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Where cloud management is going next • ZebethMedia

“There’s a big wave of innovation in managing cloud costs,” Team8 co-founder and managing partner Liran Grinberg told ZebethMedia as part of our latest cloud investor survey. Having noticed tailwinds for the wave of B2B startups that offer cloud cost-optimization solutions, and cloud management more broadly, we were curious to know where VCs thought the space was headed — and the answers we heard show promise. Indeed, the tailwinds we are referring to aren’t limited to the current macroeconomic climate. The need to better manage cloud spend is undoubtedly fueled by the downturn, which makes everyone more cost-conscious. But, as we will explore, innovation in this field is also a corollary to broader trends, such as the rise of product-led growth among B2B SaaS companies, which have become both practitioners and consumers of usage-based pricing. There are also reasons to think that we haven’t seen all of it yet. “We continue to see tremendous opportunity in the cloud management space given how early we are in the cloud adoption journey,” Battery Ventures venture investor Danel Dayan said. So what might be next? Let’s dive in. Beyond cost optimization The first wave of cloud optimization solutions did the obvious: help companies track and lower their cloud spend. Per Team8’s Grinberg: “The first generation of cloud cost management (represented by Cloudability, CloudHealth) helped provide visibility and clarity on the spend on AWS, Azure and GCP. Meanwhile, cloud cost-optimization tools (represented by Spot, Granulate) allowed for tactical changes to lower costs.” Consolidation followed, ZebethMedia’s Kyle Wiggers noted, “as incumbents in adjacent sectors saw the opportunities presented by cloud cost optimization. Microsoft in 2017 acquired Cloudyn [ … ]. Then, in 2019, Apptio snatched up [ … ] Cloudability, while VMware and NetApp bought CloudHealth and Spot (formerly Spotinst), respectively, within the span of a few years.” And this April, Intel bought Granulate for $650 million. As time and mergers went by, it became clear that there was more than startups in this space could do for their customers. First and foremost, cloud teams required more than cost optimization — they needed cloud management.

New Paris-based VC Satgana completes the first close of its €30M fund to back ClimateTech startups • ZebethMedia

While ClimateTech may be all the rage right now – and for good reasons – new VC Paris-based firm Satgana (which means “a good company” in Sanskrit) is hoping its take on the subject will gain traction. It’s now completed the first closing of a target €30m fund to back startups in areas such as food and agriculture, energy, mobility, buildings/industry, plus, more generally, carbon removal and circular economies. The fund will invest up to €500,000 at the pre-seed and seed stages across Europe and Africa, bringing to bear its team which comprises operational and strategic experience. It also plans to apply a ‘diversity and inclusion’ lens pre and post-investment. 
 So far, the fund has already invested in three ClimateTech startups, with two others to be announced soon, it says. These are: 
● Orbio Earth, a German startup building a platform to for energy providers to monitor and reduce methane emissions using satellite data ● Mazi Mobility, a Kenyan startup building a network of electric motorbikes and a battery swapping infrastructure in East Africa; ● Yeasty, a French startup building an alternative protein leveraging beer yeast with a circular model. Satgana says it has counts 30+ LPs in its first closing, including Thibaud Hug de Larauze (Co-Founder & CEO of impact unicorn Back Market), Josef Bovet (CEO of Tiller Systems), Fabrice de Gaudemar (CEO of Qotto and ex-Executive Board of Eurazeo), Elsa Hermal (Co-Founder of Epicery) and the Family Office Cullom Capital. Romain Diaz, General Partner, said in a statement: “The climate and ecological crisis is the defining issue of our time. As a gigantic challenge ahead of us, it is also a massive business opportunity as we need to reinvent all the sectors of our economies to meet the targets of the Paris Agreement.” Satgana’s Venture partner will be Patrícia Silva (based out of Lisbon), who is also Co-Founder and Non-Executive Director of the Carbon Removal Centre. Investment analyst will be Anil Maguru. Advisors include Lubomila J. (Plan A & Co-Founder Greentech Alliance) and James Crowley (Former Co-founder & CTO of FundApps).

Yes, Chief • ZebethMedia

Hello and welcome back to Equity, a podcast about the business of startups, where we unpack the numbers and nuance behind the headlines. This is our Wednesday show, where we niche down to a single topic, think about a question and unpack the rest. This week, Natasha is bringing one of her favorite Disrupt panels to your ears. She sat down with Chief co-founders Lindsay Kaplan and Carolyn Childers to talk about the future of their private membership club for women in leadership positions. (Shout out Bryce for this amazing live illustration he did while we were all on stage!). The conversation touches on outlasting competitors, pandemic-defined community, the duality unicorn valuations and the word girlboss. If you love the conversation, share it with a friend. And if you want more on Chief, read a recap post that my colleague Ron Miller wrote about all things membership community and waitlists.  Equity drops every Monday at 7 a.m. PT and Wednesday and Friday at 6 a.m. PT, so subscribe to us on Apple Podcasts, Overcast, Spotify and all the casts. ZebethMedia also has a great show on crypto, a show that interviews founders, a show that details how our stories come together and more!

A prep checklist for startups about to undergo technical due diligence • ZebethMedia

Matt Van Itallie Contributor Matt Van Itallie is the founder and CEO of Sema, which provides codebase analytics for M&A. Previously, the author offered a detailed overview of the technical due diligence (TDD) process investors conduct before injecting cash into early stage startups. In this follow-up, he offers a detailed checklist for C-level executives and senior managers who are responsible for helping VCs determine whether their “codebase is safe enough for investment.” Product roadmap Explain how you collect user and customer feedback. Provide a sample subset of the most granular user/customer feedback you collect. Provide the results of the synthesis of user/customer feedback. Provide the last 12 months of product management data for Engineering (e.g. Jira tickets). How much was spent on new features / functionality compared to maintenance? What are the major items on the list? Explain the roadmap for the next 12 months. Code quality How much does Finance invest in tech debt prevention and remediation? In security risk prevention and remediation? In IP risk prevention and remediation? Which software languages do you use? Is the use of new languages managed? Is a refactoring being considered or possibly needed? Which testing methods do you use and what is their breadth? Do you perform unit tests, automated tests, manual QA testing, and user acceptance testing? Share the most recent results from each type of test. Is a line-level scanning tool such as SonarQube in place? If yes, share a sample report. Is third-party code managed through a manager, stored in the code, or both? Why? Describe your architecture and provide architectural diagrams. Intellectual property

Square Peg Capital closes $550M fund for Southeast Asia, Australia and Israel • ZebethMedia

It’s a tough market for venture capital, but Square Peg Capital is plowing ahead with its focus on Australia (where it is based), Southeast Asia and Israel. The firm announced today that it has closed its fifth fund totaling $550 million. This brings its total raised across all funds to about $1.6 billion. Square Peg has invested in more than 60 companies, and returned over $580 million to its investors across 11 exits at an IRR of 42%. Its counts Australian superannuation funds like Hostplus and AustralianSuper among its backers, and other LPs include new and returning investors from family offices, institutions and endowments. Part of Square Peg’s new capital will be used for its core venture fund, which invests in seed to Series B startups. It will also invest in the later stages of its best-performing portfolio companies through its Opportunities Fund. Square Peg Capital partners Tushar Roy and Piruze Sanbuncu Square Peg has a growing footprint in Southeast Asia, where partners Tushar Roy and Piruze Sabuncu are based. Roy told ZebethMedia in April that Southeast Asia is the firm’s fastest-growing geographical footprint. Half of its last $275 million fund, Fund 3, was invested in Southeast Asia. The firm is focused on five key areas in the region: consumer internet, fintech, edtech and the future of work, healthtech and SaaS. Some of Square Peg’s investments so far from Southeast Asian include LottieFiles, Doctor Anywhere and FinAccel. It’s new fund has also invested in recruitment automation platform Kula and open source Firebase alternative Supabase. Portfolio companies from other regions include Canva, Airwallex and ROKT in Australia, and Fiverr and AIDoc from Israel. In a statement, Sabuncu said, “We already know the potential Southeast Asia presents when we look at the basic macro numbers, but the last few years have proven that you can build global businesses from this region, or create new business models that can disrupt the way people access various services—whether it be lending, education or healthcare.”

After glitch causes a two-hour global outage, WhatsApp restores service • ZebethMedia

To get a roundup of ZebethMedia’s biggest and most important stories delivered to your inbox every day at 3 p.m. PDT, subscribe here. Overheard at a VC/startup conference recently: Product market fit is like a product going around from weirdly shaped customer group to weirdly shaped customer group, like that old kid’s book “Are you my mommy?” Startups can be a little bit like that; sometimes the users can surprise you, and the product needs to ask a few different potential customer groups whether it is a good fit. Oh, and Dominic-Madori wants to hear Black founders’ stories of VC fundraising — If you are a Black founder with war stories (or if you know someone who does), get involved! — Christine and Haje The ZebethMedia Top 3 Startups and VC Bilt Rewards, which works with some of the country’s largest multifamily owners and operators to create loyalty programs and a co-branded credit card for property renters, entered unicorn status after securing $150 million in a growth round at a $1.5 billion valuation led by Left Lane Capital, Christine reports. Emergency response services have had a big boost of data thanks to advances in connected technology, with watches that can detect when their wearers are falling down and are experiencing trauma, cars that can pinpoint where their drivers are located and home systems that can transmit important data about fires when you cannot. These are just a few of the innovations we’ve seen in recent years, and today, a startup called RapidSOS is announcing some funding as it continues to connect the dots for emergency first responders, Ingrid reports. And we have five more for you: 8 questions to answer before your startup faces technical due diligence Image Credits: kutaytanir (opens in a new window) / Getty Images Outsiders study multiple facets of a startup to determine its value and quality, and codebase health is one of them. A pitch deck is just part of the story, writes Matt Van Itallie, founder and CEO of codebase analytics company Sema. After technical due diligence (TDD) begins, no amount of storytelling can cover the secrets buried in GitHub and Jira. To help companies prepare for TDD, Van Itallie has written a primer with eight questions founding teams must be able to answer confidently. Tomorrow, we’ll run his detailed TDD checklist. Three more from the TC+ team: ZebethMedia+ is our membership program that helps founders and startup teams get ahead of the pack. You can sign up here. Use code “DC” for a 15% discount on an annual subscription! Big Tech Inc. In the midst of trying out the new Google Pixel 7 Pro’s camera, Haje found “a really dumb, totally avoidable flaw” that detracts from what is otherwise “the best camera phone out there,”and he is telling the world. Speaking of product reviews, Brian has a closer look at macOS Ventura. Also, it’s probably not wise to have your law firm on the opposing side of the same issue. Natasha M brought this to Launch House’s attention when news of a harassment investigation surfaced and now reports that the venture-backed founder’s club split with its law firm. And we have five more for you:

Chris Sacca on climate investing right now; the opportunity “almost feels unfair” • ZebethMedia

Today, for a series of climate-related conversations organized by the global venture firm SOSV, we interviewed famed investor Chris Sacca, whose investment firm Lowercarbon Capital is managing $2 billion in capital across one fund that’s focused on nuclear fusion, another fund focused expressly on carbon removal, and the rest across a wide spectrum of bets. In our chat, Sacca dismissed questions around whether efforts like carbon capture can work at scale. (“The naysayers kind of fuel me, actually.”) He also said — naturally — that he has “no doubt we will have multiple companies worth trillions of dollars that emerge from our portfolio.” It wound up being a fairly wide-ranging conversation and you can watch it in its entirety at page bottom. Meanwhile, below are excerpts from our chat, edited lightly for length. The big news of the moment is the inflation Reduction Act. It allocates more than $300 billion to energy and climate reform, $60 billion for boosting renewable energy infrastructure, and manufacturing like wind turbines and solar panels. At the same time, it fell short of what climate activists really wanted to see. What do you make of it? Look, the President himself called it a big fucking deal. And it is. It’s a huge step forward for our industry, for our country, and the planet– no doubt about it. Bless the activists. I love where their hearts are, but we have to be pragmatic about this, and we don’t have time for purity tests. . . It was better than we could have expected, frankly, and we’re glad everyone got to the table and hammered on a solution. Were you consulted by anyone in Washington? We weren’t. Actually, I have an allergy to Washington. One of the reasons we started Lowercarbon was after years of basically rebuilding the democratic tech stack, I got a little burned out by a process that’s so many degrees removed from the ultimate solution. So we built Lowercarbon to say, look, we can build climate solutions now, where it’s up to us to deliver something that consumers and businesses want to buy from us. If we have any relationship with government, it’s government as a buyer.  If free money falls out of the sky, we’ll take it, but everything we’ve done now makes sense because the unit economics are there to go ahead and compete head to toe with products that are predicated on petroleum. It was actually just a bonus that the IRA got passed, but we weren’t counting on it. Your timing is remarkable, considering that even if we were to enter into recession at this point, this money is now going to be flowing into the economy, making climate investing relatively bulletproof. [Climate investing] is recession proof, even without the IRA. Everything we’re doing is providing a substitute good. That’s what almost feels unfair. You spend years building Twitter and you put it up in the app store and you hope somebody gives a damn. It could be a really well-designed product, but maybe no one cares, whereas everything we’re building right now, we actually know the demand for it. And if we deliver a better, cheaper, faster, cooler, easier-to-use, sexier products, then we’ll even grow the market. So I actually think this is some of the easiest investing we’ve done. What’s happened in the war in Ukraine, the shortages of energy facing Europe, overall climate disasters around the planet, the commitments that companies have made to decarbonize, and the reality that clean energy and clean products are reaching price parity are just massive tailwinds that we’re trying to keep up with, frankly. You busted out of the gate last year with an $800 million fund. Then this spring, you announced a $350 million fund that was focused exclusively on carbon removal. Why break that out as a standalone effort? So basically carbon pollution that we put in the atmosphere, we’ve got to get back out . .  and that can happen in a wide range of ways, from direct air capture — those big fans out in the desert that are sucking air — to accelerating biological processes [like] crushing up rock that carbon loves to attach to, or growing algae or kelp. And so we have a fund dedicated exclusively to that. It’s a burgeoning industry; we’ve partnered with companies like Stripe and the Frontier Group that they brought together. And that was a separate fund because . . . we saw the cost of building this stuff come down so precipitously, and the revenue available and the spend available go up so precipitously [that] it reminded us of the early days of Y Combinator [when] the cost of building a company had come down by orders of magnitude. Money doesn’t always produce results. It’s exciting that there’s so many options now and so much money is flooding into carbon capture, but do you worry that industry is going to say, ‘We’re putting money into this marketplace,’ or ‘We’re putting money into this technology, so we can continue on with our bad behavior’? I am not concerned because, frankly, digging up and burning old dinosaur bones is expensive, so every time we remove that from a process or a product, we make money. And carbon has real value. When we capture carbon, there are uses for it. We upcycle it into jet fuel. We’re now embedding it in stuff like concrete, so there is value there. So companies can continue with what you call bad behavior, but that’s just bad business. And so yes, I mean, greenwashing and fake ESG funds and stuff like that are bullshit. But the reality is anyone who continues down that path is just gonna get left behind by the biggest economic transformation in the history of the planet. A lot of skeptics question whether carbon capture will work at scale. I recently read that the world’s largest carbon direct air capture facility that’s currently under construction is expected to remove only

Technical due diligence, web3’s promise, how to hire well • ZebethMedia

In films, screenwriters always include a moment known as the Promise of the Premise. It’s the part of the story where the audience settles in to the new world they’ve entered. One of my favorite examples is in the first Harry Potter movie, when Hagrid takes Harry to Diagon Alley, the magical shopping district that introduces him (and us) to the world of wizarding. So far, web3 has not paid off on the Promise of the Premise: open source software that runs live on the blockchain. “It’s still much easier to develop a Web 2.0 app simply because the ecosystem is mature and enjoys a large and thriving developer community,” says Devin Abbott, who specializes in design and development tools, React and web3 applications. Full ZebethMedia+ articles are only available to membersUse discount code TCPLUSROUNDUP to save 20% off a one- or two-year subscription According to Abbott, the web3 development community is approaching “an inflection point where our own tools are becoming quite powerful,” but “that doesn’t mean Reddit is moving off its Web 2.0 cloud servers.” So far, most of the hype for web3 is coming from investors and journalists, so Abbott’s perspective as a developer makes this a useful read. Most of web3’s early use cases don’t interest me. Then again, I’m not a developer, so I didn’t truly appreciate the value of mobile gaming, GPS and cloud storage until they’d achieved product-market fit and were integrated into my smartphone. Today, I wouldn’t consider buying a device that couldn’t help me find a restaurant or hotel. When it emerges, I suspect web3’s killer app will be similarly utilitarian. Thanks for reading, Walter ThompsonEditorial Manager, ZebethMedia+@yourprotagonist 3 ways to hire well for your startup Image Credits: AndreyPopov (opens in a new window) / Getty Images For early-stage startups “this is arguably one of the worst times to be looking for talent,” says Champ Suthipongchai, founder and GP of Creative Ventures. Opportunistic hiring managers might assume that widespread layoffs have shifted the balance in their favor, but “those were generally not employees executing core businesses.” Usually, startup recruiting resembles scenes from heist movies where the characters are putting a crew together: it’s an expedited process designed to fill knowledge or experience gaps, not necessarily find the best fit. “Whenever possible, it is far better to slowly integrate a great candidate in as an adviser or part-time contractor and let things play out,” writes Suthipongchai. “Just as a customer pilots the product, companies should pilot their most important hires whenever possible.” 8 questions to answer before your startup faces technical due diligence Image Credits: kutaytanir (opens in a new window) / Getty Images Outsiders study multiple facets of a startup to determine its value and quality, and codebase health is one of them. A pitch deck is just part of the story, writes Matt Van Itallie, founder and CEO of codebase analytics company Sema. After technical due diligence begins, no amount of storytelling can cover the secrets buried in GitHub and Jira. To help companies prepare for TDD, Van Itallie has written a primer with eight questions founding teams must be able to answer confidently. Tomorrow, we’ll run his detailed TDD checklist. To better thwart ransomware attacks, startups must get cybersecurity basics right Image Credits: Bryce Durbin / ZebethMedia Creating systems that are resilient against ransomware isn’t top of mind for early-stage startups, but many companies don’t even follow basic best practices, much to their detriment. “Enable multifactor authentication (MFA) on everything you have,” said Katie Moussouris, founder of Luta Security. “Enable it on every account that you have.” Last week at ZebethMedia Disrupt, Moussouris and Brett Callow, threat analyst at Emsisoft, spoke about the need to invest early in locking down their systems, starting with MFA. “It’s a matter of stacking security layer upon security layer,” said Callow. “MFA in conjunction with staff training — in conjunction with other things — all serve to reduce risk.” Black startup founders raised just $187 million in the third quarter Image Credits: Getty Images The downturn appears to be disproportionately affecting Black founders’ ability to raise capital. “When the venture capital industry catches a cold, underrepresented founders catch pneumonia,” said Tiana Tukes, an investor with Colorful Capital. In Q3 2022, Crunchbase reports that Black founders raised just $187 million, “a staggering decline from the nearly $1.1 billion they received in Q3 2021 and a sizable drop from the $594 million the cohort raised in Q2,” writes Dominic-Madori Davis. Investors are sitting on mountains of cash: Where will it be deployed? Image Credits: H-Gall (opens in a new window) / Getty Images No matter what’s happening in the public markets, bees make honey, and venture capitalists raise money: it’s just what they do. But since the “extreme valuation recalibration” in the public markets, VCs are amassing more and more dry powder, write Jeremy Abelson and Jacob Sonnenberg of Irving Investors. More frustrating news for founders: investor fundraising “is on pace to finish the year at $172 billion,” but capital deployment is way down. “Dollars are flowing and will continue to flow, but it will be more capital to fewer companies,” they write. Now that “traditional SaaS has become too expensive and secondarily saturated,” sectors like web3, life sciences and agtech will attract more investors, they predict.

Where will it be deployed? • ZebethMedia

Jeremy Abelson Contributor Jeremy Abelson is the founder and lead portfolio manager of Irving Investors. Combining his experience as an operator and institutional investor, Abelson runs Irving as a multistrategy platform making long-term durable investments in both the public and private markets. More posts by this contributor What am I worth now? For the first time in 4 years, profitability beats growth Jacob Sonnenberg Contributor Jacob Sonnenberg is a portfolio manager at Irving Investors and runs Irving’s Technology and Consumer Crossover Fund. More posts by this contributor What am I worth now? For the first time in 4 years, profitability beats growth Venture fundraising has continued at a robust pace, but much less cash is being deployed. Let’s start with a few headlines: Bessemer in September raised about $3.85 billion for early stage startups, the largest vehicle in the firm’s 50-year existence. Insight Partners in February raised over $20.0 billion, double its predecessor fund (closed in April 2020 at $9.5 billion). Lightspeed in July raised more than $7 billion across four funds for seed to Series B rounds. Battery Ventures in July raised over $3.8 billion with a broad mandate. Founders Fund in March raised over $5 billion across venture ($1.9 billion) and growth ($3.4 billion) funds. a16z in May raised about $4.5 billion in its fourth fund targeting blockchain, bringing its total funds raised for blockchain-related companies to more than $7.6 billion. a16z separately closed $9 billion in fresh capital in January, with $1.5 billion allocated to biotech investments. Tiger Global is rumored to be raising PIIP 16 in what could be an around $10 billion vehicle and its second largest fund ever. The public markets have seen an extreme valuation recalibration, and it’s effectively trickling down into the private markets. All the while, crossover funds and VCs have been watching from the sidelines — capital deployment is in somewhat of a “wait and see” mode. The net/net: More dollars being raised with less deployed equals materially higher cash balances. Image Credits: Irving Investors What the numbers tell us Capital raising Venture capital fundraising has remained somewhat constant this year. VC firms have raised a total of $122 billion so far this year, and are on pace to finish the year with $172 billion. Short-term valuation “work arounds” can become much bigger long-term problems. That’s 20% less than 2021 ($214 billion), a touch below 2020 ($180 billion), and about 11% less than the $194 billion average raised annually since 2019. This strong level of fundraising is in stark contrast to the poor performance of high-growth names in the public markets. For instance, our high-growth SaaS bucket has suffered losses of about 60% to 80% or more. Image Credits: Capital deployment Total capital deployed by VCs in Q2 2022 and Q3 2022 has rapidly declined and now averages just $39 billion per quarter. This is on track to be the lowest reading since we can pull the data from 2017. Currently, capital deployed in Q3 2022 (less than $40 billion) is on pace to be about 70% below Q4 2021 levels (about $118 billion).

Palau Project ‘s $125K deck • ZebethMedia

I get a lot of pitch deck submissions for this ZebethMedia Pitch Deck Teardown series from people who are raising friend and family rounds, and I mostly pass on them. Often, these decks aren’t very good, but it’s important to remember that they don’t have to be. For a small round (say $200,000 or below), most well-connected entrepreneurs will be able to find a group of people who believe in them and are willing to invest in them. It’s not about the product (there typically isn’t one), and it’s not about the solution (the company is still iterating). Such investors are usually betting on two things: Is this market big enough, and is the problem worth solving big or pertinent enough to give this company a possibility of success? Are the founders the right people to solve this problem? Do they have the connections, skills or experience that gives them an unfair advantage? Here’s the truth: When considering very early stage companies, if you can’t say “Yes” to both of those questions with 100% certainty, you shouldn’t invest. If the market isn’t big enough, don’t invest. If the founders are smart, friendly and amazing, but they don’t have something special that gives them a head start, don’t invest. It was against that backdrop that I received the pitch deck for Palau Project. Its founder, Jerome Cloetens, is a professional kite surfer (!) with an economics degree and an MBA, and he’s taking on climate change. Let’s take a closer look at how all those pieces come together in a pitch deck. We’re looking for more unique pitch decks to tear down, so if you want to submit your own, here’s how you can do that.  Slides in this deck This pre-seed deck has 22 slides, but it could probably have been 10 slides or so. That said, it looks good, and although it jumps from topic to topic a little, I can see how the presentation would take shape. Cloetens notes that the slide deck has been slightly updated since the fundraise, and he mentioned it’s “not precisely as Pitched; some of the design and small content changes (Such as our traction metrics) have been updated.” Cover slide Problem impact slide Problem slide Solution slide Product slide Product slide Product slide Challenge slide Value Proposition slide   Business model slide   Market size slide   Market slide   Traction slide   Metrics slide   Milestones slide   Team slide   Founders slide   “Seed round” Interstitial slide   Mission slide   The Ask slide   Milestones slide   “Equity for thrifthers” closing slide Three things to love As I mentioned in the intro, this is a pre-seed deck. As per slide #20, the founders were trying to raise $500,000, and they closed on about $125,000. That isn’t entirely uncommon at early stages. Slightly later on, your plan needs to match the funds, which needs to match the milestones you’re trying to hit. At this stage, “I just need some money to prove what we are trying to do” will work, and if the angel investors think it makes sense, you’ll raise money. Simple product, testable now [Slide 5] Palau Project’s product is super simple, but the power will be in the data. Image Credits: Palau Project Make your product demos this simple if you can — it’s easy to understand, visual and impactful. I mentioned earlier that all that matters is the market size and team, and I’ll get to that in just a moment. For now, I was really impressed at how simple the idea is, and how easy it is to imagine this in use. Scan a barcode, get information about a product and get nudged towards products that have less impact on the climate. As an investor, I would immediately have three questions: How good is the database and how many products are captured there? Will people actually use this when they are walking around, shopping? This use case appears to be in-person, but the business model refers to a commission. How would the manufacturers know that a user has changed their behavior as a result of using an app? You can learn two things from this slide: Make your product demos this simple if you can — it’s easy to understand, visual and impactful. The second step is to tie it to your value propositions: What’s in it for the consumer? What’s in it for the product manufacturers? What’s in it for your company (i.e. how does this help you gain or retain customers, and how does it help you generate value)? Traction! [Slide 13] A product this early with traction is beautiful. Image Credits: Palau ProjectWhen a company is raising its first round, it’s unlikely that it has a product at all, never mind a product with actual traction. If you do happen to have such a product, scream about it from the rooftops. Having 30 downloads per day is impressive, and 10,000 scans shows that the app is working and getting some user engagement. Engagement time is cool, too — there are a lot of early indicators showing up here that the founders may be on to something. Going from 0 to 700 weekly active users in a new market (Portugal) is impressive, too. Again, the slide raises questions for me: Scans are great, but I want to know what percentage of those scans were successful (i.e. had products in the database). If users scanned 10,000 items and ended up with 600 hits, and 9,400 “We don’t know this product,” that will make a lot of users turn away immediately. 25-30 new users per day is impressive, but show us a graph and the total number of sign-ups. TikTok videos are cool, but that’s a vanity metric that means nothing unless it moves the needle on the business side. Did the video result in downloads? More scans? More inquiries? What you can learn from this slide as a startup is to think about

business and solar energy