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Pitch Perfect

Pitch Perfect. TITLE. TITLE: Logo + Tag Line + Contact Info NOTES: First Impressions Matter! – Get their attention! Be enthusiastic – Build a connection with your audience. Gives signs that you are confident, capable and organized.

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Pitch Perfect

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  1. Pitch Perfect

  2. TITLE TITLE: Logo + Tag Line + Contact Info • NOTES: First Impressions Matter! – Get their attention! Be enthusiastic – Build a connection with your audience. • Gives signs that you are confident, capable and organized. • Don’t forget the 3 C’s of good presentations: Crisp, Coherent and Compelling.

  3. PAIN POINT PROBLEM / PAIN POINT: Bold one line statement + Supporting customer validation data • Notes: Don’t forget the gain points as well. • What is the unsolved problem or need? • Do you have supporting metrics/corroboration? • Why has the problem not been solved until now? • Remember – Customers buy if they experience need or want. • Good storytelling can help the listener “feel” the pain. Make the problem a reality and not an abstraction. • You have found the antagonist for your story.

  4. VALUE PRODUCT OR SOLUTION: What you do + List of benefits + Show screen shots / demo. Does it make the pain go away? • NOTES: What does it do and how does it work? • Do not get too detailed- Assume technical matters will be validated later. • Use pictures or diagrams (visual cues) where possible. • How does it fit within the customer’s environment? • What proof of concept have you achieved? Prototype? Beta?

  5. MARKET MARKET: Description of market + Size of addressable market • NOTES: Willing and able buyers that you can reach • Consider Initial Target Market: subset of the addressable market for whom the value proposition is truly compelling and obvious at product introduction. “Low hanging fruit.” • Personify your market if you can. The power of buyer personas. • Start to tie your story together. The Product Market Fit.

  6. TRACTION PROGRESS / TRACTION: Phased timeline + Goals + Description of what has been accomplished thus far • NOTES: What is your current status? Use accurate words to describe phase of development: “it does” vs. “it will”. What does your timeline look like? Can you demonstrate momentum? What have you accomplished recently? What do you plan to focus on next? • What’s the next chapter in the story?

  7. COMPETITION COMPETITION: Competitive Quadrant/ Graph + Differentiators . Positioning Map. • NOTES: What’s your underlying magic? • What are your differentiators• Avoid the “no-competition trap” • The competition should be respected. An honorable foe.

  8. TEAM TEAM: Who they are + What they do • NOTES: Prior successes • Exude Balance & Cohesiveness • Compelling snapshots. • Does the audience want to be member of the team and part of the story. A soft close.

  9. REVENUE REVENUE MODEL: How do you make money? + Basic Projections • NOTES: Timing and frequency of buying decision and payments• Average $/purchase? • Example descriptors about types of revenue: Direct Sales, Professional Services , SAAS , Licensing, Data Broker, Subscription, Advertising, Value Added Reseller • This can be your happy ending. Make it a believable one.

  10. CHANNELS CUSTOMER ACQUISITION & CHANNELS: Strategies for Conversion + Delivery. • NOTES: How you get your customers and what costs? • How you actually deliver solution to customers? • How do channel partners help create and deliver value?

  11. HINTS • Practice makes perfect. • Intros and hand-offs matter. • You tell the stories, not your slides. • Speak in headlines! • Conversational and from the heart. • Paint of a verbal picture of your value. • Build excitement but no surprise endings. • Get them ready for the next chapter. An action plan. • Anticipate tough questions.

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