Workshop "How to Pitch" for startup, by Michel Duchateau at JA-YE & Microsoft Entrepreneurship camp - Spark.IT

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Workshop slides about "how to pitch" for startups, by Michel Duchateau. Event took place at JA-YE & Microsoft Entrepreneurship camp - Spark.IT

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Workshop "How to Pitch" for startup, by Michel Duchateau at JA-YE & Microsoft Entrepreneurship camp - Spark.IT

  1. 1. How to pitch you idea ? Michel Duchateau #miduchateau
  2. 2. Hi ! Michel Duchateau Entrepreneur, Coach, Global Facilitator for Startup Weekend 2004 : Founder of Altasys 2005 : Consultant at Alten Belgacom, Electrabel, GDF-SUEZ , Orange Business Services 2010 : Founder of FreeMyMove 2012 : Founder of CreaDelta • Training in Innovative Project Management & Entrepreneurship • Coaching SME’s & enterprises • Expert for regional public institutions in Belgium • Expert in Agile SCRUM, Lean Startup, #BMGEN, #CustDev, PRINCE2, ITIL & more. #miduchateau
  3. 3. Passion for Startups  •Startup Weekend Brussels 2011 : Participant •Startup Weekend Mons 2012 : Organizer •Startup Weekend Brussels 2013 : Organizer •Startup Weekend EU Organizers Summit 2013 at Teneriffe •Startup Weekend Liège 2013 : Facilitator •Up Global Organizers Summit 2014 at Las Vegas •Startup Weekend Leuven 2014 : Facilitator •Startup Weekend Paris 2014 : Mentor •Startup Weekend Brussels 2014 : Facilitator •Global Facilitator Startup Weekend from 2013 Ambassador & Speaker Advisor & co-responsible of Alumni network Brussels Curator Startup Coach & Jury in Belgium Speaker « Lean Startup & Agile » Consultant for SME at Wallonnia Region Expert for SME at Brussels Region Organizer Jury - NRJ Start-up Jury - European Entreprise Challenges Collaborations : Technofutur TIC, MIC Brussels, Impulse(ABE), ASE, Solvay Brussels School, Solvay Entrepreneurs, EFPME, IFAPME, Azimut, Les Jeunes Entreprises, SkillsBelgium, JADE, Betacowork, Faculté des Sciences Appliquées de l’ULB, WeStartup… #miduchateau
  4. 4. Mirror Pitch Elevator Pitch Sales Pitch Conference Pitch Networking Pitch Peers Pitch Family Pitch Startup Competition Pitch A pitch ? #miduchateau
  5. 5. Assumed objectives Mirror Pitch • Train your pitch • Check body language Elevator Pitch • Convince an investor in 60s to get a meeting Sales Pitch • Convince a customer (B2B) to get a meeting Conference Pitch • Get visibility Networking Pitch • Get visibility, get feedbacks Peers Pitch • Get feedbacks • Show the waw effect Family Pitch • Explain to strangers, profane, low-tech profiles Startup Competition Pitch • Win this competition #miduchateau
  6. 6. Exercice : the networking pitch • Form 10 groups of 3 people • 15min • Networking pitch • Start introduction to each others with « what do you do ?» • Introduction of 30s pitch • Questions of understanding • Discussions #miduchateau
  7. 7. Learnings : My best failed startup In 1 year, I pitched • Cold calls : 15 times a day • Networking event : 20 times each • Startup competitions : 15 times • Coworking : 100 times • Sales meetings, fairs, BBQ : 100 times • Family : 3000000000 times and Mom still doesn’t get it.
  8. 8. Learnings : My best failed startup When you masterize your pitch like a ninja • You don’t think about the content anymore • You focus on your audience • You focus on body language • You play a game • You practice A/B testing • You love surprises
  9. 9. Version 1 Version 2 Version 3 Final Final fine- tuned Pitch Prototype • You practice A/B testing
  10. 10. A successfull pitch ? 20% homeworks 80% training
  11. 11. Startup Competition A Jury, a public, you & your slides Time for slides : 5 min Time for demo : 1 min Time for questions & answers : 4 min
  12. 12. Startup Competition 1. Opener •Catch attention, set up context, make a good intro •open questions to avoid •closed questions for dummies are OK : "Would you like to be happy tomorrow?” 2-The problem that you address •Who are the customers ? Make us feel the pain. •Why is it so difficult without you ? 3-Solution •Demo •Benefits for customers 4-Competition •the 4-quadrant Competition graph is fine 5-Customer base •Existing customers ? •Existing leads ? •What tis the Sales cycle ? •Numbers and figures are ok 6-Addressable market •Size of Market •Customer segments •B2B, B2C, … •If B2B2C, explain strategy or roadmap 7-Go to market strategy •Marketing plan •Avoid “social networks only” •A global roadmap is fine 8-Business model •Where is the money ? •How much will you earn ? •When ? •Specificities of this BM ? •Is it scalable ? 9-Team •Explain why you have the best team •Don’t explain why a CEO is important in a startup… •You have a Tech guy (team) & a Bis guy (team) •Team pictures are fine 10-Extra slides •Your needs ? •The next steps ? •A funny demo / closing act #miduchateau
  13. 13. 1. Opener • Catch attention, set up context, make a good intro • Open questions to avoid • Closed questions for dummies are OK : "Would you like to be happy tomorrow?” • Closed questions with real painful problems are better. • Preparation tip : know your jury & audience #miduchateau
  14. 14. 2.The Problem The problem that you address • Who are the customers ? Make the audience feel their pain. • Why is it so difficult without your idea ? • Are there painful alternatives you will replace ? #miduchateau
  15. 15. 3. The Solution • Demo or mockups ? • Show the Value Proposition • Benefits for customers, show the pain relievers or the gain creators • No technical feature • No explanation on how it works (customer doesn’t care) #miduchateau
  16. 16. 4. Competition • The 4-quadrant Competition graph is fine. • « Competitive advantages » is better. Criteria 1 Criteria 2 #miduchateau
  17. 17. 5. Customer base • Show your valided insights from your customers hypotheseses • Show your existing qualified leads • Show your existing customers • What is the Sales cycle ? • Numbers and figures are ok #miduchateau
  18. 18. 6. Addressable market • Size of Market • Customer segments • B2B, B2C, … • If B2B2C, explain strategy or roadmap visually • If you address paying customers and free users, explain strategy or roadmap visually #miduchateau
  19. 19. 7. Business Model • Where is the money ? • How much will you earn ? • When ? • Specificities of this Business Model ? • Is it scalable ? • Don’t copy your BMC straight in slides. Use it for Q&A instead. #miduchateau
  20. 20. 8. Go to market strategy • Marketing plan • Action plan • Avoid “social networks only” • A global roadmap / timeline is fine #miduchateau
  21. 21. 9. The Team • Explain the best skills required of this startup • Explain your choice of team members (why) • Don’t say you have a CEO, CFO, CIO, CxO in a startup… • Show you have a Solution team (Tech guy or Tech team) & a Problem team (Business guy or Business team) • Team pictures are fine #miduchateau
  22. 22. 10. Extra slides • Your needs ? • The next steps ? • A funny demo / closing act • Thank your audience  #miduchateau
  23. 23. Pitching at Betagroup What is a Betagroup audience ? • 500 entrepreneurs • 80% of tech profiles and web passionates • A few investors usually (don’t ask for funds) • A few press (don’t ask for press articles) • A few financial experts (don’t ask for accountability tips) What is a good pitch for a Betagroup audience ? • Ask for contacts, feedbacks, co-founders, partners • Ask for help from tech gurus, developers, marketers, web experts, beta-testers • Ask for something crazy Keep in mind : • Audience comes for fun, networking and drinks like you :) • Audience wants to watch impressive show, disruptive startups, crazy projects, crazy entrepreneurs • In the past: startups showing a pitch with a little bit of : death, sexy, fun, costumes, interactivity, sketches have become EPIC at Betagroup #miduchateau Michel Duchateau CreaDelta
  24. 24. Exercice • Prepare a dummy pitch for « a fork » • Imagine that people are used to chopsticks only.
  25. 25. Startup Competition 1. Opener •Catch attention, set up context, make a good intro •open questions to avoid •closed questions for dummies are OK : "Would you like to be happy tomorrow?” 2-The problem that you address •Who are the customers ? Make us feel the pain. •Why is it so difficult without you ? 3-Solution •Demo •Benefits for customers 4-Competition •the 4-quadrant Competition graph is fine 5-Customer base •Existing customers ? •Existing leads ? •What tis the Sales cycle ? •Numbers and figures are ok 6-Addressable market •Size of Market •Customer segments •B2B, B2C, … •If B2B2C, explain strategy or roadmap 7-Go to market strategy •Marketing plan •Avoid “social networks only” •A global roadmap is fine 8-Business model •Where is the money ? •How much will you earn ? •When ? •Specificities of this BM ? •Is it scalable ? 9-Team •Explain why you have the best team •Don’t explain why a CEO is important in a startup… •You have a Tech guy (team) & a Bis guy (team) •Team pictures are fine 10-Extra slides •Your needs ? •The next steps ? •A funny demo / closing act #miduchateau
  26. 26. Exercice : Bad pitches • Find ultra bad ideas for pitching  #miduchateau
  27. 27. Exercice • Prepare or optimize your own pitch
  28. 28. A successfull pitch ? 20% homeworks 80% training
  29. 29. Thank you ! Michel Duchateau mduchateau@creadelta.be @miduchateau +32 491 50 70 90

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