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UBC eProjects Pitch Advice Oct. 2015

Boris Mann
October 14, 2015

UBC eProjects Pitch Advice Oct. 2015

A short overview of some general pitch advice and pointers for the UBC eProjects Dragons Den case competition.

Boris Mann

October 14, 2015
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  1. Boris Mann, @bmann HUMAN • http://ishuman.co • @IsHumanCo
    UBC eProjects
    Vancouver, October 2015
    Boris Mann

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  2. Boris Mann, @bmann HUMAN • http://ishuman.co • @IsHumanCo
    Boris Mann
    • COO, HUMAN
    • Managing Partner, Full Stack
    • Over 10 years of community building in Vancouver

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  3. Boris Mann, @bmann HUMAN • http://ishuman.co • @IsHumanCo
    Venture Businesses
    • Are you building a venture business?
    • All businesses are not a candidate for venture
    investment
    • Big idea, big market, big growth, big outcomes
    • For the purposes of this presentation, I’ll be talking about
    venture businesses

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  4. Boris Mann, @bmann HUMAN • http://ishuman.co • @IsHumanCo
    Big Hairy Audacious Goal
    • You need a BHAG
    • Vision and purpose that form core passion & “true north”
    for the company & team
    • You also need an execution plan:
    • What can you build and sell today?
    • Prove you can ship
    • Charge money so you don’t die in the short term

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  5. Boris Mann, @bmann HUMAN • http://ishuman.co • @IsHumanCo
    Early Stage Funding
    • Pre Seed: < $500K
    • Working code & customers
    • Seed: > $500K to $1.x M
    • Paying customers or significant traction
    • Series A: $1M++
    • At least one known, repeatable sales channel / distribution model
    Day job
    F&F
    $30K prototype
    Cofounder
    Accelerators
    Futurpreneur
    Consulting

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  6. Boris Mann, @bmann HUMAN • http://ishuman.co • @IsHumanCo
    Investment Deck
    • An investment deck should be standalone and can be sent
    by email and make sense without you “live” talking about it
    • Pitching on stage doesn’t get cheques written
    • Market: who are the customers? what are their pains?
    • Solution: how are you solving the pain? have you developed
    novel technology or marketing channels?
    • Distribution: how do you think you will sell it to customers?
    • Team: why you, why now, why this?

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  7. Boris Mann, @bmann HUMAN • http://ishuman.co • @IsHumanCo
    How many slides?
    • 10 slides
    • No really, 10 slides
    • But I need to explain my idea more fully!
    • Then your idea is too complicated to execute on
    • Really, 10 slides is the answer
    • …but feel free to put an unlimited number of slides in your
    backup

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  8. Boris Mann, @bmann HUMAN • http://ishuman.co • @IsHumanCo
    Pitch Structure (Ryan Spoon)

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  9. Boris Mann, @bmann HUMAN • http://ishuman.co • @IsHumanCo
    Market: Top Down & Bottom Up
    $20B
    $5B
    $0
    $1,250,000
    $2,500,000
    $3,750,000
    $5,000,000
    Y1 Y2 Y3

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  10. Boris Mann, @bmann HUMAN • http://ishuman.co • @IsHumanCo
    11 Pitch Types (Jason Shen)
    • #1 Traction
    • #2 X for Y
    • #3 Personal Story
    • #4 Pivot / Offshoot
    • #5 Evolution Next
    • #6 Painting the Future
    • #7 Service at Scale
    • #8 Wouldn’t it be cool if
    • #9 Insane Tech
    • #10 The Dream Team
    • #11 Consumerification of
    Enterprise

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  11. Boris Mann, @bmann HUMAN • http://ishuman.co • @IsHumanCo
    Pitch Deck Coach

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  12. –Mark MacLeod, @StartupCFO
    The best investors don’t want to
    just fund revenue growth, they
    want to create the future. When
    you look back at the biggest
    startup successes, they are all
    based on a simple, clear insight
    about the future of a market.

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  13. Thank you!
    http://speakerdeck.com/bmann
    @bmann

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  14. Boris Mann, @bmann HUMAN • http://ishuman.co • @IsHumanCo
    References
    • How to Create an Early Stage Pitch Deck, Ryan Spoon
    • http://www.slideshare.net/ryanspoon/how-to-create-an-early-
    stage-pitch-deck
    • 11 Startup Pitch Archetypes, Jason Shen
    • http://www.jasonshen.com/2012/eleven-compelling-startup-pitch-
    archetypes-with-examples-from-yc-companies/
    • Pitch Deck Template
    • http://www.slideshare.net/PitchDeckCoach/the-ultimate-pitch-
    deck-template-by-pitchdeckcoach

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  15. Boris Mann, @bmann HUMAN • http://ishuman.co • @IsHumanCo
    What Investors Want
    • Investment Deck
    • Team / Market / Solution (+ Proprietary Tech or Distribution)
    • Use of Proceeds (aka Budget for 12 months)
    • Hiring plan, sales & marketing “hypotheses”
    • User Model
    • Bottom up growth model
    • Cap Table
    • including scenario for next round

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  16. Boris Mann, @bmann HUMAN • http://ishuman.co • @IsHumanCo
    Use of Proceeds / Budget
    • The 5 year proforma is not very useful
    • “A 12 month budget is fiction. A 5 year plan is science fiction”
    • Hiring: who will be working on it full time, who do you need to
    hire?
    • Marketing: what marketing experiments will you run?
    • How many customers? Which methods of marketing work better than
    others?
    • What are the end goals? Customer adoption, revenue,
    building out product features

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