1. Pitching Your
Venture
Frank Moyes
Leeds School of Business
University of Colorado
Boulder, Colorado
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2. Goals for Tonight
 Essential elements of your
presentation
 Slide format
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3. Present Your Plan
 Make it real - tell a story
 Focus on 3 points you want judges to
remember
 Introduce points at beginning
 Repeat in the Conclusion
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4. Presentation Slides
 10 Slides max
 Back-up slides to help in answering likely
questions
 Each slide conveys one point
 Everything on the slide must support the point
 ~3 bullets max, short phrase
 Use graphics
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5. Killer Slide Presentation
 Title Slide - Introduction  Marketing Strategies
(3 key points)  Management
 Opportunity/Problem  Financial summary
 Solution  Funding
 Target Customer  Risks
 Sustainable Competitive  Conclusion (3 key points)
Advantage
 Competition
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6. Title Slide
 Name of your firm
 Date
 Name of investor firm
 Optional: How much money is being
sought for this round?
 Appropriate graphics (logo, etc.)
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7. Introduction
 Introduce team
 3 key points want investors to
remember
 Get their attention
 Elevator speech (not on slide)
 Value proposition (not on slide)
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8. Opportunity/Problem
 What is the need? Pain?
 Validate by customer research &
interviews
 Market size, growth & trends
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9. Solution
 Describe what you do
 Key features
 Value proposition
 Benefits to target customer
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10. Target Customer
 Validation - use your customer research
 Consumer
 Demographics & psychographics
 How make buying decisions
 Business
 Type of companies
 How make buying decisions
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11. Sustainable Competitive Advantage
 Differentiation
 Resources and capabilities
 Identify your competitors
 Current & future
 Direct & indirect
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12. Marketing Strategy
(choose critical steps)
 High level description
 Distribution - channel
 Positioning
 Sales strategies
 Communications
 Pricing strategy
 Roll out plan
 Partnerships
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13. Management
 Key managers
 Backgrounds & accomplishments
 Who is missing & how address
 Boards
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14. Financial Summary
Year 1 Year 2 Year 3 Year 4 Year 5
Revenues($000) $1,000 $2,500 $5,000 $15,000 $25,000
Gross Profit 25% 35% 36% 36% 37%
Operating Expenses 35% 40% 30% 25% 20%
Net Income -10% -5% 6% 11% 17%
Cash Flow ($000) (500) (1,000) 200 1,000 3,000
Investment ($000) 500 1,000
Debt ($000) 500
Customers 200 600 1,100 4000 6000
Headcount 4 15 40 60 90
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15. Cash Flow
$ Millions
PP&E Operating CashFlow
10
8
6
4
2
0
-2
-4
-6
Year 1 Year 2 Year 3 Year 4 Year 5

16. Risks
 2 or 3 that are unique to you venture
 What can go wrong & what must go right?
 How will you mitigate
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17. Funding
 How much cash do you need?
 Sources & Uses
 Valuation
 Exit if appropriate
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18. Hecho en Casa
Sources & Uses Statement
Financing Amount Ownershi Uses of Funds
p
Round A (June $315,000 41.0% Salaries $221,800
2005) Inventories $ 60,100
Working Capital $ 16,400
Capex $ 15,000
Other $ 1,700
Round B (Oct. $310,000 15.5% Salaries $197,100
2006) Inventories $ 79,200
Capex $ 30,000
Other $ 3,700
Round C (Q3 2007) $170,000 4.0% Salaries $122,000
Inventories $ 41,700
Capex $ 6,300
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19. Conclusion
 Summarize 3 key points
 Good investment
 Questions
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20. Questions & Answers
 Answer in 30 seconds or less
 Decide beforehand who will answer what
questions
 Only one person answer
 Unless team member is in trouble,
 If don’t like your answer, they will ask again
 If you don’t know the answer, say so
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21. Backup Slides
 Revenue Model
 Customer research summary
 Key benchmarks
 Key financial assumptions
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22. Suggestions
 Use your customer surveys to support
 Use charts, graphs, simple tables
 Tell a story
 Don’t be boring
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