XLerate Solutions Investor Pitch Template

Investor Pitch How to get a second meeting Ignite Business Growth Brant Cooper David Kaplan www.xleratesolutions.com XLerate Solutions

The Goal
Use your network to get a 1 st meeting.
No one ever received a check at their 1 st meeting
Your goal is to get a second meeting!

Success Factors
Quality of Idea
Depth of Knowledge
Strength of Character

Unrealistic objectives
Unclear value proposition
Half-baked business plan
Poor homework
Arrogance
Failure Factors

Have This Prepared for the 1 st Meeting
10-15 slide deck
10 Back-up slides
Intimate knowledge of your proposed business

It Doesn’t Hurt to Also Have This
Product Milestones achieved
A tested business model
Evidence that the model can be monetized
Customer ROI validation
Relevant Board of Advisors

Do’s
Simple, but defendable
Talk to the slides in15 minutes
Defend vision, but demonstrate flexibility
Expose assumptions

Don'ts
Be unprepared
Make claims you can’t substantiate
Discuss valuation
Underestimate competition
Overestimate market

Deck Template
You’re telling a story
Change flow if necessary for your story
Don’t confuse narrative w/ slide content
Less is more, especially for each slide
Add another slide before inundating one slide
But, do you really need another slide?
“ Quick hits” nice to have, but not musts
Ice, Ice, baby: Concise, Precise, Entice

Introduction
“ Elevator Pitch”
What business you are in?
What market do you compete in?
What will your business accomplish?
Quick hit: Significant company milestone or proven metric to date [Slide Objective: Positioning of proposed business in viewer’s mind]

Market Need
What’s the pain you are solving?
Who is ideal customer?
How are they faring without you?
What is the pain costing them?
Revenue? Expenses? Market Share? Time? Risk?
Why is your solution a must have ?
How will you overcome the inertia coefficient?
Quick hit: Personal appeal to viewer; can you evoke personal experience in audience? [Slide Objective: Answer why are you in business?]

Your Solution
What is your solution to the problem?
What is unique?
What is your exceptional value to the paying customer?
What is your exceptional value to customer influencers?
What is the paying customer’s result after your product?
Revenue? Expenses? Market Share? Time? Risk?
Quick hit: Provide an real life ROI example [Slide Objective: Answer why you?]

Technology
How does your solution work?
In laymen’s terms, what is your unique mix that produces your claimed benefits?
Where do you fit into the existing market ecosystem?
How does the product fit into customer processes?
What is protected IP?
Quick hit: Demo or show something compelling [Slide Objective: What is the secret sauce?]

Market
What is the total addressable market (TAM) [provide data sources]?
What is the growth trend?
What are other relevant trends?
What is the small * niche you will first target and how much is it worth?
*Small is better than big.
Quick hit: Evidence that you can dominate small niche [Slide Objective: What is the long & short term size of the opportunity?]

Business Model
How does your customer buy?
How much will they pay?
How will your business scale?
Do you have a channel strategy?
What are your key performance metrics vs. competition?
Where is break even?
Quick hit: Have real metrics that support model [Slide Objective: How will you make money?]

Competition
Diagram competitive landscape
Where do you fit in?
Compare based on customers’ decision making criteria (Price, Quality, Convenience, Technology, Brand)
Re-iterate what you have that they don’t
[Slide Objective: How will you crush competition? Quick hit: Customer quote

Go-To-Market
What segment are you focusing on and why?
Show specific tactics to acquire leads and move them through the pipeline
Demonstrate knowledge of buyers’ process
Demonstrate how you will test and validate go-to-market assumptions
[Slide Objective: What are your tactics out of the gate?] Quick hit: Expose acquisition and conversion metrics assumptions

Company Team
Team
Management team members key strengths and achievements
Board of advisor members (if this is a strength)
OK to mention needs
Quick hit: Tie experience to opportunity: why did this team come together for this opportunity? [Slide Objective: Right team for the job?]

Financials
Realistic financial plan
5 Year estimates – graph is a must
Define critical milestones
Do not copy and paste spreadsheet!
Quick hit: Expose key assumptions and key revenue drivers [Slide Objective: Realistic revenue projection]

Funding
How much investment are you seeking?
Where will the money be put to use?
(i.e. Pie: 35% R&D, 25% Marketing, 15% production...etc)
How long will the money last?
What specifically have you already achieved?
What specifically will you achieve with money?
[Slide Objective: How much to achieve what?] Quick hit: What will you achieve with this round that will make investors want to participate in 2 nd round?

Corporate Development 2009 2010 2011 2012 Strategic Planning Phase I Development 1 st Customer Ship Pilot Test X Customers 2013 IPO Mass Production (I) Project Milestones Financial Milestones Fund Raising (I) US$ 1 M Fund Raising (II) US$ 1.5M [Slide Objective: Development over time] Market Milestones

Summary
List the strengths unique to your company
3-5 points that you want from your audience to remember when they leave the room
Ask for another meeting
Leave something behind, e.g., copy of deck
[Slide Objective: Close!] Quick hit: Leave login to demo/beta

About XLerate
Business Planning
Marketing and sales support
XLerate is:
David Kaplan, Founder and Principal
Brant Cooper, Principal
Blog: http://market-by-numbers.com
Twiiter: http:// twitter.com/brantcooper

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XLerate Solutions Investor Pitch Template

by Brant Cooper on Apr 29, 2009

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XLerate Solutions Investor Pitch Template — Presentation Transcript