mastering startup pitching

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M ASTERING START - UP PITCHING Alex Barrera (@abarrera) #startupPitch

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How to master startup pitching. From elevator pitch to pitch and investor deck, all the way through media and customers pitches. #SpainTechWeek

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Page 1: Mastering Startup Pitching

MASTERING START-UP PITCHING

Alex Barrera (@abarrera) #startupPitch

Page 2: Mastering Startup Pitching

Competing for attention

Page 3: Mastering Startup Pitching

Meet your audience...

Customers

Page 4: Mastering Startup Pitching

Meet your audience...

Media

Page 5: Mastering Startup Pitching

Meet your audience...

Investors

Page 6: Mastering Startup Pitching

Pitch problems

Page 7: Mastering Startup Pitching

25min is too long...

Page 8: Mastering Startup Pitching

Social

M2MBig Data

SoLoMoMobile

app

Page 9: Mastering Startup Pitching

Why

should

I

care?

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Or a mix of everything...

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The other side of the table...

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Pitched 20x a DAY

!

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Pitched 20x a DAY

Invested or seen it before

Page 15: Mastering Startup Pitching

Pitched 20x a DAY

Invested or seen it before

Listened to ALL the fluffy words

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Pitched 10x a DAY

!

!

Page 17: Mastering Startup Pitching

Pitched 10x a DAY

NO idea what you talk about

!

Page 18: Mastering Startup Pitching

Pitched 10x a DAY

NO idea what you talk about

No time to research

Page 19: Mastering Startup Pitching

Pitched 10x a DAY

NO idea what you talk about

No time to research

Sell to their audience

Page 20: Mastering Startup Pitching

Ice cream theory

Page 21: Mastering Startup Pitching

Secret����������� ������������������  is����������� ������������������  in����������� ������������������  the����������� ������������������  toppings...

Page 22: Mastering Startup Pitching

Pitching deck

Investor deck

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5 - 10 minute pitch

Pitch deck

10-20-30 Kawasaki rule

Page 24: Mastering Startup Pitching

1. Problem 2. Solution 3. Market 4. Competitors 5. Technology 6. Business Model 7. Marketing & sales 8. Team 9. Milestones & projections 10. Call to action

Pitch deck

Page 25: Mastering Startup Pitching

Avoid Silos

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1. Problem 4. Competitors 3. Market 2. Solution 5. Technology 6. Business Model 7. Marketing & sales 8. Team 9. Milestones & projections 10. Call to action

Pitch deck

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Beginning

Middle

End

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Page 29: Mastering Startup Pitching

Protagonist#1

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Desire#2

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CONFLICT!

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Emotions#3

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Growth metrics 5 months

0

1250

2500

3750

5000

Jan Feb Mar Apr May

Registred Users Premium Users Stories

Forbes����������� ������������������  coverage

Signing����������� ������������������  MSFT

Pitch deck: Customer validation

http://www.slideshare.net/press42 [email protected] / @42press

Page 36: Mastering Startup Pitching

Pitch deck: Business plan

Premium accounts

$12.99/month $120/year

http://www.slideshare.net/press42 [email protected] / @42press

Page 37: Mastering Startup Pitching

Pitch deck: Business plan

Premium accounts

$12.99/month $120/year

Unlimited tweets Story graphing Multiple account integration

http://www.slideshare.net/press42 [email protected] / @42press

Page 38: Mastering Startup Pitching

Cost structure

0

45000

90000

135000

180000

Year 1 Year 2 Year 3

Salaries IT/InfraestructureAdministrative Travels

euro

s

http://www.slideshare.net/press42 [email protected] / @42press

Page 39: Mastering Startup Pitching

Net IncomeEu

ros

-150000,00

-75000,00

0,00

75000,00

150000,00

225000,00

300000,00

Year 1 Year 2 Year 3

Revenue Costs Net Income

http://www.slideshare.net/press42 [email protected] / @42press

Page 40: Mastering Startup Pitching

Pitch deck: Team

Alex Barrera - CEO & founder Former founder of X Tech journalist for Y

Alex Barrera - CTO & founder Former founder of X Tech journalist for Y

Alex Barrera - Chief Designer Former founder of X Tech journalist for Y

http://www.slideshare.net/press42 [email protected] / @42press

Page 41: Mastering Startup Pitching

Pitch deck: Milestones

http://www.slideshare.net/press42 [email protected] / @42press

Jan - Conceptualization Feb - Customer discovery Mar - Customer validation Mar - BETA launch

May - Sign first enterprise customer Sep - Official launch

Page 42: Mastering Startup Pitching

Pitch deck: Investment

http://www.slideshare.net/press42 [email protected] / @42press

€100.000 1 year

pre-money: €1M

Page 43: Mastering Startup Pitching

Pitch deck: Investment

http://www.slideshare.net/press42 [email protected] / @42press

Hiring 3 more people Expand the server capacity Expand PR efforts

Page 44: Mastering Startup Pitching

Pitch deck: Call to action

http://www.slideshare.net/press42 [email protected] / @42press

Tools are TOO generic

No tools = manual working

Page 45: Mastering Startup Pitching

Pitch deck: Call to action

http://www.slideshare.net/press42 [email protected] / @42press

“Business-to-business finally becomes “sexy.”: Over the past 6-to-12 months, we’ve started to do more B2B deals” for “vertical solutions” !

Jeff Clavier, SoftTech VC - Dic 2012

Page 46: Mastering Startup Pitching

Pitch deck: Call to action

http://www.slideshare.net/press42 [email protected] / @42press

Storytelling specific tools

are needed

You’ve����������� ������������������  got����������� ������������������  the����������� ������������������  final����������� ������������������  words����������� ������������������  of����������� ������������������  our����������� ������������������  story...

Page 47: Mastering Startup Pitching

Pitch deck = Script (narration) + Photography = Movie

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Pitch deck: Extra slides

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Pitch deck: Extra slides

Elaborate on marketing strategies

Elaborate on business model

Elaborate on why you aren’t a Groupon clone

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Pitch deck: DON’TS

1. Put more than 3 words per slide

2. Put shitty images that pixelate or tiny ones

3. Put graphs without a source

4. Put your contact information on the last slide

5. Put weird color combinations: Stick to white-black

6. Use tiny fonts and leave white space available

7. Live demos

8. If you use a video, time it or have it narrated it

9. Don't relay on the Internet

10. Put tables full of numbers

11. 3D Graphs

12. Fancy transitions

13. Add graphs with no axis titles

14. Use numbers with no units

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Investor deck

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Investor deck

It’s an Executive Summary

Reading format: More words

Expect it to be printed

Add a date to it

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Media deck

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Focus on solution -- problem

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Remove financial slides: marketing, financial projections, investment

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Stress on numbers:

How big the problem is How much it hurts Traction, users, etc. Compared them with well known figures

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Sell the future

with your

milestones

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Call to action: Media’s target group

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Customer deck

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Focus on

the Solution

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Illustrate����������� ������������������  with����������� ������������������  a����������� ������������������  user����������� ������������������  story

Maria

Ana

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Show real user feedback about your solution

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Stress the savings

Costs savings

Time savings

Page 65: Mastering Startup Pitching

Stress the savings

Costs savings

Time savings

Give����������� ������������������  real����������� ������������������  examples����������� ������������������  ����������� ������������������  or����������� ������������������  quotes

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Understand YOUR customer

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DoUmo ArigatoU

http://www.press42.com [email protected] @42press / @abarrera

http://slideshare.net/press42