NVBC Perfecting Your Investor Pitch 2011
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Transcript of NVBC Perfecting Your Investor Pitch 2011
Perfecting Your Pitch
Presentation begins at 7pm
[email protected] 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 OPINIONSDirector comfort & legal protection from independent, expert valuation
EXPANSION CAPITALMultiple industry
experienceSeasoned corporate
financiers
EARLY-STAGE FINANCING
Full-service approach throughout process
Aligned interests likely to secure funding
DIVESTITURESCorporate financier involvementcan improve price, simplify process
M&A ADVISORYSage advice in times of need or growth opportunity
.
About Stirling Mercantile
- PERFECTING YOUR PITCH -
Divestitures
M&A Advisory
ExpansionCapital
FairnessOpinions
Early-StageFinance
FAIRNESS OPINIONSDirector comfort & legal protection from independent, expert valuation
EXPANSION CAPITALMultiple industry
experienceSeasoned corporate
financiers
EARLY-STAGE FINANCING
Full-service approach throughout process
Aligned interests likely to secure funding
DIVESTITURESCorporate financier involvementcan improve price, simplify process
M&A ADVISORYSage advice in times of need or growth opportunity
.
Early - Stage Financing
- PERFECTING YOUR PITCH -
Tell Me What You Do
We sell [hardware/software]
that helps [our target
market]
to [save money or make
money] - PERFECTING YOUR PITCH -
Descriptions – Strangeloop Networks
BadStrangeloop Networks builds technology which reduces roundtrips, eliminates View State and drastically reduces application turns in web applications. The technology works in ASP.NET and Web Services.
WinnerStrangeloop Networks sells web optimization technology that accelerates E-Commerce sites, making our customers more money through a higher conversion rate.
- PERFECTING YOUR PITCH -
Descriptions – Energy Aware 2006
BadEnergy Aware Technology is a developer of demand response technology that helps reduce end user electricity demands in smart grid applications so utilities can keep their electricity supplies within their customer demand levels.
WinnerEnergy Aware Technology sells home energy displays to electric utilities to help their residential consumers better understand the way they use energy so they can reduce their electricity waste and save money.
- PERFECTING YOUR PITCH -
Descriptions – RFind - 2006
Bad Winner
- PERFECTING YOUR PITCH -
RFind develops a low cost system using wireless electronic (RFID) tags that help manufacturers locate their assets and free up resources to save on costs of storage.
RFind’s communication technology uses trilateral targeting algorithms to enable RTLS Gateways and proprietary Gateposts to monitor chokepoint & ingress/egress points for real-time wireless asset location.
COMMUNICATI
ON
Textual Presentations
Graphical Presentations
Textual Presentations
- PERFECTING YOUR PITCH -
Graphic Presentations
- PERFECTING YOUR PITCH -
Pricing : A Science and an ArtTYPE 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 -
Pricing : A Science and an ArtTYPE 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
Demo
- PERFECTING YOUR PITCH -
Eye Contact
- PERFECTING YOUR PITCH -
Follow up
- PERFECTING YOUR PITCH -
• A short email that night• Answer open questions and
tasks• Lead into next steps
PRESENTATION
Slides
- PERFECTING YOUR PITCH -
1. Company Description
2. Team 3. Problem or Need4. Solution/Demo5. Value Proposition6. Addressable
Market7. Competition
8. Sales and Marketing Strategy
9. Revenue Model10.Projections11. Roadmap12.Summary13.Contact Information14.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
Addressable Market
$Xb Overall
$XXXm
$XXm
6
Demo
Competitive Position
Comp
Speed
Functionality
7
Comp
Big Old Co
Nimble Co
Sales and Marketing Strategy
Pricing strategy
Target markets
Channels or partners
Current funnel
8
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
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
• 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
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’.D - PERFECTING YOUR PITCH -
.
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
We sell [hardware/software]
that helps [our target
market]
to [save money or make
money] - PERFECTING YOUR PITCH -