How to pitch you idea ?Michel Duchateau

#miduchateau

Hi !Michel DuchateauEntrepreneur, Coach, Global Facilitator for Startup Weekend

2004 : Founder of Altasys

2005 : Consultant at AltenBelgacom, Electrabel, GDF-SUEZ , Orange Business Services

2010 : Founder of FreeMyMove

2012 : Founder of CreaDelta• Training in Innovative Project Management & Entrepreneurship • Coaching SME’s & enterprises• Expert for regional public institutions in Belgium• Expert in Agile SCRUM, Lean Startup, #BMGEN, #CustDev, PRINCE2, ITIL & more.

#miduchateau

Passion for Startups • Startup Weekend Brussels 2011 : Participant • Startup Weekend Mons 2012 : Organizer • Startup Weekend Brussels 2013 : Organizer • Startup Weekend EU Organizers Summit 2013 at Teneriffe• Startup Weekend Liège 2013 : Facilitator• Up Global Organizers Summit 2014 at Las Vegas• Startup Weekend Leuven 2014 : Facilitator• Startup Weekend Paris 2014 : Mentor• Startup Weekend Brussels 2014 : Facilitator• Global Facilitator Startup Weekend from 2013

Ambassador & Speaker

Advisor & co-responsible of Alumni network

Brussels Curator

Startup Coach & Jury in Belgium

Speaker « Lean Startup & Agile »

Consultant for SME at Wallonnia Region

Expert for SME at Brussels Region

Organizer

Jury - NRJ Start-up

Jury - European Entreprise Challenges

Collaborations : Technofutur TIC, MIC Brussels, Impulse(ABE), ASE, Solvay Brussels School, Solvay Entrepreneurs, EFPME, IFAPME, Azimut, Les Jeunes Entreprises, SkillsBelgium, JADE, Betacowork, Faculté des Sciences Appliquées de l’ULB, WeStartup…

#miduchateau

Mirror Pitch Elevator Pitch Sales Pitch

Conference Pitch

Networking Pitch Peers Pitch

Family PitchStartup

Competition Pitch

A pitch ?

Alone & Team

Presentation deck & Story Telling

#miduchateau

Assumed objectivesMirror Pitch• Train your pitch• Check body language

Elevator Pitch• Convince an investor

in 60s to get a meeting

Sales Pitch• Convince a customer

(B2B) to get a meeting

Conference Pitch• Get visibility

Networking Pitch• Get visibility, get

feedbacks

Peers Pitch• Get feedbacks• Show the waw effect

Family Pitch• Explain to strangers,

profane, low-tech profiles

Startup Competition Pitch• Win this competition

#miduchateau

Exercice : the networking pitch

• Form 10 groups of 3 people

• 15min

• Networking pitch• Start introduction to each others with « what do you do ?»• Introduction of 30s pitch• Questions of understanding • Discussions

#miduchateau

Learnings : My best failed startupIn 1 year, I pitched

• Cold calls : 15 times a day• Networking event : 20 times each• Startup competitions : 15 times• Coworking : 100 times• Sales meetings, fairs, BBQ : 100 times• Family : 3000000000 times

and Mom still doesn’t get it.

More than

1 000 times

Learnings : My best failed startupWhen you masterize your pitch like a ninja

• You don’t think about the content anymore

• You focus on your audience

• You focus on body language

• You play a game

• You practice A/B testing

• You love surprises

More than

1 000 times

Version 1

Version 2

Version 3

Final Final fine-tuned

Pitch Prototype

• You practice A/B testing

A successfull pitch ?

20% homeworks

80% training

Startup Competition

A Jury, a public, you & your slides

Time for slides : 5 minTime for demo : 1 minTime for questions & answers : 4 min

Startup Competition1. Opener •Catch attention, set up context, make

a good intro•open questions to avoid• closed questions for dummies are

OK : "Would you like to be happy tomorrow?”

2-The problem that you address•Who are the customers ? Make us

feel the pain.•Why is it so difficult without you ?

3-Solution•Demo•Benefits for customers

4-Competition • the 4-quadrant Competition graph is

fine

5-Customer base •Existing customers ?•Existing leads ?•What tis the Sales cycle ?•Numbers and figures are ok

6-Addressable market • Size of Market•Customer segments•B2B, B2C, …• If B2B2C, explain strategy or roadmap

7-Go to market strategy •Marketing plan•Avoid “social networks only”•A global roadmap is fine

8-Business model •Where is the money ?•How much will you earn ?•When ?• Specificities of this BM ?• Is it scalable ?

9-Team •Explain why you have the best team•Don’t explain why a CEO is important

in a startup…•You have a Tech guy (team) & a Bis

guy (team)•Team pictures are fine

10-Extra slides•Your needs ?•The next steps ?•A funny demo / closing act

#miduchateau

1. Opener

  • Catch attention, set up context, make a good intro• Open questions to avoid• Closed questions for dummies are OK : "Would you like to be happy

tomorrow?”• Closed questions with real painful problems are better.

• Preparation tip : know your jury & audience

#miduchateau

2.The Problem

The problem that you address• Who are the customers ? Make the audience feel their pain.• Why is it so difficult without your idea ? • Are there painful alternatives you will replace ?

#miduchateau

3. The Solution

• Demo or mockups ?• Show the Value Proposition• Benefits for customers, show the pain relievers or the gain creators• No technical feature • No explanation on how it works (customer doesn’t care)

#miduchateau

4. Competition• The 4-quadrant Competition graph is fine.• « Competitive advantages » is better.

Criteria 1

Criteria 2

#miduchateau

5. Customer base

• Show your valided insights from your customers hypotheseses• Show your existing qualified leads• Show your existing customers

• What is the Sales cycle ?• Numbers and figures are ok

#miduchateau

6. Addressable market

• Size of Market• Customer segments• B2B, B2C, …• If B2B2C, explain strategy or roadmap visually• If you address paying customers and free users, explain strategy or

roadmap visually

#miduchateau

7. Business Model

• Where is the money ?• How much will you earn ?• When ?• Specificities of this Business Model ?• Is it scalable ?

• Don’t copy your BMC straight in slides. Use it for Q&A instead.

#miduchateau

8. Go to market strategy

• Marketing plan• Action plan• Avoid “social networks only”• A global roadmap / timeline is fine

#miduchateau

9. The Team

• Explain the best skills required of this startup• Explain your choice of team members (why)• Don’t say you have a CEO, CFO, CIO, CxO in a startup…• Show you have a Solution team (Tech guy or Tech team) & a

Problem team (Business guy or Business team)• Team pictures are fine

#miduchateau

10. Extra slides

• Your needs ?• The next steps ?• A funny demo / closing act• Thank your audience

#miduchateau

Pitching at BetagroupWhat is a Betagroup audience ?

• 500 entrepreneurs

• 80% of tech profiles and web passionates

• A few investors usually (don’t ask for funds)

• A few press (don’t ask for press articles)

• A few financial experts (don’t ask for accountability tips)

What is a good pitch for a Betagroup audience ?

• Ask for contacts, feedbacks, co-founders, partners

• Ask for help from tech gurus, developers, marketers, web experts, beta-testers

• Ask for something crazy

Keep in mind :

• Audience comes for fun, networking and drinks like you :)

• Audience wants to watch impressive show, disruptive startups, crazy projects, crazy entrepreneurs

• In the past: startups showing a pitch with a little bit of : death, sexy, fun, costumes, interactivity, sketches have become EPIC at Betagroup

#miduchateau

Michel Duchateau CreaDelta

Exercice

• Prepare a dummy pitch for « a fork »

• Imagine that people are used to chopsticks only.

Startup Competition1. Opener •Catch attention, set up context, make

a good intro•open questions to avoid• closed questions for dummies are

OK : "Would you like to be happy tomorrow?”

2-The problem that you address•Who are the customers ? Make us

feel the pain.•Why is it so difficult without you ?

3-Solution•Demo•Benefits for customers

4-Competition • the 4-quadrant Competition graph is

fine

5-Customer base •Existing customers ?•Existing leads ?•What tis the Sales cycle ?•Numbers and figures are ok

6-Addressable market • Size of Market•Customer segments•B2B, B2C, …• If B2B2C, explain strategy or roadmap

7-Go to market strategy •Marketing plan•Avoid “social networks only”•A global roadmap is fine

8-Business model •Where is the money ?•How much will you earn ?•When ?• Specificities of this BM ?• Is it scalable ?

9-Team •Explain why you have the best team•Don’t explain why a CEO is important

in a startup…•You have a Tech guy (team) & a Bis

guy (team)•Team pictures are fine

10-Extra slides•Your needs ?•The next steps ?•A funny demo / closing act

#miduchateau

Exercice : Bad pitches

• Find ultra bad ideas for pitching

#miduchateau

Exercice

• Prepare or optimize your own pitch

A successfull pitch ?

20% homeworks

80% training

Thank you !

Michel Duchateaumduchateau@creadelta.be@miduchateau+32 491 50 70 90