Startup pitch
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Transcript of Startup pitch
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PITCH YOUR BUSINESSPhilippe MÉDA / MERKAPTTVT / SEPT. 2012
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Philippe Méda Business Design
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YOU ?
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Contact Sport
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Stratégie de la startupMarketing de l'innovation pour les clientsCommunication du projet aux partenaires
Combien de métiers ? Pitcher sa startup
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BUSINESS MODEL
PITCH 1’
Démêler et prioriser Pitcher sa startup
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PITCH 1’Émotion / Promesse
MISSION 1’Vision / Valeurs
Présentation 20’Raison / Intérêt
Démêler et prioriser Pitcher sa startup
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Quel est le problème ? Pitcher sa startup
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Quel est le problème ? Pitcher sa startup
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2002
Quel est le problème ? Pitcher sa startup
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Le produit n’est pas intéressant Pitcher sa startup
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Le produit n’est pas intéressant Pitcher sa startup
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Le produit n’est pas intéressant Pitcher sa startup
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Le concurrent direct ?Pitcher sa startup
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Volume compactQualités nutritives
Emballage intelligentNombreuses références
Lutte contre le cancer et l’obésitéProduit entièrement biodégradable
Le concurrent direct ?Pitcher sa startup
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Quel est le concurrent direct ?
Distribution ?
Le concurrent direct ?Pitcher sa startup
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Le produit n’est pas intéressant Pitcher sa startup
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Stratégie, marketing, communication ?Pitcher sa startup
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Structure MarchéOffrecanaux de
communicationmodes de
distributionsegments
clientsoffre
produits
activités et ressources
clefs
valeurajoutée
partenaires stratégiques monétisation
Quelle est notre proposition de valeur ?Quel est le problème que nous résolvons ?Qu’est-ce que les clients viennent chercher chez nous et qu’ils ne trouvent pas ailleurs sur le marché ?★Économie★Performance★Unicité★Originalité★Design★Bien-être★Marque★Accessibilité
Définir le business modelValeur ajoutée
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O!re de valeur > Concurrence
Le positionner dans l’écosystèmeValeur ajoutée
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A quoi sert votre produit ?Valeur ajoutée
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Votre champ de bataille«Magic Spot»
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COMPÉTITIONINDIRECTE
MagicSpot
COMPÉTITIONDISTANTE
COMPÉTITIONINDIRECTE
Axe 1
Axe 2
Votre champ de bataille«Magic Spot»
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1 AXE : une famille de critères dé!nissant une partie de votre avantage compétitif.
2 AXES : Votre vision du marché et de son avenir.
Votre champ de bataille«Magic Spot»
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Critère 4Critère 5Critère 6Critère 7Critère 8
Axe 1
Axe 2
Critère 1Critère 2Critère 3
Votre champ de bataille«Magic Spot»
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Écosystème
Expérience
Digital musiciTunes platformApp StoreDeal with majorsiOS / iMac...
ErgonomyTouch interfaceConsistency in useLess click paradigmFocus on simplicityIntuitivenessNo set-up timeRobustnessElegance
Votre champ de bataille«Magic Spot»
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1 pts2 pts3 pts3 pts1 pt
3 pts1 pt4 pts1 pt2 pts3 pts 2 pts3 pts1 pts
Digital musiciTunes platformApp StoreDeal with majorsiOS / iMac...
ErgonomyTouch interfaceConsistency in useLess click paradigmFocus on simplicityIntuitivenessNo set-up timeRobustnessElegance
Écosystème
Expérience
Votre champ de bataille«Magic Spot»
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Votre champ de bataille«Magic Spot»
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Écosystème
Digital musiciTunes platform
App StoreDeal with majors
iOS / iMac...Ergonom
yTouch interfaceConsistency in useLess click paradigmFocus on sim
plicityIntuitivenessN
o set-up time
Robustness
Elegance
Expérience
Votre champ de bataille«Magic Spot»
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Votre champ de bataille«Magic Spot»
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Présenter son projet Le pitch de 20 minutes
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Guy Kawasaki: «Don’t be a bozo» Le pitch de 20 minutes
102030
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1. Problème2. Votre solution3. Business model4. La magie5. Marketing et ventes6. Compétition7. Équipe8. Projections et étapes clefs9. Status et calendrier10. Résumé et demande
10 DiaposLe pitch de 20 minutes
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Vous êtes dans les assurances ? - 10 pt
Sérieusement vous y croyez ? - 12 pt
On sent que vous pouvez faire mieux - 16 pt
Les deux premiers rangs peuvent suivre - 20 pt
On commence déjà à moins se fatiguer - 24 pt
Il va falloir faire l’effort d’être à cette taille - 30 pt
La taille compte !Le pitch de 20 minutes
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1. ProblèmeLe pitch de 20 minutes
Valeur ajoutéeSaisissantActionnableQuanti!ableEn termes «clients»
Inattendu ?Formulation orginale ?
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1. ProblèmeLe pitch de 20 minutes
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1. ProblèmeLe pitch de 20 minutes
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1. ProblèmeLe pitch de 20 minutes
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1. ProblèmeLe pitch de 20 minutes1. ProblèmeLe pitch de 20 minutes
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1. ProblèmeLe pitch de 20 minutes
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1. ProblèmeLe pitch de 20 minutes
CommunicationTransférer de l’information des émotions
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2. SolutionLe pitch de 20 minutes
ProduitSimplePréciseE"et «wooow»ÉcosystèmeInnovation / Risque
Barrières d’entrée ?Verrouillage client ?
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2. SolutionLe pitch de 20 minutes
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2. SolutionLe pitch de 20 minutes
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2. SolutionLe pitch de 20 minutes
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2. SolutionLe pitch de 20 minutes
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2. SolutionLe pitch de 20 minutes
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2. SolutionLe pitch de 20 minutes
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2. SolutionLe pitch de 20 minutes
CUSTOMERINTIMACY
SOLVE THEIR PROBLEMS NOW
PRODUCT LEADERSHIPSEE THE FUTURE ANDUNCOMPROMISE
OPERATIONALEXCELLENCE
DELIVER FLAWLESSLYYOUR EXPERTISE
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ProduitMinimum
Viable Votre rêve
2. SolutionLe pitch de 20 minutes
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3. Business modelLe pitch de 20 minutes
Segments clientsMonétisationPartenairesDistributionMétrique clef
Démonstration ?Ticket d’entrée ?Montée en puissance ?Type de capitalisation ?
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Network chain reaction Scalability
3. Business modelLe pitch de 20 minutes
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4. Votre magieLe pitch de 20 minutes
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4. Votre magieLe pitch de 20 minutes
We have feature "x" We have the most featuresWe're patenting our featuresWe're better at SEO and social mediaWe are experts at wtm / buzz marketing We have three PhDs We work hard and we're passionate We're cheaper I'm scratching my own itchMy accountant thinks it's a great ideaWe have no competitorsWe are the !rst on the marketNo one is doing it like we areWe have tons of other great ideasPeople are in love with the demo
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4. Votre magieLe pitch de 20 minutes
Is infection built-in or bolt-on?
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5. Marketing et ventesLe pitch de 20 minutes
Canaux de communicationRDV Clefs du marchéTimingObjectifs clefsPipeline client
Original vs. éprouvé !
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5. Marketing et ventesLe pitch de 20 minutes
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6. CompétitionLe pitch de 20 minutes
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7. ÉquipeLe pitch de 20 minutes
VisionLégitimitéSuper-pouvoirs
CEO / CTO / CFO (COO)
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VC ExitMarket size $XM
Partenaire industriel
Arrivée marché
License techno.
+600K
Earlier break even
Time (less risk) ➜
Maquette produit
PrototypefonctionnelAutonomie
Premier client
Business model Staffing
$XK SalesAdded valueTechnology
Early revenuesMarket problem
R&D funding3 Employees
IncubationCTO / CEO team
Arrivée marché
Public releaseMarket rollout
Sales dev.
Pénétration marché
Market size $XMBreak even
Valo
risat
ion ➜
Objectifs réalisablesObjectifs alternatifs
8. Projection et étapes clefsLe pitch de 20 minutes
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9. Status et calendrierLe pitch de 20 minutes
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10. Résumé et demandeLe pitch de 20 minutes
Ce dont vous avez besoinCe que vous avezCe qu’il vous manque
Votre engagementvs. l’engagement demandé !
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10 DiaposLe pitch de 20 minutes
1. Problème2. Votre solution3. Business model4. La magie5. Marketing et ventes6. Compétition7. Équipe8. Projections et étapes clefs9. Status et calendrier10. Résumé et demande
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MY COMPANY ACME.com,IS DEVELOPING AN INNOVATIVE SOCIALINTERACTIVE GEOLOCALIZATION EXPERIENCETO HELP OUR MOST DISCRIMINANT CUSTOMERSSOLVE PERSONAL INFORMATION ISSUESWITH TOTAL SATISFACTION.
1 PhraseLe pitch d’une minutes
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1 PhraseLe pitch d’une minutes
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Cerveau Reptilien4 secondes
Cette personne est-elle une menace ?Cette personne est elle attractive ?Qu’est-ce qui cloche avec cette personne ?
1 PhraseLe pitch d’une minutes
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1 PhraseLe pitch d’une minutes
« Foodspotting is a visual guidethat lets you !nd dishes,not only restaurants. »
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1 PhraseLe pitch d’une minutes
My startup,is developping a speci!c o"erto help target customerssolve a speci!c problemwith un unfair advantage.
startup.com
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Le besoin de clartéPensez twitter
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Communiquer son originalité Le pitch d’une minute
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Communiquer son originalité Le pitch d’une minute
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Tous les supports !Le pitch d’une minute
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Gary VaynerchuckBruyant ✔Brouillon ✔Irritant ✔Authentique ✔
Le besoin de résonance Le pitch d’une minute
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Le besoin de résonance Le pitch d’une minute
Trouver votre voix
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Le besoin de résonance Le pitch d’une minute
A DRAMA!!
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Le besoin de résonance Le pitch d’une minute
Do you see the problem?
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Le besoin de résonance Le pitch d’une minute
Storytelling
Créer un drame !Donner du sensOrienter la réalitéPartager des valeursPermettre à d’autres de se projeter avec vous
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Build the business scenario
Vision + Pitch
Measure assumptions
Build / Measure / Learn
Added value analysisCompetitive space
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Build the business scenario
Vision + Pitch
Business model
Measure assumptions
COM DISTR CUSTPRODCCAV KP MON
Build / Measure / Learn
Learn
Added value analysisCompetitive space
MVP / Prototypes
AssumptionTest description RiskConfidenceTargetsAccessibilityMetricsDurationCostGlobal interest (now, next, last)
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Build the business scenario
Vision + Pitch
Key success factors3-6-12 months milestones
Business model
Measure assumptions
COM DISTR CUSTPRODCCAV KP MON
Build / Measure / Learn
Learn
Learn
Added value analysisCompetitive space
MVP / Prototypes
AssumptionTest description RiskConfidenceTargetsAccessibilityMetricsDurationCostGlobal interest (now, next, last)
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Learn
Build the business scenario
Vision + Pitch
Key success factors3-6-12 months milestones
Business model
Plan B (relative failure)Plan C (unexpected success)
Measure assumptions
COM DISTR CUSTPRODCCAV KP MON
Build / Measure / Learn
Learn
Learn
Added value analysisCompetitive space
MVP / Prototypes
AssumptionTest description RiskConfidenceTargetsAccessibilityMetricsDurationCostGlobal interest (now, next, last)
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Business card / Linkedin / Twitter / Facebook / Blog / Website
Pitch / Jeu de diapos / Vidéo
Business Model / Business Plan / Prototype
Checklist
Difficulté techniqueImportance
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VOUS
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Merci [email protected]