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Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
Dave McClure - how 2 pitch
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Dave McClure - how 2 pitch

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slides on how to think, produce and perform a pitch for a VC or a business angel.

slides on how to think, produce and perform a pitch for a VC or a business angel.

Published in: Investor Relations
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  • 1. How to Pitch a VC iCamp Startup Acclerator (#iCamp) Dave McClure 500 Startups, Master of 500 Hats iCamp Startup Accelerator, Shanghai, May 2012 dave@500startups.com / @DaveMcClure
  • 2. WARNING: this deck is guaranteed to offend, provide tragically incorrect advice, and perhaps get you arrested. deal with it.
  • 3. Essential Elements of your Pitch •  Elevator Ride (30-sec quick pitch) •  The Money Shot (demo) •  Size Matters (market) •  Nice Number$ (customers + revenue) •  SuperHeroes & RockStars (your team) * note: the above are teaser images… they don’t really mean anything; they’re just here to capture your attention.
  • 4. Pitch MY PROBLEM (not YOUR SOLUTION) Post: “Your Solution is Not My Problem”
  • 5. [Pardon The Blatant Commercial]
  • 6. Dave McClure Founding Partner, 500 Startups 00’s & 10’s: •  Investor: Founders Fund, Facebook fbFund, 500 Startups •  Companies: Mint.com, SlideShare, Twilio, WildFire, SendGrid •  Marketing: PayPal, Simply Hired, Mint.com, O’Reilly Media •  Speaker: Lean Startup, Web 2.0, Stanford/Facebook 80’s & 90’s: •  Entrepreneur: Founder/CEO Aslan Computing (acq’d) •  Developer: Windows / SQL DB consultant (Intel, MSFT) •  Engineer: Johns Hopkins‘88, BS Eng / Applied Math
  • 7. 500 Startups Seed Fund Mountain View, CA – Founded 2010 •  Seed Fund & Startup Accelerator – 10,000 sq ft / Silicon Valley HQ •  Design, Distribution, Data •  300+ Portfolio Companies –  Twilio –  Wildfire –  SendGrid –  TaskRabbit –  MakerBot –  Smule –  9GAG J
  • 8. [How to Pitch a VC (or Angel)]
  • 9. 10 Slides to an Awesome Pitch 1. Elevator Pitch 2. The Problem 3. Your Solution 4. Market Size 5. Business Model ($) 6. Proprietary Tech 7. Competition 8. Marketing Plan 9. Team / Hires 10. Money / Milestones Demo Goes Here Teaser Image Goes Here
  • 10. 10 Slides to an Awesome Pitch 1. Elevator Pitch 2. The Problem 3. Your Solution 4. Market Size 5. Business Model ($) 6. Proprietary Tech 7. Competition 8. Marketing Plan 9. Team / Hires 10. Money / Milestones The Money Shot: Demo Screen Shots Video Demo Goes Here Teaser Image Goes Here Business Metrics (NOT Revenue Projections) Cu$tomer Testimonial$ “This Shit Rocks.”
  • 11. 1. The Elevator Pitch (only 30 sec!) •  Short, Simple, Memorable: –  “What, How, Why.” •  3 key words or phrases –  “Mint.com is the free, easy way to manage your money online.” •  No expert jargon… just KISS. Remember to Have Fun J (….when you pitch ------> )
  • 12. 2. The Problem •  What is The Problem? … Make it Obvious. –  “Ouch. Yeah, I have that too…” •  Who has it? •  “Painkiller not Vitamin” •  also see blog post: “Your SOLUTION is not my PROBLEM”
  • 13. Pitch MY PROBLEM (not YOUR SOLUTION) Post: “Your Solution is Not My Problem”
  • 14. 3. Your Solution •  Great Products & Companies do 1+ of 3 things: –  Get You LAID (= sex) –  Get You PAID (= money) –  Get You MADE (= power)
  • 15. 3. Your Solution •  Great Companies do 1+ of 3 things: –  Get you LAID (= sex) –  Get you PAID (= money) –  Get you MADE (= power) •  Describe why your Solution: –  Makes your customers Happy –  Does it better, different than anyone else •  “NICHE to WIN” (Customer Case Study can also go here)
  • 16. [ The Money Shot ] •  http://Jing.com •  http://ScreenCast.com •  http://Flickr.com •  http://YouTube.com •  http://Scribd.com •  http://SlideShare.com Demo Screen Shots Video •  PRACTICE! PRACTICE! PRACTICE! •  demo will FAIL -- have a backup (screenshots, local video, interpretive dance) •  expect to be interrupted
  • 17. [ The Money Shot ] •  http://Jing.com •  http://ScreenCast.com •  http://Flickr.com •  http://YouTube.com •  http://Scribd.com •  http://SlideShare.com Demo Screen Shots Video •  PRACTICE! PRACTICE! PRACTICE! •  demo will FAIL -- have a backup (screenshots, local video, interpretive dance) •  expect to be interrupted and remember: •  The Script is NOT your Slides – The Script is the FACE of your Audience
  • 18. 4. Market Size •  Bigger is Better •  Top Down = someone else reported it –  Forrester, Gartner, Your Uncle
  • 19. 4. Market Size •  Bigger is Better •  Top Down = someone else reported it –  Forrester, Gartner, Your Uncle •  Bottom Up = calculate users/usage/rev$ –  Avg Txn = $X –  Y customers in our market –  Avg customer buys Z times per year –  Market Size = $X * Y * Z annually = a big friggin’ # –  Market growing @ 100+% per year
  • 20. 5. Business Model (How Do You Make Money?) •  Describe Top 1-3 Sources of Revenue –  Prioritize by Size or Potential •  Common Revenue Models: –  Direct: ecommerce, subscription, digital goods –  Indirect: advertising, lead gen, affiliate
  • 21. 6. Proprietary Technology / Expertise •  VCs *really* like unfair advantages: –  BIG market lead –  experienced team –  “superior” technology
  • 22. 7. Competition (why you’re better *or* different) •  List *all* competitors •  Show how you’re better… … or at least different if not better or different then -> “NICHE TO WIN”
  • 23. Better or Different. Funny! Shocking !!! Accepted Not Funny.
  • 24. 8. Marketing Plan •  PR •  Contest •  Biz Dev •  Direct Marketing •  Radio / TV / Print •  Telemarketing •  Email •  SEO / SEM •  Blogs / Bloggers •  Viral / Referral •  Affiliate / CPA •  Widgets / Apps •  LOLCats … how do you get customers & distribution? lots of channels & decisions… choose a few:
  • 25. 8. Marketing Plan •  PR •  Contests •  Biz Dev •  Direct Marketing •  Radio / TV / Print •  Telemarketing •  Email •  SEO / SEM •  Blogs / Bloggers •  Viral / Referral •  Affiliate / CPA •  Widgets / Apps … how do you get customers & distribution? lots of channels & decisions… choose a few: 3 Things That Matter / To Measure : 1.  Volume 2.  Cost 3.  Conversion
  • 26. 9. Team People that VCs want to see on your team: •  Geeks with deep tech experience •  Entrepreneurs who have sold companies •  Sales/Marketing who bring in customer$
  • 27. 10. Money, Milestones •  How Much Money? –  3 Budgets: Small, Medium, Large •  What will you do with Capital? –  New Hires (Build Product) –  Mktg & Sales (Get Customers / $$$) –  Ops & Infrastructure (Scale Up)
  • 28. Additional Resources •  Dave McClure: –  Startup Metrics for Pirates (AARRR!) –  ZapMeals Sample Pitch Presentation –  Master of 500 Hats Blog: “Greatest Hats” (top blog posts) •  Steve Blank: 4 Steps to Epiphany, Customer Development Methodology •  Eric Ries: StartupLessonsLearned •  Sean Ellis: Startup-Marketing.com •  Andrew Chen: AndrewChenBlog.com •  Brad Feld, Jason Mendelson: AskTheVC.com •  Aydin Senkut: Felicis Ventures blog •  Mark Suster: Both Sides of the Table •  VentureHacks.com •  StartupCompanyLawyer.com

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