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Re Analytics at Liuc University - Strategic Tools- The investor's pitch deck

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Slideshow of the speech of Re Analytics, for the "Strategic Tools" course of Economics Degree at Liuc University.

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Re Analytics at Liuc University - Strategic Tools- The investor's pitch deck

  1. 1. Strategic Tools Castellanza, Italy – 28th April 2016 Investor’s Pitch Deck RE Analytics - Business Case LIUC - Economics Castellanza (VA) – Italy 28th April 2016
  2. 2. Strategic Tools Castellanza, Italy – 28th April 2016 Agenda • Who are investors (and why pitch them) • What is a deck • The Outline • Tips • RE Analytics investor’s pitch teaser
  3. 3. Strategic Tools Castellanza, Italy – 28th April 2016
  4. 4. Strategic Tools Castellanza, Italy – 28th April 2016 Who are investors? • FFF (friends, famlily and fools) • BA (Business Angels) • VC (Venture Capitalists) • PE (Private Equity) • Investor’s are those who manage capital (often of others) • They have to invest somewhere • They look for a return that balances risk • Startups (often) look for invested capital
  5. 5. Strategic Tools Castellanza, Italy – 28th April 2016 What’s an investor’s pitch deck? • Deck means (also) «pack», and it’s short for «slides deck», or a presentation • It’s the industry standard • Investor’s deck, or pitch deck, it’s the communication mean between those who ask for capital and those who have it
  6. 6. Strategic Tools Castellanza, Italy – 28th April 2016 Investor’s Pitch Deck Template • Our own mix of hundreds of possible investor’s pitch decks used in the industry
  7. 7. Strategic Tools Castellanza, Italy – 28th April 2016 What Your Pitch Deck Is For… The purpose of your Investor Deck is not to answer all possible questions, nor close immediate investment. It is to open investors minds to your vision and get them excited to know more. The story you craft in your Deck gets them engaged to start filling in the blanks for themselves
  8. 8. Strategic Tools Castellanza, Italy – 28th April 2016 What it should trigger... • You want to give enough information to grab their interest, but not too much as to overwhelm them or have your story lose clarity & focus. • Give them enough to get excited about, but leave them wanting more.
  9. 9. Strategic Tools Castellanza, Italy – 28th April 2016 How it should sound... • Your Deck should be able to stand on its own, without your presentation. • Compelling Decks are concise, tell a story, are visual, 10- 13 slides.
  10. 10. Strategic Tools Castellanza, Italy – 28th April 2016 Common Deck Mistakes • Too many slides, too much information • “Wordy slides”: To avoid, follow Guy Kawasaki’s 10/20/30 Rule of Power Point for slide design. 10 slides / 20 minutes to present the slides / 30 point font or greater • Too many product details, or too many financial details • Belittling competitors • False/silly assumptions you can’t back up or don’t have data on • False confidence or arrogance
  11. 11. Strategic Tools Castellanza, Italy – 28th April 2016 The Investor’s Pitch Deck
  12. 12. Strategic Tools Castellanza, Italy – 28th April 2016 1. Vision A quick one-liner summary that combines your vision/product and the mission of your company Keep it short and memorable Try: making it relatable… as in “We are X for Y” (“We are AirBNB for Event Spaces”) (“We are the Starbucks of Frozen Yogurt”)
  13. 13. Strategic Tools Castellanza, Italy – 28th April 2016 2. Traction Show your timeline and milestones to date Growth metrics are key at early stage Highlight press, partnerships, accolades Customer success stories and/or testimonials
  14. 14. Strategic Tools Castellanza, Italy – 28th April 2016 3. Market Opportunity Define Your Market: What business/space you are in Total Market Size: Dollar Size, Your Place/Niche Customers: Clearly define exactly who you serve Macro Trends & Insights
  15. 15. Strategic Tools Castellanza, Italy – 28th April 2016 4. The Problem Define the real problem/need you’re solving, and for who. Current Solution: Who else is already doing this, and how are they going about it and what are they not getting right or doing wrong?
  16. 16. Strategic Tools Castellanza, Italy – 28th April 2016 5. Product / Service Tell the story of your customer and how customers use/value your product or service Images and visuals are better than lots of text: show don’t tell
  17. 17. Strategic Tools Castellanza, Italy – 28th April 2016 6. Revenue Model Who is your primary customer & how do you make money What is the pricing / model Revenue and # of customers to date Show basic math on revenues and conversion rates Life-time value of an average Customer (How many months, how many dollars?)
  18. 18. Strategic Tools Castellanza, Italy – 28th April 2016 7. Marketing & Growth Strategy
  19. 19. Strategic Tools Castellanza, Italy – 28th April 2016 7. Marketing & Growth Strategy Where are your customers looking today and finding help? Where will you get in front of them? How will you achieve your target growth rates? What are the most important and unique channels and methods you will use to find and win customers? How are you doing it differently than others in the space?
  20. 20. Strategic Tools Castellanza, Italy – 28th April 2016 8. Team • Investors bet on people, not ideas • Highlight key team members and their prior positions, successes, domain expertise • Demonstrate relevant experience • Which roles are the keys to success in your company/space?
  21. 21. Strategic Tools Castellanza, Italy – 28th April 2016 9. Financials Include 3-5 years of financial projections Mention key & critical assumptions in your model of expenses, customer conversion, market penetration % Highlight each of these Yearly for at least 3 years: Total Customers Total Revenue Total Expense EBITDA
  22. 22. Strategic Tools Castellanza, Italy – 28th April 2016 10. Competition Where do you exist in the larger overall Market Space? What are your Advantages? How is your place in the market unique to you, and the right one for your company growth and customers? Who are the competitors, why have they succeeded, and how do you truly differentiate from them?
  23. 23. Strategic Tools Castellanza, Italy – 28th April 2016 11. Investment State how much Capital you are raising, and with what general Terms: Equity, Debt, Convertible Note What is the timing of your Capital raise? Who are your existing & notable investors, if any? What are your key Use of Proceeds (as % of total raise) Founder salaries Sales & Marketing New hires Technology / Product or Service development Capital expenses / equipment
  24. 24. Strategic Tools Castellanza, Italy – 28th April 2016 Thanks and attribution This deck/formula was distilled from a variety of sources: Crowdfunder Co-Founders & Investors 500 Startups / Dave McClure Sky Fernandes Reid Hoffman of LinkedIn & Greylock Amplify LA TechStars Decks uploaded to Crowdfunder by Founders who raised significant investment rounds With a simple search on the web for their names and ‘pitch deck’ you will find pitch resources they published
  25. 25. Strategic Tools Castellanza, Italy – 28th April 2016 Tip 1 - Get intros Many investors want to “discover” deals, not get pitched a deal by the Founder. Make sure to seek out and ask for direct intros to potential investors – but only do so from people with strong professional reputations. Quality referrals are one of the best ways to capture the attention of big active investors.
  26. 26. Strategic Tools Castellanza, Italy – 28th April 2016 Tip 1 - Get intros “Hey, I wanted you to meet XXX, the CEO of XYZ. He’s doing some interesting stuff with ZYX and the company has some great growth as a leader in the space. Thought you two might want to chat. His deck and info on the company are here: http://URL Hope you two connect”
  27. 27. Strategic Tools Castellanza, Italy – 28th April 2016 Tip 2 – More story, less information • Data and bullets on a deck don’t sway investors. What takes your pitch from good to great is the story you tell and how it engages the imagination of an investor. • «A little less conversation, a little more action please» Elvis Presley
  28. 28. Strategic Tools Castellanza, Italy – 28th April 2016 Tip 3 – Ask for the Money Be prepared to ask each investor you communicate with to come in to your round directly, and even ask them for how much money you want from them, and why.
  29. 29. Strategic Tools Castellanza, Italy – 28th April 2016 Tip 4 – Continuously update it Entrepreneurs who do well at fundraising treat their pitch deck like the most valuable piece of content or advertisement that they will ever write.
  30. 30. Strategic Tools Castellanza, Italy – 28th April 2016 RE Analytics Investor’s Deck Teaser
  31. 31. Strategic Tools Castellanza, Italy – 28th April 2016 RE Analytics: The «Bloomberg» for Investment Intelligence
  32. 32. Strategic Tools Castellanza, Italy – 28th April 2016 Independent Free of any conflict of interest from brands, developers, business partners, brokers, investors Global Global coverage, thousands of companies analyzed, to help better understand the market
  33. 33. Strategic Tools Castellanza, Italy – 28th April 2016 We support investment decisions on a market worth more than 30 trillion USD worldwide where everyone invests
  34. 34. Strategic Tools Castellanza, Italy – 28th April 2016 Real Estate 15Trillion USD Est. market size Retail 22Trillion USD Est. sales per year
  35. 35. Strategic Tools Castellanza, Italy – 28th April 2016 RE Asset Class, worth a third of world investments, is not centrally traded: Information asymmetry between seller and buyer, local knwoledge (but global ignorance), recently under the major financial crisis of the markets. RE credit collaterals are a nightmare in (not only) European banks, as book value is outdated (see European Central Bank Asset Quality Review 2015). Information is held partly only by big RE developers (CBRE, Cushman & Wakefield, JLL,..)
  36. 36. Strategic Tools Castellanza, Italy – 28th April 2016 Opening and closing stores is a slow and expensive process, and the extension of the physical retail network is tightly linked to financial results. The board and investors have not access to independent and clear data. Competitors info are collected manually, when not collected at all (we have proof). Decisions are often based on gut feeling and NOT on data (and investors have no disclosure on that)
  37. 37. Strategic Tools Castellanza, Italy – 28th April 2016 Leveraging on cloud computing and big data, we collect data from all over the world (real estate ads, tourism, weather, stores, traffic, goods prices data and eveything that helps understanding and anticipating the world’s economic and business trends), clean it, structure and synthetize it to provide clear, easy-to-read analysis
  38. 38. Strategic Tools Castellanza, Italy – 28th April 2016 Connecting the dots, we reach some of the fundamentals of financial reports of listed companies, and we have them before they release it in the quarterly reports. We deliver competitive intelligence at a fraction of the time and cost, with a multiple of the quality and detail available today
  39. 39. Strategic Tools Castellanza, Italy – 28th April 2016 And we can scale it to all sectors, all countries, fast
  40. 40. Strategic Tools Castellanza, Italy – 28th April 2016 Thank You www.re-analytics.com www.linkedin.com/company/re-analytics @_Re_Analytics_ Andrea Squatrito Pierluigi Vinciguerra

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