8 Mistakes when Pitching Investors

•

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The document outlines 8 common mistakes when pitching to investors. It discusses lack of preparation, failing to properly define the problem, having an undifferentiated product, an unclear business model, not understanding competition, weak go-to-market strategies, improper team composition, and lack of progress or proof of concept. For each mistake, it provides brief explanations and questions for the entrepreneur to consider to strengthen their pitch.

Business Wirtschaft & Finanzen

8
MISTAKES

WHEN
PITCHING

INVESTORS

Jan
Coppens

19/04/12

Prepara/on

1

Status

8
2
Problem
deﬁni/on

You
7
3
Product

diﬀeren/a/on

Go-‐to-‐market
6
4
Business
model

5

Compe//on

1

PreparaKon

ss?

about
our
busine
What
do
you
know

Raising
Capital

Limited

Partner
€
Venture
Capital

ﬁrm

Limited
€
General

Partner
Partners
Management

fee

€

Limited

Partner

€
Fund

Fund
raising

Venture
Capital
€
Startup

ﬁrm

General
€

Startup

Partners

€

•  Investment
strategy
Fund
€
Startup

•  Deal-‐ﬂow
management

•  PorPolio
management

Inves.ng

Limited

Partner
€
Venture
Capital
Startup

€

ﬁrm

Limited
General
Startup

Partner
Partners

€

€
Limited

Startup

Partner

Carried

Interest

Exit

2

Problem
deﬁniKon

I
don’t
fe
el
the
pa
in

•  Tell
the
story
of
your
customer

•  Show
current
solu/ons
do
not
cure

•  Translate
opportunity
in
problem

•  Proof
with
data

A
word
on
communica/on

An
important
client
or
market
need

“ addressed
by
a
unique
approach
with

compelling
beneﬁts
when
compared
against
“
the
compe//on
or
alterna/ves

3

Product
diﬀerenKaKon

Where
have
I
seen
this

before?

Low
barriers
to
entry
for

Web
startups
result
in

many
“me
too”
products

Ancient
technology

Lack
unique
knowhow?

4
“
Business
model

single
most
common
quesKon

and
how
exactly
are
you

“
going
to
make
money?

User
pays

Someone
else
pays

34%
Don't
know

Business

model
52%

14%

n
=
56

Can
you
prove
what
you
claim?

Example
of
real-‐life
startup
ﬁnancials
(Belgium)

45
Revenu

40
EBITDA

35

30

Really?

25

20

15

10

5

0

2012
2013
2014
2015
2016

5

CompeKKon

You
don’t
understand

your
market

Typical
compe//on
analysis

Other
YOU

Strong

startup

Google

Something
else

Apple
Missing
link
to

customer
priori/es

Someone

Radom

you
found

companies

on
Google

Weak

in
same

space

Weak

Strong

Something

6

Go-‐to-‐market

How
will
you
reach
your

customers?

•  What
is
your
compe//ve

B2C
advantage
to
reach
your

31%
customers?

Customer

type
•  How
are
you
going
to

B2B

69%

make
this
repeatable
and

scalable?

n
=
54

You
need
a
right
team
size,
…

“ Solo
founders
take

“
3.6x
longer
to
reach

scale
stage

Startup
Genome
report

…and
the
right
set
of
skills

•  Technical
vs.
business

•  Thinker
vs.
doer

•  INTP
vs.
ESFJ

•  Etc.

Commandos
1998

8

Status

Does
it
exist

outside
of

your
head?

Thanks

Mail:
jan.coppens@ibbt.be

Twider:
@jgcoppens

Linkedin:
linkedin.com/in/jancoppens

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8 Mistakes when Pitching Investors

1. 8 MISTAKES WHEN PITCHING INVESTORS Jan Coppens 19/04/12

2. Prepara/on 1 Status 8 2 Problem deﬁni/on You 7 3 Product diﬀeren/a/on Go-‐to-‐market 6 4 Business model 5 Compe//on

3. 1 PreparaKon ss? about our busine What do you know Raising Capital

4. Limited Partner € Venture Capital ﬁrm Limited € General Partner Partners Management fee € Limited Partner € Fund Fund raising

5. Venture Capital € Startup ﬁrm General € Startup Partners € •  Investment strategy Fund € Startup •  Deal-‐ﬂow management •  PorPolio management Inves.ng

6. Limited Partner € Venture Capital Startup € ﬁrm Limited General Startup Partner Partners € € Limited Startup Partner Carried Interest Exit

7. 2 Problem deﬁniKon I don’t fe el the pa in •  Tell the story of your customer •  Show current solu/ons do not cure •  Translate opportunity in problem •  Proof with data

8. A word on communica/on An important client or market need “ addressed by a unique approach with compelling beneﬁts when compared against “ the compe//on or alterna/ves

9. 3 Product diﬀerenKaKon Where have I seen this before? Low barriers to entry for Web startups result in many “me too” products Ancient technology Lack unique knowhow?

10. 4 “ Business model single most common quesKon and how exactly are you “ going to make money? User pays Someone else pays 34% Don't know Business model 52% 14% n = 56

11. Can you prove what you claim? Example of real-‐life startup ﬁnancials (Belgium) 45 Revenu 40 EBITDA 35 30 Really? 25 20 15 10 5 0 2012 2013 2014 2015 2016

12.

13. 5 CompeKKon You don’t understand your market Typical compe//on analysis Other YOU Strong startup Google Something else Apple Missing link to customer priori/es Someone Radom you found companies on Google Weak in same space Weak Strong Something

14. 6 Go-‐to-‐market How will you reach your customers? •  What is your compe//ve B2C advantage to reach your 31% customers? Customer type •  How are you going to B2B 69% make this repeatable and scalable? n = 54

15. 7 You

16. You need a right team size, … “ Solo founders take “ 3.6x longer to reach scale stage Startup Genome report

17. …and the right set of skills •  Technical vs. business •  Thinker vs. doer •  INTP vs. ESFJ •  Etc. Commandos 1998

18. 8 Status Does it exist outside of your head?

19. Thanks Mail: jan.coppens@ibbt.be Twider: @jgcoppens Linkedin: linkedin.com/in/jancoppens

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