Value Proposition canvas- Customer needs and pains
Access USA: how to create a perfect pitch deck
1. Access USA: how to create
a perfect pitch deck?
Alex Sergiwa
G51 Capital Management
@asergiwa
Markko Karu
CDO of Funderbeam
@markkokaru
2. AmCham Workshop
What we do today:
Alex:
helpful
tips.
Alex:
Investor’s
perspective
Markko:
Design and
content rules
to follow
Workshop:
Show and tell: what
others got from your
pitch and what they
missed
3. @asergiwa
There are different pitches
1. General public pitch (e.g. 30s – 3 min rocket)
2. Investor pitch (e.g. pitch deck)
3. Follow-on pitch (e.g. business plan)
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7. @asergiwa
Common Deck Mistakes
1. Poor aesthetics.
2. Overly optimistic.
3. No range of scenarios.
4. No clear understanding
of assumptions and their
consequences.
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8. @asergiwa
Deck Outline
1. Cover/Mission
2. Traction
3. Opportunity
4. Why Now?
5. Problem
6. Solution
7. Competition
8. Business Model
9. Team
10.Financials
11.Call for Investment
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10. @asergiwa
Mission Tips
1. One line summary that explains your revenue
model, product, and market in a short
memorable way.
2. If you must, then a “We are X of Y” model like
“Uber of home service providers” is fine.
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23. @asergiwa
Competition
1. Who are your comparable companies and
products?
2. Where do you position?
3. Do not belittle or ignore your competition.
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25. @asergiwa
Business Model
1. How do you capture value (revenue model)?
2. How do you create and deliver value?
3. Any intellectual property?
4. How are you different?
5. Be hard to copy!
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27. @asergiwa
Team
1. Don’t hide behind advisors.
2. State education, work experience, &/or
relevant domain expertise.
3. State opportunities and needs for team
augmentation and why.
27
28. @asergiwa
1. Don’t hide behind
advisors.
2. State education,
work experience,
&/or relevant
domain expertise.
3. State opportunities
and needs for team
augmentation and
why.
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29. @asergiwa
Financials
1. 3 - 5 year projections
2. Assumptions
3. Any existing financial statements? Include run and
burn rates.
4. Fundamental approaches allow you to prepare your
business better - it doesn’t need to be perfect!
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45. @markkokaru
Too much info
Nobody can listen and read at
the same time, especially when
the text on screen is different
from your speech. You have to
show me, what is important and
what is there just supporting
your claim. For instance, this
page has headline, body and
footer. Now, there is definitely
too much text on this page but
even reading the headline will
tell you what is important on
this slide. This is another point I
am making which is related to
that thing I just said. Be kind to
your audience, take another
slide if it absoultely neccessary
to have here. And yes, aim for
clarity and contrast… oh, this
should be on other slide. Next!
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60. @markkokaru
Legibility
1. Never under 20 pt unless it’s a footnote
2. Maximum text/background contrast
3. Avoid contrasting / vivid colours (esp. yellow!)
4. Be careful placing texts on images
60
61. There is a slight chance that I may not be able
to read everything on that slide because some
of the text gets lost in the image even though
you made the image semi-transparent
63. @markkokaru
They don’t know you nor your stuff
1. Write your name. On each slide.
2. Write down all technical terms you
(have to) use in speech.
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64. @markkokaru
Technical issues…
1. No transitions & effects
2. Keynote > images > Powerpoint / PDF
3. 3:4 or 16:9? Prepare both!
4. Use Slideshare/Dropbox for sharing for files
more than 3 Mb.
5. Live demos usually fail. Use screenshots/video.
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68. AmCham Workshop
How we do it
1. You do the pitch.
2. People ask questions (don’t defend, just listen
and write down!) about the pitch.
3. You go through slides to see, where you were
supposed to answer the question.
4. Suggestions for improvement.
71. @alexsergiwa
Basics
1. Choose the right advisors.
2. Solicit investment from geographies you intend
to locate your headquarters in.
3. Don’t cold call a VC.
4. Be open and a team player.
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72. @alexsergiwa
Advisors
1. If you do not have a VC or sophisticated Angel
then your “VC” lawyer is your next best advisor.
2. Choose your advisors very carefully with up to
1% equity.
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