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PITCH-TRAINING CAMP
Introduction to Investor Readyness & The Seed Forum Process
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3 aims
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• PRESENTATION SKILLS
• CONTENT – THE INVESTMENT PROPOSAL
• PLAN FOR LONG-TERM PRIVATE EQUITY
FUNDING FOR GROWTH
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3 deliverables
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• 7 MIN FULL PITCH
• 30 SEC POWER PITCH
• ANSWER THE QUESTION – WHAT IS
DISRUPTIVE ?
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Agenda Pitch Training Camp
• Introductory brief
• Presentations in process groups – practice
• Workshop on main parameters for investor readiness
• Plenary lectures investor readiness
− Documents in the investment process
− The investment process – a detailed description
− Preparation for due diligence
− Negotiation techniques
− How to protect the competitive edge
− The art of networking
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Materials from the pitch training
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• POWER POINTS – LECTURES
• ALL TEMPLATES FROM THE TRAINING
• ADDITIONAL TEMPLATES
For your internal use only:
www.seedforum.org/seed-forum-pitch-
training-material
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Investor mind-set
• What is the business concept? Does it fly NOW and WHY?
• Who is the team and why will you succeed?
• What is the market niche?
• What are the competitive advantages?
• What ‘s unique ?
• What is the business model (how do you earn money)?
• What is the capital need (now and later)?
• Why do you need funding ?
• How and when do I get my money back (what is the exit strategy)?
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#seedforum
Value drivers • Industry sector (size, growth,
margin etc.)?
• Commercial competence in the team?
• Team members – previous entrepreneurial and exit experience?
• IP?
• Scalable business model?
• High margins on sales ?
• Positive balance sheet?
• Recurring revenues?
• Multiple revenue streams ?
• Commercial proof of concept ?
• First move advantage ?
• Shorter exit period than 3 years ?
• Market disturbing exit strategy ?
• Comparable exits ?
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”THE WORLD IS THE HOME MARKET"
Process
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How to innovate ?
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• TO CREATE SOMETHING NEW ?
• TO IMPROVE THE EXISTING ?
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What is a growth company ?
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• TECHNOLOGY COMPANIES
• NON-TECH COMPANIES WITH A GROWTH
POTENTIAL
• LIFESTYLE COMPANIES
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Born globals
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• START-UPS GO INTERNATIONAL MUCH
EARLIER THAN BEFORE
• PRIVATE EQUITY FUNDING IS THE NEW TREND
IN INTERNATIONALIZATION
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The concept
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• FUNDRAISING FORUMS FOR START-UPS AND
INVESTORS
• PITCH TRAINING CAMPS TO MAKE START-
UPS INVESTOR-READY
• A PROCESS TO REDUCE THE RISK ON
INVESTMENT
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The Process
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• NOMINATION
• PITCH TRAINING CAMP
• EVALUATION
• FUNDRAISING FORUMS
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Investors mind-set
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• TO REDUCE THE RISK
• START-UPS INVESTOR READY
• HIGH QUALITY DEAL-FLOW
• SYNDICATE INVESTMENTS
• NETWORKING WITH INVESTORS
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Types of investors
• Private financial investors
Friends, family and founders (FFF)
Private financial investors
Business Angels (BA)
• Structured capital
Seed Funds
Venture Capital Funds (VC)
Corporate Venture
Family offices
Private Equity (PE) Funds
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The «Seed Gap»
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Start-up mind-set
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• FUNDING
• INTERNATIONALIZATION AND GROWTH
• COMPETENCE IN INVESTOR READINESS
• MIND-SET – THINK BIG
• B2B
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Seed Forum 2002 – 2015
• 35000 investors in Seed Forum database
• 2000 nominators in the network
• 3500 members in the start-up alumni community
• More than 200 partners globally that contributes to Seed
Forum
• Investor matchmaking forums in 30 + countries
• Local forums in 5 countries
• Companies selected to present from 25 + countries
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Seed Forum Global 2015
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A global concept
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• A NOT-FOR-PROFIT BEST PRACTICE INITIATIVE
• A CONCEPT FOR ACCESS TO NEW MARKETS
• EXPORT PROCESS FROM NORWEGIAN
INNOVATION
• A GLOBAL COMMUNITY FOR INVESTORS,
START-UPS AND KEY-PERSONS IN INNOVATION
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A complete concept
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• FUNDRAISING FORUMS
• SEED FORUM ACADEMY
• SEED FORUM ALUMNI
• BUSINESS ANGEL NETWORKS
• I-HUB ACCELERATORS
• ACCESS TO NEW MARKET SERVICES
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Investor approach
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• YOUR OWN DIRECT TALKS
• WITH A BROKER/CORPORATE FINANCE
PARTNER
• FUNDRAISING FORUMS – SEED FORUM
• COMBINATION OF ALL ABOVE
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The forum format
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• LAST MINUTE BRIEF
• MORNING FORUM + NETWORKING
• EVENING RECEPTION
• LATE NIGHT SEED FORUM
• ROUND-UP SESSION
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Round-up session
• Leads sorted in 3 priority groups
A: Immediate meetings
B: Immediate e-mails
C: Courtesy
• Creating concrete follow-up strategies
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After the initial contact
Innledende
diskusjoner
Initial contact /
Seed FirumTerm Sheet Due Diligence
Negotiations
on documen-
tation
Initial
discussions
Investor
approval 2
Investor
approval 1
Investor
”go ahead”
General review of:
– The company
– Business plan
– Financial statements
/ budget
– Discussions with
management
Main terms and
conditions of the
investment
– Legal
– Technical
– Environment
– Market
– Transactions
Agreement
– Shareholders
Agreement
– Loan Agreement
– Employment
agreements
Closing
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Documents to prepare
• BS - Seed Forum Business Summary
• PP investor presentation
• IM - Investment Memorandum (and one-pager
summary)
• Miniature due diligence booklet
• Non-disclosure agreement
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The concept of DRAMA
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How to present persuasively
• Framing
• Hyping
• Enthusiasm
• The WOW factor
• Presenting as a ”Super profit” opportunity
AND – THE ART OF NETWORKING
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Development of pitch
1. Make standard presentation according to investors
mind-set
2. Find the trigger points / value drivers
3. Practice standard presentation
4. Make your presentation special
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#seedforum
Investor mind-set
• What is the business concept? Does it fly NOW and WHY?
• Who is the team and why will you succeed?
• What is the market niche?
• What are the competitive advantages?
• What ‘s unique ?
• What is the business model (how do you earn money)?
• What is the capital need (now and later)?
• Why do you need funding ?
• How and when do I get my money back (what is the exit strategy)?
www.seedforum.org
#seedforum
Value drivers
• Industry sector (size, growth, margin etc.)?
• Commercial competence in the team?
• Team members – previous entrepreneurial and exit experience?
• IP?
• Scalable business model?
• High margins on sales ?
• Positive balance sheet?
• Recurring revenues?
• Multiple revenue streams ?
• Commercial proof of concept ?
• First move advantage ?
• Shorter exit period than 3 years ?
• Market disturbing exit strategy ?
• Comparable exits ?
www.seedforum.org
#seedforum
Presentations
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• WHO ARE YOU ?
• WHAT`S YOUR BUSINESS?
• WHY ARE YOU HERE?
• WHY ARE YOU AN ENTREPRENEUR?
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Practicle run-through
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• INTRODUCTION OF PRESENTER
• DO NOT LOOK AT THE SCREEN !
• WARNING AFTER 6 AND A HALF MINUTE
• QUESTIONS AND COACHING
• WHERE TO START ?
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IMPORTANT AGREEMENT
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• It is better that we comment things now that
you will hear it from investors later !
AGREE ?