how to pitch an american vc by blake armstrong, partner at thefamily

The information contained in this document is being provided on a confidential basis to the recipient solely for the purpose of evaluating TheFamily (“TheFamily” or the “Company”). The document is intended for the exclusive use of the persons to whom it is given. By accepting a copy of this document, the recipient agrees, for itself and its related bodies corporate, and each of their directors, officers, employees, agents, representatives and advisers, to maintain the confidentiality of this information. Any reproduction or distribution of this document, in whole or in part, or any disclosure of its contents, or use of any information contained herein for any purpose other than to evaluate an investment in the Company, is prohibited. The information contained in this document or subsequently provided to the recipient whether orally or in writing by, or on behalf of the Company, or any of its respective related bodies corporate, or any of their respective partners, owners, officers, employees, agents, representatives and advisers (the “Parties”) is provided to the recipient on the terms and conditions set out in this notice.

HOW TO PITCH AN AMERICAN VC

STRUCTURE Before During After

BEFORE Deck

Pitch Practice Getting Intros

PITCH DECK WRITTEN

VERBAL

PITCH DECK 3 IDEAS / SLIDE

10 - 15 SLIDES MAX

NO BULLET POINTS

DEMONSTRATE CLARITY

SWAGGER

PASSION

PITCH DECK OPPORTUNITY

PROBLEM

SOLUTION

TRACTION

CUSTOMER / MARKET

COMPETITION

BUSINESS MODEL

TEAM

USE OF FUNDS

TRACTION

PATTERN OF FAST-GROWING MOMENTUM

WHAT METRICS AND WHY

CLEAR SALES PROCESS

TAM VS RISK

CUSTOMER: DESCRIBE CLEAR USE CASES

MARKET SEGMENTS, ADOPTION RATES, PRIORITY

REVENUE BEST PROOF OF DEMAND

BUSINESS MODEL

CONSISTENCY IN REVENUE : COST

FINANCIAL LITERACY

LEVEL-HEADEDNESS

USE OF FUNDS

WHY?

WHAT?

TEST HYPOTHESES, GROWTH, PROFIT

BUILDING YOUR DECK

DRAW SLIDES BY HAND

EXPAND TO TWEET-SIZE SUMMARY

EXPAND AGAIN TO FULL NARRATIVE

ELEVATOR PITCH ANALOGY

CUSTOMER VALUE NOT PRODUCT PERFORMANCE

PICK A FIGHT

PITCH PRACTICE

3 ACTS IN A PLAY

JEDI MIND TRICK

ONE WORD

DRY RUN: WITH DECK/WITHOUT

Tim Brown, CEO IDEO

GETTING INTROS

IDENTIFY TARGETS

ANALYZE SOCIAL GRAPH

ASK FOR INTRODUCTIONS

PAY IT FORWARD

Tim Brown, CEO IDEO

CONNECT, CULTIVATE, FOLLOW-UP

BUILD RELATIONSHIP

DELIGHT THROUGH GRATITUDE

INVITE TO JOIN YOU

X100

DURING OPENING

PITCH

THE CLOSE

DURING: OPENING DO YOUR RESEARCH

SHOW UP EARLY

TRANSFER TRUST

SCRIPT YOUR OPENING

DURING: PITCH

PITCH WITH CONFIDENCE

HAVE A CONVERSATION

DURING - CLOSING

MAKE THE ASK

BE SILENT

AFTER PROCESS

THANK ADD VALUE

AFTER: PROCESS VERBAL “YES”

TERM SHEET

DUE DILIGENCE

SIGNATURES & MONEY TRANSFER

AFTER: THANK SHOW GRATITUDE

AFTER: ADD VALUE MAKE SPECIFIC OFFERS OF YOUR

NETWORK OR RESOURCES

CULTURE ANSWER EMAILS IMMEDIATELY

BE ON TIME

EMAIL INTRO HOW-TO

SAY “THANK YOU”

POSTURE & HANDSHAKE

SMILE

NO SMOKING

The information contained in this document is being provided on a confidential basis to the recipient solely for the purpose of evaluating TheFamily (“TheFamily” or the “Company”). The document is intended for the exclusive use of the persons to whom it is given. By accepting a copy of this document, the recipient agrees, for itself and its related bodies corporate, and each of their directors, officers, employees, agents, representatives and advisers, to maintain the confidentiality of this information. Any reproduction or distribution of this document, in whole or in part, or any disclosure of its contents, or use of any information contained herein for any purpose other than to evaluate an investment in the Company, is prohibited. The information contained in this document or subsequently provided to the recipient whether orally or in writing by, or on behalf of the Company, or any of its respective related bodies corporate, or any of their respective partners, owners, officers, employees, agents, representatives and advisers (the “Parties”) is provided to the recipient on the terms and conditions set out in this notice.

QUESTIONS?