The “Best” Investor Pitch Deck Outline 0) Cover Slide 1) Elevator Pitch Slide 2) Tea Tea !I" not i#ressive$ ove slide to a"ter “%our “%our Solution” to sho& &ho 'uilt it and &h() ) Board *e'ers + advisors + ,uture -ires !O#tional$ co'ine &. tea slide) /) *arket O##ortunit( De"ine *arket$ Sie Si e + Taret Taret Custoer 3) *arket Pro'le + Current Solutions S olutions 4hat need do (ou "ill5 6) %our %our Solution !173 ! 173 slides) 8) Traction + 9&ards 9&ards !O#tional$ i" none (et: Can 'e riht a"ter Elevator i" i " i#ressive) ;) *arket ,it . Co#etition !O#tional$ can 'e e<#lained in slides 3 + 6) =) Co#etitive 9dvantaes !O#tional$ can 'e e<#lained in slides 3 + 6) 10) Business *odel >e( ?evenue Streas 11) 11) *arket 9##roach + Strate( Str ate( >e( E<#enses . Tie7E""orts . -o& (ou ro& 3 Slide Deck /$ 3$ 6$ 2$ co'ine 10$ 12$ + 1/ 10 Slide Deck Dont include o#tional slides 1) E
12) ,inancial Pro@ections
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Potential 9##endi< 9##endi< Slides F Tieline Tieline -istor($ *ilestones + Prior Pr ior ,undin F Detailed Galue Galue Pro#osition to Clients . sers . Partners F Detailed ,inancials ?evenue and e<#ense 'reakdo&n$ sho&in H o" total revenue . e<#enses F 9verae ?evenue ?evenue Per ser !9?P)5 Per Client Sie5 F i"e7tie Galue Galue o" Custoer !Churn ?ate5) vs: Cost to 9cJuire Custoer F Breakeven 9nal(sis 9nal(sis Base7case vs: Bare7'ones case: K Clients . A ?evenue needed5 needed5 F Pi#eline o" #otential clients$ H likelihood o" closin$ revenue #otential "ro #i#eline F Partnershi# 9reeents 9reeents . Structures F Pro#rietar( as#ects not discussed in core deck F 9dditional Strate( Slides Slides E<: 9rchitecture$ 9rchitecture$ -o& to avoid.liit circuvention$ ,unnel ,unnel s(ste o" 'usiness o#erations$ Lro&th strate( F Ca#ital Structure O&nershi# o" "ounders + current investors F Co#etitors Ca#ital ?aises . Investors F -ead Count !K E#lo(ees) Pro@ections . >e( -ires Meeded F 9dditional Screen Shots "ro Deo F Suar( Slide 4h( 4ell Be Success"ul !9dd i" deck N 13 slides$ other&ise too redundant)
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Cover Slide F oo . Mae o" Co#an( F Pur#ose o" Presentation “Investor Presentation” F Date O#tional 7 i" (ou send a deck &ith an old date$ (ou look outdated !is it takin (ou a &hile to raise the round5): 4e recoend never usin a date also #eo#le kno& toda(s date F Other Potential 9dditions F oos o" accelerator$ a&ards$ #u'lications "eaturin co#an( F Sloan F Mae o" Presenter . CEO
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Elevator Pitch Slide Create a brief one liner that describes: F Short and eora'le F 4hats the core #ro'le !descri'e #ain) in the arket#lace and the solution (oure #rovidin5 F 4hats (our vision5 ltiate solution.'usiness.service "or custoers.users5 F Lra#hicall( sho& this i" #ossi'le F Tr( akin it relata'le as in “4e are Q "or %” !“4e are 9ir'n' "or Event S#aces”) !“4e are the Star'ucks o" ,roen %ourt”) {your logo here}
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Tea !i" not stron$ ove to later) F Core Tea The ,ounders + Chie"s that are critical to success F Sho& a &ell7rounded tea$ technical 9MD 'usiness7 i" (ou are lackin in an area$ sho& advisors F Photos !O#tional7 Dont #ut in i" ostl( students) F ?elevant E<#eriences . Successes !E
“We are the right team who can execute this business plan because...” {your logo here}
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Board . 9dvisors . ,uture -ires F Board o" Directors5 !Startu#s shouldnt have BODsR 4ait until a"ter Series 9 round to esta'lish a 'oard) F Board o" 9dvisors5 !Live 0:1H71H to advisors$ no oreR) F 4hats their relevanc( . su##ort$ other than 'i naes5 F 9re the( investin5 Bi #oints i" “%es”R I" “Mo”$ 'e care"ul: %our 'i "anc( advisors &ill o "ro 'ein a #ositive to a neative: I" the( are success"ul and have ca#ital$ the( should invest$ other&ise it sho&s lack o" real su##ort: -ave a ood reason "or &h( not i" asked:
F ?e"erence ke( holes in anaeent or o#erations that need to 'e "illed !intros needed5) ,e& co#anies have the #er"ect tea "ro the start$ reconie that and solve it
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*arket O##ortunit( F 4hat is the Leneral *arket ,ocus5 F Mae it: Sie it nits . ?evenue5 Lro&th5
F 4hat is the Total 9ddressa'le *arket F 4hats %our Taret *arket5 The su'7sector o" the Leneral *arket5 F Mae it: Sie it nits . ?evenue5 Lro&th5
F De"ine Taret Client5 >e( characteristics5 F E<: Sall vs: are 'usinesses$ inde#endents vs: aencies$ e
F Clients Current Meeds5 F Descri'e an( i#ortant arket evolutions or trends and &h( &ere at an in"lection #oint no&
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*arket Pro'le . Current Solutions F Bi *arket Pro'le5 Bi n7et Meed5 %ou cant create deand !onl( arket leaders can)
F Current Solutions Current Pro'les5 Biest co#etition Status Juo$ chanin custoer 'ehavior$ even i" old s(stes are in"erior$ the( e
F Clearl( sho& the #ain o" the #ro'le or conve( the stron desire that is 'ein un"illed$ dont @ust sa( it F “Solve (our clients nu'er7one #ro'le$” C(rus *assoui$ CEO o" UocDoc: Mot their /th or 10th #ro'le: 4hat kee#s the u# at niht or reall( 'others the5 F Conclusion The arket has evolved and the current solutions dont "ul"ill.solve the clients current BIL needs.#ro'les: There is a BIL o##ortunit( hereR {your logo here}
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%our Solution . Deo F Sho& N Tell V173 slides o" (our #roduct . service F Sho& a live deo &hen #resentin or sho& screenshots o" ke( #arts !-ave screenshots &ithin #resentation #re#ared an(&a($ deos love to "ail) F Dont sho& a video$ it can "ail to #la( and takes a&a( "ro (our #recious tie F Tell a stor( ,uture client or an e
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Traction . Per"orance . 9&ards F Tieline . >e( *ilestones F See$ other #eo#le think &ere a&esoeR F 9ccelerator #roras !&e raduatedR) F 9&ards K1 Best Startu# . K 1 Best DE*O F ots o" articles a'out us TechCrunch . ,or'es . CMM . ,OQ
F 4ere ro&in "astR 4eve ot lots o" clients.users$ soe are 'rand nae clients$ look at our onthl( ro&th$ and &e have a ro&in #i#eline that &ill enerate lots o" A F 4ere #er"orin aainl( "or clients$ look at these resultsR Custoer success stories.testionials
F See our ke( 'usiness etrics$ &ere doin reatR {your logo here}
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*arket ,it . Co#etition F Sho& ho& (ou "it into the *arket andsca#e F %our advantaes5 F Indirect Co#etitors vs: Direct Co#etitors5 F %our 'iest co#etitor is the status JuoR 4h( &ill custoers s&itch to (ou vs: the incu'ent5 F 9re (ou chanin custoer 'ehavior5 F T(#es o" Diaras.Charts F *arket andsca#e Co#arison F ,eature ist Co#arison
Pitch why you’re 1x better! not "ust #x better$ {your logo here}
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*arket andsca#e !E
Indirect Competitor Logos Direct Direct Competitor Competitor Competitor Logos Logos Logos Industry Indirect Segment 2Competitor Logos
Your Logo
Industry Indirect Competitor Segment 3 Logos
Direct Competitor Direct Competitor LogosCompetitor Logos Logos Indirect Competitor Logos Industry Segment 4
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*arket andsca#e !E
o! " y t i l a u Q
o! $
o! #
o!
Economical
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h g i %
You r Log o
o! "
y t i l a u Q
o! $ & o L
o! #
o!
E'(en)i*e
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Economical
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,eature ist Co#arison
This o"ten akes (ou look 27< 'etter$ not 10<$ so a('e onl( have as an a##endi< slide {your logo here}
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Co#etitive 9dvantaes F Current Co#etitive 9dvantaes5 F Sustaina'le Co#etitive 9dvantaes5 F n"air Co#etitive 9dvantaes5 F Patents5 !Status$ International5) F >e( ?elationshi#s . Partnershi#s5 F Barriers to Entr( "or Me& Pla(ers5 F *one($ Tie$ E<#ertise$ ?elationshi#s$ Patents
F Co#etitors Co#etitive 9dvantaes . 4eaknesses5
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?evenue *odel F -o& do (ou ake one(5 >e( revenue streas5 F Pricin5 ,lat "ee or H5 4h( that rate5 F ?ecurrin ?evenue ,reJuenc(5 F Is there a 'i di""erence 'et&een Lross vs: Met ?evenue5 F -ih Golue vs: o& Golue Business5 F E
F F F F
Cash collections Iediatel(5 07=0 Da(s5 E<#ected conversion rate to et a #aid client5 E<#ected 9?P !9verae ?evenue Per ser)5 i"e7tie Galue o" Custoer5
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E<#ense *odel !*arketin . Strate() F >e( E<#enses . Tie7E""orts Meeded To Lenerate ?evenue5 F Channels -o& to reach . arket to custoers5 F Strate( -o& to convert$ acJuire or close clients5 F niJue Strateic ?elationshi#s . Partnershi#s5 F Potential "or leverae or scala'ilit( to ro& "ast econoicall(5 F -o& lon is sales c(cle to et a client5 F 9verae Cost to 9cJuire a Custoer5 F Cost to *aintain a Custoer + Build ?ecurrin Sales5 F *onthl( 'urn rate$ no& vs: a"ter "undin5
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,inancial Pro@ections F K %ears Pro@ected F Startu#s 6 (ear #ro@ections !accounts "or V1 (r o" ettin started) F Earl(7id stae 172 (ear historical$ 73 (ear #ro@ections
F Taret *arket Sie vs: 9cJuired Clients F Total K Clients in Taret *arket !Sho& each (ear &ith ro&th) F K ,ree sers vs: K 9ctive ?evenue Leneratin sers !sho&s conversion rate) F H Penetrated !sho&s entre#reneurs sanit( ro&in "ro 0H to 1H7 3H #enetration is usuall( sane$ 30H7100H is usuall( insanit()
F -ih evel ,inancials F ?evenue$ E<#enses$ EBITD9$ EBITD9 *arin H F O#tional Break out ke( revenue streas or Lross vs: Met ?evenue F O#tional Break out ke( e<#enses !E<: K E#lo(ees) {your logo here}
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Financial Projections
B( (ear 3 ?evenue A0730*$ EBITD9 A10* FInvestors look "or e
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E
F ,inancial Bu(er 4ill (our co#an( enerate e
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Ca#ital ?aise . se o" Proceeds F The 9sk -o& uch are (ou raisin and &ith &hat eneral ters !eJuit($ de't$ Converti'le Mote) and the tiin F Ca#ital ?aise F Stae . Sie5 E<: Seed ?ound u# to A300>$ Series 9 A27* F Investent Ters E< Pre7*one( Galuation E<#ectations . ?ane$ Discount into nee( 9nels$ GCs F *onthl( Burn ?ate5 . -o& lon &ill ne& A last !run&a()5 F Prior Investent ?ounds Sie5 Investors5 Galuation5 >e( Ters5
F se o" Proceeds !Mae It . A 9ount . H o" Ca#ital ?aised) F -o& uch raised5 ,ro &ho5 F Sales + *arketin F -ire ke( e#lo(ees F ,ounders salaries !Dont 'e reed(RRR) F Build out . "urther develo# technolo( F ,ile #atents F 9chieve *ilestones 1st Client5 Let to Breakeven5 < ?ev Lro&th5
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Closin Slide F %our oo !Bi + in *iddle) . ink to site F 9n( uestions5 F Contact In"o Mae . E7ail . Phone 9"ter all Juestions have 'een asked '( the investor$ ask “4hats the ne
?ee'er Loal o" *eetin Let the Me
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Be"ore The Pitch F Let introduced to an 9nel or GC$ the( dont res#ond &ell to rando calls.e7ails F ?evie& #ort"olio co#anies o" 9nels . GCs 'e"ore sendin the (our investor deck F Investors dont invest in co#anies that co#ete directl( &ith a #ort"olio co#an( !shockinR) F I" there are strateic co#anies in their #ort"olio$ the( can ake introductions to the even i" the( dont invest$ such as #otential clients$ strateic #artners$ "uture acJuirers$ etc:
F ?evie& investent criteria o" 9nels . GCs 'e"ore sendin investor deck F *ake sure (ou "it their industr( "ocus !e<: Ener() or 'usiness t(#e "ocus !E<: B2B . B2C) F Check the sie o" ca#ital the( invest !A230>5 A1*5 A*)$ the co#an( stae !Startu#.Earl( Stae.Lro&th Stae$ etc:)$ or reJuired "inancial etrics !E<: *in o" A1* in ?evenue or EBITD9)
F ?evie& investor 'ackrounds to "ind use"ul overla#s or &ho 'est to s#eak &ith at "und F Practice$ Practice$ PracticeR Mail do&n "lo&$ slide transitions$ tiin$ clarit( o" conce#ts$ ke( ental "rae&orks$ stories$ ans&ers to likel( Juestions$ etc: F 9rrival 9rrive 10 inutes earl( to set u# co#uter$ #ro@ector$ et access to 4i7,i$ etc: F 9ttire Business casual is usuall( "ine$ 'ut in dou't$ &ear a suit or ask the F 9sk the investors to #rovide a Juick 'ackround on theselves and the "und OM% i" theres tie: !%ou a( @ust learn soethin and #eo#le love talkin a'out theselvesR) F Can also ask &ho &ill 'e at the eetin !(our audience) so (ou kno& their technical level
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Pre#arin the Pitch Deck F There are no correct K o" slides$ onl( ke( #ieces that need to 'e covered F Dont 'e a"raid o" leavin thins out o" #itch$ es#eciall( "or short #itches$ all other slides are 'ack7u#
F F F F F
,ollo& their #itch rules7 "or e<: no ore than Q #eo#le$ slides$ inutes se iaes !'i) ore than &ords$ and ver( simple ra#hics and diaras >ee# slides clean$ no clutter V273 'ullets &ith each V3710 &ords.'ullet Sho&$ Dont Tell Dont 'e cock($ sho& 9*9UIML resultsR >e( Takea&a(s Concisel( suarie ain #oints at the to# or 'otto o" slides Sho& real validators to #rove (our #oints$ su##orted '( stron eotional validators The ?iht O##ortunit( Clearl( conve( a Bi *arket Bi Pro'le The ?iht Solution The ?iht Tea ualities 7 Interit($ Credi'ilit($ Passion$ E<#erienced$ >no&ledea'le$ Skilled$ eadershi#$ Con"idence$ Coitent$ Gisionar($ ?ealist$ Coacha'le$ Doers
F F F F F
Consistent ,orattin Ca#s vs: lo&ercase$ colors$ "ont t(#e + sie$ s#acin$ etc: ,ont T(#e 9rial !Eas( to read). ,ont Sie Onl( use sie 20 or larer Dont use dashes “7” as 'ullets$ the( look neative$ use other st(led 'ullets 9dd #ae nu'ers !Botto riht o" #ae) Dark 'ackrounds &ith liht te
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-o& to Pitch E""ectivel( F O#en '( sa(in (our nae$ title.role$ and co#an( nae !9llo&s audience to et "aili ar &ith (our voice 'e"ore (ou start #itchin$ and its @ust #oliteR) F The uick -ook Lra' the eotional attention o" the audience &ithin the "irst 1 inute$ or take the audience &ith (ou on a STO?% F Tea ike&ise tell the #ersonal stor( o" &h( (ou are invested in this co#an($ and sa( &hat is relevant a'out each tea e'er in the co#an(: se #ictures o" tea i" older.sho&s e<#erience: F Pitch (our vision$ not @ust &hat (ou currentl( have or are F ?e"erence thins #eo#le kno& . understand$ dont ake #eo#le think or Juestion (ou F One Woke *ake audience lauh at least once$ 'ut dont do a coed( routine F X10 in #resentations Onl( one #erson #resents$ the CEO &ho can sell F Dont read slides or stare at #ro@ector screenR ook "or&ard . connect &ith (our audience F Dont s#eak too "ast$ #eo#le listen 'etter &hen (ou s#eak slo&er and (ou sound &iserR F Dont use industr( acron(s . terinolo($ or re"erence co#anies the( &ont kno& F Dont sho& a video$ do sho& a Juick DE*O or screen shots !#ictures "ail less o"ten) F I" (ou run out o" tie$ learn to ski# to the end and the “ask” (our #ur#ose "or 'ein there
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-andouts and 9"ter Pitch F Pre#are various #resentations !PD,s) usin 1 PPT "ile &ith all core slides and a##endi< slides 1) 1st *eetin PD, Send Core Slide Deck !Mo 9##endi< Slides)$ &hen #resentin use PPT so (ou can access a##endi< slides durin +9 i" needed 2) ,ollo&7u# *eetin PD, 9dditional slides !the( a( have reJuested (ou to create) and soe a##endi< slides ) ,ull Due Dilience PD, 9ll slides and all a##endi< slides !#ossi'l( reJuirin MD9) !This is usuall( once the( have dra"ted a ter sheet)
F Deck should 'e clear enouh to e<#lain itsel" and not need (ou 4hen #resentin$ have addl insiht to share on each slide %our “added value” The( o"ten use the #itch deck no& as a standalone 'usiness #lan
F 9"ter&ards$ dont "oret to "ollo& u# and et "eed'ack: Dont @ust kee# reusin the sae #itch deck7 revise it 'ased on their "eed'ack:
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To# Investor uestions Co#an( uestions F 4hats the histor( o" the co#an(5 4hen did (ou start o#eratin5 F 4h( did (ou create this co#an(5 F -o& did (ou eet."ind (our tea e'ers5 4h( are (ou . tea riht #eo#le to e
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4ords o" 4isdo F Be 10< 'etter !at one thin vs: doin 10< ore thins)$ Bein 27< 'etter isnt ood enouh F ,ocus on (our custoers K1 #ro'le$ not 10 th #ro'le F Pre#are (oursel" "or re@ection$ ask &h( and learn F There are lots o" reat ideas$ 'ut "e& can e
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