Perfecting Your Pitch

Presentation begins at 7pm

DShore@StirlingMercantile.com 604 484-0070 x 2001

David Shore

davidshore

?

WIN

COMMUNICATION

PRESENTATION

About Stirling Mercantile

- PERFECTING YOUR PITCH -

Divestitures

M&A Advisory

ExpansionCapital

FairnessOpinions

Early-StageFinance

FAIRNESS OPINIONS

Director comfort & legal protection from independent, expert valuation

EXPANSION CAPITAL

Multiple industry experience

Seasoned corporate financiers

EARLY-STAGE FINANCING

Full-service approach throughout process

Aligned interests likely to secure funding

DIVESTITURES

Corporate financier involvementcan improve price, simplify process

M&A ADVISORY

Sage advice in times of need or growth opportunity

.

About Stirling Mercantile

- PERFECTING YOUR PITCH -

Divestitures

M&A Advisory

ExpansionCapital

FairnessOpinions

Early-StageFinance

FAIRNESS OPINIONS

Director comfort & legal protection from independent, expert valuation

EXPANSION CAPITAL

Multiple industry experience

Seasoned corporate financiers

EARLY-STAGE FINANCING

Full-service approach throughout process

Aligned interests likely to secure funding

DIVESTITURES

Corporate financier involvementcan improve price, simplify process

M&A ADVISORY

Sage advice in times of need or growth opportunity

.

Early - Stage Financing

- PERFECTING YOUR PITCH -

COMMUNICATION

Textual Presentations

- PERFECTING YOUR PITCH -

Graphic Presentations

- PERFECTING YOUR PITCH -

Textual Presentations

Graphical Presentations

Graphical Presentations

Pricing : A Science and an Art

TYPE OF INVESTOR

Issue Aftermarket

INSTITUTION UNDERWRITE BUY

RETAIL BUY HOLD

STAGS BUY SELL

- PERFECTING YOUR PITCH -

The Secrets of Superb Public Speaking – John Miers 2009

What was the title of the previous slide?

- PERFECTING YOUR PITCH -

Keep the answer to yourself for a sec…

Pricing : A Science and an Art

TYPE OF INVESTOR

Issue Aftermarket

INSTITUTION UNDERWRITE BUY

RETAIL BUY HOLD

STAGS BUY SELL

- PERFECTING YOUR PITCH -

The Secrets of Superb Public Speaking – John Miers 2009

Seating

- PERFECTING YOUR PITCH -

Both Sides of the Table

Eye Contact

- PERFECTING YOUR PITCH -

Demo

- PERFECTING YOUR PITCH -

Tell Me What You Do

Describe the problem you solve.

“We sell [hardware/software]

that helps [our target market]

to [save money or make money]”

- PERFECTING YOUR PITCH -

Tell Me What You Do

- PERFECTING YOUR PITCH -

PRESENTATION

Slides

- PERFECTING YOUR PITCH -

1. Company Description

2. Team

3. Problem or Need

4. Solution/Demo

5. Value Proposition

6. Addressable Market, Traction

7. Competition

8. Sales and Marketing Strategy

9. Revenue Model

10.Projections

11.Roadmap

12.Summary

13.Contact Information

14.Appendix

10 seconds to 2 minutes each

1

Presentation to:

Date and time

Snapshot

$2m for an active board seat

2

Team John, CEO

• Former ABC, XYZ

Jim, CTO, Founder• Former ABC, PQR

VP Marketing • Identified

David, Board Member• DEF, PQR

.

3

Industry Problem

Revenue is dropping

Expenses are rising

Customers are leaving

4

Our Solution

5

“This should save us $100 per employee per year”

Mr. Big, CEO of Target Customer

Our Solution

5

Reference Clients

Annual $ Buying Decision

ABC Co 35,000 Access from the cloud

LMN Ent. 42,000 Flexible pricing

XYZ Inc. 25,000 Convenience, time savings

• Relate each decision to value• “Price” is a problem

Demo

Addressable Market

6

Traction

Competitive Position

Comp

Speed

Functionality

7

Comp

Sales and Marketing Strategy

Pricing strategy

Target markets

Channels or partners

Current funnel

8

Road Map

11

Year 1 2 3 4 5

Early Adopters

Crossing the Chasm

Mainstream Growth

Design

Beta, one sector

Full Launch

IP RoadmapFunding Roadmap

ExitRevenueRoadMap

today

Alpha

Seed, Angel$1.2m

F, F & E$0.3m

Series A$4m

Series B>$10mExpan-sion

ProjectionsProjected Income Statement Analysis($000's)

Year 1 Year 2 Year 3 Year 4 Year 5

Net New Members (000s) 3 21 115 332 612Cumulative Members (000s) 3 24 139 470 1,082Growth 908% 587% 339% 230%

Gross Revenues 68 100% 607 100% 4,309 100% 17,826 100% 46,684 100%

Growth 891% 710% 414% 262%

Direct Operating Expenses 29 42% 255 42% 1,810 42% 7,487 42% 19,607 42%

Gross Profit 39 58% 352 58% 2,499 58% 10,339 58% 27,077 58%

Growth 891% 710% 414% 262%

Selling, General and Administrative 1,040 1528% 1,140 188% 2,571 60% 9,269 52% 21,942 47%

Growth 110% 226% 361% 237%

EBITDA -1,001 -1470% -788 -130% -72 -2% 1,070 6% 5,135 11%

9

Projections

10

• Team

• Market opp

• Timing

13

Summary

Appendix

14

•IP Summary

•Development Roadmap

•Market Segments

•Use Case – Primary Markets

•Use Case – Secondary Markets

•SWAT Analysis

•Positioning Detail

•Channel Detail

•Pricing Detail

•Market Trends

•Tech Trends

•Proforma HR

•Cap Table

•Uses of Capital

Follow up

- PERFECTING YOUR PITCH -

•A short email that night•Answer open questions and

tasks•Lead into next steps

Avoid Saying…

• ‘Our projections are conservative’

• ‘We have no competition’

• ‘We have a first mover advantage’• ‘We only need to capture x% of

the market share’

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COMMUNICATION

PRESENTATION

WIN

Thanks

- PERFECTING YOUR PITCH -

This is on http://www.slideshare.net/davidshore and www.newventuresbc.com for future reference

Tell Me What You Do

Describe the problem you solve.

“We sell [hardware/software]

that helps [our target market]

to [save money or make money]”

- PERFECTING YOUR PITCH -