Session 18: Pitch Deckgsl.mit.edu/.../ghana-summer-2012/materials/e-l18-business_pitch.pdf · Pitch...
Transcript of Session 18: Pitch Deckgsl.mit.edu/.../ghana-summer-2012/materials/e-l18-business_pitch.pdf · Pitch...
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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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