@sydstart

Pitching & PassionPete Cooper@pc0

Cooper & CoMakers of companies, deals, products, communities and events.

Advocates for the startup ecosystem and a lot more. Providers of independent technology, operations and business technology strategy due diligence and expert opinion.

Interested? Check out @sydstart, @8sxco, @coinr, @enpoma, @pc0, @cooperdotco

This presentation was originally given at UTS and Founders Institute Sydney in 2012 and 2013 and is based on personal experiences since 1999.

AgendaFoundations for founders.About us.Passion.Pitching.Judging.

Foundations for founders.Ten giants.Stand on their shoulders.Words of wisdom.

Prof. Clayton ChristensenInnovator’s Dilemma. Disruptive Innovation.

Everett RogersDiffusion of Innovations. Adoption Curve.

Eric RiesLean Startup.Build Measure Learn.Iterate.

Alex OsterwalderBusiness Model Generation. Lean Canvas.

Lean Startup MachineLean Validation BoardTrevor Owens & Team

Steve BlankCustomer Development.Product Market Fit.Four steps to the epiphany.The startup owners manual.

Other highly commendedPaul GrahamYCombinator

Dave McClure500Startups. Pirate metrics for startups.

Brad FeldTechStars. Foundry Group. Startup communities.

Guy Kawasaki The 10-20-30 rule. Art of the start.

So What?Sample stuff we do.About us.

Cooper & Co

Business - Technology - StrategyInvest - Deliver - Manage

Ideals Made Real

M&Aand

Consulting

Large Transaction

Due Diligence

Expert Opinion

Community and EventsSydStart

GreatStart

StartupEcosystemAdvocate

Mentoring

Advisory

Angel Equity

Effort/cash investments.

Product/s

Everything is a startup.

BusinessTechnology

Strategy

Enterprise & Mid Market

Commercial

StartupsCommercial

StartupsNon-Commercial

Blogs

Social

Interest Groups

Enterprise & Mid Market

Non-Commercial

Great Start

Community and Events

Largest in Australia.

Hundreds of speakers/Pitches.

Thousands of participants.

Since 2009.

M&Aand

Consulting

Realtime transaction specialists.

Merger & Acquisition Due Diligence.

$100m in deals. $35m in projects.

TransactionDue Diligence

BusinessTechnology

StrategyExpert Opinion

StartupEcosystemAdvocate

Great Start Co

Advocates for startups across the ecosystem.

Advocacy, speaking, education, lobbying, introductions, influencing, mentoring.

Whatever needs doing.

Mentoring Advisory

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DEVICES

DISK_IMG

MEDIA

Music

Photos

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FAVORITES

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pete

Downloads

Applications

Documents

SHARED

Brians’s MacB…

Dain’s Mac Mini

eddieacer

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Dain’s Mac Mini

SHARED

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Dain’s Mac Mini

eddieacer

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BrianNAS

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Documents

Angel Equity

Effort/cash investments.

Cash and non-cash for equity.

Direct and via vehicles.

Finance/markets are areas of interest.

Product/s

Everything is a startup.

Samples

Insights blog

National multi site review

Passion!Finding what matters.

The Journey

• Bush, City, School

• UTS Comp. Sc

• 20 Years 20 Countries

• Startups ++++

Your Journey

• Only you know

• Formative

• Learning

What Matters

• People

• Passion

• (Personal) Learning

• Market Fit

• Impact

• Oh, and more People, Passion, Learning

What Doesn’t Matter

• Mistakes/Iterations

• Location

• People*

• Competition*

• Social/Commercial

Market Fit @sydstart

People & Passion

• http://www.youtube.com/watch?v=e5_SwZY0dgU

• Startups 101 in Sydney - Video

(Personal) Learning

• My First $100K lesson

• My First $1m lesson

• My First $10m lesson

• My First $100m lesson

• My First $1b lesson

• Persistence & Execution

• I am still learning, we all are.

“Live as if you were to die tomorrow. Learn as if you were to live forever.”

- Gandhi

If you don’t love it, you can’t sell it.

If you don’t love it, you can’t build it.

Build a team.Build a vision investors believe in.

Build the energy to convince customers, media, yourself on the

good and bad days.

If you don’t love it, you can’t win.

If you don’t love it, you won’t be able to

get out of bed on the bad days..

If you don’t love it, you might as well get a ‘real job’

and work in a grey cubicle on someone else’s dream.

You Don’t Have To Love ItExperiment

Pivot

Learn

Test

Team Team Team

But loving it will help. A lot.

Faith in your idea gets you started. Your job is to turn that into Facts.

PitchingCommunicating passion.

sydstart.com/pitch

1.

Title/Open SlideLogoNameSpeakerStraplineFirst impression! Last impression! Video!

2.

The MarketSpecifics. Addressable. Really.Numbers.Independent verification.Unique characteristics/behaviours/locations.Usually not ‘people with mobile phones’.

3.

TeamQualified? Best?Motivated? Force of nature.Fresh.Journey / personal motivation. Passion source.

4.

The ProblemWhat is it?Who has it?Where are they? Characteristics?Emotion. Pain. Heart surgery. Painkillers vs. vitamins.Humour.

5.

SolutionSecret sauce.Why it solves the problem. Really.Screen shots. Product picture/sample/flow.Demo? Hmmm.Don’t be coy.

6.

Traction + MomentumMaking progress and showing it.

Surveys. Signups. Actives. Revenue. Evidence.Traffic. Customers. Repeat sales. Usage. More?Demo? Testimonials. Differentiators. Acceleration.

7.

Why you will win. Leadership. Defensible. Intellectual property.

Community. Marketplace liquidity. First mover. Differentiated. Team. Strategy. Unique advantage. More?

8.

Title - Close. Contact deteails. Brand/logo. Website. Social links.

Media. Rockstar endorsements. Maybe something catchy/fun/memorable. Reinforce key messages/humour. Differentiator.

JudgingCrucible of truth.

sydstart.com/judging

25 Points5 Categories.5 Points each.Judges average score.Not aligned to slides.Could just as easily be out of 100 or out of 10.Sometimes mid points are excluded (no 3/5).

Judging CategoriesTeam What makes your team likely not to just succeed but win globally.

Market What is your addressable market. Really. Specifically.

Innovation Why are you different? What is your secret sauce. Originality. X Factor. More?

Traction Data. Surveys. Profit. Signups. Evidence of Execution. Traffic. Customer interest. Adoption. Revenue. Some/all the above. More?

Defensible Why will you stay ahead and not be de-throned. IP. Community. Liquidity. First mover. More?

Judges (and investors) are people tooDeep experts.Multi-skilled specialists.BS radar.Real world experience.Sceptics.Ultimately very very supportive.

Experiment.

ThankyouPete Cooper@pc0

Cooper & Co

@sydstart