SalesSchool - designing powerful VC pitches

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The slides I used for my talk at NYU for SalesSchool on 5 April 2011. The subject was designing VC pitch presentations for an audience of startup entrepreneurs. Some of the slides do not stand very well on their own, SalesCrunch will soon start publishing audio and video fragments on their web site.

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SalesSchool - designing powerful VC pitches

  1. 1. THE ART OF PITCHING VCSPresentation designer Jan SchultinkCEO of Idea TransplantNew York, 5 April 2011 IDEATRANSPLANT
  2. 2. 2Once upon a time,there was a pitch deck..
  3. 3. 3 Startup nation Egypt Gaza P ch P ch P ch Tel AvivP ch P ch P ch My office Google
  4. 4. 410,000 hours ofpresentationdesign
  5. 5. 5Senior sma person Big company strategy at McKinsey
  6. 6. 6 Make sure your PowerPointdoes not look like PowerPoint
  7. 7. IMAGES
  8. 8. BULLET POINTS
  9. 9. •! By the time I have finished•! Reading out these bullets to you•! You read them already plus•! Managed to check all your•! Emails on your blackberry and•! Even sent a few responses
  10. 10. 1. Letters2. Words3. Sentences4. Meaning5. <ENTER> Short cut?
  11. 11. 11Emotionalshortcuts
  12. 12. 12
  13. 13. 13iStockPhoto
  14. 14. 14iStockPhoto
  15. 15. 15iStockPhoto
  16. 16. 16Flickr CC Flickr/alexkess
  17. 17. Proportions
  18. 18. Ban clip art
  19. 19. Align and distribute
  20. 20. We havemomentum!
  21. 21. We havemomentum!
  22. 22. 26$1,352,455.62
  23. 23. 27~$1.3m
  24. 24. 28A poor data chart
  25. 25. 29A good data chart
  26. 26. 30Left blank on purpose
  27. 27. HYGIENE
  28. 28. 32
  29. 29. 33Which company looks better?Which company looks better?
  30. 30. 34Professional colors: Adobe Kuler
  31. 31. 35Slick does not always equal good Flickr/airgap
  32. 32. 36Give your content space YOUR LOGO HERE
  33. 33. 37 Unusually diverse McKinsey career DIY retailing Typ i 1 sector Grocery retailing 3 y calSlide objects make rs limited variety Pet food Strategy & M&A Beer Organization Operations the look and feel Retail banking Asset management A new project, A new story eCommerce Industrial Sell-side M&A: convince buyers Logistics Mobile payments M 10 e: yrs
  34. 34. STORIES
  35. 35. 39We will summarize item 1 to 4We will present item 1We will present item 2We will present item 3We will present item 4We will summarize item 1 to 4
  36. 36. 41“For sale: baby shoes, never worn.”
  37. 37. 42Rememberingan apple treeRememberingthe way home
  38. 38. 43
  39. 39. !"#$
  40. 40. 45Think product placementinside a story
  41. 41. 46Going analogue
  42. 42. 47Listen toyourself
  43. 43. 48Mind mappingGoing analogue iToughtsHD
  44. 44. CONTENT
  45. 45. 51Other inputs The deck
  46. 46. 52 “Head” convinced “Gut”convinced
  47. 47. You(& the slide deck)
  48. 48. 54Convince me that people will buyConvince me that you can sell
  49. 49. 55Traffic is going through the roof!
  50. 50. 56 We have nocompetitors!
  51. 51. 57Eh… and still I believe I am right…
  52. 52. 5810 second conference chat 7 minute start up competition15 minute coffee chat30 minute partner meeting 5 hour due diligence workshop
  53. 53. 59The 10 second version
  54. 54. 60
  55. 55. The 61 Pain Solution Big Profitable Team
  56. 56. 62Our solution solves a hugeproblem in an immensemarket, enabling our amazingteam to make a gigantic profit.
  57. 57. The curse of knowledge
  58. 58. Tap a tune in your headtap tap tapper de tap tap tap tap tapper de tap tap tap
  59. 59. tap tap tapper de tap tap tap tap tapper de tap tap tap
  60. 60. 66 Our solution solves a huge problem in an immense market, enabling our amazing team to make a gigantic profit.tap tap tapper de tap tap tap tap tapper de tap tap tap
  61. 61. 67 “Our mission is to continue to efficiently facilitate diverse methods of empowerment and professionally disseminate performance-based deliverables to meet our customer’s needs”tap tap tapper de tap tap tap tap tapper de tap tap tap
  62. 62. 68The 30 minute version
  63. 63. 69TED20 minutes is enough
  64. 64. 70Don’t preach to the converted
  65. 65. 71“Frankensteining”
  66. 66. 72Pick up the signals
  67. 67. The 73 Pain Solution Big Profitable Team he l ks 21” “S
  68. 68. 74The elephant in the room
  69. 69. 75The mind ofthe investor
  70. 70. 76What are you doing?
  71. 71. 77blah blah blah blahWhat are you doing?blah blah blah blah
  72. 72. 78OK, I amlistening
  73. 73. 79BOX BOX BOX BOX BOX BOX
  74. 74. 80Pitch the problem, not the solution
  75. 75. 81“Lottery tickets will go mobile”
  76. 76. 82Visualize the problem Flickr/Paul & Jill
  77. 77. 83 Maintainmomentum
  78. 78. 84Careful withthe demo
  79. 79. 85 “Our CTO is almostdone fixing this small bug”
  80. 80. 86“If you cant explain it to a 6 year old, you dont understand it yourself.”
  81. 81. 87 Year 1 Year 5 BURN DREAMVery precise Ball park $2,345.2k ~$50m
  82. 82. 88Why $50m?
  83. 83. 895% of $1bn (add IDC quote)
  84. 84. 90 This number This number X This This number X number This$50m X number This number
  85. 85. 91What would you have to believe?
  86. 86. 92 Future upsideA bit harder to get Easy to get
  87. 87. 93Consistency
  88. 88. 94 Rip StripReequip
  89. 89. 95Fast Sweet spot Effective
  90. 90. 96 Competitor 1 Competitor 2 Us!CriterionCriterionCriterionCriterionCriterionCriterion
  91. 91. 97Complementary team
  92. 92. 98The 15 minute version
  93. 93. WEBINARS
  94. 94. 101 0 Get the technology set up right
  95. 95. 101 1 Page reference for fast switching
  96. 96. 101 2 Avoid 5 second charts
  97. 97. 101 4 Explain why you are silent
  98. 98. LEARN
  99. 99. 10 8Meeting notes in the public domain Mark Suster Fred Wilson
  100. 100. ONE MORE THING
  101. 101. 11 0Practice,practice,practice
  102. 102. !"#$
  103. 103. 11 3What slide stays on the longest?
  104. 104. 11 4
  105. 105. IDEATRANSPLANT.COM

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