Pitching Your Idea to a VC
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  • 1. Go Pitch !! @sdaas
  • 2. Your Goal ….Convince the big guys why they should invest their money in your idea
  • 3. In Ten Minutes ….
  • 4. Introductions …• Introduce yourself and the team• What’s your credibility ? – Establish that you know the domain – Establish your expertise• What’s the key problem you are solving ? – Keep it crisp.• A one sentence description of the solution .. – More to come later
  • 5. Your Journey ….• Your Initial Hypothesis …• What you did to prove or disprove this ..• What your learned … – Surprises – Unexpected reaction ( or lack thereof )• How did you refine/pivot based on this ?
  • 6. The Business Model…• Customer Segment• Value Proposition• Revenue Streams• Cost Structure• Key Partnerships• Key Activities• Key Resources• Channels
  • 7. The Demo …• Create a script, and stick to it !!!!• Keep the demo focused on the CORE• Set up Everything in Advance• Common Problems – Screen resolutions – Network Latency• Prepare a video as a backup• Practice, Practice, and more Practice …
  • 8. Make it Stick ….
  • 9. FOCUS on the CORE• Find out THE SINGLE most important thing – Not 10 points, just ONE. – “The Single Customer benefit”• TurboTax – “Get your Biggest Tax Refund, Guaranteed” … – Everything ladders up to this CORE statement
  • 10. STORIES• Stories help us CONNECT and Visualize• The Power of Details – “Small Business Owner” vs. “Sriram Shanker, sitting in his small pharmacy in Bellandur, poring over the books with a blue dot-pen”• Use What’s There … – “Anti-Virus for Credit-Card Bills”
  • 11. CONCRETENESS• Abstract Truths vs. Concrete Language• “Put a man on the moon by the end of the decade …” Vs.• “Our mission is to become the international leader in aerospace by leveraging innovation and strategic initiatives …”
  • 12. References…• Made to Stick – Chip Heath and Dan Heath• http://bangalore.intuit.com/ctof2012/21DayStartup/• http://steveblank.com/2009/11/05/raising-money- with-customer-development/• Billguard • http://www.youtube.com/watch?v=SyfwSxUrqks • http://www.youtube.com/watch?v=mGqeoQ1Fas0