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Brian	
  Dixon	
  
Brian@KaporCapital.com	
  
Kapor	
  Capital	
  is	
  an	
  investment	
  fund	
  based	
  in	
  Oakland,	
  CA	
  that	
  invests	
  in	
  seed	
  
stage	
  informa@on	
  technology	
  companies	
  which	
  aspire	
  to	
  generate	
  economic	
  
value	
  and	
  posi@ve	
  social	
  impact	
  that	
  align	
  with	
  the	
  over	
  arching	
  Kapor	
  Center	
  
mission.	
  
	
  
	
  
The	
  Kapor	
  Center	
  for	
  Social	
  Impact	
  relentlessly	
  pursues	
  crea@ve	
  strategies	
  that	
  
will	
  leverage	
  informa@on	
  technology	
  for	
  posi@ve	
  social	
  impact.	
  	
  We	
  primarily	
  
work	
  with	
  underrepresented	
  communi@es,	
  focusing	
  on	
  closing	
  academic,	
  
poli@cal,	
  health,	
  and	
  economic	
  gaps.	
  
Play	
  the	
  Mo+on	
  Graphic	
  
In	
  Person	
  
Warm	
  Introduc@on	
  
Angel	
  List	
  
Cold	
  	
  
Email	
  
Mastering	
  the	
  elevator	
  pitch	
  
	
  
•  Your	
  goal	
  should	
  be	
  to	
  grab	
  the	
  aLen@on	
  of	
  
the	
  reader.	
  
•  Quickly	
  state	
  the	
  big	
  problem	
  that	
  your	
  
company	
  seeks	
  to	
  address	
  
•  Explain	
  your	
  unique	
  solu@on	
  to	
  the	
  problem	
  
•  Ask	
  for	
  their	
  business	
  card	
  and	
  two	
  possible	
  
things:	
  	
  
1.  A	
  @me	
  to	
  meet	
  
2.  An	
  introduc@on	
  to	
  someone	
  who	
  
would	
  be	
  interested	
  
•  When	
  wri@ng	
  a	
  cold	
  email	
  more	
  context	
  is	
  
needed	
  so	
  the	
  investor	
  understands	
  who	
  
you	
  are,	
  what	
  you	
  are	
  working	
  on,	
  and	
  why	
  
you	
  are	
  contac@ng	
  them.	
  	
  
Getting in the door
Practice
•  In pairs make your elevator pitch
•  30 seconds or less
•  What’s the problem? What’s your
solution?
•  Ask for follow up"

____[product/service name]___ WILL HELP ____[customer
description]____ TO____ [the problem being solved]  _____[secret
sauce]____
•  Ten	
  slides.	
  	
  Ten	
  slides	
  is	
  the	
  ideal	
  number	
  of	
  slides	
  in	
  a	
  PowerPoint	
  because	
  a	
  normal	
  
human	
  being	
  (which	
  includes	
  a	
  venture	
  capitalist)	
  cannot	
  comprehend	
  more	
  than	
  ten	
  
concepts	
  in	
  a	
  mee@ng.	
  
	
  
	
  
1.  Problem	
  
2.  Your	
  solu@on	
  
3.  Business	
  model	
  
4.  Underlying	
  magic/technology	
  
5.  Distribu@on	
  Plan	
  
•  Twenty	
  minutes.	
  You	
  should	
  be	
  able	
  to	
  present	
  your	
  slides	
  in	
  twenty	
  minutes.	
  	
  You	
  may	
  
be	
  alloLed	
  an	
  1	
  hour,	
  but	
  keep	
  in	
  mind	
  that	
  setup	
  @me,	
  ques@ons	
  from	
  the	
  venture	
  
capitalist,	
  and	
  ques@ons	
  you	
  have	
  for	
  the	
  investor	
  all	
  need	
  to	
  be	
  taken	
  into	
  considera@on.	
  
•  Thirty-­‐point	
  font.	
  	
  The	
  font	
  on	
  the	
  PowerPoint	
  should	
  not	
  go	
  below	
  thirty-­‐point	
  font.	
  	
  
Squeezing	
  excessive	
  amounts	
  of	
  text	
  on	
  the	
  slides	
  will	
  not	
  impress	
  the	
  VC	
  firm,	
  but	
  may	
  
actually	
  make	
  them	
  doubt	
  whether	
  you	
  know	
  the	
  material	
  well	
  enough.	
  
6.  Compe@@on	
  
7.  Team	
  
8.  Trac@on	
  
9.  Total	
  addressable	
  market	
  
10.  Fundraising	
  and	
  milestones	
  
	
  
10/20/30 Rule
Business Model
•  How will you make money? Key revenues
streams
•  Pricing
•  ARPU – Average Revenue Per User
•  Life-time value of a customer
•  Monthly Burn Rate
•  CAC – Customer Acquisition Cost
Underlying Magic/Tech
•  Patents
•  Competitive Advantages
•  Key Relationships/Partnerships
•  Team Expertise
Distribution Plan
•  How you will reach the target customer,
whether they are a paying or non-paying
customer?
•  Marketing Channels
Competition
•  Make this visual
•  Red Flag: No competition – too early
•  Red Flag: Too much competition –
addressable market not big
Team
•  Core Team
•  Pics
•  Mini-bios in 1-3 bullet points
Traction
•  Current product lifecycle
•  Major milestones achieved
•  Report on business metrics
•  NO VANITY METRICS
Total Addressable Market
Do not mistake general market for TAM
Get Specific
Fundraising and Milestones
•  Show timelines
•  Past fundraising history
•  Be prepared to speak about the use of
the proceeds
Pitching VCs
	
  
	
  
	
  
Confidence	
  (Not	
  arrogance)	
  	
  
	
  
You	
  must	
  firmly	
  know	
  that	
  you	
  are	
  doing	
  a	
  great	
  thing	
  for	
  the	
  poten@al	
  
investors.	
  	
  You’re	
  not	
  asking	
  for	
  money.	
  	
  Rather,	
  you’re	
  making	
  them	
  
money.	
  	
  You	
  must	
  believe	
  in	
  your	
  product,	
  but	
  be	
  open	
  to	
  construc+ve	
  
feedback.	
  
	
  
Story	
  	
  	
  
	
  
It	
  is	
  vitally	
  important	
  to	
  weave	
  a	
  story	
  through	
  your	
  deck.	
  	
  The	
  story	
  
should	
  be	
  of	
  who	
  you	
  are	
  and	
  how	
  your	
  idea	
  is	
  going	
  to	
  change	
  the	
  
world.	
  	
  Be	
  sure	
  to	
  help	
  familiarize	
  new	
  concepts	
  and	
  create	
  a	
  smooth	
  
flow	
  from	
  start	
  to	
  end	
  of	
  your	
  deck.	
  
	
  
Structure	
  	
  	
  
	
  
Follow	
  the	
  10/20/30	
  rule	
  discussed	
  previously	
  as	
  close	
  as	
  possible.	
  	
  
Keep	
  the	
  deck	
  itself	
  simple,	
  but	
  decks	
  will	
  get	
  circulated	
  prior	
  to	
  you	
  
presen@ng	
  so	
  it	
  should	
  convey	
  the	
  whole	
  message.	
  	
  So	
  NO	
  slides	
  with	
  
an	
  image	
  and	
  no	
  explana+on.	
  
Itera+on	
  
	
  
Do	
  not	
  get	
  trapped	
  in	
  crea@ng	
  the	
  perfect	
  deck	
  on	
  version	
  one.	
  	
  There	
  
will	
  be	
  a	
  few	
  versions.	
  	
  So	
  get	
  plenty	
  of	
  feedback	
  afer	
  you	
  create	
  the	
  
first	
  draf,	
  but	
  rather	
  than	
  incorpora@ng	
  all	
  the	
  input	
  you	
  receive	
  look	
  
for	
  common	
  problems	
  and	
  address	
  them.	
  
	
  
Memorize	
  your	
  pitch	
  
	
  
Before	
  you	
  arrange	
  to	
  speak	
  to	
  any	
  investor	
  you	
  should	
  have	
  the	
  flow	
  of	
  
your	
  presenta@on	
  memorized	
  and	
  be	
  able	
  to	
  take	
  ques@ons	
  in	
  your	
  
stride.	
  	
  Remember	
  whenever	
  a	
  ques@on	
  is	
  raised	
  to	
  return	
  back	
  to	
  the	
  
relevant	
  slide.	
  
	
  
Topics	
  you	
  must	
  include	
  	
  
	
  
Refer	
  to	
  the	
  10/20/30	
  Rule	
  slide.	
  
Pitching VCs cont.
•  The biggest mistake an entrepreneur can make is misleading
investors. Be sure to state accurate numbers and have the
source links saved for all statistics. 
•  Do your homework. Venture capitalist will assume you spend
day and night researching your specific industry. Be sure to
know your competitors in your space.
•  It is equally as important to know what stage, sector and
investment strategy of the investor or investment firm. Do
research in understanding their “Sweet spot”

Things to avoid…
•  When raising money there are many times you will be
overwhelmed with things to do. This is not an excuse to let
things fall behind. Be sure to follow up on emails and
conversations. A helpful tip is to create a spreadsheet with all
the investors and process your investor pipeline. 
•  As a founder, understand that many investors will say “No”.
Investors will say one of three things in different forms:
1. Yes, we would like to make an investment
2. “No” means the investor does not want to invest in your
company. If you receive a “no” then move on and ask for
feedback.
3. “Keep us updated” means we aren’t ready to invest but
send meaningful updates in the future.
More things to avoid…
What actually matters?
Ofen	
  people	
  spend	
  a	
  surprising	
  amount	
  of	
  @me	
  on	
  things	
  that	
  contribute	
  liLle	
  or	
  no	
  
value	
  to	
  the	
  deck	
  from	
  an	
  investors’	
  perspec@ve.	
  	
  
	
  
5	
  main	
  quali@es	
  of	
  an	
  excep@onal	
  startup,	
  in	
  the	
  following	
  order:	
  
	
  
1.  Trac@on	
  
2.  Team	
  
3.  Product	
  
4.  Social	
  Proof	
  
5.  Pitch/Presenta@on	
  
	
  
Investors	
  are	
  trying	
  to	
  find	
  the	
  excep@onal	
  outcomes,	
  so	
  they	
  are	
  trying	
  to	
  look	
  for	
  
something	
  excep@onal	
  about	
  the	
  company.	
  	
  Instead	
  of	
  trying	
  to	
  do	
  everything	
  listed	
  
above	
  well,	
  do	
  at	
  least	
  one	
  thing	
  excep@onally.	
  
	
  
**If	
  you	
  are	
  seeking	
  funding	
  from	
  Kapor	
  Capital	
  you	
  will	
  also	
  need	
  to	
  clearly	
  state	
  what	
  
posi@ve	
  gap-­‐closing	
  social	
  impact	
  your	
  business	
  has.	
  
	
  
Defend yourself – Common
Questions
•  Why are you the person/team to do this?
•  How long have you been fundraising this
round?
•  Why did you choose the location of your
company?
•  What are the micro economics of your
business model? i.e. units/revenue?
Resources
Lean	
  Launch	
  Pad	
  Course	
  on	
  Udacity	
  
hNps://www.udacity.com/course/ep245	
  
Ques+ons?	
  
	
  
Jennifer	
  Argüello	
  
Senior	
  Tech	
  Advisor	
  
@engijen	
  

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Manos SHPE RLDC2 - Pitch Deck for Investors

  • 2. Kapor  Capital  is  an  investment  fund  based  in  Oakland,  CA  that  invests  in  seed   stage  informa@on  technology  companies  which  aspire  to  generate  economic   value  and  posi@ve  social  impact  that  align  with  the  over  arching  Kapor  Center   mission.       The  Kapor  Center  for  Social  Impact  relentlessly  pursues  crea@ve  strategies  that   will  leverage  informa@on  technology  for  posi@ve  social  impact.    We  primarily   work  with  underrepresented  communi@es,  focusing  on  closing  academic,   poli@cal,  health,  and  economic  gaps.  
  • 3. Play  the  Mo+on  Graphic  
  • 4. In  Person   Warm  Introduc@on   Angel  List   Cold     Email   Mastering  the  elevator  pitch     •  Your  goal  should  be  to  grab  the  aLen@on  of   the  reader.   •  Quickly  state  the  big  problem  that  your   company  seeks  to  address   •  Explain  your  unique  solu@on  to  the  problem   •  Ask  for  their  business  card  and  two  possible   things:     1.  A  @me  to  meet   2.  An  introduc@on  to  someone  who   would  be  interested   •  When  wri@ng  a  cold  email  more  context  is   needed  so  the  investor  understands  who   you  are,  what  you  are  working  on,  and  why   you  are  contac@ng  them.     Getting in the door
  • 5. Practice •  In pairs make your elevator pitch •  30 seconds or less •  What’s the problem? What’s your solution? •  Ask for follow up" ____[product/service name]___ WILL HELP ____[customer description]____ TO____ [the problem being solved]  _____[secret sauce]____
  • 6. •  Ten  slides.    Ten  slides  is  the  ideal  number  of  slides  in  a  PowerPoint  because  a  normal   human  being  (which  includes  a  venture  capitalist)  cannot  comprehend  more  than  ten   concepts  in  a  mee@ng.       1.  Problem   2.  Your  solu@on   3.  Business  model   4.  Underlying  magic/technology   5.  Distribu@on  Plan   •  Twenty  minutes.  You  should  be  able  to  present  your  slides  in  twenty  minutes.    You  may   be  alloLed  an  1  hour,  but  keep  in  mind  that  setup  @me,  ques@ons  from  the  venture   capitalist,  and  ques@ons  you  have  for  the  investor  all  need  to  be  taken  into  considera@on.   •  Thirty-­‐point  font.    The  font  on  the  PowerPoint  should  not  go  below  thirty-­‐point  font.     Squeezing  excessive  amounts  of  text  on  the  slides  will  not  impress  the  VC  firm,  but  may   actually  make  them  doubt  whether  you  know  the  material  well  enough.   6.  Compe@@on   7.  Team   8.  Trac@on   9.  Total  addressable  market   10.  Fundraising  and  milestones     10/20/30 Rule
  • 7. Business Model •  How will you make money? Key revenues streams •  Pricing •  ARPU – Average Revenue Per User •  Life-time value of a customer •  Monthly Burn Rate •  CAC – Customer Acquisition Cost
  • 8. Underlying Magic/Tech •  Patents •  Competitive Advantages •  Key Relationships/Partnerships •  Team Expertise
  • 9. Distribution Plan •  How you will reach the target customer, whether they are a paying or non-paying customer? •  Marketing Channels
  • 10. Competition •  Make this visual •  Red Flag: No competition – too early •  Red Flag: Too much competition – addressable market not big
  • 11. Team •  Core Team •  Pics •  Mini-bios in 1-3 bullet points
  • 12. Traction •  Current product lifecycle •  Major milestones achieved •  Report on business metrics •  NO VANITY METRICS
  • 13. Total Addressable Market Do not mistake general market for TAM Get Specific
  • 14. Fundraising and Milestones •  Show timelines •  Past fundraising history •  Be prepared to speak about the use of the proceeds
  • 15. Pitching VCs       Confidence  (Not  arrogance)       You  must  firmly  know  that  you  are  doing  a  great  thing  for  the  poten@al   investors.    You’re  not  asking  for  money.    Rather,  you’re  making  them   money.    You  must  believe  in  your  product,  but  be  open  to  construc+ve   feedback.     Story         It  is  vitally  important  to  weave  a  story  through  your  deck.    The  story   should  be  of  who  you  are  and  how  your  idea  is  going  to  change  the   world.    Be  sure  to  help  familiarize  new  concepts  and  create  a  smooth   flow  from  start  to  end  of  your  deck.     Structure         Follow  the  10/20/30  rule  discussed  previously  as  close  as  possible.     Keep  the  deck  itself  simple,  but  decks  will  get  circulated  prior  to  you   presen@ng  so  it  should  convey  the  whole  message.    So  NO  slides  with   an  image  and  no  explana+on.  
  • 16. Itera+on     Do  not  get  trapped  in  crea@ng  the  perfect  deck  on  version  one.    There   will  be  a  few  versions.    So  get  plenty  of  feedback  afer  you  create  the   first  draf,  but  rather  than  incorpora@ng  all  the  input  you  receive  look   for  common  problems  and  address  them.     Memorize  your  pitch     Before  you  arrange  to  speak  to  any  investor  you  should  have  the  flow  of   your  presenta@on  memorized  and  be  able  to  take  ques@ons  in  your   stride.    Remember  whenever  a  ques@on  is  raised  to  return  back  to  the   relevant  slide.     Topics  you  must  include       Refer  to  the  10/20/30  Rule  slide.   Pitching VCs cont.
  • 17. •  The biggest mistake an entrepreneur can make is misleading investors. Be sure to state accurate numbers and have the source links saved for all statistics. •  Do your homework. Venture capitalist will assume you spend day and night researching your specific industry. Be sure to know your competitors in your space. •  It is equally as important to know what stage, sector and investment strategy of the investor or investment firm. Do research in understanding their “Sweet spot” Things to avoid…
  • 18. •  When raising money there are many times you will be overwhelmed with things to do. This is not an excuse to let things fall behind. Be sure to follow up on emails and conversations. A helpful tip is to create a spreadsheet with all the investors and process your investor pipeline. •  As a founder, understand that many investors will say “No”. Investors will say one of three things in different forms: 1. Yes, we would like to make an investment 2. “No” means the investor does not want to invest in your company. If you receive a “no” then move on and ask for feedback. 3. “Keep us updated” means we aren’t ready to invest but send meaningful updates in the future. More things to avoid…
  • 19. What actually matters? Ofen  people  spend  a  surprising  amount  of  @me  on  things  that  contribute  liLle  or  no   value  to  the  deck  from  an  investors’  perspec@ve.       5  main  quali@es  of  an  excep@onal  startup,  in  the  following  order:     1.  Trac@on   2.  Team   3.  Product   4.  Social  Proof   5.  Pitch/Presenta@on     Investors  are  trying  to  find  the  excep@onal  outcomes,  so  they  are  trying  to  look  for   something  excep@onal  about  the  company.    Instead  of  trying  to  do  everything  listed   above  well,  do  at  least  one  thing  excep@onally.     **If  you  are  seeking  funding  from  Kapor  Capital  you  will  also  need  to  clearly  state  what   posi@ve  gap-­‐closing  social  impact  your  business  has.    
  • 20. Defend yourself – Common Questions •  Why are you the person/team to do this? •  How long have you been fundraising this round? •  Why did you choose the location of your company? •  What are the micro economics of your business model? i.e. units/revenue?
  • 21. Resources Lean  Launch  Pad  Course  on  Udacity   hNps://www.udacity.com/course/ep245  
  • 22. Ques+ons?     Jennifer  Argüello   Senior  Tech  Advisor   @engijen