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Vienna, Austria<br />How to Pitch your StartUp<br />by Can Ertugrul<br />
Who is i5invest?<br />incubate, innovate, invest, inspire, internationalize<br />i5invest is an incubator and early-stage ...
Who isInitial Factor?<br />Comprehensive professional services at all growth stages<br />idea<br />growth<br />M&A / exit<...
Why Vienna?<br />~ 60 km<br />>1 hour<br />(from Bratislava)<br />
No ultimate truth<br />No matter what sophisticated stuff or bullsh** I say, there is  NO ABSOLUTE TRUTH in my (or anyone ...
What is a Pitch?<br />A pitch is a summary used to quickly and simply define or introduce a product, service, or organizat...
The Art<br />Pitching is an ART, not science.<br />Ultimately, you learn it by doing (and probably failing many times… but...
From Being to Pitching<br />„I think, therefore I am“<br />- Rene Descartes<br />„I PITCH, therefore I am“<br />- Guy Kawa...
Entrepreneurs and Pitching<br />„How do you recognize if an entrepreneur is pitching?<br />… he moves his lips“<br /><ul><...
WHY?(most important question)<br />„Everything in life that you can achieve , you will achieve with or through other peopl...
Long time ago….<br />Ethos<br />Speech<br />Logos<br />Pathos<br />Aristotle‘s rhetorical triangle<br />
Tri-Angle 2.0 – 3 Angles<br />Empathy<br />Pitch<br />Presentation Triangle 2.0<br />Rationality<br />Creativity<br />
„Investor Pitch“ <br />		> 5-30 mins + Q&A<br />		> Goal: Interest + further talks<br />2 Typs of Pitches<br />„Elevator P...
Elevator Pitch<br />
Elevator Pitch<br />Pitch<br />Yourhead<br />Theirheads<br />Potentiallyeveryone<br />excite<br />Awakeinterest<br />Conne...
Anatomyof an Elevator Pitch (90 Sec)<br />Who areyou? (15 Sec)<br />Whatistheproblem ? (30 Sec)<br />[PAIN]<br />Whatisthe...
Anatomyof an Elevator Pitch (Simple)<br />YOU? <br />Problem ? <br />Need ? <br />Solution ?<br />Satisfaction ?<br />Requ...
The 3rd Way<br />Just a damn cool thing!<br />
Keep in mindforsolution/satisfaction<br />	a) What is the Idea or product?<br />	b) How does it work?<br />	c) How do you ...
Investor Pitch<br />
What are investors screening for?<br />Innovation + Defendability<br />Feasiblity<br />Market Opportunity<br />Business Mo...
Investor‘s Perspective<br />Investors are ultimately looking for 3 important thingsThe right asset, in the right hands, at...
Your Pitch<br />Questions your Pitch <br />should ideally answer<br />Topics you should ideally cover <br />Who?<br />Why?...
NOW WHAT?<br />(from technicals to practicals)<br />
How does a great Pitch look like?<br />
NO!<br />
NO!<br />
NO!<br />
NO!<br />
Damn, NO!<br />
YES!<br />
How does a great Pitch look like?<br />(This is the only exception to the rule of no absolute truth!!)<br />YOU<br />,<br ...
LOOK AT YOUR NEIGHBOUR<br />
„Putyourself in someoneelse‘sShoes“<br />Alwaysbeaudience-centeredneverself-centered<br />
Few more tipps<br />
What is your goal?<br />(Know it!)<br />
Tell a (good) story <br />
Half empty?<br />Half full?<br />
OR<br />?<br />
OR<br />?<br />
Frame<br />OR<br />BE Framed<br />People are usually so convenient, that they tend to see things in the frame in which it ...
Think of a One-liner<br />„Qriouslyis a serviceformeasuringlocation-basedpublicsentiment in real-time.“<br />(Qriously)<br...
Think of a Tagline<br />„Good by fashion industry. Good morning designers.“ (Garmz)<br />„We want to make sports funtastic...
Be convinced of yourself and your idea, otherwise you can‘t convince others<br />
Rehearse, <br />rehearse, <br />rehearse…<br />
Have a <br />great START… <br />…and a <br />great END!<br />
„The Forgotten Half of the Pitch “<br />Listen Listen Listen ShutUp<br />Listen ListenShutUp Listen<br />Listen ShutUpList...
Let the Iteration beginn<br />Pitch 2<br />Pitch 1<br />YOU<br />THEM<br />Improve<br />Feedback 1<br />Listen & Observe<b...
Why listening is important?<br />Interpretation<br />Intention<br />Mind the gap!!<br />
If you forget everything else…<br />1. Remember the Shoe<br />2. Shut up, Observe & Listen, Listen, Listen<br />3. Luck = ...
You want to PITCH now?<br />
What is i5Labs?<br />Team<br />Smart Money<br />Ressources<br />Network<br />Workshops<br />Success<br />Know-How<br />Coa...
Who are we looking for?<br />Young StartUps<br />The next Steve Jobs<br />Entrepreneurialpeoplewithgoodideas<br />
Pitch Us:<br />vienna@i5invest.com<br />
Contacts<br />Can Ertugrul<br />c.ertugrul@i5invest.com<br />LinkedIn<br />Xing<br />www.i5invest.com<br />
Save the Date!<br />Vienna<br />New Date: 3 to 7 October, 2011<br />www.startupweek2011.at<br />
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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

Published in: Investor Relations

Transcript of "How to pitch your StartUp - StartUp Camp Bratislava"

  1. 1. Vienna, Austria<br />How to Pitch your StartUp<br />by Can Ertugrul<br />
  2. 2. Who is i5invest?<br />incubate, innovate, invest, inspire, internationalize<br />i5invest is an incubator and early-stage investor that grows the successful web and mobile business models of tomorrow<br />We focus specifically on B2C Web 2.0 ventures<br />
  3. 3. Who isInitial Factor?<br />Comprehensive professional services at all growth stages<br />idea<br />growth<br />M&A / exit<br />pre-seed<br />seed<br />early stage<br />startup growth path<br />Initial FactorCluster Partner<br />Initial Factoris a cluster initiative thatservesas a one-stop-shopfor web and mobile startups in Central Europe<br />Vienna, Austria<br />http://www.initialfactor.com/<br />
  4. 4. Why Vienna?<br />~ 60 km<br />>1 hour<br />(from Bratislava)<br />
  5. 5. No ultimate truth<br />No matter what sophisticated stuff or bullsh** I say, there is NO ABSOLUTE TRUTH in my (or anyone else‘s) words.<br /> Don‘t think binary !<br />
  6. 6. What is a Pitch?<br />A pitch is a summary used to quickly and simply define or introduce a product, service, or organization and its value proposition.<br />
  7. 7. The Art<br />Pitching is an ART, not science.<br />Ultimately, you learn it by doing (and probably failing many times… but that is ok!)<br />
  8. 8. From Being to Pitching<br />„I think, therefore I am“<br />- Rene Descartes<br />„I PITCH, therefore I am“<br />- Guy Kawasaki<br />
  9. 9. Entrepreneurs and Pitching<br />„How do you recognize if an entrepreneur is pitching?<br />… he moves his lips“<br /><ul><li> Guy Kawazaki</li></ul>(The Art of the Start)<br />
  10. 10. WHY?(most important question)<br />„Everything in life that you can achieve , you will achieve with or through other people.“<br /><ul><li>Keith Ferrazzi</li></ul>(Authorof „Never eatalone“)<br /> Pitching is about convincing and winning people for you or your idea<br />
  11. 11. Long time ago….<br />Ethos<br />Speech<br />Logos<br />Pathos<br />Aristotle‘s rhetorical triangle<br />
  12. 12. Tri-Angle 2.0 – 3 Angles<br />Empathy<br />Pitch<br />Presentation Triangle 2.0<br />Rationality<br />Creativity<br />
  13. 13. „Investor Pitch“ <br /> > 5-30 mins + Q&A<br /> > Goal: Interest + further talks<br />2 Typs of Pitches<br />„Elevator Pitch“<br /> > ~90 seconds<br /> > Goal: Attention + Feedback<br /> (aimedtogetthebusinesscard)<br />(aimed to get the call)<br />
  14. 14. Elevator Pitch<br />
  15. 15. Elevator Pitch<br />Pitch<br />Yourhead<br />Theirheads<br />Potentiallyeveryone<br />excite<br />Awakeinterest<br />Connect toaudience<br />K.I.S.S.S.<br />Ifnewidea, relatetosomethingpeopleknow<br />Explainto a teenageroroutsider<br />Winovertheirheartsandminds<br />
  16. 16. Anatomyof an Elevator Pitch (90 Sec)<br />Who areyou? (15 Sec)<br />Whatistheproblem ? (30 Sec)<br />[PAIN]<br />Whatistheneed? <br />(30 Sec)<br />[GAIN]<br />Whatis YOUR Solution? (30 Sec)<br />How do YOU createsatisfaction? (30 Sec)<br />What/Who do youneed? (15 Sec)<br />
  17. 17. Anatomyof an Elevator Pitch (Simple)<br />YOU? <br />Problem ? <br />Need ? <br />Solution ?<br />Satisfaction ?<br />Requirement ?<br />
  18. 18. The 3rd Way<br />Just a damn cool thing!<br />
  19. 19. Keep in mindforsolution/satisfaction<br /> a) What is the Idea or product?<br /> b) How does it work?<br /> c) How do you make money?<br />
  20. 20. Investor Pitch<br />
  21. 21. What are investors screening for?<br />Innovation + Defendability<br />Feasiblity<br />Market Opportunity<br />Business Model<br />Scalability<br />TEAM, TEAM, TEAM<br />
  22. 22. Investor‘s Perspective<br />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 & <br /> risk level(s)Value Capture not only Value Creation: <br />Value capture is determined by the right business model to create company profit out of user utility. <br />And the right financing structure to create shareholder value out of company profit. <br />
  23. 23. Your Pitch<br />Questions your Pitch <br />should ideally answer<br />Topics you should ideally cover <br />Who?<br />Why?<br />What?<br />How?<br />What is the „magic“?<br />Where?<br />When? <br />How much?<br />What else?<br />Team<br />Problem<br />Solution / Idea<br />Business Model<br />Technology<br />Market / Customers<br />Time Line<br />Financials<br />Backup Slides<br />
  24. 24. NOW WHAT?<br />(from technicals to practicals)<br />
  25. 25. How does a great Pitch look like?<br />
  26. 26. NO!<br />
  27. 27. NO!<br />
  28. 28. NO!<br />
  29. 29. NO!<br />
  30. 30. Damn, NO!<br />
  31. 31. YES!<br />
  32. 32. How does a great Pitch look like?<br />(This is the only exception to the rule of no absolute truth!!)<br />YOU<br />,<br />THE AUDIENCE<br />DECIDE<br />
  33. 33. LOOK AT YOUR NEIGHBOUR<br />
  34. 34.
  35. 35. „Putyourself in someoneelse‘sShoes“<br />Alwaysbeaudience-centeredneverself-centered<br />
  36. 36. Few more tipps<br />
  37. 37. What is your goal?<br />(Know it!)<br />
  38. 38. Tell a (good) story <br />
  39. 39. Half empty?<br />Half full?<br />
  40. 40. OR<br />?<br />
  41. 41. OR<br />?<br />
  42. 42. Frame<br />OR<br />BE Framed<br />People are usually so convenient, that they tend to see things in the frame in which it is presented to them<br />
  43. 43. Think of a One-liner<br />„Qriouslyis a serviceformeasuringlocation-basedpublicsentiment in real-time.“<br />(Qriously)<br />„Itislike GPS, but forindoors.“<br />(indoo.rs)<br /> What you do, in one sentence<br />
  44. 44. Think of a Tagline<br />„Good by fashion industry. Good morning designers.“ (Garmz)<br />„We want to make sports funtastic.” <br />(Runtastic)<br /> Think of a catchy phrase<br />
  45. 45. Be convinced of yourself and your idea, otherwise you can‘t convince others<br />
  46. 46. Rehearse, <br />rehearse, <br />rehearse…<br />
  47. 47. Have a <br />great START… <br />…and a <br />great END!<br />
  48. 48. „The Forgotten Half of the Pitch “<br />Listen Listen Listen ShutUp<br />Listen ListenShutUp Listen<br />Listen ShutUpListen Listen<br />ShutUp Listen Listen Listen <br />
  49. 49. Let the Iteration beginn<br />Pitch 2<br />Pitch 1<br />YOU<br />THEM<br />Improve<br />Feedback 1<br />Listen & Observe<br />Feedback 2<br />
  50. 50. Why listening is important?<br />Interpretation<br />Intention<br />Mind the gap!!<br />
  51. 51. If you forget everything else…<br />1. Remember the Shoe<br />2. Shut up, Observe & Listen, Listen, Listen<br />3. Luck = Preparation meets Opportunity<br />
  52. 52. You want to PITCH now?<br />
  53. 53. What is i5Labs?<br />Team<br />Smart Money<br />Ressources<br />Network<br />Workshops<br />Success<br />Know-How<br />Coaching<br />2<br />
  54. 54. Who are we looking for?<br />Young StartUps<br />The next Steve Jobs<br />Entrepreneurialpeoplewithgoodideas<br />
  55. 55. Pitch Us:<br />vienna@i5invest.com<br />
  56. 56. Contacts<br />Can Ertugrul<br />c.ertugrul@i5invest.com<br />LinkedIn<br />Xing<br />www.i5invest.com<br />
  57. 57. Save the Date!<br />Vienna<br />New Date: 3 to 7 October, 2011<br />www.startupweek2011.at<br />
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