CONFIDENTIAL
PITCHING FOR A SEED ROUND
John Stokes | Partner, Real Ventures
September, 2013
The pitch isn’t a pitch
It’s a roadmap for your business
Its a window to your product or service
It’s a decision making to...
It’s outrageously hard and time
consuming to prepare
Unless you really, really, really understand the opportunity,
milesto...
Help you bring clarity to order
(ie how you should think about pitch structure)
Not order to clarity
(ie how you should st...
COMPANY NAME
“Catch Line”
(Short, concise, no jargon)
The Brave Intro
(give a sense of your “space” & size of your ambition)
We are (Company Name) and we going to tell you how ...
The Attention Catcher
‣ It’s not about your Company or Product !!
‣ Tell me something I didn’t realize about the world or ...
The Opportunity
‣ Sometimes this slide is referred to as THE PROBLEM, but often it can be thought
of in terms of a “gap in...
The Insight Slide
‣ Assume you’re never the first people to have seen the opportunity - so what is
unique about the approa...
The Greedy Slide
‣ Give a sense of scale for this size of opportunity for making money
‣ Remember that this is a pitch to ...
Option 1 - The Team Comfort Slide
‣ What is it about your team that should give an investor comfort that you can
execute
‣...
Option 2 - The “So Far” Comfort Slide
‣ What has the company achieved to date that proves in some way your ability
to exec...
What Are We Going To Do Next Slide?
‣ What is the next “proof point” for your business?
‣ What would reaching this proof p...
Who Or what Is Trying To Stop You?
‣ What are the barriers to your eventual success, but more importantly what
difficultie...
How Are you Going To Get There?
‣ This is a slide that shows you can take strategy and turn it into execution
‣ This slide...
The Ask (with more greed on the side)
‣ What do you need to help you get where you are going?
‣ Investment (be specific ab...
Whip your startup into shape
DELIVER A KILLER PITCH
Ian Jeffrey | General Manager, FounderFuel
September 2013
Whip your startup into shape
The Pitch Is NOT A Presentation
It’s a performance.
Whip your startup into shape
Objective For Today
variety of small tips
when put together
make a HUGE difference!
( some of ...
Whip your startup into shape https://vimeo.com/70404101
Whip your startup into shape
Pitch. Listen. Learn. Repeat.
‣ Every time you meet someone, pitch!
‣ A/B test your elevator ...
Whip your startup into shape
Write A Script. Don't Freestyle.
‣ Speak in short, sharp and concise
sentences. 
‣ Get to the...
Whip your startup into shape
Whip your startup into shape
Write A Script. Don't Freestyle.
‣ Speak in short, sharp and concise
sentences. 
‣ Get to the...
Whip your startup into shape
Preach. Don't sell.
‣ Slow down to make a point.
‣ Speak faster to show progress and
momentum...
Whip your startup into shape
Show. Don't Tell.
‣ Pictures. Graphs. Visuals. Video.
‣ Hire a graphic designer
‣ Let the scr...
http://www.flickr.com/photos/aganderson/6221646727/http://www.flickr.com/photos/aganderson/6221646727/ @thetransitapp
Tran...
Montréal
Toronto
Québec
New York City
Mexico City
Paris
Chicago
Philadelphia
Los Angeles
San Francisco
Boston
Vancouver
Washington
Ottawa
Atlanta
...
Whip your startup into shape
Show. Don't Tell.
‣ Pictures. Graphs. Visuals. Video.
‣ Hire a graphic designer
‣ Let the scr...
★ ★ ★ ★ ★
1,000+ 5-star reviews
Whip your startup into shape
Show. Don't Tell.
‣ Pictures. Graphs. Visuals. Video.
‣ Hire a graphic designer
‣ Let the scr...
Whip your startup into shape
Show. Don't Tell.
‣ Pictures. Graphs. Visuals. Video.
‣ Hire a graphic designer.
‣ Let the sc...
Whip your startup into shape
Show. Don't Tell.
‣ Pictures. Graphs. Visuals. Video.
‣ Hire a graphic designer.
‣ Let the sc...
Whip your startup into shape
Use Animations Wisely.
‣ Good animations illustrate what you say.
‣ Bad animations make you l...
Whip your startup into shape
Print. Edit. Rework. Repeat.
The storyboard helps
you illustrate your story.
Whip your startup into shape
Know Your Audience.
‣ They aren't clueless. Understand what
they know and don't know.
‣ Resea...
Whip your startup into shape
Whip your startup into shape
Know Your Audience.
‣ They aren't clueless. Understand what
they know and don't know.
‣ Resea...
Whip your startup into shape
Get In The Zone.
‣ Nothing in your pockets!
‣ Stand straight on two feet.
‣ Keep your hands o...
Whip your startup into shape
In Summary
Pitch. Listen. Learn. Repeat.
Write A Script. Don't Freestyle.
Preach. Don't sell....
Whip your startup into shape
And Remember...
The Pitch is a performance.
Ian Jeffrey
ian@founderfuel.com
@ianmtl
ca.linkedin.com/in/ianjeffrey
founderfuel.com
@founderfuel
facebook.com/founderfuel
...
Pitch it! Template by Founder Fuel.
Pitch it! Template by Founder Fuel.
Upcoming SlideShare
Loading in...5
×

Pitch it! Template by Founder Fuel.

433

Published on

Published in: Business, Economy & Finance
0 Comments
2 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
433
On Slideshare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
10
Comments
0
Likes
2
Embeds 0
No embeds

No notes for slide

Pitch it! Template by Founder Fuel.

  1. 1. CONFIDENTIAL PITCHING FOR A SEED ROUND John Stokes | Partner, Real Ventures September, 2013
  2. 2. The pitch isn’t a pitch It’s a roadmap for your business Its a window to your product or service It’s a decision making tool It’s a living document
  3. 3. It’s outrageously hard and time consuming to prepare Unless you really, really, really understand the opportunity, milestones & challenges ahead !
  4. 4. Help you bring clarity to order (ie how you should think about pitch structure) Not order to clarity (ie how you should structure your pitch) goal for today
  5. 5. COMPANY NAME “Catch Line” (Short, concise, no jargon)
  6. 6. The Brave Intro (give a sense of your “space” & size of your ambition) We are (Company Name) and we going to tell you how we are going to (something) (and don’t forget that the objective is to make money doing so !)
  7. 7. The Attention Catcher ‣ It’s not about your Company or Product !! ‣ Tell me something I didn’t realize about the world or about your industry ; or ‣ Tell me something obvious that I can easily relate to (perhaps something that frustrates or excites everyone - and I mean everyone!) ‣ It should be something that will focus and narrow your audiences attention. ‣ In either case, the attention catcher is your start to a “story” that will give you a lead into the next slide...
  8. 8. The Opportunity ‣ Sometimes this slide is referred to as THE PROBLEM, but often it can be thought of in terms of a “gap in the market” ‣ If you could provide “something” the problem would be solved or you would be able to attack an untapped market ‣ Please don’t say “(something) is broken” ‣ Limit saying anything negative - people “feel” negativity and it sticks with them .... even if they can’t remember why !
  9. 9. The Insight Slide ‣ Assume you’re never the first people to have seen the opportunity - so what is unique about the approach that your company is taking that will give you a: ‣ Short term competitive advantage ‣ A long term competitive advantage ‣ Two companies that look similar at “a point in time” but are driven by different insights will end up in very different places ‣ Where you are going is more of a “competitive advantage” than what will get you there ...
  10. 10. The Greedy Slide ‣ Give a sense of scale for this size of opportunity for making money ‣ Remember that this is a pitch to an investor - she shouldn’t “care” about your product, just the opportunity you represent ‣ Give a degree of comfort that if you can just execute well the world is your oyster ‣ Investors see many ideas with potential but don’t invest because they don’t have faith that the opportunity can be delivered .... ‣ ... so once you get them excited by the opportunity, move on to execution and team - not product (unless that proves execution)
  11. 11. Option 1 - The Team Comfort Slide ‣ What is it about your team that should give an investor comfort that you can execute ‣ Past track record of execution ‣ Knowledge of the industry ‣ Just the highlights and only stuff that is directly relevant to execution (e.g. education per say doesn’t matter - only applicability of educational experience)
  12. 12. Option 2 - The “So Far” Comfort Slide ‣ What has the company achieved to date that proves in some way your ability to execute ‣ Stage of the product (beta, live, customers etc) and time frame of development (double edge sword !!) ‣ What metrics are you measuring (explain why they are important first !) ‣ If the team haven’t had startup success before this is more important than the Team Comfort slide - and in fact it’s often a good idea not to have the Team Comfort slide if there isn’t much on it
  13. 13. What Are We Going To Do Next Slide? ‣ What is the next “proof point” for your business? ‣ What would reaching this proof point mean to the validity of the hypothesis ‣ You aren’t going to prove you can win, but prove you have a chance of winning ‣ What would reaching this proof point mean to the viability of the business ‣ technology or market interest proven ? (would make investment less risky for follow-on investors and valuation would rise) ‣ Cash flow positive isn’t a necessary objective at this stage
  14. 14. Who Or what Is Trying To Stop You? ‣ What are the barriers to your eventual success, but more importantly what difficulties are you going to face in achieving your next milestone? ‣ Competitors ? ‣ Legislation ? ‣ Customer habits or embedded culture ? ‣ There is a fine distinction between a visionary and a dreamer - visionaries can see the hurdles too !
  15. 15. How Are you Going To Get There? ‣ This is a slide that shows you can take strategy and turn it into execution ‣ This slide shows that you understand exactly what you need to do to achieve your next proof point ‣ Provides key tactical steps that you are going to take
  16. 16. The Ask (with more greed on the side) ‣ What do you need to help you get where you are going? ‣ Investment (be specific about amounts) ‣ Anticipated future investment (at the next milestone) ‣ Assistance other than money (smart investors) ‣ Finish with greed: This “ASK” will provide investors with access to “AN OPPORTUNITY” that doesn’t come along very often
  17. 17. Whip your startup into shape DELIVER A KILLER PITCH Ian Jeffrey | General Manager, FounderFuel September 2013
  18. 18. Whip your startup into shape The Pitch Is NOT A Presentation It’s a performance.
  19. 19. Whip your startup into shape Objective For Today variety of small tips when put together make a HUGE difference! ( some of these you know already )
  20. 20. Whip your startup into shape https://vimeo.com/70404101
  21. 21. Whip your startup into shape Pitch. Listen. Learn. Repeat. ‣ Every time you meet someone, pitch! ‣ A/B test your elevator pitch. ‣ Look for the "Ah, ha!" moment. ‣ Record whatever you just said and insert into your pitch next time. ‣ You have (only) 90 seconds. ‣ You're the expert, but don’t be defensive. The more you do it, the better the story gets.
  22. 22. Whip your startup into shape Write A Script. Don't Freestyle. ‣ Speak in short, sharp and concise sentences.  ‣ Get to the point. Fast! ‣ Every word costs you $1,000 ‣ Say your brand name as often as possible rather than “we”. ‣ Don’t ask the audience questions. ‣ Use Excel. Yes that’s right!
  23. 23. Whip your startup into shape
  24. 24. Whip your startup into shape Write A Script. Don't Freestyle. ‣ Speak in short, sharp and concise sentences.  ‣ Get to the point. Fast! ‣ Every word costs you $1,000. ‣ Say your brand name as often as possible rather than “we”. ‣ Don’t ask the audience questions. ‣ Use Excel. That’s right Excel! The script guarantees you cover the key points.
  25. 25. Whip your startup into shape Preach. Don't sell. ‣ Slow down to make a point. ‣ Speak faster to show progress and momentum. ‣ Insert pauses to be dramatic. ‣ Repeat to emphasize important points. ‣ Be assertive! ‣ Don’t say things like “We think we can be number 1.” ‣ Practice. Practice. Practice. Confidence instils trust... Arrogance evokes doubt!
  26. 26. Whip your startup into shape Show. Don't Tell. ‣ Pictures. Graphs. Visuals. Video. ‣ Hire a graphic designer ‣ Let the screen do the talking.
  27. 27. http://www.flickr.com/photos/aganderson/6221646727/http://www.flickr.com/photos/aganderson/6221646727/ @thetransitapp Transit App Progress so far - We started by launching in 3 cities across North America - Montreal, Toronto & Québec - We added 40 additional cities in the last 12 months - New York City, Mexico City, Paris, Chicago, Philadelphia, Los Angeles, San Francisco, Boston, Vancouver, Washington, Ottawa, Atlanta, Seattle, Miami & Baltimore - Next is Europe and Asia very soon
  28. 28. Montréal Toronto Québec
  29. 29. New York City Mexico City Paris Chicago Philadelphia Los Angeles San Francisco Boston Vancouver Washington Ottawa Atlanta Seattle Miami Baltimore and 25 more Montréal Toronto Québec
  30. 30. Whip your startup into shape Show. Don't Tell. ‣ Pictures. Graphs. Visuals. Video. ‣ Hire a graphic designer ‣ Let the screen do the talking. ‣ Fewer words is always better.
  31. 31. ★ ★ ★ ★ ★ 1,000+ 5-star reviews
  32. 32. Whip your startup into shape Show. Don't Tell. ‣ Pictures. Graphs. Visuals. Video. ‣ Hire a graphic designer ‣ Let the screen do the talking. ‣ Fewer words is always better. ‣ Demo the product with video.
  33. 33. Whip your startup into shape Show. Don't Tell. ‣ Pictures. Graphs. Visuals. Video. ‣ Hire a graphic designer. ‣ Let the screen do the talking. ‣ Fewer words is always better. ‣ Demo the product with video. ‣ Use devices when showing screenshots.
  34. 34. Whip your startup into shape Show. Don't Tell. ‣ Pictures. Graphs. Visuals. Video. ‣ Hire a graphic designer. ‣ Let the screen do the talking. ‣ Fewer words is always better. ‣ Demo the product with video. ‣ Use devices when showing screenshots. The screen supports what you say. ( not the other way around )
  35. 35. Whip your startup into shape Use Animations Wisely. ‣ Good animations illustrate what you say. ‣ Bad animations make you look like an amateur. Animations tell the story for you.
  36. 36. Whip your startup into shape Print. Edit. Rework. Repeat. The storyboard helps you illustrate your story.
  37. 37. Whip your startup into shape Know Your Audience. ‣ They aren't clueless. Understand what they know and don't know. ‣ Research their past investments (partnerships or competitiveness). ‣ Prepare an investor data sheet in excel. ‣ all contact information ‣ typical investment ‣ last contact with them ‣ your rating ‣ Anticipate questions. Use backup slides.
  38. 38. Whip your startup into shape
  39. 39. Whip your startup into shape Know Your Audience. ‣ They aren't clueless. Understand what they know and don't know. ‣ Research their past investments (partnerships or competitiveness). ‣ Prepare an investor data sheet in excel ‣ all contact information ‣ typical investment ‣ last contact with them ‣ your rating ‣ Anticipate questions. Use backup slides. You can never be over prepared.
  40. 40. Whip your startup into shape Get In The Zone. ‣ Nothing in your pockets! ‣ Stand straight on two feet. ‣ Keep your hands out of your pocket. ‣ Hold the clicker steady in one hand. ‣ Stand on the left side of the screen. ‣ Never look at the screen behind you. ‣ Don’t say “sorry.” Just move on. ‣ Smile. Be excited and share your enthusiasm. Body language often says more than words.
  41. 41. Whip your startup into shape In Summary Pitch. Listen. Learn. Repeat. Write A Script. Don't Freestyle. Preach. Don't sell. Show. Don't Tell. Use Animations Wisely. Print. Edit. Rework. Repeat. Know Your Audience. Get In The Zone.
  42. 42. Whip your startup into shape And Remember... The Pitch is a performance.
  43. 43. Ian Jeffrey ian@founderfuel.com @ianmtl ca.linkedin.com/in/ianjeffrey founderfuel.com @founderfuel facebook.com/founderfuel angel.co/founderfuel
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×