This presentation was used by Rajesh Nair at Headstart Startup Saturday Kochi on May 9th 2015. The topic for this particular meet is to let the members of the upcoming startups know the basics of pitching their ideas forth. In every startup, presenting yourself the first time to the investor is one of the most important steps in the whole run. A good pitching will require you to persuade the investors and people that you are the most capable person to lead. You will also require to generate the interest in the investors and customers in your startup.

1. Pitching your business idea
May 9th , 2015

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Broad themes
► The Idea
► Structuring your idea
► Common pitfalls in your pitch

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Introduction – starting up
► The excitement of an idea
► Hunger to make a difference
► Idea to enterprise
► Execution of the idea
► Access to funds
► Setting up
► Euphoria at the market place

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Introduction – starting up
What got
you here
will not
take you
there …

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The business model

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Customer Segments
► Mass Market
► Niche Market
► Segmented
► Diversified

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Value propositions
► Newness
► Performance
► Customization
► Design Brand
► Price
► Accessibility
► Usability

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Channels
► How are we reaching our customer segments
today ?
► How are the channels integrated ?
► Which ones work best ?
► Which are the most cost efficient ?
► How are we aligning to the customer routines ?

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Customer relationships
► One to one assistance
► Self service
► Automated services
► Communities
► Co-creation

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Revenue Streams
► Asset sale
► Usage fee
► Subscription fees
► Lending / leasing / renting
► Licensing
► Brokerage
► Advertising
Fixed
Dynamic

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Key resources
► Physical
► Intellectual
► Human
► Financial

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Key Activities
► Production
► Problem solving
► Platform / Network

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Key Partnerships
► Optimization and economies of scale
► Reduction of risk and anxiety
► Acquisition of particular resources and activities

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Cost Structure
► Approaches
► Cost driven
► Value Driven
► Characteristics
► Fixed costs
► Variable Costs
► Economies of scale
► Economies of scope

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Understanding patterns
► Customer relationship businesses
► Product Innovation businesses
► Infrastructure business
Each type has a different
► Economics
► Competitive landscape
► Cultural imperative

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Shifting focus areas
► Innovation to execution
► Individual focus to team building
► Aspiring to inspiring
► Creativity to work structures
► Revenue to revenue management
► Top line to bottom line

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Some common pitfalls
► Relationship Decisions
► Role decisions
► Reward Decisions

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Leadership roles
► Organization strategist
► Human Capital developer
► Talent Manager
► Organizational executor
► Orchestra Conductor

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When do we stop innovating ?
► Initial years
► Break out ideas
► What need is being addressed ?
► Later years
► Operational Efficiency
► Scale up pressure
► Focus shift from art of discovery to science of discovery

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When do we stop innovating?
► Exploration to Efficiency
► Losing autonomy to rules
► Shift to short term viability
► Process becomes the driver
► Work becomes progress and not perfection
► How do I instill structure ?

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Organizational systems and processes –
Organisation structure
► Work delegation
► Participation and team work
► Career planning
► Leadership Pipeline model

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Organizational systems and processes –
Performance management systems

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Organizational systems and processes –
Rewards and recognition
► Compensation philosophy
► Fixed Vs variable
► Transparent systems
► Incentivize competencies
► Reinforce behaviors
► Competency frameworks

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Organizational systems and processes –
Increased standardisation of processes
► Standard operating procedures
► Accounts and finance
► Market facing functions
► Internal Efficiencies

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What do the VCs and Angels say ?
► Vision
► Passion
► Focus
► Integrity
► Keenness to learn

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rajesh.nair@in.ey.com

27. Thank you