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MedTech’s
Got Talent
Actuator
the
HOW TO SMASH A
60-SECOND PITCH
POWERED BY:
Just because someone tells you to jump
off a cliff doesn’t always mean you
should do it.
This presentation will inform you about
improving your pitch message, style and
delivery.
However – listen to your gut
and what you think is important. No one
knows your story better than you do.
WHAT IS AN ELEVATOR PITCH?
A	short,	simple	description of	your	
business	idea	that	anyone	could	
understand	by	the	time	you	ride	
up	three	floors	in	a	typical	
elevator.
You have to be
more
interesting
than a fidget
spinner
MAKE A
If your audience doesn’t understand what you’re offering, you’ve failed.
Every word you speak should work to explain and clarify that purpose —
that’s why your audience is there in the first place.
LESSIS MORE
[More	or	Less]
“those guys were killing it – rocket ship trajectory
growth”
“they had a really clever solution to a vexing
problem”
“I don’t remember what they did, but the team was
bankable– A-players all the way”
Question: What makes you exceptional?
WHAT’S YOUR ‘ONE THING’?
Problem/Solution
PITCH TYPES
CLASSIC
Traction story (pitching the numbers – growth rate)
X for Y (applying proven model to a new market or
application; can be combined with problem/solution)
ALTERNATIVES
Personal Story
Pivot/Off-shoot
Evolution Next - Crystal ball /
converging trends
Painting the Future
Service at Scale
ALTERNATIVES
PITCH TYPES
Wouldn’t it be cool if…
Insane and/or breakthrough technology
Dream team
Consumerification of enterprise
New business model
HOOK
A question or a statement that
really entices the audience to
stay with you for the full pitch
THE OPPORTUNITY
• What problem or opportunity have you identified?
• What is your solution to this problem or how do you
plan to capture the opportunity?
• Which customer pain will you alleviate?
• What is your vision of the business and why do you
care?
CORE STRUCTURE
1
THE MARKET
• Which group of customers will you target?
• How big is the potential market and how fast
is it growing?
• Who is your competition and why will your
start-up prevail?
2
CORE STRUCTURE
THE BUSINESS MODEL
[HOW WILL YOU MAKE $$$?]
• How much will you charge customers for your product
and why will they pay the price?
• What are the variable and fixed costs of your start-up
and how much profit will it generate?
• How many customers can you win over time and why
do you think they will come on board?
3
CORE STRUCTURE
3 KEY TALKING POINTS
•What is it that you’re doing & why does it
matter?
•How is it better?
•Why are you doing what you’re doing?
WHAT PEOPLE
SHOULD BE THINKING
I didn’t know that
I’m glad I do now
I’d like to know more
DON’T BE “SALESY”
HOW TO SAY IT
“No word was ever as effective
as a rightly timed pause”
- MARK
TWAIN
Interesting story with a compelling call to action
Strong, succinct problem-solution statement
Clear description of how your solution is innovative
TIPS FOR YOUR PITCH
Don’t cram in buzz words – focus on what matters
Know your market and how you’ll tap into it
Why is your solution urgent? What impact will it have?
Know your customers & your users
Who are your competitors? What is your competitive
differentiation and how will you get market share?
Don’t bash your competition.
What traction do you already have (trials, users)?
Let	your	passion	shine	through		
Remember	the	“A-Ha”	moment
What	technical	steps	need	to	be	achieved?
How	much	money	do	you	need	to	make	this	work?	
What	will	you	do	with	this	money?
Management	team	and/or	advisors	with	relevant	
experience?
IP	&	other	forms	of	defensibility	for	your	business	
(patents,	licenses,	exclusive	relationships,	etc.)
1. ONE MINUTE IS TOO LONG
In the real world, you basically have 20 seconds to get someone engaged
or you might as well go home
2. DON’T LINGER ON THE OBVIOUS
Rehashing facts seasoned investors have seen hundreds of times is wasted
oxygen
3. CREATE A STORY AROUND YOUR INNOVATION
Even friendly audiences need to be won over
Don’t expect everyone to get it
4. TEMPLATES ARE BORING
Starting point – but modify because it won’t be perfectly suited
MORETIPS
(Boring but Useful)
TEMPLATE
1.	Hook
2.	Brief	product/service	description
3.	Brief	target	market	description
4.	Competitive	landscape
5.	How	you	will	make	money
6.	Resources	needed	(e.g.	$,	expertise)
7.	Returns/payback	to	investors
8.	Memorable	tagline/pitch	closing
DO NOT GET BOGGED DOWN
Present a (nagging) problem &
(massive potential for success)
solution
Keep it clean & simple, make
sure they understand the value
proposition
Highlight customer benefits, not
technical benefits
The KISS of Death
INEFFECTIVE
Our medical technology is the first automatic anesthetic gas scavenging system
that will scan patients using an anesthetic vaporizer thus providing analytical,
diagnostic and therapeutic techniques similar to those used by National
Laboratories in 2007, but that were updated in 2011 to include the new
immunology reports
EFFECTIVE
We provide the most accurate medical diagnostic equipment available on the
market.
…too much detail
GEEK SPEAK
INEFFECTIVE
We provide non-penetrable debridement medical
equipment technologies for lymph node excision by
integrating with our 485I-bit encryption algorithm that
is integrated with the newest 245-bit Dorland
operators.
EFFECTIVE
We allow medical professionals to operate on cancer
patients using the least invasive equipment on the
market.
Listeners tune out what they don’t
understand
You need to get into the nitty gritty for
key things like:
DIVE IN
• business model
• how your product works and why it’s
unique
• competitive landscape
• the makeup of your management team
• key metrics
Identify problem solved or need addressed in 1-2
sentences:
‘We allow x-ray free real-time imaging for surgical
guidance’
If possible, mention a customer who uses your product
or that has expressed interest:
‘Australian Immigration has determined that we are
the only system that can quickly screen people at
security checkpoints for highly communicable
diseases’
TARGET MARKET DESCRIPTION
RELATE TO A NEED
ACKNOWLEDGE COMPETITION
Don’t competitor bash.
Identify a landscape where
you fit
…and neutralize it
When discussing your business
model, the most important thing
to get across to your audience is
how you’re going to make
money
If you have a revolutionary
business model, make sure it
doesn’t sound scary
REVENUE MODEL
BE CONCRETE
Don’t be vague – have
concrete details (but don’t
make them up).
Show you have thought
about the details of your
opportunity and you
understand what you are
asking for.
ESTABLISH CREDIBILITY
• Your team
• Your traction
• Name drop
The less you have to sell yourself,
the better.
Reputation establishes credibility
without wasting too much time in
your pitch telling your life story.
3 biggest relevant accomplishments
that will earn audience’s respect?
Too many entrepreneurs cross over the line between
passionate enthusiasm & fraudulent misrepresentation
Common lies:
• “Our projections are conservative”
• “Boeing will sign our contract next week”
• “Key employees will join us as soon as we get funded”
• “Gartner says our market will be $50B by 2020”
• “No one else is doing what we do”
• “Several firms are doing due diligence”
• “Patents make our business defensible”
• “All we have to do is get 1% of the market”
DON’T LIE (You would think this goes without saying)
TAILOR THE MESSAGE
Knowing your audience is more than reading their bios.
Learn as much as you can about how they think and what they find
interesting or don’t. Do they share where they go or what they do
through social media? Have they written books or do they share
thoughts on a blog or in articles?
The more you know, the more you can effectively tailor your
message and pitch to be interesting for them.
KNOW YOUR CONTENT
Nerves are normal, but it is difficult to convey passion when reading from
cheat cards (cheat cards are a recipe for disaster)
This isn’t a recital – don’t regurgitate memorized lines because if nerves
get the best of you and you lose your place, you’re a sitting duck
If you know your content so well that you can have a no-stress casual
conversation off-stage about it all day long, you'll be much more
comfortable on stage
TELL A STORY
Stories connect with an audience on a much deeper level than
facts
Even if you're presenting on something technical, try to weave
personal stories into your entire speech to relate back to the
audience and keep them engaged
Let the story show your passion
DON’T GET SIDE-TRACKED
Don’t confuse the audience with
superfluous comments
END WITH A MEMORY CUE
You are up against lots of competitors in a short timeframe
It can be almost impossible for judges to remember the details
about everyone who pitched
Offer some type of memory cue to make your presentation
stand out
Pitch to people outside of your team and get a fresh
pair of ears
PRACTICE, PRACTICE, PRACTICE
• Reality Check station
• Rapid Fire Round
• Other teams
WAYS TO PREP FOR YOUR PITCH
Preview of the awesome venue
Read up on product development mentors
Practice on friends & family
As painful as it is, video yourself …and
WATCH!
4
1
2
3
Phonetic pronunciation of all team members’
names
Interesting and SHORT bio
Interesting, relevant and informative project title
STAND OUT
But be sure to include the basics:
• Current job, business, experience
• Degree achieved or working on
• Relevant, current professional
memberships
• Awards, honours & certifications
• Written in 3rd person
• Keep as short as possible (aim for 3 sentences)
• Make it unique – include something memorable, silly or interesting from
your early years
• We get it that your jobs were x, y, and z – focus instead on what that
experience brought for you (teamwork, introduced to a global network)
BIO TIPS
• What	do	you	do	outside	of	work?	What	are	you	known	for?	
What	do	you	love?
• Read	it	and	note	how	it	makes	you	feel	– we’re	all	human	and	
want	to	connect
BIO TIPS
Laura	Faulconer	is	an	American	by	birth	(you’ll	notice	she	pronounces	
everything	with	three	“r’s”),	and	Aussie	by	choice.	Whether	it	is	building	
new	entrepreneurship	support	programs	or	renovating	a	house,	she	is	
never	shy	of	jumping	boundaries	into	new	industries	and	applications	to	
tackle	another	exciting	challenge.	After	a	masochistic	decade	of	higher	
education	(PhD	in	Biomedical	Engineering	and	BS	in	Forensic	Science	as	
proof),	she	remains	a	dedicated	learner,	building	out	a	diverse	skill	set	in	
emerging	technology	commercialisation,	open	innovation,	and	business	
intelligence.
BIO EXAMPLES
Idea girl, artist and founder of Silver Square, Raquel Richardson is an urban wannabe,
lover of wine and mother of two cupcake-eating boys.
She can be found gracing the pages of the Woman Magazine (March 2015), enjoying
yet another community project with her volunteer work or with her Square crew
thinking up something fabulous with her colleagues and clients.
These roles introduced her to new people, big ideas and global concepts that helped
shape the person she is today.
Raquel’s not really limited to the marketing business; she was a Coca-Cola Junior
Championship Bowler at age 10.
BIO EXAMPLES
• It should be easy to see in small sizes (100-200px)
• It should look like you
• It should stand out
PROFESSIONAL HEADSHOT
NO! Yes!
WASTED SPACE
Resizing means you’ll have a pinhead,
or you might look like this:
CLOSER IS BETTER
vs
WARDROBE
ISSUES
You're asking for real money for your idea over
someone else’s idea
Show the judges you're up to the task of running a
company that will be huge one day
While many founders can get away with wearing
jeans, you should still look put-together
That means you should dress professionally, and
whatever you do, don't chew gum on stage
ONE LAST PIECE OF ADVICE
LOOK THE PART!
“Be interesting,
or be invisible”
- ANDY
SERNOVITZ
Dr.	Laura	Faulconer
CTO
laura@medtechactuator.com
0413	467	201
REACH OUT
www.medtechchallenge.com

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MTGT_how to pitch

  • 1. MedTech’s Got Talent Actuator the HOW TO SMASH A 60-SECOND PITCH POWERED BY:
  • 2. Just because someone tells you to jump off a cliff doesn’t always mean you should do it. This presentation will inform you about improving your pitch message, style and delivery. However – listen to your gut and what you think is important. No one knows your story better than you do.
  • 3. WHAT IS AN ELEVATOR PITCH? A short, simple description of your business idea that anyone could understand by the time you ride up three floors in a typical elevator.
  • 4. You have to be more interesting than a fidget spinner
  • 5. MAKE A If your audience doesn’t understand what you’re offering, you’ve failed. Every word you speak should work to explain and clarify that purpose — that’s why your audience is there in the first place.
  • 7. “those guys were killing it – rocket ship trajectory growth” “they had a really clever solution to a vexing problem” “I don’t remember what they did, but the team was bankable– A-players all the way” Question: What makes you exceptional? WHAT’S YOUR ‘ONE THING’?
  • 8. Problem/Solution PITCH TYPES CLASSIC Traction story (pitching the numbers – growth rate) X for Y (applying proven model to a new market or application; can be combined with problem/solution) ALTERNATIVES
  • 9. Personal Story Pivot/Off-shoot Evolution Next - Crystal ball / converging trends Painting the Future Service at Scale ALTERNATIVES PITCH TYPES Wouldn’t it be cool if… Insane and/or breakthrough technology Dream team Consumerification of enterprise New business model
  • 10. HOOK A question or a statement that really entices the audience to stay with you for the full pitch
  • 11. THE OPPORTUNITY • What problem or opportunity have you identified? • What is your solution to this problem or how do you plan to capture the opportunity? • Which customer pain will you alleviate? • What is your vision of the business and why do you care? CORE STRUCTURE 1
  • 12. THE MARKET • Which group of customers will you target? • How big is the potential market and how fast is it growing? • Who is your competition and why will your start-up prevail? 2 CORE STRUCTURE
  • 13. THE BUSINESS MODEL [HOW WILL YOU MAKE $$$?] • How much will you charge customers for your product and why will they pay the price? • What are the variable and fixed costs of your start-up and how much profit will it generate? • How many customers can you win over time and why do you think they will come on board? 3 CORE STRUCTURE
  • 14. 3 KEY TALKING POINTS •What is it that you’re doing & why does it matter? •How is it better? •Why are you doing what you’re doing?
  • 15. WHAT PEOPLE SHOULD BE THINKING I didn’t know that I’m glad I do now I’d like to know more
  • 17. “No word was ever as effective as a rightly timed pause” - MARK TWAIN
  • 18. Interesting story with a compelling call to action Strong, succinct problem-solution statement Clear description of how your solution is innovative TIPS FOR YOUR PITCH Don’t cram in buzz words – focus on what matters
  • 19. Know your market and how you’ll tap into it Why is your solution urgent? What impact will it have? Know your customers & your users Who are your competitors? What is your competitive differentiation and how will you get market share? Don’t bash your competition. What traction do you already have (trials, users)?
  • 21. 1. ONE MINUTE IS TOO LONG In the real world, you basically have 20 seconds to get someone engaged or you might as well go home 2. DON’T LINGER ON THE OBVIOUS Rehashing facts seasoned investors have seen hundreds of times is wasted oxygen 3. CREATE A STORY AROUND YOUR INNOVATION Even friendly audiences need to be won over Don’t expect everyone to get it 4. TEMPLATES ARE BORING Starting point – but modify because it won’t be perfectly suited MORETIPS
  • 23. DO NOT GET BOGGED DOWN Present a (nagging) problem & (massive potential for success) solution Keep it clean & simple, make sure they understand the value proposition Highlight customer benefits, not technical benefits
  • 24. The KISS of Death INEFFECTIVE Our medical technology is the first automatic anesthetic gas scavenging system that will scan patients using an anesthetic vaporizer thus providing analytical, diagnostic and therapeutic techniques similar to those used by National Laboratories in 2007, but that were updated in 2011 to include the new immunology reports EFFECTIVE We provide the most accurate medical diagnostic equipment available on the market. …too much detail
  • 25. GEEK SPEAK INEFFECTIVE We provide non-penetrable debridement medical equipment technologies for lymph node excision by integrating with our 485I-bit encryption algorithm that is integrated with the newest 245-bit Dorland operators. EFFECTIVE We allow medical professionals to operate on cancer patients using the least invasive equipment on the market. Listeners tune out what they don’t understand
  • 26. You need to get into the nitty gritty for key things like: DIVE IN • business model • how your product works and why it’s unique • competitive landscape • the makeup of your management team • key metrics
  • 27. Identify problem solved or need addressed in 1-2 sentences: ‘We allow x-ray free real-time imaging for surgical guidance’ If possible, mention a customer who uses your product or that has expressed interest: ‘Australian Immigration has determined that we are the only system that can quickly screen people at security checkpoints for highly communicable diseases’ TARGET MARKET DESCRIPTION RELATE TO A NEED
  • 28. ACKNOWLEDGE COMPETITION Don’t competitor bash. Identify a landscape where you fit …and neutralize it
  • 29. When discussing your business model, the most important thing to get across to your audience is how you’re going to make money If you have a revolutionary business model, make sure it doesn’t sound scary REVENUE MODEL
  • 30. BE CONCRETE Don’t be vague – have concrete details (but don’t make them up). Show you have thought about the details of your opportunity and you understand what you are asking for.
  • 31. ESTABLISH CREDIBILITY • Your team • Your traction • Name drop
  • 32. The less you have to sell yourself, the better. Reputation establishes credibility without wasting too much time in your pitch telling your life story. 3 biggest relevant accomplishments that will earn audience’s respect?
  • 33. Too many entrepreneurs cross over the line between passionate enthusiasm & fraudulent misrepresentation Common lies: • “Our projections are conservative” • “Boeing will sign our contract next week” • “Key employees will join us as soon as we get funded” • “Gartner says our market will be $50B by 2020” • “No one else is doing what we do” • “Several firms are doing due diligence” • “Patents make our business defensible” • “All we have to do is get 1% of the market” DON’T LIE (You would think this goes without saying)
  • 34. TAILOR THE MESSAGE Knowing your audience is more than reading their bios. Learn as much as you can about how they think and what they find interesting or don’t. Do they share where they go or what they do through social media? Have they written books or do they share thoughts on a blog or in articles? The more you know, the more you can effectively tailor your message and pitch to be interesting for them.
  • 35. KNOW YOUR CONTENT Nerves are normal, but it is difficult to convey passion when reading from cheat cards (cheat cards are a recipe for disaster) This isn’t a recital – don’t regurgitate memorized lines because if nerves get the best of you and you lose your place, you’re a sitting duck If you know your content so well that you can have a no-stress casual conversation off-stage about it all day long, you'll be much more comfortable on stage
  • 36. TELL A STORY Stories connect with an audience on a much deeper level than facts Even if you're presenting on something technical, try to weave personal stories into your entire speech to relate back to the audience and keep them engaged Let the story show your passion
  • 37. DON’T GET SIDE-TRACKED Don’t confuse the audience with superfluous comments
  • 38. END WITH A MEMORY CUE You are up against lots of competitors in a short timeframe It can be almost impossible for judges to remember the details about everyone who pitched Offer some type of memory cue to make your presentation stand out
  • 39. Pitch to people outside of your team and get a fresh pair of ears PRACTICE, PRACTICE, PRACTICE • Reality Check station • Rapid Fire Round • Other teams
  • 40. WAYS TO PREP FOR YOUR PITCH Preview of the awesome venue Read up on product development mentors Practice on friends & family As painful as it is, video yourself …and WATCH! 4
  • 41. 1 2 3 Phonetic pronunciation of all team members’ names Interesting and SHORT bio Interesting, relevant and informative project title
  • 42. STAND OUT But be sure to include the basics: • Current job, business, experience • Degree achieved or working on • Relevant, current professional memberships • Awards, honours & certifications
  • 43. • Written in 3rd person • Keep as short as possible (aim for 3 sentences) • Make it unique – include something memorable, silly or interesting from your early years • We get it that your jobs were x, y, and z – focus instead on what that experience brought for you (teamwork, introduced to a global network) BIO TIPS
  • 46. Idea girl, artist and founder of Silver Square, Raquel Richardson is an urban wannabe, lover of wine and mother of two cupcake-eating boys. She can be found gracing the pages of the Woman Magazine (March 2015), enjoying yet another community project with her volunteer work or with her Square crew thinking up something fabulous with her colleagues and clients. These roles introduced her to new people, big ideas and global concepts that helped shape the person she is today. Raquel’s not really limited to the marketing business; she was a Coca-Cola Junior Championship Bowler at age 10. BIO EXAMPLES
  • 47. • It should be easy to see in small sizes (100-200px) • It should look like you • It should stand out PROFESSIONAL HEADSHOT NO! Yes!
  • 48. WASTED SPACE Resizing means you’ll have a pinhead, or you might look like this: CLOSER IS BETTER vs WARDROBE ISSUES
  • 49. You're asking for real money for your idea over someone else’s idea Show the judges you're up to the task of running a company that will be huge one day While many founders can get away with wearing jeans, you should still look put-together That means you should dress professionally, and whatever you do, don't chew gum on stage ONE LAST PIECE OF ADVICE LOOK THE PART!
  • 50. “Be interesting, or be invisible” - ANDY SERNOVITZ