The document provides tips for startups pitching to the SME Instrument program. It emphasizes that proposals should demonstrate: 1) A highly innovative concept with potential to create new markets or disrupt existing ones and achieve high growth; 2) A strong team capable of executing the idea and bringing the innovation to market; and 3) A solid business model and commercialization strategy that proves market impact and feasibility. Additional tips stress knowing the market and competition inside and out, having a validated business model, deployment plan, and proof of traction. The document advises treating the pitch like raising funds from investors and highlighting a "killer" team as the most important factor.

1. Fuel to Scale
Tips to Nail SMEI P2
SMEI Day 4/06/2018
@Stavriana_K

2. SME INSTRUMENT
NOT A PROJECT.
FINANCIAL INSTRUMENT IN PROJECT DISGUISE.
@Stavriana_k

3. Startup Rules apply
• Highly innovative SMEs with ground-breaking
concepts
• Capacity to shape new markets or disrupt existing
• High-growth potential with European & Global
ambitions
High Growth potential = startup
@Stavriana_k

4. @Stavriana_k

5. Criteria. The official lingo.
• Implementation
– Team caliber,
– Ability to execute & bring innovation to market
• Impact
– Solid business model + commercialization strategy.
– Growth potential
• Excellence
– CREATE new markets / DISRUPT existing Potential
– Feasibility
@Stavriana_k

6. Go Lean
TRANSLATION
@Stavriana_k

7. You need a KILLER.TEAM.
@Stavriana_k

8. @Stavriana_k
SCALING.BUSINESS.MODEL.

9. BE THE NEXT …. SHAPE.DISRUPT.
@Stavriana_k

10. EIC JURY INTERVIEWS. THE PITCH.
@Stavriana_k

11. Know who you are pitching to.
84 experts from 26 countries
15% Business Angels
20% entrepreneurs
20% Venture Capitalists
Rest from corporates,
innovation hubs,
accelerators etc.
Women Majority. Be Cool.
@Stavriana_k

12. True customer pain
True painkiller
Value Proposition
@Stavriana_k

13. KNOW YOUR MARKET. LIKE A BOSS.
@Stavriana_k

14. KNOW YOUR COMPETITION. AND HOW TO BEAT IT.
@Stavriana_k

15. KNOW YOUR COMPETITION. AND HOW TO BEAT IT.
VALIDATED BUSINESS MODEL
@Stavriana_k

16. KNOW YOUR COMPETITION. AND HOW TO BEAT IT.
@Stavriana_k
MARKET DEPLOYMENT PLAN. PROOF OF TRACTION.

17. KNOW YOUR COMPETITION. AND HOW TO BEAT IT.
MARKET DEPLOYMENT PLAN. PROOF OF TRACTION.OWN YOUR NUMBERS.
@Stavriana_k

18. KNOW YOUR COMPETITION. AND HOW TO BEAT IT.
MARKET DEPLOYMENT PLAN. PROOF OF TRACTION.OWN YOUR NUMBERS.
@Stavriana_k
SUPERHERO TEAM.

19. @Stavriana_k

20. Special Note on IPRs
• IP MUST belong to the company.
• Not the inventor.
• Provide clear IP details. We check.
• Be forthcoming.
• Most easy points to score. And most miss them.
@Stavriana_k

21. Takeaways
• You are pitching investors.
• Cap table is important.
• “Would I invest my own money in this” mindframe
• Want to see your & your team’s passion.
• Want to see a killer superhero team.
• They will go off script. Expect tough love.
• Excited to fund the next big thing. Be it.
@Stavriana_k

22. Takeaways
• Know your s**t.
• REALLY Know your s**t.
• Learn the VC lingo.
• Its an instrument. Its exactly like raising.
• Did I mention Team is crucial? TEAM IS CRUCIAL.
• Think Big. Or Go Home. Literally.
@Stavriana_k

23. KNOW YOUR COMPETITION. AND HOW TO BEAT IT.
MARKET DEPLOYMENT PLAN. PROOF OF TRACTION.OWN YOUR NUMBERS.
SUPERHERO TEAM.
@Stavriana_k
The people crazy enough
to think
they can change the world
are the ones
who do