Pitching Your Non Investors
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Startups spend too little time pitching their most important stakeholders. From prospective customers to partners
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Pitching Your Non Investors
- 2. @shaunabe Almost a decade of seed stage investing, including: ZocDoc, Trialpay, Refinery29, Retrofit, Crowdtwist, Sense Networks, Tonx, Jovoto, Mealku, Stylyt, Everest, Minbox, Care at Hand Crowdstorm Author + Advisor on crowd-enabled business Multiple startups (good, bad + ugly) including: govWorks(Startup.com), Starmedia, MediaSentry MIT CADLAB, Berlin School, U. Cape Town 2
- 3. Proposed Plan Theory + Some context + Value exchange + Participant journey Lets do this + What you are working on + Applying the ideas + Pitching
- 4. Some Context
- 5. Investors on Angel.co Product, Tech, Traction, Team, In vestors, Press, Fundraising
- 6. Backers on Kickstarter Product, Hopes, Dreams, Pledges
- 7. Biggest Startup Challenges Source: startup genome Customer Acquisition Customer Acquisition Customer Acquisition Customer Acquisition
- 8. So why are we so focused on pitching investors?
- 9. Before you need investors you need (prospective) customers Discovery + hypothetical test + many interviews + first offering + ffffunding Validation + real test + test value exchange + refine initial offering + investor funding 7m 11m
- 10. Q: You need help. But where will it come from? A: Value Exchange
- 11. 11
- 12. 12
- 14. 14 Gotham Defender Prototype Demo
- 16. 16 Retrofit Quiz
- 17. 17 Life Edited Designer Search
- 18. What motivates people? The best answer so far: Sex Drugs and Rock and Roll. But also: Meaning, Mastery, Autonomy 18
- 19. Ten thousand people a year seek out fame + fortune 19
- 20. Beyond the day job Experience + Good 20
- 21. The right mix of incentives for your participants 21
- 22. So if we can give people something they want We can get them to help us in some way OR If This Then That (IFTTT)
- 23. IFTTT value exchange recipes If you offer me great content Then I might subscribe to your e-mail list If you promise to make this product and ship it to me in 6 months Then I will give you money now (if you hit your threshold)
- 24. More IFTTT value exchange recipes If I can try our your product for free Then I will give you some feedback If your story sounds interesting to me Then I will answer your research questions
- 25. Even More IFTTT value exchange recipes If you send me a t-shirt Then I might tweet about you If you keep me updated on your progress Then I can volunteer to help out in ways we didn’t anticipate
- 26. Even even More IFTTT value exchange recipes If you let me partner with you Then I will share my design idea If you thank me Then I will help with customer service
- 27. The Participant Journey [or what needs to happen to get to value exchange]
- 28. 28
- 29. 29 How can you make it easy for someone else to tell your story? LIFE EDITED HOLSTEE
- 30. 30 How can someone quickly understand the IFTTT? MINBOX EVEREST
- 32. 32 How can you make it as easy as possible for someone to help you? ZOCDOC LAUNCHROCK
- 35. 35 Time to deliver on the promise (and be listening for when someone thinks you didn’t)
- 36. 36 If all goes according to plan, the magic of advocacy will begin (and you can nudge a little too).
- 37. OK. Lets do this.