UNSW YEC Competition Presentation 2021

YOUNG ENTREPRENEURS 2021 CASE COMPETITION
Copyright Johan Nasir & Proficeo Consultants Pte Ltd © 2008-2021. All Rights Reserved. For Use in Young Entrepreneurs 2021 Case Competition Only.
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Tips on Ideation and
Creative Problem Solving
for Impact
ASEAN Quick Facts, Ideation Methodology & Pitch Essentials
Presented by
Mohamad Johan Nasir
9th June 2021

Source: https://aseanup.com/asean-infographic-economy-demography/
In 2019, the total population of
all ASEAN states amounted to
an estimated 655.51 million
inhabitants -
https://www.statista.com/statisti
cs/796222/total-population-of-
the-asean-countries
In 2020, the estimated total
GDP of all ASEAN states
amounted to approximately 3.11
trillion U.S. dollars -
https://www.statista.com/statisti
cs/796245/gdp-of-the-asean-
countries/
Each country is unique with 10
different personalities, culturally
different, market behaviour,
strengths and conditions

Source: https://aseanup.com/asean-infographic-economy-demography/
Ideas, innovation and things to consider solutions in light of Covid-19, Supply Chain &
Trade disruptions, political, education, regulations, market maturity & diversity etc.

Source: https://www.aseanstats.org/category/infographic/

Ideation Methodology

Business
Opportunity
Sweet
Spot
(BOSS)
Value Proposition
Business Model
Uniqueness
Product/Solution
BOSS
Problem/Pain
Is the solution a..
• Vitamin
• Pain Killer / Medicine
• Cure
Is the demand because of..
• Need
• Want
• Fear
Is the opportunity..
• Reachable
• Reliable / Regular
• Repeatable / Reoccurring
• Replicable
If the market isn’t large
The problem isn’t hard
The solution isn’t elusive
The rewards not great…
Why be an Entrepreneur
and take the risk?
Is the ocean..
• Green
• Blue
• Red
• Or..

Opportunity Identification Canvas
Significant Problem /
Need /
Want
The Apparent Opportunity
Quality of the Opportunity:
[ ] Attractive
[ ] Durable
[ ] Timely
[ ] Can quantify its significance
Approach: Increase, Simplify,
Shorten, Save, Reduce or
Improve
Your Unique Solution
Quality of your Solution:
[ ] Authentic and/or Unique
[ ] Compelling
[ ] Differentiated
Can you identify untapped
opportunities?
Untapped Opportunities
Created
Robust market, margin and
money making characteristics:
1. Market Value:
>$50m is high, >$25 is medium,
otherwise low
2. Growth Rate:
>20% p.a. high, >10% medium,
otherwise low
3. % Gross Margin:
otherwise low
Free Cash Flow:
4. Generate free cash flow of
>$1m a year is high, >$500k is
medium, otherwise low
5. ROI:
otherwise low
(Potentially) Profitable Venture
(in AUD$)
Quality of your Solution:
[ ] Clear Market Segment
[ ] Validated Attractive Market
[ ] Low Hanging Fruit Customers Note: For workshop purpose only, use
estimates or generic label like High, Medium
or Low

Key
Partners
Key
Activities
Key
Resources
Cost Structure Revenue Streams
Channels
Customer
Segments
Customer
Relationships
Value
Proposition
Created by and Copyright of : Alex Osterwalder
1
2
3
4
5
6
7
8
9

The 9 Building Blocks

The 9 Building Blocks
BMC Cheat Sheet: https://drive.google.com/file/d/1D-lY4hu0LfgBSwWQaJwSTh2m7j0nSWSS/view?usp=sharing

2. Value
Proposition
4. Customer
Relationship
1. Customer
Segments
3. Channels
1
2
3
4

Definition of Customer Segmentation:
“The process of further segmenting groups of customers into identifiable targets with similar
problems and needs”
Specific Example:
Banks > Regional banks > Regional Consumer banks > Regional consumer banks with focus on
mortgages (RCMB) > RCMB with operations in SEA > RCMBs with operations in 5 main SEA nations
> RCMBs with HQ in Malaysia or Singapore …. etc
Tips: Use the 80:20 Rule to determine who is the most valuable segment.
Market Share or Profit Margin driven?
Is there a right & validated Product Market Fit (PMF)?
Which specific segment is most easiest, fastest, abundant, lucrative
& obtainable to convert?

Tips: What value do we deliver to the customers?
Which one of our customers problems are we helping to solve?
Which customer needs are we satisfying from their (not yours!) perspective?
What bundles of products and services are we offering to each Customer Segment?
Does the Value Proposition change for different Customer Segments?
Values may be quantitative (e.g. price, speed of service) or
qualitative (e.g. design, customer experience)
It’s what value the customer feels they get
and not what you think you are giving.

Tips: Through which appropriate customer channel can we
deliver our products/services to them?
How do we get to them now?
How can these channels be integrated?
Which channel is the most appropriate or cost efficient?
How do we integrate it with customer routines?
What channel are used at every stage of the customer journey to deliver value?
Online
• Websites
• E-Commerce
• SEO/SEM
• Blogs
• Email Marketing
• Online / Social
Media
• Chatbot
Direct
• Sales Force
• Web Sales
• Own Stores
• Kiosks
• Distribution
• Marketing
Communications
Indirect
• Partners
• Strategic Alliances
• Partner Stores
• Wholesalers
• Affiliate marketing
• Resellers
• Stockist / Agents
• Dropship

Tips: How can I build a great relationship with my clients?
Could it be automated or require face-to-face interaction with the customer?
How do my competitors build their relationships and can I do it better?
Which way is the most effective way to establish this relationship?
How do my customers want me to do it?
Have I talked to them about this? Validated?.
Are they the same, in every market?
Can it be standardized or is an adjustment needed?
How is this maintained at every stage of the funnel,
from customer lead generation, through sales processes,
fulfilment, after sales, up selling?

Investment Readiness Levels
Source: https://steveblank.com/2014/07/01/how-investors-make-better-decisions-the-investment-readiness-level/

Mini Business Model Canvas
cc
Company Name Date Version
Channels
Value Proposition Customer Relationship Customer Segment
Copyright & Developed by: Alex Osterwalder
www.businessmodelgeneration.com
Customer Groups represent separate segments if:
Their needs require and justify different offers
They are achieved through different Distribution Channels
They need different types of relationships
They have significant and distinct advantages
They are willing to pay for various aspects of the value or offer
Tip: Use a different Canvas for each defined Customer Segment
What value do we deliver to customers from their perspective and not yours?
What needs do we satisfy for customers?
What are the problems of our customers that we help to solve?
What product and service packages do we offer for each Customer Segment?
Customer Relationships are driven by the following motivations:
Customer Acquisition
Customer Retention
Increase & Repeat Sales
Channels serve several functions, including:
Raise awareness of the company's products and services
Help customers evaluate a company's offerings
Allows customers to purchase specialized products and services
Delivering Offer & Value to customers
Provide pre to post purchase support to customers in sales cycle & funnel
Download: https://drive.google.com/file/d/1goirqaz6dn8RMyb15KPBYCDoNC204xvd/view?usp=sharing

Startup Model Canvas
cc
Company Name Date Version
Copyright & Adapted from: Alex Osterwalder
Channels
Problem / Pain Solution & Feasibility Factors
Key Metrics
Customer Segments
Unfair Advantage
Unique Value Proposition

Problem / Pain
To discuss in groups over a given topic
The Problem Pain of the Subject Matter Area
Solution
Practical Solutions or Example Ideas
Title
The given topic title for group discussion
Partners / Funders / Resources
List out anyone, collaborators or resources required for this
solution to work
Implementers / Actions
List out executors and their key actions required for this
solution to work
Lead Partner
The stakeholder that will lead and driving this initiative
execution
Contact Point
The person or team members who will lead
this idea and proposal
Conclusions / Notes / Target KPI’s / Metrics
Additional supporting / validating information
How will you measure the solution success?
Cost or time savings, efficiency numbers,
opportunities?
Ideation Presentation Canvas
Company / Team Canvas Name Date Version
cc Copyright & Developed By : Johan Nasir

The Innovator’s Canvas
Key Resources Metric That Matters
Stage 1. Empathy & burning pain discovery:
Primary Objective – The Why, When, What,
Where, Who and How
Customer Relationships Customer Segment
Stage 2. Problem – solution fit:
Stage 3. Product – market fit:
Value Proposition
Stage 4. The metric for scaling:
Key Partners Unfair Advantage
Products
&
Services
Gain Creators Channels Gains
Job
to
be
Done
Pain Killers Pains
Further Reading:
1. https://drive.google.com/file/d/1foEmHIHlAFyiIsTpZf88HcMWtR27GTRf/view?usp=sharing,
2. https://s3.us-east-2.amazonaws.com/jakenielsonicm/Free+Mini+Course/Intro+to+The+Innovators+Canvas.pdf,
3. https://drive.google.com/file/d/1j5E1EbZeZEPq_Z2K5NYpFvTKDa3SK66r/view?usp=sharing

Pitch Essentials

Click & watch the video here..
https://drive.google.com/file/d/1V59OIF
gqC4rONeRS3R0FScRSmHiULRXV/vie
w?usp=sharing

Anatomy of a Pitch – What’s Going on in the Listener’s Mind!
The Head: Quantitative Numbers,
Logic, Facts, Validation, Metrics,
Financials, Common Sense…
The Heart: Qualitative, Story,
Passion, Reasoning, Love,
Emotional, Experience,
Conviction…
The Gut: Instinct, Believability,
Trust, Package, Opportunity,
X-Factor, Final Decision
Maker…
40%
40%
20%
The Deck: Details, Format, Flow,
Accuracy, Grammar, Illustrations,
Clarity, Depth, Speaks for itself…
The Presentation: Script, Body
Language, Tone, Appearance,
Sharp, Smoothness, Charm,
Suspense & Excitement…
The Grilling: Confidence,
Pressure, Capability, Knowledge,
Preparedness, Strategic,
Convincing, Street Smartness…
40%
40%
20%

Order and
Slides
depending on
the audience.

Objective
• To present the team’s potential and not just about the product/solution.
• To know who you are presenting to and control the outcome for you.
• To let them see why they should support you and not someone else.
• To be professional in carrying your team’s image & future proudly.
• To be confident in being the leader of your idea and inspiring the audience to want to
do business with you.
• Know the objective of the competition and scoring areas to get maximum results.

Tips
• Less Text! Don’t write long sentences. Short statements & bullet points.
• Use text and combine with pictures charts, tables, diagrams to show relationships or
features. Cite all references. Let the slides talk for you.
• Use a consistent and standard fonts. Fancy fonts might not appear correctly on
another computer. Check Grammar & Spelling!
• Do not put Video’s & animations! If really necessary, put at the end after Thank You
slide.
• Keep the number of slides to 10 – 12 pages max. If cluttered, continue on another
slide.
• Use a consistent, clean background template with small logo on all slides.
Practice presenting and time yourself. Confidence is key.

Cover Slide
Idea / Product / Brand :
Team / Company Name :
Presented By:
Date:
Version:
Tips: Use an interesting background picture!
Do not waste time here.
Do not give a printed copy of the presentation to the panel before presenting!
1 slide (5 seconds)

Primary Objective Statement
• It’s not a outdated whimsical Mission Vision statement.
• It’s a concise summary statement that encapsulates your entire idea with both
qualitative objective backed up by quantitative metrics without mentioning money.
• It covers the “Why, Who, What, Where, When and How” in 1-2 sentences.
• Example: To make Grab the No.1 private car & taxi app in South East Asia, starting
with Malaysia with 5,000 drivers, signed up through fleets in 12 months.
Who
Why When
What Where
How
1 slide (25 seconds)

Product / Idea / Problem / Solution
• Explain Your Product or Idea and its Value Proposition.
• What is the customer problem or pain or unmet need? Have you validated this and
done your own market study?
• Which Industry & Area are you addressing? Why you?
• How big is this problem? How big is the opportunity? Is this space being disrupted?
• What is the solution, innovation & story? What are you proposing? What is unique,
different or exciting about it?
• Solution, Tech, Flow Chart, keep it short!
• Tip: Relate / Analogy or association to something already existing.
1-2 slides (1.5 minutes)

Market Size / Customer
• Market Demographics & Customer Segment – Viability? How Big Market Size?
Prioritization? Business Opportunity? Total Addressable Market (TAM) ->
Serviceable Addressable Market (SAM) -> Serviceable Obtainable Market Size
(SOM) -> Percentage targeted out of SOM (Numbers & Market Size).
Traction, Impact, Research & Feasibility Data or Infographics.
• What is the go to market strategy? Are the customers B2C and/or B2B or others?
Who are you targeting or have approached? What have potential clients said? What
kind of partners or other stakeholders will you need for this? What’s in it for them?
• Why these specific customer segments? Will they give you the necessary early
growth needed to build your capital and customer base? Which segment gives you
the top 20% of customers that generate 80% of your profits/revenue?

Market Size / Target Customer (continued)
• How are they being acquired? What is the projected rate of growth? What
acquisition and distribution channels are you using? What is the Customer
Acquisition Cost (CAC)? Can this cost be reduced?
• Is this scalable? What’s the growth strategy?
• What stage are you in the current timeline? Is it still in development or have you
commercialized?
• Tips: Use charts or diagrams to illustrate where possible.
You don’t have to verbalize everything.
Pick 1-2 key points and let the slides do the rest.

Competitor Analysis / Benchmarking
• How are you benchmarked against other competitors?
• What are the barriers to entry?
• How will you overcome their threat and defend your positioning? What kind of
market share and company value do they have?
• What benefits do people get from you than doing business with your competitor?
• What strength and weaknesses do you have against your competitors? Be honest!
• What are 3 challenges you foresee or anticipate and the strategy of how will you
overcome them? How do you plan to address this?
• What are major institutional gaps in the industry that are on the horizon? Is there any
issues with laws and regulations, government, macro market conditions that will
affect your growth?
• Tip: Use a comparison table to compare competitors.
1 slide (1 minute)

Business Model
• What’s the business model? How does the idea make money or charge?
• Is there an alternative or ancillary business model?
• Why this pricing model? How does it compare to your competitor’s offerings?
• How are you measuring the success of this business model? What kind of margins?
• Is it Regular, Repeatable, Reoccurring, Replicable? Feasible? Evidence?
• Are there other parties that are taking a cut or margin out of this business model? Is
anything outsourced to a third party? How much?
• Optional: Sustainability Calculation, Formula’s, Eco Impact (SDG, Carbon Credit,
Energy Saving, Waste Management)
• Tips: Use the numbers and show the mathematical formula’s (example: customer x
price = revenue) to show potential revenue relationships. Numbers should tally with
market size slide SOM data.
Show diagram relationships of cash inflow and cash outflow
1 slide (1 minute)

Financial Projections
• Have you listed your revenue, costs, COGS, ADEX, profit, EBITDA, taxation rates,
ratio’s, rate of growth, forecasted projections? Revenue YoY % Growth
• What is the cash flow situation? Are you profitable or running at a loss? When do
you break even? What is the burn rate? How long before you run out of funds?
• What debts or liabilities does the company have or need?
• What nett or gross margins do you make per transaction?
• What assumptions have you made in your numbers and projections? How did you
model your projections?
• Tips: Simple Table or Bar Charts, no complicated detailed Excels!
Any additional Metrics and Numbers to show your performance so far (Traction,
Revenues, Subscribers, Downloads, Paid Customers, Units per Month, etc). Best to
show as a dashboard, tiles or Infographics style. What makes your dry numbers
data look great in charts?

Needs from Investors / Panellist / Judges
• Why should you win or get this investment? What’s the opportunity? Justify!
• What do you want? Ask! Funding? Strategic Partner? Grants? Sponsorship?
Venture Debt? Investments? Market Access? Expansion? Partnerships?
• What’s in it for them? What’s the Offer! Equity, Loan, Royalties, Dividends? How
much shares and at what valuation? Specify the Investment Opportunity & Critical
Success Factors? What are the assumptions on the valuation figures?
• Quantum, Timeline, Phases, Potential ROI, Runaway, Milestones. When do you
need the funds? Where, what and how is the funds being utilized?
• How much sweat capital have you personally invested so far?

Needs from Investors / Panellist / Judges
• What gaps do you need closed to move forward? Is it to improve cash flow,
customer acquisition, manpower, scaling, improve efficiency and operations,
automation and digitization, inventory purchase orders, marketing and sales, reduce
costs and improve margins, increase quality of offerings, development, market
access and expansion?
• Exit Strategy? Buy Out’s, Divestments, Returns, Future Rounds?
• How long will this additional funds last runaway wise?
• If exporting or going global, identify 2 countries you plan to penetrate into, who are
your customer targets there and what marketing activities you need to do there to
acquire them as customers?
1 slide (1.5 minutes)

Team
• Who are the founders & key management team?
• What is their experience and track record?
• What skillsets are lacking in your current team?
• How big is the whole team?
• Will you be increasing the team if you receive any funding?
• Do any of the founders, management or team members hold any special shares in
the company?
• Tips: Picture of team members and summary of roles and experience.
You don’t need to explain each team member. The panellist can read.
Use a timeline to show your team or company’s journey.
Start Accomplishments Current Short Term Long Term
1 slide (30 seconds)

Thank You
• What is the single, most important message that you want the listener to remember
from your presentation? Present that message here.
• Name of Company, Team, Project, Idea etc.
• What is the current company structure? Where is the company incorporated?
• Contact Points: Mobile, Email, Social Media, Website, Address, eCommerce etc.
• Use Company Logo, Icons for Contact Points & Nice Uplifting Background Picture.
• Tips: Use a bright contrasting colour slide here that is different than previous slides.
After you present the Thank You slide, Minimize slide to thumbnail view to show
Appendix slide thumbnails or purposely click to the next slide by accident to flash
other stuff (max 5-10 slides) but say nothing and pretend it was an accident and go
back to the Thank You slide for the Q&A. This lets them see you have more info and
will ask questions that you already have a ready slides to answer preparedly.

Appendix
• History, Team Profiles, Track Record, Achievements, Awards, Certifications,
Testimonials, Media Coverage etc
• Customer List or Persona’s
• Additional Product Info, Product Screenshots, Tech, Features List, Demo Video
• Supporting Market Research Data, Infographics, Articles, Financial or Valuation Data
• Business Model Canvas (BMC), SWOT Anaylsis or other canvasses.
• Are there any IP’s to the solution? Who owns it? Is there any value to it? Can you
monetize from it?
• Regulatory Issue or Opportunities
• FAQ’s, Executive Summary
• Tip: Use these slides to control Q&A segment.

The Soft Stuff
• Vocal Control, Emotion & Passion, Body Language & Personal Grooming
• Slide Appearance Projector Friendly. Careful with colours. Test on projectors to
make sure it appears correctly.
• Support problem statement points with validated references from other people
• The Emotional Story, What is driving this product or business journey.. Why are you
pouring your heart out and doing this despite all the risks?
• You represent your team, you present well, it shows and gives the panel confidence
to engage you further.
• Create a situation for them to be interested in your pitch. You don’t have to reveal
everything. Leave room to ask questions but control what those questions could be
and know the answer. Tease, attract and engage.

Thank You and Good Luck!
Questions?

UNSW YEC Competition Presentation 2021

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