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How to Pitch your StartUp Vienna, Austria by Can Ertugrul

How to pitch your StartUp - StartUp Camp Bratislava

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Page 1: How to pitch your StartUp - StartUp Camp Bratislava

How to Pitch your StartUp

Vienna, Austria

by Can Ertugrul

Page 2: How to pitch your StartUp - StartUp Camp Bratislava

Who is i5invest?incubate, innovate, invest, inspire, internationalize

i5invest is an incubator and early-stage investor that grows the successful web and mobile business models

of tomorrow

We focus specifically on B2C Web 2.0 ventures

Page 3: How to pitch your StartUp - StartUp Camp Bratislava

Comprehensive professional services at all growth stages

idea growth M&A / exitpre-seed seed early stage

startup growth path

Initi

al F

acto

rC

lust

er P

artn

er

Initial Factor is a cluster initiative that serves as a one-stop-shop for web and mobile startups in Central Europe

http://www.initialfactor.com/

Who is Initial Factor?

Vienna, Austria

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Why Vienna?

~ 60 km>1 hour

(from Bratislava)

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No ultimate truth

No matter what sophisticated stuff or bullsh** I say, there is NO ABSOLUTE TRUTH in my (or

anyone else‘s) words.

Don‘t think binary !

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What is a Pitch?

A pitch is a summary used to quickly and simply define or introduce a product, service, or organization and its value proposition.

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The Art

Pitching is an ART, not science.

Ultimately, you learn it by doing (and probably failing many times… but that is ok!)

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From Being to Pitching

„I PITCH, therefore I am“

„I think, therefore I am“- Rene Descartes

- Guy Kawasaki

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Entrepreneurs and Pitching

„How do you recognize if an entrepreneur is pitching?… he moves his lips“

- Guy Kawazaki(The Art of the Start)

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WHY? (most important question)

„Everything in life that you can achieve , you will achieve with or through other people.“

-Keith Ferrazzi(Author of „Never eat alone“)

Pitching is about convincing and winning people for you or your idea

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Long time ago….

Aristotle‘s rhetorical triangle

Ethos

LogosPathos

Speech

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Tri-Angle 2.0 – 3 Angles

Presentation Triangle 2.0

Empathy

RationalityCreativity

Pitch

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„Investor Pitch“ > 5-30 mins + Q&A> Goal: Interest + further

talks

2 Typs of Pitches

„Elevator Pitch“> ~90 seconds> Goal: Attention + Feedback (aimed to get the business card)

(aimed to get the call)

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Elevator Pitch

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Elevator Pitch

exciteAwake interest

Connect to audience

If new idea, relate to something people know

Explain to a teenager or outsider

K.I.S.S.S.

Your head

Their heads

Pitch

Potentially everyone

Win over their hearts and minds

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Anatomy of an Elevator Pitch (90 Sec)Who are you? (15 Sec)

What is the problem ? (30 Sec)[PAIN]

What is YOUR Solution? (30 Sec)

What/Who do you need? (15 Sec)

What is the need? (30 Sec)[GAIN]

How do YOU create satisfaction? (30 Sec)

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Anatomy of an Elevator Pitch (Simple)YOU?

Problem ?

Solution ?

Requirement ?

Need ?

Satisfaction ?

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The 3rd Way

Just a damn cool thing!

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Keep in mind for solution/satisfaction

a) What is the Idea or product?

b) How does it work?

c) How do you make money?

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Investor Pitch

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What are investors screening for?

Innovation + Defendability

Feasiblity

Market Opportunity

Business Model

Scalability

TEAM, TEAM, TEAM

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Investor‘s PerspectiveInvestors are ultimately looking for 3 important things

The right asset, in the right hands, at the right time

Overall return or value vs. overall capital requirements & risk level(s)

Value Capture not only Value Creation:

Value capture is determined by the right business model to create company profit out of user utility.

And the right financing structure to create shareholder value out of company profit.

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Your Pitch

Who?Why?What?How?What is the „magic“?Where?When?How much?What else?

TeamProblemSolution / IdeaBusiness ModelTechnologyMarket / CustomersTime LineFinancialsBackup Slides

Questions your Pitch should ideally answer

Topics you should ideally cover

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NOW WHAT?(from technicals to practicals)

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How does a great Pitch look like?

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NO!

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NO!

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NO!

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NO!

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Damn,

NO!

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YES!

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How does a great Pitch look like?

(This is the only exception to the rule of no absolute truth!!)

YOU

THE AUDIENCEDECIDE

,

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LOOK AT YOUR NEIGHBOUR

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„Put yourself in someone else‘s Shoes“

Always be audience-centered never self-centered

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Few more tipps

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What is your goal?

(Know it!)

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Tell a (good) story

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Half empty?

Half full?

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OR?

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OR?

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Frame ORBE Framed

People are usually so convenient, that they tend to see things in the frame in which it is presented to them

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Think of a One-liner„Qriously is a service for measuring location-

based public sentiment in real-time.“(Qriously)

„It is like GPS, but for indoors.“(indoo.rs)

What you do, in one sentence

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Think of a Tagline

„Good by fashion industry. Good morning designers.“ (Garmz)

„We want to make sports funtastic.” (Runtastic)

Think of a catchy phrase

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Be convinced of yourself and your idea, otherwise you can‘t convince others

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Rehearse, rehearse, rehearse…

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Have a great START…

…and a great END!

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„The Forgotten Half of the Pitch “

Listen Listen Listen ShutUpListen Listen ShutUp ListenListen ShutUp Listen ListenShutUp Listen Listen Listen

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YOU THEM

Pitch 1

Feedback 1

Pitch 2

Feedback 2

Improve

Let the Iteration beginn

Listen & Observe

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Why listening is important?

Intention Interpretation

Mind the gap!!

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If you forget everything else…

1. Remember the Shoe

2. Shut up, Observe & Listen, Listen, Listen

3. Luck = Preparation meets Opportunity

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You want to PITCH now?

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What is i5Labs?

2

Ressources

Know-How

Network

Coaching

Workshops

Team

Success

Smart Money

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Who are we looking for?Young StartUps

Entrepreneurial people with good

ideas

The next Steve Jobs

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Pitch Us:

[email protected]

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Contacts

Can Ertugrul

[email protected]

Xing

www.i5invest.com

Page 57: How to pitch your StartUp - StartUp Camp Bratislava

Vienna

New Date: 3 to 7 October, 2011www.startupweek2011.at

Save the Date!