Guía de mejores prácticas para realizar un Pitch.

1. HACK
LAUNCH
GET FUNDED
ACCELERATE

2. Pitching Investors
Best Practices
by STARTUP STUDIO MONTERREY
• Based in Sequoia Capital, Crowdfunder, LinkedIn, Greylock and Tech Stars
recommendations for Investors Pith Decks.

3. Four pillars of great pitch delivery
SIMPLICITY
CLARITY
PASSION
PRACTICE

4. What Your Pitch Deck Is For…
• The purpose of your Deck is not to answer all
possible questions, nor close immediate investment.
• It is to open investors minds to your vision and get
them excited to know more.
• The story you craft in your Deck gets them
engaged…

5. What Your Pitch Deck Is For…
• You want to give enough information to grab their
interest, but not too much as to overwhelm them.
• Give them enough to get excited about, but leave
them wanting more.
• Your Deck should be able to stand on its own,
without your presentation.
• Compelling Decks are concise, tell a story, are
visual, 10-13 slides.

6. Common Deck Mistakes
• Too many slides, too much information.
• “Wordy slides”: To avoid, follow Guy
Kawasaki’s 10/20/30 Rule of Power Point
for slide design. 10 slides / 20 minutes to
present the slides / 30 point font or greater.
• Too many product details, or too many
financial details.

7. Common Deck Mistakes
• Belittling competitors.
• False confidence or arrogance.
• False and/or silly assumptions you can’t
back up or don’t have data on.

8. Pitch Deck Content
1) Company Intro - A quick and memorable one-liner summary of your startup
2) Problem: What need do you fill? Other solutions
3) Solution: Your solution
4) Market Opportunity: Define market size & customer base
5) The Product
6) Business Model: Monetization / Key Revenue Streams
7) Market Approach & Strategy: How to obtain & grow your business
8) Unique Value Proposition & Competition
9) Team & Key Stakeholders (Investors, Advisors)
10) Momentum & Traction: Your key numbers
11) Financials
12) Investment: Your ‘Ask’ for funding, Basic use of funds
Optional Slides: Intellectual Property, Exit Strategy, Partnership Agreements,
Product/Service Demo, Existing Sales/Clients.

9. 1. Company Intro
• A quick one-liner summary that combines your vision/
product and the mission of your company
• Keep it short and memorable.
• Try: making it relatable… as in “We are X for Y”
o (“We are UBER for Food Delivery”)
o (“We are AirBNB for Event Spaces”)
o (“We are the Starbucks of Frozen Yogurt”)

10. Op#mizely:
Make
every
experience
count.
Airbnb:
Welcome
home.
Tradesy:
Tradesy
turns
your
closet
into
cash.

11. 2. The Problem
• Define the real problem/need you’re solving, and for
who.
• List current solutions
• Who else is already doing this, and how are they going
about it and what are they not getting right or doing
wrong?

12. 3. Solution
• Explain your solution…
• Tell the story of your customer and how customers use/
value your solution.

13. 4. Market Opportunity
• Define Your Market: What business/space you
are in
• Total Market Size: Dollar Size, Your Place/Niche
• Customers: Clearly define exactly who you serve
• Macro Trends & Insights

14. 5. Product
• Images and visuals are better than lots of text: show
don’t tell.
• DEMO of your product

15. 6. Business (Revenue) Model
• Who is your primary customer & how do you make money
• What is the pricing / model
• Show basic math on revenues and conversion rates
• Life-time value of an average Customer (How many
months, how many dollars?)

16. 7. Marketing & Growth Strategy
• Where are your customers looking today and finding help?
• Where will you get in front of them?
• How will you achieve your target growth rates?
• What are the most important and unique channels and
methods you will use to find and win customers?
• How are you doing it differently than others in the space?

17. 8. Unique Value Proposition
& Competition
• Where do you exist in the larger overall Market Space?
• What are your Advantages? Unique Value
Proposition.
• How is your place in the market unique to you, and the right
one for your company growth and customers?
• Who are the competitors, why have they succeeded, and
how do you truly differentiate from them?

18. 9. Team
• Highlight key team members and their prior positions,
successes, domain expertise.
• Demonstrate relevant experience.
• Which roles are the keys to success in your company/
space?
• List your advisors.

19. Team slide example

20. 10. Momentum & Traction
• Show your timeline and milestones to date
• Growth metrics are key at early stage
• Revenue and # of customers to date (if exist)
• Highlight press, partnerships, accolades
• Customer success stories and/or testimonials

21. 11. Financials
• Include 3-5 years of financial projections
• Mention key & critical assumptions in your model
of expenses, customer conversion, market
penetration %
• Highlight each of these Yearly for at least 3 years:
o Total Customers
o Total Revenue
o Total Expense
o EBITDA

22. 12. Investment
• State how much Capital you are raising, and with what
general Terms: Equity, Debt, Convertible Note
• What is the timing of your Capital raise?
• Who are your existing & notable investors, if any?
• What are your key Use of Proceeds (as % of total raise):
o Founder salaries
o Sales & Marketing
o New hires
o Technology / Product or Service development
o Capital expenses / equipment

23. Pitch Deck Example

30. Report

31. • DocSend,
a
startup
that
provides
people
with
a
secure
and
private
way
of
sharing
files
like
offer
le?ers
or
legal
agreements,
studied
more
than
200
pitchdecks
to
figure
out
the
right
way
to
graduate
from
bootstrapped
to
seed-­‐funded,
or
from
angels
to
a
Series
A.
• They
partnered
with
Harvard
Business
School
professor
Tom
Eisenmann
to
look
at
companies
that
had
raised
$360
million
in
total.
What did they find?

36. Anexos-
Startup Studio Monterrey

37. – Es un studio de Innovación y Emprendimiento para startups con
base tecnológica.
– Mediante un programa basado en mejores prácticas de Silicon
Valley y una gran diversidad de importantes recursos, Startup
Studio Monterrey apoya a Emprendedores Mexicanos para que
transformen ágilmente sus ideas en productos y servicios y sean
una realidad en el mercado.
¿Qué es Startup Studio Monterrey?

38. ¿Qué ofrece Startup Studio?
38
Programa
de
aceleración
de
startups
Espacio
y
cultura
innovadora
y
colaboraCva
Conocimiento
prác#co
mentoría
de
expertos
Networking
con
red
global
de
emprendedores
Herramientas
tencológicas
y
de
negocio
Conexiones
con
empresas
de
la
industria
Exposición
y
promoción
Puente
hacia
ecosistema
de
EUA
Vinculación
con
inversionistas
y
fondos

39. 3
9
Aliados estratégicos
– TECNOLÓGICOS
— DE INDUSTRIA
— GUBERNAMENTALES — ESTRATÉGICOS

40. Equipos de talento Emprendedor Mexicano que tengan una idea,
proyecto o startup con las siguientes características:
• Basados en Tecnologías de Información.
• Enfoque en mercado global—con alto potencial de mercado.
• Alto grado de Innovación.
• Modelo de negocio escalable
y sustentable.
• Generación de impacto social
y ambiental positivo.
• Equipo dedicado para el proyecto
(mínimo 2, máximo 5 integrantes).
Recomendacion: multidisciplinario.
¿Quiénes pueden participar?
40