FiBAN - Getting to wow by Bill Reichert

GETTING TO

Crafting a Compelling

Summary of Your Value Proposition

Bill Reichert � Managing Director � Garage Technology Ventures  

“XYZ  Mobile  is  a  dynamic  startup  company  posi7oned  for  strong  market  

growth  and  expansion.    

Management  has  created  a  cu?ng  edge  business  model  that  has  the  

poten7al  to  play  a  dominant  role  in  this  exploding  sector.”  

CONFUSED

BORED

T ypical Investor

YOU  

When do you need to Wow?

   Pitching  to  investors  Talking  to  customers  Schmoozing  at  events  Pos7ng  updates  Recrui7ng  employees  Looking  for  strategic  partners  Sending  out  emails  On  your  website  Leaving  voice  mails  Press  releases,  marke7ng  materials  Team  training  ALL  THE  TIME!      

BE  CLEAR  What  do  you  do?  

BE  CREDIBLE      Can  we  believe  you?  

BE  COMPELLING    How  much  beWer  are  you?        

Model for crafting your WOW!

1 DESCRIPTION  

What  do  you  do  beWer  than  anyone?  

Model for crafting your WOW!

2 BENEFIT  

What  compelling  benefit  do  you  offer  to  whom?  

Model for crafting your WOW!

3 DIFFERENTIATION  

How  are  you  different?  

Model for crafting your WOW!

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G E T T I N G   T O   W O W

A L T E R N A T I V E   A P P R O A C H E S  ALTERNATIVE  APPROACHES  

T e l l   a   S T O R Y  P a i n t   a   P I C T U R E  

Drop  a  really  big  name  

An Example:

SuperCo has developed a low-cost technology that reduces the vibration caused by hard drives and cooling

fans in data centers.

Because vibration reduces the performance of hard drives, our technology increases performance by up to 2.5x, as we’ve shown with our three initial customers.

Unlike other solutions that require a redesign of the

server, we can save our customers 40% of their total cost.