A workshop on positioning and pitching

1. PITCH WORKSHOP
Rob Kornblum
David Chang
W E L L E S L E Y W E S TA R T- B L C S TA R T U P W E E K E N D

2. David Chang
@changds
Rob Kornblum
@rkorny
ww.startlaunchgrow.com www.davidchang.me

3. BABSON SUMMER VENTURE PROGRAM
Undergrad &
Grad Students
10-week
Intensive Program
$200K
Benefits
200+
Alums
www.babson.edu/svp

5. POSITIONING EXERCISE

6. Create a better every-day life for many people
VISION STATEMENT

7. Organize the world’s information and
make it universally accessible and useful
MISSION STATEMENT

8. TAGLINE

9. POSITIONING STATEMENT
Concise
One sentence that clearly articulates how you
want the target segment to perceive you
Real Is grounded in reality and can be substantiated
Useful Is used internally to focus all efforts

10. AMAZON
For World Wide Web users who enjoy books,
Amazon.com is a retail bookseller that provides
instant access to over 1.1 million books.

11. AMAZON
target market segment
product name frame of reference
benefit differentiator
For World Wide Web users who enjoy books,
Amazon.com is a retail bookseller that provides
instant access to over 1.1 million books.

12. Positioning Worksheet
target market segment
product name
frame of reference
benefit
differentiator
Product is:
For:
That: [Desire and subset]
By Uniquely:
• Differentiation Feature
• Differentiation Feature
Producing
Benefits of:
• Benefit
• Benefit

14. KNOW YOUR AUDIENCE

15. ADJUST FOR STYLE

16. SHARE YOUR SUMMIT & BASECAMP

17. 1:1 PITCH EXERCISE

18. SCENARIO 1: COFFEE SHOP

19. SCENARIO 2: GROCERY STORE

20. GROUP PITCH EXERCISE

21. DID YOU HEAR?
✓ Clear pain / problem
✓ Differentiated solution / benefits
✓ Credible path or traction
✓ Team
✓ Ask

22. Articulate in 90 seconds
Why you’re the right team
Know numbers and
business model cold
KEVIN O’LEARY

23. TYPICAL PARTS
Overview Problem Solution Market
Traction
Marketing
Strategy
Team
Competition Conclusion
Financial
Projections
(high level)
Money Being
Raised and
Use of Funds
Revenue Model
& Business
Model

24. www.nextviewventures.com/blog/free-startup-pitch-decks-template

25. www.bestpitchdecks.com

26. PITCH WORKSHOP Q&A
Rob Kornblum
David Chang
W E L L E S L E Y W E S TA R T- B L C S TA R T U P W E E K E N D