Milestone-Based Valuation Caps for SAFEs and Convertible Notes

TL;DR: When it’s difficult to get aligned with investors on the appropriate valuation cap in your Convertible Note or SAFE, having a tiered milestone-based valuation cap can be a reasonable compromise. If you hit the milestone, you get the better (for the company) deal. If you don’t, investors get the better deal. But avoiding ambiguity in the language is key.

Related Reading:

Equity rounds, including simplified/leaner seed equity, have always been preferred by founders for whom “certainty” over their cap table is a key priority. Equity allows you to lock in a valuation and certain level of dilution, which is often an optimal strategy in boom times when valuations are very juicy; though of course over-optimizing for valuation alone, to the exclusion of other factors (like liquidation preferences, governance power, investor value-add, etc.) is never a good idea.

But as of right now (December 2022), we are definitely not in boom times. The startup ecosystem has seen a dramatic contraction in financing activity, and uncertainty over valuations has taken over; with investors demanding that they move lower, and entrepreneurs struggling to accept the new reality.

Convertible securities (Notes and SAFEs) have always had the benefit of being more “flexible” and simple than equity. They have their downsides for sure, but in many contexts when speed-to-closing is important, and fully “hardening” a valuation is not possible, they make a lot of sense. But in times of maximal uncertainty, like now, even agreeing on an appropriate valuation cap can be tough. You believe you deserve more, but the investors, often citing all the apocalyptic data, say you’re being unrealistic.

A milestone-based valuation cap can be a good way of getting alignment on a valuation cap, especially if you’re highly confident in your ability to hit that milestone, but you have no credible way of getting an investor today to share your confidence. Investors tend to like valuation caps because they are asymmetrically investor-friendly – if the company performs well, the cap limits the valuation, but in a bad scenario, investors get downside protection (lower valuation at conversion). A milestone-based cap is a way of making the cap’s “flexibility” a bit more symmetrical, with upside for the company if it outperforms.

A milestone valuation cap would say something like (paraphrasing): “If the Company achieves X milestone by Y date, the Valuation Cap will be A. If it does not, the Valuation Cap will be B.”

Simple enough, but as always the devil is in the details. When using a milestone valuation cap, you want to minimize ambiguity and the possibility of disagreement in the future as to whether the milestone was in fact achieved.

Bad milestone language: “The Company successfully launches an alpha product to market.”

What do you mean by “successful”? In whose opinion? By what date? What constitutes a “launch”?

Better milestone language: “The Company’s product/service achieves at least 10,000 daily active users by [Month + Year], with such metric to be calculated and reported in good faith using a consistent methodology determined by the Board of Directors in its reasonable discretion.”

Not 100% air-tight – it can often be unproductive to over-engineer the language, and too much distrust between investors and management as to calculating the milestone is a bad sign – but still far clearer and less subject to disagreement than the first one.

If you find yourself cycling in discussions with investors over what the “right” valuation is for your seed round, consider committing to a milestone-based structure as a way of (i) getting alignment as to what “success” looks like post-close, and (ii) bridging the “confidence gap” between the founding team and the money.

A Friends & Family (F&F) SAFE Financing Template

TL;DR: An uncapped, discounted SAFE with a special (not conventional) “Super MFN” provision that allows your F&F investors to get a discounted (from your seed round) valuation cap is the best and fairest structure for most friends and family rounds, but none of the public SAFE templates provide for this concept. Uncapped SAFEs are typically designed to provide a discount only on a future equity round (not future convertible round), which means the discount won’t apply if the round after your F&F is another convertible round. Use an F&F SAFE instead to ensure your F&F investors get a fair deal, but you avoid the downsides of setting a valuation too early. This is also the exact structure that most of our clients use for “bootstrapping” investments (from founders into their own companies).

Note: If you’d like to discuss this template or F&F Financings generally, try Office Hours.

Background reading:

For true seed rounds, convertible notes and SAFEs (preferably pre-money, and not post-money, SAFEs) are both viable options, along with equity.

However, for friends and family (F&F) rounds – the first and usually “friendliest” money in the door – there are very good reasons to utilize a SAFE. First, your friends and family are unlikely to be insistent on significant investor protections (like debt treatment), and so they are likely to accept whatever reasonable instrument you ask them to sign. Second, because your F&F round occurs very early in the company’s history, it may be outstanding and unconverted for a long time; which makes having a maturity date of a convertible note more risky.

The problem is that all the SAFE templates currently out there aren’t really well-structured for an F&F round.

Valuation Cap SAFEs – In the case of SAFEs with valuation caps (the most common), an F&F round often occurs so early in the company’s life that setting a valuation is fraught with excessive risk. If you set it too high, you can create unrealistic expectations, and your first true professional round (seed) may end up being a “down round.” If you set it too low (often the case), it can “anchor” the valuation that your seed investors are willing to pay; they’ll question why they should pay X multiples of what your F&F got. We generally recommend that companies avoid valuation caps in their F&F rounds. Whatever you end up picking will just be a random guess anyway. Wait to set any valuations until serious investors are at the table, so they can provide a realistic market check.

Uncapped, Discount SAFEs – Conventional uncapped “discount only” SAFEs are often also a poor fit for an F&F round, because the discount applies only to a future equity round. In the vast majority of cases, your first serious financing after an F&F round will itself be a convertible round (note or SAFE), and so the conventional discount in this SAFE won’t apply. Your F&F may end up getting only a 20% discount on your Series A price, which is quite disproportionate if they invested years before the closing of your Series A round.

MFN SAFEs – The only other public template alternative is a conventional “MFN” (most favored nation) SAFE. This effectively gives your F&F the right to get the same deal that your seed investors get. But is that really fair? If your friends and family invested a year before your seed round investors, before you hit significant milestones, shouldn’t they get a better economic deal than your seed?

Better: an F&F SAFE – For this reason, we’ve found a modified SAFE to be the most logical structure. We’ve taken a conventional SAFE, and added an extra concept to ensure that an MFN provision gives your F&F a discount on the valuation cap that your seed investors get. So, for example, if your seed investors invest in a convertible note with a $10 million valuation cap, this “super MFN” provision will amend the F&F SAFEs to provide an $8 million cap (assuming a 20% discount is provided for). Thus with this structure your F&F get the best deal on the cap table, but you avoid all the downsides of setting a valuation cap too early in the company’s history.

Important note: the F&F SAFE Template can also be an excellent way for founders to paper their own cash investments in their companies. In all cases, consult with counsel before relying on any public template, including this one.

The F&F SAFE Template can be downloaded here.

Myths and Lies about Seed Equity for Seed Rounds

TL;DR: The release of the Post-Money SAFE structure, which has very harsh economics for founders, has incentivized seed investors to perpetuate various myths and lies about alternatives (particularly about seed equity), in order to push founders to accept more dilution than is really necessary. Founders need to look past the spin and self-interested advice, to ensure they are assessing all the variables clearly.

The fundraising advice that vocal investors, many with blogs and twitter accounts, give to first-time founders often closely tracks their own incentives and self-interest. For example, a few years ago before the creation of the Post-Money SAFE, many early-stage investors complained that Pre-Money SAFEs had all kinds of problems, and that founders should strongly consider equity for their seed rounds. That was, of course, because Pre-Money SAFEs were very company (founder) friendly from an economic and governance rights standpoint, and those investors got more of the cap table by hardening their positions via an equity round with extra rights.

But now that YC has taken it upon itself to promote the Post-Money SAFE, which has terrible economics for companies/founders and is great for early-stage investors, suddenly the narrative has flipped. Now many of those same investors sing the praises of SAFE rounds, and have spun all kinds of myths and lies about why seed equity is apparently now such a terrible structure. The point of this post is to dispel some of those myths and lies.

Myth / Lie #1In an equity round you have to give investors a board seat.

Simple, you don’t. There’s nothing inherent in doing an equity round that requires giving investors a Board (of Directors) seat, and we’ve seen plenty of equity rounds that don’t. On the flip side, some SAFE and convertible note rounds will involve giving a Board seat to investors. Whether or not giving investors a Board seat in your seed round is appropriate or a good idea is entirely contextual, but there’s no connection to that negotiation point and the general structure of the round.

See also: Pre-Series A Boards.

Myth / Lie #2Equity rounds require you to close all of your investors at once, instead of with “rolling closings.”

Nope. You can do “rolling closings” quite easily in a seed equity round, so there’s no inherent need to have all of the money rounded up at once. Sometimes investors will place a limit of 120-180 days to do those rolling closings, but other times there’s no deadline and it’s open-ended.

Myth / Lie #3: Equity rounds require you to have a lead investor.

It certainly helps to have a lead investor – someone writing a big enough check, and with their own counsel – to do some light review of the equity docs in a seed equity round, but again there’s nothing inherent in the equity structure that requires it. It’s more about the comfort level of the investors. I have seen “party” seed equity rounds where everyone writes a $50K-200K check. It works fine, particularly now that there are relatively well-known seed equity templates out there that can be referenced and recognized among sets of specialized ECVC lawyers.

Myth / Lie #4: Equity rounds take months to close.

I’ve seen seed equity rounds go from term sheet to money in the bank in 2 weeks. Now that’s definitely on the faster end of the norm, and 3-4 weeks is more common. It’s not lightning fast, but neither is it the dragged-out process that some investors suggest it is. The primary drivers of a lengthier timeline are diligence issues (cleanup) and investor negotiations/delays. Nothing inherent in a seed equity round structure requires it to take a long time, given that well-used templates require minimal customization.

Given how high-stakes the terms you’re committing to in any fundraising are, there is some value in slowing down enough to really know what you’re getting into. See: Negotiation is Relationship Building.

Myth / Lie #5Equity rounds require paying $50-100K in legal fees.

It is true that any equity structure is likely to require somewhat higher legal fees than a SAFE or convertible note round, but seed equity, which is a simplified equity structure relative to full NVCA-style docs (which are more commonly used for Series A and later rounds) isn’t nearly as expensive to close on as some investors suggest. On the leanest end I’ve seen seed equity close for about $10-15K in company-side legal fees, and $5K on the investor side, but more realistically you’re going to be closer to $20K company side and $10K investor side, so about $30K total; possibly higher if you use very expensive firms.

A good ballpark of fees spent from beginning to end for a multi-million dollar SAFE or convertible note round is $2.5K-$5K, so let’s say the delta between convertibles and seed equity is ~$25K in legal fees. The question then becomes, are the positives to closing on a seed equity round worth more than $25K? Very often they are. Easily.

Especially if your investors are asking for a Post-Money SAFE, which has extremely expensive (long-term) anti-dilution mechanics built into it if you end up needing (and likely will) more seed money later, the difference in dilution between a seed equity raise and a Post-Money SAFE can often be multiple percentage points on your cap table. If the difference is 1%, $25K implies a $2.5 million company valuation. If it’s 2%, it’s $1.25 million.

I have seen many companies raising at $10 million, $15 million, even higher valuations in their seed rounds, with multiple million in funding, and yet their investors act as if the extra cost of a seed equity round is so burdensome that the founders should just do a Post-Money SAFE; which in the long-run hands multiple percentage points on the cap table to the seed investors. Basically they are telling founders that they should avoid paying the equivalent of 0.25-0.5% of their enterprise value now in cash for a more hardened, company-favorable deal structure, and instead give 1-2% more of the company as equity (with upside) to the seed investors, which in the long run could be worth millions for the highest-growth companies. That is a horrible tradeoff for the founders.

Translation: “Don’t spend $25K in legal fees now. That’s a “waste of money.” Instead stick to our preferred template and give us 6-7 figures worth of extra equity!”

This isn’t to say that equity is always the right answer for a seed raise. Hardly. Sometimes pre-money SAFEs make sense. Sometimes convertible notes do. I’m a fan of modifying a convertible note to have the economics behave more like equity, but with the streamlined structure of a note; the best of both worlds. And sometimes your investors will demand that you give them a full NVCA suite of docs. Context matters, and so do the numbers.

There’s no universal answer to how you should structure your seed round, because every company is different, and different investors and founders have different expectations, priorities, and preferences. However, not falling for the most common myths and lies that investors give to push you in favor of their preferred structure – which usually is whatever makes them more money – will ensure your eyes are wide open, and you can assess the positives and negatives clearly.