In an earlier blog, I suggested that an
inventor/entrepreneur must ask and answer five questions before deciding to
start a new business.
Here is Question #2: Is there a significant market for
products to be made or services to be provided?
My comments and answer.
One of the more difficult issues for entrepreneurs
to address relates to target markets and potential sales revenue.
It is critical at the earliest stage of planning and due diligence by founders to
determine those markets (e.g., the target markets) that are sufficiently
large and growing that they would support the entry of a new competitor (the
entrepreneur’s new venture). Professional investors generally insist that target
markets be large and growing so that missteps and errors on the part of the new
venture can somewhat be compensated by the size of the market which presumably
contains large competitors who are not particularly concerned with competing
with a small, up-start, technology company. Nevertheless, venture capital firms, in
particular, are interested in supporting companies that target billion dollar
markets rather than those that target million dollar markets. Both the
magnitude of investment considered and the interest of professional
investors scale with the size of the markets to be served by the underlying
technology.
The goal for an entrepreneur is to identify a number of
potential target markets that collectively (in a summed sense) have a large
size, presumably in the billions of dollars range. One of these target markets
will eventually be selected as the entry market — that market that offers the
best prospect for producing profit soon after funding. That initial target
market need not be large, but it must be one for which success is highly
probable.
The weakest part of any business plan will be the projection of sales revenue. Investors, for good reasons, dissect
sales numbers and also carefully study the rationale behind the projections.
The inability of the entrepreneur to adequately explain or validate how sales
will be accomplished gives investors the opportunity to discount
proposed valuations. The entrepreneur is usually ill-prepared to defend the
business plan in the absence of a good, if not excellent, marketing and sales strategy
and plan.
For a new venture without any evidence of sales, sales
revenue needs to be projected using a combination of provable data about the
markets and assumptions and judgments about how prospects are converted into
customers. These assumptions and judgments will still be examined closely by
investors but they are more defensible and subject to testing (surveys, focus group, for instance) at early stages
by the new venture. With early testing, sales projections become more credible and
less subject to discounting by investors. This provides a pathway for
entrepreneurs to argue for greater pre-money valuations.
More detailed information about developing
robust pre-revenue sales projections are discussed in my book, The Smart Entrepreneur: The book
investors don’t want you to read available on Amazon in September 2014.
Question #2 must be answered YES to continue moving forward.
See my author web site at www.rockyrichardarnold.com.
All questions and contributions are welcome.
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