On average, multiples of Annual Recurring Revenues have experienced a substantial decrease to 5.5x representing the lowest valuation seen in the last three years. This is inevitably adversely impacting the expansion plans of businesses. The current funding environment is in stark contrast with the 2021 record heights across all investment metrics, including an all-time high of $25.5B raised by London’s tech firms alone.

Access to funding continues to present a significant challenge. According to a 2022 survey of Funds by ScaleUp Group, the success rate of securing a single offer is at most one in 20 – for many Funds it can be as low as one in 100 or worse.

Consequently, entrepreneurs find themselves at a crossroads, forced to either take the first offer they receive or delay growth initiatives potentially leading to future setbacks.

Complex terms become standard

The fundraising landscape has become increasingly challenging, requiring entrepreneurs to navigate a more competitive and demanding environment. In our experience, funds are increasingly placing more emphasis on the pathway to profitability and cash-burn rates; thus, illustrating their shift towards de-risking transactions. Terms such as liquidation preferences, non-participating or participating, higher interest rates, and ratchets have become more prevalent. These terms, aimed at safeguarding investor interests, can undermine headline valuations, and mislead entrepreneurs who are unaware of their implications.

Entrepreneurs are also turning to strategic debt financing as a means to address the issue of excessive dilution of ownership. By utilising debt instruments, they can secure essential capital while minimising the impact on their ownership stakes. However, it is crucial for entrepreneurs to exercise caution and thoroughly evaluate the terms offered by venture debt providers.

Engaging in negotiations with multiple parties simultaneously adds complexity to the process, necessitating careful analysis and comparison of offers to identify the most advantageous options. These complexities are compounded when an entrepreneur embarks on securing both growth equity investment and venture debt as highlighted by a recent transaction closed by Scaleup Group. 

Addressing power imbalances

Fundraising can often create power imbalances, leaving entrepreneurs at a disadvantage when dealing with institutional investors. This dynamic can be particularly challenging for those who have previously relied on funding from friends, family, or angel investors. However, entrepreneurs can level the playing field by proactively seeking guidance from experienced advisors and industry experts. Leveraging their expertise and insights can help entrepreneurs negotiate fair and favourable terms, ensuring their long-term interests are protected.

By proactively seeking guidance from experienced advisors, entrepreneurs can enhance their position when engaging with institutional investors. Advisors bring a wealth of knowledge, negotiation skills, and industry insights, empowering entrepreneurs to negotiate fair and favourable terms that protect their long-term interests. Their guidance and mentorship throughout the fundraising process can significantly increase the likelihood of attracting investors who align with the entrepreneur's vision and can contribute valuable expertise and resources to the venture.

The bottom line

The evolving macro-economic and fundraising landscape poses significant challenges for entrepreneurs seeking investment. To navigate this landscape successfully, it is crucial to stay informed, adapt strategies, and proactively address potential obstacles.

By understanding the shifting dynamics and leveraging expert guidance, entrepreneurs can overcome challenges such as diminishing valuations, competitive funding terms, and power imbalances. Through careful evaluation of options and strategic decision-making, entrepreneurs can secure the necessary funding while protecting their vision and long-term interests too.