How I raised a $15m Series B in a downturn

This podcast episode explores the journey of CyberSmart, a company dedicated to cybersecurity for small and medium-sized enterprises (SMEs). The founder discusses their background and motivation for starting CyberSmart, as well as the company's mission to protect and empower SMEs against cybersecurity risks. The episode also delves into CyberSmart's fundraising process, highlighting the focus on unit economics and the shift towards a partner-led product growth model. The challenges faced during fundraising, such as pitching to numerous VCs and managing deal flow, are addressed. Additionally, the episode emphasizes the importance of finding investors who understand unit economics. Overall, the episode showcases CyberSmart's approach to cybersecurity and their strategies for success in the market. Takeaways • CyberSmart is focused on enabling SMEs through cybersecurity. • The company aims to protect and empower SMEs who are often unaware of the risks they face. • CyberSmart has built a unified platform for SMEs to address cybersecurity challenges. • The fundraising process for CyberSmart involved pitching to numerous VCs and managing deal flow. • Unit economics and the shift towards a partner-led product growth model are key focuses for CyberSmart. • It is crucial to find investors who understand the fundamentals of unit economics. • External factors, such as the pandemic, impact the business landscape and require adaptation and identification of opportunities. • The importance of maintaining team support and focusing on financial goals and unit economics is highlighted. • Finding the right investor and negotiating deals are crucial in the fundraising journey. • Building a healthy business foundation is essential regardless of the funding model or stage of the company. • Negotiation strategies include being aware of various clauses and protections in term sheets and controlling valuation. • Founders should retain control of their company and make smart allocation decisions. • Testing, experimenting, and leveling up existing team members are recommended before aggressive hiring. • Investing in the team's well-being and professional development, as well as maintaining financial sustainability, are important for startup success. • CEOs play a crucial role in supporting the team and ensuring growth. • Finance is a CEO-level responsibility, and a sustainable startup should not solely rely on venture money. • Financing options such as debt financing and micro acquisitions can be considered. • Planning ahead to avoid running out of cash and considering the long-term impact of financial decisions is important.