Pitching ideas for startups
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This document provides an agenda for pitching ideas and discusses various aspects of pitching successfully. It begins with introductions and discussing why startups fail. It then covers understanding the customer perspective through building customer personas and understanding pains. The rest of the document discusses building a pitch by understanding the market problem and opportunity, competition, business model, numbers, and conclusion. It also provides several case studies of successful pitches and discusses elements that made them stand out such as having a memorable, passionate, and credible message.
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Pitching ideas for startups
- 1. Pitching Ideas Jawwad Farid alchemya.com FinanceTrainingCourse.com jawwad@alchemya.com
- 2. Agenda Introductions Why do startups fail? The voice of the customer? Pitching case studies Building Customer Personas Product – Feature – Pain matrix
- 3. Building a Pitch Market Concept Problem Sizing Model Competition Opportunity Special Numbers So What? Sauce
- 4. Building a Pitch Customer? Pain? Profile? Revenues Process? Sales? Model Why you So What?
- 5. Failure: Three Challenges Opportunity Launch Scale Cost • Idea • Product • Growth • Timing • Pricing • Expansion • Capital • Selling • Scale • Risk • Shipping • Depth • Investors • Talent Stage II Stage III Stage I Decision The Bet The Payoff
- 6. Sales Pricing it right Presentation Prospect List Voice of the customer Sales Follow up
- 7. The voice of customer Reach Demographics Pain Points Pitch Customer
- 8. Telling a great story Engagement Plot Respect my intelligence Get to the point Roadmap to credibility Who is the Hero?
- 9. Business Model For how much? Who is How buying? Frequently? How do you What are you selling? Model make money?
- 10. Life cycle of a concept Cookaracha Avicena Alchemy PRR Oil Insights LCF • ‘99-’00 • ‘00-’01 • ‘03-’08 • ‘08-’09 • ‘09-’10 • ‘10-’11 • MBA • Corp. • Risk • Pakistan • Oil • Risk Guides Finance Training Data Training Guides • Videos
- 11. Life cycle of a concept Cookaracha Avicena Alchemy PRR Oil Insights LCF • ‘99-’00 • ‘00-’01 • ‘03-’08 • ‘08-’09 • ‘09-’10 • ‘10-’11 • MBA • Corxp. • Risk • Pakistan • Oil • Risk Guides Finance Training Data Training Guides • Videos
- 12. Profiles, Pains and Pitch Painting a Mona Lisa for your customers
- 13. Pitching Case Studies Ooga Booga Nights Heels on Wheels Rent a Bag Couch Potatoes Utranchal Gulf Man Vivo
- 14. Why do they stand out? Memorable Winners Passion Credible Message
- 15. Vivo Selling a complex concept
- 16. The power of visualization
- 18. Pitching Case Studies • Competition Ooga Booga Nights • Financials & Business Model • Pitch Heels on Wheels • Sequence • Process Rent a Bag • Customer Feedback Couch Potatoes • Pitch • 10 year plan Utranchal • Visualization Gulf Man • Credibility Vivo • Complex concept
- 19. Framework for Failure • Give up check list Fail Quickly • Necessary and sufficient • Keeping score Fail Often • Recipe Book • You only live once Move on • Recoup, regroup, re-launch
- 20. Building a Pitch Market Concept Problem Sizing Model Competition Opportunity Special Numbers So What? Sauce
- 21. Profiles, Pains and Pitch Painting a Mona Lisa for your customers
- 22. INVESTMENT & FUND MANAGEMENT MANDATES FinanceTrainingCourse.com
- 23. What do they look like Common Interests – Conversation topics Peer Central Schools Economy Markets Politics Travel group Bank
- 24. Building a Pitch Market Concept Problem Sizing Model Competition Opportunity Special Numbers So What? Sauce
- 25. Dimensions / Attributes Emotions •Pain Message •Pitch Messenger •Medium Timing •Most Receptive
- 26. Dimensions / Attributes Timing Emotions • Most • Pain Receptive Messenger Message • Medium • Pitch
- 27. Roadmap to Credibility Pitch Milestones • Customer • First 10 Sales • Revenues Profile • Matching Call • Roadmap • Scale • Pain Points Features • Script • MAT • With Pain point Mona Lisa Prospect List Execute
- 28. Exec. Summary Who are you? What are you selling Who is buying? Why? Walk me through the sale? Your Margin on a sale? Addressable market
- 29. Pitch
- 30. Pitch
- 31. Three Words Trial Ask Close
- 32. Customer Profile • Chartered Accountant or MBA from a tier 1 accounting and/or Education consulting firm • Has one more educational degree, professional certification or is in the process of picking that up • 10 – 20 years of professional experience with about 3 – 5 years in the Experience current role • Has already worked as Financial Controller, the Head of Operations and possibly acting CFO or group head. Responsible for Treasury. • Well read, presentable, confident, strong opinions, understands money, portfolio management, markets, risks and returns. Personality • Pleasant, but knows what he wants. Wants to be sure you know what he needs before he will take the conversation any further. Will push you to say something you would regret later • 35 – 50. Married with two (+) kids. Member of local club/ gymkhana • Runs a charitable trust or is involved in atleast one social activity Demographics • Reads WSJ, FT, Economist and the business section of local news. Follows Bloomberg and CNBC Online.
- 33. What does he want? Pain • When markets are good and numbers are high, limited credit for performance. When Isolation markets are down and returns are low or negative, end up sharing the blame. • Need a third party to shoulder the responsibility and provide a layer of neutrality. Needs to ensure that career destroying negative returns are avoided. Black box effects. Attention and • Already has a day job. • Doesn’t get enough time to do justice to the portfolio. • Looking for a team to run numbers, report results, identify opportunities and book Focus returns. Wants to be kept in the loop about trading decisions but need the team to run the book. • Need to beat the benchmark as well as the high water mark. Is willing to pay for Results performance. Hates losing capital. • Need to understand trade rationale and logic so that he can explain to trustees and board of directors when asked Connection • Will only trust someone who can understand what he goes through every day and can dissect markets better than he can. Must accept you as a solid professional
- 34. PITCH FinanceTrainingCourse.com
- 35. Pitch – Peace of mind Downside protection with performance track record All round market leading known team with safe hands and exposure to primary asset classes Monthly NAV, trustee and reconciliation reporting and detailed trade rationale Blue chip client base with multiple references and transactions In house actuarial expertise for ALM mismatch and liquidity modeling
- 36. 36
- 38. ONLINE BANK TRAINING FinanceTrainingCourse.com
- 39. Who needs Finance Education? Students of Business Regulatory Reporting Roles Who Small Business Owners needs finance Developers Business & Tech Analysts & Quants
- 40. Finance e-learning challenges • Not too much – • Multi-lingual Competitively • Academic vs. priced or free Professional samples Cost & Langua- Afforda ge bilty Distrib- Reach ution • How do we find • Bandwidth it? preference – low bandwidth
- 41. Entrepreneurship Idea Markets Prototype Product Sales Customer Distribution Sales Products Scale
- 43. Jawwad Ahmed Farid alchemya.com FinanceTrainingCourse.com jawwad@alchemya.com