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How to Pitch to Digital Sandbox Kansas City

Digital Sandbox KC provides proof-of-concept resources to support early-stage commercialization processes including access to technology, business and market experts and funding for early stage market validation, prototyping and beta testing services. Applications are accepted from Kansas City-area businesses on a rolling basis.

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How to Pitch to
the Sandbox.
WOW STATEMENT
Distill what you do into a single, scintillating
statement that makes people want to learn
more. Be clear and use language that is
easy to understand.
Example:
“Digital Sandbox KC provides proof-of-concept
resources to support early-stage commercialization processes.”
1
THE PROBLEM
2
Set up the problem your idea solves and
tell your story:
What is the problem?
Who has the problem?
Why is it a problem?
How many have the problem?
Why would someone pay for the problem to be solved?
What do they use today to try and solve the problem?
YOUR SOLUTION
3
Show the value of your solution . . .
Today’s Problem
6 months to collect
4 days to generate
20M suffer migraines
$1,200 to ship
Our Solution
4 months to collect
1 hour to generate
Prevents 50% from hospital visit
$240 to ship
*If your product/concept is based on new, unique technology,
you’ll need to incorporate more detail as to how the technology
was developed and is protected.
Read the full article at KCSourceLink
ProTip: Be able to defend your numbers with market research.
MARKET OPPORTUNITY
4
AKA how far your solution can reach.
People who may
encounter your problem
People who are
eligible to use your solution
People who may
actually use your solution
1.9
Billion+
523
Million
10.6
Million
Read the full article at KCSourceLink
GO-TO-MARKET STRATEGY
5
Specify how you will reach customers and achieve
competitive advantage.
Provide a blueprint for delivering your solution to
the end customer, taking into account such factors as:
Awareness
Pricing
Distribution
Competition
Read the full article at KCSourceLink
Separate yourself from your competition—but be honest with
your assessment. If a competitor has an advantage, explain
why it isn’t a deal breaker.
COMPETITIVE ANALYSIS
6
Buying Criteria Competitor 1 Competitor 2 Your Company
Features
Customization
Price
Scalabilty
Implementation
Read the full article at KCSourceLink
Answer these key questions and explain how you got there:
How did you determine your pricing model?
One-time payments or a recurring revenue stream?
Do you require new clients to sign annual contracts? If not,
how do you retain the revenue?
Is there an upfront implementation charge for new clients?
If your products are hard goods, what’s the margin you expect to earn?
Can you reduce cost-per-goods sold by scaling to high-levels of volume?
REVENUE MODEL
7
$$$
Read the full article at KCSourceLink
No lengthy resumes necessary, but do explain:
Why is your team uniquely qualified to build this company and succeed?
What is the unfair advantage your team has over your competitors?
What have team members accomplished in the past that is
pertinent to this business?
YOUR TEAM
8
Nadia | Hacker Daniel | Developer Kara | Hustler
Read the full article at KCSourceLink
Do:
Mention critical assumptions
in your model.
Breakout revenue between
recurring and new.
Show expenses by purpose–
development, sales and marketing.
Show any market info on other exits.
FINANCIAL PROJECTIONS
9
Don’t:
Graph the revenue, net income,
growth, etc., (We all know it goes
high fast.)
Show taxes.
Show earnings per share.
Calculate return on investment.
Read the full article at KCSourceLink
FINANCIAL PROJECTIONS
Read the full article at KCSourceLink
Target Market
Users
Active Users, After Chum
% Market Penetration (Active)
Revenue
Total Annualized Revenue
Expenses
Annualized Expenses
EBITDA
Annualized EBITDA
EBITDA Margin
14,000,000
47,542
3,402
0.02%
$ 647,306
$1,611,599
$1,092,011
$1,690,658
$(444,705)
(79,059)
-69%
14,400,000
180,903
15,587
0.11%
$4,708,532
$7,802,411
$4,583,543
$5,990,906
$124,989
$1,811,505
3%
14,281,400
454,991
37,058
0.26%
$15,184,121
$20,992,150
$11,748,537
$12,614,351
$3,435,585
$8,377,799
23%
YEAR 1 YEAR 2 YEAR 3
Here’s an example, replace with your numbers.
On average, Digital Sandbox KC
provides $21,000 in project funding
for a single project with a single vendor.
What will the funds be used for?
How will this springboard your company forward?
What are your plans for future fundraising? When? How?
Heads up, Sandbox funds cannot be:
Directly distributed to any person who holds equity in the company.
Used for marketing/advertising, operating capital (i.e., salaries), partial
funding for project dependent on raising additional funding
or travel/conferences.
THE ASK
10
Read the full article at KCSourceLink
HERE ARE JUST A FEW MORE HINTS:
Do your homework on your audience: know their history.
Practice in front of real people, or a video camera is even better.
When in doubt, less is better than more.
Develop clear, specific answers to every question you ever get.
From the minute you walk in the room, the evaluating team is observing.
If necessary, develop backup slides and go to them to answer anticipated questions.
Don’t give a conservative estimate of your revenue. Know that evaluators will
give your estimates a “haircut,” so come in with optimism.
Read the full article at KCSourceLink
APPLY NOW
www.digitalsandboxkc.com

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How to Pitch to Digital Sandbox Kansas City

  • 1. How to Pitch to the Sandbox.
  • 2. WOW STATEMENT Distill what you do into a single, scintillating statement that makes people want to learn more. Be clear and use language that is easy to understand. Example: “Digital Sandbox KC provides proof-of-concept resources to support early-stage commercialization processes.” 1
  • 3. THE PROBLEM 2 Set up the problem your idea solves and tell your story: What is the problem? Who has the problem? Why is it a problem? How many have the problem? Why would someone pay for the problem to be solved? What do they use today to try and solve the problem?
  • 4. YOUR SOLUTION 3 Show the value of your solution . . . Today’s Problem 6 months to collect 4 days to generate 20M suffer migraines $1,200 to ship Our Solution 4 months to collect 1 hour to generate Prevents 50% from hospital visit $240 to ship *If your product/concept is based on new, unique technology, you’ll need to incorporate more detail as to how the technology was developed and is protected. Read the full article at KCSourceLink
  • 5. ProTip: Be able to defend your numbers with market research. MARKET OPPORTUNITY 4 AKA how far your solution can reach. People who may encounter your problem People who are eligible to use your solution People who may actually use your solution 1.9 Billion+ 523 Million 10.6 Million Read the full article at KCSourceLink
  • 6. GO-TO-MARKET STRATEGY 5 Specify how you will reach customers and achieve competitive advantage. Provide a blueprint for delivering your solution to the end customer, taking into account such factors as: Awareness Pricing Distribution Competition Read the full article at KCSourceLink
  • 7. Separate yourself from your competition—but be honest with your assessment. If a competitor has an advantage, explain why it isn’t a deal breaker. COMPETITIVE ANALYSIS 6 Buying Criteria Competitor 1 Competitor 2 Your Company Features Customization Price Scalabilty Implementation Read the full article at KCSourceLink
  • 8. Answer these key questions and explain how you got there: How did you determine your pricing model? One-time payments or a recurring revenue stream? Do you require new clients to sign annual contracts? If not, how do you retain the revenue? Is there an upfront implementation charge for new clients? If your products are hard goods, what’s the margin you expect to earn? Can you reduce cost-per-goods sold by scaling to high-levels of volume? REVENUE MODEL 7 $$$ Read the full article at KCSourceLink
  • 9. No lengthy resumes necessary, but do explain: Why is your team uniquely qualified to build this company and succeed? What is the unfair advantage your team has over your competitors? What have team members accomplished in the past that is pertinent to this business? YOUR TEAM 8 Nadia | Hacker Daniel | Developer Kara | Hustler Read the full article at KCSourceLink
  • 10. Do: Mention critical assumptions in your model. Breakout revenue between recurring and new. Show expenses by purpose– development, sales and marketing. Show any market info on other exits. FINANCIAL PROJECTIONS 9 Don’t: Graph the revenue, net income, growth, etc., (We all know it goes high fast.) Show taxes. Show earnings per share. Calculate return on investment. Read the full article at KCSourceLink
  • 11. FINANCIAL PROJECTIONS Read the full article at KCSourceLink Target Market Users Active Users, After Chum % Market Penetration (Active) Revenue Total Annualized Revenue Expenses Annualized Expenses EBITDA Annualized EBITDA EBITDA Margin 14,000,000 47,542 3,402 0.02% $ 647,306 $1,611,599 $1,092,011 $1,690,658 $(444,705) (79,059) -69% 14,400,000 180,903 15,587 0.11% $4,708,532 $7,802,411 $4,583,543 $5,990,906 $124,989 $1,811,505 3% 14,281,400 454,991 37,058 0.26% $15,184,121 $20,992,150 $11,748,537 $12,614,351 $3,435,585 $8,377,799 23% YEAR 1 YEAR 2 YEAR 3 Here’s an example, replace with your numbers.
  • 12. On average, Digital Sandbox KC provides $21,000 in project funding for a single project with a single vendor. What will the funds be used for? How will this springboard your company forward? What are your plans for future fundraising? When? How? Heads up, Sandbox funds cannot be: Directly distributed to any person who holds equity in the company. Used for marketing/advertising, operating capital (i.e., salaries), partial funding for project dependent on raising additional funding or travel/conferences. THE ASK 10 Read the full article at KCSourceLink
  • 13. HERE ARE JUST A FEW MORE HINTS: Do your homework on your audience: know their history. Practice in front of real people, or a video camera is even better. When in doubt, less is better than more. Develop clear, specific answers to every question you ever get. From the minute you walk in the room, the evaluating team is observing. If necessary, develop backup slides and go to them to answer anticipated questions. Don’t give a conservative estimate of your revenue. Know that evaluators will give your estimates a “haircut,” so come in with optimism. Read the full article at KCSourceLink