@rilinho@paorapetti

Communication & Pitching

Simply Explain What You DoFor WhomWhat Value AFTERBEFORE

No “Pre” Information Required

Leave No Questions

Raise InterestDo Not Assume Your Audience Goal: Ask

Simply Explain What You Do - Maido

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Simply Explain What You Do - StrateDo

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Simply Explain What You Do - Merchandar

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Simply Explain What You Do - Glucare

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General Principles For Any Format

Build Confidence Over Time

Length of Your Pitch

Leve

l of C

onfid

ence

Make Sure You Are

● Explaining What You Do ○ Look Down, Not Up○ Pass the Mom Test

● Transmitting Your Value○ Allow the audience to visualize “Before / After”

● Questioning each word you use ○ Ask yourself “What does this word benefit”?○ Always side with the user → Your business is for them

Avoid These at All Costs

● Hot Words○ “Web 2.0”, “Big Data”, “Innovation”

● Purple Farts○ “The Most Advanced”, “Next Generation”, “Dynamic”○ “Easy to Use” → Not enough these days

● Being Too General○ There are logical reasons for it - but they are dangerous

● Technical Details

Founder Vision

Traction

Market Opportunity

The Problem

The Product / Solution

Biz Model

The Team

Acquisition Strategy

CompetitiveAdvantage

Milestones

Financials

The Ask

Formats You Will Use

● One Liner● 30 Second Pitch

● 2 Minute Pitch● Product One Pager● Executive Summary

● 7 Minute Presentation● Pitch Deck Long Story

Short Story

Middle Ground

Audiences You Will Touch

● For each audience, have an idea of ○ what is important○ what is not important

● Each audience will have different priorities (for example)Clients

● The Product

● Advantage

Investors

● The Team

● Market Opportunity

● The Product

● Traction

Press / Media

● Founder Vision

● The Product

● Traction

● Competition

Partnerships

● Market Opportunity

● Traction

Short Formats

One Liner

Product(What Does it Do?)

30 Second Pitch

Product(What Does it Do?)

Market(What Opportunity?)

Traction(Are People Using it?)

If you have users:Mention # and Growth Rate (%)

If you don’t yet have users:Mention how fast you are moving

Try to make your own argument for market size based on your own research, this is better for two reasons:

- better market understanding

- shows a willingness to get dirty

Middle Ground

2 Minute Pitch

30 Second Pitch

Advantage(Why Your Product?)

Biz Model(How To Make Money?)

Team(Why This Team?)

Ask(What Do You Want?)

What do you know that others don’t? Mention the secret sauce

Mention one business model and state in confidentally (everyone knows it can change later)

How many founders? Technical? Full Time? How long working together?Less Awards / Degrees

Know what you are looking for:

i.e. If talking to investor:Have a concrete idea of $ you are asking for

It’s easy to give a bad impression if you don’t know how to ask

Presentations

7 Minute Presentation / Deck

Overview / Team

Traction Market Opportunity

The Problem

The Product / Solution

Acquisition Strategy

CompetitiveAdvantage

Milestones

Financials

The Ask

Biz Model

How are you going to get clients? This also needs to show you know the market and can focus accordingly. SEM / SEO will not work

Practice, practice, practice

● Pitches are organic - they are always changing● They are testable - you can try and measure new

things on new audiences (especially online)● How you pitch (body language, energy) is just as

important as what you pitch. You should immediately:○ Start recording yourself

○ Practice on the street, at networking events, etc.

● “Demo Day” in 6 Months!

Thanks!

@rilinho@paorapetti