Investoren Pitch Vorbereiten

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INVESTOREN-PITCH VORBEREITEN

Was willst Du?

• Interesse wecken• Beziehung beginnen• Investition erhalten

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Von Wem?

• Erwartungen klären• Ziele verstehen• Persönlichkeiten kennen

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Wann?

• Strukturiert vorgehen• Frühzeitig starten• Nicht Pitchen bevor…

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©"Niclas"Fritz"|"September"2015"|"Making"Better"Business"Plans" 10"

FUNDRAISING PROCESS BASED ON PULSAR CONSULTING GROUP

Startup Health Check

Investor Selection Investor Pitches Due Diligence

>  Startup Health Check:

−  Product −  USPs −  Business

Model −  Customers −  Market −  Competition −  Team −  IP & Contracts

>  Address shortcomings!

>  Generation of:

−  “One Sentence Pitch”

−  Business Plan −  Management

Presentation −  Executive

Summary

>  Investor Selection:

−  Generation of Long List

−  Evaluation of Long List

−  Generation of Short List

>  Additional meetings and hard questions

−  Don‘t be a sailing boat without a captain!

>  Due Diligence: −  Business Plan −  Team −  Contracts −  Double check

traction

>  Approaching Investors with Executive Summary

>  Organization of first talks (phone or personal)

>  No NDAs!!!

>  Letter of Intent (LOI)

>  Final contract negotiations

>  Signing of Term Sheet

>  Contract signing

>  Receive first amount of cash (rest is connected to future milestones)

Process Management

Signing of Contracts

Generation of Investment Documents

Preparation Fundraising Closing ca. 4 W.

Timeline ca. 4 W. parallel ca. 8 W. ca. 2 W. ca. 4 W.

If"everything"works"out,"it"only"takes"5-6"months!"

Was suchen Investoren?

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Innovative Problemlösung

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mit großem Potenzial

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nachhaltig schützbar

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Return On Invest

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Skalierbarkeit

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Unschlagbares Team

Investor-Pitch?

<1 Minute

3-5 Minuten

Elevator Pitch 1 Satz“Wir sind X für Y”.

“Wir … machen …, um … mit …“

oder

Founders Institute

Investor Pitch Deck Outline1) Elevator Pitch2) Momentum, Traction, Expertise: Your key numbers3) Market Opportunity: Define market size & your customer base4) Problem & Current Solutions: What need do you fill? Other

solutions5) Product or Service: Your solution6) Business Model: Key Revenue Streams7) Market Approach & Strategy: How you grow your business8) Team & Key Stakeholders (Investors, Advisors)9) Financials 10) Competition11) Investment: Your ‘Ask’ for funding, Basic use of funds

Optional Slides: Exit Strategy, Partnership Agreements, Product/Service Demo, Existing Sales/Clients, Your “Special Sauce”

©"Niclas"Fritz"|"September"2015"|"Making"Better"Business"Plans" 19"

INVESTOR PRESENTATION FRAMEWORK

1.  Cover"Sheet"&"Title"2.  Executive"Summary"3.  The"Problem"4.  The"Solution"5.  Technical"Facts"and"USPs"6.  Market"Size"7.  Competition"

8.  Business"Model"9.  Sales"Strategy"10.  Traction"11.  Team"12.  Financials"13.  Funding"and"Use"of""Proceeds"14.  Contact"Details"

Remember to have an action title on every slide!

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Was unterscheidet Dich?

Meine Empfehlung:

Das Problem?

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USP

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Das Besondere Deiner Lösung?

UAP

Das Besondere Deiner Lösung?

Warum Du/Dein Team?

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Dein Geschäftsmodel?The Business Model Canvas

Revenue Streams

Channels

Customer SegmentsValue PropositionsKey ActivitiesKey Partners

Key Resources

Cost Structure

Customer Relationships

Designed by: Date: Version:Designed for:

designed by: Business Model Foundry AGThe makers of Business Model Generation and Strategyzer

This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit:http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.

What are the most important costs inherent in our business model? Which Key Resources are most expensive? Which Key Activities are most expensive?

is your business moreCost Driven (leanest cost structure, low price value proposition, maximum automation, extensive outsourcing)Value Driven (focused on value creation, premium value proposition)

sample characteristicsFixed Costs (salaries, rents, utilities)Variable costsEconomies of scaleEconomies of scope

Through which Channels do our Customer Segments want to be reached? How are we reaching them now?How are our Channels integrated? Which ones work best?Which ones are most cost-efficient? How are we integrating them with customer routines?

channel phases1. Awareness

How do we raise awareness about our company’s products and services?2. Evaluation

How do we help customers evaluate our organization’s Value Proposition?3. Purchase

How do we allow customers to purchase specific products and services?4. Delivery

How do we deliver a Value Proposition to customers?5. After sales

How do we provide post-purchase customer support?

For what value are our customers really willing to pay?For what do they currently pay? How are they currently paying? How would they prefer to pay? How much does each Revenue Stream contribute to overall revenues?

For whom are we creating value?Who are our most important customers?

Mass MarketNiche MarketSegmentedDiversifiedMulti-sided Platform

What type of relationship does each of our Customer Segments expect us to establish and maintain with them?Which ones have we established? How are they integrated with the rest of our business model?How costly are they?

examplesPersonal assistanceDedicated Personal AssistanceSelf-ServiceAutomated ServicesCommunitiesCo-creation

What Key Activities do our Value Propositions require?Our Distribution Channels? Customer Relationships?Revenue streams?

catergoriesProductionProblem SolvingPlatform/Network

What Key Resources do our Value Propositions require?Our Distribution Channels? Customer Relationships?Revenue Streams?

types of resourcesPhysicalIntellectual (brand patents, copyrights, data)HumanFinancial

Who are our Key Partners? Who are our key suppliers?Which Key Resources are we acquairing from partners?Which Key Activities do partners perform?

motivations for partnershipsOptimization and economy Reduction of risk and uncertaintyAcquisition of particular resources and activities

What value do we deliver to the customer?Which one of our customer’s problems are we helping to solve? What bundles of products and services are we offering to each Customer Segment?Which customer needs are we satisfying?

characteristicsNewnessPerformanceCustomization“Getting the Job Done”DesignBrand/StatusPriceCost ReductionRisk ReductionAccessibilityConvenience/Usability

typesAsset saleUsage feeSubscription FeesLending/Renting/LeasingLicensingBrokerage feesAdvertising

fixed pricingList PriceProduct feature dependentCustomer segment dependentVolume dependent

dynamic pricingNegotiation (bargaining)Yield ManagementReal-time-Market

strategyzer.com

Deine “Traction”?

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©"Niclas"Fritz"|"September"2015"|"Making"Better"Business"Plans" 8"

WAYS TO GENERATE TRACTION

Pick between 2-5 channels and start experimenting ASAP!

1. Viral Marketing 2. Public Relations (PR) 3. Unconventional PR 4. Search Engine Marketing (SEM) 5. Social & Display Ads 6. Offline Ads 7. Search Engine Optimization (SEO) 8. Content Marketing (Blog) 9. Email Marketing

10.  Targeting 3rd party blogs 11.  Business Development 12.  Sales 13.  Affiliate Programs 14.  Existing Platforms 15.  Trade Shows 16.  Offline Events 17.  Speaking Engagements 18.  Community Building

Was ist “Traction”?

Was brauchst Du wofür?

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Typische Fehler

Eigene Perspektive

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Zu viele Details

Auf die Präsentation verlassen

Versteckte Annahmen

Keine „Traction“

Zu viel Risiko

Die Perfekte Pitch

Mit „Use Case“ aus KundenperspektiveMit Kennzahlen und DatenVorführen ist besser als erklärenPersönliche, authentische StoryUmsetzungskompetenz zeigenMit dem passenden TeamIn der vorgesehen ZeitSo einfach wie möglich„Sell, don’t explain“

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