AITIGhana2012

Session18:PitchDeckAlessondraSpringmann

AITIEntrepreneurshipComponent

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Today’s agenda

• Warm up with Verbal Pitches• Written Pitches (i.e., Pitch Decks)• Pitch Deck Template

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NewVenturePitch

FromPollenizer

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Hi,I’m_____from_____.

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Theproblemwe’resolvingis…

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OursoluNonis…

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Thisisabigopportunitybecause…

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Ourtargetcustomeris…

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Wewillgetcustomersby…

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Wemakemoneyby…

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OurkeycompeNNonis…

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We’rebeQerbecause…

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Ourteamis____andwewillsucceedbecause____.

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Whatwe’lldonextis…

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Currently,weareseeking…

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Tosummarize…

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Thanks!

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Today’s agenda

• Warm up with Verbal Pitches• Written Pitches (i.e., Pitch Decks)• Pitch Deck Template

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PitchDeck

• Whatitis:– Ashort(10slide)presentaNonthatpromptsinterestinyourstartup– Createmanyversionscustomizedforsomeaudienceofpartners(e.g.,

investors,customers,etc.)

• Whyitisuseful:– ThinkofitasamoredetailedElevatorPitch!Showdata&raNonale.– OXenusedinmeeNngstoprovidevisualaidsfortalkingpoints

• Yourassignment:– Eachteamshouldcreateapolishedpitchdeck– StartbywriNngaonepagergearedtowardsoperators– HaveeachpagewriQenbytherelevantVP– CEOshouldeditandrefinethefinaldocument– RoughdraXduetomorrow,5pm!

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PresentaNonTips

• Concisepersuasivenessiskey.AllprofessionalwriNngmustbeabriefrecommendaNonofacNonwithonlythemostperNnentassessmentoffactstosupport.

• MakethelogicalflowofyourpresentaNoncleartoyouraudience.Sentencesmustflowfromonetothenext.Paragraphsshouldhaveasingularideaandbebrief.

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MorePresentaNonTips

• “Knowwhereyouareheadedoranyroadwilltakeyouthere,”accordingtoProf.ChrisGaleofUVA.Makesurethatyouhaveagoalinmindforyouraudience.AllofyourpresentaNonshouldgeartheaudienceupforwhatwillcomeeventually.Stayinthedriver’sseatanddirectyouraudiencethroughtheenNrepresentaNon.You’llknowyouareeffecNvewhentheaudiencearrivesatthesamealternaNvesandconclusions.

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YetMorePresentaNonTips

• PreparaEonandpracEcearekeytosuccessfulpresentaEons.It’sonlyyourfuture,youridea,yourbusiness.Youcanneverbetooprepared!

ModifiedfromtheoriginalcourtesyofProfessorMarcoProtano,HULTInterna<onalBusinessSchool22

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• ForentrepreneurswhoarecreaNngpitchesforinvestors.– Combinescontentfromthreebloggingventurecapitalists– SuggestsformatforslidesthatcanbeusedatmeeNngs

• Powerpointforcesyoutodescribeyourbusinessinfewwords.

• CompiledbyMaQCutler;ModifiedbySamidhChakrabarN– Why?Forkicks.

• ‘Minimalist’designsoyoucanmakeityourown.

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AbouttheTemplate

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“Threeguyswithgreatcontentandadesiretoshareitwiththeworld.”

• BradFeld,MobiusVentureCapital– TheTorturousWorldofPowerpoint– “TheworldwouldbeabeQerplaceifallentrepreneurscouldautomagically

incorporatethisoutlineintotheirpitches‐atleasttome.”

• DavidCowan,BessemerVenturePartners– HowNottoWriteaBusinessPlan– “YourpresentaNonshouldnotexceed10slides.Theappendixcanincludeas

manyslidesasyouwant.”

• GuyKawasaki,GarageTechnologyVentures– The10/20/30RuleofPowerpoint– “APowerPointpresentaNonshouldhavetenslides,lastnomorethantwenty

minutes,andcontainnofontsmallerthanthirtypoints.”

• PollenizerUniversalStartupPitchDeck– hQp://www.pollenizer.com/universal‐startup‐pitch‐deck/

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SourcesofPitchDeckAdvice

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Today’s agenda

• Warm up with Verbal Pitches• Written Pitches (i.e., Pitch Decks)• Pitch Deck Template

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• ForentrepreneurswhoarecreaNngpitchesforinvestors.– Combinescontentfromthreebloggingventurecapitalists– SuggestsformatforslidesthatcanbeusedatmeeNngs

• Powerpointforcesyoutodescribeyourbusinessinfewwords.

• CompiledbyMaQCutler;ModifiedbySamidhChakrabarN– Why?Forkicks.

• ‘Minimalist’designsoyoucanmakeityourown.

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AbouttheTemplate

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“Threeguyswithgreatcontentandadesiretoshareitwiththeworld.”

• BradFeld,MobiusVentureCapital– TheTorturousWorldofPowerpoint– “TheworldwouldbeabeQerplaceifallentrepreneurscouldautomagically

incorporatethisoutlineintotheirpitches‐atleasttome.”

• DavidCowan,BessemerVenturePartners– HowNottoWriteaBusinessPlan– “YourpresentaNonshouldnotexceed10slides.Theappendixcanincludeas

manyslidesasyouwant.”

• GuyKawasaki,GarageTechnologyVentures– The10/20/30RuleofPowerpoint– “APowerPointpresentaNonshouldhavetenslides,lastnomorethantwenty

minutes,andcontainnofontsmallerthanthirtypoints.”

• PollenizerUniversalStartupPitchDeck– hQp://www.pollenizer.com/universal‐startup‐pitch‐deck/

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SourcesofPitchDeckAdvice

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Template

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• Thecoverslideshouldoffercompletecontactinfo,andatagline(orcrispmissionstatement)ifyou'vegotit.[Cowan1]

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CoverSlide

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• Withoutyetgeqngintoyourproductorservice,describethenatureoftheproblemyouaddress[Cowan4]

• EmphasizepainlevelandinabilityofincumbentstosaNsfytheneed

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TheProblem

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• Describeyourproduct/service[Feld3]–Whatisyourproduct/service?– Howdoesitsolveyourcustomer’sproblem?–Whatisuniqueaboutyourproduct/service?

• Introduceyourproduct,andthebenefits(whichshouldobviouslyaddressthemarketproblemyoujustdescribed).[Cowan5]

• Showscreenshots/demoofyourproduct!28

Product/SoluNon

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• Whatisyourrevenuemodel?[Feld9]‐Howdoyoumakemoney?‐Whatisyourrevenuemodel?‐Whatisrequiredtobecomeprofitable?

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BusinessModel

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• Whatisthemarketopportunity?Big?[Feld2]– Howbigisthemarketopportunityyouarepursuingandhowfastisitgrowing?

– Howmanypeoplewillfindituseful?Howmuchmoneyisthereinit?

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MarketOpportunity

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• Whoisyourcustomer?[Feld4]

–WhoareyourexisNngcustomers,ifany?

–Whoisyourtargetcustomer?

–Whoactuallywritesyouthecheck?

– Usespecificcustomerexamplesifpossible.

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TargetCustomer

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• Howdoyouacquirecustomers?[Feld7]

–Whatisyoursales,markeNng,anddistribuNonstrategy?

– Howwillyoureachthetargetcustomer?

–Whatisyourcosttoacquireacustomer?

–MenNonestablishedpartnerships,ifany

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SalesStrategy

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• WhoisyourcompeNNon?[Feld12]–WhoisyourexisNng&likelycompeNNon?–Whataretheirstrengths/weaknesses?– NeverdenythatyouhavecompeNtors,nomaQerhowuniqueyouthinkyouare[Cowan9]

• Howareyoudifferent/beQer?

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CompeNtors

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• Introducetheteam–Whoisthemanagementteam&whatistheirexperience?[Feld8]

–Ononeslide,highlightthebackgroundsofthekeymembersoftheteam,andanydirectorsoradvisors(nottoomany)whobringsomethingspecialtothestartup.[Cowan3]

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Team

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• Earnings:HistoricalandForecast[Cowan10]– ForeachNmeperiod,showcashbalance.– ShowhowyouexpectthecompanytoperformtoplineandboQomlinethreeyearsout.

– Showhowmuchcapitalwillberequirednowandlater.

– PreparelotsofbackupslidestoillustratetheassumpNonsbehindthesefinancials.

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FinancialProjecNons

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• Howmuchmoneydoyouneedtoraise?

• Howareyougoingtousethatmoney?

• Whatmilestonesareyougoingtoreachwiththatmoney?

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TheAsk

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