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GETTING                         TO                           Crafting a                          Compelling               ...
“XYZ	  Mobile	  is	  a	  dynamic	  startup	  company	  posi7oned	  for	  strong	  market	        growth	  and	  expansion....
CONFUSED
BORED
T ypical Investor
Y O U 	  
                	                 Pitching	  to	  investors	                 Talking	  to	  customers	                 Sch...
BE	  CLEAR	   What	  do	  you	  do?	   BE	  CREDIBLE	  	  	   Can	  we	  believe	  you?	  BE	  COMPELLING	  	  How	  much	...
Model for crafting your WOW!       1                   DESCRIPTION	                                   	              What	...
Model for crafting your WOW!      2                        BENEFIT	                                 	            What	  co...
Model for crafting your WOW!      3               DIFFERENTIATION	                                  	                  How...
Model for crafting your WOW!                         1       2                             3
G E T T I N G 	   T O 	   W O W                        A L T E R N A T I V E 	   A P P R O A C H E S 	                    ...
T e l l 	   a 	   S T O R Y 	  P a i n t 	   a 	   P I C T U R E 	  
Drop	  a	  really	  big	  name	  
An Example:   SuperCo has developed a low-cost technology that reduces the vibration caused by hard drives and cooling    ...
FiBAN - Getting to wow by Bill Reichert
FiBAN - Getting to wow by Bill Reichert
FiBAN - Getting to wow by Bill Reichert
FiBAN - Getting to wow by Bill Reichert
FiBAN - Getting to wow by Bill Reichert
FiBAN - Getting to wow by Bill Reichert
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FiBAN - Getting to wow by Bill Reichert

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FiBAN - Getting to wow by Bill Reichert

  1. 1. GETTING TO Crafting a Compelling Summary of Your Value PropositionBill Reichert ž Managing Director ž Garage Technology Ventures  
  2. 2. “XYZ  Mobile  is  a  dynamic  startup  company  posi7oned  for  strong  market   growth  and  expansion.     Management  has  created  a  cu?ng   edge  business  model  that  has  the  poten7al  to  play  a  dominant  role  in  this   exploding  sector.”  
  3. 3. CONFUSED
  4. 4. BORED
  5. 5. T ypical Investor
  6. 6. Y O U  
  7. 7.     Pitching  to  investors   Talking  to  customers   Schmoozing  at  events   Pos7ng  updates   Recrui7ng  employees   Looking  for  strategic  partners   Sending  out  emails   On  your  website   Leaving  voice  mails   Press  releases,  marke7ng  materials   Team  training   ALL  THE  TIME!      When do you need to Wow?
  8. 8. BE  CLEAR   What  do  you  do?   BE  CREDIBLE       Can  we  believe  you?  BE  COMPELLING    How  much  beWer  are  you?        
  9. 9. Model for crafting your WOW! 1 DESCRIPTION     What  do  you  do  beWer  than   anyone?  
  10. 10. Model for crafting your WOW! 2 BENEFIT     What  compelling  benefit  do  you   offer  to  whom?  
  11. 11. Model for crafting your WOW! 3 DIFFERENTIATION     How  are  you  different?  
  12. 12. Model for crafting your WOW! 1 2 3
  13. 13. G E T T I N G   T O   W O W A L T E R N A T I V E   A P P R O A C H E S   A L T E R N A T I V E   A P P R O A C H E S  
  14. 14. T e l l   a   S T O R Y  P a i n t   a   P I C T U R E  
  15. 15. Drop  a  really  big  name  
  16. 16. An Example: SuperCo has developed a low-cost technology that reduces the vibration caused by hard drives and cooling fans in data centers. Because vibration reduces the performance of hard drives, our technology increases performance by up to 2.5x, as we’ve shown with our three initial customers. Unlike other solutions that require a redesign of theserver, we can save our customers 40% of their total cost.

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