This is the 5th session in the course "Entrepreneurship Management" and this covers, simply put, "The Pitch"

1. Anilesh Seth
Ideator, Co Founder & CEO, KROW
www.krow.in
Strategic Advisor to the Qatalys Group of Companies
Mentor at the KYRON incubator
Visiting Faculty at CMR IT Exec MBA program
Ex-CEO/MD: LGSI, Qatalys & Supervalu India
www.slideshare.net/anilesh
http://In.linkedin.com/in/anileshseth
anileshseth@hotmail.com

2. Session objectives
1. To understand the importance and elements
of a pitch deck
2. Internalize the learning by reviewing sample
decks

3. The importance of a pitch deck….
• A pitch deck is expected by a prospective
investor (if you are seeking funding) or by your
boss/stakeholders (if you are an intrapreneur)
• You would have asked for time; once this is
given, this is your golden opportunity to get
your audience to agree to take the next steps

4. The elements of a pitch deck……
• Follow the 10/20/30 rule (from Guy Kawasaki)
– 10 slides
– 20 minutes
– 30 point font

5. The elements of a pitch deck……
1. Title
2. Problem
3. Solution
4. Business model
5. Underlying magic
6. Marketing and sales
7. Competition
8. Management team
9. Financial projections and key metrics
10. Current status, accomplishments thus far, timeline and
use of funds
Remember – there is no rigidity. There is ample scope to be
creative; modify to suit your style and approach.

6. The elements of a pitch deck
Slide Content Comments
Title -Org name
-Your name/title
-Contact info
Enables the audience
to know what to
expect. Good opening
line: “This is my
company and this is
what we do”
Problem -What pain point are
you addressing?
-Avoid talking about
consulting studies
about the future
Solution -How are you solving
the problem
-What is your value
proposition
-No need to get
carried away with your
own technical
creativity : focus on
how you are solving
the problem

7. The elements of a pitch deck
Slide Content Comments
Business model -How will you make
money?
-Who pays?
-How do you
distribute?
-Gross margins?
-Unique models are
scary
-Great to introduce
some customers you
may already have
Underlying magic -Explain the
technology or secret
sauce behind your
offering
-Less text
-More diagrams
Marketing and sales -How will you reach
your customers
-Your go-to-market
strategy needs to be
convincing

8. The elements of a pitch deck
Slide Content Comments
Competition -Good idea to have as
much of competition
covered here as
possible
-Focus on why you are
good and not why the
competition is bad
Management team -Key players – include
advisors and investors
if any
-If you have a “hole”
that’s ok
-Need to demonstrate
awareness of this
“hole”
Financial projections
and key metrics
-3 to 5 year forecast
-key metrics
-Bottom ups forecast
Current status,
accomplishments,
timeline, use of funds
-Status
-What does near term
look like
-Use of money
-Highlight positive
movement/traction
-Close with a call to
action

9. Examples of great pitch decks
http://www.pitchenvy.com/gallery/waygo-pitch-deck/

10. The elevator pitch!
• It is a brief persuasive speech that you use to
spark interest in your product or idea
• It should not last longer than a short elevator
ride, say 20 to 30 seconds
• Applies to all kinds of scenarios from pitching
your start up to pitching to your CEO to even
pitching your candidature
• Go through several versions of it……..rehearse
it………fine tune it

11. Elements of the elevator pitch…
• What is your goal?
• Explain what you do
• Communicate your USP
• Engage with a question
PRACTICE!! Its got to sound natural (not like a
formula!)
Pay attention to your body language as well!

12. Example of an elevator pitch
My company develops mobile apps to train staff remotely
We tailor the content to specific roles like “sales”, “new
recruits”
95% of our customers feel this is more productive and
cost-effective
So how does your organization handle training of sales
staff and other roles?

13. Thank you!
Source: http://www.cartoonstock.com/directory/c/computer_presentation.asp