This deck is for an annual presentation to the New Ventures BC contestants on what to include in the investor pitch, the critical step in the competition. This covers some thoughts on how to focus the message, how to communicate clearly and what slides to include. The video of the presentation is also available on the newventuresbc.com site.

1. Perfecting Your Pitch Presentation begins at 6pm David Shore DShore@StirlingMercantile.com 604 484-0070 x 2001 davidshore

2. ?

3. WIN

4. COMMUNICATION

6. PRESENTATION

8. About Stirling Mercantile M&A ADVISORY Sage advice in times of need or growth opportunity EXPANSION CAPITAL Multiple industry experienceSeasoned corporate financiers M&A Advisory DIVESTITURES Corporate financier involvementcan improve price, simplify process ExpansionCapital Divestitures EARLY-STAGE FINANCING Full-service approach throughout processAligned interests likely to secure funding FairnessOpinions Early-StageFinance FAIRNESS OPINIONS Director comfort & legal protection from independent, expert valuation . - PERFECTING YOUR PITCH -

9. About Stirling Mercantile M&A ADVISORY Sage advice in times of need or growth opportunity EXPANSION CAPITAL Multiple industry experienceSeasoned corporate financiers M&A Advisory DIVESTITURES Corporate financier involvementcan improve price, simplify process ExpansionCapital Divestitures EARLY-STAGE FINANCING Full-service approach throughout processAligned interests likely to secure funding FairnessOpinions Early-StageFinance FAIRNESS OPINIONS Director comfort & legal protection from independent, expert valuation . - PERFECTING YOUR PITCH -

10. Early - Stage Financing - PERFECTING YOUR PITCH -

12. COMMUNICATION

13. Textual Presentations - PERFECTING YOUR PITCH -

14. Graphic Presentations - PERFECTING YOUR PITCH -

15. Textual Presentations

16. Graphical Presentations

17. Graphical Presentations

18. Pricing : A Science and an Art The Secrets of Superb Public Speaking – John Miers 2009 - PERFECTING YOUR PITCH -

19. What was the title of the previous slide? Keep the answer to yourself for a sec… - PERFECTING YOUR PITCH -

20. Pricing : A Science and an Art The Secrets of Superb Public Speaking – John Miers 2009 - PERFECTING YOUR PITCH -

21. Seating Both Sides of the Table - PERFECTING YOUR PITCH -

22. Eye Contact - PERFECTING YOUR PITCH -

23. Demo - PERFECTING YOUR PITCH -

26. Tell Me What You Do Describe the problem you solve. “We sell [hardware/software] that helps [our target market] to [save money or make money]” - PERFECTING YOUR PITCH -

27. Tell Me What You Do - PERFECTING YOUR PITCH -

29. PRESENTATION

30. Slides 10 seconds to 2 minutes each - PERFECTING YOUR PITCH -

31. Presentation to: Date and time 1

32. Snapshot $2m for an active board seat 2

34. Former ABC, XYZ

35. Jim, CTO, Founder

36. Former ABC, PQR

37. VP Marketing

38. Identified

39. David, Board Member

40. DEF, PQR. 3

41. Industry Problem Revenue is dropping Expenses are rising Customers are leaving 4

42. Our Solution “This should save us $100 per employee per year” Mr. Big, CEO of Target Customer 5

43. Addressable Market $XXm $XXXm $Xb Overall 6

44. Demo

45. Competitive Position Speed Big Old Co Comp Nimble Co Comp Functionality 7

46. Sales and Marketing Strategy Pricing strategy Target markets Channels or partners Current funnel 8

47. Road Map Funding Roadmap IP Roadmap Series B >$10m Expan-sion Full Launch Beta, one sector Series A $4m Alpha Seed, Angel $1.2m Design $0.3m F, F & E Year 1 2 3 4 5 Mainstream Growth Exit Revenue RoadMap Crossing the Chasm Early Adopters today 11

48. Projections 9

49. Projections 10

51. Market opp

52. Timing13

54. Development Roadmap

55. Market Segments

56. Use Case – Primary Markets

57. Use Case – Secondary Markets

58. SWAT Analysis

59. Positioning Detail

60. Channel Detail

61. Pricing Detail

62. Market Trends

63. Tech Trends

64. Proforma HR

65. Cap Table

66. Uses of Capital14

68. Answer open questions and tasks

69. Lead into next steps - PERFECTING YOUR PITCH -

70. Avoid Saying… ‘Our projections are conservative’ ‘We have no competition’ ‘We have a first mover advantage’ ‘We only need to capture x% of the market share’ . . D - PERFECTING YOUR PITCH -

73. COMMUNICATION

74. PRESENTATION

75. WIN

76. Thanks This is on http://www.slideshare.net/davidshore and www.newventuresbc.com for future reference - PERFECTING YOUR PITCH -

77. Tell Me What You Do Describe the problem you solve. “We sell [hardware/software] that helps [our target market] to [save money or make money]” - PERFECTING YOUR PITCH -