LOUD
STORY
STARTUP
LEAGUE#4
@LoudStory
Getting your pitch viral
with storytelling
Case studies: infinit.io & Native
WATCH THE FULL
VIDEOOF THE MEETUP
http://youtu.be/MdKa4HtgQX8
A HUMAN BEING IS A
REASONABLE
ANIMAL.Aristotle
GOOD PITCHES
MAKE PEOPLE
UNDERSTAND
THE PROBLEM,
THE SOLUTION
& THE TALENT
OF THE TEAM.
THE BEST PITCHES
MAKE PEOPLE
FEEL IT.
LOGIC IS THE LANGUAGE OF
THE CONSCIOUS
MIND.
WE ARE PERSUADED
BY REASON.
EMOTIONIS THE LANGUAGE OF THE
UNCONSCIOUS
MIND.
WE ARE
MOVEDBY EMOTION.
HOW YOU DO MAKE
PEOPLE
FEEL
GOODWHILE
REMAINING
CREDIBLE?
3 RULES
STORIES
ACTION
#1
CRAFT THE
EMOTIONS
FOR THE
AUDIENCE
#2
ALIGN EMOTIONSWITH YOUR
COMPANY
CULTURE
#3
BUILD EMOTIONS WITH
WORDS& STYLE
8 STEPS
STORIES
ACTION
HOOK
HOOK
VALUE PROPOSITION
HOOK
VALUE PROPOSITION
STORY
HOOK
VALUE PROPOSITION
STORY
DEMO
HOOK
VALUE PROPOSITION
STORY
DEMO
FACTS
HOOK
VALUE PROPOSITION
STORY
DEMO
FACTS
STYLE
HOOK
VALUE PROPOSITION
STORY
DEMO
FACTS
STYLE
UNIQUENESS
HOOK
VALUE PROPOSITION
STORY
DEMO
FACTS
STYLE
UNIQUENESS
PUNCHLINE
USECASE
1
INFINIT TECHSTARS NYC'14 - DEMO DAY PITCHClick on the image to watch the video
"EVERY SLIDE WAS A
REFERENCE TO OUR
CULTURE. It was important
for us to show our identity
and make sure that the
audience knew that Infinit
was as much a brand and
culture as it was a fun and
useful product."
#1 VALUE PROP
DEFINE YOUR OFFER
IN A VERY CONCISE
AND CRISP WAY
how is it a winning
project + team
"The definitive file sharing
application"
"A fast and beautiful application
that allows sending files of
unlimited size in just a matter
of seconds."
#2 PUNCHLINE
DECIDE WHAT YOU
WANT PEOPLE TO
REMEMBER + DO
a call to action
an invitation to imagine
"Oh, and we just closed $1.8m
in funding.
So here is why I expect from
everyone of you: when you
get back home, install Infinit
and stop wasting time sending
your documents, photos and
videos around and embrace
true simplicity.
My name is difficult to
pronounce and we are Infinit."
#3 HOOK
MAKE PEOPLE
CURIOUS TO KNOW
MORE
"Dropbox is easy."
#4 FACTS
FOCUS ON THE WOW
"Infinit peer-to-peer technology
allows transfers to be at least
twice as fast as any existing
solution."
#5 DEMO
HAVE THEM
EXPERIENCE THE
MAGIC
#6 STYLE
FIND A TONE
#7 HUMAN-INTEREST
STORY
Talk to humans, not walking
wallets or billboards
- user experience
"With Infinit, all you need to do
is drag an drop the files from
your folder, select a contact
and click Send. That's it. Done.
4 seconds."
#7 HUMAN-INTEREST
STORY
Talk to humans, not walking
wallets or billboards
- user experience
- founding story
"We did a lot in 3 months."
#7 HUMAN-INTEREST
STORY
Talk to humans, not walking
wallets or billboards
- user experience
- founding story
- mission
- invitation to imagine an
upcoming future
"Our peer-to-peer technology is
really unique. This is why file
sharing is just the first step to
our broader vision for the
company."
#8 UNIQUENESS
WHAT VALUES ARE
YOU FIGHTING FOR?
WHAT TRUTH DO YOU
SHARE WITH THE
AUDIENCE?
#8 UNIQUENESS
WHAT VALUES ARE
YOU FIGHTING FOR?
WHAT TRUTH DO YOU
SHARE WITH THE
AUDIENCE?
BEAUTY
PLAYFULNESS
USECASE
2
NATIVE - TECHSTARS BOULDER'14 DEMO DAY PITCHClick on the image to watch the video
"WE GOT TO SEAT DOWN
WITH OUR ENTIRE TEAM
AND DRAFT OUT OUR
CORE VALUES. It solidified
how we want to present
ourselves as a company.
We came up with integrity,
hustle, camaraderie and
play."
#1 VALUE PROP
DEFINE YOUR OFFER
IN A VERY CONCISE
AND CRISP WAY
how is it a winning
project + team
"We are building a serendipity
engine.
We recommend daily activities
to do and places to go, tailored
and curated for the individual."
#2 PUNCHLINE
DECIDE WHAT YOU
WANT PEOPLE TO
REMEMBER & DO
a call to action
an invitation to imagine
"We were the first generation to
be born on the Internet. But that
doesn't mean that we want to
socialize only on the Internet.
These super-computers in our
pockets shouldn't be used as
distractions from the real world.
But instead they should be our
21st-century compasses into the
world around us.
At Native, we're putting you in
the right places, at the right times."
#3 HOOK
MAKE PEOPLE
CURIOUS TO KNOW
MORE
"Hi, I'm a millennial. There are
80 millions of us. And we are
starting to realize that we are
not – surprisingly - what we
post on the Internet."
#4 FACTS
FOCUS ON THE WOW
"Facebook lost 60% of their
college market over the past 4
years."
#5 DEMO
HAVE THEM
EXPERIENCE THE
MAGIC
"This concert is trending now,
happening soon and matches
your interests. Right from the app
you can listen to a preview of the
artist, you can add it to your
calendar or even book tickets."
#6 STYLE
FIND A TONE
"WE are learning something that
YOU already know: Life is lived
by making yourself, not by
marketing yourself.
Making yourself doesn't happen on
social media. Our most memorable
experiences are those happening
in the real world, not in the virtual."
#7 HUMAN-INTEREST
STORY
Talk to humans, not walking
wallets or billboards
- user experience
"Native also makes rallying
your friends incredibly easy.
With a swipe they can say they
are interested.
Good buy staring at your phone.
Hello adventure."
#7 HUMAN-INTEREST
STORY
Talk to humans, not walking
wallets or billboards
- user experience
- founding story
"Native is inherently a product
built out of our own experiences
and on the thousands
conversations that we've had
with young people like us."
#7 HUMAN-INTEREST
STORY
Talk to humans, not walking
wallets or billboards
- user experience
- founding story
- mission
"We discovered that our data is
incredibly useful and beneficial
to both brands and the
universities.
Because it helps them
understand this difficult-to-
know and highly lucrative
demographic."
#7 HUMAN-INTEREST
STORY
Talk to humans, not walking
wallets or billboards
- user experience
- founding story
- mission
- invitation to imagine an
upcoming future
"Sometimes this randomness
results in serendipity. Sometimes
it doesn't.
What if we could drastically tip
chance in our favor. What if you
could always be in the right
place, at the right time."
#8 UNIQUENESS
WHAT VALUES ARE
YOU FIGHTING FOR?
WHAT TRUTH DO YOU
SHARE WITH THE
AUDIENCE?
#8 UNIQUENESS
WHAT VALUES ARE
YOU FIGHTING FOR?
WHAT TRUTH DO YOU
SHARE WITH THE
AUDIENCE?
BEAUTY
ADVENTURE
CHOOSEYOUR FIGHT
PLAYFULNESS
BEAUTY
UNIQUENESS
WHOLENESS
TRUTH
PERFECTION
JUSTICE
SIMPLICITY
RICHNESS
PLAYFULNESS = HUMOR / SELF-MOCKERY
BEAUTY = AESTHETICS / ENCHANTMENT
UNIQUENESS = INDIVIDUAL EMPOWERMENT,
CREATIVITY, FLAWS
WHOLENESS = COLLECTIVE EMPOWERMENT
JUSTICE = FIGHTING FOR OUR RIGHTS
TRUTH = REVEALING HIDDEN REALITY OR EXPOSING
LIES
PERFECTION = GOING THE EXTRA MILE OR
FOCUSING ON DETAILS
SIMPLICITY = GOING BACK TO THE ESSENCE OF
THINGS
RICHNESS = ENJOYING THE COMPLEXITY OR THE
DIVERSITY
TAKE THE TIME
TO BUILD IT & REHEARSE
The higher the stakes,
the longer the prep
YC Demo Day = 1 week, full time
TechStars Demo Day = 1 month, part time
MAKE THE MOST
OUT OF YOUR
STRENGTHS
funny = empathy
passionate = energy
genuine = trust
controversy = supporters
EMBRACECONTRAST
BETWEEN
VALUES
beauty + justice
truth + playfulness
LOVE
YOURAUDIENCE
www. louds to ry.com