T 10/20/15 Pitch Your WOW! to Bill Reichert, Managing Director, Garage Technology Ventures College of San Mateo San Mateo, CA http://www.meetup.com/Silicon-Valley-Startup-Idea-to-IPO/events/223946248/

1. GETTING
TO
Crafting a
Compelling
Summary
of Your Value
Proposition
Bill Reichert ž Managing Director ž Garage Technology Ventures

2. You
have
20
seconds
.
.
.
Or
go
home.
To
be
COMPELLING
!!

3. !
Human Anatomy 101
!
!

4. 4!
!
An effective communicator
engages three body parts:!
!
!
!

5. 5!
!
The head!
!
!
!

6. 6!
!
The heart!
!
!
!

7. 7!
!
The gut!
!
!
!

8. 8!
!
Which is most important?!
!
!
!

10. ”CoolCo
is
a
dynamic
startup
company
that
has
developed
a
revoluBonary
technology
that
is
going
to
disrupt
our
$56
billion
industry.
Our
team
has
over
45
years
of
combined
experience,
and
we
have
three
patents
pending.
We
project
that
our
curve-­‐jumping,
paradigm-­‐shiNing
soluBon
will
blah
blah
blah
.
.
.“

11. “We
use
a
2048
Diffie-­‐Hellman
key
exchange
and
256
bit
triple
DES
to
provide
impenetrable
encrypBon
for
IoT
devices.”

12. Huh
??

13. YOU

15. Ignore
the
Pitch
Coach
Wisdom:
“Start
with
the
problem”
“Tell
a
story”
“Explain
your
solu8on”
“Show
a
big
market”
“Here’s
the
perfect
template”
[
These
will
not
get
you
to
Wow!
]

16. BE
CLEAR
What
do
you
do?
BE
CREDIBLE
Can
we
believe
you?
BE
COMPELLING
How
much
be_er
are
you?
How
are
you
different?

17. When do you need to Wow?
Pitching
to
investors
Talking
to
customers
Schmoozing
at
events
PosBng
updates
RecruiBng
employees
Looking
for
strategic
partners
Sending
out
emails
On
your
website
Leaving
voice
mails
Press
releases,
markeBng
materials
Team
training
ALL
THE
TIME!

18. Model for crafting your WOW!
1
DESCRIPTION
What
do
you
do
be_er
than
anyone?

19. Model for crafting your WOW!
2
BENEFIT
What
compelling
benefit
do
you
offer
to
whom?

20. Model for crafting your WOW!
3
DIFFERENTIATION
How
are
you
different?

21. Model for crafting your WOW!
1 2
3

22. G E T T I N G
T O
W O W
A L T E R N A T I V E
A P P R O A C H E S
ALTERNATIVE
APPROACHES

23. T e l l
a
S T O R Y
P a i n t
a
P I C T U R E
Imagine if . . .

25. Drop
a
really
big
name

31. E N G A G I N G
P R E S E N T A T I O N S
T H A T
T E L L
S T O R I E S
W I T H
O U T C O M E S
P O W E R P O I N T
P R E Z I
F I L M
V I D E O
T R A N S M E D I A

32. The
Art
of
Startup
Finance
Online
course
at
Kauffman
Founders
School
Resources for Entrepreneurs
h_p://www.entrepreneurship.org/Founders-­‐School/The-­‐Art-­‐of-­‐Startup-­‐Finance.aspx

33. For
quesBons,
comments,
or
slides
reichert@garage.com
@billreichert
R E S O U R C E S F O R
E N T R E P R E N E U R S .
Garage website:
http://www.garage.com
w w w . g a r a g e . c o m