1. Manish Singhal, Chief Saarthi
Saarthi Integrated Consulting LLP
www.saarthiconsulting.com
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2.  What do Investors look for
 Making an effective pitch
 Business plan
 Softer aspects of delivering a pitch
 Q&A
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3.  Business (Not an idea!)
 The Team
 Risk Management Plan
 Clean Structure
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4. ©
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5. ©
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6. Unless the idea addresses an
apparent or latent need/pain point
for a customer, it cannot be turned
into a business.
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7. Bus Ticketing industry in India was
largely unorganized
Economical business travel with
high-end amenities
Effective directory services
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8. There has to be a clear, simple and
easy way to monetize your service/
product either directly by users or
indirectly (by advertisers etc)
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9. Revolutionized the model by creating
customers & consumers
Quick and easy money for something with
the customer vibes with
Incredible innovation by using the simple missed
calls to poll / pass back information
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10. Your edge over other players in
the market or the clear &
unambiguous Unique Selling
Proposition for your idea that
makes a difference for the
customers
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11. Quick, small loans, no
collaterals
Are they selling coffee?
30 mins or less!
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12. Too many players – no key
differentiation – price war!
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13.  Is the market big enough? Is it Global?
 Is the idea easily scalable?
 Do we have the capability and
resources for the same?
 Are we geared for scalability right
from the start?
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14. Diversified into liquid soaps,
soaps…
Untapped market – great use of
technology to tap the market
Cooperative enterprise
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15.  Simple / Scalable Business Model focused on
serving a clear & proven customer need with a
 Clear Differentiation in a
 Huge & preferably Global market space with
 Non-linear growth potential with an
 Evidence of or existing revenue streams
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16.  Skills / Domain Expertise
 Structure & Role Definition
 Ability to work together
 Founder’s skin in the game
 Ownership distribution
 Previous track record
 Access to Advisory Board / Mentors
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17.  Market Risk
 Customer Traction Risk
 Execution Risk
 Team Risk
 Exit Risk
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18.  For equity investments, private limited is the
only feasible company structure
 Proprietary, Partnerships, LLPs are not suitable
 Clean equity structure
 Avoid too many minority stake holders
 Intellectual Property
 Clear unambiguous records of IP developed in-
house
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19. http://www.youtube.com/watch?v=l-8EQPpA4DM
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20.  Problem  Competition
 Solution  Team
 Business Model  Projections
 USP  Status & Timelines
 Marketing & Sales
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21. SLIDE
CONTENT
COMMENTS
Title
Organiza5on
Name,
Your
One
sentence
about
who
you
Name,
Title
&
Contact
are
(something
like
a
twiIer
Details
pitch)
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22. SLIDE
CONTENT
COMMENTS
Title
Organiza5on
Name,
Your
One
sentence
about
who
you
Name,
Title
&
Contact
are
something
like
a
twiIer
Details
pitch
Problem
Customer
Need
addressed
Clear
explana5on.
Avoid
looking
like
a
solu5on
searching
for
a
problem
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Saarthi
Integrated
Consul5ng
LLP.
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rights
reserved

23. SLIDE
CONTENT
COMMENTS
Title
Organiza5on
Name,
Your
One
sentence
about
who
you
Name,
Title
&
Contact
are
something
like
a
twiIer
Details
pitch
Problem
Customer
Need
addressed
Clear
explana5on.
Avoid
looking
like
a
solu5on
searching
for
a
problem
Solu5on
Your
solu5on
to
the
Gist
of
how
the
need
is
customer
need
solved
©
Copyright
Saarthi
Integrated
Consul5ng
LLP.
All
rights
reserved

24. SLIDE
CONTENT
COMMENTS
Title
Organiza5on
Name,
Your
One
sentence
about
who
you
Name,
Title
&
Contact
are
something
like
a
twiIer
Details
pitch
Problem
Customer
Need
addressed
Clear
explana5on.
Avoid
looking
like
a
solu5on
searching
for
a
problem
Solu5on
Your
solu5on
to
the
Gist
of
how
the
need
is
customer
need
solved
Business
How
you
make
money?
Simple
explana5on.
Exis5ng
Model
Your
channels;
Margins
Customers
can
be
men5oned
©
Copyright
Saarthi
Integrated
Consul5ng
LLP.
All
rights
reserved

25. SLIDE
CONTENT
COMMENTS
Title
Organiza5on
Name,
Your
One
sentence
about
who
you
Name,
Title
&
Contact
are
something
like
a
twiIer
Details
pitch
Problem
Customer
Need
addressed
Clear
explana5on.
Avoid
looking
like
a
solu5on
searching
for
a
problem
Solu5on
Your
solu5on
to
the
Gist
of
how
the
need
is
customer
need
solved
Business
How
you
make
money?
Simple
explana5on.
Exis5ng
Model
Your
channels;
Margins
Customers
can
be
men5oned
USP
Explain
the
Secret
Sauce
What
makes
you
different
from
the
others
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Copyright
Saarthi
Integrated
Consul5ng
LLP.
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rights
reserved

26. SLIDE
CONTENT
COMMENTS
Mktg
&
How
will
you
reach
your
Bring
out
the
effec5veness
Sales
customer.
Marke5ng
&
cost
advantage
of
your
Leverage
GTM
©
Copyright
Saarthi
Integrated
Consul5ng
LLP.
All
rights
reserved

27. SLIDE
CONTENT
COMMENTS
Mktg
&
How
will
you
reach
your
Bring
out
the
effec5veness
Sales
customer.
Marke5ng
&
cost
advantage
of
your
Leverage
GTM
Compe55 Compe55ve
Landscape
Be
realis5c.
Focus
on
why
on
you
are
good;
not
why
compe55on
is
bad
©
Copyright
Saarthi
Integrated
Consul5ng
LLP.
All
rights
reserved

28. SLIDE
CONTENT
COMMENTS
Mktg
&
How
will
you
reach
your
Bring
out
the
effec5veness
Sales
customer.
Marke5ng
&
cost
advantage
of
your
Leverage
GTM
Compe55 Compe55ve
Landscape
Be
realis5c.
Focus
on
why
on
you
are
good;
not
why
compe55on
is
bad
Mgmt
Core
team,
Board
of
It
is
ok
not
be
complete
as
Team
Advisors,
mentors,
Investors
long
as
you
are
aware
of
it
©
Copyright
Saarthi
Integrated
Consul5ng
LLP.
All
rights
reserved

29. SLIDE
CONTENT
COMMENTS
Mktg
&
How
will
you
reach
your
Bring
out
the
effec5veness
Sales
customer.
Marke5ng
&
cost
advantage
of
your
Leverage
GTM
Compe55 Compe55ve
Landscape
Be
realis5c.
Focus
on
why
on
you
are
good;
not
why
compe55on
is
bad
Mgmt
Core
team,
Board
of
It
is
ok
not
be
complete
as
Team
Advisors,
mentors,
Investors
long
as
you
are
aware
of
it
Financials
3-­‐5
year
forecast.
Not
just
Clearly
state
the
revenue
assump5ons.
Be
realis5c
©
Copyright
Saarthi
Integrated
Consul5ng
LLP.
All
rights
reserved

30. SLIDE
CONTENT
COMMENTS
Mktg
&
How
will
you
reach
your
Bring
out
the
effec5veness
Sales
customer.
Marke5ng
&
cost
advantage
of
your
Leverage
GTM
Compe55 Compe55ve
Landscape
Be
realis5c.
Focus
on
why
on
you
are
good;
not
why
compe55on
is
bad
Mgmt
Core
team,
Board
of
It
is
ok
not
be
complete
as
Team
Advisors,
mentors,
Investors
long
as
you
are
aware
of
it
Financials
3-­‐5
year
forecast.
Not
just
Clearly
state
the
revenue
assump5ons.
Be
realis5c
Current
Accomplishments,
Plan,
Show
your
trac5on
and
bias
Status
Usage
of
Funds
towards
ac5on
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31.  Inside Out vs Outside In
 Too much details
 Look at it as an incremental wooing process
 Just reveal enough to get them interested
 Too many slides (ideal 10-15 slides)
 Belief in projections
 Instead, show a plan to get there
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32. In preparing for the battle, I have always found
that plans are useful, but planning is indispensable
Dwight D Eisenhower

33.  Detailed Pitch is pretty much a business plan
 Not the other way round
 Do not exceed 20 pages
 Executive Summary is key for Investors
 Details on every aspect of the pitch
 Key Metrics on customers, locations, resellers,
partnerships etc
 Assumptions driving Financial Projections
 Risk Analysis
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34.  Be Yourself
 Humble (but proud)
 Show Optimism
 Present evidence for the optimism
 Respond to questions in a transparent
manner
 Have fun!
 Finish early (leave time for Q&A)
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35. ?
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36. manish@saarthiconsulting.com
www.saarthiconsulting.com
www.facebook.com/saarthiconsulting
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