Keys to Pitching

A helpful and intuitive guide for presenters to effectively deliver a investor

targeted pitch.

I. IntroductionProvide a 20 second overview as follows:

Who you are and what your role is in the business.

What do we do or make?Who buys it?Why do they buy it?What are we asking for today?

II. The ProblemSummarize the business problem or “pain”

that is addressed by the product or service.

Quantify the problem. Use dollars or units or other such measures.

Demonstrate that the problem is real and exists today.

Demonstrate that solving the problem actually matters.

Do not state your solution in this slide.

III. The SolutionSummarize your solution.

Be extremely clear and succinct about your solution. Don’t get into “how” at this point; discuss “what”.

Quantify the solution. Use dollars or units or other such measures.

Demonstrate that the solution is “achievable” by your product or technology.

Demonstrate that your solution matters.Do not disclose proprietary information.

IV. The MarketSummarize yourknowledge of the market.

Be extremely clear and succinct about your solution.

Quantify the solution. Use dollars or units or other such measures.

Show that the market is big and growing.Demonstratethe “addressable market”.Show that you are focused and not chasing all

segments.

V. The CompetitionSummarize the competition.

Show your main competitors.Show key differentiators.Figure out a visual graphic to rate competitors.Don’t say that your competition, for example, is

Microsoft. That kind of example doesn’t help.Don’t assert that you have no competition.

VI. TechnologySummarizeyour technological advantage.

Describe your technology.Show that it is scalable.Show how you will protect your IP – e.g.

patents.Don’t get too technical.Don’t get too enamored of your technology.

VII. Approach to MarketShow how you find and retain customers.

Describe the customer (i.e. the one who has the pain).

Explain your go to market strategy.Identify current customers.Don’t try to sell to everyone.Sell the benefits, not the technology or the

features.

VIII. Business ModelShow how you make money.

Follow the money. Show every step graphically.Show all types of revenue.Show how you make money at each stage.Show the impact of scaling on your margins.

IX. ForecastShow how much money you can make.

Show scenarios, not just one version.Keep it simple for this slide.Show when you break-even.Forecasts for investors must be bottom up.Show when subsequent capital will be needed.

X. TeamShow current team.

Show well known people if you have them.If no one has heard of your team, show their

strengths.Show advisory board and board.Show gaps or vacancies and ask for help.Show your own expertise as leader/founder.

XI. MilestonesShow you and your team can execute.

Show that your team made past progress.Produce milestones, customer/market

milestones.Show advisory board and board.Show what the money will accomplish.Show metrics of future success.

XII. The DealShow what you are asking for (money and

help).

Show past money in.Show money needed and proposed structure.Show other non monetary help you need.Show a time frame and a call to action.Show exit strategy.Show use of funds.