Your goal is to get people emotionally connected to the problem and wanting a solution?A little background information.How did you discover the problem?
“STOP being afraid of what could go wrong and think of what could go right.”
Dr. Tony Ratliff - "Smartups Startups Presentation - Investor Relations"
and a few Life Lessons
Dr. Tony Ratliff
Twitter = @drtonyratliff
1. Change the World,
2. Build something of lasting
3. Improve the lives of your
4. Hopefully make lots of money
“Being an Angel
Investor is like
being a Life Guard
at the swimming
-Dr. Tony Ratliff
“Most Startups FAIL from a lack of
Customers, not cool stuff.”
Super Successful Startups
• Obsessed with the Quality of the
• Obsessed with working with the best talent.
• Can explain the vision in a few clear words.
• Generate revenue very early on.
• Keep expenses low.
• Make something a small number of users really
• They are focused on growth, but grow
-Prototype or a Demo
Three Goals of the Pitch:
1. to give investors and overview,
2. to get them excited about your
3. get them to take the next step.
BEFORE THE PITCH
You need to know a few things...
• How much time do you get?
• What other investments have these
• What type of investors are you pitching
• How should you dress?
• Will there be a question and answer
SLIDE #1 - INTRO
• Brief background information.
• Tell us who you are, what you do and
why you do...in as few words as
• Tell us your “story” ...leave out the
• How did you discover the problem?
SLIDE #2 - TEAM
• Talk about the team and tell us why
you’ve assembled this team.
• Highlight any expertise in the area.
• A list of advisors works well here.
• Why are you the right people to do
SLIDE #3 - PROBLEM
• What Problem do you solve?
• Who has the Problem?
• How many people have this
SLIDE #4 - SOLUTION
• What’s your Solution?
• Why is it important to the Customer?
• Your goal is to get people emotionally
connected to the problem and wanting a
• Does your customer think your solution is
• Are your customers willing to pay for your
SLIDE #5 - DEMO
• Let us touch and feel your product? A if
you don’t have a product - a short
demo or screen shots work well.
• Make sure your demo doesn’t drag on
and on and on.
• We don’t need to understand all the
features or code.
• We want it to be simple and work.
SLIDE #6 - OPPORTUNITY
• What’s the Opportunity? Explain your
Marketing Strategy and the Size of Your
• Your idea is “useless” if know one “uses” it.
• What is the size of your Market (size
• What is your marketing plan?
• What is your customer acquisition cost?
SLIDE #7 - COMPETITION
• Who’s your Competition and why
do they matter?
• How many competitors are in the
• Which ones are irrelevant?
• Everyone has competition!
SLIDE #8 - COMPETITIVE
What’s your Competitive Advantage?
Do you have a secret sauce?
Do you have any patents or IP?
How will you out-execute your
• How are you going to get users?
SLIDE #9 - RISKS
• Successful people understand their strengths
and their weaknesses.
• Help us understand the risks involved with
moving the company forward.
• Everyone in the room is asking themselves
– What’s holding me back from writing these
guys a check right now?
– Will this idea really work?
– Does this team have the skills to pull it off?
SLIDE #10 - FINANCIALS
• Show us the Financials - We know
they are wrong, but show them to us
• Give us your best guest and use
• Be realistic. Under Promise, Over
• What will it take to double or triple
SLIDE #11 - STATUS AND
• Let us know what’s happened up until this
• Don’t be afraid to tell us what’s gone right and
what’s gone wrong.
• We know startups pivot – that just means your
• Talk about your progress and tell us about any
• Tell us what your customers are saying.
SLIDE #12 CLOSING SLIDE
• Contact Information.
(Always end with your information)
QUICK PITCH BONUS
• Here’s a big problem in the
• Here’s an idea for a machine
that I invented to solve that
• Here are the materials I need
to build and grow that
• Here are the people that I need
to put those materials