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some numbers to frame the challenge<br />see 150-200 companies / year but make only 5-6 investments<br />this ratio is worse for investors in large markets (i.e. Valley) <br />you need to cut through the noise<br />
the art of the investor pitch<br />find the right investors to pitch<br />get a warm introduction<br />nail your pitch<br />stay in touch<br />the art of the investor pitch is more about the process than it is about the actual presentation<br />
right investor<br />your start-up needs to match investor’s focus:<br />stage: seed, early, expansion, late<br />sector: e-commerce, media, software,…<br />business model: b2c, b2b<br />geography: only investing close to home?<br />do your research upfront or you will waste everybody’s time<br />
get a warm introduction<br />unsolicited emails have almost no chance – need to get a warm introduction <br />LinkedIn<br />Blog<br />Events<br />executive summary (+ link to product)<br />
nail your pitch<br />pitch yourself not the idea<br />product demo<br />focus on high-level concept<br />investor deck of max 10 slides<br />
avoid<br />ask investor to sign a NDA<br />go through detailed business plan / financial models <br />schedule meetings for longer than 30 minutes<br />
investor deck<br />problem you are solving (+ product demo)<br />vision<br />team<br />market<br />distribution<br />ask<br />
pitch yourself<br />start-ups are about the founders, not necessarily the ideas<br />ideas change<br />don’t focus on schools attended / companies worked for but what you have built<br />examples: created a non-for profit organization, coded a Facebook game, published a student newspaper<br />
size market using narratives<br />investors are interested in big opportunities<br />size market using narratives, not numbers<br />examples:<br />social sharing (and hence noise) is increasing dramatically so curation and filtering will become more important<br />mobile devices are becoming powerful enough to replace laptops for most tasks and will unleash a flood of new applications and business models<br />
stay in touch<br />unless you are a serial entrepreneur, investor will need time to get comfortable with you<br />listen, refine, show progress<br />“it is like dating before getting married”<br />