IRP Pitch Deck Highlights & Template

(c) 2018. Proficeo Consultants Sdn Bhd. All Rights Reserved
Many issues were highlighted by
panelists.
This is a summary of what needs to
be fixed
IRP Highlights of Checkpoint Sessions
& How to Improve Your Decks

1.  Face your audience, look them in the
eye. Never show them your back.
2.  No reading – no notes, no papers, no
cards (you must know everything about
your pitch deck & your business)
3.  Talk slowly & clearly. If you have to talk
fast & rush then you have too much
content or too many slides. Reduce it!
4.  Don’t read the slide content. Its only
there as a guide for the audience
5.  Practice, practice, practice & practice
some more.
Your Presentation Skills

1.  First slide, DESCRIBE the business of the Co. in
one simple sentence so they get what you do.
2.  Flow - not smooth, all over the place (e.g. revenue
model, then team, then Unit Economics.) Slides
must be grouped together in themes (Business
model, Revenue, Unit Economics OR Problem,
Solution, Product).
3.  Slides have too many words, graphs, charts. Makes
the audience read the deck & miss out on your
presentation. Your deck is not a teaching tool, so
minimise words.
4.  Have screenshots of the product/service. If physical
product bring some along like cosmetics, etc. But
don’t let it distract the audience.
5.  Have a demo ready. Don’t show during
presentation but at Q&A, if asked then show
demo. Must not be longer than 3 mins.
Screenshots in a proper flow will be good enough.
6.  Beautify your deck, make it look gorgeous. A
wordy deck that looks so 90’s shows you don’t care
The Deck

1.  There is no story. Nothing to excite the
audience.
2.  It was not memorable
3.  It’s all about, “I have done this & that and
these are my numbers … yawn)
4.  Where is the BIG vision? What are your
big goals?
5.  What is so great about the Co?
6.  What is so great about your achievement?
7.  Why should the investor give you a 2nd
appt?
8.  It’s not about telling them everything.
Excite the investor, create some intrigue.
about the Co or business. Just enough to
get their interest & the 2nd appt.
9.  Demo Day is just to get you a 2nd appt. If
you don’t excite & interest them you’ll
never get to see them ever again.
No Story, No Oomph
Make your Demo Day pitch memorable
https://www.youtube.com/watch?
v=7u0cKqRPYhY

Its not just the present but the future, what the big
opportunity for the future is!
1.  Don’t just talk about what you have done/doing,
but what you want to do in the next 6 – 24 months.
2.  Talk about what the future of your Co will look like
3.  What you want to achieve in the future
4.  What are you raising money for, what will you
achieve with the money
5.  Not just I want RM2m & this is how I am going to
spend it (tech, ops, people, etc).
6.  But I want RM2m because I want to achieve this &
that. I want to hit 3 times revenue growth, I will
scale into a new country, I want to hire a sales team
that will help me achieve RM6m in sales in 24
months, I want to triple my active user numbers in
12 months etc.
7.  This is what excites investors. Money for growth.
Don’t wait for them to ask, you need to tell them in
your slides
Talk about “What’s next”, not just the “Now”

1.  Be very clear with your valuation & state it clearly.
Don’t be wishy-washy. It doesn’t breed
confidence.
2.  Do it this way:
Funding Request:
RM2m @ a post-money valuation of RM8m for
an equity amount of 25%
3.  Be prepared to justify the valuation, have an
appendix slide to show how you justify the
valuation, what method did you use, what
benchmarks have you made.
4.  If you aren’t raising funding for another 12
months, then state it. Indicate previous funding
amount & valuation and give an indication of
what you will be raising in 12 months time & what
you will achieve with that round
Valuation – The “Ask”

1.  Many have poor or no proper
endings.
2.  The best way to end is to end
strong with a summary of why you
make a great investment.
3.  Show some of your key
achievements or strengths, like
great traction, proven revenue
model, a strong growth story.
4.  Make it memorable, so they
remember you.
5.  Then say thank you & ask for
questions
End with a Summary - “Why us”

Next an example of a pitch deck
Questions? 1

Thanks everyone for making this the
#1 Pitch Deck presentation on SlideShare
pitchdeckcoach.com

The Flow (*Not* a slide in your deck)
1.  Welcome – Your big idea - you have 10 seconds to engage your audience
2.  Problem – The problem you solve and who you solve it for
3.  Solution – Your solution with compelling benefits
4.  Product – Your product and how it works in 3 simple steps
5.  Business Model – How you make money
6.  Traction – Proof that your customers/users love your product
7.  Market – How much money you could make if you dominate your market
8.  Competition – Your competitors and why your product is better than theirs
9.  Growth – How you will acquire and retain customers, profitably and at scale
10.  Financials – How much money you will make in your first 3-5 years
11.  Team – The team that has the experience/expertise to own this opportunity
12.  Funding – How much money you need and what you will do with it
13.  Summary – Huge opp. + Differentiated tech. + Dream team + Strong traction
Flow – the sequencing of slides – may vary based on the extent of your traction and the strength of your team

Gleamr
A On Demand Mobile Auto Valet Service
“Get an affordable, professional auto valet
wherever you are, whenever you want”

Big Opportunity: First mover in RM36B SEA auto valet market
Strong Team: Deep market/technology/execution experience
Sustainable Technology Advantage: First mover App & booking engine
Significant Traction: 1,600 valets/detailers, 16,000 users, RM162K/mth
Seeking RM2M Funding to achieve RM5.6M annual revenue in 2019
Summary 1

Problem 2
Busy consumers lack an easy way to get their car
professionally valet at their home or office
•  No single view of currently available detailers/valets
•  Few reviews to guide selection
•  Little opportunity to negotiate prices
•  Visiting a detailer’s shop takes too much time
Mobile auto detailers spend too much time/money finding
customers when they would rather be detailing cars
•  Spend ~RM12K/year on marketing (National Auto Detail Assoc.)

Solution 3
Gleamr iPhone app and website.
“Get an affordable, professional auto valet
wherever you are, whenever you want”
SAVE
TIME
detailers come
to their home or office
SAVE
MONEY
detailers compete for
their business
GREAT
JOB
detailers work hard for
great reviews
CONSUMERS
SAVE
TIME
less time
chasing customers
MORE
MONEY
more time
detailing cars
GROW
FASTER
great reviews + great
prices = more work
DETAILERS

Product 4
2. COMPARE
REVIEWS & PRICES
1. BROWSE
AVAILABLE DETAILERS
3. SELECT,
BOOK & PAY
Amazing
screenshot
Amazing
screenshot
Amazing
screenshot
•  Option to add tip after job
•  Review required after job
•  Standardized services & prices
•  Detailer can discount (bid) on
the fly based on demand
•  Filter by date/time/
availability/ratings/reviews/
bid

Business Model
How we make money
5
We charge detailers a 15% transaction fee
Gleamr
Job RM75.00
Detailer RM63.75
Gleamr RM11.25
What does it take for Gleamr to be successful?
1.  Sign up more Detailers
2.  Acquire more Users
3.  Do more valet jobs

Traction
Detailers and consumers love our service…
6
Detailers Users Jobs
Gross
Revenue
Gleamr
Revenue
LAUNCH 0 0 0 $0 $0
June 10 100 90 $6,750 $1,013
July 50 500 450 $33,750 $5,063
August 200 2,000 1,800 $135,000 $20,250
Sep 400 4,000 3,600 $270,000 $40,500
Oct 800 8,000 7,200 $540,000 $81,000
Nov 1,600 16,000 14,400 $1,080,000 $162,000
$0
$20,000
$40,000
$60,000
$80,000
$100,000
$120,000
$140,000
$160,000
$180,000
1 2 3 4 5 6
Revenue by Month
Key Metrics

Unit Economics 7
Solid Unit
Economics
Customer Acquisition Cost – RM25
Customer Life Time – 3 years
CLTV - 6 details a year @RM75 per detail,
RM450 / yr, RM1,350 /3 yrs
Gleamr Transaction Fee / 3 years = RM202
LTV = 8 x CAC

Market
Top Down – MY, ID, TH, PH, SG only
8a
RM36
Billion
TOTAL
AUTO DETAILING
Source: [Some reputable source]
RM12
Billion
MOBILE
AUTO DETAILING
Source: [Some reputable source]
~RM2
Billion
GLEAMR
MARKET OPP
15% transaction fee

Market
Bottom Up – 5 Countries in SEA only
8b
Autos on the Road1 270 Million
Total Detailed @ 33%2 90 Million
Total Mobile @ 33%3 30 Million
Mobile Details per Auto per Year 6
Total Mobile Detailed per Year 180 Million
Average Mobile Detail Price4 RM75
Total Mobile Detail Sales per Year ~RM14 Billion
Gleamr Opp. per Year @ 15% ~RM2 Billion
1. [Some reputable source]

Competition/USP/Differentiation 9
MORE CONVENIENT
LESS CONVENIENT
LESS EXPENSIVEMORE EXPENSIVE
Gleamr
Competitor
Logo
Competitor
Logo
Competitor
Logo
Competitor
Logo
Competitor
Logo
Competitor
Logo

Growth Strategy
How we will scale our business
10
•  Online marketing
inc. SEM, SEO,
SMM, daily deals
•  Volume/loyalty
discounts for
consumers &
detailers
•  Incentive programs
for HR and office
managers
•  Dedicated customer
service reps for each
Area
•  Gleamr staffed
community message
boards for
consumers (public)
and detailers (login
required)
•  Consumer Product
Advisory Board to
drive consumer
features
•  Detailer Dashboard
to view sales &
customer info
•  Add Website
MARKETING
& SALES
Acquiring customers
CUSTOMER
SERVICE
Keeping customers
PRODUCT
DEVELOPMENT
Staying competitive

Financials 11
YEAR 1 YEAR 2 YEAR 3
Detailers 5,000 40,000 160,000
Users 50,000 400,000 1,600,000
Jobs 500,000 4,000,000 16,000,000
Average Price per Detail 75 80 90
GLEAMR REVENUE @ 15% 5,625,000 48,000,000 216,000,000
TOTAL OPEX 7,593,750 52,800,000 187,920,000
EBIT -1,968,750 -4,800,000 28,080,000 13%
-6,768,750
The numbers are less important than the underlying model and assumptions

Jon Doh (Founder/CEO)
Co-founder/CEO @ ArtFinder (sold to Ebay). Prev. LinkedIn
Trish Taylor (Founder/VP Engineering)
Co-founder/VP Eng. @ ArtFinder (sold to Ebay). Prev. Facebook
Ben Brando (VP Sales/Marketing)
Prev. HubSpot
Will Wachon (Advisor)
Founder/CEO @ Speedy K (Mobile auto detailing franchise)
Sue Smead (Advisor)
SVP Corp Dev @ Ebay
Meg Mitchum (Advisor)
CMO @ HubSpot
Team 12

Funding 13
Bootstrapped by founders thru MVP and first 6 months
Seeking RM2M Series A @ Post Money Valuation of RM8M
(25% Equity for the Investor)
•  Target close by Q42018
So we can
•  Reach RM5.6M in sales
•  Scale/refine marketing/customer acquisition
•  Scale customer service (detailers)
•  Scale infrastructure
* Note: Be prepared to justify valuation with
Appendix slide

Big Opportunity: First mover in RM6B M’sian auto valet market
Strong Team: Deep market/technology/execution experience
Sustainable Technology Advantage: First mover App & booking engine
Significant Traction: 1,600 valets/detailers, 16,000 users, RM162K/mth
Seeking RM2M Funding to achieve RM5.6M annual revenue in 2019
Summary 14
THANK YOU & Q&A

Bonus: Elevator Pitch
Template
[ Your company name ] is [ your solution ] for [ your target customers/users ]. We
help [ your customers/users ] [ solve this problem with these benefits ].
We’re initially targeting [ your market ]. We make our money by [ your business
model ]. We acquire customers by [ your customer acquisition strategy ]. Our
Lifetime Value of Customer (LTV) is [ your multiple ] of our Customer Acquisition
Cost (CAC).
We have [ your team advantage ], [ your technology advantage ]. [ Traction
statement ].

Bonus: Elevator Pitch
Example
Gleamr is “an on-demand mobile auto valet service”. Our iPhone app helps
consumers get an affordable, professional auto detail wherever they are,
whenever they want. And we help mobile auto detailers spend less time
chasing customers and more time detailing cars.
We’re initially targeting the RM6B M’sian market for mobile auto valet. We
make our money by collecting a 15% transaction fee from auto detailers. We
acquire customers primarily through online marketing and we get a 8x return on
our customer acquisition cost.
We have an experienced team with deep domain expertise, proven technology
and a first mover advantage. In our first six months we’ve signed up 1,600
detailers and 16,000 consumers. We’re making RM162K a month and doubling
users and revenue every month.

More Samples of Pitch Decks
https://slidebean.com/blog/startups/pitch-deck-examples
http://www.thepitchperfect.com/resource/pitch-deck
https://www.slideshare.net/PitchDeckCoach/sequoia-capital-pitchdecktemplate

Did you enjoy this deck?
Now read my blog post which explains
each slide in detail.
http://pitchdeckcoach.com/pitch-deck

IRP Pitch Deck Highlights & Template

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