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Giants, Passion and Pitching

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Keynote by Pete Cooper Founder of SydStart and Director of Cooper & Co. Pete is also Director Innovation & Growth at UTS: University of Technology, Sydney - Faculty of Engineering and Information …

Keynote by Pete Cooper Founder of SydStart and Director of Cooper & Co. Pete is also Director Innovation & Growth at UTS: University of Technology, Sydney - Faculty of Engineering and Information Technology.

Pitching Formats and techniques
Business Technology Strategy.
Values.
Personal Journey

More in: Technology , Business
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  • 1. @sydstart
  • 2. Pitching & Passion Pete Cooper @pc0 Cooper & Co Makers of companies, deals, products, communities and events. Advocates for the startup ecosystem and a lot more. Providers of independent technology, operations and business technology strategy due diligence and expert opinion. Interested? Check out @sydstart, @8sxco, @coinr, @enpoma, @pc0, @cooperdotco This presentation was originally given at UTS and Founders Institute Sydney in 2012 and 2013 and is based on personal experiences since 1999.
  • 3. Agenda Foundations for founders. About us. Passion. Pitching. Judging.
  • 4. Foundations for founders. Ten giants. Stand on their shoulders. Words of wisdom.
  • 5. Prof. Clayton Christensen Innovator’s Dilemma. Disruptive Innovation.
  • 6. Everett Rogers Diffusion of Innovations. Adoption Curve.
  • 7. Eric Ries Lean Startup. Build Measure Learn. Iterate.
  • 8. Alex Osterwalder Business Model Generation. Lean Canvas.
  • 9. Lean Startup Machine Lean Validation Board Trevor Owens & Team
  • 10. Steve Blank Customer Development. Product Market Fit. Four steps to the epiphany. The startup owners manual.
  • 11. Other highly commended Paul Graham YCombinator Dave McClure 500Startups. Pirate metrics for startups. Brad Feld TechStars. Foundry Group. Startup communities. Guy Kawasaki The 10-20-30 rule. Art of the start.
  • 12. So What? Sample stuff we do. About us.
  • 13. Cooper & Co Business - Technology - Strategy Invest - Deliver - Manage Ideals Made Real
  • 14. M&A and Consulting Large Transaction Due Diligence Expert Opinion Community and Events SydStart GreatStart Startup Ecosystem Advocate Mentoring Advisory Angel Equity Effort/cash investments. Product/s Everything is a startup. Business Technology Strategy Enterprise & Mid Market Commercial Startups Commercial Startups Non-Commercial Blogs Social Interest Groups Enterprise & Mid Market Non-Commercial
  • 15. Great Start Community and Events Largest in Australia. Hundreds of speakers/Pitches. Thousands of participants. Since 2009.
  • 16. M&A and Consulting Realtime transaction specialists. Merger & Acquisition Due Diligence. $100m in deals. $35m in projects. Transaction Due Diligence Business Technology Strategy Expert Opinion
  • 17. Startup Ecosystem Advocate Great Start Co Advocates for startups across the ecosystem. Advocacy, speaking, education, lobbying, introductions, influencing, mentoring. Whatever needs doing. Mentoring Advisory
  • 18. Export to PDFExport to PDF Open : KeynoteOpen : Keynote OpenCancel FAVORITES Code SydStart Dropbox Desktop pete Downloads Applications Documents SHARED Adam Dill-Ma… aidan-pc Andrew Twee… Andrew Twee… Documents Export to PDFExport to PDF About Stacks.pdf EyeTV Archive prod.pem About Stacks.pdf EyeTV Archive prod.pem Open : KeynoteOpen : Keynote Open FAVORITES Code SydStart Dropbox Desktop pete Downloads Applications Documents SHARED Adam Dill-Ma… aidan-pc Andrew Twee… Andrew Twee… Documents @sydstart SHARED Adam Dill-Ma… Andrew Twee… Andrew Twee… BrianNAS SHARED Adam Dill-Ma… aidan-pc Andrew Twee… Andrew Twee… FAVORITES Code SydStart Dropbox Desktop pete Downloads Applications Documents DEVICES DISK_IMG MEDIA Music Photos FAVORITES Code SydStart Dropbox Desktop pete Downloads Applications Documents SHARED Brians’s MacB… Dain’s Mac Mini Jude Rajkumar… SpaceVenture… FAVORITES Code SydStart Dropbox Desktop pete Downloads Applications Documents SHARED Brians’s MacB… Dain’s Mac Mini Den’s MacBoo… Jude Rajkumar… Brians’s MacB… FAVORITES Code SydStart Dropbox Desktop pete Downloads Applications Documents SHARED BrianNAS BrianNAS (AFP) BrianNAS (SMB) Brians’s MacB… SHARED BrianNAS BrianNAS (AFP) BrianNAS (SMB) Brians’s MacB… SHARED BrianNAS BrianNAS (AFP) BrianNAS (SMB) Brians’s MacB… FAVORITES Code SydStart Dropbox Desktop pete Downloads Applications Documents SHARED eddieacer fxc3b4ff jayride-lap-10 maccarnextdoor FAVORITES Code SydStart Dropbox Desktop pete Downloads Applications Documents SHARED Brians’s MacB… Dain’s Mac Mini eddieacer fxc3b4ff Dain’s Mac Mini SHARED Brians’s MacB… Dain’s Mac Mini eddieacer fxc3b4ff SHARED BrianNAS BrianNAS (AFP) BrianNAS (SMB) Brians’s MacB… SHARED Adam Dill-Ma… BrianNAS BrianNAS (AFP) BrianNAS (SMB) SHARED Adam Dill-Ma… Andrew Twee… BrianNAS BrianNAS (AFP) Open : KeynoteOpen : Keynote Open FAVORITES Code SydStart Dropbox Desktop pete Downloads Applications Documents SHARED Adam Dill-Ma… Andrew Twee… BrianNAS BrianNAS (AFP) Documents Angel Equity Effort/cash investments. Cash and non-cash for equity. Direct and via vehicles. Finance/markets are areas of interest. Product/s Everything is a startup.
  • 19. Samples Insights blog National multi site review
  • 20. Passion! Finding what matters.
  • 21. The Journey • Bush, City, School • UTS Comp. Sc • 20Years 20 Countries • Startups ++++
  • 22. Your Journey • Only you know • Formative • Learning
  • 23. What Matters • People • Passion • (Personal) Learning • Market Fit • Impact • Oh, and more People, Passion, Learning
  • 24. What Doesn’t Matter • Mistakes/Iterations • Location • People* • Competition* • Social/Commercial
  • 25. Market Fit @sydstart
  • 26. People & Passion • http://www.youtube.com/watch? v=e5_SwZY0dgU • Startups 101 in Sydney -Video
  • 27. (Personal) Learning • My First $100K lesson • My First $1m lesson • My First $10m lesson • My First $100m lesson • My First $1b lesson • Persistence & Execution • I am still learning, we all are.
  • 28. “Live as if you were to die tomorrow. Learn as if you were to live forever.” - Gandhi
  • 29. If you don’t love it, you can’t sell it.
  • 30. If you don’t love it, you can’t build it. Build a team. Build a vision investors believe in. Build the energy to convince customers, media, yourself on the good and bad days.
  • 31. If you don’t love it, you can’t win.
  • 32. If you don’t love it, you won’t be able to get out of bed on the bad days..
  • 33. If you don’t love it, you might as well get a ‘real job’ and work in a grey cubicle on someone else’s dream.
  • 34. You Don’t Have To Love It Experiment Pivot Learn Test Team Team Team But loving it will help. A lot. Faith in your idea gets you started. Your job is to turn that into Facts.
  • 35. Pitching Communicating passion. sydstart.com/pitch
  • 36. 1. Title/Open Slide Logo Name Speaker Strapline First impression! Last impression! Video!
  • 37. 2. The Market Specifics. Addressable. Really. Numbers. Independent verification. Unique characteristics/behaviours/locations. Usually not ‘people with mobile phones’.
  • 38. 3. Team Qualified? Best? Motivated? Force of nature. Fresh. Journey / personal motivation. Passion source.
  • 39. 4. The Problem What is it? Who has it? Where are they? Characteristics? Emotion. Pain. Heart surgery. Painkillers vs. vitamins. Humour.
  • 40. 5. Solution Secret sauce. Why it solves the problem. Really. Screen shots. Product picture/sample/flow. Demo? Hmmm. Don’t be coy.
  • 41. 6. Traction + Momentum Making progress and showing it. Surveys. Signups. Actives. Revenue. Evidence. Traffic. Customers. Repeat sales. Usage. More? Demo? Testimonials. Differentiators. Acceleration.
  • 42. 7. Why you will win. Leadership. Defensible. Intellectual property. Community. Marketplace liquidity. First mover. Differentiated. Team. Strategy. Unique advantage. More?
  • 43. 8. Title - Close. Contact deteails. Brand/logo. Website. Social links. Media. Rockstar endorsements. Maybe something catchy/fun/memorable. Reinforce key messages/humour. Differentiator.
  • 44. Judging Crucible of truth. sydstart.com/judging
  • 45. 25 Points 5 Categories. 5 Points each. Judges average score. Not aligned to slides. Could just as easily be out of 100 or out of 10. Sometimes mid points are excluded (no 3/5).
  • 46. Judging Categories Team What makes your team likely not to just succeed but win globally. Market What is your addressable market. Really. Specifically. Innovation Why are you different? What is your secret sauce. Originality. X Factor. More? Traction Data. Surveys. Profit. Signups. Evidence of Execution. Traffic. Customer interest. Adoption. Revenue. Some/all the above. More? Defensible Why will you stay ahead and not be de-throned. IP. Community. Liquidity. First mover. More?
  • 47. Judges (and investors) are people too Deep experts. Multi-skilled specialists. BS radar. Real world experience. Sceptics. Ultimately very very supportive.
  • 48. Experiment.
  • 49. Thankyou Pete Cooper @pc0 Cooper & Co
  • 50. @sydstart