a new market. This usually spawns a bunch of imitators, but you
might be surprised to learn that seldom does an imitator or laggard ever overtake
the leader once it has achieved product market fit. Thats true even if the fast
follower develops a better product. The only hope for number two in a segment is
to change the definition of the market (Nintendos Wii is a great example).
Technology market leaders often accept this additional financing even when they
dont need it to execute their business plans. To do so they must believe the
increased growth from investing faster in their businesses has to justify the dilution
associated with the unneeded financing.
https://blog.wealthfront.com/venture-capital-economics-part-2/
4/11
9/25/2014
Im sure you have read about many successful consumer Internet companies that
recently raised on the order of $50 million, or more, at a $600-million pre-money
valuation soon after they did another round of financing. This is the most common
valuation these days (although incredibly high by historical standards) when a
startup has achieved clear market leadership in a market that has a chance to be
very large.
To justify the dilution associated with such an unneeded financing, the
management must believe the incremental percentage growth in revenues from
the financing is greater than the dilution taken in the round. For example, lets say
a company currently has a $10-million annualized revenue rate with expected
annual revenue of $160 million in four years. Lets further assume it can raise $50
million at a $600-million pre-money valuation and with that money increase its
revenue expectation in four years to $200 million. That would mean it would trade
off an extra 7.7% of dilution for a 25% increase in revenues in almost every case
that would lead to a higher value per share for all stockholders.
5/11
9/25/2014
$50 in the first year ($100 increased annual profit $150 customer acquisition cost),
so it may appear to uninformed outsiders that the company has made a stupid
decision. Over the long term the trade will prove worthwhile because the company
will continue to generate $100 per customer for three years (the horizon over which
the average customer churns).
As frequent observers of this phenomenon, VCs encourage this trade despite the
poor short-term optics as long as they believe their portfolio companies long-term
margins are likely to be attractive. Their point of view is reinforced by the research
we shared in Winning VC Strategies To Help You Sell Tech IPO Stock that found
technology companies performance post-IPO is most dependent on revenue
growth, not profitability. Accelerated revenue growth is almost always rewarded
with a higher valuation as long as management is able to convince investors that it
addresses a huge market and can easily generate profits in the future.
The most exaggerated example of this strategy is Amazon. You have often heard
Amazon say it could have much higher margins if it wanted to. This is no joke.
Management knows the smarter decision is to invest in growth and they have been
handsomely rewarded for it.
6/11
9/25/2014
dissipates quickly.
The other knock the uninformed and threatened use against young companies with
momentum is their VCs must be nuts to have invested so much in them because
companies in our space arent valued like tech companies and therefore cant
justify the sizable capital invested. Professional public tech investors care a lot
more about the growth of the company in which they invest than they do about the
traditional multiples of the industry in which the company participates. Time and
time again weve seen new software-based entrants that disrupt an old-line
industry get valued at what, historically, would have been viewed as crazy
valuations. Its pretty clear the Internet-based winners in cars, clothing, recruiting
and travel, among others, command lofty valuations. Motley Fool has dedicated
numerous posts to the correlation between growth rate and the price to earnings
(P/E) ratio. The higher the growth rate, the higher the P/E, independent of industry.
Once again the top VCs understand that this relationship is unlikely to change any
time soon.
Economists believe the only way to earn outsized returns is to invest in highly
inefficient markets. The lack of common understanding around what constitutes
the ideal way to build a startup is one of the greatest examples of inefficiencies I
know which makes it a huge source of the premier venture capitalists
tremendous returns.
Related Posts:
https://blog.wealthfront.com/venture-capital-economics-part-2/
7/11