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Ask A Founder: Startup Lessons Learned from Work Truck Solutions’ Kathryn Schifferle

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KSchifferle1Kathryn Schifferle, Founder and CEO of Work Truck Solutions, turned being a woman in work trucks into an oversubscribed $2.1 million round.

We sat down with Kathryn as she shared what her fundraising journey was like, the startup lessons she learned, and her advice to fellow founders, especially women. Here is what she had to say:

HK: Tell me a little about Work Truck Solutions. How did you come up with the idea?

KS: I was publishing a professional magazine in the work truck industry, when it became apparent that the industry had challenges, the greatest of which was the lack of final data on a finished truck. For background, a truck has two big parts – a front end and a back end – typically not manufactured by the same company. Once a truck was finished, no one was keeping track of what that vehicle had become, and so you couldn’t search and find a finished vehicle online. At first I couldn’t believe this was the case, but then I saw it was a big enough problem that a solution had to be provided.

What is your background? Have you ever started a company before?

I am a serial entrepreneur. I started six different companies before Work Truck Solutions, and had actually not planned on starting another. However this challenge was so big and complicated, and just so darn interesting, that I was pulled into it once again.

Did you do anything differently this time around, it being your seventh startup?

This was a different kind of startup for me. Rather than being passionate and compelled, I was slow and methodical. I had the mindset that if it’s meant to happen, it will, which made the entire startup experience incredibly unique. And fortunately, it worked amazingly well. In fact, internally we coined a trademarked phrase for when the right thing happens at the right time with the right people: truckma.

But, I believe that a lot of our good fortune has to do with the way we approached this opportunity. With my previous ventures, I saw an idea and decided I was going to make it happen. I would press, push, leverage and beat my head against the wall. My attitude then was very different. It was all about convincing people I was right. This time, I saw a complex problem and felt I owed it to everyone to listen to their side and need. It quickly became apparent how this solution could help everybody – all stakeholders – in different ways, and I felt it was my responsibility to respond to the market situation. It was much more collaborative which really created an environment of trust. And because of that, I was able to use a fundraising technique where people I liked and respected introduced me to people they knew and respected.

What has been your fundraising journey to date?

When we started the company in 2010 and were just a prototype and an idea, we were all internally funded. Then in April 2012, we raised a seed round of $400,000 from local friends, family and professional acquaintances. We used the investment to take the prototype out into the market and run it up the flagpole. We discovered that it needed major adjustments, so we took that feedback and launched with a much improved product in January 2013.

In the middle of that year, I realized in order to scale we needed to raise another round of capital. However, the deal we were working on ended up falling apart because our deal lead changed in the middle of negotiations. Then in 2014 we went through a really rough period where we didn’t know how much longer we were going to make it. Fortunately, I found a couple of believers who were willing to do convertible notes. That gave me what I needed to hit the road to try to raise a Series A round for $1.5 million.

When I first went to Silicon Valley, there were two negatives to our situation: Number 1. I’m a woman, and Number 2. it’s work trucks. Not very sexy. Then, I was introduced to Golden Seeds and suddenly I had two advantages: Number 1. I’m a woman, and Number 2. it’s work trucks! Very different from their typical woman entrepreneur’s product. So they came on as our lead investor. If you haven’t heard of Golden Seed’s reputation for due diligence, they are extremely thorough. And as a result, it was very time consuming and the round took months to close. However, it was worth it in the end because after presenting at all of the Golden Seeds locations, plus others, we ended up being oversubscribed at $2.1 million.

In addition to Golden Seeds, we had a number of other angel investors in the round from Belle Michigan, Harvard Business School Alumni Angels, North Bay Angels, Sacramento Angels, among others. It is a diverse but very smart investment collection.

Interestingly, Belle Michigan not only invests in women run startups, but also only allows women to invest in their fund. Their goal is to teach and educate female angels. When I went to go pitch them, it turned out that one of the three general partners is from the automotive industry and she completely understood what we were doing.

How did you decide how much funding to ask for during each round?

I really believe it’s a combination of science, creativity and magic. I created a projection spreadsheet that at one point was so huge and complicated we had names for it. I was trying to predict all of the different places I could see revenue coming from. I think that if you are an entrepreneur you should take the time to do develop multiple business models.

And then, of course, the other part was figuring out how much of the company I was willing to give up. I had already been very generous to the people who had helped with the initial product build, employees, etc.

Were you looking for specific traits in your investors?

I like smart money, which I define as people who bring something other than just cash to the table. They must have one or more of the following: knowledge of the industry, connections in the industry, knowledge or connections in peripheral things that might relate to the industry and/or they understand the type of work we are doing (building SaaS).

What has been your most triumphant moment during fundraising?

The Harvard Business School Angels hold workshops where founders bring lunch for three to four investors while the investors provide the founder with guidance and advice. I was driving back from one of these workshops in the Bay Area after two of the investors I had just met with decided they also wanted to invest, when I realized I was going to be oversubscribed.

I am very competitive, and at that moment, I finally felt that people wanted in. People were going to be fighting over the last space, in a sense, and that was a really wonderful, fun realization for me.

What about the worst moment?

The sad moment was when the deal fell through in 2013 on that first term sheet we signed. Even though now I’m glad that didn’t move forward, I was very crushed at the time.

Do you have advice for female founders who are trying to raise money for their startup?

Definitely. I never knew there were groups like Golden Seeds, Astia, or Belle Michigan that only invest in women-run companies. It made a huge difference for me. This sharp group of investors has done a ton of research showing that women-run startups are better at multitasking, they have less ego involved, etc. I would strongly recommend to a female founder to try to get introduced to one or more of these groups because it turns what could be, not always, but could be a disadvantage into an advantage.

What general advice do you have for entrepreneurs just starting their fundraising journey?

First of all, remember investors are your friends. They are not your enemies, and they are not somebody you want to be opposed with. You should always think of it as a collaboration. Unfortunately, I see it happen quite frequently where people get in the wrong mindset about this. A deal should be good and make sense for both parties.

Secondly, I realized when I was pitching last year that there was a sweet spot in my presentation that really started getting investors more interested. It was “My Goal is the Exit.” This is not my first rodeo. I’m older, and my goal is to take all that entrepreneurial pain from before, compress it into a few years, and have an amazing exit. Well guess what. That happens to coincide perfectly with the investor’s goal. So many founders are excited about the product, the customers, the building it, the having it, and the running it, that they forget that if there isn’t a plan for some kind of exit down the road, the investors don’t get their money back. And if the investors don’t get their money back (plus hopefully a lot more), there is no reason for them to invest.

Source: http://blog.gust.com/ask-a-founder-startup-lessons-learned-from-work-truck-solutions-kathryn-schifferle/

Private Equity

Alternative investments: Stronger than steel. Able to stop a speeding bullet. It’s super wood.

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Simple processes can make wood tough, impact-resistant—or even transparent. — https://getpocket.com/explore/item/stronger-than-steel-able-to-stop-a-speeding-bullet-it-s-super-wood?utm_source=emailsynd&utm_medium=social

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Source: https://sincityfinancier.wordpress.com/2020/10/20/20-october-2020-1336/

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Key Microsoft dealmaker jumps to PE

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Ant Group gets OK for Hong Kong IPO; Conoco set for $9.7B shale deal; Lee Fixel’s Addition raises $1.4B fund; Cerberus downsizes SPAC expectations
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Tech deals buoy private equity as the crisis recovery continues
Thanks to the coronavirus crisis, the rate of US private equity dealmaking in 2020 continues to lag well behind past years. But there are reasons to think the market is beginning to bounce back after bottoming out during the second quarter—a recovery that’s been driven in part by a stream of tech buyouts that not even a pandemic could halt.

Sponsored by UMB Fund Services and ON Partners, PitchBook’s Q3 2020 US PE Breakdown examines the industry’s insatiable appetite for tech deals, plus 2020’s ongoing SPAC frenzy and other trends defining this time of transition across private equity. Key takeaways include:

  • PE firms have capitalized on a swift recovery for public equity markets with a string of multibillion-dollar exits via IPO
  • New government guidelines and a potential change to the tax code could lead to an uptick in dealmaking
  • Current signs point to a feverish finish to the year for PE fundraising
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Key Microsoft dealmaker jumps to EQT
Swedish private equity giant EQT has hired seasoned tech dealmaker Marc Brown as a partner and head of its new growth unit, the latest sign of the firm’s ambitions for diversification in the wake of its initial public offering last year.

Brown was previously a vice president of corporate development at Microsoft, where he led more than 185 acquisitions for the tech colossus, including its $26.2 billion acquisition of LinkedIn in 2016 and its $7.5 billion takeover of GitHub in 2018. More recently, Brown was involved in Microsoft’s ill-fated negotiations to acquire TikTok‘s US assets, according to Bloomberg.

EQT and some of the other biggest private equity firms in the world continue to display a building interest in both venture investments and tech deals, chasing the sorts of superior returns that earlier-stage investments can produce. In another notable recent hire, in August, Blackstone brought on Christine Feng as a senior managing director focused on tech investments; Feng had previously been a senior executive at Amazon focused on M&A.

For more on PE’s growing appetite for tech, check out our latest analyst note.

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Iterative design to transform internal talent marketplaces
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Done right—through iterative design—the internal talent marketplace can deliver a broad range of benefits across talent acquisition, mobility and management, transforming the workforce and improving organizational agility.

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Conoco expands shale footprint with $9.7B Concho deal
A ConocoPhillips refinery in Ponca City, Okla.
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ConocoPhillips has agreed to purchase fellow oil and gas company Concho Resources in an all-stock deal that values Concho at $9.7 billion and would create a combined entity with an enterprise value of about $60 billion. Investors will receive 1.46 Conoco shares for each Concho share, representing a 15% premium to Concho’s closing stock price on Oct. 13.

The deal expands Houston-based Conoco’s footprint in the Permian Basin and would result in the production of more than 1.5 million barrels of oil equivalent per day. The combination would also represent the largest US oil deal since the pandemic began affecting the energy markets, and would create the largest independent oil company in the country, according to The Wall Street Journal.

Conoco’s planned acquisition of Concho follows a string of energy company consolidations amid low oil prices and weak demand. Chevron closed a $5 billion all-stock deal for Noble Energy earlier this month. And, in late September, Devon Energy agreed to buy WPX Energy for a price tag of $2.6 billion.

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VC Deals
Hyperscience hauls in $80M Series D
New York-based startup Hyperscience has raised $80 million in a round led by Tiger Global, with Bond and Bessemer Venture Partners also participating. The company makes software to automate routine business tasks. Earlier this year, Hyperscience raised a $60 million Series C and announced a threefold year-over-year increase in revenue.
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Unit21 picks up $13M
Unit21, the creator of an API-based platform that helps companies identify and investigate money laundering and fraud, has raised $13 million in a round led by A.Capital Ventures. Other participating investors include Gradient Ventures, Core VC and South Park Commons. Founded in 2018, the San Francisco-based company’s customers include Coinbase, Intuit and Gusto.
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Solarea Bio collects $11M+ Series A
Solarea Bio, a developer of microbiome-based therapeutics that use bacteria, fungi and prebiotic fibers to help treat inflammatory diseases, has raised more than $11 million in a round co-led by S2G Ventures and Bold Capital Partners. Founded in 2017 and based near Boston, the biotech company is valued at around $20 million, according to PitchBook data.
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Pretium, Ares value home-rental business at $2.4B
Investors Pretium and Ares Management have agreed to acquire Front Yard Residential in a deal valued at $2.4 billion, with the price of $13.50 per share representing a nearly 36% premium to Front Yard’s closing share price on Friday. Based in the US Virgin Islands, Front Yard is an owner of single-family rental homes that currently manages more than 40,000 properties.
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Partners Group set for $2.4B Telepass deal
Swiss investor Partners Group has agreed to buy an equity interest in Telepass, giving the Italian provider of toll-collection services an enterprise valuation of around €2 billion (about $2.4 billion). Partners Group will assume a 49% stake, according to Bloomberg, taking joint ownership of the business alongside current backer Atlantia, an Italian infrastructure specialist. Telepass processes some €7 billion worth of annual transactions across 14 European nations.
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I Squared inks $2.15B infrastructure pact
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HIG to buy hospice provider from Vistria
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Kainos set to scoop up Nutrisystem
Kainos Capital has agreed to acquire direct-to-consumer weight management company Nutrisystem from Tivity Health for $575 million. Kainos teamed with MSD Partners on the transaction, which comes less than two years after Tivity acquired Philadelphia-based Nutrisystem in a deal worth $1.3 billion.
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Thoma Bravo invests in financial software
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Nextdoor mulls options for going public
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Ant Group gets approval for Hong Kong listing
Ant Group has received the go-ahead from Chinese regulators for the Hong Kong portion of its dual IPO, according to reports. Approval for the Chinese fintech company’s Shanghai registration is still outstanding, although a decision is expected soon, according to Bloomberg. Ant Group is reportedly seeking a $280 billion valuation and hopes to raise some $35 billion with the dual listing, potentially resulting in the largest-ever IPO.
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Networking companies connect with $450M deal
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Cerberus reduces expectations for telecom SPAC
A special-purpose acquisition company sponsored by Cerberus Capital Management has downsized plans for its coming IPO, now aiming to raise $300 million instead of the $400 million target it initially registered. The blank-check company, called Cerberus Telecom Acquisition Corp., still plans to use the proceeds of the listing to conduct a reverse merger with a target in the information and communications technology sector.
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Billtrust to go public in SPAC deal
Billtrust, a payments software provider, has agreed to a reverse merger with South Mountain Merger, a special-purpose acquisition company. The deal values the combined business at $1.3 billion; upon closing, the company will change its name to BTRS Holdings and trade on the Nasdaq.
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Vestar set for Woodstream exit
Vestar Capital Partners has agreed to sell Woodstream, a maker of various products focused on pest control, animal containment and lawn care, to Bansk Group, a private investment firm that targets growth companies. Based in Pennsylvania, Woodstream has been part of Vestar’s portfolio since 2015.
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LLR Partners sees 50% size step-up
LLR Partners has closed its sixth flagship fund on $1.8 billion, with plans to use the capital to pursue lower-middle-market deals in the healthcare and technology sectors. The fund will chiefly target investments of between $25 million and $100 million. LLR Partners closed its fifth fund on $1.2 billion in 2018.
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Lee Fixel’s Addition lands $1.4B
Addition, the venture firm formed by Tiger Global veteran Lee Fixel, has brought in a $1.4 billion fund, according to the Financial Times, less than four months after Addition raised $1.3 billion for a separate vehicle. The firm’s portfolio includes Lyra Health and Snyk. Last year, Fixel departed Tiger Global to branch out on his own after more than a dozen years with the firm.
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Eureka tops $200M
Eureka Equity Partners has closed its fourth flagship buyout fund with a little more than $200 million in commitments, surpassing a predecessor that closed on $175 million in 2014. Based in Philadelphia, Eureka primarily pursues investments in the business and healthcare services, manufacturing and consumer products sectors.
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Investors
Colonial Consulting rebrands as Crewcial Partners, CEO steps down
Colonial Consulting, an investment advisory firm for philanthropies and other nonprofit investors, has rebranded itself as Crewcial Partners. The New York firm, which was founded in 1980, also announced that chief executive Charlie Georgalas will step down. Dine Grullon, the firm’s chief operations officer, was named interim CEO.
Corporate M&A
Alibaba lines up $3.6B supermarket deal
Alibaba has agreed to take a majority stake in Sun Art Retail Group, an operator of supermarkets and hypermarkets in China. The Chinese tech giant will acquire a nearly 71% interest in A-RT Retail, which owns 51% of Sun Art’s equity interest, valuing A-RT at approximately HK$28 billion (about $3.6 billion). Alibaba will control a roughly 72% stake in Sun Art upon the deal’s completion.
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EU nears approval of Google’s Fitbit deal
Google has made new concessions designed to alleviate European antitrust concerns related to its planned $2.1 billion purchase of Fitbit, adjustments that should allow the deal to win approval from the EU, according to Reuters. The EU’s regulatory arm has also reportedly delayed its deadline for approving the deal from Dec. 23 to Jan. 8. It has been nearly a year since Google and Fitbit first announced plans for a takeover.
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Chart of the Day
“Breaking down activity via region shows the UK & Ireland continued to account for the lion’s share of capital raised and fund count proportions, accounting for 66.6% and 39.1%, respectively, with London dominating fund locations.”

Source: PitchBook’s Q3 2020 European PE Breakdown

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Source: https://sincityfinancier.wordpress.com/2020/10/20/key-microsoft-dealmaker-jumps-to-pe/

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Ontario Teachers buys into Warburg Pincus-backed Princeton Digital amid new investment from private equity major

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The Ontario Teachers Pension Plan has agreed to lead a $360m investment in Singapore-based data centre business Princet

Source: https://www.altassets.net/private-equity-news/by-news-type/deal-news/ontario-teachers-buys-into-warburg-pincus-backed-princeton-digital-amid-new-investment-from-private-equity-major.html

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