mastering startup pitching

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How to master startup pitching. From elevator pitch to pitch and investor deck, all the way through media and customers pitches. #SpainTechWeek

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MASTERING START-UP PITCHING

Alex Barrera (@abarrera) #startupPitch

Competing for attention

Meet your audience...

Customers

Meet your audience...

Media

Meet your audience...

Investors

Pitch problems

25min is too long...

Social

M2MBig Data

SoLoMoMobile

app

Why

should

I

care?

Or a mix of everything...

The other side of the table...

Pitched 20x a DAY

!

Pitched 20x a DAY

Invested or seen it before

Pitched 20x a DAY

Invested or seen it before

Listened to ALL the fluffy words

Pitched 10x a DAY

!

!

Pitched 10x a DAY

NO idea what you talk about

!

Pitched 10x a DAY

NO idea what you talk about

No time to research

Pitched 10x a DAY

NO idea what you talk about

No time to research

Sell to their audience

Ice cream theory

Secret����������� ������������������  is����������� ������������������  in����������� ������������������  the����������� ������������������  toppings...

Pitching deck

Investor deck

5 - 10 minute pitch

Pitch deck

10-20-30 Kawasaki rule

1. Problem 2. Solution 3. Market 4. Competitors 5. Technology 6. Business Model 7. Marketing & sales 8. Team 9. Milestones & projections 10. Call to action

Pitch deck

Avoid Silos

1. Problem 4. Competitors 3. Market 2. Solution 5. Technology 6. Business Model 7. Marketing & sales 8. Team 9. Milestones & projections 10. Call to action

Pitch deck

Beginning

Middle

End

Protagonist#1

Desire#2

CONFLICT!

Emotions#3

Growth metrics 5 months

0

1250

2500

3750

5000

Jan Feb Mar Apr May

Registred Users Premium Users Stories

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

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

Pitch deck: Customer validation

http://www.slideshare.net/press42 investment@press42.com / @42press

Pitch deck: Business plan

Premium accounts

$12.99/month $120/year

http://www.slideshare.net/press42 investment@press42.com / @42press

Pitch deck: Business plan

Premium accounts

$12.99/month $120/year

Unlimited tweets Story graphing Multiple account integration

http://www.slideshare.net/press42 investment@press42.com / @42press

Cost structure

0

45000

90000

135000

180000

Year 1 Year 2 Year 3

Salaries IT/InfraestructureAdministrative Travels

euro

s

http://www.slideshare.net/press42 investment@press42.com / @42press

Net IncomeEu

ros

-150000,00

-75000,00

0,00

75000,00

150000,00

225000,00

300000,00

Year 1 Year 2 Year 3

Revenue Costs Net Income

http://www.slideshare.net/press42 investment@press42.com / @42press

Pitch deck: Team

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

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

Alex Barrera - Chief Designer Former founder of X Tech journalist for Y

http://www.slideshare.net/press42 investment@press42.com / @42press

Pitch deck: Milestones

http://www.slideshare.net/press42 investment@press42.com / @42press

Jan - Conceptualization Feb - Customer discovery Mar - Customer validation Mar - BETA launch

May - Sign first enterprise customer Sep - Official launch

Pitch deck: Investment

http://www.slideshare.net/press42 investment@press42.com / @42press

€100.000 1 year

pre-money: €1M

Pitch deck: Investment

http://www.slideshare.net/press42 investment@press42.com / @42press

Hiring 3 more people Expand the server capacity Expand PR efforts

Pitch deck: Call to action

http://www.slideshare.net/press42 investment@press42.com / @42press

Tools are TOO generic

No tools = manual working

Pitch deck: Call to action

http://www.slideshare.net/press42 investment@press42.com / @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

Pitch deck: Call to action

http://www.slideshare.net/press42 investment@press42.com / @42press

Storytelling specific tools

are needed

You’ve����������� ������������������  got����������� ������������������  the����������� ������������������  final����������� ������������������  words����������� ������������������  of����������� ������������������  our����������� ������������������  story...

Pitch deck = Script (narration) + Photography = Movie

Pitch deck: Extra slides

Pitch deck: Extra slides

Elaborate on marketing strategies

Elaborate on business model

Elaborate on why you aren’t a Groupon clone

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

Investor deck

Investor deck

It’s an Executive Summary

Reading format: More words

Expect it to be printed

Add a date to it

Media deck

Focus on solution -- problem

Remove financial slides: marketing, financial projections, investment

Stress on numbers:

How big the problem is How much it hurts Traction, users, etc. Compared them with well known figures

Sell the future

with your

milestones

Call to action: Media’s target group

Customer deck

Focus on

the Solution

Illustrate����������� ������������������  with����������� ������������������  a����������� ������������������  user����������� ������������������  story

Maria

Ana

Show real user feedback about your solution

Stress the savings

Costs savings

Time savings

Stress the savings

Costs savings

Time savings

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

Understand YOUR customer

DoUmo ArigatoU

http://www.press42.com alex@press42.com @42press / @abarrera

http://slideshare.net/press42

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