mastering startup pitching
Post on 15-Sep-2014
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DESCRIPTION
How to master startup pitching. From elevator pitch to pitch and investor deck, all the way through media and customers pitches. #SpainTechWeekTRANSCRIPT
MASTERING START-UP PITCHING
Alex Barrera (@abarrera) #startupPitch
Competing for attention
Meet your audience...
Customers
Meet your audience...
Media
Meet your audience...
Investors
Pitch problems
25min is too long...
Social
M2MBig Data
SoLoMoMobile
app
Why
should
I
care?
Or a mix of everything...
The other side of the table...
Pitched 20x a DAY
!
Pitched 20x a DAY
Invested or seen it before
Pitched 20x a DAY
Invested or seen it before
Listened to ALL the fluffy words
Pitched 10x a DAY
!
!
Pitched 10x a DAY
NO idea what you talk about
!
Pitched 10x a DAY
NO idea what you talk about
No time to research
Pitched 10x a DAY
NO idea what you talk about
No time to research
Sell to their audience
Ice cream theory
Secret����������� ������������������ is����������� ������������������ in����������� ������������������ the����������� ������������������ toppings...
Pitching deck
Investor deck
5 - 10 minute pitch
Pitch deck
10-20-30 Kawasaki rule
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
Avoid Silos
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
Beginning
Middle
End
Protagonist#1
Desire#2
CONFLICT!
Emotions#3
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
Pitch deck: Business plan
Premium accounts
$12.99/month $120/year
http://www.slideshare.net/press42 [email protected] / @42press
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
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
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
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
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
Pitch deck: Investment
http://www.slideshare.net/press42 [email protected] / @42press
€100.000 1 year
pre-money: €1M
Pitch deck: Investment
http://www.slideshare.net/press42 [email protected] / @42press
Hiring 3 more people Expand the server capacity Expand PR efforts
Pitch deck: Call to action
http://www.slideshare.net/press42 [email protected] / @42press
Tools are TOO generic
No tools = manual working
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
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...
Pitch deck = Script (narration) + Photography = Movie
Pitch deck: Extra slides
Pitch deck: Extra slides
Elaborate on marketing strategies
Elaborate on business model
Elaborate on why you aren’t a Groupon clone
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
Investor deck
Investor deck
It’s an Executive Summary
Reading format: More words
Expect it to be printed
Add a date to it
Media deck
Focus on solution -- problem
Remove financial slides: marketing, financial projections, investment
Stress on numbers:
How big the problem is How much it hurts Traction, users, etc. Compared them with well known figures
Sell the future
with your
milestones
Call to action: Media’s target group
Customer deck
Focus on
the Solution
Illustrate����������� ������������������ with����������� ������������������ a����������� ������������������ user����������� ������������������ story
Maria
Ana
Show real user feedback about your solution
Stress the savings
Costs savings
Time savings
Stress the savings
Costs savings
Time savings
Give����������� ������������������ real����������� ������������������ examples����������� ������������������ ����������� ������������������ or����������� ������������������ quotes
Understand YOUR customer
DoUmo ArigatoU
http://www.press42.com [email protected] @42press / @abarrera
http://slideshare.net/press42