Pitch Workbook for international entrepreneurs

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  • 1. PITCH WORKSHOP PNP ACCELERATOR4/11/2012 Plug and Play Tech Center / Confidential and Proprietary
  • 2. Your pitching arsenal 30 second elevator pitch 2 – 3 minute rapid fire pitch (EXPO) 5 min introduction pitch (EIR & Feedback sessions) 20-60 minute formal pitch (Funding, Biz Dev) Business Plan??? Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 3. Before we start… Say your name and company name s-l-o-w-l-y Objective of first meeting? Get the second meeting! Let people know you’re considering Silicon Valley for the long-run (even if you’re not!) Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 4. Before we start… part 2 Do your homework on who you’re pitching to:  Investors  Partners  Customers/Clients Expect to be interrupted The projector will fail at least once, come prepared! There are some rules:  When describing your vision, keep it simple  When describing your product, keep it focused Remember “Practice makes perfect” Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 5. Guy Kawasaki’s 10/20/30 Rule of Powerpoint 10 slides 20 minutes 30 pt font The man! Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 6. The logic flowWhat does this Not an areacompany do? N of interest(is it something I invest in?) Credible N Not this team Y story? Is this a N Not a Y problem? problem And so on… Is it large Y enough? Each question elicits a yes/no response, or buy-in/objection Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 7. The logic flow Product/ Technology Market Size/ Team Dynamics Your name here! Business Progress/ Model Traction Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 8. Magic sentence – the elevator pitch What is your core value proposition? What is your vision? Can you tell me in less than 30 words??? The magic sentence: (company name) provides (category) solutions for (target customer) to (purpose) which allows them to (benefit) by leveraging (uniqueness) technology. Short, simple, memorable: What, How, Why? Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 9. Problem & Pains/ Value Proposition Value Proposition to the Customer  Who has this problem? How many? How do you know? Target Market Size  Bigger is better  2 approaches: Top Down vs. Bottom Up  Be credible and check your facts Max 10% Rule Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 10. Product & Solution How does your product/service solve this problem? Is there deep tech behind this product? Are you selling vitamins, aspirin or antibiotics? Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 11. Product & Solution Product description. How is it unique? Screenshot? Let me see! Demo? Let me play! Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 12. Market Landscape & Competition Who is your competition and how are you positioned?  Listall your top competitors  If you cant yet prove you’re better, how are you different Is there a global demand for your product/service? What is your unfair advantage and how are you different?  Market share lead  Intellectual Property/ Patents  Exclusive Partnerships Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 13. Business Model Show me the money! What metrics do you use to evaluate growth? Who is the *paying* customer? Conversion? What are you selling? Are there opportunities to expand future revenue sources? Who are your key current/future distribution and tech partners? Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 14. Current Stage & Traction How much progress have you achieved so far?  Currentstage of development? How fast are you growing?  Are you working with big name brands and customers? Have you received any prior investments? How much? From whom? “Third party validation” aka Testimonials Numbers don’t lie Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 15. Management Team When was the company founded? How long have you been working on this project? What is the size of your team and how do their roles differ? Are members experienced in the space and a good fit? How many founders? Technical vs. Business? Silicon Valley bias Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 16. The Ask – Why are you pitching me? What are you looking for?  If $$$, how much and at what valuation  If advisors, be specific and do your homework on your audience If $$$, how will you spend the money and what milestones do you expect to hit with the extra cash Get to “yes”, or get to “no” faster International Chicken or the Egg Dilemna Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 17. What happens next? Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 18. Summary Problem & Pains/ Value Proposition Product & Solution/ Technology Market Landscape & Competition Business Model Current Stage and Traction Management Team The Ask What about Financials? Projections? Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 19. So what’s the difference? Elevator Pitch = Vision, Haymakers 2–3 min Teaser Pitch = Product/Technology, Market, Team 5 min Pitch = *All the above + Business Model + Traction 20 – 60 “VC” Pitch = *All the above + Financials * Assuming they know why you are pitching to them in the first place (The Ask) Plug and Play Tech Center / Confidential and Proprietary 4/11/2012
  • 20. THANK YOU. QUESTIONS?Fernando Gouveia, fernando@plugandplaytechcenter.com+1 650 504 6100@fegouveia8 4/11/2012 Plug and Play Tech Center / Confidential and Proprietary
  • 21. Additional Resources Dave McClure, 500 Startups  Startup Viagra: How to Pitch VCs Guy Kawasaki, Garage Technology Ventures  The 10/20/30 Rule of Powerpoint Techwadi  How to Write a Pitchbook for Your Startup Canaan Partners  Canaan Entrepreneur Pitch Workbook Plug and Play Tech Center / Confidential and Proprietary 4/11/2012