Download - 把你的 startup 帶到世界 - 打造國際水平的簡報
把你的 startup 帶到世界 打造國際⽔水平的簡報
!Sep 20, 2014
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10 週新創事業實戰營
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全端設計與 開發
Mobile App 開發
Full Time Full Time Part Time
行銷實戰技
Pre-reading list
• Airbnb Series A Pitch Deck!! http://www.pitchenvy.com/gallery/airbnb-pitch-deck/
• TED Talk: Amy Cuddy on Body Language!! https://www.ted.com/talks/amy_cuddy_your_body_language_shapes_who_you_are
• TED Talk: David Rose on Pitching to VCs!! http://www.ted.com/talks/david_s_rose_on_pitching_to_vcs
• Guy Kawaski 10 slides!! http://blog.guykawasaki.com/2005/12/the_102030_rule.html
• Order with Me - Tech Crunch Disrupt Beijing!! http://techcrunch.com/video/order-with-me/517390015/
Agenda
• Dry Run (30 min)
• Story Telling (60 min)
• Break + Exercise 1 (60 min)
270 分鐘
• Startup Pitch Essentials (20 min)
• Break + Exercise 2 (60 min)
• Business Framework & Tools (40 min)
講師介紹
Ellie Chang!• Associate, Booz & Company!• MBA, Ross School of Business, University of Michigan!• HK & TW Purchases Leader, Procter & Gamble
Bernard Chan!• Founder, ALPHA Camp!• Regional Director, Yahoo!!• Consultant, Bain & Company!• MBA, MIT Sloan School
先互相認識⼀一下
You go first
This is not an English Class
OBJECTIVE!!
High-level direction of building an effective (startup / business) pitch
Detailed Business Presentation
Startup Pitch
vs
Story Telling | 說故事
Bernard’s
Telling good story
What makes a good movie?
16
Three parts to a good movie
Script Visual Acting
Script
• Structure & Logical
• Connects with Audience
• Meaning / Message / Impact
Elements of a good script
• A satisfactory ending
Ending = Decision / Next Steps
Ghost Deck
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從前有一個國王
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他想買一件新衣
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最後,每個人都在嘲笑他
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Storyboarding
Slide sorter
VisualPicture is worth thousand words…
Landscape War Scene
SuspenseClose-up
Slide < > Scene
Imagery
Source
Data
Data
Flow chart / process
Product
Key message
Suspense
Attention
你的⼈人跟你的投影⽚片⼀一直在競爭
YOU
才是簡報的核⼼心
36
Less is more
ActingPeople is everything
80%20%
Delivery
Content
Single most important thing about a VC pitch
YOU
Personal Traits
Integrity
Exp / Knowledge
Passion
Confidence
Skills
Leadership
Vision
Commitment
Realism
CoachableSource: http://www.ted.com/talks/david_s_rose_on_pitching_to_vcs
80%Practice
The key to storytelling is !not your perfection but your humanity!
!Garr Reynolds
A powerful story
Amy Cuddy
“I had a car accident when I was 19…
“I felt entirely powerless…
“I was so afraid…
A good story is deeply personal, yet universal to all of mankind
Business Framework & Tools
Horizontal Logic and Vertical Logic
Horizontal logic = a narrative flow of all the headlines
Vertical logic = a link between the headline and its support- ing data
Company ABC has experienced profitable growth in recent years
Driving Forces Company ABC Revenue & Profit Trend!2003 - 2007
Strong organic growth!▪ Increasing # of product innovation!▪ Expanded channel!▪ Market launch in LA market!!Successful cost restructuring program!!Aggressive on-going cost mgmt!!!
However, ABC is still working toward becoming the market leader
Market Share !2007
19%
57% SeriesSeries
24%
SeriesXYZ
ABCDEF
Market Penetration!2007
ABD 58%
DEF 63%
48
47
46.3%
45.5%
Age Phones % with Smartphone
Gender % Male
With the proposed market expansion, ABC can expect to increase its market dominance
Mock up – check your logic
Tools
表現數據的圖表⼯工具
Area Chart
0
2
4
6
2007 2008 2009 2010 2011 2012 2013 2014
Series
Y Axis
Stacked Area Chart
0
5
10
15
20
25
2007 2008 2009 2010 2011 2012 2013 2014
SeriesSeries
Y Axis
SeriesSeries
100% Area Chart
2007 2008 2009 2010 2011 2012 2013 2014 2015
Series
Series
Series
100%
Bar Chart
46
31
202007
2008
2009
Series
Stacked Bar Chart
50
35
45
20
32
44
20
31
46
2720 1392007
4746
3931 1662008
2282009
SeriesSeries SeriesSeriesSeries
Clustered Bar Chart
46
31
20
47
39
27
45
35
50
444647
39
272020
2007
3231
2008
2009
SeriesSeriesSeriesSeriesSeriesSeries
Column Chart
46
31
20
2007 2008 2009
Series
Stacked Column Chart
50
453532
4431
46
2020
2720
139
2007
3931
166
2008
47
46
228
Series
Series
2009
Series
Series
Series
100% Stacked Column Chart
36% 21% 20%
15% 19% 19%
15% 18% 20%
20%15%
139
21%
2007
23%
20%
228
18%
166
2008 2009
SeriesSeriesSeries
Series
Series
100%
Clustered Column Chart
46
31
20
4739
27
45
35
5044
32
20
46
31
20
4739
27
2007 2008 2009
SeriesSeriesSeriesSeriesSeriesSeries
Combination Chart
35
232632
21302623
53
3539
48
32
4539
35
0102030405060
2007 2008 2009 2010 2013 2014
SeriesSeries
Y Axis
2011 2012
Stacked Column Chart with Secondary Axis
0
10
20
30
40
50
0
2
4
6
8
10
2
23
25
2007
4
26
30
2008
6
30
36
2009
5
21
26
2010
436
2011
6
26
32
2012
8
23
31
2013
9
35
44
2014
SeriesSeriesSeries
Y Axis Y Axis
32
Line Chart
0
2
4
6
8
10
2007 2008 2009 2010 2011 2012 2013 2014
Y Axis
Series
Multiple Series Line Chart
0
5
10
15
2007 2008 2009 2010 2011 2012 2013 2014
SeriesSeriesSeriesSeriesSeries
Y Axis
Pie Chart
19%
57% SeriesSeries
24%
Series
24%
57% Series
Series
19%
19%
Series
Series
Mekko Chart with Unit Axis
98
46
20
164
Label
64
47
25
136
Label
79
79
22
180
Label
Series
Series
SeriesX Axis
Mekko Chart with 100% Axis
100%19%
26%
55%
Label
Series
Series
Series
X Axis
52%
8%
40%
Label
45
82%
5%13%
Label
23 7
Scatter Chart
0
1
2
3
4
0 5 10 15 20 25 30 35
Y Axis
Label
Label LabelLabel
LabelLabel
Label LabelLabel
LabelABC
X Axis
Bubble Chart
0
10
20
30
40
0,0 0,5 1,0 1,5 2,0 2,5 3,0 3,5 4,0 4,5 5,0 5,5 6,0
LabelLabel
Label
LabelLabel
ABC
X Axis
Y Axis
Waterfall Chart
24
123
6
Label
123
6
Label
SeriesSeriesSeries
Label
6
32 1
Label
6
32 1
Label
24 6
Label
32 1
Label
2 1SeriesSeriesSeries
Label
6
32 1
Label
6
32
3
6
Label
1
80%Practice
Startup Pitch
Bernard’s
Guy Kawasaki: 10 / 20 / 30
10 Slides
20 Minutes
30 Point Font
Guy Kawasaki: 10 / 20 / 30
Problem
Business model
Solution
Technology (how)
Marketing & Sales
Competition
Projections
Team
Status / Timeline
Call-to-action
Linkedin Series B Greylock
Linkedin Series B Greylock
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A few key points
Starting!Point
The!possibility
1. Sell a big dream !but!
start with something you can win
2. Be very strong in!two of these three
Team
Traction
“if you have traction, lead with traction”
Customer understanding
3. Personal story is a good start
Single most important thing about a VC pitch
YOU
10 週新創事業實戰營
89
全端設計與 開發
Mobile App 開發
Full Time Full Time Part Time
行銷實戰技
End
www.alphacamp.tw