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Effective PitchingApril 28, 2016
Agenda
• Background• Objective• Substance• Form• Questions & Answers• Your Questions• Suprise Opportunity!
About
• Bill Kenney– Founder– 150+– Disclaimer
Background
Idea & Investor
Sales
Staff Recruiting
Partner & Vendor
Objective
To create a conversation or meeting.
Sometimes…To compel a favorable decision.
SubstanceWhat you say…
Approach #1The experts…
Investor Guru #1Fabulous 14 Slides for Presentations• Goal is to pitch a high-level, summarized view of the company• Presentation is not a Business Plan on screen• Not a product Demo for Tech Audience• Investor targeted pitch template for Angel thru VC rounds• Dark background with White letters is an easier read on screen• Slides should contain concise ideas, key words, not full sentences• No screen shots, phone shots or Web pages displayed• No more than 5 bullet points per page• Arial Type Face, 18 to 24 point font (simple font)• Only one speaker, Q&A include others• Minimize the use of non-information symbols, check marks, bullet points
Investor Guru #1 cont.Suggested slides: (may require some customization)1. Company Title Page: with the $Dollar Amount of the Round and your name2. Agenda: presentation roadmap of what will be said (Speech 101)3. Financial Overview: top line revenues and expenses, 3 years out4. Product: what is the business in simple terms5. Market: what is the environment, and how big are the segments6. Go to Mkt Strategy (Customers): sales process, how many, how attracted, retained7. Revenue Streams: who pays, how much and from where, annualized8. Competition: who and how threatening, what are differentiation factors9. Barriers to Competitive Entry: how will other competitors be kept at bay10. Use of Proceeds/ Potential for Business: how will you spend, where will money take you11. Goals and Performance Objectives, Milestones: what are the target/success metrics12. Management Team/Strategic Relationships: talent & experience13. Valuation: how do you come to the number & current investors 14. Review: summary of what you said, same order, narrowed to 6 points
16
Investor Guru #20) Cover Slide
1) Elevator Pitch Slide
2) Market Problem & Current Solutions
3) Market Opportunity: Define Market, Size & Target Client
4) Your Solution (1-5 slides)
5) Team (If really impressive, move after “Elevator Pitch” and lead with it)
6) Board Members & Advisers (Optional, combine w/ team slide)
7) Traction & Awards (Optional, if none yet) (1-3 slides)
8) Market Fit / Competition (Optional, can be explained in slide 5 & 6)
9) Competitive Advantages (Optional, can be explained in slides 5 & 6)
10) Revenue Model: Key Revenue Streams & Business Model
11) Expense Model: Key Expenses, Time Efforts & Strategy
12) Financial Projections
13) Exit Strategy (Optional)
14) The Ask: Capital Raise & $ Uses
15) Closing Slide: Questions? Contact Details
Various Deck Size Options & Content:5 Slide Deck: 1, combine 2 + 3, 4, 5, combine: 7 + 10 + 11 (Show LTV / CAC Multiple) + 12 + 14. 10 Slide Deck: Don’t include optional slides15-30 Slide Deck: Slides 1-15 + add’l slides: Your Solution (1-5), Traction (1-3), Explain: LTV vs. CAC
Approach #2The audience…
Audience Centered
• Who are they?• What are their interests/passions?• How do they make decisions?
Align your message with the audience: their interests, passions and how they make decisions
Learning About the Audience
• Network• Find a coach• LinkedIn• Google
FormHow you say it…
Delivery
• Describe problem from customers perspective• How are they challenged because they don’t
have your product?
Slides
Investor Guru #3
• 10/20/30 Rule< 10 slides< 20 minutes> 30 point font
Questions & Answers
Appendix
Investor Guru #2…reprise• VC Favorite Slide: Life-time Value of Customer (LTV) vs. Cost to Acquire Customer (CAC)• Timeline: History, Milestones & Prior Funding's• Detailed Value Proposition to Clients / Users / Partners• Additional Screen Shots from Demo• Average Revenue Per User (ARPU)? Per Client Size? • Pipeline of potential clients, % likelihood of closing, revenue potential from pipeline• Churn rate by cohort analysis• Detailed Financial Breakdown: Revenue % by type, expense % by type • Cash Runway (# months @ $ burn rate) • Breakeven Analysis: # Clients / $ Revenue needed to match $ expenses per month• Head Count Projections (# Employees) / Type of Key Hires Needed• Partnership Agreements / Structures• Proprietary aspects not discussed in core deck• Additional Strategy Slides: Ex. Architecture, How to avoid/limit circumvention, Funnel system of business
operations, Growth strategy• Capital Structure: Ownership of founders & current investors• List of Competitor’s Capital Raises & Investors• Summary Slide: Why We’ll Be Successful (Add if deck > 15 slides, otherwise too redundant)
Resources
• Guru #1McAdory Lipscomb, Fabulous 14 slides for Presentations, http://ultralightstartups.com/wp-content/uploads/2014/10/ULS_Coaching_Questions.pdf
• Guru #2J. Skyler Fernandez, The “Best” Startup Pitch Deck & How to Pitch to Investors, http://www.slideshare.net/Sky7777/the-best-startup-pitch-deck-how-to-present-to-angels-v-cs
• Guru #3Guy Kawasaki, The 10/20/30 Rule of Powerpoint, http://guykawasaki.com/the_102030_rule/
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