Investoren Pitch Vorbereiten

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INVESTOREN-PITCH
VORBEREITEN

Was willst Du?
• Interesse wecken
• Beziehung beginnen
• Investition erhalten

Von Wem?
• Erwartungen klären
• Ziele verstehen
• Persönlichkeiten kennen

Wann?
• Strukturiert vorgehen
• Frühzeitig starten
• Nicht Pitchen bevor…

©"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?

Innovative Problemlösung

mit großem Potenzial

nachhaltig schützbar

Return On Invest

Skalierbarkeit

<1 Minute
3-5 Minuten
Elevator Pitch
1 Satz
“Wir sind X für Y”.
“Wir … machen …,
um … mit …“
oder
Founders Institute

Investor Pitch Deck Outline
1) Elevator Pitch
2) Momentum, Traction, Expertise: Your key numbers
3) Market Opportunity: Define market size & your customer base
4) Problem & Current Solutions: What need do you fill? Other
solutions
5) Product or Service: Your solution
6) Business Model: Key Revenue Streams
7) Market Approach & Strategy: How you grow your business
8) Team & Key Stakeholders (Investors, Advisors)
9) Financials
10) Competition
11) Investment: Your ‘Ask’ for funding, Basic use of funds
Optional Slides: Exit Strategy, Partnership Agreements, Product/Service Demo,
Existing Sales/Clients, Your “Special Sauce”

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!

Was unterscheidet Dich?

Das Problem?

USP
Das Besondere Deiner Lösung?

UAP
Das Besondere Deiner Lösung?

Warum Du/Dein Team?

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 AG
The 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 more
Cost Driven (leanest cost structure, low price value proposition, maximum automation, extensive outsourcing)
Value Driven (focused on value creation, premium value proposition)
sample characteristics
Fixed Costs (salaries, rents, utilities)
Variable costs
Economies of scale
Economies 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 phases
1. 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 Market
Niche Market
Segmented
Diversified
Multi-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?
examples
Personal assistance
Dedicated Personal Assistance
Self-Service
Automated Services
Communities
Co-creation
What Key Activities do our Value Propositions require?
Our Distribution Channels?
Customer Relationships?
Revenue streams?
catergories
Production
Problem Solving
Platform/Network
What Key Resources do our Value Propositions require?
Our Distribution Channels? Customer Relationships?
Revenue Streams?
types of resources
Physical
Intellectual (brand patents, copyrights, data)
Human
Financial
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 partnerships
Optimization and economy
Reduction of risk and uncertainty
Acquisition 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?
characteristics
Newness
Performance
Customization
“Getting the Job Done”
Design
Brand/Status
Price
Cost Reduction
Risk Reduction
Accessibility
Convenience/Usability
types
Asset sale
Usage fee
Subscription Fees
Lending/Renting/Leasing
Licensing
Brokerage fees
Advertising
fixed pricing
List Price
Product feature dependent
Customer segment
dependent
Volume dependent
dynamic pricing
Negotiation (bargaining)
Yield Management
Real-time-Market
strategyzer.com

Deine “Traction”?

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?

Zu viele Details

Auf die Präsentation verlassen

Die Perfekte Pitch
Mit „Use Case“ aus Kundenperspektive
Mit Kennzahlen und Daten
Vorführen ist besser als erklären
Persönliche, authentische Story
Umsetzungskompetenz zeigen
Mit dem passenden Team
In der vorgesehen Zeit
So einfach wie möglich
„Sell, don’t explain“

Folgen Sie uns:

Investoren Pitch Vorbereiten

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