Life in the Pitch Lane by Rod Lenniger
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This document discusses pitching and summarizes various pitch deck templates and guidelines. It emphasizes that pitching is about engaging investors and leaving them wanting more information rather than providing all the answers. Effective pitch decks tell a compelling story in 10-13 concise slides that grab interest in a company's vision without overwhelming with details. The document also stresses that the management team is a critical factor for startup success according to research on what determines if companies will succeed or not.
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Life in the Pitch Lane by Rod Lenniger
- 1. Life in the Pitch Lane •Stop Me if You’ve Heard This Before
- 3. My Life In the Pitch Lane RAL Advisory Services
- 6. RAL Advisory Services What about a Business Plan?
- 7. RAL Advisory Services “Everybody has a plan until they get punched in the mouth…”
- 8. Business Plans VS RAL Advisory Services ? ? Business Model Canvas https://www.youtube.com/watch?v=QoAOzMTLP5s
- 9. Good Enough? Built from a Business Plan? Competent or Excellent? RAL Advisory Services
- 10. Everybody Gives Pitch Guidelines RAL Advisory Services
- 11. Bad Pitches Can Kill Good Ideas RAL Advisory Services
- 12. INVESTOR PITCH DECK OUTLINE 1) Elevator Pitch 2) Momentum, Traction, Expertise: Your key numbers 3) Market Opportunity: Define market size & your customer base 4) Problem & Current Solutions: What need do you fill? Other solutions 5) Product or Service: Your solution 6) Business Model: Key Revenue Streams 7) Market Approach & Strategy: How you grow your business 8) Team & Key Stakeholders (Investors, Advisors) 9) Financials 10) Competition 11) Investment: Your ‘Ask’ for funding, Basic use of fundsOptional Slides: Exit Strategy, Partnership Agreements, Product/Service Demo, Existing Sales/Clients, Your “Special Sauce” Per “Crowdfunder” RAL Advisory Services
- 14. Dave McClure, 500 Startups
- 16. 6/17/15 RAL Advisory Services
- 17. RAL Advisory Services Gary’s 10 Slides 1. Title 2. Problem/Opportunity 3. Value Proposition 4. Underlying Magic 5. Business Model 6. Go-to-Market Plan 7. Competitor Analysis 8. Management Team 9. Financial Projections 10.Current Status (Accomplishments to date, Timeline, Use of Funds)
- 18. RAL Advisory Services Killer Questions
- 19. RAL Advisory Services Sales ≠ Marketing How will you get your idea to market?
- 20. Marketing ≠ Sales RAL Advisory Services
- 21. RAL Advisory Services You Will Need a Marketing Plan
- 22. RAL Advisory Services Software Companies Need Sales and Marketing More! • Common Misperceptions • Founders/leads come from tech- product first • Marketing seen as fluff luxury • Great products sell themselves/early adopters • …But R&D doesn’t generate income! • Marketing Reaches People You Don’t Know • Have a plan ready when time to scale up • Cant just “turn on marketing” • Who? Pain points? How to reach? • Systematic. Trial and Error. Takes time
- 23. RAL Advisory Services The Big Boys spend more on Marketing than R&D! • Dell spends 8 times as much on G&A than R&D • 1H 2014 – HubSpot spent $9M on R&D; $33M on Sales/Marketing • 2014 – SalesForce spent 15% on R&D; 53% on sales & Marketing
- 25. RAL Advisory Services Who’s Running this Show?
- 26. The Management Team People and Chemistry Count! RAL Advisory Services
- 27. Expertise Opportunity Passion X RAL Advisory Services Show You Share Focus
- 28. Pitch Deck Examples RAL Advisory Services
- 31. PR OB LEM Weak Inventory Management Money left on the table No single buy/ sell platform Too slow and complicated Too many middlemen Seller RAL Advisory Services
- 32. Auction Buy Planner Inventory Management Profits SOLU TION Cloud Based – Real Time – Single Platform RAL Advisory Services
- 33. B U SIN ESS MOD EL Uploads Inventory Auction Campaign Tools Search 10 – 15% Commission Net Proceeds 6/17/15 RAL Advisory Services
- 34. U N D ER LYIN G MA GIC Campaign planning/ media buying tools Inventory management Collecting Payments Tracking analytics/trends Closing Sale Executes auction model RAL Advisory Services
- 35. C O M P E T I T O R M AT R I X Features One-Stop Shop (Buy/Sell) Management System Campaign Planning Tools Available Inventory On-Line On-Line, RT Auction Near Real-Time Transactions Demographic Targeting Monetize Unsold Inventory Smart Phone Access WIP Analytics / Data Mining WIP RFP Process Not necessary 35
- 36. Software Fully operational CURRENT STATUS, ACCOMPLISHMENTS TO DATE, TIMELINE AND USE OF FUNDS Beta testing in first niche market (Balt/Wash, DC) $$ for enhanced website front end, Marketing, SG&A $BETA Launch 2012 Software Concept Developed Digital Sign Expo Las Vegas Successful Demo’s to Inventory owners Finalize Business Plan Seek External Funding Summer Beta/Launch DC/ Baltimore October Launch Dallas, Ft Worth & Chicago 2013 2014 2015
- 37. SUMMARY: EVERY PITCH HAS PURPOSE Not to answer all possible questions, nor close immediate investment. • Open investors minds to your vision and get them excited to know more. • The story you craft in your Deck gets them engaged to start filling in the blanks for themselves You want to give enough information to grab their interest, but not too much as to overwhelm them or have your story lose clarity & focus. Give them enough to get excited about, but leave them wanting more. Compelling Decks are concise, tell a story, are visual, 10-13 slides RAL Advisory Services
- 38. RAL Advisory Services Bill Gross, Idealab (Ted Talk-March 2015) • Why do some succeed and some not? • Gathered Data from hundreds of companies • Ranked on 5 key factors • One factor stood out as success determinant…? • Funding • Business Model • Idea “Truth” Outlier • Team Execution • Timing
- 39. RAL Advisory Services • Funding 14% • Business Model 24% • Idea “Truth” Outlier 28% • Team Execution 32% • Timing 42% Factors Matter Most for Startup Success? https://goo.gl/yFHyhu
- 40. Strive to be excellent not only in your “pitches” but in all you do! I appreciate you taking the time to listen to what I had to share… RAL Advisory Services
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