mastering startup pitching

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Mastering start-up pitching Alex Barrera (@abarrera) #startupPitch

Post on 15-Sep-2014

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Slides giving a big overview on how to master a startup pitch deck. We stress the investor pitch deck but also comment on different angles like media decks or customer decks. List of don'ts to do designing pitch slides.

TRANSCRIPT

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?

Page 10: Mastering Startup Pitching

Or a mix ofeverything...

Page 11: Mastering Startup Pitching

The other side of the table...

Page 12: Mastering Startup Pitching
Page 13: Mastering Startup Pitching

Pitched 20x a DAY

Page 14: Mastering Startup Pitching

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

Page 16: Mastering Startup Pitching

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

Page 23: Mastering Startup Pitching

5 - 10 minute pitch

Pitch deck

10-20-30 Kawasaki rule

Page 27: Mastering Startup Pitching

Proud user of Rackspace

$1200.00

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

Page 33: Mastering Startup Pitching

Still����������� ������������������  too����������� ������������������  manual

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

Page 37: Mastering Startup Pitching

Pitch deck: Market

“Deidre McClosky (professor and former University of Chicago protégé of Milton Friedman) has calculated that persuasion constitutes more than a quarter of

the US GNP”

"One Quarter of GDP is Persuasion." American Economic Review 85 (2) (May 1995): 191-95.

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

Page 38: Mastering Startup Pitching

Pitch deck: Market

“Deidre McClosky (professor and former University of Chicago protégé of Milton Friedman) has calculated that persuasion constitutes more than a quarter of

the US GNP”

"One Quarter of GDP is Persuasion." American Economic Review 85 (2) (May 1995): 191-95.

Storytelling 50% of persuasion = 14% of GNP = $1T+

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

Page 39: Mastering Startup Pitching

“While some may find it hard to believe, IBM probably employs more "corporate storytellers" and story researchers than any other company”

http://www.research.ibm.com/knowsoc/index.html

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

Page 40: Mastering Startup Pitching

Paul Smith is director of Consumer & Communications Research at The Procter & Gamble Company

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

Page 42: Mastering Startup Pitching

The tool to write stories in 2013Pitch deck: Solution

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

Page 43: Mastering Startup Pitching

Meet the Press42 storybuilder

Publish����������� ������������������  Twitter����������� ������������������  format����������� ������������������  stories

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

Page 44: Mastering Startup Pitching

Meet the Press42 storybuilder

Control����������� ������������������  the����������� ������������������  publish����������� ������������������  sequence

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

Page 45: Mastering Startup Pitching

Meet the Press42 storybuilder

Tag,����������� ������������������  add����������� ������������������  notes,����������� ������������������  locations

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

Page 46: Mastering Startup Pitching

Meet the Press42 storybuilder

Manage����������� ������������������  fictional����������� ������������������  users

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

Page 48: Mastering Startup Pitching

0

1250

2500

3750

5000

Jan Feb Mar Apr May

Growth metrics 5 months

Registred Users Premium Users Stories

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

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

Pitch deck: Customer validation

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

Page 49: Mastering Startup Pitching

Pitch deck: Business plan

Premium accounts

$12.99/month$120/year

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

Page 50: Mastering Startup Pitching

Pitch deck: Business plan

Premium accounts

$12.99/month$120/year

Unlimited tweetsStory graphingMultiple account integration

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

Page 51: Mastering Startup Pitching

0

50000

100000

150000

200000

Year 1 Year 2 Year 3

Cost structure

Salaries IT/InfraestructureAdministrative Travels

euro

s

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

Page 52: Mastering Startup Pitching

-150000,00

-75000,00

0

75000,00

150000,00

225000,00

300000,00

Year 1 Year 2 Year 3

Net IncomeEu

ros

Revenue Costs Net Income

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

Page 53: Mastering Startup Pitching

Pitch deck: Team

Alex Barrera - CEO & founderFormer founder of XTech journalist for Y

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

Alex Barrera - Chief DesignerFormer founder of XTech journalist for Y

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

Page 54: Mastering Startup Pitching

Pitch deck: Milestones

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

Jan - ConceptualizationFeb - Customer discoveryMar - Customer validationMar - BETA launch

May - Sign first enterprise customerSep - Official launch

Page 55: Mastering Startup Pitching

Pitch deck: Investment

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

€100.0001 year

pre-money: €1M

Page 56: Mastering Startup Pitching

Pitch deck: Investment

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

Hiring 3 more peopleExpand the server capacityExpand PR efforts

Page 57: 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 58: 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 59: 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 60: Mastering Startup Pitching

Pitch deck = Script (narration) + Photography = Movie

Page 61: Mastering Startup Pitching

Pitch deck: Extra slides

Page 62: Mastering Startup Pitching

Pitch deck: Extra slides

Elaborate on marketing strategies

Elaborate on business model

Elaborate on why you aren’t a Groupon clone

Page 63: Mastering Startup Pitching

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

Page 64: Mastering Startup Pitching

Investor deck

Page 65: Mastering Startup Pitching

Investor deck

It’s an Executive Summary

Reading format: More words

Expect it to be printed

Add a date to it

Page 66: Mastering Startup Pitching

Media deck

Page 67: Mastering Startup Pitching

Focus on solution -- problem

Page 68: Mastering Startup Pitching

Remove financial slides: marketing, financial projections, investment

Page 69: Mastering Startup Pitching

Stress on numbers:

How big the problem isHow much it hurtsTraction, users, etc.Compared them with well known figures

Page 70: Mastering Startup Pitching
Page 71: Mastering Startup Pitching

Sellthe future

with your

milestones

Page 72: Mastering Startup Pitching

Call to action: Media’s target group

Page 73: Mastering Startup Pitching

Customer deck

Page 74: Mastering Startup Pitching

Focus on

the Solution

Page 75: Mastering Startup Pitching

Ilustrate����������� ������������������  with����������� ������������������  a����������� ������������������  user����������� ������������������  story

Maria

Ana

Page 76: Mastering Startup Pitching

Show real user feedback about your solution

Page 77: Mastering Startup Pitching

Stress the savings

Costs savings

Time savings

Page 78: Mastering Startup Pitching

Stress the savings

Costs savings

Time savings

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

Page 79: Mastering Startup Pitching

Understand YOUR customer

Page 80: Mastering Startup Pitching