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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 Boris Mann

    • COO, HUMAN • Managing Partner, Full Stack • Over 10 years of community building in Vancouver
  2. 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
  3. 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
  4. 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
  5. 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?
  6. 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
  7. 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
  8. 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
  9. –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.
  10. 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
  11. 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
  12. 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