Giants, Passion and Pitching
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Transcript of Giants, Passion and Pitching
@sydstart
Pitching & PassionPete Cooper@pc0
Cooper & CoMakers of companies, deals, products, communities and events.
Advocates for the startup ecosystem and a lot more. Providers of independent technology, operations and business technology strategy due diligence and expert opinion.
Interested? Check out @sydstart, @8sxco, @coinr, @enpoma, @pc0, @cooperdotco
This presentation was originally given at UTS and Founders Institute Sydney in 2012 and 2013 and is based on personal experiences since 1999.
AgendaFoundations for founders.About us.Passion.Pitching.Judging.
Foundations for founders.Ten giants.Stand on their shoulders.Words of wisdom.
Prof. Clayton ChristensenInnovator’s Dilemma. Disruptive Innovation.
Everett RogersDiffusion of Innovations. Adoption Curve.
Eric RiesLean Startup.Build Measure Learn.Iterate.
Alex OsterwalderBusiness Model Generation. Lean Canvas.
Lean Startup MachineLean Validation BoardTrevor Owens & Team
Steve BlankCustomer Development.Product Market Fit.Four steps to the epiphany.The startup owners manual.
Other highly commendedPaul GrahamYCombinator
Dave McClure500Startups. Pirate metrics for startups.
Brad FeldTechStars. Foundry Group. Startup communities.
Guy Kawasaki The 10-20-30 rule. Art of the start.
So What?Sample stuff we do.About us.
Cooper & Co
Business - Technology - StrategyInvest - Deliver - Manage
Ideals Made Real
M&Aand
Consulting
Large Transaction
Due Diligence
Expert Opinion
Community and EventsSydStart
GreatStart
StartupEcosystemAdvocate
Mentoring
Advisory
Angel Equity
Effort/cash investments.
Product/s
Everything is a startup.
BusinessTechnology
Strategy
Enterprise & Mid Market
Commercial
StartupsCommercial
StartupsNon-Commercial
Blogs
Social
Interest Groups
Enterprise & Mid Market
Non-Commercial
Great Start
Community and Events
Largest in Australia.
Hundreds of speakers/Pitches.
Thousands of participants.
Since 2009.
M&Aand
Consulting
Realtime transaction specialists.
Merger & Acquisition Due Diligence.
$100m in deals. $35m in projects.
TransactionDue Diligence
BusinessTechnology
StrategyExpert Opinion
StartupEcosystemAdvocate
Great Start Co
Advocates for startups across the ecosystem.
Advocacy, speaking, education, lobbying, introductions, influencing, mentoring.
Whatever needs doing.
Mentoring Advisory
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DEVICES
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MEDIA
Music
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FAVORITES
Code
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Desktop
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Downloads
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SHARED
Brians’s MacB…
Dain’s Mac Mini
eddieacer
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Dain’s Mac Mini
SHARED
Brians’s MacB…
Dain’s Mac Mini
eddieacer
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BrianNAS
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Open : KeynoteOpen : Keynote
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FAVORITES
Code
SydStart
Dropbox
Desktop
pete
Downloads
Applications
Documents
SHARED
Adam Dill-Ma…
Andrew Twee…
BrianNAS
BrianNAS (AFP)
Documents
Angel Equity
Effort/cash investments.
Cash and non-cash for equity.
Direct and via vehicles.
Finance/markets are areas of interest.
Product/s
Everything is a startup.
Samples
Insights blog
National multi site review
Passion!Finding what matters.
The Journey
• Bush, City, School
• UTS Comp. Sc
• 20 Years 20 Countries
• Startups ++++
Your Journey
• Only you know
• Formative
• Learning
What Matters
• People
• Passion
• (Personal) Learning
• Market Fit
• Impact
• Oh, and more People, Passion, Learning
What Doesn’t Matter
• Mistakes/Iterations
• Location
• People*
• Competition*
• Social/Commercial
Market Fit @sydstart
People & Passion
• http://www.youtube.com/watch?v=e5_SwZY0dgU
• Startups 101 in Sydney - Video
(Personal) Learning
• My First $100K lesson
• My First $1m lesson
• My First $10m lesson
• My First $100m lesson
• My First $1b lesson
• Persistence & Execution
• I am still learning, we all are.
“Live as if you were to die tomorrow. Learn as if you were to live forever.”
- Gandhi
If you don’t love it, you can’t sell it.
If you don’t love it, you can’t build it.
Build a team.Build a vision investors believe in.
Build the energy to convince customers, media, yourself on the
good and bad days.
If you don’t love it, you can’t win.
If you don’t love it, you won’t be able to
get out of bed on the bad days..
If you don’t love it, you might as well get a ‘real job’
and work in a grey cubicle on someone else’s dream.
You Don’t Have To Love ItExperiment
Pivot
Learn
Test
Team Team Team
But loving it will help. A lot.
Faith in your idea gets you started. Your job is to turn that into Facts.
PitchingCommunicating passion.
sydstart.com/pitch
1.
Title/Open SlideLogoNameSpeakerStraplineFirst impression! Last impression! Video!
2.
The MarketSpecifics. Addressable. Really.Numbers.Independent verification.Unique characteristics/behaviours/locations.Usually not ‘people with mobile phones’.
3.
TeamQualified? Best?Motivated? Force of nature.Fresh.Journey / personal motivation. Passion source.
4.
The ProblemWhat is it?Who has it?Where are they? Characteristics?Emotion. Pain. Heart surgery. Painkillers vs. vitamins.Humour.
5.
SolutionSecret sauce.Why it solves the problem. Really.Screen shots. Product picture/sample/flow.Demo? Hmmm.Don’t be coy.
6.
Traction + MomentumMaking progress and showing it.
Surveys. Signups. Actives. Revenue. Evidence.Traffic. Customers. Repeat sales. Usage. More?Demo? Testimonials. Differentiators. Acceleration.
7.
Why you will win. Leadership. Defensible. Intellectual property.
Community. Marketplace liquidity. First mover. Differentiated. Team. Strategy. Unique advantage. More?
8.
Title - Close. Contact deteails. Brand/logo. Website. Social links.
Media. Rockstar endorsements. Maybe something catchy/fun/memorable. Reinforce key messages/humour. Differentiator.
JudgingCrucible of truth.
sydstart.com/judging
25 Points5 Categories.5 Points each.Judges average score.Not aligned to slides.Could just as easily be out of 100 or out of 10.Sometimes mid points are excluded (no 3/5).
Judging CategoriesTeam What makes your team likely not to just succeed but win globally.
Market What is your addressable market. Really. Specifically.
Innovation Why are you different? What is your secret sauce. Originality. X Factor. More?
Traction Data. Surveys. Profit. Signups. Evidence of Execution. Traffic. Customer interest. Adoption. Revenue. Some/all the above. More?
Defensible Why will you stay ahead and not be de-throned. IP. Community. Liquidity. First mover. More?
Judges (and investors) are people tooDeep experts.Multi-skilled specialists.BS radar.Real world experience.Sceptics.Ultimately very very supportive.
Experiment.
ThankyouPete Cooper@pc0
Cooper & Co
@sydstart