Business Models & Pitching Investors


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Business Models & Pitching Investors

  1. 1. Business Models&Pitching Investors<br />Mark Neely<br /><br />
  2. 2. Agenda<br />Part I- Business Models<br />Business Models 101<br />Explaining your Business Model<br />Groundtruthing your Business Model<br />Part II – Pitching To Investors<br />It’s a Numbers Game<br />Pitching 101<br />Proposed Presentation Format<br />Risk v. Reward<br />
  3. 3. Business Models 101<br />Part I:Business Models<br />
  4. 4. Business Models 101<br />
  5. 5. Business Models 101<br />
  6. 6. Business Models 101<br />Market Segment<br />Identify the specific group of customers (aka ‘market segment’) you will target.<br />Demonstrate an understanding that different market segments have different needs, preferences and purchasing criteria.<br />Explain why you have chosen the specific market segment.<br />Quantify, Quantify, Quantify.<br />Important to be able to point to a present demand from an identifiable and targetable market segment.<br />
  7. 7. Business Models 101<br />Value Chain<br />Where does your business sit in the value chain?<br />Do you need telco support/partnership?<br />Can you go direct-to-customer?<br />Do you require the availability of other technologies (e.g. Bluetooth)?<br />If you are reliant on others, how will you capture your part of the value created?<br />If you require other technologies, how do you overcome consumer inertia?<br />
  8. 8. Business Models 101<br />
  9. 9. Business Models 101<br />
  10. 10. Business Models 101<br />
  11. 11. Explaining Your Business Model<br />Business Model = Your Business In a Nutshell<br />If you cannot explain it in 50 words or less, you don’t yet fully understand your business.<br />Summarise, summarise, and summarise again.<br />Throw away verbiage, get to the essence (e.g. “We cure cancer”).<br />Concise, powerful summary needed:<br />Elevator pitch<br />Investor pitch<br />Customer pitch<br />Friends & Family (“What is it that you do?”)<br />
  12. 12. Groundtruthing Your Business Model<br />
  13. 13. Business Models 101<br />Part II:Pitching to Investors<br />
  14. 14. It’s a Numbers Game<br />Law of Supply v. Demand works against entrepreneurs/innovators:<br />1000s of ideas (Supply) v. Dozens of investors (Demand)<br />Investors are very choosy:<br />Specific niches / areas of interest (e.g. Health)<br />Specific investment criteria + thresholds<br />Specific stages of investment<br />Specific regions for investment<br />Do your research + target compatible sources of investment.<br />
  15. 15. It’s a Numbers Game<br />
  16. 16. It’s a Numbers Game<br />
  17. 17. Pitching 101<br />
  18. 18. Pitching 101<br />
  19. 19. Pitching 101<br />
  20. 20. Pitching 101<br />
  21. 21. Pitching 101<br />
  22. 22. Pitching 101<br />
  23. 23. Pitching 101<br />Rule 7 – Remember the ‘end game’ and only tell enough of the full story.<br />You cannot assume they have read your business plan (99% won’t have).<br />But you don’t have time to tell them everything.<br />No one is going to write you a cheque after a single pitch.<br />So you need to tell them enough to get them interested and secure a follow-up meeting.<br />Objective of a pitch is to stimulate interest, not close the deal.<br />It is the start of a l-o-n-g process.<br />
  24. 24. Pitching 101<br />
  25. 25. Pitching 101<br />
  26. 26. Pitching 101<br />
  27. 27. Proposed Presentation Format<br />
  28. 28. Risk v. Reward<br />
  29. 29. Risk v. Reward<br />Remember your audience – THE INVESTOR.<br />Investors always want to see:<br />What they get for their $.<br />A billion dollar market.<br />10X return within 3-5 years.<br />Investors have a portfolio approach:<br />Of 10 investments, 7 will fail (money lost), 2 will break even (nil return), 1 will be breakaway hit (10X return).<br />They pick every investment for its potential to be breakaway hit.<br />
  30. 30. Recommended Reading<br />
  31. 31. Business Models & Pitching<br />Q&A<br />