Making A Good Investor PitchNovember 22, 2015

Dubai, UAE

Executive, entrepreneur and investor based in Dubai with over 17 years of experience in the technology, media and telecom

industires in the US, Europe and MENA; 8+ years in the UAE; operating, consulting, startup and venture capital experience – with

expertise in digital media, e-commerce, tech investments, business development, partnerships, M&A and new ventures in MENA

Founder and Managing Partner of Iliad Partners, a new early stage tech venture capital firm based in Dubai.

Director of Business Development of Yahoo Maktoob (2011-2014): Led strategic partnerships across MENA for the largest digital media

portal in the region at the time; closed over 20 strategic deals with media groups, internet companies, telecom operators, e-commerce

players and government agencies. This included leading players such as MBG Group, Al Jazeera, Amazon, STC/Intigral and the State of

Qatar, as well as a network of partnerships with promising startups – including UTURN, PropertyFinder, Souqalmal and Istikana.

Management consultant with Booz & Company (2007-2011): Leading teams as an Engagement Manager in Communications, Media &

Technology practice in Dubai. Advised C-level and Board-level clients corporate strategy, M&A, investment strategy and business

development projects with telecom operators, media companies, ICT authorities and investment groups in Middle East, Africa and Asia.

Actively involved in multiple startups as a co-founder, investor, Board member and management executive:

◦ In 2012, co-founded and seed invested GlamBox.ME, a MENA e-commerce startup with $4M in funding from MBC Ventures, STC

Ventures and GCC private investors. Christos is currently on the Board of Directors of GlamBox and served as Chairman 2013-2014.

◦ Earlier, in 2002-2005, he was the Commercial Director and a shareholder of Upstream, a Greek mobile advertising start-up (exit via

MBO). In 2000-2001, he was early team member at GovWorks.com, a New York-based internet startup with $60M in funding from KKR

and Mayfield (acquired by First Data Corporation). He is an advisor and angel investor in several startups in MENA.

Mentor/judge with MIT Enterprise Forum (MITEF), Endeavor, ArabNet, Flat6Labs, Wamda, Young Arab Leaders, Startup Weekend.

Ambassador of the MIT G-Lab Program in Dubai. He participated in Startup.com, a film about the rise and fall of an internet start-up in

2000, and more recently in Stars of Science, Qatar Foundation’s TV program for young innovators.

MBA from MIT Sloan School of Management and a B.S. in International Relations from Georgetown University.

Quick Intro: About me

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Iliad Partners is a new early stage tech venture capital firm based in Dubai – filling the big funding gap between the large VC funds, and the incubators / accelerators / angel investors in the MENA region.

We target investments in early stage startups (Series A as well as Late Seed and Series B) in the tech and digital sectors in the MENA region with tickets typically ranging broadly between $500K and$2M.

Investment scope – digital ventures in sectors we know well and in which we see white spaces, including: internet services, digital media, mobile applications, e-commerce enablement, fintech, software-as-a-service and analytics, and enabling technologies, in both consumer (B2C) and enterprise (B2B) segments.

We seek to be actively involved with our investments to add value via our expertise and global / regional network: access to KSA market and big media/digital players, to enable growth/scale across MENA region.

We can enable startups to expand globally, beyond MENA via our access to Silicon Valley, MIT and global markets. Our network is global with advisors, partners, co-investors in 13 countries and 19 cities.

Quick Intro: Iliad Partners

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NOVEMBER 2015

“Entrepreneurs Investing In Entrepreneurs”: We believe entrepreneurs are best served by those who have been in their shoes. We are a team of experienced entrepreneurs and operating executives. Unlike other MENA VCs, we have built startups as founders before –(e.g. GlamBox) therefore, we know the challenges of growing startup companies and are best positioned to help startups succeed.

Digital Media Experts: As former senior executives at leading companies (Yahoo, MBC, Booz, McKinsey, Microsoft, Skype, Facebook, LinkedIn), we have deep domain knowledge of the tech sector and strong understanding of the digital space. We understand the trends, the white spaces, what it takes to scale and make a product/service a success – in the internet, digital media, mobile spaces, and beyond.

Veterans of the MENA region: We have worked across MENA markets at a senior level – with CEOs and Boards, with investors and entrepreneurs. We have launched companies, deals, products and services in UAE, KSA, Qatar, Lebanon, Jordan and Egypt. We are well connected with leading players in MENA and know how to navigate local realities on the ground – we understand the MENA region well.

Globally Connected: We have extensive experience in global markets and international innovation hubs in the US, Europe and MENA. We are well-connected to leading academic institutions such as MIT, large tech corporates such as Yahoo and Google, innovation hubs (Silicon Valley, Boston), new up-and-coming startups in MENA and beyond, and past startup success stories (e.g. Maktoob, Upstream) whose alumni are now creating the next generation winners in high-tech – we are a bridge to Silicon Valley, MIT and global markets.

Collaborative in our Approach: Having been entrepreneurs ourselves, we take pride in rolling up our sleeves and doing real work. We’ve experienced the same challenges that founders are facing, and are able to help them succeed. We operate at a rigorous, high-quality standard, yet are humble and collaborative. Building on our reputation in the market, we want to be approachable to entrepreneursand aim to partner with seasoned entrepreneurs, working side-by-side with peers. We want to bring a new ethos to the VC industry.

Iliad Partners –Who we are

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NOVEMBER 2015

www.iliad-partners.com

1. Introduction

2. Preparing the Pitch Deck

3. Delivering a good pitch

4. Managing investor questions

5. Common mistakes to avoid

6. Discussion and Q&A

Agenda

5NOVEMBER 2015

1. Introduction

2. Preparing the Pitch Deck

3. Delivering a good pitch

4. Managing investor questions

5. Common mistakes to avoid

6. Discussion and Q&A

Agenda

6NOVEMBER 2015

The MENA tech startup landscape is developing rapidly

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Yahoo’s acquisition of Maktoob

(Jordan) for $164M in 2009 was the

beginning. Since then, we’ve seen

more exits to international players:

– Talabat (Kuwait) sold to Rocket Internet for

record-breaking $170M in March 2015

– GoNabit (UAE), acquired by LivingSocial in

2011

– Zawya (UAE), sold to Thomson Reuters for

$40M in 2012

– Yamli (Lebanon), technology acquired by

Yahoo

– Cobone (UAE), sold to Tiger Global for $40M

in 2013

– Diwanee (Lebanon), acquired by France’s

Webedia in 2014

– Shahiya (Lebanon), sold to Japan's Cookpad

for $13.5M in 2014

– SySDSoft (Egypt) acquired by Intel in 2011

Awareness and support for

startups, nascent until recently,

is now developing rapidly

Organizations such as the MIT

Enterprise Forum, ArabNet,

Wamda and Endeavor are actively

supporting startup competitions

and acceleration initiatives

Governments are investing in new

tech cities, university curricula, free

zones and innovation programs

Incubators – such as Flat6Labs,

Bader, Oasis500 and Berytech –

are actively helping startups at the

ideation and seed stages

Shared co-working spaces, such as

Impact Hub and AltCity now

provide a fertile ground for startups

Investment activity for MENA’s

startups is increasing

Over 200 investments were made

between 2009 and 2012

2.5x increase in funding sources

since 2008

While very few funding sources

existed 5 years ago, now there are

over 50 incubators, accelerators,

angel investment networks,

venture capital funds and crowd

funding platforms in MENA

Growing Entrepreneurial Ecosystem Expanding Universe of Startups More Funding Activity Increasing Exit Opportunities

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There are a growing array of tech

startups in MENA led by a new

generation of well-educated founders

and experienced, talented teams

Startups in spaces such as digital

media, mobile, analytics, and e-

commerce, among others, are

emerging to build new companies to

fill the gaps, address local needs and

scale them across MENA

Indicatively, the MIT Enterprise

Forum which promotes MIT-style

entrepreneurship via its annual

Startup Competition has been

attracting more than 4,000

applications a year

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Source: Wamda Research, Wamda, Arabnet, TechCrunch, MITEF Pan-Arab

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However, gaps in the VC industry persist

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Source: Wamda Research, Abu Dhabi Media Summit, Wamda, Atlantic Innovation Forum, Arabnet, Iliad Partners

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Overall Lack of VC Funding

Gaps in Larger Investment Ticket Sizes

Gap in Early Stage Capital –“The Missing Middle”

Lack of Follow-on Funding –Series B, C and beyond…

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Access to Global Expertise & Capabilities

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Ability to Facilitate Exits 8

Access to Local Talent

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Limited Value-Add by Investors

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It is your chance to get on investors’ radar – get them interested in your startup…

However, investors’ time and attention span is limited – need to be focused / to the point

It’s competitive out there – many startups pitching for limited funding

So you need to well-prepared and differentiate yourself from others

A good investor pitch can eventually lead to funding for your startup

So, why is an investor pitch important?

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1. Introduction

2. Preparing the Pitch Deck

3. Delivering a good pitch

4. Managing investor questions

5. Common mistakes to avoid

6. Discussion and Q&A

Agenda

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The Purpose of the Pitch Deck

Purpose of your investor presentation is to provide a brief yet compelling overview of your idea / startup

It is not meant to answer all possible questions nor meant to secure an investment

Objective is get investors interested, open their minds to your vision and get them excited to know more

Give enough information to grab their interest, but not too much as to overwhelm them or lose clarity and focus in your story. The story in your deck should engage them to start filling in the blanks for themselves

Focus on showcasing the strength of your team, your product and the vision to execute your plan

Preparing the pitch deck

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The Components of a Pitch Deck

1. Elevator Pitch: short + memorable summary of your vision / value proposition2. Market Opportunity: market size, market growth, target customers3. Problem & Current Solution: the problem you are solving / current solution4. Product: your solution and value proposition5. Business Model: how do you generate revenues6. Strategy & GTM approach: how will you reach and sell to the customer7. Momentum, traction and expertise: key milestones, traction, success stories8. Team & Key Stakeholders: founders, team, advisors, investors, Board9. Financials: 3-5 year financials including key assumptions10. Competition: competitors and your differentiation - competitive advantage11. Investment: the ask for funds & intended use of funds12. Optional: exit strategy, partnerships, product demo, existing clients, etc.

Preparing the pitch deck

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Style / Other Tips for the Pitch Deck

Compelling decks are:

◦ Brief and concise◦ Tell a story◦ Are visual◦ Have numbers◦ Accuracy◦ Not more than 10-15 slides

Preparing the pitch deck

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1. Introduction

2. Preparing the Pitch Deck

3. Delivering a good pitch

4. Managing investor questions

5. Common mistakes to avoid

6. Discussion and Q&A

Agenda

14NOVEMBER 2015

How Do You Deliver a Successful Pitch?

Be prepared – practice, practice, practice (and know your facts)

Be clear, focused and brief – focus on key messages you want to deliver and avoid excessive detail

Tell a story – your story

Start with a “hook” – to get people’s attention

Pace yourself – don’t rush and don’t clutter the audience with information

Reference things people know and understand / use analogies (and validate what you are saying)

Try to create an emotional connection with your audience – know your audience

Eye contact, posture, body language

Use your deck as a reference point, but don’t refer to it constantly

Be confident but not arrogant

Use humor (selectively)

Stay within target timeframe

Strong closing

Tips for good delivery

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1. Introduction

2. Preparing the Pitch Deck

3. Delivering a good pitch

4. Managing investor questions

5. Common mistakes to avoid

6. Discussion and Q&A

Agenda

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How to handle investor questions

Be prepared – know your business and the market

Know your audience – try to anticipate their perspective and their questions

Have data and be specific

Again, be concise, clear and brief

Answer the question that is being ask (not another one)

If you don’t know the answer to a questions, be honest – investors hate when people fudge answers

If a weakness is identified in your idea/company – admit it, say what you’ll do to address it and move on

Be respectful – don’t be dismissive of questions

Try to close on a positive note

Tips for handling investor questions

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1. Introduction

2. Preparing the Pitch Deck

3. Delivering a good pitch

4. Managing investor questions

5. Common mistakes to avoid

6. Discussion and Q&A

Agenda

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What to Avoid

Too many slides, too much information

“Wordy slides”: Follow Guy Kawasaki’s 10/20/30 Rule of Power Point for slide design. 10 slides / 20 minutes to present the slides / 30 point font or greater

Too many product details, or too many financial details

Wrong data – lack of accuracy – false or misleading information

Belittling competitors

False/silly assumptions you can’t back up or don’t have data on

False confidence or arrogance

Common mistakes to avoid

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1. Introduciton

2. Preparing the Pitch Deck

3. Delivering a good pitch

4. Managing investor questions

5. Common mistakes to avoid

6. Discussion and Q&A

Agenda

20NOVEMBER 2015

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www.iliad-partners.com