我們爲這個開源項目“在線”籌集到了300萬美元

{"type":"doc","content":[{"type":"blockquote","content":[{"type":"text","text":"我們花了半年時間,寫了一個開源項目,在線找VC籌集了300萬美元。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"PostHog("},{"type":"link","attrs":{"href":"https:\/\/github.com\/posthog\/posthog","title":"","type":null},"content":[{"type":"text","text":"https:\/\/github.com\/posthog\/posthog"}]},{"type":"text","text":")是一家提供開源產品分析服務的公司。我們參加了2020年1月至3月舉行的YCombinator W20 batch活動,並很快籌集了302.5萬美元的資金。本文會分享我們的經歷和一些經驗教訓,希望能幫到大家。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"bulletedlist","content":[{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"2019年8月:Tim和我辭職了。"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"2020年1月4日:我們開始了YC W20 batch,這意味着從YC獲得了第一筆15萬美元的投資。一開始我們的想法是另一個,但很快就調整了過來。"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"2020年1月23日:我們爲PostHog編寫了第一行代碼。"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"2月14日:我們爲一些YC公司舉辦了一場小型發佈會,以獲得早期反饋。"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"2月21日:PostHog在HackerNews上啓動("},{"type":"link","attrs":{"href":"https:\/\/news.ycombinator.com\/item?id=22376732","title":"","type":null},"content":[{"type":"text","text":"https:\/\/news.ycombinator.com\/item?id=22376732"}]},{"type":"text","text":")。"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"3月6日:募集資金的第一天,拿到第一張支票(1萬美元!)。"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"3月12日:由於疫情的原因離開了舊金山,開始在英國遠程工作。接下來的三週都是如此,一切都慢了下來。這一天我們的銀行餘額爲$205K。"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"3月16日:演示日。"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"3月31日:餘額:53萬美元。"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"4月24日:餘額:71.9萬美元"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"4月26日:種子輪融資獲得302.5萬美元——當你開始拿到更大的投資時,所有事情都會變得飛快。"}]}]}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"我們沒想到的是,最後獲得的投資\"太多\"了,而且本可以籌到550萬美元的。我們賣了很多股權,再多賣就要心疼了——現在籌到的資金對於第一階段的發展來說應該是足夠的。我們需要轉變心態,從努力獲得投資,轉向設法讓投資人滿意。走到這一步很棒,我們試圖儘量保持領先。"}]},{"type":"heading","attrs":{"align":null,"level":1},"content":[{"type":"text","text":"爲什麼要籌集資金"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"在決定是否要籌集資金之前,首先要確定自己想實現的目標。許多項目只會停留在業餘愛好的層面,這不是什麼問題。而對於我們的項目來說,圍繞它建立一家公司是取得真正成就的必要條件,所以我們這樣做了。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"那麼,資金籌集有哪些渠道呢?"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"風險投資(VC)"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"VC意味着,只要你明智地花錢,就能有更多的現金來推動項目增長,它的優勢就是這些了。顯然,你需要圍繞該項目建立一家公司,以在未來獲取收益。根據不同VC的策略,他們可能爲你介紹早期客戶、幫助你招人、提供免費的分析服務並幫助你建立戰略。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"我們認爲管理加速成長的業務是非常刺激的挑戰,實踐證明確實如此。VC的炒作帶來了更大的團隊、(可能)更好的結果和更高的預期。尤其是在早期,風投買的是你潛在的價值。只要有1%的公司成長爲獨角獸,VC就賺了。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"我們認爲開源項目可以在很多產品類別中喫掉SaaS的份額。開源項目更容易投入生產,而且很少依賴特定供應商,所以開發人員更容易嘗試它們。SaaS可能更容易管理,但你也可能會打造出自己的產品,你的開源倉庫可能會用在大型公司中。他們的需求可能是免費產品無法滿足的(正常運行時間,更好的功能,支持),所以你可以通過滿足這些需求(通過提供服務,託管或高級功能)來賺錢。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"PostHog選擇了VC這條路。我們希望組建一家公司以實現對產品分析的雄心壯志。我們希望幫助開發人員更好地瞭解自己工作的影響力。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"自力更生"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"這種路線的意思是從真正的客戶那裏賺錢,拿這些錢繼續投資項目,並以你認爲合適的速度推動(或不推動)你自己的成長。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"這樣你就有了全部控制權。你可能更容易去做“正確的事情”,或者專心發展創造力,因爲你不必承擔開拓數十億美元市場的壓力。但是,在早期你必須面對很大的財務壓力,你需要想辦法養活自己!"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"人們總是會疲倦的,我們認爲堅持下去是選這條路時最困難的事情。這種路線的風險和VC一樣高,尤其是開源項目更是如此。開源項目一開始推出的都是免費產品,後期才能吸引付費客戶。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"捐助"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"如果你的項目沒那麼重要,並且你不需要自力更生,則可以使用Patreon之類的工具向支持者尋求捐助。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"這樣做的根本問題是,其他公司沒有強烈的動機來給你捐款,就算他們這麼做了,也只會捐點小錢。這意味着你很難靠此爲生,更不用說組建團隊來進一步推進項目了。但這也是一種很酷的方法。你可以更關注創造力,並且可以單純爲了樂趣而創造內容。"}]},{"type":"heading","attrs":{"align":null,"level":1},"content":[{"type":"text","text":"將開源項目轉化爲業務"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"這個話題很有爭議性,因爲這樣做會引入很多利益刺激途徑。但至少對於我們的項目而言,如果我們只在業餘時間做相關工作,就沒法取得更大的成就。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"\"產品+社區\"還是\"產品+市場\""}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"我們認爲,要構建一個真正有遠大理想,可以產生收益的開源項目,最佳方法是先讓某些事物普及開來。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"對於SaaS來說,就算產品還沒出來,也有很多可以收費的途徑。爲了做到這一點,你需要先找到可以讓客戶掏錢的產品概念,然後通過大量試錯來打造適合市場的產品。等到產品成熟,收益就會滾滾而來。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"開源的路線是不一樣的。你需要首先創造一些有用的東西,然後找到賺錢的方法。你將從開源代碼中獲取多得多的反饋——這種方法對開發人員更友好。你做的東西越來越好用,也就會越來越流行和壯大。所以爲社區構建開源產品要容易很多。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"但通過開源賺錢是很困難的。"},{"type":"text","text":"你"},{"type":"text","text":"要堅信,只要你的產品足夠好用,遲早會有錢可賺。PostHog目前規模不大,但每週也會收到一兩宗付費諮詢。我們會與他們交流,試着瞭解他們的需求以及付費意願。不管怎樣,我們都需要先努力讓自己的社區和免費產品足夠強大,然後纔開始操心收入。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"不過你用不着專門爲這些付費諮詢操心,不需要什麼營銷手段,只需專注於免費產品即可。這條路肯定不好走——在到達產品+市場階段之前,你可能會用光現金,或者發現自己的免費產品沒有變現途徑,抑或是潛在市場太小,沒法吸引投資。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"當我們籌集資金時,VC都問到了我們的商業前景,而最後投我們的VC相信,只要我們走好了產品+社區這一階段,到達產品+市場階段就會很容易。我們對於付費版的發展心中有數——它成不成另說,但是我們已經做好了走到那一步的準備。"}]},{"type":"heading","attrs":{"align":null,"level":1},"content":[{"type":"text","text":"賺錢"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"總有一天,你要設法賺錢。這會是產品+社區階段之後的事情。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"流行的賺錢路子有三條可選:"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"numberedlist","attrs":{"start":1,"normalizeStart":1},"content":[{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":1,"align":null,"origin":null},"content":[{"type":"text","text":"服務"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":2,"align":null,"origin":null},"content":[{"type":"text","text":"託管"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":3,"align":null,"origin":null},"content":[{"type":"text","text":"開放核心"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":4,"align":null,"origin":null},"content":[{"type":"text","text":"或它們的某種組合(但不要太複雜)"}]}]}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"可能還有其他我們沒想到的方式,比如廣告?"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin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available)版本。缺點是你必須構建一些無法放入開源版本的高級功能——而且要處理好與開源社區的關係:比如有些貢獻者會因爲你的行爲而不再做貢獻了,等等。"}]},{"type":"heading","attrs":{"align":null,"level":1},"content":[{"type":"text","text":"VC都很不錯"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"我們可能很幸運,在整個籌資過程中沒有遇到負面的迴應。人們都想了解我們正在做的事情,這很令人鼓舞並且非常有幫助——就算他們大都拒絕了我們也無所謂。許多會議都劍拔弩張,但也非常有價值。如果你能搞定QA,那麼就能搞定VC!"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"heading","attrs":{"align":null,"level":1},"content":[{"type":"text","text":"“你還太早”"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"許多最成功的開源公司都是從一個非常受歡迎的開源項目起步的。這意味着在大多數情況下,你必須先構建一些東西,等它流行開來再尋求變現。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"從籌款的角度來看,這意味着你要麼在獲得大量收益後再吸引投資(似乎不太可能),要麼在項目開始高速增長後再吸引投資。。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"也就是說你可能需要比SaaS公司更多的錢才能起步——你需要首先找到適合產品的社區,還要確保與你交流的潛在投資者在這一點上達成共識。我們越來越堅定了這一立場,結果發現投資人的反應兩極分化。這是好事,因爲這樣你就能找到真正贊同你們理念的VC了。"}]},{"type":"heading","attrs":{"align":null,"level":1},"content":[{"type":"text","text":"“在線籌款的戰場”"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"硬件"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"image","attrs":{"src":"https:\/\/static001.infoq.cn\/resource\/image\/3f\/ca\/3fbc6588928865e70ffdf0bdc81ff0ca.jpg","alt":null,"title":"","style":[{"key":"width","value":"75%"},{"key":"bordertype","value":"none"}],"href":"","fromPaste":false,"pastePass":false}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"首先是全套視頻會議裝備和環境,再來一次的話我的準備肯定會更充分。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"紙質記事本在會議中很有用——有時人們會問一些“複合”問題,它可以幫助你釐清思路。有時你會重複討論某個話題來推進討論,靠記事本可以幫你回到原來的思路上。從某種程度上來說,手寫比打字要禮貌很多,這樣別人就不會覺得你是在溜號了。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"檯燈可以幫助補光,筆記本支架可以提供更好的錄製角度。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"零食最好裝在碗裏,不要拿一整袋薯片在那喫呀喫。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"軟件"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"投資者關係管理,我創建了一個在線表格來跟蹤每位潛在投資者的狀態。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"股權結構管理,我們爲此使用了Pulley,另一種可選方案是Captable.io。該軟件可幫助你模擬所銷售股權的份額。你可以在嘗試不同的早期出售方案及其影響。它比電子表格好用得多。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"法律文件管理,我們使用了Clerky("},{"type":"link","attrs":{"href":"https:\/\/clerky.com\/","title":"","type":null},"content":[{"type":"text","text":"https:\/\/clerky.com\/"}]},{"type":"text","text":")。它會生成籌集資金所需的所有法律文書,以及其他許多內容。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"籌款過程中會有幾十次甚至幾百次會議。如果你的流程雜亂無章,就會發現自己陷入了管理困境。有兩種會議:一種是我要與某人認識,另一種是我要對感興趣的人做出迴應。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"怎樣認識投資者呢?我們一直在努力與其他創始人成爲夥伴——比如幫助他人,與用戶成爲朋友,或是有禮貌地向我們尊敬的其他創始人尋求建議。如果人們相信你的工作,就會很樂意把你介紹給別人。你的想法越好,交際圈就會越廣,吸引力也越強,自然也就更容易成功了。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"人們很看重人際交往能力,投資者肯定會錯過很多不會推銷自己的好項目,但這種代價應該是可以接受的。如果你不善言辭,不懂得拓展關係,那麼想要籌資也會很困難。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"另外,事實證明上門的買賣難做。我們直接拜訪的投資人最後都沒了下文,最後給我們投資的是從其他VC那裏打聽到我們信息的一位投資者。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"應該讓別人更容易聯繫你。更新你的社交媒體,並將聯繫方式放到你的網站或自述中。在電子郵件的頁腳添加你的電話號碼。創建詳細的個人資料,更新你的領英和Twitter。這些聯絡的轉換率很低,但我們也得以與其中很多人開會交流,獲得了寶貴的經驗。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"不停的開會"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"首先介紹自己,一句話介紹公司,然後讓投資者自我介紹。儘量瞭解對方的爲人——他們可能會與你長期合作。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"有些信息是沒法提前靠調查瞭解的,那麼你每次都要關注這些東西。他們會繼續投資(follow on)嗎?他們喜歡哪種支票?如果他們不是天使投資,是否有所有權要求?他們願意領投嗎?"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"接下來弄清楚他們的決策流程——天使可能會當場拍板,種子風投可能會再開幾次會做決定,多階段風投可能需要一次所有投資方參與的會議。只需瞭解一下他們習慣的決策時間即可——有些人可以當天做決定,而另一些則需要數週或數月。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"我們不在會上放幻燈片,而是會後發給與會者。這樣我們就能抓住幾個要點來更好地展示給對方。 "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"開會時多問投資者的意見——他們成績斐然,經驗豐富,可以給出很寶貴的建議。並非所有的投資者都會給出相同的建議,有些會告訴你將重點放在收入上,有些更重視普及率,有些則會找個平衡點。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"你可以主動問對方“你希望我們在本輪融資中取得什麼成就”,或者強調“你認爲我們最大的風險是什麼\/什麼會阻止你對我們投資”。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"你要見的投資人肯定少不了。我的表格上最後有157行之多。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"有很多投資人會和我們開2-5次會。大約6周內,我們打了大約200通電話,每次約持續45分鐘。我們被拒絕了起碼30次,大多數是說我們太早了,他們之前基本都沒投資過開源項目。後來情況漸入佳境,人們對我們越來越有興趣,最後我們拿到了幾百萬美元。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"在此期間一定要讓產品不斷前進並擴大用戶量。在與我們交流的過程中,一些投資者看到我們的用戶數量翻了一番:"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"image","attrs":{"src":"https:\/\/uploader.shimo.im\/f\/ynD73NDqYkCSl7e2.JPG!thumbnail","alt":null,"title":null,"style":null,"href":null,"fromPaste":true,"pastePass":false}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"過了一開始的四周後,我們開始從數據中意識到,投資人對我們的興趣排序大致是:普通投資者
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