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WWeellccoommee 
Hacking the Pitching 
Roy Terry at thePrimalPitch.com 
Tuesday, 26 August 2014 
- Hanhai Investment Inc., ...
A TTaallee ooff TTwwoo AAnnggeellss 
Have you attended other pitching sessions? 
Bill and Steve… 
=> Pitching needs disrup...
CChheecckk--iinn 
Questions and Goals for today 
© 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiit...
TThhee PPrriimmaall PPiittcchh 
Tech, Slide Decks, VCs, Angels plus… 
• The Structure of Clairity 
• The Inner Game 
• The...
AA HHaacckk?? 
To Modify, co-opt or leverage an existing 
system so that it works much better for a 
specific goal 
Donuts...
DDiissccllaaiimmeerr 
You’ll still need reality on your 
side! 
…and… 
Raising money might be a bad 
idea! 
© 22001144,, T...
Hack #11 –– IInnvveessttoorr MMiinnddsseett 
Reflexive Beliefs 
• There is strong competition 
• Seen the idea before 
• T...
Hack #2 – KKnnooww yyoouurr ssttrruuccttuurree 
Knowing your structure is THE METHOD used by 
professionals to achieve rel...
Insert 
Headlines 
Here! 
Tell of “old failed 
solutions”, 
transition to your 
discovery of the 
REAL solution. 
“Secret ...
Hack #3 – Understand ““SSttoorriieess”” 
• 4 Key leverage points 
- Your inspiration to solve 
- Your solution discovery 
...
Hack #4 – Did you prove tthhee HHyyppootthheessiiss?? 
“This business opportunity justifies 
investment” 
Unspoken Hypothe...
Hack #x – Steve’s OObbsseerrvvaattiioonnss 
Mark Lichman of MDITouch 
© 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacc...
Hack #5 – Break Habits aanndd MMiixx iitt uupp 
Everybody has a “persona” and can get stereotyped – fight it. 
• If you ta...
Hack #6 – Feature yyoouu HHEEAADDLLIINNEESS!! 
What get’s you to the fabled “WOW”? 
Put it early in the structure! 
• Trac...
Hack #77 –– GGeett aa ““uussee ccaassee”” 
Who, specifically, uses the product? 
In what concrete situation? 
By what “mod...
Hack #Bonus – Talk lliikkee aa 1122 yyeeaarr oolldd!! 
“I’ve fallen and I can’t get up!” 
“We do Chicken Right” 
“The Frie...
SShhooww ttiimmee 
Practice with Live Coaching 
© 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiitt...
TThhaannkkss!! 
Roy Terry at thePrimalPitch.com 
• Meetup.com: SVSIAN 
(SV Startup Incubation Acceleration Network) 
• Han...
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Hacking the-pitch-26 august2014-at-hanhai-investment-shared

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Key perspective and guidelines for strong entrepreneur, customer of VC pitch. From Live presentation in Silicon Vally, 26 August, 2014

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Transcript of "Hacking the-pitch-26 august2014-at-hanhai-investment-shared"

  1. 1. WWeellccoommee Hacking the Pitching Roy Terry at thePrimalPitch.com Tuesday, 26 August 2014 - Hanhai Investment Inc., Startup University - SVSIAN - Startup Cofounders © 22001144,, TThhee PPrriimmaall PPiittcchh ““HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  2. 2. A TTaallee ooff TTwwoo AAnnggeellss Have you attended other pitching sessions? Bill and Steve… => Pitching needs disruption © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  3. 3. CChheecckk--iinn Questions and Goals for today © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  4. 4. TThhee PPrriimmaall PPiittcchh Tech, Slide Decks, VCs, Angels plus… • The Structure of Clairity • The Inner Game • The Show biz • Live Coaching Goal for today: Think Different about pitching. Structure and practice a better pitch. © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  5. 5. AA HHaacckk?? To Modify, co-opt or leverage an existing system so that it works much better for a specific goal Donuts, Unix, and ear bones. Hacking… • The Rules • The Code (mechanism) • The Mindset © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  6. 6. DDiissccllaaiimmeerr You’ll still need reality on your side! …and… Raising money might be a bad idea! © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  7. 7. Hack #11 –– IInnvveessttoorr MMiinnddsseett Reflexive Beliefs • There is strong competition • Seen the idea before • The market is “competent” at finding new ideas already • You do not have magical abilities • Odds of success about 100 to 1 • Adoption is highly questionable (most people don’t change) • Hates: confusion, “it depends”, no traction, no “friends, fools, and family”, no Prototype IMPLICATION: Stop practicing a bad pitch. Get Better © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  8. 8. Hack #2 – KKnnooww yyoouurr ssttrruuccttuurree Knowing your structure is THE METHOD used by professionals to achieve reliable results! Examples • The Movies: A script is structure • The typical News Story • Your Pitch! • Good Structure creates understanding and positive emotion. • Failed structure creates frustration, resentment, rejection. • Structure embodies your story Pitching is NOT for “Cowboys” © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  9. 9. Insert Headlines Here! Tell of “old failed solutions”, transition to your discovery of the REAL solution. “Secret sauce” (like nobody else) HHaacckk ##22 –– SSttrruuccttuurree • Overview • Problem • Solution • Market and how to get it • Business Model • Ask Notice! The embedded story: •setting •conflict •struggle •victory •Happily every after (creates good emotion) © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  10. 10. Hack #3 – Understand ““SSttoorriieess”” • 4 Key leverage points - Your inspiration to solve - Your solution discovery - Your Traction triumph - Your gritty problem solving tactics • Use some “Actualities” instead of stories • 3 Images in every story: Problem appears, conflict ensues (the fight), Victory image of happiness • ALWAYS: put the story in context by explain the meaning for the pitch. © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  11. 11. Hack #4 – Did you prove tthhee HHyyppootthheessiiss?? “This business opportunity justifies investment” Unspoken Hypothesis of every pitch Business Model + Evidence: Market Evidence: Team Evidence: Tech Evidence: Traction © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  12. 12. Hack #x – Steve’s OObbsseerrvvaattiioonnss Mark Lichman of MDITouch © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  13. 13. Hack #5 – Break Habits aanndd MMiixx iitt uupp Everybody has a “persona” and can get stereotyped – fight it. • If you talk fast. Insert slow parts • If you are always intense insert some kind of joke or humor • If you get wound up about the technology, make a joke about it  Be Human and find ways to relate to the listeners RESULT: You’re viewed as a better leader, better collaborator, more trustworthy and more likeable © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  14. 14. Hack #6 – Feature yyoouu HHEEAADDLLIINNEESS!! What get’s you to the fabled “WOW”? Put it early in the structure! • Traction • Tech Prowess • Truly rock star team • Revenue • Endorsements (name dropping) • Media coverage • IMPLICATION: If you have none of these, GO GET SOME! © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  15. 15. Hack #77 –– GGeett aa ““uussee ccaassee”” Who, specifically, uses the product? In what concrete situation? By what “modality” do they use it? How easy and different is the experience? What’s the result? Who gets paid by whom? © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  16. 16. Hack #Bonus – Talk lliikkee aa 1122 yyeeaarr oolldd!! “I’ve fallen and I can’t get up!” “We do Chicken Right” “The Friendly Skies” “Think Different” “1000 songs in your pocket” “Get a winning pitch!” Beware of: Buzzwords, Business speak, over qualification, too much detail, etc, etc…. © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  17. 17. SShhooww ttiimmee Practice with Live Coaching © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
  18. 18. TThhaannkkss!! Roy Terry at thePrimalPitch.com • Meetup.com: SVSIAN (SV Startup Incubation Acceleration Network) • HanHai Investment Inc. • Meetup.com: Find Your Cofounder • Meetup.com: Silicon Valley Entrepreneurs Toastmasters © 22001144,, TThhee PPrriimmaall PPiittcchh ""HHaacckkiinngg tthhee PPiittcchh"" RRooyy TTeerrrryy
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