Session 3 Chalmers Innovation Startup Camp fall 2014

1. Pitch & NABC

2. 5DOI

3. 5DOI

4. Innovation plans
Champion World-class team
Value Proposition Positioning to address important
unmet need
Unique, compelling
competitive advantage
Risk mitigation
NABC
Needs/Approach/Benefits/Competition
Goal: Important Need & Internal
Investment

5. NABC
Need
Approach
Benefits
Competition

6. Create interest to learn more
Opening: - Hook
- Short Summary of company
purpose
- The ask (describe the problem)
In what launch market will you start?In what launch market will you start?
Need: - Important unmet need- “pain killers”
- Sense of urgency – why now?
- Market ecosystem – size, disruption
- Initial positioning – first customers,
growth

7. Innovation plan approach
Answer key questions and build excitement
Approach: - Product and/or service definition
-Bring it to life – demo, story,
sample
- Reference customers or partners
- Go-to-market plan
- Senior management & staffing
- Expertise to make it
happen
- Business Model
- How to make money
Sell products & services
Subscription
Giveaway printers & sell ink Other?
Sell products & services
Subscription
Giveaway printers & sell ink Other?

8. Quantify meaningful value
Benefits: - Quantitative advantage & payback
- Customer value
- Investor benefits – ROI, growth,
profit
- Staff, partner & other stakeholder
value

9. Positioning to minimize risk
Competition: - Competition now & future
-Comparison
-Able to perform significantly
better
-Differentiated, unique &
enabling
- Barriers to entry
- IP, business model,
partnerships
- You can own and protect- Risk mitigation plan
- Address issues of
maximum risk
- Ability to react to external
changes

10. Clear conclusion to move forward
Close: - Summary
- The “ask”
- What happens next
- Next step

11. Examples
Need:
-Do: Our market segment is 150 MSEK/YR
and growing with 20%.
-Don’t: Market is growing fast.
Approach:
-Do: We’ve developed a one-step process that
replaces existing two-step process with
no loss in quality.
-Don’t: We have a smart technical solution,
design...
Benefit/cost:
-Do: Our one step process reduces our cost
with 50 % and gives us a expected ROI of
50% annually with a profit of 50 MSEK year 3.
-Don’t: ROI is excellent.
Competition:
-Do: Our competitor Ever Green AB uses
existing two step process. We own all IP to
our one step process.
-Don’t: We are better than our competitors.

12. A few pointers….
• If you don`t grab people within the first minute, they’re
going to start checking their email.
• Tell the story through the problem. It needs to be a
story about problems and solutions.
• Have a plan and an idea of how you’re going to make
money.
• Know your material, and keep the energy up!
• When pitching directly to an investor, make sure you
say what you’re going to do with the money.
• Finish strongly and sum up why someone should buy
from you or invest in your company.