nvbc perfecting your pitch 2012
DESCRIPTION
When presenting, most people distract their audience to the point that less than half of their presentation is understood. This will help you with the other half.TRANSCRIPT
Perfecting Your Pitch
Presentation begins at 7pm
[email protected] 604 484-0070 x 2001
David Shore
davidshore
?
WIN
COMMUNICATION
PRESENTATION
About Stirling Mercantile
- PERFECTING YOUR PITCH -
Divestitures
M&A Advisory
ExpansionCapital
FairnessOpinions
Early-StageFinance
FAIRNESS OPINIONS
Director comfort & legal protection from independent, expert valuation
EXPANSION CAPITAL
Multiple industry experience
Seasoned corporate financiers
EARLY-STAGE FINANCING
Full-service approach throughout process
Aligned interests likely to secure funding
DIVESTITURES
Corporate financier involvementcan improve price, simplify process
M&A ADVISORY
Sage advice in times of need or growth opportunity
.
About Stirling Mercantile
- PERFECTING YOUR PITCH -
Divestitures
M&A Advisory
ExpansionCapital
FairnessOpinions
Early-StageFinance
FAIRNESS OPINIONS
Director comfort & legal protection from independent, expert valuation
EXPANSION CAPITAL
Multiple industry experience
Seasoned corporate financiers
EARLY-STAGE FINANCING
Full-service approach throughout process
Aligned interests likely to secure funding
DIVESTITURES
Corporate financier involvementcan improve price, simplify process
M&A ADVISORY
Sage advice in times of need or growth opportunity
.
Early - Stage Financing
- PERFECTING YOUR PITCH -
COMMUNICATION
Textual Presentations
- PERFECTING YOUR PITCH -
Graphic Presentations
- PERFECTING YOUR PITCH -
Textual Presentations
Graphical Presentations
Graphical Presentations
Pricing : A Science and an Art
TYPE OF INVESTOR
Issue Aftermarket
INSTITUTION UNDERWRITE BUY
RETAIL BUY HOLD
STAGS BUY SELL
- PERFECTING YOUR PITCH -
The Secrets of Superb Public Speaking – John Miers 2009
What was the title of the previous slide?
- PERFECTING YOUR PITCH -
Keep the answer to yourself for a sec…
Pricing : A Science and an Art
TYPE OF INVESTOR
Issue Aftermarket
INSTITUTION UNDERWRITE BUY
RETAIL BUY HOLD
STAGS BUY SELL
- PERFECTING YOUR PITCH -
The Secrets of Superb Public Speaking – John Miers 2009
Eye Contact
- PERFECTING YOUR PITCH -
Demo
- PERFECTING YOUR PITCH -
Tell Me What You Do
Describe the problem you solve.
“We sell [hardware/software]
that helps [our target market]
to [save money or make money]”
- PERFECTING YOUR PITCH -
Tell Me What You Do
- PERFECTING YOUR PITCH -
PRESENTATION
Slides
- PERFECTING YOUR PITCH -
1. Company Description
2. Team
3. Problem or Need
4. Solution/Demo
5. Value Proposition
6. Addressable Market, Traction
7. Competition
8. Sales and Marketing Strategy
9. Revenue Model
10.Projections
11.Roadmap
12.Summary
13.Contact Information
14.Appendix
10 seconds to 2 minutes each
1
Presentation to:
Date and time
Snapshot
$2m for an active board seat
2
Team John, CEO
• Former ABC, XYZ
Jim, CTO, Founder• Former ABC, PQR
VP Marketing • Identified
David, Board Member• DEF, PQR
.
3
Industry Problem
Revenue is dropping
Expenses are rising
Customers are leaving
4
Our Solution
5
“This should save us $100 per employee per year”
Mr. Big, CEO of Target Customer
Our Solution
5
Reference Clients
Annual $ Buying Decision
ABC Co 35,000 Access from the cloud
LMN Ent. 42,000 Flexible pricing
XYZ Inc. 25,000 Convenience, time savings
• Relate each decision to value• “Price” is a problem
Demo
Addressable Market
6
Traction
Competitive Position
Comp
Speed
Functionality
7
Comp
Sales and Marketing Strategy
Pricing strategy
Target markets
Channels or partners
Current funnel
8
Road Map
11
Year 1 2 3 4 5
Early Adopters
Crossing the Chasm
Mainstream Growth
Design
Beta, one sector
Full Launch
IP RoadmapFunding Roadmap
ExitRevenueRoadMap
today
Alpha
Seed, Angel$1.2m
F, F & E$0.3m
Series A$4m
Series B>$10mExpan-sion
ProjectionsProjected Income Statement Analysis($000's)
Year 1 Year 2 Year 3 Year 4 Year 5
Net New Members (000s) 3 21 115 332 612Cumulative Members (000s) 3 24 139 470 1,082Growth 908% 587% 339% 230%
Gross Revenues 68 100% 607 100% 4,309 100% 17,826 100% 46,684 100%
Growth 891% 710% 414% 262%
Direct Operating Expenses 29 42% 255 42% 1,810 42% 7,487 42% 19,607 42%
Gross Profit 39 58% 352 58% 2,499 58% 10,339 58% 27,077 58%
Growth 891% 710% 414% 262%
Selling, General and Administrative 1,040 1528% 1,140 188% 2,571 60% 9,269 52% 21,942 47%
Growth 110% 226% 361% 237%
EBITDA -1,001 -1470% -788 -130% -72 -2% 1,070 6% 5,135 11%
9
Projections
10
• Team
• Market opp
• Timing
13
Summary
Appendix
14
•IP Summary
•Development Roadmap
•Market Segments
•Use Case – Primary Markets
•Use Case – Secondary Markets
•SWAT Analysis
•Positioning Detail
•Channel Detail
•Pricing Detail
•Market Trends
•Tech Trends
•Proforma HR
•Cap Table
•Uses of Capital
Follow up
- PERFECTING YOUR PITCH -
•A short email that night•Answer open questions and
tasks•Lead into next steps
Avoid Saying…
• ‘Our projections are conservative’
• ‘We have no competition’
• ‘We have a first mover advantage’• ‘We only need to capture x% of
the market share’
.D - PERFECTING YOUR PITCH -
.
COMMUNICATION
PRESENTATION
WIN
Thanks
- PERFECTING YOUR PITCH -
This is on http://www.slideshare.net/davidshore and www.newventuresbc.com for future reference
Tell Me What You Do
Describe the problem you solve.
“We sell [hardware/software]
that helps [our target market]
to [save money or make money]”
- PERFECTING YOUR PITCH -