8 mistakes when pitching investors

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8 mistakes when pitching investors

  1. 1. 8  MISTAKES    WHEN  PITCHING        INVESTORS    Jan  Coppens  
  2. 2. 1  2  3  4  5  6  7  8  Prepara/on  Compe//on  Problem  defini/on  Product  differen/a/on  Business  model  Status  Go-­‐to-­‐market  You  
  3. 3. Raising  Capital  1   What  do  you  know  about  our  business?  PreparaFon  
  4. 4. General  Partners  Limited  Partner  Limited  Partner  Limited  Partner  Venture  Capital  firm  €  €  €   Fund  €  Management  fee  Fund  raising  
  5. 5. General  Partners  Venture  Capital  firm  Startup  €  Startup  €  Startup  €  Fund  €  Inves.ng  •  Investment  strategy  •  Deal-­‐flow  management  •  PorPolio  management  
  6. 6. General  Partners  Venture  Capital  firm  Exit  Startup  Startup  Startup  €  Carried  Interest  Limited  Partner  Limited  Partner  Limited  Partner  €  €  €  
  7. 7. 2  I  don’t  feel  the  pain  •  Tell  the  story  of  your  customer  •  Show  current  solu/ons  do  not  cure  •  Translate  opportunity  in  problem  •  Proof  with  data  Problem  definiFon  
  8. 8. An  important  client  or  market  need  addressed  by  a  unique  approach  with  compelling  benefits  when  compared  against  the  compe//on  or  alterna/ves  ““A  word  on  communica/on  
  9. 9. Where  have  I  seen  this  before?  3  Product  differenFaFon  Low  barriers  to  entry  for  Web  startups  result  in  many  “me  too”  products    Ancient  technology    Lack  unique  knowhow?  
  10. 10. single  most  common  quesFon  52%  14%  34%  User  pays  Someone  else  pays  Dont  know  4   and  how  exactly  are  you  going  to  make  money?  Business  model  ““Business  model  n  =  56  
  11. 11. 0  5  10  15  20  25  30  35  40  45  2012   2013   2014   2015   2016  Revenu  EBITDA  Example  of  real-­‐life  startup  financials  (Belgium)  Really?  Can  you  prove  what  you  claim?    
  12. 12. Something  Something  else  Weak    Strong  Weak    Strong  Google  Apple  Someone  you  found  on  Google  Other  startup  Radom  companies  in  same  space  5   You  don’t  understand  your  market  Missing  link  to  customer  priori/es  YOU  Typical  compe//on  analysis  CompeFFon  
  13. 13. B2B  69%  B2C  31%  Customer  type  6  Go-­‐to-­‐market  How  will  you  reach  your  customers?  •  What  is  your  compe//ve  advantage  to  reach  your  customers?  •  How  are  you  going  to  make  this  repeatable  and  scalable?  n  =  54  
  14. 14. 7  You  
  15. 15. You  need  a  right  team  size,  …    Solo  founders  take  3.6x  longer  to  reach  scale  stage  “ “Startup  Genome  report  
  16. 16. …and  the  right  set  of  skills  Computer  game  •  Technical  vs.  business  •  Thinker  vs.  doer  •  INTP  vs.  ESFJ  •  Etc.  
  17. 17. Does  it  exist  outside  of  your  head?  8  Status  
  18. 18. Thanks Mail:  Twider:  Linkedin:  jan.coppens@iminds.be  @jgcoppens  linkedin.com/in/jancoppens  

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