Shelfari is gaining traction

I met with Josh Hug, CEO of Shelfari today. They seem to be gaining traction. More specifically, they've done a nice job really focusing in on customer acquisition using their viral upload your address book feature.  This was a feature that has become more accepted as an acceptable spam cannon for social networks. When I started Judy's Book, that was not the case. We had the same feature but never really got over the hurdle of making the user experience seamless. Internally, the developers hated the idea of spamming their friends or building a spam cannon. In retrospect, we absolutely should have built out this feature and built it out well. In my hindsight is 20-20 rear view mirror, this kind of viral acquisition is a no brainer. My tip for other entrepreneurs -- focus on customer acquisition and don't be bashful.

I am an angel investor and own shares in Shelfari

A sample term sheet for a bridge note

This is an outline of a term sheet for a bridge note. I thought I'd post this so people could see a real life example.  I'm no lawyer so don't just copy and use...or if you do -- copier beware.  Also, this will probably be my last post on bridge notes for a while....I'm going to move onto other topics :-)

Issuer: XXX Corporation (“Company)

Investors: Accredited Investors acceptable to the Company which will invest a minimum of $25,000 (unless otherwise approved by the Company) (“Investors”)

Type of Security: Debt convertible (“Notes”) into the same stock class, share price and terms as the next round of equity investment of a minimum of $2,000,000, including conversion of this bridge financing (a “Financing”).

Note Provisions

Amount of Investment: Up to $500,000, subject to increase at the discretion of the Company.

Closing: Month XX, 2007 Term: 12 months from the date of issuance of the first Note (“Maturity”).

Conversion: Principal and accrued interest automatically converts if closing of next round of Financing occurs on or before Maturity, at a price equal to the price established in the transaction, minus a 25% discount; provided, that if the Company valuation immediately prior to the Financing exceeds $12M, then such discount shall be the greater of 25% or that discount which is needed to result in the Investors converting at a $12M pre-financing valuation.

If the Company is acquired prior to Maturity or the next Financing, then the principal and accrued interest automatically converts into Common Stock at a price equal to the price established in the transaction, minus a 25% discount; provided that if the Company acquisition valuation exceeds $12M, then such discount shall be the greater of 25% or that discount which is needed to result in the Investors converting at a $12M acquisition valuation. 

If the Company fails to obtain a Financing by Maturity or the Company is not acquired prior to Maturity or the next Financing, and the Note remains outstanding at Maturity, the Company shall have the option to repay the Note in full or to convert the Note into Common Stock at a $4M preconversion Company valuation.

Interest: Interest to be computed and accrued on the principal at an annual rate of 10% until debt is converted or paid. Interest will be payable at Maturity, either in cash or equity, at the option of the Company.

Additional Note Terms: Company may not prepay the Note prior to Maturity. Payment after Maturity is upon ten days prior notice to Investor.

The Notes are unsecured.

The Notes will be subordinate and junior in right of payment to the prior payment in full of all Senior Indebtedness. Senior Indebtedness consists of any existing and future commercial bank lines and equipment lease lines, along with such additional or replacement commercial loans and equipment leases that are subsequently approved by the Board of Directors.

Other Matters

Documents: Counsel to Company shall draft form of Notes.

Closing Conditions: Closing subject to execution of definitive legal documents

When to use a bridge note...

I've seen a number of entrepreneurs  using bridge notes as an alternative to seed or series A rounds – they’re using them when they do not have sight on a real institutional round. Bridge notes  should not be used as way to finance a company without putting a valuation on the company.
In my opinion, convertible bridge notes are best used when the next round of financing is visible and the company needs a bit of cash to hold itself over to the next round.  I do believe that's why they're called "bridge" notes.

bridge notes again!?

I don't buy the typical argument that entrepreneurs like myself have given to angel investors re: convertible bridge notes.

The typical argument (I hear and have made) in favor of bridge notes is that the entrepreneur wants to avoid "negotiating" a valuation with angels. Entrepreneurs will say:

  • It's too early to set a valuation.
  • Rather than "fight" about valuation today, let's put that off until some venture capitalist comes in and sets the market valuation.

Here's why I don't buy those arguments....when a venture capitalist comes in there's not going to be much of a fight on valuation.  Price in early stage deals (Series A), typically are in the same zone. Venture capitalists know what market rate is and generally stay within that range for early stage companies. So, in my mind, these entrepreneurial arguments amount to effective delay tactics and surface all the problems I wrote about yesterday when it comes to bridge notes.  It's much more straightforward to establish a fair valuation for the company in these seed situations and sell the stock.  The valuation should not be a fight with angels either ....both sides either agree to a deal or don't. It's pretty straightforward. My belief is that entrepreneurs (cleverly) want to minimize dilution and so they use bridge notes to carry the company to a higher valuation. But as someone, who has and is willing to take the risk of really "early" money -- I believe I should get paid for that risk as an angel investor.
It's important to note that I think there is a role for bridge notes in small company financings....it's just not how they're being used most of the time today.

Disclaimer: My comments on bridge notes are specifically in relation to the use of bridge notes as a substitute for seed equity financings.

Sell that bridge note today and price it on Tuesday

In other words, this post could be titled the an angel investors problems with convertible bridge notes.

I recently had coffee with Geoff Entress of Madrona Venture Capital. We started discussing the woes of being an angel investor in companies that were financed with bridge notes. I told him that I smelled a blog post . Here it is...

From an angel investor's perspective, bridge notes are often too entrepreneur and company friendly. (Remember, I am an entrepreneur).

The big picture problem with bridge notes

The real problem with bridge notes from the angel investor perspective is one of timing, risk and reward. The angel invests today and gives the company capital to create value that ultimately gets priced (valued) tomorrow. The value of the capital that the angel parts with today and associated risk is HUGE but under the structure of the bridge note the angel investor is not able to capture the real value of the capital and risk that is being undertaken. A good metaphor for a bridge note comes from Wimpy and Popeye – the entrepreneur will gladly sell you a bridge note today and price it for you on Tuesday.

The problem of price uncertainty

The second problem is that the convertible bridge note structure gives the angel investor too much price uncertainty.  In order to invest with confidence, it's much more useful to know the price of the stock. If the price is good, the angel is more likely to invest more. If the price is bad, the angel is likely NOT to invest. The uncertainty surrounding the price of the underlying security in a bridge note makes it difficult to invest with confidence. So, in a weird way the bridge note actually acts as a deterrent to angel investing (it does to Geoff and I at least). Investing in start up companies is risky enough, investing using bridge notes makes the investment game even more like a game of roulette.

The problem of variance and misuse

There's another problem with bridge notes ....there's not a standard structure and they're often implemented in a way that favors the company too much. The biggest issue I've seen is the way in which bridge notes handle the event of conversion if a Series A round is not achieved. Often, there is no clear provision for this whatsoever. This is unacceptable as an investor.  If the milestone of teh institutional round is not met within a reasonable period of time (i.e. 6 months) then, in my opinion, the note should automatically convert into a preferred security at a set price that is stated in the bridge note.

I'm sure that there are other problems that I'm omitting but I think I hit on the big three problems. More on bridge notes to come. That's it for today.