pitching your startup idea
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Pitching Your Idea
Gary JinksPresident/Owner GLJ GroupFounder and Managing Director South Valley Angels
gary@gljgroup.com408/420-3650
GLJ Group Consulting Services © 2016 |
The Environment
GLJ Group Consulting Services © 2016 |
Entrepreneurs are everywhere“Startup has gone mainstream”
Incubators/Accelerators and Co-Working spaces GLJ Group Consulting Services © 2016 |
GLJ Group Consulting Services © 2016 |
Entrepreneurs
All ProRookie Professional
• Young• No experience
• Failed and continued• Always engaged
• Raised funding• Had exit
LAMARKA Consulting Services © 2016 | Enabling Small and medium businesses in line with vision 2030
GLJ Group Consulting Services © 2016 |
Pathways
Corporate Innovation Centers
On Your Own
Incubators, Accelerators
• Build your network• Best for Professional, Pro• Compensate with Advisors
• Plugged into Ecosystem• Best for Rookies• Make informed decision
• Path to acquisition• Technology Specific• Understand limitations
LAMARKA Consulting Services © 2016 | Enabling Small and medium businesses in line with vision 2030
GLJ Group Consulting Services © 2016 | 10
Life Cycle - Where are You andWhat is Important
Incubate The idea
AngelFunding
InstitutionalFunding
Acc. The Co.
VCFunding
Seed
Idea Ceation
Bootstrapping
Strategy and PlanMVP/Prototype
Validation and ScaleProduct and Revenue
Explosive GrowthSuperior Execution
Early Stage
Market Entry
Series A
Growth IPO/Acquisition
GLJ Group Consulting Services © 2016 |
GLJ Group Consulting Services © 2016 |
Entrepreneur to Company• Understand the Customer• Build an MVP/Prototype• Have a Plan• Know what it Costs• Communicate it Intelligently
Startup Phases
Go To Market• Get Funded• Validate the Product• Validate the Business Model• Scale
Incubate The idea
Accelerate the Company
Startup Academy
Commercialization Academy
GLJ Group Consulting Services © 2016 |
Pitching 101
Confidence and PassionConfidence is the result of being prepared.
What Investors look for – would I follow this person (CEO) and have confidence in the team; is there passion
MessageClear, Concise, Simple; more is not better.
What Investors look for – Do I understand the business case and exit
PurposePresent you business case and get to the next meeting
What Investors look for – I want to know more and meet the team
DockSend
GLJ Group Consulting Services © 2016 |
More applicable to VC or later round than seed
DockSend
What do Investors look at?
GLJ Group Consulting Services © 2016 |
How It Works
• Documents1. Executive Summary2. Pitch Deck/Presentation3. Plan with Financials
• Right Team– Technical, Business, Start-up, Specialty; Leader– Passion
• A Compelling Opportunity– Large, high demand, growing and now
What Do You Need
What is Your Message
You have a vision and you see an Opportunity You can capture the opportunity and make a profit You have an executable plan and understand the cost You have the right team to execute
• What makes you special; your “Wow” statement
• Defensible (IP)• Scalable
You have an Investor Exit Plan
GLJ Group Consulting Services © 2016 |
Standardized Framework (Scale 1-10)
Metric Score Notes
VisionOpportunityProblemSolutionMarketPlanTeamFinancials
TotalRiskWild Card
55555555
40
is it visionary?why now, who, how big, growth, is it real, validate?to capture the opportunity; stake holdershow you fix it, and why youwho, where do you fit, TAM/SAMget to the finish line
strengths, limitations, networkcustomer acquisition, assumptions, cost
GLJ Group Consulting Services © 2016 |
Business Models
“Startup”Traditional Franchise
• Owner Control• Debt Funded
• Infrastructure• Branding
• Equity Share• Private Investment
GLJ Group Consulting Services © 2016 |
GLJ Group Consulting Services © 2016 |
Startup Model and Innovation
“A startup is a human institution designed to deliver a new product or service
under conditions of extreme uncertainty.” - Lean Startup
• What makes it unique – investor exit, rapid growth, acquisition
• Challenges – culture, infrastructure, quality deal flow
GLJ Group Consulting Services © 2016 |
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