Les start-ups sont souvent encouragées par leurs structures accompagnatrices, accélérateurs, SATT et incubateurs, à se tourner vers un business angel individuel qui a parfois une capacité d’investissement 10 fois supérieure à celle d’un business angel appartenant à un réseau. Si ce choix peut sembler stratégique, d’autres opportunités méritent d’être explorées pour conjuguer expertise et financement.
Qui se cache derrière l’investisseur individuel ?
L’investisseur individuel est souvent un ancien entrepreneur qui a cédé son entreprise et qui dispose d’un montant substantiel à investir, celui de la plus-value de la cession. Fiscalement, l’ex-entrepreneur dispose de deux ans pour investir et éviter ainsi une imposition équivalente à 30% de sa plus-value. L’enjeu pour lui est alors d’investir à bon escient sa plus-value qui dépasse généralement le million d’euros et qui peut aller plusieurs logs au-dessus. Et pour cela, il lui faut avoir accès à un deal flow de projets d’une part, et, d’autre part, avoir la capacité à expertiser les projets, les accompagner et aussi de diversifier ses investissements afin de se constituer un portefeuille d’investissements équilibré. Lorsque le business angel (BA) individuel est lui-même un leader d’opinion (KOL), cela permet d’apporter de la crédibilité au projet et d’attirer et impliquer d’autres KOL et co-investisseurs, notamment les réseaux de BA. Ceci est particulièrement précieux dans les phases précoces d’un projet.
La force d’un réseau de Business Angels
Si le business angel « type » d’un réseau a une capacité d’investissement plus modeste que le BA individuel, plusieurs avantages dominent :
- Le pool d’expertises des membres du réseau de BA permet d’assurer une due diligence de qualité, mais aussi d’assurer un accompagnement qualitatif des start-ups du portefeuille
- L’ensemble des membres du réseau consolide un carnet d’adresses précieux pour la mise en relation de la start-up avec ses futures partenaires stratégiques
- Leur visibilité et leur connexion forte à l’écosystème de l’innovation leur permet d’assurer un deal flow continu et important de projets
- Leur fonctionnement est professionnalisé et permet de travailler avec des outils et des processus éprouvés, de l’évaluation à l’accompagnement
- Lorsqu’ils co-investissent, les BA d’un même réseau partagent la même vision et la même stratégie de sortie. Loin d’être trivial, ce sont des points qui, lorsqu’ils sont divergents entre les investisseurs de la start-ups, peuvent s’avérer bloquants au moment d’un deal avec un partenaire (par ex. cession d’entreprise) ou lors d’un nouveau tour de table, surtout si deux BA individuels de poids s’opposent.
- Les réseaux de BA ont pignon sur rue et sont reconnus par l’écosystème de l’innovation. A ce titre, le soutien d’un réseau de BA fait office de “label de confiance” et a un effet de levier auprès des co-investisseurs.
Mais alors, comment expliquer cet engouement envers les BA individuels ?
Lorsque plusieurs investisseurs montent à bord du capital, ce sont généralement autant d’interlocuteurs et parties-prenantes avec qui dialoguer et à convaincre à chaque étape et chaque virage de la start-up. Plus il y en a, plus l’entrepreneur transpire. Oui mais, c’est là que se trouve la subtilité et l’avantage d’un réseau de BA. En pratique, si lors du tour de table plusieurs BA du réseau mettent un ticket, c’est en réalité seulement un ou deux référents qui représenteront le réseau et auront un droit de regard sur les futures décisions de la start-up. Non seulement lors de la due diligence la start-up ne partagera ses documents qu’à travers une seule data room (celle du réseau de BA), mais aussi, lors des futures décisions et deals à venir avec des fonds d’investissement plus gros, la start-up gardera un nombre d’interlocuteurs réduit et n’aura pas besoin d’échanger individuellement avec chacun des BA ayant investis. C’est un gain de temps précieux et la garantie d’une dynamique d’échanges fluide pendant le développement de la start-up.
Dans la vraie vie, tout est plus nuancé
Il y a en réalité une coopération entre les réseaux de business angels et les business angels individuels. Leur complémentarité est évidente. L’un est davantage « business », l’autre est davantage « angels ». Si le montant du ticket d’un BA individuel est très alléchant, gardons en tête qu’une start-up accompagnée augmente ses chances de survie à cinq ans de 50 % en moyenne à plus de 80 %*.
(* source)
Interview réalisée par Maéva Joalland, Déléguée Générale d’Angels Santé et propos recueillis auprès de Benjamin Bréhin, Délégué Général de France Angels.
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