Competitive

1. What Do Investors Want To See

2. Module 4 – Pitching Investors and
Closing
• What do investors need to see?
• How to create a pitch deck?
• How to tell your story?
• What are the do’s and don’ts of the pitch?
• How to close the round.

3. What Do Investors Want To See?
• Investors invest in what they know.
• Talking to investors who don’t know your industry
is not productive.
• They DON’T CARE how (or if) your product
works (they assume it does or will).
• What they DO CARE about is that you:
– Have an in-depth knowledge of your market.
– Can articulate how your product solves problems.
– Know why customers will buy your solution.

4. What Do Investors Want To See?
• Investors invest in YOU and your team.
– Do you have experience and a track record?
– Are there significant gaps in the team?
– Does the team have diversity of thought and skills?
• Never say “I have no competition”.
– Either you don’t know your market, or:
– You’re in an “uninteresting” market.
• Realistic financials (base, worst, and expected cases)
– Simple and straight-forward
– Cash basis and well thought out assumptions.

5. What Investors Want To See - Summary
• The 3 “C’s” of a Business Plan
– Compelling idea – if the investor has to ask why
people will buy your product, you’ve lost.
– Competent management – people who fully
understand the technology and market.
– Cash flow – early traction is a must.
• Understand the risks – pitching to investors
without respecting their motivations and
concerns proves you don’t understand.