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How to pitch your StartUp - StartUp Camp Bratislava
 

How to pitch your StartUp - StartUp Camp Bratislava

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The presentation "How to pitch your StartUp", held at "StartUp Camp Bratislava" in Slovakia, March 2011

The presentation "How to pitch your StartUp", held at "StartUp Camp Bratislava" in Slovakia, March 2011

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    How to pitch your StartUp - StartUp Camp Bratislava How to pitch your StartUp - StartUp Camp Bratislava Presentation Transcript

    • Vienna, Austria
      How to Pitch your StartUp
      by Can Ertugrul
    • Who is i5invest?
      incubate, innovate, invest, inspire, internationalize
      i5invest is an incubator and early-stage investor that grows the successful web and mobile business models of tomorrow
      We focus specifically on B2C Web 2.0 ventures
    • Who isInitial Factor?
      Comprehensive professional services at all growth stages
      idea
      growth
      M&A / exit
      pre-seed
      seed
      early stage
      startup growth path
      Initial FactorCluster Partner
      Initial Factoris a cluster initiative thatservesas a one-stop-shopfor web and mobile startups in Central Europe
      Vienna, Austria
      http://www.initialfactor.com/
    • Why Vienna?
      ~ 60 km
      >1 hour
      (from Bratislava)
    • No ultimate truth
      No matter what sophisticated stuff or bullsh** I say, there is NO ABSOLUTE TRUTH in my (or anyone else‘s) words.
      Don‘t think binary !
    • What is a Pitch?
      A pitch is a summary used to quickly and simply define or introduce a product, service, or organization and its value proposition.
    • The Art
      Pitching is an ART, not science.
      Ultimately, you learn it by doing (and probably failing many times… but that is ok!)
    • From Being to Pitching
      „I think, therefore I am“
      - Rene Descartes
      „I PITCH, therefore I am“
      - Guy Kawasaki
    • Entrepreneurs and Pitching
      „How do you recognize if an entrepreneur is pitching?
      … he moves his lips“
      • Guy Kawazaki
      (The Art of the Start)
    • WHY?(most important question)
      „Everything in life that you can achieve , you will achieve with or through other people.“
      • Keith Ferrazzi
      (Authorof „Never eatalone“)
      Pitching is about convincing and winning people for you or your idea
    • Long time ago….
      Ethos
      Speech
      Logos
      Pathos
      Aristotle‘s rhetorical triangle
    • Tri-Angle 2.0 – 3 Angles
      Empathy
      Pitch
      Presentation Triangle 2.0
      Rationality
      Creativity
    • „Investor Pitch“
      > 5-30 mins + Q&A
      > Goal: Interest + further talks
      2 Typs of Pitches
      „Elevator Pitch“
      > ~90 seconds
      > Goal: Attention + Feedback
      (aimedtogetthebusinesscard)
      (aimed to get the call)
    • Elevator Pitch
    • Elevator Pitch
      Pitch
      Yourhead
      Theirheads
      Potentiallyeveryone
      excite
      Awakeinterest
      Connect toaudience
      K.I.S.S.S.
      Ifnewidea, relatetosomethingpeopleknow
      Explainto a teenageroroutsider
      Winovertheirheartsandminds
    • Anatomyof an Elevator Pitch (90 Sec)
      Who areyou? (15 Sec)
      Whatistheproblem ? (30 Sec)
      [PAIN]
      Whatistheneed?
      (30 Sec)
      [GAIN]
      Whatis YOUR Solution? (30 Sec)
      How do YOU createsatisfaction? (30 Sec)
      What/Who do youneed? (15 Sec)
    • Anatomyof an Elevator Pitch (Simple)
      YOU?
      Problem ?
      Need ?
      Solution ?
      Satisfaction ?
      Requirement ?
    • The 3rd Way
      Just a damn cool thing!
    • Keep in mindforsolution/satisfaction
      a) What is the Idea or product?
      b) How does it work?
      c) How do you make money?
    • Investor Pitch
    • What are investors screening for?
      Innovation + Defendability
      Feasiblity
      Market Opportunity
      Business Model
      Scalability
      TEAM, TEAM, TEAM
    • Investor‘s Perspective
      Investors are ultimately looking for 3 important thingsThe right asset, in the right hands, at the right time Overall return or value vs. overall capital requirements &
      risk level(s)Value Capture not only Value Creation:
      Value capture is determined by the right business model to create company profit out of user utility.
      And the right financing structure to create shareholder value out of company profit.
    • Your Pitch
      Questions your Pitch
      should ideally answer
      Topics you should ideally cover
      Who?
      Why?
      What?
      How?
      What is the „magic“?
      Where?
      When?
      How much?
      What else?
      Team
      Problem
      Solution / Idea
      Business Model
      Technology
      Market / Customers
      Time Line
      Financials
      Backup Slides
    • NOW WHAT?
      (from technicals to practicals)
    • How does a great Pitch look like?
    • NO!
    • NO!
    • NO!
    • NO!
    • Damn, NO!
    • YES!
    • How does a great Pitch look like?
      (This is the only exception to the rule of no absolute truth!!)
      YOU
      ,
      THE AUDIENCE
      DECIDE
    • LOOK AT YOUR NEIGHBOUR
    • „Putyourself in someoneelse‘sShoes“
      Alwaysbeaudience-centeredneverself-centered
    • Few more tipps
    • What is your goal?
      (Know it!)
    • Tell a (good) story
    • Half empty?
      Half full?
    • OR
      ?
    • OR
      ?
    • Frame
      OR
      BE Framed
      People are usually so convenient, that they tend to see things in the frame in which it is presented to them
    • Think of a One-liner
      „Qriouslyis a serviceformeasuringlocation-basedpublicsentiment in real-time.“
      (Qriously)
      „Itislike GPS, but forindoors.“
      (indoo.rs)
      What you do, in one sentence
    • Think of a Tagline
      „Good by fashion industry. Good morning designers.“ (Garmz)
      „We want to make sports funtastic.”
      (Runtastic)
      Think of a catchy phrase
    • Be convinced of yourself and your idea, otherwise you can‘t convince others
    • Rehearse,
      rehearse,
      rehearse…
    • Have a
      great START…
      …and a
      great END!
    • „The Forgotten Half of the Pitch “
      Listen Listen Listen ShutUp
      Listen ListenShutUp Listen
      Listen ShutUpListen Listen
      ShutUp Listen Listen Listen
    • Let the Iteration beginn
      Pitch 2
      Pitch 1
      YOU
      THEM
      Improve
      Feedback 1
      Listen & Observe
      Feedback 2
    • Why listening is important?
      Interpretation
      Intention
      Mind the gap!!
    • If you forget everything else…
      1. Remember the Shoe
      2. Shut up, Observe & Listen, Listen, Listen
      3. Luck = Preparation meets Opportunity
    • You want to PITCH now?
    • What is i5Labs?
      Team
      Smart Money
      Ressources
      Network
      Workshops
      Success
      Know-How
      Coaching
      2
    • Who are we looking for?
      Young StartUps
      The next Steve Jobs
      Entrepreneurialpeoplewithgoodideas
    • Pitch Us:
      vienna@i5invest.com
    • Contacts
      Can Ertugrul
      c.ertugrul@i5invest.com
      LinkedIn
      Xing
      www.i5invest.com
    • Save the Date!
      Vienna
      New Date: 3 to 7 October, 2011
      www.startupweek2011.at