Show's how you can use the POEM framework to pitch your startup to investors. Clearly outlines what the investor is looking to hear from your pitch and then gives recommendations on how to answer during your presentation.

1. ì
POEM®
302
TechnoVision
Pitching
POEM
to
Angel
Investors
TOMI
DAVIES

2. Content
1. WHY
YOU?
2. PROPOSITION
• The
Business
Idea
• The
Market
• The
Problem/Opportunity
• The
SoluEon
• The
Customers
• The
CompeEEon
3. ORGANISATION
• StartUp
Team
• GeJng
to
Market
4. ECONOMICS
• Customer
Economics
• Financials
5. MILESTONES
•
History
• Current
Status
• Key
Milestones

3. Why
are
you
pitching?
ì Share
your
vision
and
show
your
passion
for
the
business.
ì Demonstrate
your
understanding
the
need
for
mentoring,
access
to
business
networks
&
funding
and
be
realisCc
about
how
it
can
help
your
startup
succeed.
ì Illustrate
what
the
investors
ability
to
add
value
in
ways
other
than
providing
capital,
such
as
challenging
your
thinking,
enhancing
your
credibility
and
helping
you
make
contacts
in
your
market
will
mean
to
your
startup.

4. What’s
your
POEM?
PROPOSITION
The
Business
Idea
The
Market
The
Problem/Opportunity
The
SoluCon
The
Customers
The
CompeCCon
ORGANISATION
Your
Team
GeLng
to
Market
ECONOMICS
Customer
Economics
Financials
MILESTONES
Your
History
Current
Status
Key
Milestones

5. P:
The
Business
Idea
þ Express
your
idea
in
one
sentence.
þ Be
concise
and
convincing.
þ Is
it
a
big
enough
idea
that
has
the
potenCal
to
earn
outsized
returns
and
generate
real
wealth
for
investors?
Why
should
I
be
excited
about
this
startup?

6. P:
The
Market
þ Describe
the
opportunity
you
have
to
create
revenues.
þ What
are
the
margins?
þ What’s
your
total
available
market/return?
þ What
would
your
revenue
be
if
you
got
100
percent
of
your
target
customers
paying
what
you
expect?
Is
this
market/
opportunity
big
enough
to
yield
sustained
growth
and
market
share
leadership
for
a
highly
valued
investment?

7. P:
The
Problem/Opportunity
þ Describe
the
problem
you
are
solving.
þ Show
that
you
know
the
problem
and
the
opportunity!
þ Who
is
the
target
customer?
þ does
he/she
have
buying
ability
and
authority?
þ what
problem
does
the
customer
have
today?
þ why
is
that
a
big
problem,
why
is
it
his/her
biggest
problem?
Are
there
a
significant
enough
number
of
“good”
customers
who
care
enough
about
this
problem
to
pay
for
a
soluCon?

8. P:
The
Solution
þ Define
and
arCculate
the
soluCon.
þ Show
that
you
have
really
come
up
with
a
soluCon
that
is
truly
innova&ve
and
value
crea&ng.
þ Did
you
find
it
due
to
exclusive
domain
experCse
or
intellectual
property
that
is
really
hard
for
others
to
match?
Will
the
soluCon
give
the
startup
a
compeCCve
advantage?

9. P:
The
Customers
þ Share
profiles
of
those
who
have
agreed
to
pay
for
the
product/
service.
þ If
the
product/service
is
sCll
in
“beta
test,”
present
specific
customers
who
have
provided
credible
evidence
that
they
are
ready
to
buy
the
product/service
and
will
work
with
the
company
to
help
improve
it
over
Cme.
þ Who
are
the
customers
that
are
really
waiCng
to
pay
for
this
service?
Are
there
customers
that
maer
with
a
high
willingness
to
pay?

10. P:
The
Competition
þ Share
specific
strengths
and
advantages
of
your
top
two
or
three
compeCtors,
þ Create
a
matrix
of
the
compeCCon
with
the
variables
that
maer
and
present
a
one/two-­‐liner
on
each
of
their
stories
(funding,
etc.)
þ In
one/two
sentences
why
can
you
beat
each
of
them?
How
is
the
startup
posiConed
in
the
landscape
against
all
the
other
valued
companies
playing
in
this
category?

11. O:
Your
Team
þ Present
profiles
of
the
top
team
members.
(Directors,
Advisors
&
Management)
þ Include
quick
bullet
points
about
their
relevant
past.
þ Why
are
they
the
team
to
beat
in
the
industry
sector?
Is
there
a
world-­‐class
team
in
place
with
relevant
skills
and
a
solid
track
record
to
pull
this
off?

12. O:
Getting
to
Market
þ Explain
how
will
you
get
in
front
of
the
customer
(direct,
indirect,
etc.)
so
that
your
product
or
service
will
sell
quickly,
easily
and
with
a
short
sales
cycle.
þ Address
the
issue
of
accessing
the
customer.
þ Which
channels
will
you
use
to
get
to
the
market
and
how?
What
are
the
ways
and
channels
this
startup
will
get
its
product
to
customers
profitably?

13. E:
Customer
Economics
þ Show
that
you
know
what
customers
pay,
what
it
costs
to
service
them,
and
what
it
costs
to
acquire
them.
þ What
are
customer-­‐retenCon
rates
that
will
result
in
compelling
unit
economics?
þ What
is
the
rate
of
return
on
new
customers?
þ Can
your
startup
reach
a
broad,
diverse
customer
base
across
industries/geographies
inexpensively,
and
get
big
revenue
out
of
them?
Do
people
who
are
the
ulCmate
decision
makers
care
enough
for
the
product
or
service
(i.e.
they
are
paying)?

14. E:
Customer
Economics
þ Present
a
chart
outlining
financial
projecCons.
þ On
the
horizontal
axis:
last
year,
last
two
and
next
two
quarters,
next
year,
two
years
out,
and
three
to
five
years
out.
þ On
the
verCcal
axis:
key
metrics
such
as
number
of
customers,
big
revenue
lines,
COGS,
gross
margin,
big
expense
lines,
net
income,
cash
flow,
and
EBITDA
þ How
much
will
you
make
for
each
dollar
invested?
Over
what
period?
Are
the
unit
economics,
gross
margins
and
profitability
believable
and
compeCCve?

15. M:
Your
History
þ Describe
your
history
of
achievements.
þ Detail
what
investments
have
already
been
made
including
yours
þ How
far
did
each
investment
go
and
what
did
you
do
with
it?
How
much
has
been
invested
and
what
difference
has
investment
in
this
team
made?

16. M:
Your
Current
Status
þ Present
a
factual
current
status.
þ Detail
how
all
the
risk
idenCfied
through
research
has
been
managed
and
any
major
unsolved
technical
problems
that
may
remain.
þ Where
are
you
today
financially?
People?
Product/Services?
Are
the
company’s
products/services
already
marketable
or
Is
there
sCll
a
lot
of
research
and
development
remaining
to
be
done?

17. M:
Key
Milestones
þ Share
tangible
major
milestones,
which
can
be
hit
quickly
to
prove
the
value
proposiCon
and
indicate
that
the
team
can
address
its
market,
allowing
a
big
step-­‐up
in
value
for
it
as
a
company.
þ Show
you
know
when
to
expect
the
next
round
of
funding.
þ How
will
the
growth
of
your
company
be
sustained?
How
much
progress
will
the
company
be
able
to
make
with
the
funding
they
are
seeking?

18. TOMI
DAVIES
ceo@tvcng.com
+234
817
001
2938
THANK
YOU!