In order to support digital entrepreneurs, the Silicon Valley ecosystem has traditionally relied on a conventional form of venture capital funding. Young companies are grown by VC firms through a number of fundraising rounds until they reach the exit stage, at which time they are acquired or go public. But during the past year, venture investment for the technology industry has stagnated, putting many firms in a difficult financial situation.
Due to persistent inflation, high interest rates, and generalised instability, VC investment has dried up. The collapse of Silicon Valley Bank and First Republic Bank, two of the top banks for IT firms, in the spring added to the market’s anxiety. As the IPO window ended, many investors found themselves without a plausible way out. Many VC funds and their investors are experiencing liquidity issues as a result of the sharp decline in the number and value of exits. According to Crunchbase, North American venture capital decreased by 46% in the first quarter of this year compared to the same period last year, reaching $46.3 billion. The National Venture Capital Association and Pitchbook recently released a research that claimed that “Fundraising’s momentum has all but come to a halt” as late-stage deal values fell to a 21-quarter low.
Upending the Traditional Venture Model
Based on the bigger macroeconomic turbulences that control the funding stream, the boom-and-bust cycle of the VC ecosystem is all too predictable. In current uncertain economic times, the conventional structures and procedures of Silicon Valley’s standard VC model are coming under increased criticism. Some CEOs have had to become more inventive in order to get capital for crucial growth phases as well as in order to create and stand out in crowded marketplaces.
Outside of the conventional venture capital paradigm, several creative businesses are starting to investigate new strategic approaches for generating money via their channel sales partners. This gives startup founders access to financiers who are knowledgeable about their particular markets and who can offer valuable strategic insights on the dynamics of sales and marketing. Channel partners also have the opportunity to invest in and implement cutting-edge technologies before they become the norm in a competitive market.
Companies that raise capital in a shaky economy should be more picky about who they chose as their financial partners. In a downturn, startup entrepreneurs need partners who truly understand their business and who can match both the investor and startup interests from a sales perspective, not simply financial resources. This channel strategy involves more than simply money; it also entails having access to a channel ecosystem that may boost sales even in a weak economy.
For both creators and their investors, a channel funding strategy helps to reduce risks and foster growth. Channel partners can give entrepreneurs access to a big network of potential clients while upselling and cross-selling the newest technologies. The majority of venture capital firms provide assistance with strategic planning and business development, but they lack the deep channel connections that enable businesses to quickly expand up in search of more lucrative market opportunities.
A Case of Doing It Right the First Time: Channel Investors
Leading SaaS security firm Grip Security sought strategic capital from The Syndicate Group (TSG) earlier this year to accelerate its channel-led expansion plan during a period when tech funding was limited. TSG, a top venture capital firm, used its ecosystem of 450 top channel partner companies and 7,500 active members to offer funding and strategic advice. TSG helps startups scale faster with revenue growth and new customer acquisition by organising exclusive investment access for their strategic go-to-market ecosystem. The investment sparked partner interest and prospective client POCs in less than 90 days, which resulted in net new ARR and drove sales pipelines to levels above estimates, leading to KPIs for future growth that were modified upward. The business revealed that the strategic investment enabled them to complete tasks that would have typically taken well over a year and required significant additional expenses and resources in just a few short months.
Utilising channel partners offers a transformational change that can accelerate and magnify business success for CEOs who are having trouble obtaining financing from the usual institutional funding sources that have been there for decades.
Startups can expand their market reach by being introduced to new target markets that have developed connections with additional partners. Integrating channel partners into an investment strategy can aid businesses in growing their market share, promoting their shared goods and services, and utilising the connections and expertise of partners for guidance.
