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Five Ways Startups Can Impress Investors During Due Diligence

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Philani Mzila

By Philani Mzila

In 2023, with $3.5bn raised from 547 deals, African venture capital (VC) experienced a significant downturn. Year-on-year, total funding and deal count declined by 46% and 28% respectively. This downturn marks a significant phase in the nascent and turbulent African VC journey. From challenges such as the COVID-19 pandemic and the collapse of Silicon Valley Bank to opportunities like the 2021 VC bull run, these events have collectively influenced African VCs to adopt a more cautious investment approach, resulting in more detailed due diligence.

Due diligence represents a critical phase in the investment process, where investors examine various aspects of a startup to ascertain its investment readiness. Excelling in the execution of due diligence (considering that this is a two-way street) is pivotal for fast-growing, technology-enabled companies, as it determines whether the business can secure funding. The due diligence process can decisively make or break a startup’s funding prospects despite favourable macroeconomic conditions potentially easing the path to investment.  Doing it correctly means startups are well on their way to a crucial cash injection for the venture. But it’s easier said than done.

How can startups give themselves the best chance of successfully completing due diligence? What are investors looking for? These guidelines are designed to help startups prepare for and navigate the due diligence process, thereby maximising their chances of securing the necessary capital for expansion,

  1. First impressions matter

Generally speaking, there are three stages in the due diligence process: screening, business check, and legal business check. During the screening stage, investors will take a peek at your business before deciding whether they want to delve deeper.

If you want to get past this initial stage, you have to ensure that you’re making the best possible first impression. That means putting care and consideration into your pitch deck and initial documents but it also means ensuring that you’re making the best possible impression with your digital real estate (including your website, search, and social media presence).

Get all those things right, and you’ll be in a much better position to progress to the business check, where you’ll be asked to highlight your strengths and address any potential concerns, and the legal business check, where investors make sure that everything you’ve said is aligned with your books.

  1. Put your best foot forward 

A popular aphorism in the startup investment space is “back the jockey, not the horse.” While the technical fundamentals of a startup—such as its product, market fit, and business model—are indispensable, the ability of the founding team to articulate a clear vision, demonstrate deep domain knowledge, and exhibit proven management skills is frequently a more reliable indicator of a venture’s potential for success.

These characteristics not only reassure investors of the team’s capability to lead the venture to success but significantly enhance the startup’s attractiveness as an investment opportunity.

  1. Demonstrate market and product expertise

But that is not the only kind of expertise investors look for. Beyond the intrinsic qualities of the founding team, investors evaluate the team’s understanding of the market dynamics relevant to the startup. Demonstrating a deep grasp of the market environment—through analysis of demand, identification of unmet needs, and articulating a targeted strategy that distinguishes the business in the marketplace—is crucial. This approach to market analysis not only underscores the startup’s potential to capture and grow its market share but also significantly boosts confidence in the venture’s viability.

Founders must also leverage precise metrics to illustrate the product’s value proposition and fit within the market landscape. Ultimately it’s about effective communication of how the product addresses specific market gaps or customer pain points, supported by data-driven evidence of its appeal and utility.

  1. Prepare your business, financial, technical, and legal documentation

During the due diligence process, you’re going to be asked to demonstrate that your business model is solid, your finances are sound, the technology you use is robust, and that you’re on a good legal footing. The availability and readiness of documentation to support these aspects are crucial. Preparedness in this context not only involves having all necessary documentation organised and accessible but also being able to present it promptly when requested by potential investors. Timeliness and thoroughness in providing these documents significantly enhance your startup’s credibility. It demonstrates meticulous planning, operational efficiency, and a proactive approach to addressing investor inquiries.

  1. Treat potential investors like prospective partners from the start 

A good investor is so much more than the money they put into your business. They can also provide irreplaceable guidance and insight that could be crucial to the success of your business. In essence, once that money lands in your business account, they become partners in the startup.

Acknowledging this partnership dynamic from the outset and fostering an environment of transparent communication and constructive feedback is crucial. Such an approach lays the foundation for a trust-based relationship, essential for any successful collaboration. By actively engaging investors in discussions, seeking their advice, and valuing their input, startups not only benefit from the wealth of knowledge these partners offer but also affirm their respect for the investor’s contribution beyond financial support.

An ongoing process 

Getting these steps right will undoubtedly make it easier for you to successfully get through the due diligence process. It’s important to remember, however, that due diligence isn’t a once-and-done exercise. It’ll happen at every investment stage, from seed to acquisition or listing. It’s critical, therefore, that you constantly review and refine your due diligence readiness. Get it right, and you stand a much better chance of getting funding in even the most challenging fundraising environments.

Philani Mzila is the Investment Manager for Founders Factory Africa

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Nigeria Strengthens Fight Against Content Piracy Through Strategic Partnerships

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MultiChoice x Winning against piracy

Nigeria is intensifying its efforts to combat content piracy through strengthened partnerships and the adoption of advanced technologies. Collaborative efforts between government agencies, law enforcement professionals, cybersecurity experts, and civil society organisations are crucial in dismantling the networks responsible for the illegal distribution of creative content across the continent.

Piracy continues to pose a serious threat to the livelihoods of African creators and rights-holders. From financial losses to cultural erosion, its impact is far-reaching. However, the landscape is beginning to shift. In Nigeria and across neighbouring countries, raids and arrests are becoming increasingly common, as illegal streaming platforms are shut down and major piracy syndicates are disrupted.

Technology is proving to be both a challenge and a solution. While it enables the rapid spread of pirated content, it also offers powerful tools for enforcement. Innovations such as forensic watermarking and AI-powered content monitoring are being deployed to trace pirated materials back to their sources and end users. These tools are making it possible to issue swift takedown notices and initiate enforcement actions with greater precision.

“Technology may make it easy to pirate content, but it also makes it easier to track down and prosecute those involved,” says Frikkie Jonker, Director of Anti-Piracy Cybersecurity Services at MultiChoice Group. “Forensic watermarking, proactive monitoring, and strong partnerships allow us to issue immediate takedown notices and initiate enforcement operations when necessary.”

In Nigeria, MultiChoice has signed memoranda of understanding (MoUs) with key government bodies to bolster support for the creative industry and protect intellectual property rights. Its collaboration with the Nigerian Copyright Commission (NCC) and law enforcement agencies underscores a firm commitment to upholding the rights of content creators and holding illegal operators accountable.

Recent efforts have yielded significant results. In Nigeria, the arrest of the operator behind a well-known sports piracy website using a local domain marked a major step forward in disrupting digital piracy networks. Elsewhere, shops selling illegal decoders have been raided and members of piracy syndicates prosecuted, reflecting coordinated regional action similar to that spearheaded by the NCC and the Nigerian Police Force.

Artificial intelligence is being adopted in several African countries to detect and remove pirated content from digital platforms, a model Nigeria is also actively exploring. Alongside enforcement, education plays a key role. Awareness campaigns and training workshops are being carried out in collaboration with copyright boards to inform the public and stakeholders, echoing the NCC’s own sensitisation initiatives on the home front.

The impact of coordinated action is becoming evident. Over the past year alone, the Partners Against Piracy (PAP) initiative has facilitated more than 155 successful raids across Africa, resulting in the shutdown of over 4,300 pirate networks and the arrest of more than 100 individuals involved in illegal operations.

As Nigeria’s creative economy continues to rise on the global stage, fuelled by its vibrant music, film, and digital industries, protecting intellectual property has never been more critical. By strengthening enforcement, increasing public awareness, and embracing innovative technologies, Nigeria is laying the groundwork for a more secure, equitable, and sustainable content ecosystem for Africa’s storytellers and cultural creators.

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Nigeria’s Bold Push to Bridge the Housing Deficit and Empower Citizens

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Victor Benjamin YP4T

By Victor Benjamin

Nigeria stands at a critical juncture in its journey towards providing adequate shelter for its burgeoning population. The stark reality of a 20 million unit housing deficit casts a long shadow, impacting not just individual well-being but also the nation’s socio-economic progress. Recognising the urgency and scale of this challenge, the administration of President Bola Tinubu has unveiled a comprehensive and ambitious strategy under the Renewed Hope Agenda, placing affordable housing within reach for millions of Nigerians. This multi-pronged approach, spearheaded by the Renewed Hope Housing Initiative and bolstered by innovative financing mechanisms, offers a beacon of optimism in a sector long plagued by systemic obstacles.

For too long, the dream of homeownership has remained elusive for a significant portion of the Nigerian populace. Several interconnected challenges have contributed to this protracted crisis. Sky-high property prices, often driven by land speculation and exorbitant construction costs, place housing far beyond the reach of average citizens. Compounding this issue is the underdeveloped state of the mortgage market. Access to long-term, affordable financing remains limited, with high interest rates and stringent eligibility criteria effectively excluding a vast majority of potential homeowners. The informal nature of a significant portion of the economy further complicates matters, as many individuals lack the formal employment and consistent income streams often required by traditional mortgage lenders.

Furthermore, infrastructural deficits across the country exacerbate the housing problem. Inadequate road networks, unreliable power supply, and limited access to clean water and sanitation not only make new developments more expensive but also detract from the quality of life in existing residential areas. The bureaucratic hurdles and complexities associated with land titling and approvals also contribute to delays and increased costs for developers, ultimately impacting affordability for buyers.

Against this backdrop of formidable challenges, the Renewed Hope Housing Initiative emerges as a significant and potentially transformative intervention. Its three core components – the Renewed Hope Social Housing Programme, the Renewed Hope Housing Estates, and the Renewed Hope Cities – are strategically designed to cater to different segments of the population and leverage diverse funding models.

The Renewed Hope Social Housing Programme, with its ambitious goal of constructing 100 units in each of the 774 local government areas within a year of launch, directly addresses the needs of the most vulnerable. By earmarking 80% of these homes for local residents earning a living wage, with monthly contributions capped at a third of their income, the program prioritises affordability and accessibility for low-income earners. The allocation of the remaining 20% to the most vulnerable citizens, free of charge, underscores a commitment to social inclusion and providing a safety net for those most in need. The inclusion of essential amenities like schools, clinics, and security outposts within these estates further enhances their liveability and fosters community development.

The Renewed Hope Housing Estates, targeting state capitals with a plan to build 250 units in each of the 30 states, represent a crucial step towards providing more affordable housing options in urban centers. Leveraging government budgetary allocations, infrastructure subsidies, and free land from state governments allows for significantly lower pricing, with one-bedroom apartments ranging between N8 million and N9 million. This initiative aims to bridge the gap for individuals and families with modest incomes who aspire to homeownership in urban areas.

The Renewed Hope Cities, developed through Public-Private Partnerships in seven strategic locations, tap into private sector expertise and capital to deliver large-scale housing projects. While the resulting prices are higher, reflecting the private developers’ investment in land and infrastructure, these cities are expected to offer a wider range of housing options and contribute significantly to reducing the overall housing deficit. The ongoing construction of 3,500 units in Lagos and Kano demonstrates the tangible progress being made under this component.

Complementing these direct housing programs is the Ministry of Finance Incorporated Real Estate Investment Fund (MREIF), a critical enabler for sustainable and affordable housing finance. The successful pilot fundraising, securing N250 billion, underscores the confidence of institutional investors in this innovative approach. MREIF’s ability to provide long-term, low-cost mortgage financing at interest rates as low as 12% with extended repayment tenors up to 20 years directly tackles one of the most significant barriers to homeownership in Nigeria. Furthermore, by offering off-take guarantees to developers, MREIF helps de-risk large-scale projects and unlock crucial financing. The integration of MREIF with commercial banks, mortgage providers, and developers promises to create a more robust and efficient housing finance ecosystem.

The vision underpinning the Renewed Hope Housing Initiative is one of a Nigeria where decent and affordable housing is not a privilege but a right accessible to all citizens. By adopting a multi-pronged approach that addresses the diverse needs of the population and leverages both public and private sector resources, the government aims to not only bridge the housing deficit but also stimulate economic growth, create jobs, and foster social stability. Empowering low-income earners with affordable housing options can improve their quality of life, provide a foundation for wealth building, and contribute to a more equitable society. Similarly, enabling middle-income families to access affordable mortgages can unlock their economic potential and contribute to overall national development.

While the Renewed Hope Housing Initiative holds immense promise, its success will hinge on effective implementation, transparency, and sustained commitment. Addressing the underlying challenges of land administration, infrastructure development, and bureaucratic efficiency will be crucial for ensuring the long-term sustainability and impact of these programs. Nevertheless, the bold vision and the comprehensive strategy embodied in the Renewed Hope Agenda offer a renewed sense of optimism that Nigeria is finally embarking on a transformative journey towards housing its citizens and building a more prosperous and inclusive future.

Victor Benjamin is the West/South South Director for YP4T

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e-Commerce Lessons for Scaling Nigeria’s Food Distribution

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Foodstuff Store

By Diana Tenebe

Nigeria stands at the cusp of an agricultural revolution with the ambitious plan to significantly transform its food and agriculture sector through the launch of the $510 million Special Agro-Industrial Processing Zones (SAPZ), financed by the African Development Bank and development partners. Fueled by the integration of cutting-edge technologies aimed at boosting food production and ensuring national food security.

However, as yields increase, a formidable hurdle remains: the efficient and scalable distribution of this bounty across the nation’s diverse landscapes, often hampered by infrastructural limitations and logistical complexities.

Dr. Bosun Tijani, the Minister of Communication, Innovation, and Digital Economy, recently called on Nigerian farmers to prepare for digital and technologically advanced farming methods, emphasising their crucial role in boosting food production and security.

Building upon this call for technological integration, and to truly unlock the full potential of Nigerian agriculture and ensure increased harvests translate to accessible and affordable food for all, the sector can draw invaluable lessons from the operational prowess of e-commerce giants like Amazon. Their success in navigating complex logistics and reaching vast customer bases offers a compelling blueprint for transforming Nigeria’s food distribution network.

Amazon’s dominance in the e-commerce realm is underpinned by a meticulously crafted logistics and supply chain system. Their significant investments in sprawling fulfillment networks, coupled with the strategic deployment of technology for route optimisation and real-time inventory tracking, have created an unparalleled engine for moving goods swiftly and efficiently.

Furthermore, their optimisation of last-mile delivery, integration of automation within warehouses, and a hybrid approach blending in-house capabilities with shrewd partnerships underscore their commitment to scalability. This intricate ecosystem is designed to handle massive volumes and adapt to fluctuating demands – a crucial capability that Nigeria’s agricultural sector desperately needs.

Translating these principles to the Nigerian context requires a fundamental shift towards building a resilient delivery infrastructure specifically tailored for agricultural produce. This necessitates moving beyond traditional, often inefficient methods and embracing hybrid transportation models that account for varying road conditions and geographical challenges.

Imagine a network that leverages a combination of refrigerated trucks for long-haul transport, smaller vehicles for navigating local terrains, and even innovative solutions like riverine transport where feasible. Integrating technologies like GPS tracking for real-time visibility of produce movement and strategically establishing a network of collection and distribution hubs across key agricultural zones can significantly streamline the flow of goods.

Implementing robust systems for real-time tracking of harvests and produce, mirroring Amazon’s inventory management, will be crucial in minimising spoilage and maximizing freshness as food travels from farm to consumer. Moreover, forging strategic alliances with existing local logistics providers, leveraging their on-the-ground knowledge and infrastructure, can provide a vital springboard for building a comprehensive network without starting entirely from scratch.

Beyond the physical movement of goods, the power of data, a cornerstone of Amazon’s success, holds immense potential for revolutionising Nigerian food distribution. Leveraging data analytics can provide invaluable insights into regional demand patterns, allowing for more accurate forecasting of optimal harvest and distribution times.

This data-driven approach can help match agricultural supply with consumer needs with greater precision, reducing waste and ensuring that the right produce reaches the right markets at the right time – much like Amazon utilizes data for personalized recommendations and understanding customer purchase behavior. Imagine farmers making informed decisions about planting based on predicted market demands or logistics providers optimizing routes based on real-time demand fluctuations.

Furthermore, adopting Amazon’s unwavering focus on customer convenience and trust is paramount, especially when dealing with perishable goods. Establishing reliable delivery schedules, ensuring the quality and freshness of produce upon arrival, and implementing transparent processes throughout the supply chain are crucial for building confidence among both farmers and consumers. This might involve implementing quality control measures at various stages, providing clear communication about delivery timelines, and potentially even exploring traceability systems that allow consumers to understand the journey of their food.

Finally, navigating the complexities and dynamism of the Nigerian market demands a long-term vision and a high degree of adaptability, mirroring Amazon’s sustained focus and agility in the ever-evolving e-commerce landscape.

The Nigerian agricultural sector must be prepared to iterate, learn from its experiences, and continuously refine its distribution strategies in response to local challenges and opportunities. This requires a collaborative approach involving government agencies, agricultural organisations, technology providers, and logistics companies working together to build a sustainable and efficient food distribution ecosystem.

By strategically adapting these e-commerce-inspired lessons in logistics, technology adoption, data-driven decision-making, and customer focus to the unique context of Nigerian agriculture, the nation can forge a distribution system capable of efficiently handling increased production. This transformative approach is not merely about moving food; it’s about ensuring that the fruits of Nigeria’s agricultural advancements reach every corner of the country, contributing significantly to food security, mitigating the rising cost of food, and ultimately cultivating a thriving and efficient agricultural future for all Nigerians.

Diana Tenebe is the Chief Operating Officer of Foodstuff Store

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