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Mastering start-up pitching


           Alex Barrera (@abarrera)
                      #startupPitch
Competing for attention
Meet your audience...




  Customers
Meet your audience...




                    Media
Meet your audience...




                        Investors
Pitch problems
25min is   too long...
Big Data
M2M
         Social
                      SoLoMo
Mobile
              app
Why
should
   I
 care?
Or a mix of
everything...
The other side of the table...
Mastering Startup Pitching
Pitched 20x a DAY
Pitched 20x a DAY
Invested or seen it before
Pitched 20x a DAY
Invested or seen it before
Listened to ALL the fluffy words
Pitched 10x a DAY
Pitched 10x a DAY
NO idea what you talk about
Pitched 10x a DAY
NO idea what you talk about
No time to research
Pitched 10x a DAY
NO idea what you talk about
No time to research
Sell to their audience
Ice cream theory
Secret
 is
 in
 the
 toppings...
Pitching deck
Investor deck
Pitch deck


                     5 - 10 minute pitch




  10-20-30 Kawasaki rule
Pitch deck: Problem




  http://www.slideshare.net/press42   investment@press42.com / @42press
http://www.slideshare.net/press42   investment@press42.com / @42press
Proud user of Rackspace




http://www.slideshare.net/press42        investment@press42.com / @42press
Proud user of Rackspace




                                           $1200.00



http://www.slideshare.net/press42        investment@press42.com / @42press
Meet Tamara!




http://www.slideshare.net/press42   investment@press42.com / @42press
Meet Tamara!




         EUREKA!

http://www.slideshare.net/press42   investment@press42.com / @42press
http://www.slideshare.net/press42   investment@press42.com / @42press
http://www.slideshare.net/press42   investment@press42.com / @42press
Pitch deck: Competition




  http://www.slideshare.net/press42   investment@press42.com / @42press
Still
 too
 manual

http://www.slideshare.net/press42                                                     investment@press42.com / @42press
Can’t specialize that much...
http://www.slideshare.net/press42            investment@press42.com / @42press
Pitch deck: Competition




  http://www.slideshare.net/press42   investment@press42.com / @42press
http://www.slideshare.net/press42   investment@press42.com / @42press
Pitch deck: Market
       “Deidre McClosky (professor and former University of
      Chicago protégé of Milton Friedman) has calculated that
       persuasion constitutes more than a quarter of
                             the US GNP”

           One Quarter of GDP is Persuasion. American Economic Review 85 (2) (May 1995): 191-95.




  http://www.slideshare.net/press42                       investment@press42.com / @42press
Pitch deck: Market
       “Deidre McClosky (professor and former University of
      Chicago protégé of Milton Friedman) has calculated that
       persuasion constitutes more than a quarter of
                             the US GNP”

           One Quarter of GDP is Persuasion. American Economic Review 85 (2) (May 1995): 191-95.




  Storytelling 50% of persuasion = 14% of GNP = $1T+



  http://www.slideshare.net/press42                       investment@press42.com / @42press
“While some may find it hard to believe, IBM
          probably employs more corporate storytellers
          and story researchers than any other company”

                                    http://www.research.ibm.com/knowsoc/index.html




http://www.slideshare.net/press42              investment@press42.com / @42press
Paul Smith is director of Consumer  Communications Research at
                                    The Procter  Gamble Company

http://www.slideshare.net/press42                        investment@press42.com / @42press
http://www.slideshare.net/press42   investment@press42.com / @42press
Pitch deck: Solution
  The tool to write stories in 2013




  http://www.slideshare.net/press42   investment@press42.com / @42press
Meet the Press42 storybuilder




                  Publish
 Twitter
 format
 stories

http://www.slideshare.net/press42                                                                                        investment@press42.com / @42press
Meet the Press42 storybuilder

                          Control
 the
 publish
 sequence




http://www.slideshare.net/press42                                                                                    investment@press42.com / @42press
Meet the Press42 storybuilder




                                    Tag,
 add
 notes,
 locations




http://www.slideshare.net/press42                                      investment@press42.com / @42press
Meet the Press42 storybuilder




                                    Manage
 fictional
 users




http://www.slideshare.net/press42                                investment@press42.com / @42press
Graph your storyline




 http://www.slideshare.net/press42   investment@press42.com / @42press
Pitch deck: Customer validation
                                          Growth metrics 5 months

            5000



            3750



            2500
                                                                             Forbes
 coverage
            1250
                                      Signing
 MSFT

                0
                 Jan              Feb                                 Mar                                         Apr                 May



                       Registred Users                            Premium Users                                                 Stories
  http://www.slideshare.net/press42                                                     investment@press42.com / @42press
Pitch deck: Business plan

 Premium accounts
     $12.99/month
     $120/year




  http://www.slideshare.net/press42   investment@press42.com / @42press
Pitch deck: Business plan

 Premium accounts
     $12.99/month
     $120/year

     Unlimited tweets
     Story graphing
     Multiple account integration




  http://www.slideshare.net/press42   investment@press42.com / @42press
Cost structure
                 200000



                 150000
         euros




                 100000



                  50000



                     0
                              Year 1        Year 2           Year 3


                          Salaries              IT/Infraestructure
                          Administrative        Travels

http://www.slideshare.net/press42                investment@press42.com / @42press
Net Income
                300000,00


                225000,00


                150000,00
        Euros




                 75000,00


                        0


                 -75000,00


                -150000,00
                        Year 1                   Year 2                     Year 3


                                    Revenue     Costs      Net Income


http://www.slideshare.net/press42                   investment@press42.com / @42press
Pitch deck: Team
      Alex Barrera - CEO  founder
                             Former founder of X
                              Tech journalist for Y

                         Alex Barrera - CTO  founder
                           Former founder of X
                           Tech journalist for Y

      Alex Barrera - Chief Designer
                             Former founder of X
                              Tech journalist for Y

  http://www.slideshare.net/press42                   investment@press42.com / @42press
Pitch deck: Milestones
       Jan - Conceptualization
       Feb - Customer discovery
       Mar - Customer validation
       Mar - BETA launch

      May - Sign first enterprise customer
      Sep - Official launch




  http://www.slideshare.net/press42   investment@press42.com / @42press
Pitch deck: Investment



                                €100.000
                                 1 year
                             pre-money: €1M



  http://www.slideshare.net/press42   investment@press42.com / @42press
Pitch deck: Investment



               Hiring 3 more people
               Expand the server capacity
               Expand PR efforts



  http://www.slideshare.net/press42   investment@press42.com / @42press
Pitch deck: Call to action

                                        Tools are TOO generic
                                      No tools = manual working




  http://www.slideshare.net/press42      investment@press42.com / @42press
Pitch deck: Call to action


             “Business-to-business finally becomes “sexy.”:
             Over the past 6-to-12 months, we’ve started to do
             more B2B deals” for “vertical solutions”

                                       Jeff Clavier, SoftTech VC - Dic 2012




  http://www.slideshare.net/press42         investment@press42.com / @42press
Pitch deck: Call to action




                                                     Storytelling specific tools
                                                            are needed

            You’ve
 got
 the
 final

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