The Pitch Prescription. What You Must Include in Your Investor Pitch

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1 The Pitch Prescription What You Must Include in Your Investor Pitch

2 Coming Soon Funding and Fame For Startups Fast!

3 The Purpose of the Pitch Prescription At the Investor Pitch Clinic we work with hundreds of entrepreneurs helping them launch and get funded. We see many great startups with potential, but no experience or in depth understanding as to how to pitch investors. We know that startups present one of the greatest opportunities for getting the economy on track. For this reason, we created the Pitch Prescription to aid entrepreneurs in their quest for capital. The Pitch Prescription is a guide to what you should include in your investor presentation deck (usually a PowerPoint) and your pitch. Like startups, no two pitches are the same. So feel free to change around the order or add to the content. Just make sure you are prepared to deal with each issue contained in this guide. If you are able to do this, you will be streets ahead of the competition. Good luck in your quest for funding. Martin Soorjoo Founder

4 Some Pitch Pointers Present with PowerPoint but make sure you are the focus, not your deck. Less is more when it comes to text. Use a maximum of 4 words by 4 lines for each page. Use graphics to illustrate your point slides. The more you are able to speak to the key issues rather than rely on information in the deck, the more impressive your pitch. Bring along leave behind materials that contain all relevant information, but provide it after your pitch unless requested to do so before. Practice, practice, practice. Video record your pitch and try to obtain an independent third party review of this and your materials. Pitch with measured enthusiasm, optimism and energy. Expect to have your assumptions challenged.

5 Pitch Structure and Content Introduction Opportunity / Pain / Problem Solution Market Competition Sales and Marketing Strategy Business Model / Financials / Projections Management Team Funding Requirements / The Ask

6 Introduction or Overview Slide (1 slide) Company name, history of company and logo. Define what your company does in a single sentence. Explain what your core value proposition is. Clarify what stage your company is at. Market size. Key company achievements including traction. Awards or press coverage. Presenters name and role within company.

7 Opportunity (2-3 slides) Describe the problem, pain or opportunity. Who is suffering the problem / pain. Use graphics. Use a case study to bring problem to life. Explain how the problem is currently solved? Why are current solutions inadequate? Use independent research to validate problem where available.

8 Solution (2-3 slides) Describe your product or service. List product / service features. Any technologies or services required to make your product operational? Prove that your solution is a company rather than a feature. Explain in detail the benefits provided and the beneficiaries. Use product photos or graphics. Do you have a prototype? Is your product / service the whole solution? Describe your differentiator or competitive advantage. Why is your solution better than those in the market already. How is your product / service scalable? Do you have a patent and / or regulatory approval?

9 The Market (1-2 slides) What is the size of the market? Define the total addressable market. Use a pie chart to illustrate the different market segments. Identify those segments that relate to your potential customers. How will you prioritize those segments. Describe the characteristics of your customers. Build the numbers from the ground up. Is the market an emerging or established market? What is the anticipated future growth for this market? Why? Where available cite independent market research for support.

10 The Competitive Landscape (1-2 slides) Who are your competitors? Big and small, direct and indirect, current and future? Use a competitive quadrant matrix to demonstrate how your product / service compares to your competitors. What is your strategy to ensure your target customers switch from your competitors to you? How easy is it for your target customers to switch to you and what are the cost implications for them? How will customers be able to benchmark your product / service against your competition s? How will you defend against bigger companies bringing better solutions into the market place? How will you dominate your market?

11 Sales and Marketing Strategy (1-2 slides) What is your sales and distribution model? Who are your key customers? How many customers do you currently have? How will you reach your target customers? How will you raise customers awareness of your product / service? How may sales staff are required? How long does it take to close a sale and how much does it cost? Who will be your channel partners? Use logos for corporate customers and distribution partners.

12 Business Model and Financials (2-3 slides) How will your company make money? Explain the elements of your business model including sales and distribution, direct and indirect sales and sales cycle. How will you achieve profitability? Illustrate P & L and 3-5 year revenue projections with charts. What are the key assumptions behind your forecast? Address key pricing metrics including: users, account size, pricing, lifetime. How long will it take to break even? Explain drivers of revenues and growth. Show business / financial milestones.

13 From Launch to Exit (1-2 slides) Outline the 5 year goals for your company. What are the key steps /milestones on the road to achieving those goals? How will you ensure your company and partners stay on schedule? What are the major risks and challenges you face? If your exit strategy is to be acquired, identify: who are your company s most likely buyers. any recent acquisitions of companies similar to yours. If you intend to go the IPO route: Identify any recent, relevant and successful IPO s. Outline the milestones to be achieved before IPO. Justify why this is a preferable route to other exits.

14 Management Team (1 slide) Concise description of key management (CEO, CMO, CTO, CFO, COO). Education, relevant industry background, previous companies / startups. Mention previous M & A s, exits & IPO s. Highlight previous relevant achievements for each individual. State who is full time and part time. Vacancies and planned key future hires. Board or Directors. Board of Advisors.

15 Funding Requirements (1 slide) Specify the amount you are looking to raise. Justify why this amount. Milestones that will be reached with new funding. Previous funding raised and identity of backers. What cash have the founders / management team put into the business? How much cash do you have in the bank? Current and future burn rates. What equity is set aside for future key hires? Pre-money valuation (do not put in presentation. To be discussed at meeting).

16 About Us At the Investor Pitch Clinic, we assist entrepreneurs and companies to secure funding from Angel Investors and Venture Capitalists. We help clients identify appropriate investors and create and deliver winning investor pitch materials and pitches. Our Get Funded coaching system gives entrepreneurs the edge. Our services include: Pitch document review and advice (Executive Summary, Deck & Business Plan). Assistance with pitch structure, content and delivery. Identification of suitable investors. Idea evaluation. We provide advice and coaching in person, over the phone or webcam and via to clients across the United States, Canada, Europe and India. If you would like to discuss how we can help you get funded, call (US) or for a free no commitment consultation.

17 Coming Soon Funding and Fame For Startups Fast!

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