ART OF PITCHING
Ahmed Nafie, September 2020
➢ 3-5 min Pitch with slides
➢ 1 Minute Elevator Pitch
➢ 1 sentence Pitch
PITCHING TYPES
➢ 10-20 min. Investor Pitch with slides
is developing (a product/service)
to help (a targeted customer)
(solve a problem)
(with my secret sauce)
PITCHING OBJECTIVE
My company,(Company name)
Channels:
What is the problem you are trying to
How you will reach your target market
solve
Solution:
Competitors:
What is your Value Proposition
What is your competitive advantage
Technology:
Team:
Know-How, Proof of Concept, Product
What are the competencies that you
Demo
have/need
Revenue Model:
Cost Structure:
How you will make money
How you will face your cost challenges
Target Segment:
Financials:
The attractiveness of your target
The Investment you need and the
market
expected ROI
PITCHING CONTENT
Pain/Gain:
➢ Tell a memorable story - this adds consistency: one
message, one story.
➢ Show evidence - do not just tell people about your
product, instead show them how it works.
➢ Manage your time - you only have few minutes! Practice
with a stop watch in front of a mirror and/or with family
and friends.
➢ Kill the geek speak - use simple language instead of
technical jargon. Your pitch should be understood by the
non experts too!
➢ Change up the tone of your voice: one tone will put the
audience to sleep.
PRESENTATION TIPS
➢ Hook your audience early - grab your audience’s
attention, get them curious and interested at the first
instance.
will either focus on you or your slides at any
point.
➢Be consistent - make sure the font and
fo r m at i s co n s i ste nt t h ro u g h o ut t h e
presentation. Changing font size or making
words bold draws attention, so make sure you
use that appropriately.
FORMATTING TIPS
➢Do not overload your slides - the audience
COMPANY NAME
[Slogan ]
INTRODUCTION
00:00:30
The Problem
The Solution
The Technology
MARKET
Target Market
Customers
BUSINESS
00:04:00
Revenue Model
Strategy
COMPETITION
00:05:30
Competition
TEAM
00:06:30
Management Team
FINANCIALS
00:07:30
Financials
Capital Needs
Summary
00:09:30
00:10:00
OF YOUR PITCH
00:02:30
ANATOMY
Elevator pitch
00:00:00
➢ Introduction of yourself and business
➢ Positioning of your business in the investors’ minds – you want your
audience to say “Tell me more!”
➢ Describe your value proposition in one sentence
Who are you? What problem is your business solving? Who is it for? How
does your product solve the problem? and What makes you remarkable?
➢ Keep it Short, Simple & Memorable. Examples are:
➢ Personal: Start your presentation with how you came up with the idea.
➢ Problem: tell a story about a person in pain and make sure that your
audience identify with that person quickly.
ELEVATOR PITCH
➢ The first 30 seconds of your presentation
➢Who is affected? How many? How do you
know? Give stats, examples, research…etc
➢How is the market affected? In terms of
profit/loss, market share, time…etc
THE PROBLEM
➢What is the market problem (pain) you are
trying to solve? (make the problem obvious)
➢Why is your solution a must have?
➢What is unique about your solution?
➢What is exceptional value do you add to your
customer? Have at least three top benefits
your customers get when the problem is
solved – this could be in terms of revenues,
expenses, market share, and/or time.
THE SOLUTION
➢What is your solution to the problem?
➢Where do you fit into the existing market
ecosystem?
➢Demo or show something compelling!
Stay away from jargon, boil it down to simple
elements and terms.
THE TECHNOLOGY
➢In simple terms, what produces your claimed
benefits?
➢What is your target market and segments?
➢How fast is this market growing?
➢How much is this market worth?
➢How will you first target it?
➢Show evidence that you can dominate your
target market evidence that you can dominate
your target market
TARGET MARKET
➢What is the total addressable market? (data)
➢Who are your potential customers?
➢What are your customers’ needs?
➢How you will get your first customer
➢If you have actual customers, compile their
logos on this slide, and the revenue number
next to each, if possible.
CUSTOMERS
➢Who are your current customers?
➢ What are your revenue channels?
➢ What is the price of your product?
➢ How did you come up with the price?
➢ What is the cost to make your product?
➢ How are you going to be profitable?
➢ How will your business scale?
➢ Include real and believable metrics that support your
model.
BUSINESS MODEL
➢ How does your customer buy your product?
➢ Who are the decision markers and influencers of your
customers?
➢
SALES STRATEGY
➢ Demonstrate knowledge of buyers’ process
AND
➢ What is your sales, marketing and distribution
strategy?
MARKETING
➢ How will you reach your customers?
➢ Describe the competitive landscape and explain where do
you fit in? Price, Quality, Convenience, Technology,
Brand….etc
➢ Benefits reflect the market requirements, not just your
product features.
➢ What are unique selling points an d competitive
advantage?
Benefit 1
My
Company
Competitor
1
Competitor
2
Competitor
3
Benefit 2
Benefit 3
Benefit 4
…
COMPETITION
➢ Who are your direct and indirect competition?
➢ Be brief in your explanation, do not explain what each
person does in the company!
MANAGEMENT TEAM
➢ Who are in the management team and what are their
experiences?
Year 1
Year 2
Year 3
….
Revenues
Cost of Sales
Gross profit
Expenses
EBITDA
150
113
75
38
0
Year 1
Year 2
Year 3
Profit
Revenues
Year 4
FINANCIAL PROJECTIONS
(Currency)
➢ How much investment are you seeking?
➢ Where will the money be put into use?
➢ How long will the money last?
➢ What have you already achieved and what will you
achieve with this money?
➢ What is your exit strategy?
You should map the funding against your key milestones
CAPITAL NEEDS
➢ Mention prior funding.
SUMMARY
What are the 3 points/strengths
yo u want the au dience to
remember you when you leave
the room?
THANK YOU!
Questions
?
BACKUP SLIDES