Fundraising in Pakistan: A how-to

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The document discusses fundraising strategies for startups in Pakistan, emphasizing the importance of building a prototype and gaining user traction before seeking external funds. It advises entrepreneurs to seek funds from sympathetic and successful individuals, avoid giving away too much equity, and understand that fundraising can be a challenging and often unrewarding process. Ultimately, it stresses the necessity for entrepreneurs to be resilient in facing rejections while maintaining control of their business.

Small Business & Entrepreneurship Economy & Finance Business

Fundraising in Pakistan
Muhammad Nasrullah
Founder and BDFL at Pring
Twitter & Pring: @nash
Facebook fb.com/nasrullah

Talking About Local Fundraising
• Raised in excess of $2M to date
• Summary of my experience

Caution
• Fundraising sucks
• It’s a necessary evil in most cases
• Best advice to you: Avoid Fund Raising (if you
can)

The Early Days of Entrepreneurship
• Think US in the 50s or 60s

Capital is Expensive in Pakistan
• Less equity for more money

Before you start fundraising
• Use money from family, friends and fools
• Bulid a working prototype
• Get user traction and demand
• Once you have the traction figured out,
fundraise for scale

The ultimate goal of a startup?
• To become a profitable business with a
repeatable, scalable business model

Think Revenues
• People, Products and Profits
• If you plan on staying in Pakistan, reach
breakeven as soon as possible

Why Breakeven?
• If you’re working on funding, there is always
an end-date to that funding
• Once it ends you’ll have to raise more again.
You’ll be at the mercy of investors and worse,
you will be desperate
• If you are breaking even or profitable you can
fundraise at your time at your benefit

Who do you fundraise from?
• Look at successful people in your field
• Self-made entrepreneurs will understand your
pain the most and will empathize with you the
most

Look for SmartMoney
• Dumb money: is just money
• Better: money from someone who can be a
great mentor
• Even better: someone who has the
connections to make your startup successful
• Even better-er: Connections, know-how, self-
made entrepreneur, well respected in the
market and has money

Actually: Avoid Dumb Money. Keep as
Last Resort
• Do you really want to ‘owe’ the seth 5+ million
rupees?

Go breadth-first rather than depth first
• Ie: talk to everyone at the same time
• Do not do approach one-by-one, you will
never build up momentum
• The best way to speed any negotiation is to
introduce competition
• It’s fine to be talking to upto 30 parties. I did
40 at one time.

Fundraising dirty little secret: It’s
heard mentality
• The toughest part is getting the first yes
• Once you have one popular person saying yes,
the other investors will be keen and more
interested
• This works well if the first funder is well-
known
• No, not a verbal yes, a check is great

How Much?
• Capital in Pakistan is expensive
• After the FFF round, the next is a larger round but
you will probably will have to raise more money
later.
• But do not give away more than 50%, do not lose
control.
• Corollary: avoid investors who ask for too much
equity and control. It’s a huge warning sign.
• What’s your exit strategy? How many rounds of
funding will it take to get there? Keep atleast
>20% when you reach there

How?
• Get a good intro before meeting the investor
• Go in for an informal talk and leave with a
one-pager executive summary
• Some investors will require a slide deck, keep
it handy

What should I talk about?
• Elevator Pitch
• The Problem
• Solution (Demo)
• Business Model and Market Size
• Secret Sauce (aka competitive advantage)
• Competition, marketing
• Team
• Deal Terms (Money, equity etc)

Great Deck Samples & Guides
• Sequoia:
http://www.sequoiacap.com/grove/posts/6bz
x/writing-a-business-plan
• Dave McClure:
http://www.slideshare.net/slidesthatrock/ho
w-to-pitch-a-vc-redesigned
• Pitch decks of popular companies:
http://PitchEnvy.com

Parting Thoughts
• The number one job of the entrepreneur is
problem solving
• Fundraising is a problem and a unique one in
Pakistan
• Your company’s success relies upon you hacking
fundraising
• You will get constantly rejected. Don’t take it
personally. Build emotional resilience.
• Very few say ‘no’, most give the long silence

This document provides guidance on fundraising in Pakistan based on the presenter's experience raising over $2 million for 4 companies. It discusses key aspects of fundraising such as emphasizing with investors, understanding investor preferences for control vs wealth, framing the company's growth trajectory as a line not just a dot, and the importance of demonstrating product-market fit and a path to profitability. The presentation recommends starting with friends and family funding and then pursuing larger rounds from experienced entrepreneurs who can provide capital and mentorship once user traction is proven. Maintaining at least 20% equity control even after multiple rounds is also advised.

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Fundraising in Pakistan: A how-to

1. Fundraising in Pakistan Muhammad Nasrullah Founder and BDFL at Pring Twitter & Pring: @nash Facebook fb.com/nasrullah

2. Talking About Local Fundraising • Raised in excess of $2M to date • Summary of my experience

3. Caution • Fundraising sucks • It’s a necessary evil in most cases • Best advice to you: Avoid Fund Raising (if you can)

4. The Early Days of Entrepreneurship • Think US in the 50s or 60s

5. Capital is Expensive in Pakistan • Less equity for more money

6. Before you start fundraising • Use money from family, friends and fools • Bulid a working prototype • Get user traction and demand • Once you have the traction figured out, fundraise for scale

7. The ultimate goal of a startup? • To become a profitable business with a repeatable, scalable business model

8. Think Revenues • People, Products and Profits • If you plan on staying in Pakistan, reach breakeven as soon as possible

9. Why Breakeven? • If you’re working on funding, there is always an end-date to that funding • Once it ends you’ll have to raise more again. You’ll be at the mercy of investors and worse, you will be desperate • If you are breaking even or profitable you can fundraise at your time at your benefit

10. Who do you fundraise from? • Look at successful people in your field • Self-made entrepreneurs will understand your pain the most and will empathize with you the most

11. Look for SmartMoney • Dumb money: is just money • Better: money from someone who can be a great mentor • Even better: someone who has the connections to make your startup successful • Even better-er: Connections, know-how, self- made entrepreneur, well respected in the market and has money

12. Actually: Avoid Dumb Money. Keep as Last Resort • Do you really want to ‘owe’ the seth 5+ million rupees?

13. Go breadth-first rather than depth first • Ie: talk to everyone at the same time • Do not do approach one-by-one, you will never build up momentum • The best way to speed any negotiation is to introduce competition • It’s fine to be talking to upto 30 parties. I did 40 at one time.

14. Fundraising dirty little secret: It’s heard mentality • The toughest part is getting the first yes • Once you have one popular person saying yes, the other investors will be keen and more interested • This works well if the first funder is well- known • No, not a verbal yes, a check is great

15. How Much? • Capital in Pakistan is expensive • After the FFF round, the next is a larger round but you will probably will have to raise more money later. • But do not give away more than 50%, do not lose control. • Corollary: avoid investors who ask for too much equity and control. It’s a huge warning sign. • What’s your exit strategy? How many rounds of funding will it take to get there? Keep atleast >20% when you reach there

16. How? • Get a good intro before meeting the investor • Go in for an informal talk and leave with a one-pager executive summary • Some investors will require a slide deck, keep it handy

17. What should I talk about? • Elevator Pitch • The Problem • Solution (Demo) • Business Model and Market Size • Secret Sauce (aka competitive advantage) • Competition, marketing • Team • Deal Terms (Money, equity etc)

18. Great Deck Samples & Guides • Sequoia: http://www.sequoiacap.com/grove/posts/6bz x/writing-a-business-plan • Dave McClure: http://www.slideshare.net/slidesthatrock/ho w-to-pitch-a-vc-redesigned • Pitch decks of popular companies: http://PitchEnvy.com

19. Parting Thoughts • The number one job of the entrepreneur is problem solving • Fundraising is a problem and a unique one in Pakistan • Your company’s success relies upon you hacking fundraising • You will get constantly rejected. Don’t take it personally. Build emotional resilience. • Very few say ‘no’, most give the long silence

20. Good Luck! Questions?

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Fundraising in Pakistan: A how-to

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