Until fairly recently, venture capital firms saw little need to market themselves to investors.

They offered savvy investors a truly unique investment opportunity at the cutting edge of all that was new and exciting in technology and biotech. New industries were born and huge fortunes were made. With only a handful of firms in the business, they didn't need to worry about customer service – they had investors lined up around the block.

For a short list of top VC firms, this is still the reality. 

For most, however, the competition is fierce and investors are increasingly demanding. VC firms now must on building good relationships with limited partners, and on an ongoing outreach that can ensure them access to funding in the future.
Meet the Expert

Luciana Castro

Consultant Luciana Castro
Director of Investor Relations, Abingworth
San Francisco, CA
  • English
  • Italian: Italiano
  • French: Français
  • Spanish: Español
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About Luciana

  • Consultant in investor relations for venture capital and private equity, with experience at three venture firms – VantagePoint Capital Partners, Bay Partners and Kodiak Venture Partners.
  • Has served as primary contact with hundreds of venture fund limited partners, domestic and international, developing detailed ongoing communications, portfolio financial updates and meeting presentations.
  • Has managed communications and public relations for major fundraising efforts, meetings with prospective investors, and preparation of due diligence questionnaires and related documents.

Experience

Director of Investor Relations • Abingworth
2017 — Present
  • Joined Abingworth in 2017 to serve current investors and develop relationships with prospective limited partners. She has 15 years of experience in the venture capital industry.
Independent Consultant • Investor Relations & Fundraising
Apr, 2012 — 2016
Director, Investor Relations • VantagePoint Capital Partners
Apr, 2007 — Mar, 2012
  • Served as primary contact for 300-plus existing domestic and international limited partners in venture capital firm with over $4 billion of committed capital invested in energy innovation, energy efficiency, information technology, SaaS, Internet and digital media, healthcare and Asia.
  • Developed content and managed process for responding to investors’ questions and requests, including periodic in-person updates with key limited partners across seven active funds.
  • Communicated the firm’s operational and financial performance, including comparing to Cambridge Associates Benchmark Statistics; developed quarterly letters and investment overviews, describing 3-5 new investments each quarter.
  • Streamlined and automated, via Microsoft SharePoint, the preparation of 70-plus detailed portfolio company profiles and directed their timely distribution to investors semi-annually.
  • Maintained 500-plus investor records in Investran and supported the development and maintenance of Intralinks for reporting information to investors.
  • Managed process for three fundraising efforts (exceeding $2 billion), including meeting with prospective investors; developing and updating marketing materials;  populating Intralinks online “data room” with relevant due diligence documents; completing extensive due diligence questionnaires for prospective investors, and managing closing process, including serving as liaison with fund and investor attorneys.
  • Developed database of 400+ investor targets via Satuit CRM platform and researched and targeted new domestic and international investors to expand base.
Director of Marketing • Bay Partners
Mar, 2006 — Feb, 2007
  • Developed and led overall marketing strategy to establish brand and brand awareness for one of the oldest venture capital firms investing in consumer services, SaaS, enterprise software, hardware. 
  • Directed public relations agency in efforts to target proactive opportunities for partners (speaking, writing, opining). Managed press relations, including crisis situations.
  • Liaised with current and prospective limited partners on inquiries, including firm and portfolio updates. Led creation of the annual meeting presentation, including writing content and producing handouts. 
Manager of Marketing and Investor Relations • Kodiak Venture Partners
Jan, 2002 — Feb, 2006
  • Established and managed brand for emerging capital venture fund investing in wireless, semiconductor, software and Internet/new media companies.
  • Developed and maintained messaging, evolving positioning and activities based on market feedback. Designed firm collateral to reflect image, wrote creative content and maintained corporate web site.
  • Served as direct link between firm and its limited partners, editing quarterly financial updates and producing presentations.
  • Assisted in fundraising by meeting with prospective investors, drafting private placement memorandi, managing the production and delivery of appropriate documents, including coordination with firm’s attorneys.
  • LIaised with public relations agency to set goals and objectives to increase firm visibility. Leveraged partners’ domain expertise for contributed articles and proactive press opportunities. Coordinated press meetings and briefed partners in advance of interviews with the media. Wrote and edited firm press releases, as well as portfolio company announcements.
  • Assisted portfolio companies in publicizing initial fundraising events. Developed relationships with management teams to ensure ongoing communication between the firm and its companies.

Education

Boston University
MBA, 2005
Bowdoin College
Bachelor of Arts, Environmental Studies and Romance Languages, 1994
Packages with Luciana starting from $490

Your Expert Package Includes:

Best Practices

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Review and analysis of your issue with pre-call discovery questions by Luciana, followed by a 30- or 60-minute one-on-one call. Sample

One+-on-One Call

Your (+colleagues) session is directed and focused from the first minute.

Session Summary Report

After your call, Luciana completes a Session Summary Report to provide you with the session’s discussion topics, analysis, assessment and recommendations for next steps. Sample

Post-Session Engagement

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