Pitching Master Class
www.atp-innovations.com.au
Ben WrightDirector, Commercial Development
September 2012
4 Principles of
Pitching
1/ 15 sec
Your audience will remember 1 thing only, nail it in the first 15 seconds
Stotting
Stotting / Pronking
Pronk is “from an Afrikaans word meaning ‘to show off, strut, prance’, and ultimately from Dutch pronken ‘to strut’; and it was first applied to the spectacular bounds of the South African antelope, Springbok.
Bodylanguage – an honest display of athletic prowess and condition
If you are not confident, you will get eaten
Dress for success
CustomersPartnersInvestors
… it doesn’t matter
they DON’T CARE
about your technology
Content• 12 x slides• > 40 font
• < 10 words / page• Be graphic
TITLETag Line
“Quote from a credible investor or key opinion leader about your business”
PROBLEMWhat is the problem you solve or the unmet need
you address?
WHY?
SOLUTIONHow do you solve this
problem?
What is your value proposition?
OPPORTUNITYData / Statistics on market size
Existing proof points
Timing
MARKETWho is your target customer?
What is your relationship with the customer?
Bottom-up financial forecasts
BUSINESS MODEL
Explain how you will make money
What is your revenue model?
CHANNELS
Approach / tactics that will be used to get customers
What will you do now vs. future customers
ADVANTAGE
Describe your competitive advantage
Registered IP, Know-how, Relationships etc.
TEAMDetail the core team and
its track record
Why are you the best team to take this technology to
market?
ACTIVITYDetail the activities undertaken by
the business to-date.
Track Record / Key Metrics
What will you do next?
ASKDetail the audience ask:
Invest in us Partner with us
Buy our vision / Buy our widget
“We are raising X to do Y over Z time period”
SUMMARY This is a massive opportunity
We’re better because …Demonstrated metrics
This is our ask and use of funds
Name + Role + Phone + Email
Review 4 elements of pitching
Pitch content
Pitch template
www.pitchenvy.com/www.pitchdeck.improvepresentation.com
http://pollenizer.com/universal-startup-pitch-deckhttp://www.marsdd.com/articles/investor-engagement-elements-of-a-pitch-deck/
http://www.businessinsider.com.au/seed-round-pitch-deck-tempate-2013-8?op=1#how-will-you-
make-money-10
Resources
Ben Wright
+61 (0)2 9209 4444b.wright@atp-
innovations.com.au