http://www.paulgraham.com/swan.html); venture debt investors expect to get repaid on every investment. With venture debt investors, repayment is contractually required: every cent must be repaid. Venture debt investors typically tie their investment to business plan milestones, metrics like accounts receivable and revenue, or events, whereas most equity investors allow startups leeway to pivot. Unlike equity investors, venture debt investors are less flexible. These investors are not as concerned with reputational damage: while an equity investor may support a startup that “pivots” to find product market fit, a venture debt investor is less understanding, given the need to get repaid. Venture debt lenders are thus more apt to enforce a contract to make sure their money is returned, even if the company would be killed from such enforcement. These investors are myopically focused on losing as little money as possible; they rarely are interested in any other considerations.</p>\n<h2>Strategy: How to Approach Venture Debt</h2>\n<p>First, founders need to understand basic venture debt terminology. Founders do not need to be venture debt experts, but do need to understand their contractual obligations, particularly because venture debt lenders will rely on these contractual terms to protect their investment<a id=\"footnote1a\"><a href=https://www.ycombinator.com/"#footnote1\"><b><sup>1</sup></b></a></a>. Founders need to assess which terms are important, and which ones may place their company at risk. At the bottom of this essay is a short glossary and explanation of some key terms that founders will encounter in a venture debt financing.</p>\n<p>Second, after understanding the basics, founders should consider evaluating multiple venture debt lenders in order to make the process competitive. Far too often, Y Combinator founders tell me that they met a venture debt lender, got a term sheet and quickly signed and agreed to terms. A founder would never speak to only one equity investor when raising a Series A round, but in my experience, it is common for founders to speak to only one venture debt investor. Fortunately, there are more lenders and new entrants offering venture debt, and founders now have additional options (more on this topic below). Working with a more friendly lender that you know well can make all the difference in a downside case, but you also should not drag on the venture debt raise process for months – you have a business to run.</p>\n<p>Third, founders must involve legal counsel when entering into a venture debt relationship. Again, the terms and conditions of venture debt financings arguably matter more than equity financings because lenders do not hesitate to assert their rights and will apply assertive tactics to recover every dollar they can. For example, there are important differences in the types of “defaults” that may trigger a loan to be due immediately, and experienced counsel will help protect a company and make sure that it is better positioned if things go awry. Often a startup involves counsel after a term sheet is signed, but it is better to involve counsel earlier in the process, which typically is when a company has more leverage.</p>\n<p>Please note that while venture debt investors need to protect their investment, they also deserve to be treated fairly. There are many instances where venture lenders have complained that companies were not forthcoming about their circumstances and did not provide relevant information such as their cash burn, or the loss of a significant lost contract. It does not help a company to hide from its lenders – the worst possible way to treat your lender is to make them think that everything is going according to plan, and then drop a bombshell on them when it’s too late to course-correct. Because there may be ways to restructure debt, it inures to a company’s benefit to treat its lenders fairly.</p>\n<h2>Good news: New Entrant: Brex</h2>\n<p>I mentioned there are new entrants in the venture debt space, and Y Combinator is glad that our portfolio company Brex is now offering venture debt financings to startup companies. Understanding startups’ financial needs is in Brex’s DNA: the company grew quickly because it understood the challenges startups had with accessing basic credit. Brex knows how to serve startups and young companies with a variety of credit solutions and is a welcome addition to this market. YC has shared our concerns with Brex about the pitfalls of venture debt, and Brex has plans to make its venture debt financing terms simple and transparent. While we are confident in Brex’s ability to compete in any market, we continue to believe that all startups should reach out to multiple parties when accessing venture debt. To learn more about Brex’s offering, see <b><a href=https://www.ycombinator.com/"https://www.brex.com/product/venture-debt//">here.

/n

Conclusion:

/n

Venture debt clearly has many benefits &#8212; it offers startups a less dilutive way to inject capital into a healthy, growing business, a business that most traditional banks ignore today. At its best, venture debt is an effective complement to equity financing, and helps accelerate a company’s growth. But accessing venture debt is not without risks<a id=\"footnote2a\"><a href=https://www.ycombinator.com/"#footnote2\"><sup><b>2</b></sup></a></a>. Founders should be realistic and ask themselves whether they are taking on a burden that can be repaid. A company is best positioned to assume venture debt when it is confident in its ability to repay the loan, which will eliminate all associated risks.</p>\n<h3>GLOSSARY: BASIC TERMINOLOGY (for familiarity only; counsel needs to be hired):</h3>\n<p><u>Commitment</u>: What type of commitment is your venture debt investor making? How much money is being offered? When can your company access the money? Does the company need to “draw-down” over time? Can the company access all the capital at once?</p>\n<p><u>Term Loan/ Revolver</u>: Term loans are for a set time period (i.e. 3 years) and have a fixed payment schedule. The payment schedule can be “amortized” meaning that both the principal and interest is paid through periodic payments e.g. a mortgage; a “bullet” payment means the interest payment is made throughout and the principal is paid at the end of the term (aka the “maturity” date).</p>\n<p>Revolvers are like credit cards or a line of credit: a borrowing limit is set by the lender. Most venture lenders charge a “commitment fee” – the fee can be a flat fee or a fixed percentage of the commitment and is intended to compensate the lender for keeping open access to the money. Make sure to understand how much money is being paid on fees: venture lenders tend to nickel and dime companies with tiny fees.</p>\n<p><u>Interest Rate</u>: Interest rate is a crucial term and varies on a company’s ability to repay; the rate may vary from ~6-10%. Term sheets often express interest as “Prime rate plus x%”. Many lenders offer an interest only period prior to requiring repayment of principal.</p>\n<p><u>Warrants</u>: Warrants are another critical term and provide the lender with potential upside as a stockholder in a venture backed company. Warrants are typically a percentage of the commitment (i.e. 5% of $2mm). Most lenders ask for preferred stock based on a company’s last round, but an increasing amount of recent term sheets request a set percentage of common stock. Obviously, it is important to speak to multiple lenders when negotiating interest rates and warrant coverage.</p>\n<p><u>Prepayment Penalties</u>: Founders should make sure there are no charges for paying back their loan early (can be very useful if the market improves).</p>\n<p><u>Investor Abandonment</u>: A clause that allows the lender to demand repayment if a company’s investor doesn’t invest in the company’s future round.</p>\n<p><u>Negative Pledge on IP</u>: A clause that prevents a company from pledging its intellectual property to another party while the loan is outstanding. Sometimes lenders ask for a first-priority security interest on a company’s IP &#8212; this is a term companies should not accept.</p>\n<p><u>Field exams/ legal costs</u>: Beware of hidden fees! Look for clauses that allow the lender to conduct on site exams (at the company’s expense). Make sure to cap legal fees and do not pay the lender for documents that have been drafted a hundred times.</p>\n<p><u>Current Ratio/ Quick Ratio</u>: These financial terms measure a company’s liquidity and may impact how large a commitment a lender makes. The “current ratio” measures a company’s assets by dividing the company’s assets by the amount of liabilities. The “quick ratio” only includes the most liquid current assets that can be turned to cash quickly, and does not include inventory, supplies, etc. Venture debt lenders often use these ratios in covenants to monitor liquidity.</p>\n<p><u>Default Provisions</u>: Defaulting on a loan allows the lender to ask for its money back and can kill a company. There are different types of defaults in venture loan contracts: technical default (violating a covenant); monetary default (missing a payment); change in status default (legal judgment); and there are subjective defaults: “material adverse change” or “investor abandonment”. It is important to maintain a good relationship with your lender, especially if there is a subjective default provision that may be triggered. In these circumstances, a lender bank may choose to revise its debt, or make the more draconian decision to send the loan to its bank’s workout group.</p>\n<hr />\n<p><a id=\"footnote1\"><a href=https://www.ycombinator.com/"#footnote1a\"><sup><b>1</b></sup></a></a> Venture debt terms and concepts are very simple; the language may seem daunting because it is unfamiliar. The dynamic is similar to equity financings: it is disconcerting for founders when they first hear preferred stock financing terminology (e.g. liquidation preference, broad-based weighted average anti-dilution, right of first refusal and co-sale rights). But all YC founders quickly get up to speed and understand the meaning of these simple concepts. Venture debt terminology may seem unfamiliar, but also can be understood quickly.</p>\n<p><a id=\"footnote2\"><a href=https://www.ycombinator.com/"#footnote2a\"><sup><b>2</b></sup></a></a> I have not listed all the risks associated with venture debt. It is important to note that unlike equity, venture debt requires a startup to agree to financial “covenants” &#8212; e.g. a startup needs approval before incurring additional indebtedness, selling assets, etc.. More important, in a downside scenario, a venture lender often influences a company’s ultimate exit. That means if a company is running out of capital and has two options, one which employees prefer and one which is better for the bank, the company probably will have to choose the option that is better for the bank. These risks further highlight why founders need to be realistic about their ability to repay. To emphasize, founders should remember that venture debt is a debt that needs to be paid back.</p>\n<!--kg-card-end: html-->","comment_id":"1104897","feature_image":"/blog/content/images/2022/02/BlogTwitter-Image-Template-1--1-.png","featured":false,"visibility":"public","email_recipient_filter":"none","created_at":"2021-08-26T01:59:44.000-07:00","updated_at":"2022-02-03T16:34:50.000-08:00","published_at":"2021-08-26T01:59:44.000-07:00","custom_excerpt":"In this guide, YC Managing Director Jon Levy talks about venture debt. He covers what it is, walks through some of its benefits and risks, and gives advice on how to approach the process of taking on venture debt.","codeinjection_head":null,"codeinjection_foot":null,"custom_template":null,"canonical_url":null,"authors":[{"id":"61fe29e3c7139e0001a7109c","name":"Jon Levy","slug":"jon-levy","profile_image":"/blog/content/images/2022/02/jon.jpg","cover_image":null,"bio":"Jon is Managing Director, Partnerships at Y Combinator. He previously counseled public and private technology companies as an attorney for Wilson Sonsini Goodrich and Rosati.","website":null,"location":null,"facebook":null,"twitter":null,"meta_title":null,"meta_description":null,"url":"https://ghost.prod.ycinside.com/author/jon-levy/"}],"tags":[{"id":"61fe29efc7139e0001a71174","name":"Advice","slug":"advice","description":null,"feature_image":null,"visibility":"public","og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"codeinjection_head":null,"codeinjection_foot":null,"canonical_url":null,"accent_color":null,"url":"https://ghost.prod.ycinside.com/tag/advice/"},{"id":"61fe29efc7139e0001a7116d","name":"Essay","slug":"essay","description":null,"feature_image":null,"visibility":"public","og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"codeinjection_head":null,"codeinjection_foot":null,"canonical_url":null,"accent_color":null,"url":"https://ghost.prod.ycinside.com/tag/essay/"},{"id":"61fe29efc7139e0001a71170","name":"Startups","slug":"startups","description":null,"feature_image":null,"visibility":"public","og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"codeinjection_head":null,"codeinjection_foot":null,"canonical_url":null,"accent_color":null,"url":"https://ghost.prod.ycinside.com/tag/startups/"}],"primary_author":{"id":"61fe29e3c7139e0001a7109c","name":"Jon Levy","slug":"jon-levy","profile_image":"https://ghost.prod.ycinside.com/content/images/2022/02/jon.jpg","cover_image":null,"bio":"Jon is Managing Director, Partnerships at Y Combinator. He previously counseled public and private technology companies as an attorney for Wilson Sonsini Goodrich and Rosati.","website":null,"location":null,"facebook":null,"twitter":null,"meta_title":null,"meta_description":null,"url":"https://ghost.prod.ycinside.com/author/jon-levy/"},"primary_tag":{"id":"61fe29efc7139e0001a71174","name":"Advice","slug":"advice","description":null,"feature_image":null,"visibility":"public","og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"codeinjection_head":null,"codeinjection_foot":null,"canonical_url":null,"accent_color":null,"url":"https://ghost.prod.ycinside.com/tag/advice/"},"url":"https://ghost.prod.ycinside.com/venture-debt-101-basics-and-approach/","excerpt":"In this guide, YC Managing Director Jon Levy talks about venture debt. He covers what it is, walks through some of its benefits and risks, and gives advice on how to approach the process of taking on venture debt.","reading_time":8,"access":true,"og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"email_subject":null,"frontmatter":null,"feature_image_alt":null,"feature_image_caption":null},"mentions":[],"related_posts":[{"id":"620da5f7d710a50001fba7dd","uuid":"2e869860-9ab1-45e5-9761-e49ec49f7a45","title":"Y Combinator Top Companies - February 2022","slug":"y-combinator-top-companies-feb-2022","html":"<!--kg-card-begin: markdown--><p>We’re excited to share the <a href=https://www.ycombinator.com/"https://www.ycombinator.com/topcompanies/">2022 YC Top Companies</a>. In addition to the list of top companies, we also launched the <a href=https://www.ycombinator.com/"https://www.ycombinator.com/topcompanies/breakthrough/">YC Breakthrough Companies</a> list to highlight the fast-growing companies that have received between $15M-$300M <a href=https://www.ycombinator.com/"https://www.ycombinator.com/continuity//">from YC</a>.</p>\n<p>Both lists include private, public and exited companies valued at $150M or more and are sorted by valuation<sup class=\"footnote-ref\"><a href=https://www.ycombinator.com/"#fn1\" id=\"fnref1\">[1]</a></sup> or market cap as of February 2022.</p>\n<p>Here are some stats about this year’s list:</p>\n<ul>\n<li>\n<p>More than 260 YC companies are valued at $150M+ and more than 60 companies are valued at $1B+.</p>\n</li>\n<li>\n<p>99 new companies joined the list since our last update in July 2021.</p>\n</li>\n<li>\n<p>More companies are operating remotely</p>\n<ul>\n<li>11% of the top companies are remote first.</li>\n<li>Three of the top ten private companies are remote first (<a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/opensea/">OpenSea, <a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/brex/">Brex, <a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/gitlab/">Gitlab)./n/n/n

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    20 countries are represented</p>\n<ul>\n<li>6 new countries represented: Algeria, Tunisia, Senegal, Chile, Brazil, and Singapore</li>\n<li>Of the companies that are new to the list, 28% are outside of the US.</li>\n</ul>\n</li>\n<li>\n<p>Top 10 valuation jumps since July 2021:</p>\n<ul>\n<li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/flock-safety/">Flock Safety</a> (jumped 74 spots to #31)</li>\n<li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/solugen/">Solugen (jumped 74 spots to #51)</li>\n<li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/gem/">Gem (jumped 69 spots to #76)</li>\n<li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/modern-treasury/">Modern Treasury</a> (jumped 52 spots to #48)</li>\n<li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/xendit/">Xendit (jumped 49 spots to #37)</li>\n<li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/captivateiq/">CaptivateIQ (jumped 35 spots to #71)</li>\n<li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/easypost/">EasyPost (jumped 34 spots to #60)</li>\n<li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/h1/">H1 (jumped 30 spots to #98)</li>\n<li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/veriff/">Veriff (jumped 28 spots to #61)</li>\n<li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/promise/">Promise (jumped 21 spots to #121)</li>\n</ul>\n</li>\n</ul>\n<p>You can read more about some of the featured companies <a href=https://www.ycombinator.com/"https://www.ycombinator.com/topcompanies/featured/">here.

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    One thing to note is that this is not an exhaustive list of YC’s top companies. We allowed founders to opt out of being listed for any reason. Here's the <a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/">full list</a> of YC companies.</p>\n<p>Congratulations to all of the fantastic companies highlighted here. We’re delighted to be part of their stories and hope these lists help potential employees, customers and investors identify companies they’d like to work with as well.<br>\n<br></p>\n<p><em>This list was published in late February 2022, just as the fighting in Ukraine began. We didn’t think it was an appropriate moment to be celebratory, and wanted to take time to turn our attention to <a href=https://www.ycombinator.com/"https://www.ycombinator.com/blog/supporting-ukraine/">the Ukrainian people</a> and the YC community being impacted by the invasion of Ukraine.</em><br>\n<br></p>\n<hr class=\"footnotes-sep\">\n<section class=\"footnotes\">\n<ol class=\"footnotes-list\">\n<li id=\"fn1\" class=\"footnote-item\"><p>Why do we use valuation? We have always said that valuation is not the best way to measure a company’s value, and we consistently warn our companies not to over-optimize their fundraising for a high valuation. That said, it’s the most commonly available metric to compare companies in the startup world. Other metrics, like revenue, are often kept private. We have a number of impressive companies who would appear on the list or rank even higher if we counted other metrics (revenue, revenue/employee, etc). <a href=https://www.ycombinator.com/"#fnref1\" class=\"footnote-backref\">↩︎</a></p>\n</li>\n</ol>\n</section>\n<!--kg-card-end: markdown-->","comment_id":"620da5f7d710a50001fba7dd","feature_image":"/blog/content/images/2022/02/yc-top-companies-list-og-image-2.png","featured":true,"visibility":"public","email_recipient_filter":"none","created_at":"2022-02-16T17:33:43.000-08:00","updated_at":"2022-04-19T16:33:56.000-07:00","published_at":"2022-02-28T08:44:00.000-08:00","custom_excerpt":"We’re excited to share the 2022 YC Top Companies. 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Private companies and exits are sorted by the company's valuation from their latest funding round, and all are valued at over $150M. Public companies are listed in alphabetical order.</p><p>The Breakthrough Companies list highlights the fast-growing companies we’ve doubled down on – which means they’ve all received significant additional investment from YC in their post-Demo Day rounds. </p><p><strong>Here are stats about the companies on this year’s list:</strong></p><p><strong>&gt;</strong> More than 290 private YC companies and 33 exits are valued at over $150M, over 90 are worth more than $1B, and 16 are public. </p><p><strong>&gt;</strong> 58% of the companies have HQs in the Bay Area. 27% of the companies are fully remote, and 55% list themselves as partially remote.</p><p><strong>&gt;</strong> YC Top Companies have HQs in 40 countries including: United States, India, United Kingdom, Canada, Colombia, Indonesia, Mexico, Nigeria, Argentina, Brazil, Chile, France, Spain, Israel, Netherlands, Philippines, Portugal, Germany, Egypt, Ireland, South Korea, Peru, Singapore, United Arab Emirates, Australia, Bolivia, Switzerland, Algeria, Estonia, Finland, Hungary, Italy, Norway, Romania, Sweden, Senegal, Uganda, Uruguay, Venezuela, Vietnam</p><p><strong>&gt;</strong> YC W16 is the most represented batch (by percentage). 23% of the companies from W16 are on the YC Top Companies list. </p><p><strong>&gt;</strong> Here’s a sector breakdown of the top companies:</p><ul><li>B2B Software and Services: 43%</li><li>Financial Technology and Services: 19%</li><li>Consumer: 13%</li><li>Healthcare: 12%</li><li>Industrials: 7%</li><li>Real Estate and Construction: 3%</li><li>Education and Government: 3%</li></ul><p><strong>&gt;</strong> 10 new companies joined the lists since August 2022:</p><p>Private:</p><ul><li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/treasury-prime/">Treasury Prime</a> (YC W18) - Embedded banking software platform and marketplace</li><li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/onesignal/">OneSignal (YC S11) - Engage customers through personalized omni-channel messaging</li><li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/skill-lync/">Skill-lync (YC W19) - Online engineering college for India</li><li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/tigereye/">TigerEye (YC S22) - Modern enterprise software for sales leaders</li><li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/zeitview/">Zeitview (YC W15) - Inspection software for renewable energy &amp; sustainable infrastructure</li><li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/ontop/">OnTop (YC W21) - A bank for remote workers connected to payroll</li><li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/obie/">Obie (YC S19) - Insurance and risk management for landlords</li><li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/nabis/">Nabis (YC W19) - The largest licensed cannabis wholesale platform</li></ul><p>Public:</p><ul><li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/presto/">Presto (YC S10) - Digital meets physical for big chain restaurants</li></ul><p>Exits:</p><ul><li><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/nurx/">NURX (YC W16) - Medicine or testing kit, prescribed online, and delivered to your door </li></ul><p>One thing to note is that this is not an exhaustive list of YC’s top companies. We allowed founders to opt out of being listed for any reason. The full list of YC companies can be found <a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/">here. </p><p>Congrats again to the companies recognized on the 2023 YC Top Companies list!</p>","comment_id":"63f91878d2b0220001e8d6e9","feature_image":"/blog/content/images/2023/02/BlogTwitter-Image-Template.png","featured":true,"visibility":"public","email_recipient_filter":"none","created_at":"2023-02-24T12:05:12.000-08:00","updated_at":"2023-03-16T09:44:58.000-07:00","published_at":"2023-02-27T09:00:00.000-08:00","custom_excerpt":"There are now 16 public YC companies, 290 private YC companies and 33 exits that are valued at over $150M, and over 80 that are worth more than $1B.","codeinjection_head":null,"codeinjection_foot":null,"custom_template":null,"canonical_url":null,"authors":[{"id":"61fe29e3c7139e0001a7106f","name":"Y 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Today, the fastest growing B2B companies such as Notion and Snowflake use Mutiny to identify ideal customers, determine sections of websites that will increase conversion, and produce copy that converts visitors into customers. </p><p>YC’s <a href=https://www.ycombinator.com/"https://twitter.com/anuhariharan/status/1557784730543632384/">Anu Hariharan</a> sat down with Mutiny co-founder and CEO <a href=https://www.ycombinator.com/"https://twitter.com/jalehr/">Jaleh Rezaei</a> to talk about their <a href=https://www.ycombinator.com/"https://twitter.com/jalehr/status/1582352047659024385/">recent acquisition</a> of Intellipse, an AI marketing platform, as well as how AI will impact the next era of growth. Throughout, Jaleh shares advice about acquisitions as a growth strategy and evolving your product with AI. </p><p>You can listen here or on <a href=https://www.ycombinator.com/"https://open.spotify.com/episode/7dy1qB7XQfOryE4kj4spGS/">Spotify, <a href=https://www.ycombinator.com/"https://podcasts.apple.com/us/podcast/160-yc-founder-firesides-mutiny-on-ai-and-the-next/id1236907421?i=1000583708925\%22>Apple Podcasts</a>, and <a href=https://www.ycombinator.com/"https://twitter.com/i/spaces/1yNxaNzAPPnKj/">Twitter.

    Notion drives 60% more leads through paid marketing</a></li><li>Example 2: <a href=https://www.ycombinator.com/"https://www.mutinyhq.com/blog/the-second-lever-replays#conversion-secret-how-snowflake-runs-abm-at-scale\">Snowflake builds an ABM and enterprise marketing program</a></li></ul><p><strong>12:50</strong> - You recently shared that with data and AI, Mutiny transforms conversion from a niche A/B testing tool to a platform that every go-to-market team can use to drive efficient growth at scale. What does that mean, and how have you leveraged the advances in AI over the last four years? </p><ul><li>When you can give the entire go-to-market team x-ray vision into every visitor and how they are converting – and then pair that insight with the ability to change the website for different segments – every team will make the website a core part of their strategy to drive more revenue. Mutiny uses AI to give teams this insight and answer questions like: What segments should I prioritize? What parts of the website should I change? What copy will resonate? Where should I focus? </li></ul><p><strong>17:00</strong> - At Mutiny when looking at data, when do you know the right questions to ask and when do you say these are not questions we need to optimize now?</p><ul><li>In the early days, one of the most valuable things we did was follow our customers’ growth teams. We would attend team meetings, watch them use our product, and ask questions. It became clear what we should build for our customers. </li></ul><p><strong>20:30</strong> - Since you started Mutiny, what are some of the advances in AI that you’ve leveraged? </p><ul><li>We did things that didn't scale in the early days to solve customers’ problems. As our customers grew, our data set grew and we used AI models and inputs to improve our recommendation engines and service a broader customer base. Today, we can build models that tell a user where on the website they should make changes and write personalized copy leveraging GPT-3. </li></ul><p><strong>29:10</strong> - Did you have moments when you felt Mutiny could be doing more with the advances being made in AI? </p><ul><li>We saw an opportunity to marry our proprietary data set with GPT-3 to produce highly personalized copy. </li></ul><p><strong>32:15</strong> - GPT-3 was an inflection point for Munity. What is the next inflection point? </p><ul><li>There are a lot of opportunities with DALL-E, as visuals are important in marketing.</li></ul><p><strong>36:30</strong> - Do you have cautionary advice on how to think about using technologies like GPT-3 and DALL-E for founders dabbling in AI? </p><ul><li>Think through the ultimate long-term vision of the product and the long-term defensibility of the business. And launch fast, as technology develops quickly. </li></ul><p><strong>38:40</strong> - What advice do you have for founders in terms of leveraging OpenAI, GPT-3, etc. while focusing on the long-term vision? </p><ul><li>Your vision and long-term view is separate from your day-to-day execution. Your long-term vision (i.e. the opportunity and what you’re trying to create over the course of a decade) provides clarity around where you’re trying to go and brings other people along with you, like your investors and employees. Day-to-day, you’re focused and executing quickly – and not always thinking about the ten year vision when you’re building V1.</li></ul><p><strong>43:45</strong> - You decided to grow your team by acquiring Intellipse. And now, Mutiny has one of the larger engineering teams with production experience in modern marketing AI technologies. Why did you decide to pursue an acquisition? </p><ul><li>Founders have to look for inflection points where something happens in the market leading to the “old way” no longer being as good. And as a result, a much larger portion of the market is open to a new and better way. We’re in a recession, and this is an inflection point for Mutiny. Companies need to convert every dollar to a customer, and Mutiny has built a product that makes marketing dollars more efficient. We can accelerate our road map with the acquisition of Intellipse</li></ul><p><strong>46:40</strong> - How did you know you wanted to work with the Intellipse team so much that you had to go through an acquisition?</p><ul><li>We were interested in the Intellipse team and the skills the team had developed. Their CTO and senior engineers had a unique experience with marketing AI and newer technologies, like GPT-3.</li><li>The personality and values of the founder spreads in an organization and becomes the company culture. After getting to know the founder and the free am, it was evident the two companies had a similar culture and shared values – and we’d be able to bring this team in and enhance our culture.</li></ul><p><strong>50:15</strong> - How long did it take to assess the culture? </p><ul><li>We spent the same amount of time with each individual as if we were hiring them onto the team through our typical recruiting process.</li></ul><p><strong>51:30</strong> - Do you expect to acquire more companies in the future? And how should founders and CEOs determine whether this strategy is right for their company? </p><ul><li>Be clear about your goals and why an acquisition is the right way to achieve those goals. When a company is working toward a similar goal – building something we would have done ourselves – it is a successful acquisition. With Intellipse, the team shared similar goals and company culture, and could accelerate our timing.</li><li>We want to hire founders onto our product team who are user focused and move quickly. Founders can focus their entrepreneurial energy on building a product and growing that business area within Mutiny. </li></ul><p><strong>54:55</strong> - What are your thoughts about how AI will impact the next ten years? </p><ul><li>There has been enough productization of backend AI technologies that as a founder you can tap into AI to accelerate the product you want to build and the value you give to customers. From a user and growth perspective, AI enables us to automate many of the tasks no one wants to do. And for those who aren’t technical – but understand what they are trying to do – they can now be self sufficient.</li></ul>","comment_id":"6356a9c957e9f90001984b62","feature_image":"/blog/content/images/2022/10/BlogTwitter-Image-Template-1.jpeg","featured":true,"visibility":"public","email_recipient_filter":"none","created_at":"2022-10-24T08:05:45.000-07:00","updated_at":"2022-10-25T08:44:16.000-07:00","published_at":"2022-10-24T09:25:31.000-07:00","custom_excerpt":"YC’s Anu Hariharan sat down with Mutiny co-founder and CEO Jaleh Rezaei to talk about their recent acquisition of Intellipse, an AI marketing platform, as well as how AI will impact the next era of growth.","codeinjection_head":null,"codeinjection_foot":null,"custom_template":null,"canonical_url":null,"authors":[{"id":"61fe29e3c7139e0001a7106f","name":"Y 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    Venture Debt 101: Basics and Approach

    by Jon Levy8/26/2021

    In this guide, YC Managing Director Jon Levy talks about venture debt. He covers what it is, walks through some of its benefits and risks, and gives advice on how to approach the process of taking on venture debt. He also highlights Brex’s newly launched venture debt offering. Brex is a YC portfolio company that provides an all-in-one finance solution to their customers. With Brex’s new offering, they have plans to make the venture debt process simple and transparent.

    What is Venture Debt?

    Venture debt is a loan to companies that have raised money from venture capital investors (“VCs”). Traditionally, banks only loan money to companies that have collateral (i.e. assets, cash flow, profits); venture debt is different in that venture debt lenders will offer debt financing to promising companies that are not cash flow positive, without existing collateral, provided that these emerging companies have raised money from VCs and show strong growth potential.

    Money is essential for companies to grow, and venture debt can be helpful. It can boost a company’s cash reserves and extend its runway. It can provide a bridge so that a founder can delay raising an equity round, grow the company and attract higher valuations. Venture debt interest rates often are based off of WSJ Prime (currently at an all-time low percentage), and venture debt may protect a founder’s ownership by allowing a founder to retain a higher percentage ownership of his/her company. While venture debt can help a founder by protecting ownership, it also carries risks and founders should understand the pros and cons before accepting venture debt.

    Venture debt investors are fundamentally different from equity investors. Equity investors understand that one successful investment can make up for a number of losses (http://www.paulgraham.com/swan.html); venture debt investors expect to get repaid on every investment. With venture debt investors, repayment is contractually required: every cent must be repaid. Venture debt investors typically tie their investment to business plan milestones, metrics like accounts receivable and revenue, or events, whereas most equity investors allow startups leeway to pivot. Unlike equity investors, venture debt investors are less flexible. These investors are not as concerned with reputational damage: while an equity investor may support a startup that “pivots” to find product market fit, a venture debt investor is less understanding, given the need to get repaid. Venture debt lenders are thus more apt to enforce a contract to make sure their money is returned, even if the company would be killed from such enforcement. These investors are myopically focused on losing as little money as possible; they rarely are interested in any other considerations.

    Strategy: How to Approach Venture Debt

    First, founders need to understand basic venture debt terminology. Founders do not need to be venture debt experts, but do need to understand their contractual obligations, particularly because venture debt lenders will rely on these contractual terms to protect their investment1. Founders need to assess which terms are important, and which ones may place their company at risk. At the bottom of this essay is a short glossary and explanation of some key terms that founders will encounter in a venture debt financing.

    Second, after understanding the basics, founders should consider evaluating multiple venture debt lenders in order to make the process competitive. Far too often, Y Combinator founders tell me that they met a venture debt lender, got a term sheet and quickly signed and agreed to terms. A founder would never speak to only one equity investor when raising a Series A round, but in my experience, it is common for founders to speak to only one venture debt investor. Fortunately, there are more lenders and new entrants offering venture debt, and founders now have additional options (more on this topic below). Working with a more friendly lender that you know well can make all the difference in a downside case, but you also should not drag on the venture debt raise process for months – you have a business to run.

    Third, founders must involve legal counsel when entering into a venture debt relationship. Again, the terms and conditions of venture debt financings arguably matter more than equity financings because lenders do not hesitate to assert their rights and will apply assertive tactics to recover every dollar they can. For example, there are important differences in the types of “defaults” that may trigger a loan to be due immediately, and experienced counsel will help protect a company and make sure that it is better positioned if things go awry. Often a startup involves counsel after a term sheet is signed, but it is better to involve counsel earlier in the process, which typically is when a company has more leverage.

    Please note that while venture debt investors need to protect their investment, they also deserve to be treated fairly. There are many instances where venture lenders have complained that companies were not forthcoming about their circumstances and did not provide relevant information such as their cash burn, or the loss of a significant lost contract. It does not help a company to hide from its lenders – the worst possible way to treat your lender is to make them think that everything is going according to plan, and then drop a bombshell on them when it’s too late to course-correct. Because there may be ways to restructure debt, it inures to a company’s benefit to treat its lenders fairly.

    Good news: New Entrant: Brex

    I mentioned there are new entrants in the venture debt space, and Y Combinator is glad that our portfolio company Brex is now offering venture debt financings to startup companies. Understanding startups’ financial needs is in Brex’s DNA: the company grew quickly because it understood the challenges startups had with accessing basic credit. Brex knows how to serve startups and young companies with a variety of credit solutions and is a welcome addition to this market. YC has shared our concerns with Brex about the pitfalls of venture debt, and Brex has plans to make its venture debt financing terms simple and transparent. While we are confident in Brex’s ability to compete in any market, we continue to believe that all startups should reach out to multiple parties when accessing venture debt. To learn more about Brex’s offering, see here.

    Conclusion:

    Venture debt clearly has many benefits — it offers startups a less dilutive way to inject capital into a healthy, growing business, a business that most traditional banks ignore today. At its best, venture debt is an effective complement to equity financing, and helps accelerate a company’s growth. But accessing venture debt is not without risks2. Founders should be realistic and ask themselves whether they are taking on a burden that can be repaid. A company is best positioned to assume venture debt when it is confident in its ability to repay the loan, which will eliminate all associated risks.

    GLOSSARY: BASIC TERMINOLOGY (for familiarity only; counsel needs to be hired):

    Commitment: What type of commitment is your venture debt investor making? How much money is being offered? When can your company access the money? Does the company need to “draw-down” over time? Can the company access all the capital at once?

    Term Loan/ Revolver: Term loans are for a set time period (i.e. 3 years) and have a fixed payment schedule. The payment schedule can be “amortized” meaning that both the principal and interest is paid through periodic payments e.g. a mortgage; a “bullet” payment means the interest payment is made throughout and the principal is paid at the end of the term (aka the “maturity” date).

    Revolvers are like credit cards or a line of credit: a borrowing limit is set by the lender. Most venture lenders charge a “commitment fee” – the fee can be a flat fee or a fixed percentage of the commitment and is intended to compensate the lender for keeping open access to the money. Make sure to understand how much money is being paid on fees: venture lenders tend to nickel and dime companies with tiny fees.

    Interest Rate: Interest rate is a crucial term and varies on a company’s ability to repay; the rate may vary from ~6-10%. Term sheets often express interest as “Prime rate plus x%”. Many lenders offer an interest only period prior to requiring repayment of principal.

    Warrants: Warrants are another critical term and provide the lender with potential upside as a stockholder in a venture backed company. Warrants are typically a percentage of the commitment (i.e. 5% of $2mm). Most lenders ask for preferred stock based on a company’s last round, but an increasing amount of recent term sheets request a set percentage of common stock. Obviously, it is important to speak to multiple lenders when negotiating interest rates and warrant coverage.

    Prepayment Penalties: Founders should make sure there are no charges for paying back their loan early (can be very useful if the market improves).

    Investor Abandonment: A clause that allows the lender to demand repayment if a company’s investor doesn’t invest in the company’s future round.

    Negative Pledge on IP: A clause that prevents a company from pledging its intellectual property to another party while the loan is outstanding. Sometimes lenders ask for a first-priority security interest on a company’s IP — this is a term companies should not accept.

    Field exams/ legal costs: Beware of hidden fees! Look for clauses that allow the lender to conduct on site exams (at the company’s expense). Make sure to cap legal fees and do not pay the lender for documents that have been drafted a hundred times.

    Current Ratio/ Quick Ratio: These financial terms measure a company’s liquidity and may impact how large a commitment a lender makes. The “current ratio” measures a company’s assets by dividing the company’s assets by the amount of liabilities. The “quick ratio” only includes the most liquid current assets that can be turned to cash quickly, and does not include inventory, supplies, etc. Venture debt lenders often use these ratios in covenants to monitor liquidity.

    Default Provisions: Defaulting on a loan allows the lender to ask for its money back and can kill a company. There are different types of defaults in venture loan contracts: technical default (violating a covenant); monetary default (missing a payment); change in status default (legal judgment); and there are subjective defaults: “material adverse change” or “investor abandonment”. It is important to maintain a good relationship with your lender, especially if there is a subjective default provision that may be triggered. In these circumstances, a lender bank may choose to revise its debt, or make the more draconian decision to send the loan to its bank’s workout group.


    1 Venture debt terms and concepts are very simple; the language may seem daunting because it is unfamiliar. The dynamic is similar to equity financings: it is disconcerting for founders when they first hear preferred stock financing terminology (e.g. liquidation preference, broad-based weighted average anti-dilution, right of first refusal and co-sale rights). But all YC founders quickly get up to speed and understand the meaning of these simple concepts. Venture debt terminology may seem unfamiliar, but also can be understood quickly.

    2 I have not listed all the risks associated with venture debt. It is important to note that unlike equity, venture debt requires a startup to agree to financial “covenants” — e.g. a startup needs approval before incurring additional indebtedness, selling assets, etc.. More important, in a downside scenario, a venture lender often influences a company’s ultimate exit. That means if a company is running out of capital and has two options, one which employees prefer and one which is better for the bank, the company probably will have to choose the option that is better for the bank. These risks further highlight why founders need to be realistic about their ability to repay. To emphasize, founders should remember that venture debt is a debt that needs to be paid back.

    Author

    • Jon Levy

      Jon is Managing Director, Partnerships at Y Combinator. He previously counseled public and private technology companies as an attorney for Wilson Sonsini Goodrich and Rosati.