Pitch  Deck-­‐Square  One  

Christine  Karslake  

10/13/2014   Christine  Karslake,  Square  One   1  

Why  do  we  do  pitch  decks?    Who  are  we  pitching?    Where  are  we  pitching?    What  are  we  pitching?    

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Basic  format  of  pitch  deck  (think  pictures  instead  of  words)  

 1. Overview  of  company/elevator  speech  in  PowerPoint  format  2. Team  3. Market  Opportunity  4. Problem  and  Opportunity  5. Market  Problem  and  Solution  6. Competition  7. Benefit  and  advantages  of  your  solution  8. Demonstration  of  what  you  do  9. Business  model  10. Forecast  11. Exit  Strategy  12. Status  &  Milestones  13. Requested  $  and  Use  of  capital  14. BOD  &  Advisors  15. Closing  

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Overview  of  Company/Elevator  Pitch  in  Pictures  

Think  of  this  as  telling  the  audience  what  you  are  going  to  tell  them    Short  concise  description  of  your  company,  people,  product/business  Bottom  line:    Provide  a  clear,  brief  overview  that  leaves  your  audience  wanting  to  know  more    

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Team  List  all  team  members  and  role,  photos  of  team  members  are  good  Describe  what  skills  each  team  member  brings  Describe  accomplishment  &  awards  Consider  having  each  team  member  introduce  himself/herself  

 

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Market  Opportunity  

Describe  the  overall  market,  addressable  market,  target  market  you  are  playing  in:  think  of  it  as  concentric  circles  Describe  overall  market  such  as    

       number  of  people,  number  of            products,  pricing  Bottom  line:    Present  solid,  thorough  analysis  of  the  market  to  show  you  are  experts  

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Problem  and  Opportunity  

What  are  the  major  pain  points  in  the  market?  What  are  the  current  solutions  to  the  pain  points?  How  do  these  current  solutions  fall  short?    What  are  they  missing?  Bottom  line:    Show  how  you  are  addressing  a  KEY  market  issue  and  how  current  solutions  miss  the  mark.  

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Market  Problem  and  Solution  

Reiterate  the  market  problem  Describe  how  your  product  solves  the  market  problem  and  is  better  than  existing  products  Be  careful:    changes  to  the  way  people  do  things  may  be  difficult  Bottom  line:      Show  in  crystal  clear  terms  why  

existing  products  in  the  market  and  why  it  is  worthy  of  investment  

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Competition  List  and  describe  your  future  competitors  Describe  their  attributes,  where  they  are  in  their  development  cycle  and  how  they  compare  to  your  product  Be  careful  about  saying  that  there  are  no  competitors;  how  do/will  customers  satisfy  their  needs  Bottom  line:    You  want  to  show  you  are  very  knowledgeable  about  future  competitors  and  their  products  and  why  your  product  will  clearly  be  a  better  investment  

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Benefit  and  Advantages  of  Your  Solution  

Summarize  the  market  pains  &  market  needs,  current  competitors  and  potential  future  competitors  in  one  slide  Consider  using  a  checklist  chart        Bottom  line:    Show  clearly  how  your  product  is  the  best  one  to  address  all  market  pain  points  and  needs  and  why  investors  should  chose  you      10/13/2014   Christine  Karslake,  Square  One  

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Us   Competitor  1   Competitor  2   Competitor  3  

Market  need  1   Yes   No   Yes   No  

Market  need  2   Yes   Yes   No   Yes  

Market  need  3   Yes   No   No   No  

Demonstration  of  What  You  Do  

         their  hands  on  your  product  

video,  may  want  to  include  customers  Use  your  own  computer  to  avoid  technical  issues  Bottom  line:    You  want  to  get  people  comfortable  and  interested  in  your  product  

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Business  Model  How  will  you  get  your  product  to  market?  Costs?  What  is  your  target  market?    What  customers  will  you  reach?    How  will  you  sell  your  product?    What  kind  of  marketing  will  you  use?    How  will  you  price  your  product?  How  will  you  handle  logistics  such  as  distribution  and  inventory?  What  follow  on  products  or  markets  will  you  pursue  next?  Bottom  line:    You  have  thought  through  all  aspects  of  your  business  and  have  chosen  the  best  business  model  

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Forecast  Prepare  pro  forma  for  the  business,  revenue,  COGS,  expenses,  EBITDA,  EBITDA  margin  (5-­‐10  yr)  List  all  key  assumptions  Understand  what  are  the  key  factors  in  your  forecast  that  are  the  drivers  of  value  Understand  all  key  risks  associated  with  your  financials  Bottom  line:    All  models  will  be  inaccurate  but  the  important  thing  is  that  you  understand  key  drivers  of  the  model  

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$  

Exit  Strategy  

Key  partnerships  you  would  like  to  form  along  the  way  and  why  those  are  important  to  you  Strategies  to  get  on  the  dashboard  of  potential  acquirers  IPO  is  not  typically  preferred,  many  times  another  financing  round  Bottom  line:    Investors  want  to  know  that  you  will  have  a  reasonable  chance  to  successfully  exit  within  a  timeframe  of  3-­‐7  years    

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Status  &  Milestones  

State  a  little  bit  about  the  history  of  your  company  such  as  founders  and  founding  date  Explain  what  you  have  accomplished,  in  what  time  and  with  how  much  capital  Talk  about  key  awards  you  have  won  Bottom  line:    Show  how  you  have  been  able  to  accomplish  much  with  little  capital  and  how  you  will  continue  to  do  so  

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Requested  $  and  Use  of  Capital  

Clearly  state  your  financial  need,  how  those  dollars  will  be  spent,  which  milestones  will  be  attained  and  how  those  milestones  will  help  you  to  reduce  risk  Frame  in  terms  of  time  from  investment  not  from  now  

 Bottom  line:    Convince  your  potential  investors  that  you  are  using  their  capital  wisely  

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BOD  &  Advisors  BOD  if  you  have  one  (typically  after  Series  A,  first  institutional  round)  Advisors  that  are  helping  to  provide  expertise,  what  do  they  do  for  you  and  what  do  they  

       bring  to  the  table  List  key  holes  in  your  team  and  your  intentions  for  closing  those  gaps  (bringing  on  identified  team  members  post  funding,  seeking  advisors,  etc)    

-­‐notch  advisors  that  believe  in  you  

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Summary  Slide  

Make  your  closing  argument    It  should  have  many  of  the  same  elements  as  your  elevator  pitch  overview  but  will  now  have  the  backing  of  your  presentation  Bottom  line:    Leave  your  audience  with  a  clear  

imaging  not  wanting  to  dig  deeper  

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Closing  

Make  sure  you  thank  your  audience  Leave  time  for  any  remaining  questions  and  discussions  Leave  the  door  open  for  them  to  contact  you,  leave  emails  and  phone  numbers  so  they  can  follow  up,  have  connection  to  your  website  

 Bottom  line:    Want  investors  to  move  forward  with  due  diligence  or  invite  you  back  

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Thank  you  for  your  time!    Any  questions?    Happy  Trick  or  Treating!  

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Resources  

http://www.slideshare.net/QuintinAdamis/pitch-­‐deck-­‐template-­‐by-­‐guy-­‐kawasaki  http://www.slideshare.net/Sky7777/the-­‐best-­‐startup-­‐pitch-­‐deck-­‐how-­‐to-­‐present-­‐to-­‐angels-­‐v-­‐cs?related=2  

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