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Startup Tampere Pitching Training Workshop 2019

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Startup Tampere Pitching Training Workshop 2019

  1. 1. How to Deliver a Pitch Investors Simply Can't Turn Down Sointu Karjalainen sointu.karjalainen@businesstampere.com +358 40 823 5371
  2. 2. WHY?
  3. 3. Benefits of (just) entering a pitching competition Build your confidence Expand your network Gain exposure Refine your idea
  4. 4. GETTING TO SECOND BASE
  5. 5. Golden rules of investor dating 1. Be specific and laser focused 2. Pitch the deal, not the business 3. Be authentic and tell a story
  6. 6. Presentation skills Practice beforehand Know your audience PowerPoint is a visual aid, not the story Get excited about what you pitch Be genuine
  7. 7. 1.date pitch deck 2.date pitch deck 3-5 minutes 1. Hook 2. Problem 3. Solution 4. Markets (GTM) 5. Business Model 6. Competition 7. Traction 8. Founding team 9. Closing 10-30 minutes 1. Company Overview 2. Mission/Vision of the Company 3. Team 4. Problem 5. Solution 6. Market Opportunity, GTM 7. Product 8. Customers 9. Technology 10. Competition 11. Traction 12. Business Model 13. The Marketing Plan 14. Financials 15. The Ask
  8. 8. 1. Hook – begin your story “Imagine…” - tell a story. Question…get a “yes”. Appeal to emotions. One Liner - big vision statement — not What you do — WHY you do!
  9. 9. 2.Problem The ”villain” of your story – painful problem worth solving with stats showing this is an issue worth lots of money and hint that current solutions aren’t cutting it…
  10. 10. 3. Solution – the ”hero” that slays the villain • We’re doing X (solving a problem) for Y (for a specific audience) by Z (in a nutshell, what are you? A Platform /app /solution/tool/ etc.) and as a bonus, your unique secret sauce that is enabling you to do it better than competition • Focus on the outcome for customers and clients. Marketing begins with investors, who might themselves be prospective users of a new product or service • Where others do X, our solution excels because we do Y cheaper/ faster/ saving money or resources/ making more money. Highlight the important benefits to your users/ customers • Plan for a demo - identify 3 best things about your solution and focus on making sure your audience understands them clearly
  11. 11. “If you can’t explain it simply, you don’t understand it well enough.”
  12. 12. 4. Market opportunity • Briefly explain exactly who your target audience is and how you intend to acquire these customers. ...GTM separately in longer pitches ( What are the strategies that will help you penetrate the market and gain users?) Show statistics: • TAM (Total Addressable Market) • SAM (Segmented Addressable Market) • SOM (Share of Market) so they get an idea of the size. • Value of the markets— what was the spend on similar solutions last year?
  13. 13. 5. Business model How do you make money? Basic revenue model, additional revenue streams
  14. 14. 6. Competition It’s GREAT that you have competition — now just prove that you have a clear advantage over them. Group them into 3 or 4 types and then create a magic quadrant, a petal diagram or a marketscape showing how you measure up to them. Most important — add in your true differation statement: “What truly sets us apart is…”
  15. 15. 7. Traction The major milestones you’ve hit in funding, product, users, downloads, revenue, growth, endorsements, partnerships, etc.
  16. 16. Instead of using words like traction, revenue, signups, etc. say: • 40% growth in user MoM, for 8 months • 212% growth in revenue YoY, at $500K • $150K revenue, 97% Margins, 40% growth in users MoM
  17. 17. 8. Founding team • Most important slide but easily overlooked • Ideas matter, but execution rules. Investors are looking for a strong and diverse team with relevant domain expertise • Pics, titles and a few important facts. Add logos of outstanding organizations you’ve worked for, been affiliated with or studied at. If you have an Advisory Board, add them too — it might need a separate slide • A good way for investors to predict potential success is by looking at the speed of progress the startup has made as a team. Highlight those personal achievements and learnings • Be honest even when your team consists of only two students and a dog
  18. 18. 9. Closing – the ask Money for milestones! What are your major milestones to be hit (product, marketing, revenues) over the course of time this funding round will last for — 12/18/24 months? Seeking $XXM for: (List the main allocations such as: R&D, Sales and Marketing, Team Expansion Etc. Round Objective: This will take us to XX months, XXXK users/revenue/downloads etc., break even/cash flow positive — wherever you will be when you are ready for the next round. “Why us, why now?” This is the place to really show movement in trends and opportunities — have there been major fundings or acquisitions among your competitors?
  19. 19. Which pages matter the most? 23,2 22,8 16,3 14,5 13,3 11,3 10,2 0 5 10 15 20 25 Financials Team Competition Business Model Market Problem Solution Average seconds spend on page
  20. 20. Practise Practise Practise Startup Tampere Meetup https://www.meetup.com/Startup-Tampere-Meetup/
  21. 21. https://businesstampere.com/entrepreneurs/startup-tampere/
  22. 22. nordicstartupschool.com
  23. 23. OPEN FOR BUSINESS. sointu.karjalainen@businesstampere.com +358 40 823 5371 Startup Tampere Slack http://bit.ly/startuptampereslack

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