Originally Published by Mandar Kulkarni on November 28, 2019.

There has been recent buzz globally about a relatively new financing avenue, particularly for early stage Software-as-a-Service (SaaS) businesses. Popularly known as Revenue Based Financing (“RBF”), it entails an upfront financing into the company, while the repayments are a fixed percentage of the monthly revenue until a pre-agreed cumulative amount has been repaid. 

Specifically, this makes sense for SaaS businesses as their revenue is predictably recurring in nature. A recent Techcrunch post lists out the active financers in the space, and the typical RBF structures used by them. The average ranges for the criteria and key terms are as follows

ParameterTypical range
ARR requirementUSD 300K+
Investment size2x – 6x of MRR
Monthly Repayment as a % of Revenue3% – 9%   
Return Cap (x times investment amount)1.5x – 2.5x

From a financer’s perspective, RBF presents itself as an asset class that has some of the upside of traditional VC, with some level of downside protection like debt. 

From an entrepreneur’s perspective, RBF is a non-dilutive financing avenue which can be closed relatively quickly.  

Illustrative IRR scenarios for a typical early stage SaaS company

Let’s get down to the numbers to study the relative IRR performance of the three financing structures. 

We use the following assumptions:

Financing amountUSD 150K
RBF
ARR USD 300K
Repayment (% of monthly revenue)6%
Repayment Cap USD 300K
VC Fund 
Revenue multiple at entry5
Dilution in subsequent rounds50%
Revenue multiple at exit5
Investment Period 5 years
Venture Debt 
IRR15%

The IRR profile for various levels of company’s performance (measured by MRR growth %) looks as below

The table below summarizes the pros and cons of the three financing structures for a financer and for an entrepreneur. 

ParameterVenture Debt*RBFEarly Stage VC
Financer’s Perspective
Principal ProtectionVery HighHighVery low
Repayment FrequencyMonthlyMonthlyOne-time (typically)
Repayment PredictabilityVery HighHighVery low 
Exit timing predictability Very HighLowVery low
UpsideNegligibleModerateVery high
Financer bandwidth requirementLowLowHigh
Entrepreneur’s Perspective
Existing marquee global VC needed? Yes (non-starter without it)NoNo
Funding amountLowLowHigh
Speed of closureModerateFastSlow
Strain on cash flowsVery HighHighNIL
Headline-grabbing nature?ModerateModerateVery High
Founder Dilution?NoNoYes

*Venture Debt is not very common in early stage SaaS businesses in India yet.

RBF in India – an opportunity for both sides of the table  

As of November 2019, RBF was still early in India. Based on our conversations with some of the active US based RBF financiers, they are open to looking at India based SaaS opportunities as long as significant percentage of revenue comes from US based customers, and there is a US subsidiary which generates a certain minimum MRR. 

Since then, players such as GetVantage have emerged and are actively looking at working with SaaS businesses and other digital businesses.

Looking at the pros and cons, while RBF may not be a panacea, it indeed looks like an option which the Indian SaaS entrepreneurs will look at with some interest. 

Click here to read the originally published article

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