SlideShare a Scribd company logo
Demo Day Pitch Deck 101
www.chinaccelerator.com
By: Todd Embley, Program Director
@
The goal is to get a
meeting, not a cheque!
Not that you could anyway. Remember that even after
an investor shows interest, there is a 3-month (at
minimum) laborious due diligence dance that follows
before you will see a dime in your bank account!
Remember: picture the audience naked!
Stop worrying about what
they’ll think, and start
focusing on what they’ll feel.
Hopefully with enough good counsel (and this amazing
outline) you’ll be able to formulate a decent deck. What
will be far more difficult is selling the drive & passion
your team has that will inspire investor confidence!
I’d rather have an A team working on a B idea
than a B team working on an A idea.
Your single, solitary
goal is to get that first
meeting. Nothing else
matters.
Now just one more piece of advice ……
Do not start with your name.
Do not start with the name of
your company. Why?
Let’s give them a reason to care first.
BECAUSE NOBODY
GIVES A SHIT. YET.
From the minute you walk on
stage the audience starts
losing interest…fast.
It’s your job to bring that interest back with
the first thing you say, so dispense with the
pleasantries and shock/appall/pique them
any way you can.
Great ideas are like assholes. Everyone’s got one.
Slide 1: Problem Statement
50% of what the investor will feel will be derived
from this slide and the way you present it. Clearly
define the problem you are trying to solve and
weave within that definition your passion to solve
it.
Investor takeaway: industry your innovating in, how passionate
you are about solving this problem.
Slide 2: Market Size
Now that the problem we’re trying to solve is
clear, let’s intelligently (and honestly!) discuss
just how big a problem it is, to whom, and where
it’s trending (better/worse). Be accurate and
precise; no XX Billion bullshit numbers.
Investor takeaway: How much money can this solution
potentially make and from whom, where.
Slides 3-6ish: Solution
Finally. You’ve teased them long enough, let’s talk turkey.
Investor takeaway: How ingenious is this solution
compared to the other shit they’ve seen.
1. The basic, most important feature that the solution
provides.
2. Why you chose this solution (with all the data, pivots
and learnings that let to it)
3. Your product demo video. Talk over it (no audio) so
you don’t lose your connection with the audience.
4. recap and leave a resonating reminder of the key
innovation/feature.
Slide 7: Team
Why your team is THE team to build this solution. Focus
on all the unfair advantages your team has: dev,
experience, relationships, previous accomplishments etc.
Education is usually not one of them.
Investor takeaway: Who am I getting married to and why.
DO NOT SKIMP ON THIS! One slide per founder. Rest of team on
another, then one more for advisors. Let the audience feel how
much you love them. Never use names when you can use logos.
Note: If the team is completely and utterly badass then put this slide
second-last before the ask.
Slide 8: Go to Market/Customer
Acquisition Strategy
Show off your sales chops here. Talk about how
you are attacking the market and what your basic
strategies are both short and long term.
Investor takeaway: Show you can sell a ketchup
popsicle to an Eskimo wearing white gloves and the
investor will be very forgiving about other shortcomings.
Slide 9: Partners/Key Customers
LOGO PORN!!
If you have signed on some big players then talk about
it. This gives good validation about your product and
ability to sell.
Investor takeaway: Getting just one partner shows hustle
and talent, two things hard to find in founders.
Slide 10: Monetization
OPTIONAL
Two reasons you may want to include this:
1.It’s been a proven difficulty for similar products or
competitors in your space
2.It’s so innovative that it’s potentially a value
proposition of the biz
Investor takeaway: Does the team show an awareness
of what customers will pay and how, and what data is
their strategy based on.
Slide 11: Traction
If there’s a growth hockey stick then let’s show it. If
you’re rate of cus acq is increasing, mention it!
Investor takeaway: Sees exceptional skill at selling or a
well thought-out plan that at least doesn’t suck.
Break it down into:
1.Partnerships
2.Users
3.Revenue
4.Retention/stickiness
Note: if you’re traction is
amazing and only getting
better, think about putting
this as the second-last
slide just before the ask.
Slide 12: Competition
Build a competition matrix or similar graphic that shows
EVERYONE in the space directly or indirectly eating up
market share. Clearly identify the gap where you are
positioned and why the others aren’t there.
Investor takeaway: Do they show expert-level knowledge of their
competitors and everyone’s position in the market.
So far this pitch you should have been weaving in examples of
your industry experience, and this is the slide where you drive
that home.
The investor CANNOT know more than the team presenting. This
is the investor you don’t want to lose because he’s also a domain
expert that can help you strategically.
Slide 13: The Ask
How much you’re looking to raise, what
you’re going to do with it and why.
Investor takeaway: Do they know how much money it will
take to get to the next major milestone?
Get this right. You don’t want an interested investor to not talk to
you because you didn’t put thought into what you were going to
do with their money! You also don’t need to ask for too much,
don’t get greedy. Investors love a crowd so start with a low and
friendly amount, you can always adjust later as you build interest
and momentum.
Slide 14: Contact Info
After all that you need to make
sure everyone knows where to find
you and your product.
Obviously.
Final Thought
Try to weave a very memorable
look/logo/catch phrase/jingle etc.
into your presentation that stays
with the audience. They are sitting
through 8-12 presentations, you
want to be memorable!
Final Thought pt. deux
I don’t think the number of slides you have in
your deck matters. Your only constraint in this
scenario is time not slide count. Each founder
should get a slide each, for example. Keep it
live, interesting and exciting; take them on a
roller coaster ride that ends with them
needing to know more.
FOLLOW US
@Chinaccelerator
China.Axlr8r
CHINA-ACCELERATOR
www.chinaccelerator.com

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Demo Day Pitch Deck 101

  • 1. Demo Day Pitch Deck 101 www.chinaccelerator.com By: Todd Embley, Program Director @
  • 2. The goal is to get a meeting, not a cheque! Not that you could anyway. Remember that even after an investor shows interest, there is a 3-month (at minimum) laborious due diligence dance that follows before you will see a dime in your bank account! Remember: picture the audience naked!
  • 3. Stop worrying about what they’ll think, and start focusing on what they’ll feel. Hopefully with enough good counsel (and this amazing outline) you’ll be able to formulate a decent deck. What will be far more difficult is selling the drive & passion your team has that will inspire investor confidence! I’d rather have an A team working on a B idea than a B team working on an A idea.
  • 4. Your single, solitary goal is to get that first meeting. Nothing else matters. Now just one more piece of advice ……
  • 5. Do not start with your name. Do not start with the name of your company. Why? Let’s give them a reason to care first. BECAUSE NOBODY GIVES A SHIT. YET.
  • 6. From the minute you walk on stage the audience starts losing interest…fast. It’s your job to bring that interest back with the first thing you say, so dispense with the pleasantries and shock/appall/pique them any way you can. Great ideas are like assholes. Everyone’s got one.
  • 7. Slide 1: Problem Statement 50% of what the investor will feel will be derived from this slide and the way you present it. Clearly define the problem you are trying to solve and weave within that definition your passion to solve it. Investor takeaway: industry your innovating in, how passionate you are about solving this problem.
  • 8. Slide 2: Market Size Now that the problem we’re trying to solve is clear, let’s intelligently (and honestly!) discuss just how big a problem it is, to whom, and where it’s trending (better/worse). Be accurate and precise; no XX Billion bullshit numbers. Investor takeaway: How much money can this solution potentially make and from whom, where.
  • 9. Slides 3-6ish: Solution Finally. You’ve teased them long enough, let’s talk turkey. Investor takeaway: How ingenious is this solution compared to the other shit they’ve seen. 1. The basic, most important feature that the solution provides. 2. Why you chose this solution (with all the data, pivots and learnings that let to it) 3. Your product demo video. Talk over it (no audio) so you don’t lose your connection with the audience. 4. recap and leave a resonating reminder of the key innovation/feature.
  • 10. Slide 7: Team Why your team is THE team to build this solution. Focus on all the unfair advantages your team has: dev, experience, relationships, previous accomplishments etc. Education is usually not one of them. Investor takeaway: Who am I getting married to and why. DO NOT SKIMP ON THIS! One slide per founder. Rest of team on another, then one more for advisors. Let the audience feel how much you love them. Never use names when you can use logos. Note: If the team is completely and utterly badass then put this slide second-last before the ask.
  • 11. Slide 8: Go to Market/Customer Acquisition Strategy Show off your sales chops here. Talk about how you are attacking the market and what your basic strategies are both short and long term. Investor takeaway: Show you can sell a ketchup popsicle to an Eskimo wearing white gloves and the investor will be very forgiving about other shortcomings.
  • 12. Slide 9: Partners/Key Customers LOGO PORN!! If you have signed on some big players then talk about it. This gives good validation about your product and ability to sell. Investor takeaway: Getting just one partner shows hustle and talent, two things hard to find in founders.
  • 13. Slide 10: Monetization OPTIONAL Two reasons you may want to include this: 1.It’s been a proven difficulty for similar products or competitors in your space 2.It’s so innovative that it’s potentially a value proposition of the biz Investor takeaway: Does the team show an awareness of what customers will pay and how, and what data is their strategy based on.
  • 14. Slide 11: Traction If there’s a growth hockey stick then let’s show it. If you’re rate of cus acq is increasing, mention it! Investor takeaway: Sees exceptional skill at selling or a well thought-out plan that at least doesn’t suck. Break it down into: 1.Partnerships 2.Users 3.Revenue 4.Retention/stickiness Note: if you’re traction is amazing and only getting better, think about putting this as the second-last slide just before the ask.
  • 15. Slide 12: Competition Build a competition matrix or similar graphic that shows EVERYONE in the space directly or indirectly eating up market share. Clearly identify the gap where you are positioned and why the others aren’t there. Investor takeaway: Do they show expert-level knowledge of their competitors and everyone’s position in the market. So far this pitch you should have been weaving in examples of your industry experience, and this is the slide where you drive that home. The investor CANNOT know more than the team presenting. This is the investor you don’t want to lose because he’s also a domain expert that can help you strategically.
  • 16. Slide 13: The Ask How much you’re looking to raise, what you’re going to do with it and why. Investor takeaway: Do they know how much money it will take to get to the next major milestone? Get this right. You don’t want an interested investor to not talk to you because you didn’t put thought into what you were going to do with their money! You also don’t need to ask for too much, don’t get greedy. Investors love a crowd so start with a low and friendly amount, you can always adjust later as you build interest and momentum.
  • 17. Slide 14: Contact Info After all that you need to make sure everyone knows where to find you and your product. Obviously.
  • 18. Final Thought Try to weave a very memorable look/logo/catch phrase/jingle etc. into your presentation that stays with the audience. They are sitting through 8-12 presentations, you want to be memorable!
  • 19. Final Thought pt. deux I don’t think the number of slides you have in your deck matters. Your only constraint in this scenario is time not slide count. Each founder should get a slide each, for example. Keep it live, interesting and exciting; take them on a roller coaster ride that ends with them needing to know more.