tie attracting investor interest. fund raising workshop
TRANSCRIPT
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Ingredients of a good pitch
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What is the vision?
• Ambi%ous • Focused and razor sharp
• Simple, no fancy words
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What’s the fric5on in the market today?
• Who is the customer?
• What is the service / product available to her today?
• Why do current solu%ons don’t work?
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What’s your solu5on?
• Short simple overview – easy to explain
• What’s the difference or business model innova5on?
• What is the hardest problem to crack and how are you solving it?
• How easy is it to do this?
• Product demo if possible
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What’s the market size?
• Ball park es%mate of size – local / global if applicable – $ – Leading metrics / proxies
• Growth
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What’s the business model?
• How will you make money?
• What are the unit economics? – Gross margins – Unit level EBITDA (if applicable) – Investment required – ROCE
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What’s the trac5on you’ve got already?
• Pre revenue metrics if nothing else available
• Revenue – Growth – Current run rate
• Investment gone in already
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Who is the compe55on?
• Direct and subs%tutes
• Current and poten%al e.g. horizontals v/s ver%cals, global players
• How are you different from them? – Simple 2 by 2 oXen helps – Material things only
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How large can this be?
• Long term view
• How large are global peers – US / China – Revenue? – Funding?
• Use proxies
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What’s the team like?
• Founders + maybe 1-‐2 management team
• Educa%on and professional background
• Core skills/experiences that are relevant
• Other interests / passions
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Funding requirement
• What’s the raise? – Don’t over raise – Ball park 1.5-‐2X current run rate or enough to last you for 18-‐24 months
• Broad areas where it will be used – Investors dislike secondary and debt re%rement specially early on
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Web resources
• Airbnb’s first ever pitch deck
• LinkedIn’s Series B Pitch to Greylock
• The Ul%mate Pitch Deck to Raise Money for Startups – Forbes
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Financial Model
• Bobom up but very simple – not more than 3-‐4 sheets. Gives insight into how you are thinking
• Basic hygiene e.g. assump%ons separate, units men%oned, avoid hard code
• Five-‐six year horizon
• Not a GIGO exercise
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What investors like to see
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Founders
• Drive, confidence, clarity of thinking, ability to sell, missionary
• Why this team for this problem? – Passion / personal story – Complimentary skill sets – Tech? Commercial? – Unique insight into the problem / market
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Business model innova5on
• Sufficiently differen%ated and not easily replicable
• Abrac%ve economics – High margins at scale – Capital efficient
• Ability to scale and very large outcome if successful