In India, a burgeoning start-up sector is gaining momentum. This fledgling ecosystem is marked by an upsurge in entrepreneurial endeavours and innovative ventures. As the nation embraces a culture of innovation and risk-taking, the start-up sector becomes a focal point for both creators and investors. For entrepreneurs seeking funding and investors looking for the next big opportunity, understanding the intricacies of start-up valuations takes centre stage. 

There are several factors, which influence the valuation of start-ups. The most critical factor is team and leadership. While in a mature company, industry macro and business model take centre stage, but in an early-stage company, team and leadership are everything. More often than not, venture capital investors bet on the capabilities of the founding team knowing very well that business models could evolve and pivot. Therefore, the clarity of thoughts and vision of the founding team is of paramount importance. A Sep 2022 report by Pitchbook found that start-ups led by serial entrepreneurs received higher valuations compared to start-ups led by first-time entrepreneurs. While the passion and vision of the founding team are crucial, equally important is their credibility and business intelligence.

Building Valuation

The founding team must demonstrate an ability to understand and articulate market potential. The rate of success in VC and angel investing is on the lower side. Investors spread their bets across multiple ventures knowing that a majority of these will not succeed. However, they should be able to make disproportionate gains on the ones that do well. Therefore, Investors are more interested in start-ups operating in large and rapidly growing markets. This enables a relatively larger runway for growth. For instance, start-ups like Flipkart and Ola garnered significant attention and high valuations due to their presence in the booming e-commerce and ride-sharing sectors, respectively. 

While a business idea may appear reasonable in theory, the true test lies in whether it gains enough traction among customers. This is especially true in a country like India where cultural and demographic diversity is immense. Investors also closely scrutinize a start-up's revenue and growth trajectory. Demonstrating consistent revenue growth is a powerful indicator of a start-up's viability and potential for future success. Zomato and Swiggy, the food delivery giants, exemplify this with their robust revenue model and consistent expansion into new markets. About a decade ago, there were multiple players in the food delivery business but only two major players remain today since others were not able to scale beyond a few cities. 

Technology and innovation also play critical roles. Businesses need to have some competitive advantage to succeed in their domain. For established businesses, this might take the form of higher brand awareness, massive distribution capability etc. However, for start-ups true advantage lies in leveraging technology. Start-ups that demonstrate a commitment to innovation often receive higher valuations. Paytm, a leading Indian fintech company, is a prime example. Its use of innovative digital payment solutions positioned it as a frontrunner in the industry, attracting significant investor interest and high valuation. 

The Path To Success

The Venture Capital method involves estimating a start-up's pre-money valuation based on the expected exit value for investors. By projecting the potential acquisition value, investors can determine the start-up's present value. 

The relative valuation method is also commonly used. This involves evaluating a start-up's valuation by comparing it to similar companies in the industry and the deals that had happened in the past for similar companies. Investors consider factors such as the current top line and estimated growth rate. 

For instance, when assessing the valuation of Swiggy, an Indian food delivery start-up, investors may also compare it to global players like DoorDash, UberEats or Meituan to gauge its relative value. However, investors need to be aware that they would rarely find two businesses that operate exactly in the same environment. While valuing, they need to control for the differences and then assign a value to the start-up based on some common metric. 

While start-up valuations today have become a key indicator of success, entrepreneurs should not think unnecessarily about the valuations and rather focus on building the business. Valuation is an outcome of the business on the ground. An unnecessary focus on valuation may bring some success in the short term, but often, it will create challenges in the longer term, if it takes away focus from business building, which is the actual role of the entrepreneurs. 

Entrepreneurs can take several actions to build a sustainable and long-term business which in turn will increase the valuation of their companies. While topline growth remains key, they must also be able to clearly articulate the path to profitability. One of the most important actions is to build a strong team. A skilled and dedicated team is an invaluable asset. Entrepreneurs should prioritize assembling a team with diverse skills and experiences, demonstrating their ability to execute the business plan effectively. 

Angels and VCs don’t just provide financing support to start-ups. They provide mentorship and support as well to founders since Angels and VCs consist of people who have successfully led businesses in the past. Fostering strategic relationships with such investors not only provides start-ups with credibility but also enhances their valuation. Such partnerships signal to other potential investors that the start-up is well-positioned to execute its growth plan. 

Decoding start-up valuations is a dynamic process that involves assessing a myriad of factors. For both entrepreneurs and investors, understanding the methods and factors influencing start-up valuations is crucial for making informed decisions, not only for entries but also for exits, since successful and profitable exits are the only criteria for VCs to measure performance. 

-  Mohit Ralhan, chief executive officer of TIW capital