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Perfecting Your Pitch to New Ventures BC

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  • Why are we here?
  • To WIN this competition. What's the most important ingredient to winning this competition? I have been a judge or mentor since inception in 2001 and have seen everything from no presentation at all to 65 slides to a 45 minute video. None of those had a chance of winning because we either didn’t understand the message or we fell asleep waiting. This is the first year we are presenting this and it is the key to winning. All the winners have excelled at this – you cant win without it. So getting this right could be more important than your intellectual property or your team or whatever you have been working on to make your company a success. We’ll break this into 3 sections…
  • Focus your audience on exactly what you do and why that will make you successful
  • Communicate like a pro to ensure your message is understood
  • Structure your presentation for the best chance of getting an A grade from your audience.
  • Stirling is a 10 year old investment bank, mostly mid market, but will do one early stage deal a year. We’ve worked with most of the local VCs and know who is the best person within the fund.
  • You can not describe your business in under 2 minutes You can get interest and excitement and a desire for more info The most critical step for start-ups About 30 seconds Excitement, greed, curiosity
  • One sentence - what you sell, to whom and why they should buy.
  • You can not describe your business in under 2 minutes You can get interest and excitement and a desire for more info The most critical step for start-ups About 30 seconds Excitement, greed, curiosity
  • Success is = The audience remembers you and your message Communication is receiver driven Communication is silence = anticipation Silence = Thought = Memory Start with your conclusion You are a story teller Get me greedy Confidence, not arrogance Learn how to speak in front of a group I can't read and think at the same time (do chart activity) It isn't simple enough Don't get surprised
  • Bulleted List Activity….
  • The Secrets of Superb Public Speaking – John Miers 2009
  • About 12 slides, average 1 to 2 minutes each Cover following topics A picture says a thousand words Don't present bulleted speaking notes Download from the site if you want a template These slides with the logo are the 12 or so we suggest you have
  • History: What we do: What we are looking for:
  • Why they are important Gaps (ok to discuss) Three-legged stool, importance of the team
  • These should articulate a market pain and tie directly to your value proposition
  • Show what you have developed Give 3rd party references that tie into value proposition
  • Tell a story about your product and how you designed it to solve the problems your market is living with How does it save money or make money for the customer Why you prioritized this feature or that benefit Show your pride here Describe the IP How it is different and defendable
  • Lots of conflicting data, don’t blow a tire here, just get to $XB Clear description of the target customer Your directly addressable market, which is the total customers X price they will pay
  • Should help all buyers understand your business and it’s value to them What are your key differentiators Why will customers buy your product over competitor products Why will you beat your competitors? Never underestimate your competition
  • Pricing Initial target markets (geography, sector) How to sell? (web, direct, channel) Sales cycle and current funnel
  • Show take-up, top line, margin line and bottom line for 5 years Your model should have the associated financial statements for 60 months. Investor will focus on the following, so you may highlight or reference them
  • One graph showing revenues, Margins and Profit/Loss for 5 years Speak to the graphs – “cash flow starts here, cash even about here”, etc Preferably reaching excess of $40 million in 3-5 years
  • How much are you seeking? How long will this cash last? Future rounds? Use of Funds? How will this improve the valuation for the next round? Relate this strategy to the milestones
  • Why should the investor call you after the presentation? What are your strengths? Can you generate the kind of returns that the investor is looking for?
  • Anticipate questions and add answers to the deck I have seen 30 slides here, accessible by typing the slide number and enter from the presentation screen
  • PDF, available for download
  • One sentence - what you sell, to whom and why they should buy.
  • Transcript

    • 1. Perfecting Your Pitch Presentation begins at 7pm DShore@StirlingMercantile.com 604 484-0070 x 2001 [email_address] 604 638-0716
        • David Shore
      Jonathan Bixby davidshore
    • 2.  
    • 3. WIN
    • 4.  
    • 5. Communication J COMMUNICATION
    • 6.  
    • 7. Early - Stage Financing - PERFECTING YOUR PITCH -
    • 8.  
    • 9.  
    • 10. Tell Me What You Do
        • We sell [hardware/software]
            • that helps [our target market]
              • to [save money or make money]
      - PERFECTING YOUR PITCH -
    • 11. Descriptions – Strangeloop Networks 2008 Bad Strangeloop Networks builds technology which reduces roundtrips, eliminates View State and drastically reduces application turns in web applications. The technology works in ASP.NET and Web Services. Winner Strangeloop Networks sells a hardware appliance that automatically helps Microsoft web applications increase customer conversion and reduce infrastructure and bandwidth costs. - PERFECTING YOUR PITCH -
    • 12. Descriptions – Energy Aware 2006 Bad Energy Aware Technology is a developer of demand response technology company that helps reduce end user electricity demands in smart grid applications so utilities can keep their electricity supplies within their customer demand levels. Winner Energy Aware Technology sells home energy displays to electric utilities to help their residential consumers better understand the way they use energy so they can reduce their electricity waste and save money. - PERFECTING YOUR PITCH -
    • 13. Descriptions – RFind - 2006 Bad Winner - PERFECTING YOUR PITCH - The number one non-value added cost to manufacturing is the time spent looking for stuff.  RFind has a low cost locating system that helps manufacturers locate their assets and free up resources. RFind’s communication technology uses trilateral targeting algorithms to enable RTLS Gateways and proprietary Gateposts to monitor chokepoint & ingress/egress points for real-time wireless asset location.
    • 14.  
    • 15. Communication J COMMUNICATION
    • 16.  
    • 17. Textual Presentations - PERFECTING YOUR PITCH -
    • 18. Graphic Presentations - PERFECTING YOUR PITCH -
    • 19. Pricing : A Science and an Art - PERFECTING YOUR PITCH - The Secrets of Superb Public Speaking – John Miers 2009 TYPE OF INVESTOR Issue Aftermarket INSTITUTION UNDERWRITE BUY RETAIL BUY HOLD STAGS BUY SELL
    • 20.  
    • 21. Cargo Inc 1 Smart VCs Presentation to: Date and time
    • 22. Snapshot $2m for an active board seat 2
    • 23. Team
      • John, CEO
            • Former ABC, XYZ
      • Jim, CTO, Founder
            • Former ABC, PQR
      • VP Marketing
            • Identified
      • David, Board Member
            • DEF, PQR
      . 3
    • 24. Industry Problem 4 Revenue is dropping Expenses are rising Customers are leaving
    • 25. Our Solution “ I think this is the best thing I’ve ever seen! ” - Mr. Big at Target Customer 5
    • 26. Product / Technology 6
    • 27. Addressable Market 7 $Xb Overall $XXXm $XXm
    • 28. Competition Comp Speed Quality Comp 8
    • 29. Sales and Marketing Strategy 9 Pricing strategy Target markets Channels or partners Current funnel
    • 30. Road Map . 10 F, F & E Seed, Angel Series A Series B Year 1 2 3 4 5 Early Adopters Crossing the Chasm Mainstream Growth Design Beta, one sector Full Launch IP Roadmap Funding Roadmap Exit Revenue today Alpha
    • 31. Projections 11
    • 32. Projections 11
    • 33. Investment Opportunity
      • Raising $2m to build the prototype and reduce tech risk, then
      • Raising $4m to launch and scale
      • Offering 30% and a board seat until the next financing
      12 .
    • 34. Summary
      • We help the $XB market make more money
      • We have the best team and vision
      • We are looking for investors to join us
      . 13
    • 35. Appendix
    • 36. Avoid Saying…
      • ‘ Our projections are conservative’
      • ‘ We have no competition’
      • ‘ We have a first mover advantage’
      • ‘ We only need to capture x% of the market share’
      . D - PERFECTING YOUR PITCH - .
    • 37.  
    • 38. Communication J COMMUNICATION
    • 39.  
    • 40. QUESTIONS
    • 41. Tell me what you do
        • We sell [hardware/software]
            • that helps [our target market]
              • to [save money or make money]
      - PERFECTING YOUR PITCH -

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