Business Building
Presentation Templates
May 17, 2013
Suggested Process:
1) Complete Technical Business Canvas
2) From Canvas Prepare Presentation
Getting the Business Right
© Dr’s Gary Lynn & Peter Koen, Stevens Tech; All Rights Reserved.
Do not copy or distribute without permission.
1) Complete Technical Business Canvas
2) From Canvas Prepare Presentation
Suggested Process:
© 2013 Prof. Lynn. All Rights Reserved. 5
Your Company Name
(Logo)
(Tagline)
(Date)
6
The Market Problem and Cost
• What is the problem you are solving?
• What is the cost to the customer of the problem?
Quantify the problem (medical expenses, time lost from work, production delays, lost sales, etc.) – converted to dollars and cents.
Include references/sources of information
The Market Problem & Cost (Example)
Each year, 44,000 people in the U.S. suffer back injuries from shoveling
snow -- severe enough for the person to go to the emergency room or
doctor. Each visit costs $2,000 and results in two days (on average)
in lost work time.1
1 National Bureau of Labor Statistics (Vol. 12, No. 2, p. 19: Dec. 2010)
8
The Target Customer (Ideal Customer)
• “Whose hair is on fire?” Describe the Ideal Customer (demographics, psychographics, behavioral characteristics)
• Describe how the Ideal Customer fits into the larger market.
Real Photo of Ideal Customer with their name and address
Or show a video of customer
interview
Include references/sources of information
The Overall Market
The Target Market
The Target Customer (Example)
Jake Picket, 4455 S. Mountain, Jersey City, NJ; Lives in N.E.; Age 51; Income: $43,000/yr; Does not own a snow blower;
Does not hire a show removal service.
10-18 6%
19-30 3%
31-39 11%
40-49 21%
50-59 30%
60-69 19%
70-79 8%
80+ 2%
% of Back Injuries From Shoveling Snow by Age1
1 National Institute of Health: Annual Report of Injuries (9/2011)
Ideal Customer
10
Product Description
• 1 slide that describe your product…in simple terms that “stupid” any investor can understand.
• Compare your product/service to what is currently available.
• Describe why it is a game-changer
• Discuss where you are in the development process
• Show video of product in use if available.
11
Technology Strategy
• 1 slide that describe your underlying technology…in simple terms that stupid any investor can understand.
• Compare your technology to existing products currently in the marketplace.
• Do you have IP or other secret sauce?
• Discuss where you are in the development process.
12
Competition (a)
• Show the competition and how your product/service compares along two important dimensions.
• Describe the market gap or opportunity.
13
Competition (b)
• Show the competition and how your product/service compares along other important dimensions.
• Describe the market gap/opportunity
14
Snow Boss 13%
Pick-up 17%
Snow Wolf 8%
Ames Wizard 28%
Suncast Plow 16%
ManPlow 12%
Other 6%
Include references/sources of information
Current Market Share
Total Market Size: 1.7 million units; $23.5M/yr
Explain From Whom You Will Take Market
Share and Why.
15
Business Model
• Describe how you will make money – your pricing strategy and your cost.
Problem/Solution Validation
Validation of Problem and Endorsement of your Solution from one Ideal Customer
Photo or Video of Ideal Customer Validating the
Problem and Supporting Your Solution
“Almost every year when it snows over 6-8”, I throw my back out shoveling. This gives me intense pain for three days. I love your idea and would readily pay $39. When can I buy it?”
Jake Picket, 4455 S. Mountain, Jersey City,
NJ; Interview 3-8-2013
Problem/Solution Validation
19
Go-To-Market Strategy (a)
• Discuss your advertising strategy: – Where you will advertise and the cost (source and frequency).
• Where are you in that process?
Promotion Type Detailed Description (e.g., Name of Magazine or
Name of TV Show for Commercial)
When, Size, Type & Frequency
Cost
Advertising
Sales Promotion
Public Relations
Direct Sales
20
Go-To-Market Strategy (b)
• Discuss your sales/channel strategy:
– How your product will be sold…direct, distribution, OEM, international
• Where are you in that process?
Segment Priority
Target Segment Name
Channel Strategy:
Name of Representative, Distributor, or National
Account to go Direct
#1
#2
#3
Channel Validation
Validation of Channel Strategy from
one Channel Partner
Photo or Video of Channel Partner Confirming Interest
Channel Validation (Example)
I love this product and think my store
alone could sell 50 per season.
Gregg Jason, Home Depot Department
Manager, Livingston, NJ
23
Sales Forecast
Explain key assumptions.
24
Sales Forecast
Explain key assumptions.
1st Month’s Sales from X & Y . . .
2nd Month’s Sales from Y & Z . . .
25
Financial Forecast
• This will include a discussion of sales growth, gross margins and operating income
– Some graphs and charts will work best here
• When will you become cash-flow positive?
26
Competitive Advantage & Risk Assessment
• Do you have special IP or secret-sauce that will be enabling for you to establish an advantage
– How long will it last?
– How will your competitors react?
• Are their barriers for you to enter the market?
• What are the critical success factors?
• What are the key risks faced by your startup?
• What is your plan to mitigate these risks?
• Show your validation – Ideal Customer reactions or Testing Results.
27
Risk Assessment
• Do you have special IP or secret-sauce that will be enabling for you to establish an advantage
– How long will it last?
– How will your competitors react?
• Are their barriers for you to enter the market?
• What are the critical success factors?
• What are the key risks faced by your startup?
• What is your plan to mitigate these risks?
• Show your validation – Ideal Customer reactions or Testing Results.
Risk Assessment
Risk Risk
Event
What
is it?
Risk
Impact
What
happens if
risk occurs?
Risk
Drivers
What
increases
the risk?
Risk Factor
(RF)
(From
anchored
scales)
Probability of
Event (PE)
(From
anchored
scales)
Risk
Exposure
(RFxPE)
Risk Mitigation
Plan
1
2
3
Ris
k Fa
cto
r
Probability of Event
1.0 0.0
10
0
1 page map
Risk Assessment
Risk Factor
(1-10)
1-3 3-5 6-8 >9
Criteria Minor: No
noticeable
harm to project
if this event
occurs
Modest Impact:
Alternatives are
available for
different
solutions
Significant to
Difficult to
recover if this
event occurs
Very High:
Project future
will be
impacted if this
event occurs
Probability
of event
<30% 30-60% 60-90% >90%
Criteria Low
Probability
this event will
occur. No
need to
evaluate
contingences
Moderate
Chance this
risk will occur.
Project should
have alternate
contingencies
in place.
Significant
chance this
risk will occur.
Project
should be
taking actions
to minimize
risk.
Highly certain that
this event will
occur. Team should
explain why project
is being undertaken
with this high risk
Risk Factor
Probability of Event
Anchored Scales
30
Phase 1 or 90 Work Plan
31
Business Team
• Describe the key players on your team and what make them special…a short CV
• What additional key positions need to be filled once you get financing?
32
Summary
• Several bullet points that summarize your product/company in a way that is special
– Why this is a great business and why you will win.
Top Related