The document provides guidelines for pitching a startup company or product. It emphasizes that pitches should excite and inspire the audience rather than educate them. Pitches should tell a clear story about solving a problem and showcase the unique value and competitive advantage of the solution. Presentations should be simple, memorable, and focus on the key benefits for customers rather than technical details. Effective pitches engage the audience and create a vision for how the company or product can succeed.

1. PitchingEntrepreneur’s BootCamp BerlinMarch 4-5, 2011

2. I have to listen to hundreds of entrepreneurs pitch their companies. Most of these pitches are crap: sixty slides about a “patent pending,” “first mover advantage,” “all we have to do is get 1% of the people in China to buy our product” startup.Guy Kawasaki

3. GuidelinesSell, don’t teach. Excite, don’t educate.Do not sell the product, but your company (and yourself) Be passionate, show enthusiasm.Tell a good, clear, easy-to-repeat story:problem – solution - result

4. More GuidelinesEngage your audience in your story and inspire.Develop a crisp, clear, and unique value proposition.Prepare good use cases and concrete examples (e.g. from reference customers)Drop names, early and often.

5. Even more GuidelinesKeep it simple und get to the point Know your market! and entry strategyShort bullet points are good, headlines only better, images only bestPrepare topics that you did not have time to cover, but will come up in Q&AKeep answers short, invite to discuss details afterwards

6. Presentation Design“… it is about knowing your materials deeply and designing visuals that augment and amplify yourspoken message.”Garr Reynolds

7. The Opening Sentence

8. The Opening SentenceMy company, __(insert name of company)__,is developing __(a defined offering)__ to help __(a defined audience)__ __(solve a problem)__ with __(secret sauce)__.Adeo Ressi

11. Elevator & Event PitchesUseful to quickly explain who you are and what your company does

12. Mentions a problem (or need) your product / company solves

13. Highlights competitive advantage

14. 30-60 seconds (elevator ride)3-5 minutes (event) To capture your audience’s attention, position yourself, spur interestTo hook your audience – do not describe your entire company or technologyTo create and occupy space inside the audience’s / investor’s headObjectives:

15. Dave McClure’s Startup ViagraShort, Simple, Memorable: What, How, Why3 key words or phrases Mint.com is the free, easy way to manage your money online. Slideshare is the world’s largest community for sharing presentations.No expert jargon.Remember to have fun.

16. VentureArchetypes Pitch Template

17. Elliot Loh’s TemplateWe solve [problem] by providing [advantage], to help [target] accomplish[target’s goal].We make money by charging [customers] to get [benefit].

18. Product Pitch TemplateFor(target customers – beachhead segment only)

19. Who are dissatisfied with (the current market alternative/incumbent)

20. Our product is a (new product category)

21. That provides (key problem-solving capability)

22. Unlike (the product alternative)

23. We have assembled (key whole product features for your specific application)Crossing the Chasm, by Geoffrey A. Moore

24. Example: INTUIT’s QuickenFor the bill-paying member of the family who also uses a home PC