Non-Obvious Fundraising Learnings

I’ve been a co-founder in two VC-backed startups:

  1. Qloud. We raised $3.5 million from Steve Case’s Revolution fund (sold for $8.5 to BuzzMedia)
  2. Kapost. We’ve raised $20m from Salesforce, Floodgate (SF), Cueball (Boston), LeadEdge Capital (NYC), Tango (CO local), Highway 12 (Idaho fund), Fraser/McCombs (CO), and Access (CO).

From these experiences my co-founder, Toby, and I have pitched to hundreds of VC firms and learned some non-obvious lessons. Here we go: Continue reading Non-Obvious Fundraising Learnings

Launching Qloud (Part 10 of 14)

This is post #10 about the Qloud experience.  The previous post was about about how we used got into the Facebook Platform program.  You can read that here

We decided to pivot the product to become a full-fledged music service.  We also decided to launch our new music service on Facebook before we took it to the main public. 

Both decisions were correct and produced great results.  Continue reading Launching Qloud (Part 10 of 14)

You’ll Never Make Money with a Music App

I’ve said this a million times and i’ll say it again for the record.  If you’re a music internet application and you have full music streams, you’re not making any money.

I was reminded about this again today when i read this article about Spotify:

Spotify’s 2012 results are out today, with Reuters reporting that the private company had revenue of 435 million euros, and a 58.7 million euro net loss.

The revenue figure is impressive, more than doubling 2011′s 190 million euro tally. However, the company’s net loss widened in the year, even as it saw a dramatic expansion of its top line from 45.4 million euros to the aforementioned 58.7 million figure.

For some background, Toby and I founded the music company Qloud back in 2006.  We had 20 million monthly users, did over a million streams a day, and were acquired by SpinMedia.  But, given that kind of traffic, there was still no way we could make money.  Let me explain why:

  • If you need music for your product, you need to sign contracts with the major music labels. There are 4 of them. These labels require upfront payments of around a million dollars a one or two year deal (at least at the time they did). Your payments to them are then debited out of those upfront payments.   So, you need a good amount of capital to even get started.
  • The major labels have seen big tech companies receive big payouts (such as Last.fm’s $200 million exit) and are upset that tech companies are making money while their business erodes.  As a result, they want equity in any company they do a deal with so they can share in the upside.
  • The major labels do not think the success of your company is due to your product chops or your ability to market well.  No, they believe your success is due to the quality of their content.
  • This is the most important one: Your contract with them is for one or two years.  If you report a profit at the end of the term, they will interpret that fact as their cut is too small and you can expect to pay more in your next deal.

That last point is the key point. You’ll never make a profit.  They will never allow for it.  You’ve signed a deal with the devil and unless you can have a product that doesn’t rely on a mainstream back catalog of music (i.e. eMusic), you’re screwed.

So, while i love Spotify and Rdio and use them all the time, don’t expect them to IPO any time soon, or ever.

Lets Talk About Snapchat

This is a photo sending service much like others but it’s also totally different.  What is it?  It’s a way to send photos to people.  What you do is: 

  1. Take a photo
  2. Choose how long the user receiving the photo can see it
  3. Send the photo to one or more people

On the service, it seems like just a simple app, but the step number 2 above makes it completely different.  Having an app that removes a saved copy of a photo frees you to take stupid pics and reply to stupid pics with other stupid pics.  At one lunch, i must have sent 10 photos to someone because the photos were little messages not items to be admired.  And, i’m not the only one.  Check out the number of photos flying through the service:

In a world where we have unlimited storage, it seems strange that people want an app where the photos don’t exist. But it’s not about the storage or lack thereof, it’s about the expectations.  With the photos disappearing you are free to take a chance and make something whimsical.  I love it. 

If you haven’t tried it, sign up and send me a photo.  It’s pretty fun.