Growth Times » Should You Focus on Revenue or on Raising Money? (and the Case for a VC-Management Consultant Hybrid)

Description

Varun Mathur , the Techvibes Community Manager, who I just learnt is based in Toronto (I look forward to meeting you, Varun), made an excellent point yesterday in his Techvibes post on What Separates 37signals And Twitter ?

For all the talk about “getting to revenue” as fast as possible, VCs are still valuing companies based on hype and unproven potential for exponential revenues. You can build valuations based on traffic, but if you can’t attach a realistic average $ amount to a visitor, and if you are going to hemorrhage your traffic as soon as you offer ads, then your valuation is built on shaky grounds – which in finance means you should likely be extremely conservative or discount it.

I don’t say there is never a case for giving high valuation to companies that have great brand awareness and usage even if they haven’t made a buck yet, but my thesis is that the risk of this revenue never materializing should lead to discounting valuations more heavily than they currently are. VCs should put their valuation through a simple risk-based, probabilistic tree analysis, contemplating the likelihood of 3 basic scenarios:

The problem, which ultimately has to do with the probability and payoff you attribute to each scenario, is especially with number 2. Even in this market, founders and VCs can rely on overpriced acquisitions to unload a company to an unsuspecting acquirer (hello eBay). And so, ...

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http://www.growthtimes.com/2009/09/should-you-focus-on-revenue-or-on-raising-money-and-the-case-for-a-vc-management-consultant-hybrid/

http://www.growthtimes.com/2009/09/should-you-focus-on-revenue-or-on-raising-money-and-the-case-for-a-vc-management-consultant-hybrid/