4. Introductions …
• Introduce yourself and the team
• What’s your credibility ?
– Establish that you know the domain
– Establish your expertise
• What’s the key problem you are solving ?
– Keep it crisp.
• A one sentence description of the solution ..
– More to come later
5. Your Journey ….
• Your Initial Hypothesis …
• What you did to prove or disprove this ..
• What your learned …
– Surprises
– Unexpected reaction ( or lack thereof )
• How did you refine/pivot based on this ?
6. The Business Model…
• Customer Segment
• Value Proposition
• Revenue Streams
• Cost Structure
• Key Partnerships
• Key Activities
• Key Resources
• Channels
7. The Demo …
• Create a script, and stick to it !!!!
• Keep the demo focused on the CORE
• Set up Everything in Advance
• Common Problems
– Screen resolutions
– Network Latency
• Prepare a video as a backup
• Practice, Practice, and more Practice …
9. FOCUS on the CORE
• Find out THE SINGLE most important thing
– Not 10 points, just ONE.
– “The Single Customer benefit”
• TurboTax – “Get your Biggest Tax Refund,
Guaranteed” …
– Everything ladders up to this CORE statement
10. STORIES
• Stories help us CONNECT and Visualize
• The Power of Details
– “Small Business Owner” vs. “Sriram Shanker,
sitting in his small pharmacy in Bellandur, poring
over the books with a blue dot-pen”
• Use What’s There …
– “Anti-Virus for Credit-Card Bills”
11. CONCRETENESS
• Abstract Truths vs. Concrete Language
• “Put a man on the moon by the end of the
decade …”
Vs.
• “Our mission is to become the international
leader in aerospace by leveraging innovation
and strategic initiatives …”
12. References…
• Made to Stick – Chip Heath and Dan Heath
• http://bangalore.intuit.com/ctof2012/21DayStartup/
• http://steveblank.com/2009/11/05/raising-money-
with-customer-development/
• Billguard
• http://www.youtube.com/watch?v=SyfwSxUrqks
• http://www.youtube.com/watch?v=mGqeoQ1Fas0
