Elevator pitch-for-sd-forum-2008-1227299414004539-9Document Transcript
Laurie Lumenti Garty
Developing an Elevator Pitch
That will Hook Investors
• The term is typically used in the context of an
entrepreneur pitching an idea to a venture capitalist to
receive funding. Venture capitalists often judge the
quality of an idea and team on the basis of the quality of
its elevator pitch, and will ask entrepreneurs for the
elevator pitch to quickly weed out bad ideas.”
• “An elevator pitch (or elevator speech) is an overview
of an idea for a product, service, or project. The name
reflects the fact that an elevator pitch can be delivered in
the time span of an elevator ride (say, thirty seconds or
What is an Elevator Pitch?
• Qualifies Who you are
• Clarifies what you are doing
• Helps people decide whether or not to invest
time into you
• Helps Investors weed out ideas
• Grabs attention
• Call to action to spend time with you
Why Do You Need One
Pitching Your Ideas
Selling your Product/Service
Introducing new concepts/ideas
– Conversation starter
• Introduction to who you are
When Are Elevator Pitches Used?
Too Long/Too Short (should be around 30
Filled with jargon, buzz phrases and
Focus on wrong or irrelevant information
• Introduce yourself (name, title, company)
• Description of your product and the Investment
opportunity/problem you are solving
– Include things like stage, size of market, competitive
differentiator, revenues, team, funding requirements
• The Hook – what are the strengths of your investment
• Know your audience – what you would use to hook a
customer is different than an investor
• Call to Action
• What are you looking for and/or are your next steps?
The Basics of an Elevator Pitch
Rock Star Team
Big exit opportunity
• Focus on qualities that Make your Company
Unique and Stand Out:
What Hooks Investors?
• Remember to Smile!
• Be Calm
• Don’t talk too fast or too slow – use a steady
• Make Eye Contact
• Be Enthusiastic and Let your Passion Show!
• Don’t pull out a white paper or rely on a Power
Point to tell your story
Words are not Enough...
• Is your pitch short/clear/concise enough?
• Is it easy enough that everyone understands it?
• Does it leave the audience wanting to know
more or to get involved?
• Were there follow up questions?
Who do you compete with?
Where are you in your development?
What is your distribution strategy?
How will you make money?
– What then?
• Be Prepared for No Response
• Be Prepared for Follow up Questions
Your advisors (law firms, bank (SVB!), etc.)
People in your network
Techcrunch Elevator Pitches
Events – great place to practice!
Resources for Elevator Pitches
Describe the pain you are solving
Quantify the pain
Describe the product/technology
Describe the value
What are the benefits?
Give them a hook!
What are you looking for?
For the quantity of target customers
who are dissatisfied with current solution/product
Your company name is a category
that provides key benefits/problem solving opportunity
Unlike competitive alternatives, we solve this problem by
• We are stage and have give hook like: world class team
including name, revenues, partnerships, demo....pick your
best selling points!
• Strong closing statement and are currently raising how
much and or round (seed/A)
• and are looking for the profile of investor/VC
SVB - Entrepreneurial Services
LAURIE LUMENTI GARTY
Deal Team Leader
SVB Entrepreneurial Services