The Pitch Method es una metodología que permite a cualquier persona mejorar la presentación de su idea, proyecto o negocio para convencer a un inversionista, jefe, cliente, socio estratégico o familiar. La metodología es el resultado de la evaluación de cientos de presentaciones de emprendedores en Latino América y EEUU y críticas entregadas por inversionistas y paneles de expertos. Tim Delhaes y otros mentores han realizado talleres sobre esta metodología en diferentes países de Latino y Centro América para universidades, incubadoras y grandes empresas, dentro de las que destacan la Universidad de Chile, Universidad Cátolica, GTZ, Endeavor, Fusades y muchas más.

1. The Pitch Method Business Model Canvasthepitchmethod.com Tim Delhaes Director First Tuesday Co-fundador Tigabytes.com

3. CUSTOMER SEGMENTS which customers and users are you serving? which jobs do they really want to get done?

4. VALUE PROPOSITIONS what are you offering them? what is that getting done for them? do they care?

5. CHANNELS how does each customer segment want to be reached? through which interaction points?

6. CUSTOMER RELATIONSHIPS what relationships are you establishing with each segment? personal? automated? acquisitive? retentive?

7. REVENUE STREAMS what are customers really willing to pay for? how? are you generating transactional or recurring revenues?

8. KEY RESOURCES which resources underpin your business model? which assets are essential?

9. KEY ACTIVITIES which activities do you need to perform well in your business model? what is crucial? 9

10. KEY PARTNERS which partners and suppliers leverage your model? who do you need to rely on?

11. COST STRUCTURE what is the resulting cost structure? which key elements drive your costs?

12. value proposition customer relationships key activities customer segments key partners cost structure revenue streams key resources channels 12 images by JAM

14. sketch out your business model

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16. <Nombre del Proyecto/Empresa> <Nombre persona/estudiante> Fecha: XXXCurso:XXX <HighLevel Pitch!> Platform “Agency” Fees

18. Customer

19. User

21. Market Type

23. (Customer)

26. Student Discount Card Sales and “creating” deals Direct Sales ServiceProviders Global channeltostudents Marketing (campaignexecution) Global EducationPrograms Local and global partnerships Students Access todiscounts On-line memberships Membership and networkingplatform On-line marketing Sallaries/Key activities MembershipFees On-line Marketing Sales Comissions Platform “Agency” Fees

27. Nesspresso

28. Sell a Band

29. MobilityServices AG

30. StrategicAnalises Appendix

31. CUSTOMER Marketing + Management DESIGN BUSINESS BRIDGE: DESIGNING THE FUTURE OF BUSINESS How do you engage the customer in either creating the value proposition or continuous improvement? What is product positioning and how and why do you do an industry analysis? What are different strategies around customer acquisition and customer retention? What is the product or service development process? What is a market segmentation? What are strategic alliances? What is a target market? What is the concept of cannibalization and channel conflict? What are they key positions in an executive management team, key functions ? What is a market channel? What are pricing strategies? Design Business Bridge: Designing The Future of Business HMcGowan 2009

32. DECISIONS Statistics + Operations DESIGN BUSINESS BRIDGE: DESIGNING THE FUTURE OF BUSINESS How can I use statistics to understand my offering in the marketplace against alternatives? How can I use statistics to define customer preferences? What is knowledge management? How can I get and use market feedback? How can I use statistics to measure a market size? How can I use data from my suppliers or distributors to inform product development? How can I use data from my distribution channels? What does a Chief Operations Officer (COO) do ? How does your supply chain build your cost structure Design Business Bridge: Designing The Future of Business HMcGowan 2009

33. EVALUATION Finance + Economics DESIGN BUSINESS BRIDGE: DESIGNING THE FUTURE OF BUSINESS How can I understand my revenue growth, decline? How can I understand the revenue of each customer segment? How can I understand my revenue by customer? What is cost of sales? cost of goods sold? How can I partner to reduce my costs? Other concepts What is a cash flow statement and why does it matter What is a balance sheet and how do you read it What is an income statement and why do I pay attention to profit and loss Why and how are companies valued How can I decide how to finance my business? What are my sales costs and how can I minimize these distribution costs? What is a gross profit margin? Net profit? fixed vs. variable costs? Design Business Bridge: Designing The Future of Business HMcGowan 2009