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
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 ?
The Business Model…• Customer Segment• Value Proposition• Revenue Streams• Cost Structure• Key Partnerships• Key Activities• Key Resources• Channels
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 …
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
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”
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 …”
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