BYOBB Elements of a Pitch Deck February 5, 2015. BYOBB Pitch What it is: A six-to-eight minute presentation with an investor focus Grabs attention.

BYOBB

Elements of a Pitch Deck

February 5, 2015

BYOBB Pitch

What it is: A six-to-eight minute presentation with an investor

focus Grabs attention early and keeps it by hitting

highlights Leaves the investor eager to know more

What it isn’t: A technology presentation A sales presentation An opportunity to “get in the weeds”

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What Investors/Reviewers Want to Know What is the opportunity? How big is it?

How do you make money?

Do you have proof that customers will buy? Is it essential or a nice-to-have?

Can you defend it in the market? What’s the secret sauce?

Can you execute? Can you prove it with the management team’s track record?

What will you do with our money?

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Big Hint…

There is a big difference between a pitch deck when you narrate and when you are sending as a stand-alone.

Ideally you have two separate decks BYOBB : Create a narration deck, and include your

notes in the note section, if the slides don’t tell the story on their own

Title Slide

Include on the slide Company name, logo and date of presentation Ensure a highly professional image – get help if you

need it Talk about…

What your company does (high level) Open with a “wow statement” that commands

attention

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The Opportunity

Who is the customer? What is their problem? Why do you know about this problem?

A very effective technique here is to tell a story: I was making a lot of money running my own technology

consulting company, and yet, I wasn’t saving any money, and was surprised when I couldn’t make ends meet. I decided to…

I was watching my brother juggle two kids and a shopping list, and I figured there had to be a better way!

I worked in a winery for three years, and was appalled by the amount of fruit we were throwing away.

Customer and Problem: Example

Product/Service Description

Briefly explain your product or service Why and how does it solve the defined problem? Provide diagrams, photos, videos

Don’t get in the weeds: this is not a sales presentation!

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Product/Service Description: Example

Product/Service Description

Market/Opportunity

Goal: Show how big the market/opportunity is, discuss your target market, and which segments you are going after first

Explain How is the market solving the problem currently? Why is your solution superior?

What is your value proposition Must be compelling and believable

What is the target market and size? What segments are you addressing? What are the size of each? Prioritize segments; provide justification

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Market/Opportunity Example – Part I

Competitive Landscape

What other firms and products are providing solutions to the problem?

What differentiates your product or service? Superior performance, lower cost alternative, lower

side effects, etc. How entrenched is the competition? What are their weaknesses? Perceptual maps can help Comparison charts are useful What are the “barriers to entry” for others/how

will you discourage new competition

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Competitive Landscape: Example

Competitive Landscape – Example 2

Competitor 1

Competitor 2

Competitor 3

Us

Criteria 1 X

Criteria 2 X X X

Criteria 3 X X X

Criteria 4 X X

Criteria 5 X

Hint: It’s okay to have the competition do some stuff you can’t do. This is how you show which niche you are going for.Hint: Make Criteria 5 the game-changer.

Go to Market Strategy (Part of Execution Plan in the Business Plan template)

How will you reach target customers and drive revenues?

How will you make money (revenue model)? Sell product or service direct to customer License technology Develop product then sell to competitor Merger-acquisition

What are the key messages for your target market segments?

Describe marketing and sales plan What partnerships or alliances are necessary?

The Revenue Model can be its own page, and should tie to the

pro forma

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Go to Market Strategy: Example

Management Team

Management Team List two or three key players: CEO is the focus List successful exits, impressive affiliations, inventions,

discoveries, degrees, etc. Acknowledge additional key players needed

Advisory Board List three or four highly impressive members Round out deficiencies or weaknesses of management

team Notable industry experts, key executives or former key

executives in your field/industry

Demonstrate you have the right team to execute!

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Management Team: Example

Financials

($ 000’s) 2014 2015 2016 2017

# Hospitals 1 3 7 15

Revenues $ 277 $7,016 $17,299 $31,765

Expenses $1,1418 $4,075 $6,087 $7,085

EBITDA ($1,155) $2,941 $10,252 $24,680

Show key drivers of revenue Three years’ financial projections plus history These numbers must match the numbers in

your proforma income statement

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BizClarity Rules for Financial Projection Slides

Use a table, not a graph. Make the font legible font (sans-serif; not less than 18 pt

for anything; 24 is better). Round to nearest 1000, and add the legend “($000)”  

Example:  $1,236,354 displays as 1,236. Show actual calendar years, not quarters and not “Year 1,

Year 2″ Use a horizontal table with years across the top row. Go out three years in the future. Put nothing else on the slide except the table.  No extra

bullets or images.  No long title of summary statement—save it for your narrative.

All you need for the slide title is “Financial Projections.”http://bizclarity.com/handout-basics/

Road Map - Milestones

What milestones are you aiming for in the near future? How much funding will it take to reach them? What milestones have you already reached?

You can show this as a timeline, gantt chart, etc

Milestones: Example

Roadmap - Funding and Uses (If applicable)

Goal: Show past investment, current need, primary use of funds How much have you raised to date and from

whom? Show founders investment and/or “skin in the

game” from management team List current and future asks How will the funds be used? For therapeutics and medical devices, show

clinical trials milestone with needed funding

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Funding and Uses: Example

Road Map - Exit Strategy (if applicable) Goal: Reassure the investor that they will make

money on your opportunity Questions to answer:

When will investors receive back their money? What multiples are likely? Are there comparable

exits? Provide examples where possible

What will be the scenario? Acquisition by competitor or market leader IPO (proceed w/ caution!)

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Summary Slide (Optional)

Goal Summarize the reasons that an investor should

invest in your company. What’s in it for them Notes

You can end with the Funding Page if you’d like The last slide stays up throughout Q&A so make

sure it’s a good one

Summary: Example

Ellen’s Rules

Forget the rules (including mine) and do what’s right for you and your company

Forget the 10-slide rule, but do…. Tell a story. Make it compelling Keep it simple and short. (Put extra material in your appendix.) Cover all the necessary info Show us what the product looks like

Pitch decks and standalone decks should be separate. In certain cases, use the pitch deck and use the Notes Feature

Never: End with: Any questions? Last slide should be a summary and contact

info Say: This estimate is conservative Say: We have no competition Include decimals in your financials

We’re investing in you

Be passionate Be entrepreneurial Be honest Be coachable Do your homework Listen and accept negative feedback

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