How to pitch
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How and what to pitch?Elevator pitch & Slide deck
Aleksandar Tasev27.11.2013
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Elevator pitch
~30 Seconds
● Make a first impression● Sell● Open doors
Be prepared for opportunities: know your work, know what you want/offer.
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Elevator pitch formula
[Product name]is a [Definition]for [Target customer]that [What job it does].Unlike [Competing or legacy alternative],our product [has Competitive advantage].
Google is a keyword search engine, for all Internet users, that finds the most relevant results.
Unlike Yahoo and Bing, it has the best Page Rank algorithm and smart auto-complete results.
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Tips
Avoid internal corporate jargon:“My company provides integrated solutions to clients world-wide.”
Use examples - comparisons“Facebook for teenagers”
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Pitching presentation - goals:
Establish competence and trustAttractive marketCompetitive advantageEliminate risks (validation)Profitable business model and forecastReasonable investment ask
In summary: Establish a compelling belief (knowing) in your vision!
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Ideal presentation structure
1. Presenter general data2. Overview3. Team 4. Problem or Opportunity5. Unfair advantages6. Product Demo7. Sales & Marketing8. Competition9. Business model
10. Forecast11. Status & Milestones12. Sign off
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A smooth introduction:
Logo
Name
Perhaps a tagline
1. Basic data
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Create excitement
Communicate the elevator pitch!
Win the attention of the audience until the end.
2. Overview of what you are
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3. Team
Establish credibility of the team:
Images titles and experiences of the members
Create a bridge towards the personal story…
How and why you came up with the idea
Why are you the best team to implement it!!!
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4. Problem - Opportunity
Continue the story, from the team into problem & market
Establish a clear need or pain in the market
Market size
Customer profile
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5. Unfair advantages
State your market advantages
How you fight competition or replacements
IP protection
Strategic partners
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6. Product Demo
Don’t do live. Murphy’s law.
Use screenshots, diagrams, use cases.
Show not-implemented features.
Don’t show long videos.
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7. Sales
Go to market strategy
Distribution channels
Capability, expertise
Status, traction?
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8. Competition
Competition is good!
Demonstrate:● competence by knowing competition● you have it under control
Avoid saying “we are the only one”● shows incompetence● shows lack of market, + risk
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9. Business model
Pricing
Highlight strengths in your model: suppliers, partners, customer segments
Key metrics: customer acquisition cost(CAC), customer lifetime value(CLV), monthly recurring revenue (MRR)...
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10. Financial forecast
Show 3-5 years forecast, based on rock-solid assumptions from a detailed model.
Show profitability margin, IRR, payback period.
Make the investment ask.
How will you spend the money?
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11. Status
Milestones:● Customer development● Launch● Traction● Revenue● Break even
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12. Sign off
Product logo, tag-line, short elevator pitch(repeat)
Contact info:● twitter● email
During Q&A, this slide will be visible for 5-10 minutes. Use it.
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Extra tips
Story● Weave a story throughout, that you and audience can identify with.
Content● Beautiful design, images, minimum text to support the story
Bottom up thorough competence● Have all your numbers and complete vision.
Swagger, confidence● Confident voice and non-verbal. Believe what you say. Energetic
Emotion● Don’t be stiff, be sincere, witty, passionate.
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Be amazing and undeniable
Impress,Tell a story,
Engage, Get trust,
Show validation, Present Vision,
Show firm belief.Know the result.
Key: The strongest belief always becomes reality!Persuade by truly believing(knowing). First persuade yourself!!!