The startup fundraising process is broken and is holding us back. We don’t think you should have to know a guy who knows a guy to meet the right investors and we’re building systems to make that possible. We believe that if we can make fundraising more accessible and straightforward we can speed up the mechanism by which innovation happens and get the future built faster.
Open Scout is a company whose mission is to displace the need for warm introductions within the early-stage financing process. This won’t happen overnight. It will take years. But, with that mission in mind we’ve set out to take tangible steps forward. More specifically, we will be launching a non-exclusive scout program on 25 campuses this Fall along with some software to handle the logistics of organizing and sharing fundraising materials effectively at scale.
From here I’ll dive into details around the scout program and the software, but I wrote a more romantic article about why I founded Open Scout in the first place that you can find here if you’re interested.
Back to it.
The non-exclusive scout program is a simple structural change that has far reaching incentive implications. A “classic” scout program (a couple articles about those here and here) is built to extend the sourcing reach of an investor. Founder connects with Scout. Scout reports back to Investor. Investor evaluates Founder.
“Classic” scout programs are typically run by larger firms with the bandwidth to support scout relationships and recruiting, but that’s not always the case. Some smaller firms have also developed scout programs in an effort to expand their sourcing capabilities and grow their brands to compete with more established firms. What’s always true in “classic” programs though, is that a scout is an extension of the investor and whatever preferences or thesis they hold as well as the incentives that drive them. Investors don’t just need to find founders — they need to win deals. By extension, a success for a “classic” scout is a won deal — not a found deal. This is where things get a bit ugly. “Proprietary deal flow” is a term that gets thrown around when VCs pitch potential LPs, but rarely gets brought up more publicly because it’s so obviously bad for founders. In brief, a great way to limit your competition with other investors on a deal is to be the only one who knows about it. On the other side of the table, a great way to successfully raise money as a founder is to have a lot of investors competing for the deal. The scout ends up getting caught in the middle of these two opposing forces. What’s best for the founder they believe in and what’s best for the investor they’re working for. I wrote more extensively about this in a “scout thought experiment” you can find here, but those are the basics.
The Open Scout program is different in that it’s non-exclusive on the investor side. That means that although we work with a growing network of over 200 investors across the country (ranging from new angels to seasoned vcs and accelerator operators) we’re not loyal to, or an extension of, any singular investor or group of investors. With that being the case, we task our scouts with helping the founders they work with to find the right investor for them and they’re company. A success for Open Scout is a founder finding a great investor. Looking for a great investor should always call for a scout to connect a founder to multiple potential investors within our network as well as pointing the founder towards other investors outside of our network that could be a good fit.
To give an example of the “classic” structure compared to the non-exclusive Open Scout structure in practice:
In the “classic” scout program structure, as mentioned earlier, a scout will seek to identify exciting founder teams and connect them with the firm they’re associated with. For the sake of this explanation, let’s say this “classic” scout finds 5 exciting founder teams all at once. They’d look to connect those founders to their firm. To start, that connection might come as an email with 5 memos related to how each founder team is exciting with 5 PDF pitch decks attached. From there, the associate or partner or whoever at the firm works with scouts directly would evaluate the materials and decide which founders they’d like to connect with. The effort here really comes during the search for the founders themselves and the following sales pitch if the firm is interested in working with that founder: “We add value in these ways.” — Scout to founder on behalf of the firm they’re associated with.
Within the Open Scout structure on the other hand, when a scout finds 5 exciting founder teams all at once the work is really just beginning. Part of the role of the scout in this structure is still to find exciting founders, but once they do they’re now tasked with identifying the best investors for each of those founders individually. This is where things get much trickier logistically. Let’s say that a scout for Open Scout finds 5 exciting founder teams and then is able to identify 5 different investors for each of those teams that seem to be good fits (based on stage, industry focus, etc.). When that scout turns to the investor side of the equation they’re now dealing with 25 different emails with 25 different memos and PDF pitch decks attached to each. What does follow up look like? How do the founders keep track of the progress and engagement? It quickly gets out of hand. So we built a tool.
OnePager allows founders to share all of their fundraising information through a branded URL, with share settings to control who can access it, and a click-by-click analytics dashboard to track engagement. We built OnePager in order to solve an internal problem, but we designed it with the goal of any founder being able to use it within their fundraising process, whether they’re working with us directly or not. After a private-beta with 18 fundraising founders we released OnePager on Product Hunt to widen our user base to further drive development decisions and you can find that here if you’re interested.
Within the Open Scout program OnePager is the vehicle that allows us to share a founder’s fundraising materials efficiently and effectively with a large audience without sacrificing founder privacy or creating a black-box experience. The current OnePager is a v0 and we’re excited about all the new features we have backlogged to further help founders share their fundraising materials.
And that’s where we’re at right now. On a mission to displace the need for warm introductions within the early-stage financing process. Launching a non-exclusive scout program on 25 campuses this Fall. Improving OnePager and building new tools for fundraising founders.
These are baby steps, but we’re excited to keep pushing forward.
If you have any questions, have feedback, know someone who would be a great scout, know a founder who needs help fundraising, want to support our mission generally, or just want to say hi. We’d love to hear from you! Here’s a link to our contact page that looks like a dead-end, but will make it to my inbox — I promise.