The art of the investor pitch

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The art of the investor pitch

  1. 1. the art of the investor pitch<br />Boris Wertz / w media ventures<br />
  2. 2. about me<br />entrepreneur: JustBooks / AbeBooks (sold to Amazon)<br />investor: 20+ early-stage investments, consumer internet, focus on Pacific North-West<br />venture partner: Acton Capital (late-stage consumer internet fund)<br />community builder: BootUp, Techvibes, Startup Visa Canada<br />
  3. 3. my investments<br />
  4. 4. some numbers to frame the challenge<br />see 150-200 companies / year but make only 5-6 investments<br />this ratio is worse for investors in large markets (i.e. Valley) <br />you need to cut through the noise<br />
  5. 5. the art of the investor pitch<br />find the right investors to pitch<br />get a warm introduction<br />nail your pitch<br />stay in touch<br />the art of the investor pitch is more about the process than it is about the actual presentation<br />
  6. 6. right investor<br />your start-up needs to match investor’s focus:<br />stage: seed, early, expansion, late<br />sector: e-commerce, media, software,…<br />business model: b2c, b2b<br />geography: only investing close to home?<br />do your research upfront or you will waste everybody’s time<br />
  7. 7. get a warm introduction<br />unsolicited emails have almost no chance – need to get a warm introduction <br />LinkedIn<br />Blog<br />Events<br />executive summary (+ link to product)<br />
  8. 8. nail your pitch<br />pitch yourself not the idea<br />product demo<br />focus on high-level concept<br />investor deck of max 10 slides<br />
  9. 9. avoid<br />ask investor to sign a NDA<br />go through detailed business plan / financial models <br />schedule meetings for longer than 30 minutes<br />
  10. 10. investor deck<br />problem you are solving (+ product demo)<br />vision<br />team<br />market<br />distribution<br />ask<br />
  11. 11. pitch yourself<br />start-ups are about the founders, not necessarily the ideas<br />ideas change<br />don’t focus on schools attended / companies worked for but what you have built<br />examples: created a non-for profit organization, coded a Facebook game, published a student newspaper<br />
  12. 12. size market using narratives<br />investors are interested in big opportunities<br />size market using narratives, not numbers<br />examples:<br />social sharing (and hence noise) is increasing dramatically so curation and filtering will become more important<br />mobile devices are becoming powerful enough to replace laptops for most tasks and will unleash a flood of new applications and business models<br />
  13. 13. stay in touch<br />unless you are a serial entrepreneur, investor will need time to get comfortable with you<br />listen, refine, show progress<br />“it is like dating before getting married”<br />
  14. 14. connect<br />wmediaventures.com/blog<br />twitter.com/bwertz<br />ca.linkedin.com/in/bwertz<br />
  15. 15. sources<br />this presentation borrowed from many sources, including<br />http://cdixon.org/2009/11/14/pitch-yourself-not-your-idea/<br />http://cdixon.org/2010/04/03/size-markets-using-narratives-not-numbers/<br />http://www.wmediaventures.com/news/4-key-points-to-address-in-your-startup-pitch/<br />

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