The Art of the Pitch Bill Reichert Managing Director Garage Technology Ventures
The Common Wisdom . . .
<ul><li>Come up with a disruptive technology </li></ul><ul><li>Write a compelling business plan </li></ul><ul><li>Develop ...
<ul><li>Raise a pile of money </li></ul><ul><li>Build a world-class team </li></ul><ul><li>Ship your beta version . . . </...
<ul><li>Raise another pile of money </li></ul><ul><li>Ship Version 1.0 </li></ul><ul><li>Hire a “real” CEO  . . . </li></ul>
<ul><li>Raise another pile of money </li></ul><ul><li>Give lots of it to investment bankers </li></ul><ul><li>Cash out! </...
The Reality . . .
Top Ten Rules for Pitching Investors
1. Focus on creating value
2. Understand what you’re getting into
3. Show traction
4. Clean up your act
5. Get an introduction
6. Appeal to their human side
7. Be consistent
8. Follow the 10/20/30 rule
Ten Slides: 1.  Core value proposition  2.  Market opportunity/problem addressed 3.  Unique, compelling solution and benef...
Ten Slides . . . 6.  Go to market plan  7.  Business model 8.  Team 9.  Financial projections 10. Milestones and financing...
<ul><li>20 minutes </li></ul>
<ul><li>30 point font </li></ul>This is 20 points This is 14 points This is 12 points and what you’re using now
9. Make an impression
10. Tell new lies
<ul><li>Our projections are conservative </li></ul><ul><li>We have a world class team </li></ul><ul><li>Our target market ...
<ul><li>We have the first mover advantage </li></ul><ul><li>We’ll be cash flow positive in one year </li></ul><ul><li>All ...
The Art of the Pitch Resources: “ Critical Factors for Obtaining Funding” “ Writing a Compelling Executive Summary” “ Perf...
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Bill Reichert, Managing Director, Garage Technology Ventures

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Slide Deck from 'Art of the Pitch' at EntrepreneurTrek Mar 21 at Stanford GSB

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  • Bill Reichert, Managing Director, Garage Technology Ventures

    1. 1. The Art of the Pitch Bill Reichert Managing Director Garage Technology Ventures
    2. 2. The Common Wisdom . . .
    3. 3. <ul><li>Come up with a disruptive technology </li></ul><ul><li>Write a compelling business plan </li></ul><ul><li>Develop a stirring investor pitch . . . </li></ul>
    4. 4. <ul><li>Raise a pile of money </li></ul><ul><li>Build a world-class team </li></ul><ul><li>Ship your beta version . . . </li></ul>
    5. 5. <ul><li>Raise another pile of money </li></ul><ul><li>Ship Version 1.0 </li></ul><ul><li>Hire a “real” CEO . . . </li></ul>
    6. 6. <ul><li>Raise another pile of money </li></ul><ul><li>Give lots of it to investment bankers </li></ul><ul><li>Cash out! </li></ul>
    7. 7. The Reality . . .
    8. 8. Top Ten Rules for Pitching Investors
    9. 9. 1. Focus on creating value
    10. 10. 2. Understand what you’re getting into
    11. 11. 3. Show traction
    12. 12. 4. Clean up your act
    13. 13. 5. Get an introduction
    14. 14. 6. Appeal to their human side
    15. 15. 7. Be consistent
    16. 16. 8. Follow the 10/20/30 rule
    17. 17. Ten Slides: 1. Core value proposition 2. Market opportunity/problem addressed 3. Unique, compelling solution and benefits/value created 4. Secret sauce: Sustainable technological advantage 5. Sustainable competitive advantage
    18. 18. Ten Slides . . . 6. Go to market plan 7. Business model 8. Team 9. Financial projections 10. Milestones and financing requirements
    19. 19. <ul><li>20 minutes </li></ul>
    20. 20. <ul><li>30 point font </li></ul>This is 20 points This is 14 points This is 12 points and what you’re using now
    21. 21. 9. Make an impression
    22. 22. 10. Tell new lies
    23. 23. <ul><li>Our projections are conservative </li></ul><ul><li>We have a world class team </li></ul><ul><li>Our target market is $56 billion </li></ul><ul><li>We have no direct competition </li></ul><ul><li>Our average sales cycle is 60 days </li></ul>
    24. 24. <ul><li>We have the first mover advantage </li></ul><ul><li>We’ll be cash flow positive in one year </li></ul><ul><li>All we need is 2 pct of the market </li></ul><ul><li>We expect a deal with Vodaphone any day now </li></ul><ul><li>I’ll be happy to turn over the reins to a new CEO! </li></ul>
    25. 25. The Art of the Pitch Resources: “ Critical Factors for Obtaining Funding” “ Writing a Compelling Executive Summary” “ Perfecting Your Pitch” http://www.garage.com/resources/index.shtml Questions, Comments: [email_address]

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