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Business Model Workshop: the Art of the Pitch

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Fourth lecture in a workshop on business model generation and startups. Focuses on how to make a succesful elevator or investor pitch.

Published in: Business, Technology

Business Model Workshop: the Art of the Pitch

  1. 1. Business Model WorkshopThe Art of the Pitch Keith McGreggor Director of VentureLab @ ...
  2. 2. the Elevator Pitch the Investor Pitch+ what VCs look for...
  3. 3. but first...
  4. 4. what is the point of a pitch?
  5. 5. it is NOT to get them to “write a check”
  6. 6. it is this: to be memorable for long enough so that they wantto meet you again
  7. 7. three important points be interesting be clear be relevant
  8. 8. the Elevator Pitch the Investor Pitch
  9. 9. “so, what do you do?”
  10. 10. Start with a strong opening sentence.
  11. 11. My company, _______________, company nameis developing ______________ something to help ________________ someone _____________________ solve some problem with secret sauce _____________________.
  12. 12. Sounds easy enough?
  13. 13. exercise: “so, what do you do?”
  14. 14. My company, _______________, company nameis developing ______________ something be specific to help ________________ someone _____________________ solve some problem with secret sauce _____________________.
  15. 15. My company, _______________, company nameis developing ______________ something avoid jargon to help ________________ someone _____________________ solve some problem with secret sauce _____________________.
  16. 16. My company, _______________, company nameis developing ______________ no adjectives something to help ________________ someone _____________________ solve some problem with secret sauce _____________________.
  17. 17. My company, _______________, company nameis developing ______________ something to help ________________ someone identify them _____________________ solve some problem with secret sauce _____________________.
  18. 18. My company, _______________, company nameis developing ______________ something to help ________________ be very specific someone _____________________ solve some problem with secret sauce _____________________.
  19. 19. My company, _______________, company nameis developing ______________ something to help ________________ someone clarify the buyer _____________________ solve some problem with secret sauce _____________________.
  20. 20. My company, _______________, company nameis developing ______________ something to help ________________ someone _____________________ solve some problem clarify problem with secret sauce _____________________.
  21. 21. My company, _______________, company nameis developing ______________ something to help ________________ someone _____________________ solve some problem hint at revenue with secret sauce _____________________.
  22. 22. My company, _______________, company nameis developing ______________ something to help ________________ someone _____________________ solve some problem with secret sauce _____________________. why different
  23. 23. the Canvas infrastructure offer customers activities relationshipspartners value segments prop. resources channels financial cost structure revenue streams
  24. 24. infrastructure offer customers activities relationship partners value segments prop. resources channel financial cost structure revenue streamsMy company, _______________, company nameis developing ______________ something to help ________________ someone _____________________ solve some problem with secret sauce _____________________.
  25. 25. infrastructure offer customers activities relationship partners value segments prop. resources channel financial cost structure revenue streamsMy company, _______________, company nameis developing ______________ something someone to help ________________ _____________________ solve some problem with secret sauce _____________________.
  26. 26. infrastructure offer customers activities relationship partners value segments prop. resources channel financial cost structure revenue streamsMy company, _______________, company nameis developing ______________ something to help ________________ someone _____________________ solve some problem with secret sauce _____________________.
  27. 27. My company, _______________, company nameis developing ______________ something to help ________________ someone _____________________ solve some problem with secret sauce _____________________.
  28. 28. the Elevator Pitchthe Investor Pitch
  29. 29. raising money your point of view x 40
  30. 30. raising money VC point of view 1000 100business plans 20 due presentations 2 funded diligence
  31. 31. the money timeline $$$ 3-6 months 2-4 months 1-2 months due termhomework pitching legal diligence sheet
  32. 32. about that homework...
  33. 33. why a VC WOULD invest the quality of the team the size of the market the amount of traction
  34. 34. why a VC WOULD investthe quality of the teamthe size of the market infrastructure offer customersthe amount of traction activities relationship partners value segments prop. resources channel financial cost structure revenue streams
  35. 35. why a VC WOULD investthe quality of the teamthe size of the market infrastructure offer customersthe amount of traction activities relationship partners value segments prop. resources channel financial cost structure revenue streams
  36. 36. why a VC WOULD investthe quality of the teamthe size of the market infrastructure offer customersthe amount of traction activities relationship partners value segments prop. resources channel financial cost structure revenue streams
  37. 37. why a VC WOULD NOT invest the quality of the team the size of the market the amount of traction
  38. 38. why a VC WOULD NOT invest hair on the dealthe quality of the team no exit in sightthe size of the market focus of the fundthe amount of traction who else is in their own expertise
  39. 39. you control you cannot control* hair on the dealthe quality of the team no exit in sightthe size of the market focus of the fundthe amount of traction who else is in their own expertise
  40. 40. some principles
  41. 41. FEW words, BIG fonts, LESS complexity,and LOTS of pictures.
  42. 42. 30+ point fonts
  43. 43. This text is 12 point This text is 14 point This text is 16 point This text is 18 point This text is 20 point This text is 22 point This text is 24 point This text is 28 point This text is 30 point This text is 34 point This text is 38 point This text is 42 point This text is 48 point This text is 54 pointThis text is 60 point
  44. 44. Reading is BAD
  45. 45. Critically important slide• Even though this slide is using a 30 point font, the challenge with this glorious slide is that it is too wordy.• People who create slides tend to put every word that they are going to say on their slides. Although this does eliminate the need for you to memorize your talk, ultimately this makes your slides look crowded, wordy, and boring.• Remember, people can read far faster than you can talk, a typical ratio of at least 10 to 1. So, by the time you’ve bothered saying this out loud, your audience has finished reading it and has gone from paying rapt attention to you to checking their email, browsing Reddit, and updating their Facebook with a status about the most ridiculous meeting they’ve ever been trapped in and how they need a bingo call from somebody - anybody - to help them escape from what’s sure to be a continual onslaught of poorly conceived slides such as this.
  46. 46. keep it SHORT
  47. 47. 20 minutes
  48. 48. think of what you areSAYING + DOING
  49. 49. people listen to 7% of what you SAYpeople watch to 52% of what you DO
  50. 50. the Baker’s Dozen
  51. 51. Title Team OverviewProblem Solution Value SecretsAdvantage Strategy ModelProjections Requirements Closer
  52. 52. Title Team OverviewProblem Solution Value SecretsAdvantage Strategy ModelProjections Requirements Closer infrastructure offer customers activities relationship partners value segments prop. resources channel financial cost structure revenue streams
  53. 53. Title Team OverviewProblem Solution Value SecretsAdvantage Strategy ModelProjections Requirements Closer infrastructure offer customers activities relationship partners value segments prop. resources channel financial cost structure revenue streams
  54. 54. Title Team OverviewProblem Solution Value SecretsAdvantage Strategy ModelProjections Requirements Closer infrastructure offer customers activities relationship partners value segments prop. resources channel financial cost structure revenue streams
  55. 55. Title Team OverviewProblem Solution Value SecretsAdvantage Strategy ModelProjections Requirements Closer infrastructure offer customers activities relationship partners value segments prop. resources channel financial cost structure revenue streams
  56. 56. Title Team OverviewProblem Solution Value SecretsAdvantage Strategy ModelProjections Requirements Closer infrastructure offer customers activities relationship partners value segments prop. resources channel financial cost structure revenue streams
  57. 57. Title Team OverviewProblem Solution Value SecretsAdvantage Strategy ModelProjections Requirements Closer infrastructure offer customers activities relationship partners value segments prop. resources channel financial cost structure revenue streams
  58. 58. Title Team OverviewProblem Solution Value SecretsAdvantage Strategy ModelProjections Requirements Closer infrastructure offer customers activities relationship partners value segments prop. resources channel financial cost structure revenue streams
  59. 59. Title Team OverviewProblem Solution Value SecretsAdvantage Strategy ModelProjections Requirements Closer infrastructure offer customers activities relationship partners value segments prop. resources channel financial cost structure revenue streams
  60. 60. Title Team Overview Problem Solution Value Secrets Advantage Strategy Model Projections Requirements Closer infrastructure offer customers activities relationship partners value segments prop. resources channel CAC << LTVCOST < REVENUE cost structure financial revenue streams
  61. 61. Title Team OverviewProblem Solution Value SecretsAdvantage Strategy ModelProjections Requirements Closer infrastructure offer customers activities relationship partners value segments prop. resources channel financial cost structure revenue streams
  62. 62. Title Team Overview Problem Solution Value Secrets Advantage Strategy Model Projections Requirements Closer infrastructure offer customers activities relationshipMy company, _______________, company name partners value segments somethingis developing ______________ prop. to help ________________ someone resources channel solve some problem _____________________ _____________________. with secret sauce financial cost structure revenue streams
  63. 63. Title Team OverviewProblem Solution Value SecretsAdvantage Strategy ModelProjections Requirements Closer
  64. 64. for further reference ...
  65. 65. Q &A
  66. 66. 75 Fifth St NW, Suite 202, Atlanta GA 30308venturelab.gatech.edu@venturelab / @keithmcgreggorkeith@venturelab.gatech.edu

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