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Manish Singhal, Chief SaarthiSaarthi Integrated Consulting LLPwww.saarthiconsulting.com                            ©	  Cop...
 What do Investors look for Making an effective pitch Business plan Softer aspects of delivering a pitch Q&A         ...
 Business (Not an idea!) The Team Risk Management Plan Clean Structure              ©	  Copyright	  Saarthi	  Integrat...
©	  Copyright	  Saarthi	  Integrated	  Consul5ng	  LLP.	  All	  rights	  reserved	  
©	  Copyright	  Saarthi	  Integrated	  Consul5ng	  LLP.	  All	  rights	  reserved	  
Unless the idea addresses anapparent or latent need/pain pointfor a customer, it cannot be turnedinto a business.         ...
Bus Ticketing industry in India was                            largely unorganizedEconomical business travel withhigh-end ...
There has to be a clear, simple andeasy way to monetize your service/product either directly by users orindirectly (by adv...
Revolutionized the model by creating                                       customers & consumersQuick and easy money for s...
Your edge over other players inthe market or the clear &unambiguous Unique SellingProposition for your idea thatmakes a di...
Quick, small loans, no                       collaterals               Are they selling coffee?                           ...
Too many players – no key                       differentiation – price war!©	  Copyright	  Saarthi	  Integrated	  Consul5...
 Is the market big enough? Is it Global? Is the idea easily scalable? Do we have the capability and  resources for the ...
Diversified into liquid soaps,                              soaps…Untapped market – great use oftechnology to tap the mark...
 Simple / Scalable Business Model focused on serving a clear & proven customer need with a Clear Differentiation in a H...
 Skills / Domain Expertise Structure & Role Definition Ability to work together Founder’s skin in the game Ownership ...
 Market Risk Customer Traction Risk Execution Risk Team Risk Exit Risk                ©	  Copyright	  Saarthi	  Integ...
 For equity investments, private limited is the only feasible company structure   Proprietary, Partnerships, LLPs are no...
http://www.youtube.com/watch?v=l-8EQPpA4DM        ©	  Copyright	  Saarthi	  Integrated	  Consul5ng	  LLP.	  All	  rights	 ...
 Problem                                                                 Competition Solution                          ...
SLIDE	     CONTENT	                                                                    COMMENTS	  Title	     Organiza5on	 ...
SLIDE	     CONTENT	                                                                    COMMENTS	  Title	     Organiza5on	 ...
SLIDE	        CONTENT	                                                                     COMMENTS	  Title	        Organi...
SLIDE	        CONTENT	                                                                     COMMENTS	  Title	        Organi...
SLIDE	        CONTENT	                                                                     COMMENTS	  Title	        Organi...
SLIDE	         CONTENT	                                                                         COMMENTS	  Mktg	  &	     H...
SLIDE	         CONTENT	                                                                         COMMENTS	  Mktg	  &	     H...
SLIDE	         CONTENT	                                                                         COMMENTS	  Mktg	  &	     H...
SLIDE	           CONTENT	                                                                         COMMENTS	  Mktg	  &	    ...
SLIDE	           CONTENT	                                                                         COMMENTS	  Mktg	  &	    ...
 Inside Out vs Outside In Too much details   Look at it as an incremental wooing process   Just reveal enough to get t...
In preparing for the battle, I have always foundthat plans are useful, but planning is indispensable                      ...
 Detailed Pitch is pretty much a business plan   Not the other way round Do not exceed 20 pages Executive Summary is k...
 Be Yourself Humble (but proud) Show Optimism Present evidence for the optimism Respond to questions in a transparent...
?©	  Copyright	  Saarthi	  Integrated	  Consul5ng	  LLP.	  All	  rights	  reserved	  
manish@saarthiconsulting.comwww.saarthiconsulting.com   www.facebook.com/saarthiconsulting                    ©	  Copyrigh...
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How to make a pitch for Angels & VCs

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How to make a pitch for Angels & VCs

  1. 1. Manish Singhal, Chief SaarthiSaarthi Integrated Consulting LLPwww.saarthiconsulting.com ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  2. 2.  What do Investors look for Making an effective pitch Business plan Softer aspects of delivering a pitch Q&A ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  3. 3.  Business (Not an idea!) The Team Risk Management Plan Clean Structure ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  4. 4. ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  5. 5. ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  6. 6. Unless the idea addresses anapparent or latent need/pain pointfor a customer, it cannot be turnedinto a business. ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  7. 7. Bus Ticketing industry in India was largely unorganizedEconomical business travel withhigh-end amenities Effective directory services ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  8. 8. There has to be a clear, simple andeasy way to monetize your service/product either directly by users orindirectly (by advertisers etc) ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  9. 9. Revolutionized the model by creating customers & consumersQuick and easy money for something withthe customer vibes with Incredible innovation by using the simple missed calls to poll / pass back information ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  10. 10. Your edge over other players inthe market or the clear &unambiguous Unique SellingProposition for your idea thatmakes a difference for thecustomers ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  11. 11. Quick, small loans, no collaterals Are they selling coffee? 30 mins or less!©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  12. 12. Too many players – no key differentiation – price war!©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  13. 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? ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  14. 14. Diversified into liquid soaps, soaps…Untapped market – great use oftechnology to tap the market Cooperative enterprise ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  15. 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 ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  16. 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 ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  17. 17.  Market Risk Customer Traction Risk Execution Risk Team Risk Exit Risk ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  18. 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 ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  19. 19. http://www.youtube.com/watch?v=l-8EQPpA4DM ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  20. 20.  Problem  Competition Solution  Team Business Model  Projections USP  Status & Timelines Marketing & Sales ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  21. 21. SLIDE   CONTENT   COMMENTS  Title   Organiza5on  Name,  Your   One  sentence  about  who  you   Name,  Title  &  Contact   are  (something  like  a  twiIer   Details   pitch)   ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  22. 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   ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  23. 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. 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. 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   ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  26. 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. 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. 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. 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. 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   ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  31. 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 ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  32. 32. In preparing for the battle, I have always foundthat plans are useful, but planning is indispensable Dwight D Eisenhower
  33. 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 ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  34. 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) ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  35. 35. ?©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
  36. 36. manish@saarthiconsulting.comwww.saarthiconsulting.com www.facebook.com/saarthiconsulting ©  Copyright  Saarthi  Integrated  Consul5ng  LLP.  All  rights  reserved  
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