12 secrets to more successful investor and business sale pitches john stuppy edumetrix 12

www.EDUMETRIX.com

John Stuppy, MBA, Ph.D.

EDUMETRIX – CEO

Cell (410) 935-0936 [email protected] Schedule a call with John = http://meetme.so/JohnStuppy

12 Secrets To

More Successful Investor

& Business Sale Pitches

mailto:[email protected]

http://meetme.so/JohnStuppy

EDUMETRIX principals & clients have closed

over one billion dollars in funding, growth &

exits using the EDUMETRIX | 12 strategies.

“I engaged EDUMETRIX and with their help we raised over

$10 Million and built my business into the industry leader. In

2 years we sold the company to a strategic acquirer.” ~ CEO

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Why Follow These Guidelines?

Copyright (C) 2014-2016, EDUMETRIX INC.

Within 18 months we sold our

company to a highly respected

strategic industry leader -- CEO

“Using the Strategic Opportunity

Map™ EDUMETRIX created for us,

we increased our customer base

from 8,072 to 182,984 in 8 months.

We are amazed!” – CEO “EDUMETRIX got us a 6-figure

business development deal for

my start up.” ~ Owner

Want to sell your business?


You’ll need a Pitch Deck that tells an acquirer why:

The market & opportunity is huge, growing & hot!

Your company, product, leadership, etc. will win

25 years experience buying & selling companies

has taught us not only what to cover, but also how to

organize your deck and tell your story for

maximum engagement, credibility & interest.

No More “Death by PowerPoint”


When you present your investor

or business sale pitch do your

attendees frequently check

their watch or smart phone?

Then you’re killing them –

and not in a good way!

Implement these 12 tips & make your investor

or Business Sale pitch more compelling &

successful. Achieve your mutual goals.

#1 – Save the Rest for Last


Start with your most compelling points.

Grab their attention! Get them excited!

If a pitch-point doesn’t makes your

audience “pull out their checkbook” or increase

their interest, seriously consider dropping it from your

deck and not diluting your message

If you “Save the best for last” your audience

will tune out long before you get to it!


Identify up front the market opportunity and

your unique ability to dominate it including

Opportunity Magnitude ($’s, users, etc.)

Propitious timing / market factors

Sustainable Competitive Advantages that

will ensure you get the lion’s share

Your unique experience, connections &

qualifications for market domination.

#2 – Explain the Big Opportunity &

Why You’re Poised to “Own” It

We often create a proprietary Strategic Opportunity MapTM 90-

day plan to sell now or accelerate growth for a bigger exit later.

Your long-term goal might be: “sell & exit,”

but you should hit immediate goals such as get

a call with senior people or do a demo..Know what your audience

needs to authorize the next step. Always be closing (ABC).

Drive home the market opportunity & your domination strategy

(tip #2). Skip info and details (although true) that dilute or detract

from your strengths.


#3 – Know Where You Want to Go

#4 – Tell a Simple Compelling Story


Focus your message on what’s

Important for your present audience

E.g. What’s in it for them?”

Don’t use the same deck to sell

VC’s, partners, customers, acquirers

influencers and users

Use different decks for each purpose.

One size doesn’t fit all

#5 – In ‘Pitch Math’ 4x3 > 12x1


Identify your top 3-4 killer unique

selling propositions and “unfair” competitive

advantages and drive them each home

3 times in some way in the presentation

Don’t rattle off 12 features once each

Describe your 3 or 4 most compelling,

impactful “reasons for being” and

“rinse and repeat”

#6 – Don’t Educate…SELL


There’s nothing more boring than

over-describing true but irrelevant facts

about your industry, company history or

common product features everyone has

Repeat what makes your product or service

unique & compelling. Leave history to the historians.

Teachers are paid to educate – you are paid to sell.

Sharing some background is fine, but

too much doesn’t close the deal


Start off your presentation with a BOLD claim that peaks your audience's interests and sounds like the answer to a pressing, valuable and important problem in the industry Remember to explain your claim/solution and reinforce it several times as noted in #5. Yes, we’re repeating #5 because it’s important! : ) Also remember to start right away with your strongest points (#1). You get the idea.

Claiming to have the solution to a big pain point will get your audience’s attention and make them want to learn more

#7 – Make a BOLD Claim

#8 – Keep Good Company


People like to bet on a horse that has won big

before. Does your company have:

Management with a proven track record?

Influential industry leads who sing your praise?

Conference speaking engagements?

“Smart Money” investors?

Awards?

Other bragging rights?

Follow the Money. People trust you more when

people in the know back or endorse you

#9 – Give Real Numbers


Instead of “the percentage of customers that upgrade to our

premium model is 10%,” use the real number, e.g. “9.85%” Round numbers look made up

Do projections of sales, growth, retention etc. “fit?” Your audience may not know what’s right, but they’ll know it’s wrong if

various numbers don’t “Add up”

If you are growing by X%, all related numbers

such as revenue, retention, etc.) should eflect

and be consistent with that growth rate

#10 – A Picture > 1,000 Words


Blah blah words more words bullets

explanation details and this minutia the obvious the obscure so what and then irrelevant of minor importance Blah blah words more words bullets explanation details and this minutia the obvious the obscure so what and then irrelevant of minor importance Blah blah words more words bullets explanation details and this minutia the obvious the obscure so what and then irrelevant of minor importance

Paint a picture; don’t talk about each brushstroke

Present big ideas and the big picture so

your audience “gets” the most

important & relevant points

=

#11 – Prove You’re Ready 1-2-3


Problem: Investor says “Come back when you have 100,000 subscribers, lifetime

value 2 times the cost of acquisition and 35% EBITDA” You think “Surely, then I won’t need to come back!” Instead – define milestones investors believe prove your thesis. E.g. “Our goals: 50 sales in 3 months, 10x growth in 3

months & 85% retention. ACTUAL: we closed 62 sales in 2 months, grew 12x in another 2 month with 90% retention.”

Present success milestones funders or acquirers believe “prove” your model and all necessary components are ready (E.g. your product works, people will pay & renew, ROI / sales / profit and effectiveness goals are met, etc.)


If you can replace your company’s name in a slide or

brochure with your competitor’s name, and the slide or

brochure still rings true, then you have not identified

something that makes you unique, nor have you made a

compelling case for what differentiates and validates the

superiority of your products/services/company.

Anything your competitor can say

that is in your deck is a lost opportunity to

demonstrate what makes you best

#12 – Be Unique

“+1” – BAKER’S DOZEN

FOLLOW UP! FOLLOW UP! FOLLOW UP!


Added bonus – “Baker’s Dozen” -- every 1-2 weeks after

presenting your deck using the EDUMETRIX | 12 guidelines,

update the people you pitched with news such as: New contracts signed

Hit/exceeded sales projections, goals etc.

New strong top/bottom line improving partnership

Awards

Upcoming speaking engagements

Give your pitch audience new things to get excited

about and bring your folder to the top of the pile!

Show you’re making good on your

plan and continuing to grow.

John Stuppy, MBA, Ph.D.


JOHN STUPPY EDUMETRIX, CEO [email protected]

Dr. John Stuppy was president of startup TutorVista which raised $34M from

Sequoia & other top VC’s, grew 825% a year to be the world largest online

tutoring company and sold to Pearson for $213M. John is now CEO of

EDUMETRIX where he helps for-profit education companies raise money, grow

quickly, build value, dominate their market and exit with the best package.

John is a respected education technology visionary. He has earned 39 patents.

Earlier John held senior roles at The Princeton Review, ETS & Sylvan

Learning/Educate. He has been featured on ABC, NBC & CBS news,

in the NY Times & Wall Street Journal and is an expert on fast growth

strategies & technology-enabled school reform.

Ph.D., Education Policy, UCLA

MBA, Marketing, Kent College

MA, Curriculum/Teacher Studies, Stanford University

B.S., Biological Sciences, Stanford University


"Topping the list of qualities that make John Stuppy from EDUMETRIX the consummate fund-raising and business selling resource to education entrepreneurs are his deep domain experience, expansive network of professional contacts, and profound understanding of the value drivers in for-profit education.”

"One of the most knowledgeable people on the education industry I have met. Also very well networked with all the education companies."

John Stuppy Testimonials


CONTACT: JOHN STUPPY

Phone (410) 935-0936

[email protected]

Schedule a call http://meetme.so/JohnStuppy

mailto:[email protected]

http://meetme.so/JohnStuppy