SWTuzla SWTuzla
Introduction to Pitching
Juraj Danko 2k13

format
• 4 minutes presentation
• Including all videos, demos, etc.
• 4 minutes Q&A for Jury
• Preferably 1, maximum 2 speakers

reason
• You pitch to present the work of
your team
• You represent the team!

reason
• You pitch to present the work of
your team
• You represent the team!
And, in the end of the day, you want to
SELL

reason
• You pitch to present the work of
your team
• You represent the team!
And, in the end of the day, you want to
SELL
Your product, startup, yourself

audience
• You are lucky, your audience is
professionals
 Understand some IT, Tech, Business,
Economy, Marketing

audience
• You are lucky, your audience is
professionals
 Understand some IT, Tech, Business,
Economy, Marketing
• They do NOT know almost anything
about your project
 Like you were explaining it to your friend,
teacher, whoever new

audience
• You are lucky, your audience is
professionals
 Understand some IT, Tech, Business,
Economy, Marketing
• They do NOT know almost anything
about your project
 Like you were explaining it to your friend,
teacher, whoever new

So how should I
pitch then?

timing
• You have exactly 04:00 minutes
 Use it!
 Its not easy to fit; practice!

timing
• You have exactly 04:00 minutes
 Use it!
 Its not easy to fit; practice!
• Its MUCH different when training
and when going for real
 Present to your friends, mentors, whoever
 Bonus is feedback

be sexy
• You (hopefully) have a designer.
• He built you an awesome logo.
• Use it for first slide. Just the logo.
Why not.

be sexy
• You (hopefully) have a designer.
• He built you an awesome logo.
• Use it for first slide. Just the logo.
Why not.
• Make it beautiful. Use Illustrator,
nice graphics. Let your creatives do
this.

problem
• State the problem you solve

problem
• State the problem you solve
 Don’t be narrative. Just state the problem.
 If you need to, use a story.
 If you really have to, ask a question.

problem
• State the problem you solve
 Don’t be narrative. Just state the problem.
 If you need to, use a story.
 If you really have to, ask a question.
• How BIG is it?
 How you determined the market size?
• Who is your customer?

solution
• Did you solve it?
• How?

solution
• Did you solve it?
• How?
 Now its time for quick and CLEAR resume
 Just tell in few seconds what is your
solution about

technical
• Make sure everyone understands it
• Try it with your friends / mentors, different
versions, different approaches

technical
• Make sure everyone understands it
• Try it with your friends / mentors, different
versions, different approaches
• Use pictures, schemas, videos
• Video is safer than live presentation

technical
• Make sure everyone understands it
• Try it with your friends / mentors, different
versions, different approaches
• Use pictures, schemas, videos
• Video is safer than live presentation
• Show what you managed to do
during the weekend
 Mockups, prototype, web, application

technical
• Make sure everyone understands it
• Try it with your friends / mentors, different
versions, different approaches
• Use pictures, schemas, videos
• Video is safer than live presentation
• Show what you managed to do
during the weekend
 Mockups, prototype, web, application
MVP

team
• Investor invests to your TEAM
• You will pivot your idea dozens of
times and he knows it
• Persuade us that your team is
WORTHY that.

market
• What is the market response?
• Validation?
• Surveys?

market
• What is the market response?
• Validation?
• Surveys?
• Yes, the time is limited. So..
• Get out and ASK the people! (if B2C)
• Get some info from web, partners,
friend companies, etc. (if B2B)

money
• Revenue streams?
• Monetization?
• Reasons for that?
• Expectations?
• Be realistic!

marketing
• Market-entry strategy?
• Customer acquisition?
• Viral potential?

marketing
• Market-entry strategy?
• Customer acquisition?
• Viral potential?
• Going GLOBAL? Scalability?

competition
• Who are your competitors?
• How you are better?
• Repeatability?
• Sustainability?

business
• When will you breakeven?
• Initial costs?
• Further requirements?
• Investor? Angel? Other?
• Cash flow?

business
• When will you breakeven?
• Initial costs?
• Further requirements?
• Investor? Angel? Other?
• Cash flow?
• Use graphs, no small tables
0
1
2
3
4
5
6

finish
• State further goals. Plans.
Extensions.
• Highlight your strongest point.
• Leave good impression.

few tips
• Get motivated. Browse for good
pitches.
• Practice. A lot.
• Its good to prepare what you’ll be saying.
• Get advice and feedback.
• Its your presentation. This is just
hints.
• Be original. Be yours. Different.

few tips
• What you spent most time with is
usually NOT the most important for
your presentation.

ask & train
• Go to mentors. We are here to help
you to prepare a good pitch.
• Do a tech check. Its painful to solve
technical issues.
• Especially if you use audio
• Tech check starts at 15:00

SW Tuzla
Thank you!
Questions?
@sudanec
http://sudanec.com