RAVI GUPTA & SONYA HUANG MAY 2022

Extending Your Runway

 1. Runway reality

2. How much runway do you need?

Agenda 3. How to extend your runway

4. Questions and open discussion

SEQUOIA CONFIDENTIAL

● This presentation will cover three main topics:

○ First: What is your runway right now? How should you calculate it?
○ Second: How should you think about how much runway you actually
need?
○ Third: How do you actually extend your runway if you need more?
● Our point of view is that most founders need more than they think they do right
now.
● One caveat: These are general principles. If you need more tactical advice
specifically tailored to your company, your Sequoia board member and your
community of founders are ready to help.
Runway Reality
 WHAT IS RUNWAY?

Cash balance ÷ monthly burn

● First, the basics: What is runway?

● It’s your cash balance divided by your monthly burn.
○ If you have $10M in cash and $0.5M in burn, you have 20 months of
runway.
 WHAT IS RUNWAY?

Cash balance ÷ monthly burn

NET cash (cash - debt)

● But it gets a little more nuanced than that.

● The cleanest way to look at your cash balance is net cash, which is the cash
you have on your balance sheet minus any debt you’ve drawn.
○ If you have $10M in cash but you’ve drawn $5M in venture debt, you
really have $5M of net cash and you should use that number to think
about your runway.
● We often get asked why. The reason is that debt is borrowed money. It’s not
yours. You owe it to a creditor. Similar to how you make personal budget
decisions based on your assets minus whatever debt you owe, you should
think about your company’s cash position the same way.
○ We could dedicate an entire session to the tradeoffs of venture
debt. The TLDR is that having a line is a helpful lifeline when
you’re facing a cash crunch, but drawing it comes at a cost. It
makes it harder to raise your next round. It comes with covenants
that means debt holders can own more and more of your
company. It can be a negative signal, and it can generate a lot of
overhang.
○ That said, one of our recommendations if you are tight on cash is
to secure a venture debt line and just not to consider it part of your
runway. Ideally you don’t draw on it unless absolutely necessary,
with eyes wide open to the tradeoffs.
 WHAT IS RUNWAY?

Cash balance ÷ monthly burn

NET cash (cash - debt) Operating FCF =
EBITDA - Interest - Taxes - ΔFCF - Capex

● Monthly burn—this is different from your net income. Net income is an

accounting concept. Burn is literally cash in minus cash out.
● It takes into account things that aren’t in your monthly P&L: for example if
you have to buy inventory upfront, or if you have capex outlays upfront, or
for a subscription company if you collect upfront on yearly contracts—all of
these things impact your cash burn.
● It’s critical to have a very tight grip on what your cash burn is. There may be
ways to reduce the gap between EBIT and free cash flow—maybe that
means paying your suppliers a little later, or collecting revenue earlier.
● If you have a lumpy business, meaning you have to provide cash upfront to
build out capital expenditures or you’re purchasing inventory, it’s existentially
important to have a very detailed understanding of your expected cash
outlays. If you’re not careful in managing and forecasting around these
outlier expenses, then your runway can turn out to be 3 months when you
thought it was 15.
 BUT…

Runway is not static

● One more thing: Runway is not static. Just because you have 8 years of
runway doesn’t mean you can forget about it and assume you’re fine. As
your revenue and expense base change, your runway can change very
quickly.
● You want to stay focused on the burn number. You should be calculating
your runway every single month and watching that number religiously.
A Mental Framework: Runway vs Milestones

$0

NOW THEN

SEQUOIA CONFIDENTIAL

● How might this look in practice?

● Suppose you and your CFO put your heads together, and your best guess
for how cash changes over time looks something like this chart.
A Mental Framework: Runway vs Milestones

$0
12 MONTHS PRIOR
Time to raise!

NOW THEN

SEQUOIA CONFIDENTIAL

● This is your cash-out point.

● 12 months before that, it’s time to think about raising again.
A Mental Framework: Runway vs Milestones

FUNDAMENTALS

$0
12 MONTHS PRIOR
Time to raise!

NOW THEN

SEQUOIA CONFIDENTIAL

● Runway doesn’t come in a vacuum. It’s intimately tied to meeting valuation

milestones.
○ Imagine you’re driving your car on the freeway and running out of gas.
What matters is not how many gallons of gas you have in your car, but
whether it’s going to last you until you reach the next gas station.
● Think about what your goal is for your next fundraising. Maybe it’s an up
round. Maybe it’s a flat round. Maybe it’s a down round. Maybe it’s to reach
cash flow positive.
● Whatever your goal is, which is a conversation between the leadership team
and the board, there is some valuation milestone attached to achieving that
goal.
● Figure out what metrics or “fundamentals” get to you to your goal. Maybe it’s
ARR. Maybe it’s Gross Profit. This is the green line on this chart.
A Mental Framework: Runway vs Milestones
Hope for the best
Plan for the worst

FUNDAMENTALS
Solid before cash runs out

$0
12 MONTHS PRIOR
Time to raise!

NOW THEN

SEQUOIA CONFIDENTIAL

● The rough mental framework is that well before you run out of cash, you need
to make sure you have the fundamentals in order to meet your next valuation
milestone.
● These two lines are intertwined. There’s a delicate balance in your scenario
analysis between investing in growth and burning cash in order to make sure
that you are leaving enough runway to meet the next milestone.
● It’s important to hope for the best but plan for the worst as you are plotting out
how to make the math work.
Story is not enough to raise your next round

Story Metrics Financials Valuation

Great Business The financial

reward for
building a
Great Business

SEQUOIA CONFIDENTIAL

● Raising your next round on pure story is not enough anymore. That worked
when capital was plenty, but investors are now going to care about your
metrics, and more importantly your financials.
● So it’s important to make sure that you are focused on getting that valuation
milestone to the right place.
3 Runway Buckets

1 2 3

<12 MONTHS >12 MONTHS ENOUGH FOR NEXT ROUND

BUT NOT ENOUGH TO REACH
VALUATION MILESTONE

Existential to focus on this or Critically important to Stay the course and

you’re gone focus on runway continuously optimize

SEQUOIA CONFIDENTIAL

● Now, you’ve done the exercise of figuring out your runway versus your
metrics and valuation fundamentals.
● There are three possible scenarios for your runway situation:
1. Bucket 1: <12 months of runway, when it is existential to focus on
your runway
2. Bucket 2: 12 months of runway but not enough to raise a flat round
based on rational metrics: Here it’s critically important to focus on
runway.
3. Bucket 3: Enough runway to raise a flat round, up round or reach
cash flow positive: Stay the course and continuously optimize.
● Some founders today are in Bucket 1. A few are in Bucket 3. But many are in
Bucket 2.
● If we can emphasize one point in this presentation it’s this: many founders
may think they’re in Bucket 3, but are actually in Bucket 2.
● The financials that you have to reach in order to cover your next round have
changed. The bar has been raised.
● Many of us are 3-4 years away from reaching our last valuation, with less than
that amount of cash. In that case, it’s critically important to focus on managing
runway, even if you have years of runway remaining.
● Next, we’ll cover how to extend your runway.
How to extend your runway

● If you take us at our word that we all probably need more runway than we
thought, the question is: How do you get it?
 1. Understand where you are

2. Lay out the potential changes based on burn impact and

How to reduce burn ease of execution
and extend runway 3. Set a goal

4. Execute on this goal

SEQUOIA CONFIDENTIAL

● Like many things in business, it's very easy to say and it's very hard to do.
1. Understand where you are
Understand where the money goes in your P&L

- Where does your net loss come from?

- Break it into smaller and smaller parts

Do the same exercise for cash items that don’t show up on the P&L

Understand what spend is efficient vs inefficient

SEQUOIA CONFIDENTIAL

● The first step in getting very tactical is to understand your current state.
● This means looking deeply into your P&L. If you're talking about runway, that
means you're losing money every month. So you have to figure out where the
net loss comes from.
● Once you’ve identified the specific places in your P&L causing your burn, you
can start thinking about which dollars yield efficient growth and which are not
as helpful.
2. Break it into component parts

Net loss

Gross margin Opex

SEQUOIA CONFIDENTIAL

● To understand which parts of your P&L need to be addressed, begin with the
big picture and break it down into component parts.
● Starting with net loss, you can break that into two component parts: gross
margin and opex.
● Then break each of those down into component parts:
○ What are all the drivers of your gross margin? What is the cost of
sales, etc?
○ What are all the drivers of compensation opex and non-compensation
opex? How much of the opex is dedicated to computer hardware,
hosting and subscriptions, etc?
● Keep breaking it down until you have a detailed view of the components that
contribute to total net loss.
3. Lay out the potential changes you could make based on
potential burn impact and ease of execution

EASE OF EXECUTION

High impact High impact

Hard to execute Easy to Execute
IMPACT

Low impact Low impact

Hard to execute Easy to Execute

SEQUOIA CONFIDENTIAL

● Once you’ve identified the important contributions to your burn, you can plot
them in terms of their burn impact on the y-axis.
● Then there’s ease of execution: how easy is it to address and how big an
impact doe it have?
● Unfortunately, you’re not likely to find many items that are high impact and
easy to execute. Changes that extend your runway a lot will almost certainly
be difficult.
● This plot is important because it will set your roadmap for the actions you take
to extend your runway.
4. Set a goal

Extending runway from current

levels to a level where you can
Your goal
reach a rational milestone
(flat round fundraise, up round or cash flow positive)

SEQUOIA CONFIDENTIAL

● Once you understand the levers available to impact runway, you can use them
to set a goal. Your goal should be oriented around how long it’s going to take
for you to reach a rational milestone.
● Let's say your goal is a flat round. Given the market conditions, for many of us
that’s going to take us three years.
● To unpack why that is:
○ Say you hypothetically raised your last round at a billion dollars, and
you have five to 10 million of ARR.
○ We think that if you want to raise your next round at a billion dollars,
you might need 75 to 100 million of ARR, which might mean you need
to grow about 10 to 15X.
● It takes time to do that. It very well might take three or four years.
4. Set a goal

(Your goal) + 12

SEQUOIA CONFIDENTIAL

● If it takes three years, we recommend you have four years of runway.

● The reason: as mentioned earlier in the presentation, you want to raise 12
months before running out of money.
● Generally investors view it as a bad sign to have a very short runway, so you
want to avoid being in this situation when raising a round.
● So the time you need to hit your goal plus 12 months is the ideal runway that
we would suggest.
● One recommendation: When you decide how long it will take to reach your
goal, be very realistic. Use public comps and ask the toughest board member.
Ask her what it will take to reach a flat round based on rational milestones, and
then add 12 months.
5. Execute on this goal

It’s going to be hard It gets better

People-related cuts Increased ownership and motivation

Pricing increases Sales efficiency

Extended runway

SEQUOIA CONFIDENTIAL

● So now you've taken the steps to understand where you are, and you’ve
broken down your P&L to understand where the money goes. You've plotted
your options in terms of ease-to-execute versus burn impact. And you’ve set a
goal based on rational milestones.
● So let's say hypothetically you need to cut your burn from $3 million a month
to $2 million.
● We don’t want to sugarcoat this: It's going to be hard.
● Of course a people-related cut is the hardest decision any leader makes.
Beyond this, you may face many challenging and nuanced decisions:
○ If you're a global company, you might need to reevaluate certain
markets.
○ If you're a company that's relied on a marketing or sales investment in
order to grow, you might have to reevaluate your strategy.
○ You might have to increase pricing. This is scary, especially if you don’t
have time to fully test the value proposition.
 REMEMBER:

You will be better on the other side.

● The big thing to remember is this: If you take the steps necessary to extend
your runway in line with rational milestones, we are confident you and your
whole company will be better on the other side.
 You need a lot more runway than you think

You are what your P&L says you are - you need real metrics to
raise your next round
Key Takeaways
Figure out your bucket, most of you are in bucket 2

It’s time to execute - take the steps to reduce burn and extend
your runway!

SEQUOIA CONFIDENTIAL

● To conclude with a few key messages:

○ You likely need more runway than you think.
○ Ultimately, your next round will be based on your metrics, which is
going to be reflected in your financials.
○ Be real about what bucket you're in. We think most companies are in
Bucket 2, which is more than 12 months of cash, but needing to make
some changes.
○ You have what you need to win. You have the ability to execute and
we're here to help you in doing that.