How have lending standards changed for startups looking to raise venture debt? (ARR growth, minimum cash balances, etc.)<\/strong><\/p>\n

The immediate answer is that our ongoing economic uncertainty has drastically changed today\u2019s lending market, particularly for early-stage startups looking to raise venture debt, in terms of lending standards and the cost of the debt.<\/p>\n

In terms of lending standards, there has been a focus on revenue growth and profitability. Lenders are looking for startups with a track record of consistent revenue growth as well as a clear path to profitability. For unprofitable companies, this also means scrutiny of unit economics, as lenders want to make sure the capital is used for value-accretive investment.<\/p>\n

This means that startups with strong annual recurring revenue (ARR) growth rates and high gross margins are more likely to be approved for venture debt no matter the market condition. We have a saying in venture that good startups will always get funded, so there\u2019s always an exception to this rule.<\/p>\n

Secondly, we\u2019re seeing lenders place more emphasis on minimum cash balances. Startups are expected to have a certain amount of cash on hand, typically enough to cover several months of operating expenses, to demonstrate their ability to weather any financial storms that may arise.<\/p>\n

Today, this several-month emphasis is more like one-year-plus. In addition, in the prior \u201crisk on\u201d market, lenders were more likely to approve \u201ccovenant light\u201d structures; in today\u2019s environment, we expect and have seen lenders require stricter covenants.<\/p>\n

Lastly, we\u2019re seeing lenders take extreme caution to evaluate startups for venture debt based on the strength of their leadership team. Startups with experienced, proven management teams are seen as less risky than those with less experienced leadership, particularly in a market where there is so much uncertainty. A strong leadership team can vastly reduce [the impact of] a crisis if and when it arises.<\/p>\n

In light of new market conditions, are there certain genres of startups that are no longer a fit for venture debt?<\/strong><\/p>\n

Venture debt has its advantages \u2014 more now than ever before. It encourages founders to build rather than grow, which is a good thing when we think about the innovation that can last for decades.<\/p>\n

As far as market conditions and genres of startups, no one should be immune to it. Everyone should think carefully about how this financing model will help their company execute. The first piece of information a bank and\/or regulator typically looks at is whether or not the company is generating income and represents low compliance risk. Fintechs are likely to have a harder challenge here.<\/p>\n

We\u2019re still actively investing in climate tech startups that have been focused on execution and solving problems. A few of these include startups that have implemented a venture-debt model.<\/p>\n

In today\u2019s environment, the cost of debt has increased significantly with the rise in interest rates. That\u2019s an important factor for cash-burning startups to consider as they think about monthly interest payments and amortization of their debt over time relative to their income and other expenses.<\/p>\n

How do you ensure startups feel confident about venture debt? How much education do present-day founders need regarding venture debt to make an intelligent choice for their startup? Is that more or less than in recent years?<\/strong><\/p>\n

For most startups, education and resources around this type of debt financing is always valuable, especially in today\u2019s market. Founders whose financing plan includes venture debt should start modeling scenarios that assume they lose access to this debt. Even if that risk seems remote, it\u2019s always good to be prepared.<\/p>\n

In addition, we try to help founders sensitize and sanity-check their forecasts in light of the covenants and downside protections that lenders request. For example, if revenue doesn\u2019t grow as quickly or margins are lower, we want founders to understand the potential downside scenarios and make sure they have an adequate buffer.<\/p>\n

Venture debt can be a great extender for a growing, near-profitable startup, but it can be a drag on high cash-burning startups, especially if they perform below plan.<\/p>\n

In a more conservative equity investing market, will tighter lending standards and more expensive debt be enough to limit startup dependence on loaned capital?<\/strong><\/p>\n

In addition to tighter lending standards, it is more likely in this environment that lenders will take more time to make decisions and evaluate startups. While lenders are leaning into the void in the market left by SVB, there is likely to be less capital available and, therefore, lenders will be able to more readily pick and choose at a slower, more deliberate manner than in 2020 and 2021.<\/p>\n<\/p><\/div>\n

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