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Getting Behind the Perfect Investor Pitch

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Startup Secrets presents a lecture on how to get behind the perfect investor pitch! Learn about what investors are looking for, and how to successfully represent your business.

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Getting Behind the Perfect Investor Pitch

  1. 1. Proprietary and ConfidentialProprietary and Confidential Getting Behind the Perfect Investor Pitch startupsecrets.com
  2. 2. Proprietary and ConfidentialProprietary and Confidential Workshops Full descriptions of each at startupsecrets.com 1. What’s Your Roadmap to Success? 2. Building a Compelling Value Proposition 3. Turning Products into Companies 4. Culture, Mission and Vision 5. Hiring A+ Talent 6. Game-Changing Business Models 7. Go to Market Strategies 8. Getting Behind the Perfect Investor Pitch 9. Funding Strategies to go the Distance 10. Have you Got What It Takes? 11. Mastering Mutual Mentorship
  3. 3. Proprietary and ConfidentialProprietary and Confidential Agenda • Checklist for a Pitch • Selective Drill Down • Get Behind the Pitch • Q&A • NOT How to Give Your Pitch • A Story
  4. 4. Proprietary and ConfidentialProprietary and Confidential 4
  5. 5. Proprietary and ConfidentialProprietary and Confidential Your Agenda What are we going to cover? • Team • Business Overview • Market Opportunity • Value Proposition • Go to Market plan • Business Model • Financials
  6. 6. People
  7. 7. Proprietary and ConfidentialProprietary and Confidential Team  Founders  Management  Board  Advisors 7startupsecrets.comGetting Behind the Perfect Pitch
  8. 8. Proprietary and ConfidentialProprietary and Confidential Team - Founders  What led you to this opportunity? • What was your specific insight?  How are you uniquely advantaged to build this business? • Relevant life experiences? • Domain expertise gained?  Teaming • How do you know each other? • Results of having worked together?  TBH: who else is needed on the team? 8startupsecrets.comGetting Behind the Perfect Pitch
  9. 9. Proprietary and ConfidentialProprietary and Confidential Team - Management  Management • Previous companies, positions  Achievements • $ of value built • $$ of exits 9startupsecrets.comGetting Behind the Perfect Pitch
  10. 10. Orientation
  11. 11. Proprietary and ConfidentialProprietary and Confidential Business Overview “We do X for Y by uniquely Z” Keep it short and sweet for context and orientation only (This should be consistent with your value proposition and positioning) 11startupsecrets.comGetting Behind the Perfect Pitch
  12. 12. Problem?
  13. 13. Proprietary and ConfidentialProprietary and Confidential Problem Statement What problem are you solving? (Uniquely well? For whom?) 13startupsecrets.comGetting Behind the Perfect Pitch
  14. 14. Proprietary and ConfidentialProprietary and Confidential Market Opportunity
  15. 15. Proprietary and ConfidentialProprietary and Confidential Market Opportunity  Broadening of problem statement to general market • Business Pain • Technology Need  Why NOW ? 1. Market dislocations? 2. Forcing events? 3. Buyer Triggers? 15startupsecrets.comGetting Behind the Perfect Pitch
  16. 16. Proprietary and ConfidentialProprietary and Confidential Value Proposition
  17. 17. Proprietary and ConfidentialProprietary and Confidential Value Proposition / Solution  How you address the pain / need?  Your Product / Service… • What’s unique & defensible about it? • Why is it a breakthrough? • How is it compelling? 17startupsecrets.comGetting Behind the Perfect Pitch
  18. 18. Proprietary and ConfidentialProprietary and Confidential BeforeAfter
  19. 19. Proprietary and ConfidentialProprietary and Confidential Value Proposition 19 Before After Acute Pain  Absolute Joy  Vitamin vs. Penicillin startupsecrets.comGetting Behind the Perfect Pitch
  20. 20. Proprietary and ConfidentialProprietary and Confidential “Gain/Pain Ratio” The gain delivered to the customer vs. The pain and cost for the customer to adopt 20 Gain Pain startupsecrets.comGetting Behind the Perfect Pitch
  21. 21. Proprietary and ConfidentialProprietary and Confidential “Gain/Pain Ratio” > 10 to overcome Inertia, RISK 21 Gain Pain >10 Inertia, RISK startupsecrets.comGetting Behind the Perfect Pitch
  22. 22. Proprietary and ConfidentialProprietary and Confidential Examples / Case Studies  PROOF of what you do uniquely well  Articulate from customer viewpoint • Tangible benefits  Easily measured ROI?  Short Payback period?  Articulate from your viewpoint • How repeatable, scalable it is (leads up to how you will make money from it later) 22startupsecrets.comGetting Behind the Perfect Pitch
  23. 23. Proprietary and ConfidentialProprietary and Confidential Vision and Mission  How the market will evolve?  How will you will lead it?  What is your mission? (Leads from and consistent with Market Opportunity earlier) 23startupsecrets.comGetting Behind the Perfect Pitch
  24. 24. Proprietary and ConfidentialProprietary and Confidential If you’re not early with a vision, you’re probably too late
  25. 25. Proprietary and ConfidentialProprietary and Confidential Where Does It All Fit? Building an Enduring Company: 25 Vision (Market) Startup Roadmap Enduring Company Value Proposition People Team Execution Cultural Consistency startupsecrets.comGetting Behind the Perfect Pitch
  26. 26. Proprietary and ConfidentialProprietary and Confidential What is the Roadmap to Achieving Your Mission? • Market evolution and drivers • Key milestones to address that evolution
  27. 27. Proprietary and ConfidentialProprietary and Confidential Market Sizing
  28. 28. Proprietary and ConfidentialProprietary and Confidential Top Down
  29. 29. Proprietary and ConfidentialProprietary and Confidential Bottom Up
  30. 30. Proprietary and ConfidentialProprietary and Confidential Market Sizing – Top Down and Bottom Up  Total available market – top down • Quote sources like IDC, Gartner, Forrester  Addressable market – bottom up • Clarify basis  Growth • Drivers 30startupsecrets.comGetting Behind the Perfect Pitch
  31. 31. Proprietary and ConfidentialProprietary and Confidential Competition
  32. 32. Proprietary and ConfidentialProprietary and Confidential Competition  Unique differentiation • Not just technology  Barriers to entry • Rewind, repeat: not necessarily just technology!  What is impenetrable, sustainable? • IP, patents, network, data, etc. 32startupsecrets.comGetting Behind the Perfect Pitch
  33. 33. Proprietary and ConfidentialProprietary and Confidential Positioning 2x2 Whatever sets you up for a unique white space 33 a b c d {whitespace} Low Low High High The choice of axes is critical Define real BARRIERS to enter into each segment Bubble sizing for relative size of competitors startupsecrets.comGetting Behind the Perfect Pitch
  34. 34. Proprietary and ConfidentialProprietary and Confidential Go to Market
  35. 35. Proprietary and ConfidentialProprietary and Confidential Go To Market Example Highlights:  Marketing Plan • Segmentation, targeting, personification • Marketing & Sales cycle • Inbound / Outbound  Sales Plan • Inside / outside pre-sales and sales • Direct / indirect channels & distribution • Services and or product … in sync with business model 35startupsecrets.comGetting Behind the Perfect Pitch
  36. 36. Proprietary and ConfidentialProprietary and Confidential Sales Plan Marketing Plan Go To Market 36 Awareness Interest Understanding Engagement Trial Purchase startupsecrets.comGetting Behind the Perfect Pitch
  37. 37. Proprietary and ConfidentialProprietary and Confidential Business Model: How do you make money? What is your model for • Creating • Delivering • Harnessing VALUE? 37startupsecrets.comGetting Behind the Perfect Pitch
  38. 38. Proprietary and ConfidentialProprietary and Confidential Business Model: Examples: 38startupsecrets.comGetting Behind the Perfect Pitch
  39. 39. Proprietary and ConfidentialProprietary and Confidential Your Revenue streams… • How do they align with customer’s interests? • Do they encourage partners?
  40. 40. Proprietary and ConfidentialProprietary and Confidential Show Me the Money! 40startupsecrets.comGetting Behind the Perfect Pitch
  41. 41. Proprietary and ConfidentialProprietary and Confidential Financials • P&L, Cash Flow – One year by quarter minimum – Plus annual up to 5 years thereafter, highlighting – Cash flow positive – Breakeven • Minimum suggested information / detail as needed for the above – Headcount – Bookings – Revenue • May need to break out things like Services depending on your business – Gross Margin – Expenses • Major categories like R&D, Sales, Marketing, G&A shown as needed – Profit / Loss – Cash 41startupsecrets.comGetting Behind the Perfect Pitch
  42. 42. Proprietary and ConfidentialProprietary and Confidential Numbers
  43. 43. Proprietary and ConfidentialProprietary and Confidential Assumptions, Milestones & Metrics are more important than the spreadsheet! e.g., • Key hires • Product beta, ship • First customers • Channel partners • Etc…
  44. 44. Proprietary and ConfidentialProprietary and Confidential Realistic Optimists? 44startupsecrets.comGetting Behind the Perfect Pitch
  45. 45. Proprietary and ConfidentialProprietary and Confidential
  46. 46. Proprietary and ConfidentialProprietary and Confidential ??!
  47. 47. Proprietary and ConfidentialProprietary and Confidential Cash raise  Use of proceeds falls out of Financials  Typically 18 months of runway  Highlight key milestones that would set up for next round 47startupsecrets.comGetting Behind the Perfect Pitch
  48. 48. Proprietary and ConfidentialProprietary and Confidential Summary  Why this is a great investment ?  Why do you have unfair competitive advantage? Recap on what you said you’d cover in your agenda, making it obvious why this is a great investment and why your are advantaged to succeed… 49startupsecrets.comGetting Behind the Perfect Pitch
  49. 49. Proprietary and ConfidentialProprietary and Confidential Video from Great Wall 50startupsecrets.comGetting Behind the Perfect Pitch
  50. 50. Proprietary and ConfidentialProprietary and Confidential Questions?
  51. 51. Proprietary and ConfidentialProprietary and Confidential info@startupsecrets.com
  52. 52. Proprietary and ConfidentialProprietary and Confidential Getting Behind the Perfect Pitch startupsecrets.com

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