Presentation by Dan Lemberg Baltimore Lean Startup meetup July 24, 2012

1. LEAN PITCH TEMPLATE
Dan Lemberg
Bal6more Lean Startup Meetup
@bmorelean

2. Agenda
• Our Business
– What problems are we trying to solve?
– Who will pay for solu6ons, and how much?
• Our Product
– What is our solu6on, and what makes it unique?
– Who will we be compe6ng against, and how?
• Our Execu6on Plan
– How will we scale & deliver?
– What funding are we looking for?

3. Market Overview
• Ques6ons to answer:
– What is our target market?
– How big is it and who par6cipates in it?

4. Business Drivers
• Ques6ons to answer:
– What are the core things our market cares about?
– How is the market evolving and why?

5. Market Challenges
• Ques6ons to answer:
– What are the core things our market cares about?
– How is the market evolving?

6. Impact by Segment
• Ques6ons to answer:
– What will prospects pay to solve these
challenges?
– How do we know that? <‐ cri6cal!
– If different segments will pay different amounts,
what are those segments?

7. Solu6on Overview
• Up to five slides… but no more!
• Ques6ons to answer:
– What does your product do?
– What does it enable your customers to do?
– How is your product structured?
– How is your product deployed?

8. Pricing Strategy
• Ques6ons to answer:
– What components will you sell?
– How much will you sell them for?
– How have you validated the pricing? <‐ cri6cal!

9. Compe66ve Assessment
• Ques6ons to answer:
– Who will you be going up against?
• If nobody, that’s a red flag!
• Compe6tors validate that a market exists
– How are you posi6oned against them?
– Why won’t they just copy you?

10. Marke6ng & Sales Strategy
• Ques6ons to answer:
– How are you going to reach the customer?
– What does an ideal prospect look like?
• If you can name the top 10, do so!

11. Execu6on Plan
• Ques6ons to answer:
– How have you structured your team?
– How will that team structure scale?

12. Key Dates & Metrics
• Ques6ons to answer:
– How should your success be measured?
• Name key dates that ac6vi6es need to occur by
• Name key metrics that you need to meet
• If you have mi6ga6on plans in place, name them too!

13. Financial Plan
• Ques6ons to answer:
– What are your cost & revenue projec6ons?
• Nobody actually believes these, but you have to show
that you’ve thought it through
• Remember that you need to keep sufficient credit to
keep moving forward! Don’t cut things too close.

14. Funding Strategy
• Ques6ons to answer:
– How much will you need?
• Remember that you need to keep sufficient credit to keep
moving forward! Don’t cut things too close.
– What are you looking to offer?
• Ideas only – be flexible, they will tell you what they want
– What is the end game?
• Go public or sell out?
• Sanity check – will your company be worth enough by that
point to return ROI to the investors?

15. Wrap‐UP
• Ques6ons to ASK:
– Did we answer all your ques6ons?
– Do you have any recommenda6ons for us?