This document is meant to be a guideline if you are preparing for the first time to pitch a group of VCs or any one to you want feedback from. Hope you will find it useful. Cheers...Serhat

1. PITCH
Prepared for Entrepreneurs
by Serhat Cicekoglu

2. Parts of the “PITCH”
Introduction
Team
Each part is as important as the
Opportunity other and if you fail one you will
raise a doubt about the entire pitch.
Solution
Competition
Business Model
The Ask
2 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.

3. Parts of the “PITCH”
Introduction Define the company, business, service
or product in a single sentence.
Team
Opportunity
Solution
Competition
Business Model
The Ask
3 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.

4. Parts of the “PITCH”
Introduction
Team Identify a core group of talent that can
execute on the next set of milestones.
Opportunity
Solution
Competition
Business Model
The Ask
4 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.

5. Parts of the “PITCH”
Introduction
Team
Opportunity Establish the need for your company’s
solution and the size of the market.
Solution
Competition
Business Model
The Ask
5 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.

6. Parts of the “PITCH”
Introduction
Team
Opportunity
Demonstrate how you will solve the
Solution
problem and why your solution is better.
Competition
Business Model
The Ask
6 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.

7. Parts of the “PITCH”
Introduction
Team
Opportunity
Solution
Identify your competitors, validate your
Competition
differentiation.
Business Model
The Ask
7 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.

8. Parts of the “PITCH”
Introduction
Team
Opportunity
Solution
Competition
Explain how you will generate revenue,
Business Model show us what you’ve accomplished to
date and make future forecasts.
The Ask
8 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.

9. Parts of the “PITCH”
Introduction
Team
Opportunity
Solution
Competition
Business Model
The Ask Outline what you need from us to make
your business a success..
9 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.

10. Introduction
What you need to cover in one slide Critical factors
 Why did you start the company? What was the  Remember, this is your first impression, so
problem that you wanted to solve? IMPRESS them with your passion and strong
 When did you start it? belief in what you are started.
 What sources were used to fund the company?  You must show your unique insight to the problem
that no one else might have
 What is your value proposition? How do you intent
to solve the problem?
 What have you done so far?
You are successful, if at the end of this slide your audience has a basic idea
about your company and solution.
10 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.

11. Team
What you need to cover in one slide Critical factors
 Management – short and focused on relevant  Remember, this is your second impression, so
experience IMPRESS them by helping them understand why
 Prior companies/startups you are the right team.
 Education  Discuss hiring plans to show that you recognize
your weaknesses and also show that you are
 Prior exits & IPOs ready to delegate as you start to grow
 Board of Directors
 Board of Advisors (if applicable)
 Who is missing, in other words “Key future hires”
You are successful, if at the end of this slide your audience feels confident that
there is a core group that believes in the company and can get the job done.
11 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.

12. Opportunity
What you need to cover in 2-3 slides Critical factors
 State the problem(s)  You must articulate clearly what the problem is and
 Why does the problem exist/persist? also why it is real
 Describe why your solution is fix and not what the  You must also explain why the community would
other guys are doing adopt your solution instead of other options and
“free” is not the answer that we are looking for
 Is there an inflection point?
 How big is the market? How does this market
change and grow over time?
You are successful, if at the end of this slide your audience agrees that there is
need for your company’s solution and that solving the problem is worth it.
12 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.

13. Solution
What you need to cover in 2-3 slides Critical factors
 Demo  You must help them understand that what you are
 Show the unique aspects offering is bigger than a feature
 Explain the technology and its advantages  Help them understand your unique selling point
 Explain how you can maintain the lead over your  They must understand that what you are building
competition and that is doable and unique.
You are successful, if at the end of this slide your audience agrees that your
solution can fix the problem and that it can fix better than the other options.
13 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.

14. Competition
What you need to cover in one slide Critical factors
 Competitive Analysis:  You must explain one more time, why people will
 Strengths & weaknesses of each player switch or adopt your solution based on the
including yours competitive landscape
 Who invested in who?  Explain what is the biggest threat to your success
 What makes you unique among them?
 How does the market change and who is in the
best position to take advantage of them?
You are successful, if at the end of this slide your audience believes that you can
win with your approach and solution to the problem.
14 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.

15. Business Model
What you need to cover in 2-3 slides Critical factors
 How will you make money?  You must explain that business model in full, not in
 Customer Segments parts or incomplete
 Customer Relationship  Explain your assumptions clearly and disclose
 Channels sources that you have used to develop your
assumptions
 Revenue Streams
 How will use the capital?
 Key Resources
 Cost Structure
 Key Partners
 Key Activities
You are successful, if at the end of this slide your audience understands how you
will run and grow the company, as well as you have a business model that can
generate value for everyone involved.
15 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.

16. The Ask
What you need to cover in one page Critical factors
 What do you really need?  Be very clear about what you are asking and be
 Money? Why is this the right amount? ready to answer questions about it. It can’t be
arbitrary.
 Introductions?
 Recruiting candidates?  You must convince that you will put the money or
other resources into good use
 If money, what exactly will you do with it?
 What are your key milestones?
 How will you measure success?
You are successful, if at the end of this slide your audience understands what you
need from us to make your business a success.
16 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.

17. DISCLAIMER
The information presented in this document is for informational purposes only and may contain technical inaccuracies,
omissions and typographical errors.
© 2012 Sente Advisory Services, LLC All rights reserved.
17 | Pitch | May 01, 2012 | Confidential | © 2012 Sente Advisory Services, LLC All rights reserved.