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Creating an Effective Investment Pitch presented by Tuyen Hoang

Huong Vu
Huong Vu
Huong VuBusiness Development Officer at Clickable Vietnam

MIST tourism startup accelerator 2017

Creating an Effective Investment Pitch presented by Tuyen Hoang

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entrepreneur [ahn-truh-pruh-nur, -noo r] noun
- a person who organizes and manages any enterprise, especially a business,
usually with considerable initiative and risk
intrepid [in-trep-id] adj.
- characterized by resolute fearlessness, fortitude, and endurance
entrepid Advisors
Project MIST - Startup Bootcamp
Investment Pitch
Investor presentation
entrepid Advisors
• Proposal that highlights
investment opportunity
• Contains highlights from
business plan
• Focused on fund raising
• Add visuals to tell the story,
e.g. pictures, diagrams, charts,
graphs and exhibits
• Understand audience to
adapt/tailor messaging
Populating your deck
entrepid Advisors
• Typical structure
- Summary/description
- Opportunity identification: Problem/solution, Product/service, TAM
- Competition
- Milestone and achievements to show traction
- Marketing and growth strategy
- Business model: revenue sources, pricing strategy, high level numbers
- Financial summary and projections
- Management team
- Investment ask
Introduction
entrepid Advisors
• Who are you? What is
your business?
• Summarizes main value
proposition (highlights
USP)
Throw in visuals
entrepid Advisors
35%
20%
10%
7%
7%
6%
5%
4%
3% 3%
China Korea
Japan USA
Taiwan Russia
Malaysia Australia
Thailand Singapore
Top 10 International visitors by countries - 2016

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Creating an Effective Investment Pitch presented by Tuyen Hoang

  • 1. entrepreneur [ahn-truh-pruh-nur, -noo r] noun - a person who organizes and manages any enterprise, especially a business, usually with considerable initiative and risk intrepid [in-trep-id] adj. - characterized by resolute fearlessness, fortitude, and endurance entrepid Advisors Project MIST - Startup Bootcamp
  • 3. Investor presentation entrepid Advisors • Proposal that highlights investment opportunity • Contains highlights from business plan • Focused on fund raising • Add visuals to tell the story, e.g. pictures, diagrams, charts, graphs and exhibits • Understand audience to adapt/tailor messaging
  • 4. Populating your deck entrepid Advisors • Typical structure - Summary/description - Opportunity identification: Problem/solution, Product/service, TAM - Competition - Milestone and achievements to show traction - Marketing and growth strategy - Business model: revenue sources, pricing strategy, high level numbers - Financial summary and projections - Management team - Investment ask
  • 5. Introduction entrepid Advisors • Who are you? What is your business? • Summarizes main value proposition (highlights USP)
  • 6. Throw in visuals entrepid Advisors 35% 20% 10% 7% 7% 6% 5% 4% 3% 3% China Korea Japan USA Taiwan Russia Malaysia Australia Thailand Singapore Top 10 International visitors by countries - 2016
  • 7. • Problem/solution • Product/service offering Market opportunity entrepid Advisors
  • 8. • TAM/SAM/SOM • Can use the target market to summarize investment thesis TAM SAM Market opportunity (cont’d) entrepid Advisors SOM US$10bil US$5bil US$2.5bil
  • 9. Competition entrepid Advisors • Know your market • Comparison matrix • Key competitive advantages
  • 10. Milestones entrepid Advisors • Startup founded • Received $100K equity from 2 co-founders • Launch first version of website • Received 100K visits in first month • Users increase to 2 million • Average daily visit 100K 2012 2013 2014 2015 2016 • Reached sales of $10 million, grew 100% yoy • Launch new service • Received first external funding from angel investor • Raised $5 million from venture capital firm ABC • Signed up 3 major marketing partners
  • 12. • Distribution – networks, channels • LTV, CAC • Hack into growth Marketing and growth strategy entrepid Advisors
  • 13. • Representative customer list, partners, suppliers • Pending contracts Marketing and growth strategy (cont’d) entrepid Advisors
  • 14. Business model and financial summary entrepid Advisors • Revenue sources • Show key assumptions and drivers • Basic financial projections
  • 15. Business model and financial summary (cont’d) entrepid Advisors • Customer Acquisition Costs (CAC) CAC = (Total sales expense per month)/(# customers per month) • Lifetime Value (LTV) LTV = (Monthly revenue)*(Gross Profit%)* (Lifetime Months) • Extrapolate data using combination of local info and historical assumptions in other markets • Find reasonable assumption, track and refine to conform to reality • Conversion rates • LTV/CAC
  • 16. Management team entrepid Advisors • List key people • Brief customized bio focused on relevant experience • Execution track record • Why this is the team to back
  • 17. The Ask entrepid Advisors • Why invest? • Previous rounds of financing • Amount looking to raise? • Use of proceeds • Terms 2015 - raised $100K @ $1M valuation Co-founders A, B, C Angel investors: X, Y, Z Website with 100K members Seeking $500K-$1M A round @ $2M valuation Target 1 month closing Investors Use of Proceeds Key hires: Head of Marketing, HR ($100K) Increases by 10 more sales staff, customer support $100K for marketing and advertisement Increase to 500K users by end of year Target sales $1M
  • 18. Key points to remember entrepid Advisors • Pique their interest and get them excited • Not exhaustive, leave them wanting more • You guide, let them connect the dots • Be specific to describe plan to attack market • Be flexible, adapt • Get feedback and refine (review/check deck) • Be prepared and practice • Trust & integrity • Grounded in reality • Track record, experience • Energy and passion • Commitment • Leadership and vision • Growth and scalability