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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!
1 2
3
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.