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Note: This pitch deck is a suggested guideline template of main aspects to cover and should be
changed with the company’s specifics, and look and feel.
Pitching guidelines & tips to perfect the art of pitching...
“HOW TO PITCH EFFECTIVELY”
Copyright © 2013 Matt Pretorius
Pitching overview...
TYPES OF PITCHES
1) Elevators (90 sec) Pitch
2) Investors (5/10/20 min)
Pitch
3) Pitching Extras
Copyright © 2013 Matt Pretorius
Note: This Elevators pitch deck is a suggested guideline template of main aspects to cover and
should be changed with the company’s specifics, and look and feel.
Elevators pitch deck guideline & tips…
ELEVATORS (90 SEC) PITCH
Copyright © 2013 Matt Pretorius
Core aspect number one...
WHAT IS THE PROBLEM YOUR
SOLVING?
Describe the present or emerging problem in the
market.
Why does it exist? How important is it?
What is the market dynamics surrounding the
opportunity and scope/size?
Copyright © 2013 Matt Pretorius
Core aspect number two...
WHAT IS YOUR UNIQUE VALUE
PROPOSITION?
Describe/showcase your innovative product/service…
(use examples/demos/screenshots).
Highlight key benefits of your innovation that give you
unique potential for leverage and growth scalability.
Show how your innovation fits in the value chain or
ecosystem of your target market.
Copyright © 2013 Matt Pretorius
Core aspect number three...
WHAT IS YOUR BUSINESS
MODEL?
What is your key assumptions and business
strategy?
How do you make money? What is your pricing,
your cost and revenue drivers? Highlight key
aspects.
What is your scalability?
Copyright © 2013 Matt Pretorius
Core aspect number four...
CONCLUSION
Inspire the audience with the bigger picture and
lasting thoughts.
Reiterate your core value proposition and
tagline.
Copyright © 2013 Matt Pretorius
VIDEOS & LINKS
Pitching is Kids play (Dragons Den):
http://www.youtube.com/watch?v=hCPg5mI1PXY
State Utah Elevator Pitch Winner:
https://www.youtube.com/watch?v=i6O98o2FRHw
Chris Westfall – Elevator Pitch Example:
https://www.youtube.com/watch?v=98WlZJqscVk
Guy Kawasaki – Make a Great Pitch:
https://www.youtube.com/watch?v=51TLge2peLc
Steve Jobs Presentation Secrets by Carmine Gallo:
http://www.slideshare.net/cvgallo/the-presentationsecrets-of-steve-jobs-2609477
Copyright © 2013 Matt Pretorius
Note: This Investors pitch deck is a suggested guideline template of main aspects to cover and
should be changed with the company’s specifics, and look and feel.
Investors pitch deck guidelines & tips…
INVESTORS (5/10/20 MIN) PITCH
Copyright © 2013 Matt Pretorius
COVER PAGE
START-UP COMPANY
Start-up Company name, location, tagline,
presenter’s name, title and info.
Copyright © 2013 Matt Pretorius
COMPANY OVERVIEW
Provide a clear description of your
business/concept core value proposition
(#Tweet).
Note: Core value proposition = what unique benefit will you provide to what
set of customers to address what particular need?
Additional points to clarify your…
(1) target markets,
(2) unique technology/solution, and
(3) present status
Copyright © 2013 Matt Pretorius
INTRO: START-UP
DREAM TEAM
Key team members (normally 3-4 key members)
in the start-up company.
Short summary of credentials (10-15 sec per
member).
Copyright © 2013 Matt Pretorius
PROBLEM/OPPORTUNITY
Describe the present or emerging problem in
the market. Why does it exist? How important
is it?
What is the market dynamics surrounding the
opportunity and scope/size?
Note: Don’t restate the obvious.
Copyright © 2013 Matt Pretorius
SOLUTION & SOLUTION
DELIVERY
How do you solve the present or emerging
problem/opportunity?
Describe/showcase your innovative
product/service… (use examples/
demos/screenshots).
Show how your innovation fits in the value chain
or ecosystem of your target market.
Copyright © 2013 Matt Pretorius
UNIQUE BENEFITS &
“SECRETE SAUCE”
Highlight key benefits of your innovation that
give you unique potential for leverage and
growth scalability.
What differentiate you? What is your unique IP/
Barriers to entry for others? What is your
‘secret sauce’ or underlying magic?
Note: Do not use detailed product architecture or jargon. If no
“secrete sauce”, mention freedom to operate from your
competition.
Copyright © 2013 Matt Pretorius
CUSTOMER SEGMENT
Who is your target industry/market? Clearly
describe your target market.
Identify what is the size and potential of the
market?
Highlight present key customers and targeted
customers in the future.
Copyright © 2013 Matt Pretorius
MARKET COMPETITION
Who else does what you do? Key competitor
matrix – strengths and weaknesses in
comparison to your start-up company.
Highlight key reasons why customers prefer your
solution to other solutions (use referenceable
customers or prospects perspectives/words)
Note: Make sure your check-box criteria reflect the market's
requirements, not just your product's features.
Copyright © 2013 Matt Pretorius
GO-TO-MARKET STRATEGY
Define your pipeline of customer acquisition
strategy and strategic partners.
How will you reach your target customers? What
is unique or innovative about your strategy?
What is the critical hurdles you need to
overcome and how will you overcome them?
Copyright © 2013 Matt Pretorius
BUSINESS MODEL
What is your key assumptions and business
strategy?
How do you make money? What is your pricing,
your cost and revenue drivers? Highlight key
aspects.
What is your scalability?
Note: Explain the sensitivity of your business to variations in
your assumptions.
Copyright © 2013 Matt Pretorius
PRESENT TRACTION
“Brag sheet” - Key achievements and business
traction so far?
How are things going and what do you expect in
the near future?
Copyright © 2013 Matt Pretorius
FINANCIAL FORECASTS
Financial forecast – Summarized:
ZAR’mil
Present
Year 1
Year 2
Revenue
R150k
R1m
Etc.
Cost
(R100k)
(R800k)
EBITDA
R50k
R200k
Year 3
Identify key milestones and goals.
Copyright © 2013 Matt Pretorius
Year X
FUNDING & VALUATION
What amount of capital do you require (RXm)? Proposed
valuation: How much equity is on offer?
Basis for valuation: How was the valuation roughly
calculated?
Amount raised in the past? (Source?) Milestone mapping.
What is your potential exit strategy?
Copyright © 2013 Matt Pretorius
USE OF FUNDS
Investment plan and use of funding to promote
scalability of start-up company.
Start-up funding timeline.
Note: Use Pie-Charts to
illustrate use of funds
Other
Product
Development
Administration
Marketing
Working
Capital
Copyright © 2013 Matt Pretorius
CONCLUSION
Key message about your start-up company (core
value proposition, tagline, etc.). What is the
five things you want them to remember?
Inspire the audience with the bigger picture and
lasting thoughts.
Questions?
Copyright © 2013 Matt Pretorius
Additional pitching tools & tips…
PITCHING EXTRAS
Copyright © 2013 Matt Pretorius
PITCHING TOOLS
Business Model Canvas by Alex Osterwalder and
Yves Pigneur:
http://www.businessmodelgeneration.com/
HBS Elevator Pitch Builder – Harvard Alumni
Prezi Presentation: http://www.prezi.com/
MS Office Powerpoint:
http://www.pitchdeck.improvepresention.com/
Copyright © 2013 Matt Pretorius
PITCHING TIPS
Tell a good story…
Practice makes perfect
– Steve Jobs practiced two whole
days before giving a sales pitch…
Copyright © 2013 Matt Pretorius
@Matt_Pret
/MattPretorius
CONTACT THE AUTHOR…
MATT PRETORIUS
Copyright © 2013 Matt Pretorius
Presentation document
SOURCES AND REFERENCES
Garr Reynolds – Presentation Zen: Simple Ideas on Presentation Design and Delivery
Zachariah George (COO, U-Start Africa) – Investor Ready Clinic course.
Keet Van Zyl, Eben Van Heerden, Brett Commaille & Andrea Bohmert – Early Stage Investment
course (Find-Make-Growth-Realise).
Bill Reichert (MD, Garage Technology Ventures) – Perfecting your pitch article.
Founders & Funders Venture Capital – How to pitch your business article.
Chris Westfall – Elevator Pitch Example: https://www.youtube.com/watch?v=98WlZJqscVk
Guy Kawasaki – Make a Great Pitch: https://www.youtube.com/watch?v=51TLge2peLc
Steve Jobs Presentation Secrets by Carmine Gallo: http://www.slideshare.net/cvgallo/thepresentation-secrets-of-steve-jobs-2609477
Copyright © 2013 Matt Pretorius