tofi oct. 6 pitch: scheschuk

7/27/2019 TOFI Oct. 6 Pitch: Scheschuk

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Best Practicesfor PitchingPresentation to Humber College

February 27, 2014



“I see it as the responsibility of

every successful entrepreneur

to act as a mentor and coach forthe next generation of

entrepreneurs” - Steve Case



AGENDA

My Background

Pitching Best Practices

My Perspectives on Pitching

Q&A



My Background



Brice Scheschuk background

Founder and CFO (Finance, HR, Procurement, Supply Chain) ofGlobalive – includes WIND Canada, Yak, OneConnect, Pragmatic

Partner at Globalive Capital and Brave Investments - $100 million undermanagement

Raised over $1.5 billion in capital

Director at numerous private and public companies

Deals include:

Varicent – sold to IBM Locationary – sold to Apple

Web Host Industry Review – sold to iNet

Keek, Flixel, SurfEasy, Samba Days, Pitchpoint, iLookabout, Transgaming, MillStreet Brewery, Deep Well Oil & Gas, Brockview Rentals, One Yorkville, etc.



My biases

I like entrepreneurs, challengers, risk takers, ultra challengingfundraising, building companies, acquisitions, new ideas, advisingyoung entrepreneurs…

I don’t like incumbents, slowness, bureaucracy, boring…

I like people that start with zero capital and build

My motto is “Never stop”

Always be curious. Never settle for the status quo

I have been part of over a thousand pitches (either side of the table)



Pitching BestPractices

“Great storieshappen to thosewho can tell them.”

- Ira Glass



What’s the 10% that matters?

If you just remember three things today (retain after a week):

Begin at the end - here is why you should invest in us?

Be brief

Change people’s pulse – passion and energy, build up a story, ask questions

“Minute one matters a ton” – grab them

Content 50% / Delivery 50%

Be ready at all times with three pitches:

Two sentence Elevator

Meeting

5 – 20 slides (dependent on length of pitch)



Two sentence pitch

“WIND Mobile brings mobile freedom to its customers. True unlimited, nohidden fees, ungouge. We bring the best of T-Mobile and MetroPCS to

Canada and fight the oligopoly every day…”

“SceneDoc brings crime scene investigation into the modern era…”

“Transgaming uses patented technology to render complex graphicswith software rather than a graphics chip. Eliminates the need for a

second chip in smartphones and shrinking devices…”

“Samba Days is localizing the gift card rack. We bring a distributionchannel to merchants and unique products to gift card shoppers…”

“Pitchpoint solves U.S. mortgage documentation compliance complexitywith the simplest technology solution…”



Two sentence pitch

Vision in a sentence. Easy to spread. Sound bite

Use familiar terms not jargon

Not a tagline, a pitch

What problem are you solving and what solutiondo you offer?

Sell the outcome not the product

Goal is to get an introduction, elevator pitch or a meeting



Elevator pitch

30 second talk/call or short email that can be forwarded withrecommendation

Key components:

Social Proof – reiterating the offer of the introducer

Product / Solution – the what

Traction – the how

Team – the who

Call to Action – next step

“An introduction captures an investor’s attention,

a great elevator pitch gets a meeting”



Pitch meeting - Content

Begin with “The End” – Why should you invest,three things to remember

Be Brief – Watch the jargon, tight, precise

sentencesBait the Hook – Get them interested (see elevator

pitch)

Get High and Stay High – Focus on customerbenefits (business and technical) continuously

Obey the 12 Slide / 20 Minute Rule



Pitch meeting - Delivery

Change People’s Pulse – Ask relevant questions,pitch, volume, speed

Tell Stories that Sell – Personalize examples

Get a Transition – Rhetorical question, build onlast topic, “next”

Practice and Integrate Feedback Develop an Attitude – Never give up



Get your pitch deck in order

NOT A BUSINESS PLAN

10 – 15 slide templates are most common

“10 slides, 20 minutes, 30 point font” – Guy Kawasaki

The “Best” Startup Pitch Deck http://www.slideshare.net/Sky7777/the-best-startup-pitch-deck-how-to-

present-to-angels-v-cs?from_search=7

Pitch Coaching

http://www.slideshare.net/blacktar/startup-pitching-tips-pitch-coaching-at-the-rheinland-pitch?from_search=1

Universal Pitch Deck

http://www.slideshare.net/benjaminevans/universal-pitchdeckca071212120712155112phpapp02?from_search=1

http://www.slideshare.net/Sky7777/the-best-startup-pitch-deck-how-to-present-to-angels-v-cs?from_search=7



















































Read a book or two

Pitch Anything by Oren Klaff

http://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading-ebook/dp/B004H4XL7E/ref=sr_1_1_bnp_1_kin?ie=UTF8&qid=1391655736&sr=8-1&keywords=pitch+anything

Pitching Hacks: How to Pitch Investors by Venture Hacks http://venturehacks.com/pitching




http://venturehacks.com/pitching

http://venturehacks.com/pitching

















Watch and learn

Every Steve Jobs product launch from the Mac G3 (1998) onward: 1998 iMac launch

https://www.youtube.com/watch?v=oxwmF0OJ0vg

2001 iPod launch

https://www.youtube.com/watch?v=deopyTQOn7I

2007 iPhone launch is particularly compelling

https://www.youtube.com/watch?v=MnrJzXM7a6o

The secret structure of great talks:

http://www.ted.com/talks/nancy_duarte_the_secret_structure_of_great_talk

s.html

Dissecting a pitch:

TechStars – Next Big Sound

https://www.youtube.com/watch?v=RAKJcWYAvW4&feature=youtu.be




http://www.ted.com/talks/nancy_duarte_the_secret_structure_of_great_talks.html

























Tips on pitching

Tons of presentations on slideshare!

The Art of Pitching

http://www.slideshare.net/huer1278ft/the-art-of-the-pitching

Crafting Your Investor Pitch http://www.slideshare.net/jsondy/crafting-your-investor-pitch?from_search=1


http://www.slideshare.net/jsondy/crafting-your-investor-pitch?from_search=1



















Before the pitch

Practice the pitch in front of people and use a video camera

Try to obtain guest lists for networking events

Warm introduction to get call/meeting

Understand as much as possible about who you are pitching – style,investment criteria, common contacts, etc.

Arrive early to ensure equipment works. Have a print-out or two forback-up

Introductions to break the ice

Think through all possible questions that could be asked



My Perspectiveson Pitching



Tip #1 - Numbers

Investors are usually number and metric junkies. Tell the story with use of relevant

numbers. Passion is great but show me the

numbers

We have a strategic partnership with __, which

operates in 70 countries and opens up 35,000 points of

distribution that we can implement over five years.

Each point of distribution is worth $__ a month in

revenue within three months of implementation



Tip #2 - Numbers

Be unbelievably crisp in knowing yournumbers. Never stumble on numbers,

anticipate follow on questions by

adding relevant numbers

Our cost of acquisition is $__ per sale. COA varies by channel

as our efficiency of labour for our corporate stores is higher

than the commission payments to our franchisees. Theprimary driver of changes to COA are our handset subsidy

which can be thought of as a financing cost to be modeled

alongside changes in ARPU to get to LifeTime Value



Tip #3 - Numbers

Understand typical customer metrics(ARPU, COA, CCPU, LTV, etc.) and

investor metrics (IRR, Terminal Value,

EBITDA Multiple, DCF, etc.)

In calculating an IRR of 36% to investors we

assumed an investment of $10 million, no need for

follow on financing, used a five year business plan

and a Terminal Value in five years that is 7x EBITDA

which is comparable to three exit analogues



Tip #4 - Numbers

Be precise and take points toconclusion. Everything you say should

have a precise reason to be said and

should tie back to your numbers

We are going to implement an Android version of

our app. This will open a market of __ devices in our

core countries and we expect to capture __% of the

market over five years based on our performance on

iOS. This translates to $__ in advertising revenue



Tip #5 - Story

Go from macro to micro. Frame theopportunity and show realistic

capture

The wireless market in Canada is $20 billion in

revenue. The market share of Rogers, Telus and

Bell is 95%. WIND Canada anticipates gaining __%

market share over ten years which equates to $__

billion in revenue



Tip #6 - Product

Are you a painkiller or a vitamin. Ifnot a painkiller, figure out how to

become one

Our customers are unable to value their CMO portfolios each

month because there is no solution to value and aggregate the

underlying properties in an efficient manner. We solve thisproblem which allows them to leap ahead of their competition

when making investment decisions and buying and selling

properties. We estimate a portfolio return improvement of __%

per year along with process efficiencies



Tip #7 - Product

It is very hard to be completelyunique. Figure out why you can be

successful, who your competition is

and how you can beat themWe are one of three companies, all with small customer bases, delivering a

complete restaurant ERP solution on an iPad. We beat the established vendors

with legacy technology as they are scared to cannibalize their existing

business with much lower priced products. Our product is better than our two

competitors because it is not reliant on internet connectivity to function. We

have traction in Toronto and New York and are expanding to San Francisco and

other cities and countries as aggressively as possible. This is a land grab as the

product is complete. We have a focused channel and direct sales approach.



Tip #8 – Solutions

Everybody loves talking aboutproducts. I prefer hearing about

customer benefits and how they are

going to be marketed and sold

Typical customers still using Excel have an error

rate of 3% that costs them on average $__ million

per year. Our solution eliminates errors and

further streamlines processes that result in

headcount savings of $__ per year



Tip #9 – Sales and Marketing

Tell me about your marketing, directand indirect sales and tell me a lot of

good information about this

We have a strategic partnership with PwC and they are

marketing our real estate software solution globally to

real estate consulting clients. We estimate two sales /

month averaging $25,000 in revenue / month / sale.

This is based on one year of operating history



Tip #10 - Team

If you have no track record and lackexperience in certain areas, get credible

advisors (who are invested – even with options)

with relevant skills. Bring them to investor

meetings

This is an early investor, board member and key

advisor. She has been involved in four SaaS deals

including building one from scratch to $15 million in

annual revenue. She has three exits in SaaS companies

and her network and experience have been

invaluable



Tip #11 - Delivery

Some investors are difficult (oftendeliberately). Stay calm, fall back on your

numbers, traction and team, and always

answer questions with confidence

Ask the investor questions if things are not going well.

Try various hooks that relate to past successes the

investor has had. Get to the root of the issue and

address as best you can. It is important to remember

that an investor is also pitching you through his actions



Tip #12 - Delivery

Pitching is an advanced form of selling. Youare selling an investor on parting with her

money to earn a return. It requires multiple

skill sets –

relationship selling, presentationskills, effective communication, etc.

Pitching skills need to be practiced relentlessly and

there is a plethora of resources to assist. Videos,

presentations, books, guides, mentors, courses are all

important to the learning process



Q&A



Connect

Brice Scheschuk

Twitter: @scheschuk

Email: [email protected]

LinkedIn: http://ca.linkedin.com/pub/brice-scheschuk-ca/a/721/95/

mailto:[email protected]

http://ca.linkedin.com/pub/brice-scheschuk-ca/a/721/95/








mailto:[email protected]

tofi oct. 6 pitch: scheschuk

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