MAP17 Startup Accelerator & Velocity Program Application Workshop

1. A P P L I C AT I O N W O R K S H O P
M E L B O U R N E A C C E L E R A T O R P R O G R A M
@MAPUnimelb #mapunimelb
M A K E I T G O O D !
Jeremy Kraybill & Maxine Lee

2. A P P L I C AT I O N S A R E O P E N !
D E A D L I N E : 1 7 A P R I L

3. SELECTION DATES
Online
Application
(3-min video)
DEADLINE:
17 Apr
Pitch
Night
27 Apr
Interview I
(MAP)
3-5 May
Interview II
(Selection
Panel)
11 May
Welcome,
Induction,
Launch!
16 May
22-23 May
31 May

4. SELECTION DATES
Online
Application
(3-min video)
It’s a pitch!
Pitch
Night
Still a pitch
(but with an
audience)
Interview I
(MAP)
45-mins
Questions
(in-person)
Interview II
(Selection
Panel)
15-mins
Also a pitch
(in-person)
but with questions

5. WHAT’S ON YOUR
ONLINE APPLICATION FORM?
- 3 questions about your startup/team
- 3-minute application video
- Founder details (this won’t take too long)

6. 3 QUESTIONS ABOUT
YOUR STARTUP/TEAM
1. In 1-3 sentences, describe what your startup does.
2. Please list your startup’s top 3 achievements /
milestones.
3. In 1-2 sentences, what is it about your team that
demonstrates your ability to succeed?

7. 1. In 1-3 sentences, describe what your
startup does.
G O O D
“ A X O N I S A S O F T WA R E P L A T F O R M H E L P I N G
C L I N I C I A N S D E L I V E R S TA N D A R D I S E D M E D I C A L C A R E ”
“ J O B B O P A L L O W S E M P L O Y E R S T O H I R E T H E H I G H E S T
Q U A L I T Y I C T C A N D I D A T E S I N U N D E R A F O R T N I G H T ”

8. 1. In 1-3 sentences, describe what your
startup does.
B A D
“ W E A R E A N A U D A C I O U S T E A M T H AT A I M S
T O S O LV E W O R L D H U N G E R B Y E N A B L I N G
A G L O B A L M O V E M E N T ”
“ T H E E D U C AT I O N S Y S T E M I S B R O K E N A N D
W E A R E S O LV I N G T H I S P R O B L E M O N E A P P AT T H E T I M E ”

9. 2. Please list your startup’s top 3
achievements / milestones.
G O O D
P R O T O T Y P E F O R B A J A B O A R D C O M P L E T E D E A R LY
2 0 1 5 , 5 0 T R I A L B O A R D S S O L D F O R F E E D B A C K .
C O L L A B O R A T I O N W I T H A U T O M O T I V E S U P P L I E R M T M
P T Y LT D I N M I D 2 0 1 5 F O R P R O D U C T I O N .
C U R R E N T LY U N D E R G O I N G M A S S P R O D U C T I O N
D E S I G N , W I T H E U R O P E A N D I S T R I B U T O R PA R T N E R
L I N E D U P F O R 1 7 5 0 U N I T S O V E R N E X T 3 Y E A R S .

10. 2. Please list your startup’s top 3
achievements / milestones.
G O O D
P R O D U C T: 4 0 0 + O U T L E T S P H Y S I C A L LY V I S I T E D A N D
3 0 0 + M E N U S D I G I T I S E D
VA L I D A T I O N : 1 K / D A Y S E A R C H I M P R E S S I O N S F R O M
G O O G L E & G R O W I N G
1 3 4 1 S T PA G E S E R P ( T R A C K E D K E Y W O R D S )

11. 2. Please list your startup’s top 3
achievements / milestones.
B A D
W E H A V E A N U M B E R O F C O L L A B O R A T I O N
O P P O R T U N I T I E S L I N E D U P
M A R K E T R E S P O N S E H A S B E E N O V E R W H E L M I N G
W E L O O K T O E X PA N D A C R O S S A U S T R A L I A O N C E W E
H A V E T H E R E S O U R C E S

12. W H AT I S A G O O D P I T C H ?

13. 1. PROBLEM
2. SOLUTION
3. MARKET
4. TRACTION
5. COMPETITION
6. BUSINESS MODEL
7. TEAM
8. THE WAY FORWARD
PITCH FORMAT
<<Don’t go over time! You will be cut off! >>
These are guidelines (Not prescriptive).

14. Introduction
• Introduce yourself
• One sentence
elevator pitch
• Traction teaser
(if you have it)
What the
problem/opp. is
What is your market?
• What is the problem
you solve?
• Do you have a deep
understanding of this
problem?
• What’s your solution?
• Is your solution well
validated?
• Who uses your
product?
• Why do people need
your product?
• How big is the market?
• Is the market large
and/or growing?
• Is your understanding
of the market accurate
and complete?
• Why is now the right
time?
CHECKLIST
This applies to both your pitch & interview

15. Who you are
• What about the
founders will allow
this startup to
succeed?
• How well do the
founders work
together?
Business model
and growth
How and why
you can win
• What else is out there?
• Why are you better?
• What’s your traction/
progress to date?
• How big can this get?
• How far will you be by
the end of MAP?
• Do you have a viable
and well-understood
revenue or funding
model?
• How will you grow and
achieve scale?
CHECKLIST
This applies to both your pitch & interview

16. BE PREPARED
Know your market
• Especially at the
interview
• Know your customers
and competitors
better than anyone
Prepare your facts
• The most
important insights
about your business
How do you make
money?
• Know how you will
make it or find it
• Know what you’ll do
with it
• CAC vs LTV is usually
important
• It’s okay to do
things that don’t
scale at the beginning!
Think about
traction/validation
This applies to both your pitch & interview

17. PITCH STYLE
Be enthusiastic
• Preferably very
enthusiastic
Where is your team?
• Preferably in the room
• Preferably silent after
intros
• Probably worse
speakers than you
Keep it simple!
• Don’t give me options
• Don’t attack me with
data
Be knowledgable
• Especially about
your market &
customers or
beneficiaries
• Avoid anecdotes/
buzz words
Ditch the script!
• Avoid cue cards
• Avoid video
• Keep it succinct
Deck-to-speech ratio
• Can distract the
audience

18. Know the problem
(and are experts
about their users)
Are curious and
have intellectual
humility
AWESOME TEAMS
Show real
traction/progress
Have a great time
Know the
solution
Have a solid team

19. Not being
convincing
Not having/talking
about traction/
progress
Not having a
clear direction
THINGS TO OVERCOME
Being terrible
at pitching
Poor
communication
(+don’t go over time)
Pursuing a bad
market

20. WAT C H T H E S E
YOUTUBE:
-MAPUNIMELB APPLICATION VIDEOS
(ESPECIALLY KIND, ALLUME, AXON)
-MAP LAUNCH PARTY

21. A N D T H E S E
Youtube (seriously)
YC Demo Days
500 Startups Demo Days
Techstars Demo Days
Pitchenvy.com
Bestpitchdecks.com
Guy Kawasaki
Early Steve Jobs
Dave Mcclure
Stanford Tech Ventures
Reid Hoffman
?Have you
watched
100 pitches?

22. S L I D E E X A M P L E S

23. P R O B L E M S L I D E - A X O N

24. P R O B L E M S L I D E - S I M P L E P H A R M A C Y

25. P R O B L E M S L I D E - S I M P L E P H A R M A C Y

26. S O L U T I O N S L I D E - S I M P L E P H A R M A C Y

27. T O O C O M P L I C AT E D !

28. M A R K E T S I Z E - A X O N

29. • =
B U S I N E S S M O D E L S L I D E - J O B B O P
X =
$ 1 0 0 K
S A L A RY
1 2 %
C O M M I S S I O N
$ 1 2 K O V E R
1 2 M O N T H S
12% of first year salary paid over 12 months of employment

30. N O P E .
5% commission
Additional
5% commission
Subscription fee $100

31. Who you are
• Introduce yourself
• One sentence
elevator pitch
• Who your team is
• Traction teaser
What the
problem/opp. is
How and why
you can win
PITCH FORMAT
• What is the problem
you solve?
• Who uses your
product?
• Why do people need
your product?
• How big is the
market?
• Why is now the right
time?
T R A C T I O N S L I D E - B A J A B O A R D

32. T R A C T I O N S L I D E - A X O N

33. T R A C T I O N S L I D E - O N O LY T I C S

34. C O M P E T I T I O N S L I D E E X A M P L E S

35. C O M P E T I T I O N S L I D E E X A M P L E S

36. T H E WAY F O R WA R D - J O B B O P

37. M E L B O U R N E A C C E L E R A T O R P R O G R A M
NEXT STEPS
A P P LY H E R E ( D E A D L I N E A P R I L 1 7 )
O P E N O F F I C E H O U R S : M A P. Y O U C A N B O O K . M E
jeremy@dashcord.com || maxine.lee@unimelb.edu.au ||
abena.ofori@unimelb.edu.au || lisian.teh@unimelb.edu.au
@MAPUnimelb #mapunimelb