The presentation "How to pitch your StartUp", held at "StartUp Camp Bratislava" in Slovakia, March 2011

1. Vienna, Austria How to Pitch your StartUp by Can Ertugrul

2. Who is i5invest? incubate, innovate, invest, inspire, internationalize i5invest is an incubator and early-stage investor that grows the successful web and mobile business models of tomorrow We focus specifically on B2C Web 2.0 ventures

3. Who isInitial Factor? Comprehensive professional services at all growth stages idea growth M&A / exit pre-seed seed early stage startup growth path Initial FactorCluster Partner Initial Factoris a cluster initiative thatservesas a one-stop-shopfor web and mobile startups in Central Europe Vienna, Austria http://www.initialfactor.com/

4. Why Vienna? ~ 60 km >1 hour (from Bratislava)

5. No ultimate truth No matter what sophisticated stuff or bullsh** I say, there is NO ABSOLUTE TRUTH in my (or anyone else‘s) words. Don‘t think binary !

6. What is a Pitch? A pitch is a summary used to quickly and simply define or introduce a product, service, or organization and its value proposition.

7. The Art Pitching is an ART, not science. Ultimately, you learn it by doing (and probably failing many times… but that is ok!)

8. From Being to Pitching „I think, therefore I am“ - Rene Descartes „I PITCH, therefore I am“ - Guy Kawasaki

11. Long time ago…. Ethos Speech Logos Pathos Aristotle‘s rhetorical triangle

12. Tri-Angle 2.0 – 3 Angles Empathy Pitch Presentation Triangle 2.0 Rationality Creativity

13. „Investor Pitch“ > 5-30 mins + Q&A > Goal: Interest + further talks 2 Typs of Pitches „Elevator Pitch“ > ~90 seconds > Goal: Attention + Feedback (aimedtogetthebusinesscard) (aimed to get the call)

14. Elevator Pitch

15. Elevator Pitch Pitch Yourhead Theirheads Potentiallyeveryone excite Awakeinterest Connect toaudience K.I.S.S.S. Ifnewidea, relatetosomethingpeopleknow Explainto a teenageroroutsider Winovertheirheartsandminds

16. Anatomyof an Elevator Pitch (90 Sec) Who areyou? (15 Sec) Whatistheproblem ? (30 Sec) [PAIN] Whatistheneed? (30 Sec) [GAIN] Whatis YOUR Solution? (30 Sec) How do YOU createsatisfaction? (30 Sec) What/Who do youneed? (15 Sec)

17. Anatomyof an Elevator Pitch (Simple) YOU? Problem ? Need ? Solution ? Satisfaction ? Requirement ?

18. The 3rd Way Just a damn cool thing!

19. Keep in mindforsolution/satisfaction a) What is the Idea or product? b) How does it work? c) How do you make money?

20. Investor Pitch

21. What are investors screening for? Innovation + Defendability Feasiblity Market Opportunity Business Model Scalability TEAM, TEAM, TEAM

22. Investor‘s Perspective Investors are ultimately looking for 3 important thingsThe right asset, in the right hands, at the right time Overall return or value vs. overall capital requirements & risk level(s)Value Capture not only Value Creation: Value capture is determined by the right business model to create company profit out of user utility. And the right financing structure to create shareholder value out of company profit.

23. Your Pitch Questions your Pitch should ideally answer Topics you should ideally cover Who? Why? What? How? What is the „magic“? Where? When? How much? What else? Team Problem Solution / Idea Business Model Technology Market / Customers Time Line Financials Backup Slides

24. NOW WHAT? (from technicals to practicals)

25. How does a great Pitch look like?

26. NO!

27. NO!

28. NO!

29. NO!

30. Damn, NO!

31. YES!

32. How does a great Pitch look like? (This is the only exception to the rule of no absolute truth!!) YOU , THE AUDIENCE DECIDE

33. LOOK AT YOUR NEIGHBOUR

35. „Putyourself in someoneelse‘sShoes“ Alwaysbeaudience-centeredneverself-centered

36. Few more tipps

37. What is your goal? (Know it!)

38. Tell a (good) story

39. Half empty? Half full?

40. OR ?

41. OR ?

42. Frame OR BE Framed People are usually so convenient, that they tend to see things in the frame in which it is presented to them

43. Think of a One-liner „Qriouslyis a serviceformeasuringlocation-basedpublicsentiment in real-time.“ (Qriously) „Itislike GPS, but forindoors.“ (indoo.rs) What you do, in one sentence

44. Think of a Tagline „Good by fashion industry. Good morning designers.“ (Garmz) „We want to make sports funtastic.” (Runtastic) Think of a catchy phrase

45. Be convinced of yourself and your idea, otherwise you can‘t convince others

46. Rehearse, rehearse, rehearse…

47. Have a great START… …and a great END!

48. „The Forgotten Half of the Pitch “ Listen Listen Listen ShutUp Listen ListenShutUp Listen Listen ShutUpListen Listen ShutUp Listen Listen Listen

49. Let the Iteration beginn Pitch 2 Pitch 1 YOU THEM Improve Feedback 1 Listen & Observe Feedback 2

50. Why listening is important? Interpretation Intention Mind the gap!!

51. If you forget everything else… 1. Remember the Shoe 2. Shut up, Observe & Listen, Listen, Listen 3. Luck = Preparation meets Opportunity

52. You want to PITCH now?

53. What is i5Labs? Team Smart Money Ressources Network Workshops Success Know-How Coaching 2

54. Who are we looking for? Young StartUps The next Steve Jobs Entrepreneurialpeoplewithgoodideas

55. Pitch Us: vienna@i5invest.com

56. Contacts Can Ertugrul c.ertugrul@i5invest.com LinkedIn Xing www.i5invest.com

57. Save the Date! Vienna New Date: 3 to 7 October, 2011 www.startupweek2011.at